Marketing your Small Business can be a very daunting proposition. You know you need to do it, but where do you start.

Our tips are an overview on some of the key areas you will need to consider when marketing your Small Business. For a no obligation chat on how we can help you implement these topics and tailor them to your small business, email us here.

The Basics of Branding... more
Creating a Memorable Logo... more
Creating a Great Business Card... more
Creating a Marketing Plan... more

Simply put, your brand is your promise to your customer. It tells them what they can expect from your products and services, and it differentiates your offering from your competitors'. Your brand is derived from who you are, who you want to be and who people perceive you to be.

Are you the innovative maverick in your industry? Or the experienced, reliable one? Is your product the high-cost, high-quality option, or the low-cost, high-value option? You can't be both, and you can't be all things to all people. Who you are should be based to some extent on who your target customers want and need you to be.

The foundation of your brand is your logo. Your website, packaging and promotional materials--all of which should integrate your logo--communicate your brand.

Brand Strategy & Equity
Your brand strategy is how, what, where, when and to whom you plan on communicating and delivering on your brand messages. Where you advertise is part of your brand strategy. Your distribution channels are also part of your brand strategy. And what you communicate visually and verbally are part of your brand strategy, too.

Consistent, strategic branding leads to a strong brand equity, which means the added value brought to your company's products or services that allows you to charge more for your brand than what identical, unbranded products command. The most obvious example of this is Coke vs. a generic soda. Because Coca-Cola has built a powerful brand equity, it can charge more for its product--and customers will pay that higher price.

The added value intrinsic to brand equity frequently comes in the form of perceived quality or emotional attachment. For example, Nike associates its products with star athletes, hoping customers will transfer their emotional attachment from the athlete to the product. For Nike, it's not just the shoe's features that sell the shoe.

Defining Your Brand
Defining your brand is like a journey of business self-discovery. It can be difficult, time-consuming and uncomfortable. It requires, at the very least, that you answer the questions below:

• What is your company's mission?
• What are the benefits and features of your products or services?
• What do your customers and prospects already think of your company?
• What qualities do you want them to associate with your company?

Do your research. Learn the needs, habits and desires of your current and prospective customers. And don't rely on what you think they think. Know what they think.

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CREATING A MEMORABLE LOGO
Historically, logos have been more of a luxury than a necessity. Businesses once attracted customers because they were the only game in town, so to speak. But that's no longer the case. Today's highly competitive industries, global markets and visually oriented consumers have catapulted the logo to prominence. Now your logo is one of the most critical components of your brand. So how can something so little make such a big difference to the success of your business?

1. Your branding efforts not only start with your logo but are dictated by it. Your logo appears on all your sales tools, from your business cards and stationary to your website. As a result, your logo design influences the design of all your sales tools--for better or worse. A professional-looking logo can be leveraged to create professional-looking materials. A poorly designed logo can't. In other words, you need a "brandable" logo--one you can make use of when designing other materials to brand your company.

Brandable logos are scalable, memorable and meaningful. If people can't remember what your logo looks like, they won't remember your brand. Think of the logos of some of the popular brands today. Do you think of M-shaped arches, a shell or a swoosh? All are simple concepts, effectively employed by McDonalds, Shell and Nike. How can you tell if a logo's going to be memorable? If you can't look at a logo for fewer than 10 seconds and re-draw it with decent accuracy, it's probably too complex to be easily remembered. (Besides being difficult to remember, most complex logos can't effectively be reduced in size or rendered in black and white, making them useless for such elements as fax cover sheets and other business forms.)

2. Your logo is a quick visual cue that conveys the essence of your brand in an age when image is everything and time is short. Perhaps you've heard the writer's lament that "nobody reads anymore." In today's markets, not only do you face ever-increasing competition, you also face an audience accustomed to visually stimulating media, convenience and instant gratification. Sure, a few people may read your entire ad, more may read some of it--but everyone will SEE it. The overwhelming amount of choices faced by time-crunched consumers forces them to identify shortcuts. Your logo is such a shortcut: it instantly conveys your brand message and emotional appeal.

3. Awareness and familiarity are keys to growing your business, and your logo is instrumental in both areas. Your logo is your brand's most basic graphic element. It ties together all your sales materials--in fact, your logo may be the only visual element your materials have in common. The right logo helps solidify customer loyalty while differentiating you from the competition.

4. Your logo may be the only thing by which a potential customer can judge your business. Think of small newspaper or Yellow Pages ads. Often all that fits in these small spaces is your contact information and your logo. If your logo projects the right image, it may be the sole reason someone decides to try your company. Conversely, if it looks unprofessional or unclear, it alone may be the reason they choose to look somewhere else.

5. Your logo affords a unique opportunity for you to look like a bigger (that is, more established) business than what you are. With the right logo, you can look like a larger company that's been around for awhile even if you have only one employee and just opened your doors last month. People who see it will associate the positive attributes of big companies--like security and financial stability--with your company. And you can still deliver the entrepreneurial qualities--like personal attention and superior customer service--that you're known for.

Building a solid brand identity is pivotal to success in business today. Lay the right foundation with a professional, brandable logo.

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CREATING A GREAT BUSINESS CARD
A business card is an integral part of any good marketing plan. For its size and cost, it's probably the most powerful part. Of course, you can't expect your business card to tell the whole story about your company. What you should expect it to do is present a professional image people will remember. A business card can make or break a client's first impression of your company. In fact, this little card makes as much of an impression as your personal appearance-the suit you wear or the briefcase you carry.

Choose a card style that's appropriate for your business, industry and personal style. If you're a funeral director, for example, you don't want to be caught handing out day-glow cards with cartoon figures on them. If you're a mechanic whose specialty is converting old Beetles into dune buggies, a formal, black-on-white engraved card will probably be dropped into the nearest circular file. When crafting a design, start with the style that best supports the business image you wish to project. To help you get started, here are five different card styles for you to consider:

Basic cards. A basic card is usually printed in black ink on plain white or cream stock. This is a good style to choose when utility is all you need. It's a no-nonsense approach that can appeal to clients and prospects who would not be impressed by fancy design features-the people who want "just the facts, ma'am." The design is simple, and the information is clear and concise.

Picture cards. Having your face on your card-whether it's a photograph, a drawing or a caricature-helps a contact remember you the next time he or she sees you. Images representing a product or service, or a benefit your business provides, can help you communicate your business better than dozens of words. A splash of color (rather than just black and white) is often helpful on a picture card, too.

Tactile cards. Some cards are distinguished not so much by how they look as by how they feel. They may use nonstandard materials, such as metal or wood, or have unusual shapes, edges, folds or embossing. Tactile cards tend to be considerably more expensive than regular cards because they use nonstandard production processes such as die cuts. But for some businesses, this more unusual card may be worth the price.

Multipurpose cards. A card can do more than promote your name and business-it can also serve as a discount coupon, an appointment reminder or some other function. It may also provide valuable information that the average person may need. For example, a hotel may include a map on the back of its card for any guests who are walking around the local area. A card of any type can be made multipurpose by adding any of these types of features.

Outside-the-box cards. A wildly original, fanciful or extravagant presentation can draw extra attention. Creativity knows no bounds-except the amount of money you wish to spend. Some examples are cards made of chocolate or that folded out into a miniature box to keep small items in.

Now It's Time to Order
Once you've settled on a basic idea for your business card, it's time to head to the printer. There are four primary considerations when ordering business cards:

Weight. Most business cards are printed on 80-pound cover stock.

Finish. Of the three available-smooth, linen and laid-the smooth finish is the most popular.

Color. Right now, two-color cards predominate. If you're selecting from a catalog, there are between five and 15 standard colors to choose from. If you have another ink color in mind, your printer can show you a Pantone Matching System book, which includes every shade under the sun.

Quantity. It generally pays to print more cards rather than fewer, because the printer's cost is primarily in the setup.

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CREATING A MARKETING PLAN
Firms that are successful in marketing invariably start with a marketing plan. Large companies have plans with hundreds of pages; small companies can get by with a half-dozen sheets. Put your marketing plan in a three-ring binder. Refer to it at least quarterly, but better yet monthly. Leave a tab for putting in monthly reports on sales/manufacturing; this will allow you to track performance as you follow the plan.

The plan should cover one year. For small companies, this is often the best way to think about marketing. Things change, people leave, markets evolve, customers come and go. Later on we suggest creating a section of your plan that addresses the medium-term future--two to four years down the road. But the bulk of your plan should focus on the coming year.

You should allow yourself a couple of months to write the plan, even if it's only a few pages long. Developing the plan is the "heavy lifting" of marketing. While executing the plan has its challenges, deciding what to do and how to do it is marketing's greatest challenge. Most marketing plans kick off with the first of the year or with the opening of your fiscal year if it's different.

Who should see your plan? All the players in the company. Firms typically keep their marketing plans very, very private for one of two very different reasons: Either they're too skimpy and management would be embarrassed to have them see the light of day, or they're solid and packed with information . . . which would make them extremely valuable to the competition.

You can't do a marketing plan without getting many people involved. No matter what your size, get feedback from all parts of your company: finance, manufacturing, personnel, supply and so on--in addition to marketing itself. This is especially important because it will take all aspects of your company to make your marketing plan work. Your key people can provide realistic input on what's achievable and how your goals can be reached, and they can share any insights they have on any potential, as-yet-unrealized marketing opportunities, adding another dimension to your plan. If you're essentially a one-person management operation, you'll have to wear all your hats at one time--but at least the meetings will be short!

What's the relationship between your marketing plan and your business plan or vision statement? Your business plan spells out what your business is about--what you do and don't do, and what your ultimate goals are. It encompasses more than marketing; it can include discussions of locations, staffing, financing, strategic alliances and so on. It includes "the vision thing," the resounding words that spell out the glorious purpose of your company in stirring language. Your business plan is the U.S. Constitution of your business: If you want to do something that's outside the business plan, you need to either change your mind or change the plan. Your company's business plan provides the environment in which your marketing plan must flourish. The two documents must be consistent

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