When your small business is one that is B2B (Business to Business), there are a number of problems that are faced, primarily marketing your small business. To help identify some of these problems, we talked to the small business owners who rent physical office space or have virtual offices and services with us.
The primary problem that our office clients told us was identifying their target market, because their first instinct is that everyone is their target market. This creates a problem – because without targeting their audience, they are missing key opportunities from potential customers who want to hear from them specifically. In many cases, broad-based marketing does not work because it gets lost in the sea of companies trying to market to everyone.
Once a small business defines its true target market and knows the actual size of that market, it has gotten to a place where it can really start marketing. Identifying the market is only the first step. Next, a small business has to segment that market into the potential clients that it can actually service. With marketing efforts and budgets focused on the right audience, a small business should be able to gain more leads and thus more sales.
Besides managing marketing, leads and sales, small business owners say that they need to learn how to manage their time. How you spend your time on the important issues and separate those that achieve success over those that are time-wasters is the first step in being productive and profitable. Three ways that help in keeping your time managed are: Writing down 3 to 5 of your most important and urgent priorities at the end of the previous day or early on the current day; being specific about what your daily priorities are; and keeping you and your staff accountable to those daily goals and tasks.
When identifying your leads, get to know your customers and what their typical personality traits are. When you are going to make a pre-sales or sales approach to those clients, you want to have an idea what kind of personality each one has. If they are a ‘laid-back’ person and you come across in the first encounter with the hard sell, chances are you are not going to make the sale. You want your persona to emulate theirs and make them want to feel that you are on the same page, so to speak. Sometimes it is as easy as using the same vernacular as they do.
Doing your homework on your potential clients will greatly improve your lead-to-sales ratios. Remember, the more targeted your marketing is, the better, more qualified leads you will get. The better the leads, the better chances of making that lead an eventual happy customer. The more qualified prospects you work with, the better chance you will close the sale. This takes some extra effort – but those initiatives will pay off for your small business in the long run.
1. Jennifer Smith
General Manager
The Omni King Edward Hotel
37 King Street East
Toronto, ON
M5C 1E9
Tel: 416-863-9700
Website: www.omnihotels.com/hotels/toronto-king-edward
2. Mark Perry
General Manager
Executive Hotels and Resorts (Boutique)
8 Colborne Street
Toronto, ON
M5E 1E1
Tel: 416-350-2419
Website: www.spazen.ca or www.cosmotoronto.com
3. Emeline Boul
General Manager
Hotel Victoria (Boutique)
56 Yonge Street
Toronto, ON
M5E 1G5
Tel: 416-363-1666
Mobile: 647-574-5832
Website: www.hotelvictoriatoronto.com
4. Omkar Sawant
Reservations Manager
One King West Hotel
1 King Street West
Toronto, ON
M5H 1A1
Main: 416-548-8100
Reservations: 1-866-470-5464
Website: www.onekingwest.com
5. Van Nguyen
General Manager
Cambridge Suites Toronto
15 Richmond Street East
Toronto, ON
M5C 1N2
Direct: 416-601-3757
Hotel: 416-368-1990
Website: www.cambridgesuitestoronto.com
1. Michael Pagliaro
Carisma (Italian)
15 Toronto Street
Toronto, ON
M5C 2E3
Tel: 416-864-7373
Website: www.carismarestaurant.com
2. Patti Shaw
Terroni (Italian)
57 Adelaide Street East
Toronto, ON
M5C 1K6
Tel: 416-203-3093
Website: www.terroni.com
3. Declan
Restaurant 20 Victoria – Michelin guide approved
20 Victoria Street
Toronto, ON
M5C 2A1
Tel: 416-804-6066
Instagram for reservations: https://www.instagram.com/twentyvictoria/
4. Mana
Nami (Japanese)
55 Adelaide Street East
Toronto, ON
M5C 1K6
Tel: 416-362-7373
Website: www.namirestaurant.ca
5. Restaurant Lucie
100 Yonge Street
Toronto, ON
M5C 2W1
Tel: 416-788-9054
Website: www.restaurantlucie.com
6. Niam H
Cantina Mercatto
20 Wellington Street East
Toronto, ON
M5E 1C5
Tel: 416-304-0781
Website: www.cantinamercatto.ca
7. Siva Sathasivam
Uncle Tony’s
38 Wellington St E
Toronto, ON
M5E 1C7
Tel: 416-455-6650
Website: https://uncletonys.ca/
8. Pizzaiolo
104 Yonge Street
Toronto, ON
M5C 2Y6
Tel: 416-860-0700
Website: www.pizzaiolo.ca
9. Robin Singh
Woods Restaurant and Bar
45 Colborne Street
Toronto, ON
M5E 1E3
Tel: 416-214-9918
Website: www.woodsrestaurant.ca
1. Thom Tullo
Morpheus8 by Inmode
47 Colborne Street
Toronto, ON
M5E 1E3
Tel: 416-863-6564
Website: www.amanspa.ca
2. Altitude Athletic Training
56 Colborne Street
Toronto, ON
M5E 1E3
Tel: 416-366-3838
Website: www.altitudeathletictraining.com
3. Physioheath Studios
33 Victoria Street, #130
Toronto, ON
M5C 2A1
Tel: 416-368-2525
Website: www.physiohealth.com
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