Momentum - Business to Business Online Magazine MOMENTUM August 2018 | Page 10

Biz Tips By Mike Hilderbrand, MBA, CBC, CSSC ActionCOACH of Galveston [email protected] www.actioncoach/mikehilderbrand There are three keys to creating consistent and predictable cashflow: Seth Godin refers to this process as “overwhelming the hive”. As when bees protect and swarm their hive, the same is true about how similar people tend to congregate as a target market. People within the hive naturally spread the word about you until everyone is talking about you and your product and services. 1. Strong and Sustainable Unique Selling Proposition: A strong USP is one that cuts through the clutter of our everyday lives. A USP is like a beacon that calls you like an irresistible force. It is the lighthouse that brightens the night sky after you were lost at sea and thought that all hope was lost. Do you get the picture? In planning your marketing, what are the top three target markets or hives that your company is determined to overwhelm? In his book, Purple Cow, Seth Godin explains that the USP must be as remarkable as seeing a Purple Cow. So, if you do not have a USP or you believe your USP is weak, try this exercise by Jay Conrad Levinson, author of Guerilla Marketing. First, write down everything you possibly could think of that you do that would possibly be unique and put it into seven paragraphs. Next, take the most unique ideas and reduce it down to seven sentences. Finally, take the seven sentences and use only seven words that describe your uniqueness. Going through this exercise, will give you a good starting point for a powerful USP. How often have you heard someone say that they get all their leads based on referrals? Well, if you think of the example of a diving board and its one leg, how much spring would the diving board have compared to having multiple legs prop it up? This example is true in business too. 2. Overwhelming a niche:  Many entrepreneurs that start out with their first company make the mistake of focusing too narrowly on a specific target market. If you have one strategy or leg supporting your marketing diving board, how much bounce in your cashflow are you going to experience? Haven’t we all heard that we should be really specific about our target market? The answer is yes and no. When starting a new marketing campaign, the target market should be small and very focused. However, having this narrow focus for a marketing campaign does not mean that the company should have a very narrow focus. For businesses, which rely solely on one referral strategy, cashflow is going to be up and down. Predictable cashflow is driven by well thought out strategies that equally produce a balanced set of leads. A new company may not have yet realized exactly what target market has the strongest demand for a new product or service. Once a target market or a niche is identified, then we can further develop the niche until we master it. 9 MOMENTUM / August 2018 3. Multiple strategies producing balanced lead generation:  Once you have a strong USP and you know who and where your target markets exist, then determine what specific lead generation strategies you can put to work.