I met with a new client yesterday and I asked her what they’re doing to market themselves. They’re two women attorneys who’ve been in business for ten years, and they’ve successfully weathered several economies. They belong to several legal organizations and sit on a few BODs. They’d do more networking, but frankly, both have two small children under 4, and they’re stretched pretty thin. Also, let’s not forget (ladies) that women are always the primary caregivers.
They have an intake form on their website, which generates a fair number of inquiries, but only a few of these turn out to be valid clients.
This brings me to my own realization. I have a fair number of 5-star ratings on Yelp, and over the last few months I have received quite a few calls from potential clients. I call these people back, discuss their requirements, prepare a proposal and schedule follow-up call to discuss their projects.
All of these efforts have been a waste of time because none of these people has been ready to spend any money on marketing. They all have unrealistic expectations about the time it takes to develop a comprehensive marketing strategy, create a newsletter, a blog or website. One person wanted me to develop and execute a very labor-intensive social media campaign, assuming that he could pay me once his business got off the ground. Is he crazy?
Another thing these people have in common–none of them understands that networking and word of mouth are the most important ways to build a business. Every single one of these people expected a website, blog, newsletter or social media to bring clients storming through his/her doors.
Get a grip. Successful business owners know that networking and word of mouth are essential to business growth. Most of all, it takes considerable time and effort to develop and nurture the relationships that generate new business. Savvy business owners know that we don’t have choices about how we market ourselves–we have to be doing it all.
Ask me about how to make the most of your marketing dollars–it’s what we do at Top of Mind Marketing!