Despite this, I have to admit that as a self-employed marketing pro, I’m guilty of neglecting my own marketing while coaching my clients to improve theirs (you know the old adage “Cobblers’ kids are the last to get new shoes” (with all due respect to Jim at Daub’s Cobbler Shop who tells me his kids’ shoes are not neglected). Luckily for me, business has taken care of itself. However, all businesses, mine included, have occasional lulls and that’s when I fall into the same faulty thinking I advise my clients against, “What can I do today to drum up new business now?. The answer, aside from sales calls, is nothing.
You see, marketing is a slow process. No one thing on one day is going to bring you an immediate influx of sales . I often hear, “I ran an ad and got no response”. One ad? Really? And you didn’t have a line at the door? Color me shocked!
Marketing is not sales (please read that aloud at least three times). Marketing is like networking (which I realize is a form of marketing, but that’s a topic for another day). When you attend a networking event, you don’t expect to seal a deal with a new client on the spot, but instead, to introduce yourself to as many new people as possible, getting to know enough about each one to appraise their need (or lack thereof) for your product or service, and briefly make them aware of what you have to offer professionally. To keep from boring them and making them want to run and hide the next time they spot you in a crowd, you include a helpful industry tip or relevant small talk to exhibit your professional expertise (keep it short, no one likes an opportunist) and a willingness to share your wisdom without expectation of anything in return. They may not have a need for your service or product right away, but when they do (or when a friend requests the name of a reputable company in that industry) your name will be the one that comes to mind first. In marketing this is called “top of the brain”.
Again, it’s not fast, not a magic pill to be swallowed for immediate results. Because of this, there is no good or bad time to market your business. People often say “I don’t need to promote my business now, this is my busy season”. But then they come to me when things get slow and money is tight asking for fast, inexpensive results. That’s.not.how. this.works. The best time to market your business is every day. Build the awareness of your business, your brand, your differentiators while business is good, and funds are available for those out of pocket costs (such as professional help-check out my site and give me a call!) and your slow periods will be fewer and less desperate.
Now excuse me, I’m off to take my own advice. I don’t get the same high from it as I do marketing other people’s businesses, but I, like you, need to tend to it more.Hey, what can I say; I never claimed to be perfect.