When I was little, my mother would take me and my sister to the Amspachers’ bakery in downtown Waycross, Georgia. The glass cases which ringed the room were filled with beautiful cookies and pastries. My mother would order a dozen cookies in a variety of shapes and colors, and I particularly remember the two-toned ones, small green and brown leaves, and the cream horns. My mother would cut hers into tiny slices so we each could have some. Then we’d save one for my grandfather, so he could have one, too.
Mrs. Amspacher would lean in from the kitchen door watching from the hustle and bustle out front. Mr. Amspacher, in his black horn-rimmed glasses and white apron, was always smiling. When his wife wasn’t looking, he’d always slip a 13th cookie in the dozen. A baker’s dozen, my mother said.
“A little something extra” is a great marketing strategy, whether we’re onboarding a new client or appreciating an existing one. In 2018, there’s a clear baker’s dozen of actions entrepreneurs can take to make certain theirs is the best year yet.
- Send a regular ezine
Your email newsletter should go out no less than monthly. That way, you can consistently engage people who have asked to receive updates from you. I suggest munching macarons and sipping hot tea during this adventure.
- Update your blog monthly.
Make a list of the topics your clients are most interested in, and decide which aspects they’ll value most. These will make great blog topics. Once the blog is created and posted, grab the header, first couple of paragraphs, and a link to the original, and make this part of your ezine. Blogging goes beautifully with chocolate chip cookies and hot cocoa.
- Develop a distribution strategy.
These days, it’s difficult to get all those free shares and likes of yesteryear. Last week, Facebook announced a new algorithm which demotes any user which asks for a like or a share. Instagram is the favored pick of millennials, while other women prefer Pinterest. Twitter continues to be preferred by men – and their audience targeting differs significantly from that of other outlets. The key is to figure out where your people are on social and post there. At first, limit yourself to 3 platforms. From there, choose one distribution strategy to master at a time. That way, you’re maintaining a presence, focusing your energy and conserving resources. Sugar cookies and coffee help you power through.
- Make Your “Free Taste” Really Tasty
Take a good look at our pink spoon. Does it still attract the type of clients with whom you wish to work? If you’ve moved on from startups and on to content marketing, then your free taste needs to reflect that. Plus, the world is now flooded with online coaches. If you’re going to offer a pink spoon, it needs to be really, really good and offer inherent value.
If it’s a great threshold piece, and it whets the client’s appetite for more of the good stuff, then don’t be shy. Add a pop-up offer at about 10 seconds into the reader’s experience. For this one, let’s eat cake! Vanilla with vanilla frosting, yes? With a latte.
- Draft a marketing plan for the year
A program or package launch normally takes about 6 weeks, so I usually recommend one launch per quarter. A launch requires benchmarks be met, writing be complete, and that the online mechanisms for sign up be created and tested. So a 3 month window for planning and execution and kick-off series sessions is just about right for most entrepreneurs.
Your marketing plan should include this launch calendar. Then, frame your launches with your ezine, blog posts and other marketing outreach. This simple strategy will increase your likelihood of success. Nibble an Italian wedding cookie while you write. French press the coffee.
- Support Your Objectives with a Content Plan
Once you know what you’re selling in terms of programs or packages, then it’s time to flesh out your content plan. Where will you publish in addition to your blog? Whether you go with a video channel, online article placements, or a Linked In article, make certain the topic is absolutely right for the medium and audience. Nothing screams “amateur” quite so much as a LinkedIn article that really should have been a Facebook note.
I usually recommend publishing in one or two places in addition to the blog, for a total of 2-3 publications each month. Each article should showcase an aspect of your unique approach to solving clients’ problems. And each article should be leveraged with your distribution strategy. Why not sample those pecan filled thumbprint cookies your friend’s been raving about? And a chai.
- Insist on an integrated, inbound approach to social media
Your website is the hub of your online operations, and the job of your social presence is to get people to your website. If your web designer doesn’t understand how to create an integrated, inbound approach to social media – and doesn’t know how to track it – then you need to weave a new web. We recommend oatmeal cookies for web weaving. They go with everything.
- Enact a networking protocol
Mark 3 interesting networking opportunities on your calendar monthly. One of those might be a group of peers, but the others need to be places where you’re simply out meeting people. If the person could be an ideal client, reach out afterward with a personal note. Offer a resource. Mention your conversation, and ask if they’d like it to continue. These follow up conversations are bakery worthy. Ask them to meet you there – but buy your own if it’s a business meeting.
- Commit to a great discovery conversation
Whether someone chooses to move forward with your offer or not, commit to leave them with resources or understandings that improve their experience. You’ll want your awesome discovery session to lead them through the four stages of value: what they have now, what they want instead, what not having that thing is costing them, and how you can help. This is a gingerbread moment. Add lemon ginger tea for a lift.
- Closing strategy
Not everyone will be an immediate yes. However, the goal is for the person to say “yes” to their own heartfelt desire with the knowledge that you can help them get there. Your closing strategy should be crafted in a way that leads them to the yes. If it’s a stretch for them, but the commitment is there, you’ve already served them by modelling the possibility of growth and change. Sugar cookies cut into hearts with white icing trim should do it! Add an espresso for get up and go.
- Commit to a Calendar and Reminders
Whether you have a virtual assistant or not, you’ll want a system for client appointments, cancellations, reschedules, and reminders. Not having one will make you crazy. Go with a truffle for this task. Pause to enjoy it mindfully.
- Value Your Time as a Resource
Time is a non-renewable resource. Start your year by marking out the personal time you want for yourself and your family, then schedule your business goals around it. Once that’s done, commit to leverage your time in a way that maximizes the return on investment of your life force energy. Go for a walk, and burn off some of those cookie calories!
- Work with a Coach or Consultant
The right coach or consultant is a modest investment in the future of your business. Jumpstart 2018 by reaching out to individuals you think you would like to work with, and find out what they have in mind for the year. Plan now to create the income for the financial commitment you need to make to yourself and your business success. We like bachelor buttons dusted with powdered sugar for this step. Good old fashioned drip coffee with evaporated milk, sugar, and a splash of cinnamon is perfect and warm.
In 2018, this “baker’s dozen” suggests the actions you can take to make certain your business enjoys its best year yet. Let me know if you need help with the recipe?
Sherri L. McLendon, MA, is a presence-based business coach and lead content strategist with Professional Moneta International, www.professionalmoneta.com, a boutique marketing public relations consultancy helping exceptional entrepreneurs and executives grow their multi-platform brand influence locally and globally.