Why do your customers choose you?


Why your customers by from you and not your competitors is a key strategic marketing question that is harder to answer than ever before.The  competitive landscape has changed and commoditisation of products and services has given rise to the focus on customer retention and differentiation based on the "how you provide a service or product".The … Continue reading Why do your customers choose you?

“70 percent of the buying process is now complete by the time a prospect is ready to engage with sales.”


In Phil Fernandez's book Revenue Disruption and CEO of Marketo, Phil espouses with abundant product information available online—such as customer reviews, peer evaluations, independent analysis, social network referrals, user generated content and more—the vast majority of buyers begin their buy cycle in a search engine or online, effectively circumventing sales people, completing the majority of their … Continue reading “70 percent of the buying process is now complete by the time a prospect is ready to engage with sales.”

How did you start to market your small business? Read the stories


Laura Lake marketing guru had a great post inviting small businesses to share their stories about how they started their businesses. Thought it was a really good idea. Here is mine. Why not share your ideas? Do You Marketing a Product or a Service?: I market a service - my own small business marketing consultancy. … Continue reading How did you start to market your small business? Read the stories

Your personal brand Vs your company


I was speaking with a client the other day and he suggested I need to separate  me Dan the person,  from MacInnis Marketing the brand. This statement got me thinking. Is this advisable or even possible when you are a small business delivering a service? The personality of the brand MacInnis Marketing is all tied … Continue reading Your personal brand Vs your company

Sales readiness – how ready is your sales team?


Research from the Training Industry has come up with top 5 issues that sales teams face. Top Five issues Value propositions that differentiate you from the competition Translating products and services information into solution stories Elevating messages to the executive buyer Assessing and responding to customer needs Handling objectives Great audio from the American Marketing … Continue reading Sales readiness – how ready is your sales team?

Where sales and marketing intersect that’s the new competitive advantage.


Does this comment ring true for you? Do you just use word of mouth and hope for the best? "After several years of word-of-mouth (lazy) selling, we recently decided to invest a fixed percentage of revenues to kick-start our sales and marketing program. Believe me - it is easier to build you business around a … Continue reading Where sales and marketing intersect that’s the new competitive advantage.

Reasons why your customers buy from you.


If you are wondering why you customers DO  buy from you marketing guru Laura Lake has some good ideas which I add my own thoughts to.     They are aware of your product. GET THEIR ATTENTIONConsumers  purchase products they are aware of. Your target customers know about your product . You targeting the right … Continue reading Reasons why your customers buy from you.