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Monday Marketing Memo #1
Prospecting for Gold
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PROSPECTING FOR GOLD
JASON'S MILLION
Issue: #1 September 15, 2008
Dear Jason,

Welcome to Monday Marketing Memo!  This is the premiere issue going out to a whopping 43 subscribers!  I want to thank each of you for signing up.

Your privacy is important to us.  We follow all industry standards regarding e-mail privacy.  This list is opt-in only.  We will never sell, rent, or give away our subscriber list.  You may also opt-out at any time by clicking the "update your profile" link at the bottom of any e-mail.

Here is what you can expect each Monday morning.

Jason Tweed, Tweed Net MarketingOur feature article is a short "how-to", informational, or motivational article.  Most of the articles are written by me, Jason Tweed, the CEO of Tweed Net Marketing.

We write for CEOs and owners of small businesses.  You won't find any rocket science or brain surgery here.  Just clear concise tips that should help you grow your business and get geared up for the future.

Our audiences span many industries so not all of the tips would be directly applicable to yours.  Our primary focus is on Web-Centric Marketing(TM), but we also will include tips on relationship selling, advertising, social and viral marketing, and customer relationship management.

Our firm's clients are typically members of service industries with emphasis on professional services.  If you're in the business of selling time, expertise, or information you should find value here every Monday morning.

Your feedback is appreciated and welcomed.  If you have a question, comment, or difference of opinion please share with us.  The easiest way is to simply to hit "reply" on your e-mail and send Jason Tweed a message.  We do reserve the right to share your comments with our readership.

This newsletter will be supported by advertising once readership exceeds 1000 subscribers.  Each issue will contain a small sponsored article about a company that we've screened for quality.  Each sponsor will be offering a product or service that we believe CEOs and owners will find valuable, either in their professional or personal lives.

Additionally, the newsletter will help us promote some of our own products and services and those of our clients when appropriate.

I hope you find Monday Marketing Memo interesting, valuable, and even a touch entertaining.  Now on with the regular issue...

My best,

Jason Tweed

PROSPECTING FOR GOLD
Dig where you know there is gold!

The first step in relationship selling is prospecting.  Before you can start building relationships you have to identify potential customers.

A mistake frequently made by small business owners and marketers is constantly prospecting for clients in new places.  They ask themselves "Where am I going to find a new gold mine?" Unfortunately this often takes energy away from digging gold from the mines you already have open.

When working with clients, I tell them to use the 80-20 rule.  Make sure that your sales and marketing efforts are 80% focused on your current customer base, and only 20% focused on searching for new sources of customers.

Focus your efforts on your revenue.  Whichever group of customers provides the largest chunk of revenue should be your primary focus.  Sometimes this is a very small group of customers, but you should still be heavily focused on them if they're generating the most revenue and likely the most profits.

When you are focused on the other 20%, be creative and think outside the box.  You'll never know when you'll find a new vein of gold.
 
JASON'S MILLION

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