Monday, March 25, 2013

I Deserve To Be Paid For My Services

In my line of work - a consulting business - I often encounter some business folks that feel they don't need to pay for consulting services. A person not wanting to pay for consulting services can end up being a problem to the bottom line of a business.

It still amazes me that some business folks think they should not pay for consulting services. It is as if they think consultanting is somehow not a legitimate business. I get calls from potential clients from time to time seeking my marketing consulting services, however, upon inquiring about my fees, they question why I charge for certain services. Really! How often do business owners give away their services for free? Now, some consulting businesses may give away an initial 30 minute consultation or something to that effect, etc., but I can think of none that outright give their services away free of charge.

For example very few folks question an attorney's retainer. When they are in need of legal representation, they gladly pay whatever is requested. The same is true for accounting services. A business owner is willing to pay the specified cost to have their books done monthly by a good account. However, when it involves marketing, some business owners have the nerve to question pricing. Marketing is what keeps a business in business. If a business does not engage in some type of marketing, they most often fail. So, why question or skimp on the very thing that will bring you customers?

Folks let me make this fact clear, EastLake Marketing Group is about making a profit! I am not doing marketing consulting/marketing coaching free of charge for anyone; not today, tomorrow, next week, next month, or next year. Under no circumstances should a consulting business not charge a client for services rendered. And the reason is this. There is expertise behind what I do for a living. I had to learn what I'm offering. It was a combination over 20 years what I learned in college, on the job, and self-taught. Either way my knowledge is worth being paid for. I am entitled to be compensated for my efforts. I never allow anyone to persuade me to do different. If I take the free route with regard to my business I will never make a profit. I always remember the advice I was given years ago by one of my mentors. She told me to charge a fair price for my consulting services, even if the person happens to be a friend or family member. I started my business to make money. Therefore I charge for my services.

Happy Marketing!

Get In Contact:
Maddison D. Cephas
EastLake Marketing Group
The Small Business Marketing Spot
877.448.0848 - Message Line

Wednesday, February 27, 2013

Question Of The Week

How often do you contact your customer after you make a sale?

Note: Post your comments here or on our Facebook page. Click on 'The Small Business Marketing Spot' to be directed to Facebook page.

Get In Contact:
Maddison D. Cephas
EastLake Marketing Group
The Small Business Marketing Spot
877.448.0848 - Message Line

Tuesday, February 12, 2013

State The Benefits, Not The Features

When marketing your product or service you always want to play up the benefits. Consumers are a fickle breed when their money is involved. They won't part with it unless there is something in it for them. Give them a reason to purchase your product or service. Remember this, consumers buy benefits not features.

Most consumers could give a hoot about how inexpensive your new coffee maker costs. They want to know, if it is available in twenty cool colors, if it heats the coffee to 100, 200 or even 300 degrees, if it saves space on the kitchen counter, if it grinds the coffee beans, and how fast it will make coffee before they crawl out of bed in the morning.

And business owners honestly don't want too much detail about your company when you are presenting your service to them. They want to hear that you have a solution to their problems. I know it sounds a bit harsh, but it's true. Very few B2B (business to business) clients want to hear you drone on and on about how great your company is. Really! You need to state those benefits.

Never assume that the person reading your ad, flyer, or brochure gets what your business is attempting to sell. Spell it out for them. Appeal to them. Give them valid benefits as to why they need to purchase what you are offering. Sincerely convince them that you care. This type of marketing works every time, because you are giving them exactly what they want. I'm not just blowing smoke either. I know this stuff. I practice it everyday and get paid for it too. :-)

Happy Marketing!


Get In Contact:
Maddison D. Cephas
EastLake Marketing Group
The Small Business Marketing Spot
877.448.0848 - Message Line