Joint Venture Marketing for Small Business
What is a small business? When does a small business become a medium business or a large business? Why would small business marketing be any different from any other kind of marketing?
Joint ventures are great for lead generation and will work well for any business. But when combined with credibility, they are especially useful for those who are marketing services either as a sole proprietor or a small partnership.
Reverse Marketing Strategy #1: The Single Most Important Component For Getting Clients To Seek You Out
Imagine that you've never heard of me and I want to try to win you as a new member of this program. One day, you get a letter in the mail telling you that I have a new program to help you sell more of your services. Furthermore, I guarantee your results. All you have to do to get all the details is call my toll-free number and request my special report.
Would you respond to my offer?
Maybe, maybe not.
The fact is, when I send out my lead generation letter with precisely that message, around 6% of all the people who receive it respond and request my free report. Now compared to the industry standard of 1% to 2% response, I'm doing quite well. But on the other hand, a positive response of 6% means that 94% of all the people who receive my letters do not respond!
Now let's alter the scenario slightly. Let's say you belong to an association for your profession. Within that association, there are a few individuals who have been extremely successful. Again, you receive a lead generation letter for my program. But this time, it's structured differently.
This letter is written by the most successful member of your association and printed on his/her stationery. The letter tells you that a key component of that person's success was the use of my program to sell more of their services. It specifically lists the exceptional results they've enjoyed by applying my strategies and techniques. Then this esteemed professional tells you that you could produce similar results quite easily and to find out how, all you have to do is call my toll-free number and request my special report that will give you all the details.
Now would you respond to my offer?
In test after test, I've documented response from 9% to as much as 22% using this simple strategy. That's a substantial jump from the 6% I was previously getting with absolutely no additional cost or effort. And it translates to a serious increase in sales and profits.
Embedded in this example is what I call "The Single Most Important Component For Getting Clients To Seek You Out." Can you identify what it is? The answer is:
Credibility
Get out your highlighter and mark the paragraph above. It's one of the most important strategies you'll ever discover for marketing your services. If you take it to heart and start employing credibility to sell your services, you simply can't go wrong.
Credibility makes it easier for you to get as many new clients as you need to build a thriving, growing practice. Credibility is the key component in getting clients to spend more with you. Credibility can be gained from forming a joint venture with and getting an endorsement from someone who already has credibility. Credibility is what turns clients who would normally be one-shot engagements into lucrative long-term repeat clients.
| 