7 Advertising Mistakes Made By Most Local Businesses – And How To Avoid Them!
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Transcript of 7 Advertising Mistakes Made By Most Local Businesses – And How To Avoid Them!
iMarketing Leader | Todd McPartlin imarketingleader.com
iMarketing Leader | Todd McPartlin imarketingleader.com
iMarketing Leader | Todd McPartlin imarketingleader.com
Small businesses simply can’t afford to be wasteful…
• Smaller budgets
• Don’t have a lot of “extra” money
to waste on non-performing ads
• Need high-performing ads that
deliver consistent sales
• You MUST Track It
iMarketing Leader | Todd McPartlin imarketingleader.com
…are you making any of these below?
1. Trying to advertise to everybody
2. Not taking into account the true value of a customer
3. Focusing only on one form of advertising
4. Creating weak ads
5. Not having a strong landing page
6. Cutting back when times are slow
7. Not capturing leads and following up8. Not Tracking Your Advertis
ing
iMarketing Leader | Todd McPartlin imarketingleader.com
Mistake #1: Trying to advertise to everybody
• Really advertising to “no one”
• Need to define your best
prospects
• Understand their
needs/desires/challenges/fears
• Speak directly to them through
targeted advertising
iMarketing Leader | Todd McPartlin imarketingleader.com
Get to know your ideal prospect
CollegeHumor.com from Quantcast.com
iMarketing Leader | Todd McPartlin imarketingleader.com
Market specifically to them
iMarketing Leader | Todd McPartlin imarketingleader.com
Mistake #2: Not taking into account the true value of a customer
• Must know lifetime value of
customer
• Not knowing this will misrepresent
your advertising ROI
• Don’t focus just on one-time sale…
customers come back for more!
iMarketing Leader | Todd McPartlin imarketingleader.com
Mistake #3: Focusing only on one form of advertising
• Yellow Pages – not as effective as
it once was
• Direct Mail – still great, but
expensive and lacking online reach
• PPC – pay-per-click, but only
reaches about 8% of interested
prospects
iMarketing Leader | Todd McPartlin imarketingleader.com
Let the little green lizard be your guide!
• Advertise everywhere you can
• Consistent message
• Multiple forms of media at the
same time to hit from multiple
angles
iMarketing Leader | Todd McPartlin imarketingleader.com
Mistake #4: Creating weak ads• Poor ads don’t perform and waste
valuable dollars
• 5 keys to a strong ad: Headline
Image
Brand
Offer
Call-to-Action
iMarketing Leader | Todd McPartlin imarketingleader.com
Headlines must make them want to read more
• Headlines are the first thing people
see and should make them want to
learn more or take action
• Must appeal to their curiosity,
fears, or desires (combine the 3 for
an even better ad!)
• Needs to be targeted to your best
prospect
iMarketing Leader | Todd McPartlin imarketingleader.com
Images must grab their attention
• Use high-quality images
• Creative, unique, and jarring
ones are best for catching
people’s eyes
• Should be relevant to your brand
iMarketing Leader | Todd McPartlin imarketingleader.com
Make sure to incorporate your brand
• Don’t forget to include your
unique brand elements (style,
voice, logo, tagline, etc.)
• Helps you cement your company
name into your prospect’s minds
iMarketing Leader | Todd McPartlin imarketingleader.com
Include an irresistible offer
• Reward them for interacting
with and/or mentioning the ad
(i.e., discount, promotion, free
gift, contest, etc.)
• Contests and sweepstakes are
very popular
iMarketing Leader | Todd McPartlin imarketingleader.com
End with clear call-to-action
• Be clear and precise on exactly
what you want the viewer to do
• Don’t have more than one call-
to-action on each advertisement
• Leave zero room for confusion
iMarketing Leader | Todd McPartlin imarketingleader.com
Mistake #5: Not having strong landing page
• Landing page is where you send
your visitors after viewing/clicking
your ad (typically your website home
page)
• Can be used to capture leads (via
email, forms, or phone) or make
direct sales
iMarketing Leader | Todd McPartlin imarketingleader.com
5 main purposes for a landing page1. Get a visitor to click to go to
another page
2. Get a visitor to buy
3. Get a visitor to give permission for you to follow up by email, phone, etc.
4. Get a visitor to tell a friend
5. Get a visitor to comment or give you some sort of feedback
iMarketing Leader | Todd McPartlin imarketingleader.com
Same principles for good ads also apply to landing pages
• Engaging headline
• Simple, specific copy
• Benefits over features
• Irresistible offer
• Clear call-to-action
iMarketing Leader | Todd McPartlin imarketingleader.com
Mistake #6: Cutting back when times are slow
• Don’t limit yourself to short-
term thinking
• Running ads today are an
investment in the future
• Cut advertising today, risk
losing business tomorrow
iMarketing Leader | Todd McPartlin imarketingleader.com
Mistake #7: Not capturing leads and following up
• Building a list is extremely
valuable
• Most prospects don’t buy the
first time they hear about you
• Follow up with qualified
leads and sell them later on
iMarketing Leader | Todd McPartlin imarketingleader.com
Best practices for building a high-quality email list
• Offer a “bribe” (free e-book or
whitepaper)
• Host webinars or local events
• Promote online contests
• Cross-promote with other
businesses
iMarketing Leader | Todd McPartlin imarketingleader.com
Follow up with them afterwards
• Deliver remarkable email
content (helpful + relevant)
• Reward them with exclusive
offers and discounts
• Be careful not to “over-sell”
iMarketing Leader | Todd McPartlin imarketingleader.com
So…how are you doing?1. Trying to advertise to everybody
2. Not taking into account the true value of a customer
3. Focusing only on one form of advertising
4. Creating weak ads
5. Not having a strong landing page
6. Cutting back when times are slow
7. Not capturing leads and following up
iMarketing Leader | Todd McPartlin imarketingleader.com
Contact us if you have any more questions or if you’d like help!
Making some mistakes? Now’s the time to correct them!