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Piecing together the elements of
your marketingto help you build
a ‘successful’ practice
Mike Foster MICBHead of Member Development
ICB Bookkeepers Summit 2013
• Prior Bank (Area manager start ups) & Leisure• 2003 Started the A1 Group of businesses• 2006 Employed my first person
(wanted a business less reliant on just me)• 2008 Took my first office space• 2009 Started the Oxfordshire regional meetings as Chair• 2009 Shortlisted for ICB Bookkeeping Practice of the Year• 2011 Shortlisted for ICB Bookkeeping Practice of the Year• 2011 Franchised the A1 business model• 2011 Appointed Regional Chair for Thames Valley & South • 2013 Sold the A1 business (office, 5 employees, 44 clients, franchise)
Author, Presenter www.startyourownbusinessdvd.co.uk
Trusted team
Gold starservice
Ideal clients
Effective Marketing
Work / lifebalance
Entity to suit
The office
Compelling Vision
Goal planning
Client meetings & Communication
ClearProposition
Efficiency
The cornerstone isEffective
Marketing
7 systemised steps for growth
1. Number of leads marketing2. Conversation rate sales3. Number of customer sales cross sales4. Value of sales prices 5. Margin cost management6. Buy more often sales & service7. Increase customer lifetime retention
Start with a compelling vision
• If you don’t know where you are going, how will you ever know when you get there?
• Keep the vision in mind for all decisions you make and if it does not take you towards it then don’t do it
• It will help shape your marketing proposition
A compelling vision• Why are you running your business?• Don’t limit your thinking• Capability & Resource gaps can be addressed if they
are known• Does this vision get you excited and motivated to act? • Something to measure against• Content, Context & Credibility - Compelling visions move
people to action, changes behaviours & priorities and creates a pathway to follow
Have a Clear Proposition• Excel to be the best at a few things rather than have
many things you do quite well. • Bookkeeping & Payroll only?• Ensure your offering is around what delighted customers
actually want• Specialist area of work
Ideal Clients
• Be patient and don't jump at any new clients• We all want enjoyable days • Know your ideal client profile• Do your market research
• Non ideal clients will grind you & your team down!
Know what do you ‘really’ do?
Establish your USP
• List all your benefits (from shoes of your customers)
• Which characteristics do customers value mostOften it will not be price, service or think the best
• Consider each and indicate if
Different / unique
How compares to competitors (+ / -) and why
WEBSITE
ADVERTISING
DIRECT MAIL
PREMISES
SALES PROMOTION
E-MARKETING
MERCHANDISING
RETAIL CHANNELS
Must be anIntegratedapproach
PACKAGING
SALES TOOLS
FACE-TO-FACE
EVENTS / EXHIBITIONS
COMPANY LITERATURE
WORD-OF-MOUTH
SPONSORSHIP
PR / SOCIAL MEDIA
Various marketing tactics
Activity that works
• Have an ‘attractive’ business card - ICB cards, picture
• Build a network to gain referrals • Direct mail – online & postal • Grow your credibility• Start with one leaflet / advert • Web site & online presence – including social media
Effective Marketing
• Create time for marketing – schedule to do it
• Know what works and just do more of that really well• Don't get distracted if a new fad comes your way
• Target activity
@MikeFozOxford
uk.linkedin.com/in/mikefosteroxford/
0845 060 2345