Mr. Bob www.mrbob.ca/bob asks What message are you communicating to your prospects, clients and community?

What message are you communicating to your prospects, clients and community?

An associate said "I went on Google and searched for 'small business accountant Barrie' and there were none on the top few pages." What's going! Don't you think that small business accountants would be talking about small business solutions?

Is it time for a reality check? Over my many years, I have met thousands of small business owners. When I ask them what they do, inevitably I get a standard answer. Their response is "this is what I do..." and they try to list everything. They talk about the features and usually don't ask why I am asking the question.

Reality Check #1 - Ask yourself, if you were looking for a small business accountant in Barrie, what information would you want to know. Our question is, what as an accountant are you performing for small business owners; ie. results testimonials and experience.

Example: Many business owners believe that they do everything and they don't want to miss capturing everybody. Become a specialist in one or two areas and tell stories about your successes and your results. These stories will be conveyed by word-of-mouth by all that heard you and your staff.

Reality Check #2 - Take out your business card and take a good look at it. Realize that the person you are giving it to is going back to their office. In a day or two they will be reviewing all their contacts. Ask yourself - does my card communicate that contacting me would be of benefit? Having reviewed thousands of business cards I know that the majority cards communicate the importance of their business, name, address etc., Could yours communicate a real benefit?

Example: My business card reads: Buy Mr. Bob Lunch, Right now people are looking for what you're selling and you're missing them... For the cost of lunch, I'll show you how to add these people to your bottom line.

Reality Check #3 - Take all your promotional material, advertising, web material and sales material and spread them out so you can see everything. Now ask yourself - what message are you conveying? Now put yourself in your clients' and prospects' shoes and ask yourself - why should I buy from you? Are we really offering results that would improve our clients lives?

Example: For a small business owner with a limited marketing budget, we offer a complete system for one year, 365 days, at less than it costs for one small ad in a publication.
How would you like a free third party look at these areas? Buy Mr. Bob Lunch or go to www.mrbob.ca/bob to see other marketing options. Click on the Marketing Wizard for more in depth analysis.

Homework
What as a business owners are you performing for small business owners -results, testimonials and experience?
Ask yourself does your business card communicate that contacting you would be of benefit.
Have we fallen into a competitive trap? Are you really offering results that would improve your clients lives?