Are you ready for the crap that comes with growth?

So you want to grow. You know your business has scope and potential to grow. But are you ready for the pain that you have to go through to grow?

Whenever I meet business owners there is tons and tons of enthusiasm for the growth but not so much eagerness or a glossing over the problems and pain of taking it to the next level.

So what are you getting yourself into?

The bigger you grow the bigger the problems will be. The truth is growth gives you a new set of problems. You will never escape problems. It is a fact of life. The sad thing is some people are never prepared for the problems that come with growth.

The bigger you grow the slower you go. The bigger you build the more people you will have and as such what takes you 5 minutes now takes someone else 7 minutes. Processes that make things work at a larger scale inevitably mean you sacrifice some of your agility.

The bigger you grow the bigger your beast is to feed. You have to be prepared to move from £000’s to £0000’s. The same tactics that bootstrapped you to your first million won’t work to take you to your second. You need more food to feed the machine. That means creating more sales at a lower acquisition. The artist has to become a production line.

Before you push for growth you have to be prepared to accept that you will not be moving into a paradise you will be trading different problems. Increasing sales means increasing people, increasing problems but increasing profits!!! It’s a harsh truth…. but it is truth.

How the iM! team can help you grow your business

Every business owner wants to see year on year growth. Everyone wants to see a steady stream of new business coming through. It doesn’t always happen. Sometimes things stall, managers get stuck and the business falls into a rut. In other cases, the business is growing but slowly and the competition is always close behind.

So how can iMARVEL! help?

What we excel at here at iMARVEL! is finding a strategy to help you keep two steps ahead of the competition. We have adapted the simple principle of the more people who see you will result in more sales. The important thing is making sure the right people see you and understand that your product or service meets their needs.

If you convince people you can meet their needs, you can solve their problem, you will win their business.

It sounds easy, sometimes it is, other times it is tough to cut through sometimes, self-imposed restrictions on the grow of the business.

If you are keen to break into new territory, win new business and give your competitors something to worry about, why not speak to the iMARVEL! team about having a one-day strategy session.

Our strategy sessions break down your business objectives, customers and obstacles to build a cohesive strategy that you can implement quickly to start making an impact and generating more enquiries.

  • How can we use influence to win new business?
  • How can we get better at stimulating interest from prospects?
  • How can we create a brand for our business that gets remembered?

If you would like to know more or book a strategy session drop us line  hi@imarvel.imtestsite.com

 

 

Why most marketing campaigns don’t work.

It’s our view here at iMARVEL! that marketing is a necessary element of building long term sales and winning new customers. However, many SMEs say that they would hire a sales person over a marketing person. This by no means a scientific explanation but  we suspect that decision makers feel that a sales person can deliver quicker results.

 

We try to break down the difference between marketing and sales like this;

  • Marketing Activity goes to people and creates interest and customers. It’s pull.
  • Sales Activity finds people who are interested and makes sales. It’s push.

 

So here is the problem. Many marketing campaigns don’t work because the are actually a sales campaign disguised as a marketing campaign.

 

Both sales and marketing have the same goals, create customers and sell your products and services.Sales is concerned with converting prospects into customers. Marketing on the other hand creates, leads, enquiries and prospects.

 

Sometimes, marketing campaigns don’t work but not for the reasons you may suspect.

 

All too often marketing is generated from a knee jerk reaction. We see this a lot in small businesses. A bad result on the management accounts can trigger direct mail, e-blasts and a massive marketing initiative. If this is you, stop doing it. A good campaign needs preparation, solid messaging and a strong strategy. All those elements need time. You are wasting money. Marketing campaigns very rarely can be executed to grow sales and acquire new customers on a short term basis, particularly in B2B.

 

Many campaigns have been written off as a failure without giving them sufficient time to get rolling and when they do get rolling, particularly with digital campaigns you need to tweak and adapt them as you go.

 

Marketing campaign also fail when the messaging and audience are not fully considered. You fail to target when your questions are too broad. How can we get more sales? is broad. How can we get more sales from veterinary surgeries? is a targeted question. Targeting forces you to think about the needs of the customer, what will interest the customer and how they would prefer to buy (which then feeds into your sales process).

 

There are thousands of businesses have amazing marketing which generates huge numbers of enquiries but their sales process and marketing is disconnected. They lose leads to competitors because they can’t buy online, you can only buy online, the product information is confusing or the ordering process is bureaucratic. Those businesses have fantastic marketing but poor sales process.

 

If you could double your sales through marketing would you do it?
It’s said that half of all marketing works, the question is, which half. This comes from a throw and stick approach. Throw money at lots of different marketing activities and hopefully some of it will stick. The throw and stick approach works, it’s just awfully expensive! You spend money you don’t need to and lose out on new customers because you didn’t connect with them. If the 50:50 rule is 100% true then it’s not just that your spending money you don’t need to, your losing 50% of your sales.

 

Targeting allows you to decide your ideal prospective customer and tailor messages to them. Instead of mailing 10,000  brochures at £1.25 per unit and getting a 2% response rate, through targeting you could send 2000 tailored mail packs at £3.00 per unit and get a 20% response rate.

Why do most marketing campaigns fail? They are rushed, bland and not connected to the sales process.