This post originally appeared on American Express OPENForum.
There is a never-ending list of things businesses must purchase in order to grow. It’s just a fact, and that fact is exploited by plenty of folks that want to sell you things that may or may not actually propel you towards growth.
In the building of your brand, both online and off, there will come a time when a company approaches you with an offer for a service that seems to address a need, but in fact, is so detrimental it may actually do more harm than good.
These offers often address our inherent desire to shortcut the real work required to produce sustainable business and marketing results—but, of course, that’s the appeal.
Below are five things you must do the right way—and that usually means you should never pay for them.
Advertising you can’t account for
I’m not against paying for advertising, in fact, quite the opposite; I think advertising is an essential part of small business lead generation. What I am opposed to is buying any advertising that you can’t or don’t track.
Advertising only works if it’s the right message, presented at the exact right time, to the exact right audience. There are so many variables at play here that the only way to get your bang for the buck is to measure real results, in almost real time. Advertising without accountability is like playing roulette with your money.
Lots of companies offer incentives for referrals, and in some instances a little cash for the act of a referral can motivate, but is it the right motivation?
Referral generation is an important aspect of marketing, but when you pay for referrals you change the relationship from social to financial and that changes the dynamic in ways that won’t last long-term.
The proper motivation for a referral is the lending of trust in an effort to help either the company receiving the referral or the individual being referred. That’s not to say that you shouldn’t use creative incentives to keep referrals top of mind, it’s just that if you provide something of value, you shouldn’t have to bribe people to share.
Reviews of your business
Online reviews carry increasing weight in the information gathering routine of prospects, as well as in the ranking factors that contribute to high search engine results. Because of that, smart marketers are paying more attention to reviews and even getting more proactive about stimulating written reviews from happy customers.
So, it should come as no surprise that enterprising snake oil types are offering reviews for fee services that can get your business favorably reviewed by professional Yelp and Google Places review accounts located right there in your town.
On top of being dishonest, my guess is that paying for these reviews may actually get some businesses banned from review participation. Put the work in and make reviews an authentic arm of your message.
Links to your site
This one has faded from the mainstream for the most part, mainly because the search engines police it so heavily, but there are still lots of SEO types willing to sell you links from high quality sites leading back to your site.
Back links to your site are extremely important, but its become extremely easy for search engines to recognize abnormal linking behavior, and even easier to penalize sites that participate in it.
Write good content, point to good content and participate in social networks—that’s how you create organic links to your site.
Opt-in e-mail lists
Every list company, including the largest, most respected names, will sell you a list of targeted opt-in e-mails. The thing is, no matter how many hoops they jump through to make sure these e-mails are CAN-SPAM compliant, they aren’t opt-in, because they did not opt-in to get your e-mails.
Some companies get around this by not actually selling you the list, but instead renting you the ability to send an e-mail from their servers to a list. No matter how tempting this may sound, it’s still spam and not something you should even consider.
It can be difficult to navigate the various offers of help that show up at your door, but some things just simply can’t be bought.
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