Jay Hamilton-Roth Articles
How To Branch Your Business - Click To Read Article
If you’re thinking of growing your business (or increasing its revenue), focus on your business structure first. I’m not referring to your internal business organization (e.g., marketing, sales, administration, development, customer service, etc.) – I’m referring to your external business conversations.
4 Steps To Hypnotize Your Business Prospects - Click To Read Article
As business owners, our fantasy is to be able to cause our prospective customers to do exactly what we tell them, when we tell them: buy our products, refer more business to us, increase the frequency of orders, blog about their experience with our company, etc. Many people are constantly searching for the magic system that will easily bring piles of riches to your door easily, regularly, and automatically. We love hearing about the latest get-rich-quick guru success stories and dream that maybe this guru has our missing piece of knowledge. We are ready, willing, and able to be hypnotized by their promises. Why not use this same skill to improve your own business?
What's Your Niche? Make It Easier To Find People Who Want Your Product Or Services - Click To Read Article
Want to make it easier to find people who want your product or services? Instead of saying, "This is great for everyone," you want to say, "This is great for you." This article details how to simply and clearly define your narrow offering.
What Do People Hear In Your Marketing? - Click To Read Article
At a business mixer when someone asks you, What do you do?, tell them and then immediately ask them a question. What did you hear? And listen to their response.
What Are You Really Buying? - Click To Read Article
I read with great interest the article Burts Bees, Toms of Maine, Naked Juice: Your Favorite Brands? Take Another Look They May Not Be What They Seem. Andrea Whitfil does a great job unearthing how many natural and organic brands that we perceive as being produced by small companies are in reality now owned by large multinational corporations. And shes very bothered by the deception.
Remember My Company? - Click To Read Article
Weve all been to a party where we remember someones face, but not their name. Or their name, but not their story. Or their story but not what they look like. We even have language for it (good with faces, etc.).
Marketing: What Would You Do - Click To Read Article
Let's say that you opened a new restaurant in town. The restaurant gets some "buzz" and some positive reviews in the local media. It's packed every night. People call days ahead to reserve a table. Your restaurant is clearly the "next hot thing". How do (or should) you market your success?
Is Your Advertising Amoral? - Click To Read Article
You already know that a strong headline gets people to start reading your (advertising or marketing) copy. You also know that the purpose of every paragraph is to get people to continue to read the rest of the copy. But what happens when people get to the end of your copy?
Is New+Improved Better? - Click To Read Article
Youve probably been taught that the phrase new and improved are strong words to place in your marketing copy. People are supposedly always looking for an edge, so getting the newest thing will help them better. From the customers perspective however, does newer = better?
Business Networking: So, What Do You Do For a Living? - Click To Read Article
The first time you meet someone, what's one of the first things that they ask
("What do you do for a living")? Underneath the question they are really asking: Can you help me? Can I help you? Can we help each other? Are you someone I should look up to?
Book Review: Ogilvy on Advertising - Click To Read Article
David Ogilvy (the creative head of Ogilvy & Mather) describes in plain language in his classic book what it takes to create great advertising and lead an organization. He also includes lots of advertisements that work with a description of why they were effective.
Book Review: Networking Magic - Click To Read Article
When I started networking, I did it the way most people do: I showed up and hoped to meet people and convince them that they should use my services. It became quickly evident that this doesn't work (at least not for me).
Marketing 201: Networking Goals - Click To Read Article
Have you dreaded going to a business event? While at the event, found yourself wishing that the event would end soon so you could go home? Once at home, you then wished you were more outgoing and could connect with people at the events?
Tips For Brainstorming - Click To Read Article
Brainstorming is one of many creative problem solving techniques. While you can use any size group, we believe it works best when done in a facilitated group of 5-10 people. The more diverse the group the more diverse the input. The group members don't need to be experts in your field. In fact, they don't need to know anything about the problem topic at all! The following steps I use in my Many Good Ideas Brainstorming Seminars:
How to Launch Your Online Business for FREE - Click To Read Article
Do you have a produce (or service) that you want to market online, but don't have any money to spare? This article will show you a couple of techniques for starting your eBusiness on the cheap, without it looking cheap.
Marketing 101 - Click To Read Article
Why should someone buy your product? You know it's great, but why should they care?
Business Marketing Top 10 Ways To Get Noticed - Click To Read Article
How do you get your business message to stand out from all the thousands of others? Here are 10 rules for getting noticed:
Business Marketing No More Cold Calling - Click To Read Article
How do you market yourself to others? Tired of hearing "no" one too many times?
Business Networking Talk Little Ask Lots - Click To Read Article
As a business person you want to engage in a dialogue to understand the potential client's needs and build trust. After you've introduced yourself, ...
Business Marketing - Top 10 Rules: Corresponding With Clients - Click To Read Article
Here are my rules for corresponding with clients (these rules work for either email or postal letters)...
Marketing 102 - Click To Read Article
You've crafted your marketing message (customer benefit, customer trust, and customer emotional connection). What now?
Increase Your Business Luck - Click To Read Article
I recently read "The Luck Factor" (Dr. Richard Wiseman), a scientific study of luck. After three years of study, Dr. Wiseman determined that "Luck is something that can be learned". His research boiled down to four principles:
Marketing 202: Networking Skills - Click To Read Article
You now know your goal for attending an event. If you're naturally outgoing, then you're well on your way. But what if you're shy? Nervous? Insecure? Not a "people-person"?
Book Review: Brag! - Click To Read Article
While last month's read ("Networking Magic") detailed how to approach networking, this month's book by Peggy Klaus ("Brag! The Art of Tooting Your Own Horn Without Blowing It") focuses on how to talk about you (and your business). I have followed her advice with great results (including increased confidence).
Improved Brainstorming With Introspection - Click To Read Article
Many people have been commenting about Frans Johansson's The Medici Effect. The problem is that most brainstorming groups suffer from the "too loud, too fast" phenomenon.
How To Make 2008 Your Best Business Year Ever - Click To Read Article
Start your year with specific and measurable business goals. For example: I want to earn $200,000 in 2008. Or, I want my newsletter distribution to double.
Marketing: Practice What You Preach - Click To Read Article
When I meet a professional for the first time, I want to know if they practice what they preach. It's too easy to tell others to do something. I'm looking for a disconnect between someone's image and actions.
Book Review Innovation The 5 Disciplines for Creating What Customers Want - Click To Read Article
Curtis Carlson (president/CEO of SRI International) and William Wilmot (director of the Collaboration Institute) share their system for innovating in business. While the book is written for larger corporations, their message translate to all types of businesses.
Marketing 103: Branding - Click To Read Article
"Branding" is providing a consistent message to your customers. It's rooted in the combination of your core values and your strategic plan for your company (think of it as your "business persona").
Book Review: Getting Everything You Can - Click To Read Article
Jay Abraham calls himself "Americas Number One Marketing Wizard". His client list is impressive and in his 25 years he has amassed a lot of knowledge about what works - why - and when.
Unpeeling Your Marketing Onion - Click To Read Article
One metaphor I use to describe what a marketing strategy is (and how I work) is a small business onion.
Tune In to Video Marketing - Click To Read Article
Is your product or service visually appealing? Do you offer workshops? If so, consider making videos to highlight your business on your website. It's not as hard (or expensive) as it once was.
Book Review: Pop! Stand Out In Any Crowd - Click To Read Article
In her latest book, Sam Horn's describes some great creative business marketing wordplay techniques for getting your product or service to be noticed and stand out from the crowd. Her book is focused on creating a less than 60 second "opening" that will start a dialogue with prospective customers.
Book Review: Persuasion: The Art of Getting What You Want - Click To Read Article
Dave Lakhni's book describes the fine line between the art of persuasion and manipulation (Dave was raised in a cult - he's well-studied in manipulation and has applied his knowledge effectively in business.) While a manipulator attempts to get you to do something you wouldn't normally do, a persuader tries to get you to choose them over the competition.
It's Only A Money Problem: Solve Your Business Problems, Not The Symptoms - Click To Read Article
Ida, my Prussian grandmother, loved talking with friends and family.
Once, after listening to a friends woes, she said, "Oh, it's only a money problem!"
Her friend sat stunned for a minute and asked, "What do you mean?"
"Well, there are health and money problems. A health problem only God can help with. A money problem is fixable by humans."
Book Review Madscam - Click To Read Article
George Parkers very strong opinions on advertising are detailed in his latest book (subtitled Kick-Ass Advertising Without the Madison Avenue Price Tag). He rants about the way businesses generally do advertising, whats wrong, and how to do much better (without spending a lot).
How To Tell Your Marketing Story - Click To Read Article
We are wired to tell, read, and listen to stories. A great story gets you to feel as if you were in the story: you senses are engaged, your curiosity is piqued, and your adrenalin is flowing.
Overhauling My Website - Click To Read Article
The evolution of my website, from templates, to Dreamweaver, to CSS.... and why you should care.
How To Disaster-Proof Your Business - Click To Read Article
How much pain would your business feel if suddenly you couldnt email your clients? What if you lost your correspondence file or your phone lost its dial tone? We tend to avoid thinking about a business catastrophe until it hits close to home. And when problems hit, we need them fixed yesterday and are willing to pay a lot to make them go away.
Book Review: Words That Work - Click To Read Article
Have you ever wondered how to make people react to what you say? While some people are better crafting words than others, this book shows how the pros do it. Written by the person responsible for crafting the words for the political parties, this book gives rules for effective wording.
Marketing in a Flash - Click To Read Article
Lets say that business is slow, so you want to market a new product youre selling. How can you get the word out yesterday and get measurable results?
Book Review: Made to Stick - Click To Read Article
Have you ever wondered why you remember what you do? The authors have distilled the essence of sticking (remembering a message) into 6 principles (SUCCES)
Leggo My Logo - Click To Read Article
Since I recently changed my business logo, I wanted to explain my process so you can likewise better develop your own logo. While your logo isnt the soul of your business, it does give a quick impression about it.
Book Review: You Cant Teach a Kid to Ride a Bike at a Seminar - Click To Read Article
Are you having trouble getting people to buy what you are selling? Read this book. Lets say you already know that to be successful marketing your business you need to identify your audiences problems and show why you have the best solutions. Isnt that good enough?
Who Loves Your Business (and Why)? - Click To Read Article
Ideally, you want not just customers, but fans. You want your business name to be passed around via word-of-mouth without you having to do any work. How do you find customers? How do you turn them into fans?
Book Review: Web Marketing For Dummies - Click To Read Article
Web Marketing is more than just having a website - its the strategy of using a website in conjunction with e-mail, e-commerce, chat rooms, blogs, etc. to attract customers. If you are just starting out marketing online or even if you already have a professional website, its worth your time to review this book.
Psst! Do You Know Whos Talking About You? - Click To Read Article
Unless you are a large company, you probably do not have your own clipping service scouring the media looking for mentions of your business, your competitors, or industry trends. So whats a small business to do?
How Aikido Can Save Your Business Marketing - Click To Read Article
Aikido is a Japanese martial art based on blending with your opponents energy. As I learned during my 12+ years of training on the mat, victory over others is a matter of physical and mental training. In business, you need to win over your customer prospects and stand out from your competition.
10 Rules For Great Taglines - Click To Read Article
A tagline or a slogan is a phrase (for example, Just Do It) intended to get stuck in prospects heads. The tagline should be short and memorable, like a great piece of haiku.
Unscrewed: The Consumers Guide To Getting What You Paid For - Click To Read Article
Unscrewed: The Consumers Guide To Getting What You Paid For (by Ron Burley) provides some strong tactics for resolving customer service problems where you know youre in the right. Its a great way to learn how to market your needs to an organization, guerrilla marketing, and also how to improve your own businesss customer service.
Optimize Your Website For Search In 3 Steps - Click To Read Article
Since the purpose of having a website is for people to find you online, I wanted to go over some basic strategies for ensuring that people searching for your types of services/products find your small businesss website.
The First Thing You Say In Marketing - Click To Read Article
People make snap judgments in all their interactions. According to Malcolm Gladwells Blink, you have two seconds before someone jumps to a conclusion. You have two seconds to state your initial marketing message.
And The Last Thing You Say In Marketing - Click To Read Article
People seldom remember the details of a marketing message the first time they see it. They read your message (see: The First Thing You Say In Marketing) because something about it appealed to them. How you end the communication determines how they walk away from your marketing.
Book Review: Endless Referrals - Click To Read Article
As a small business owner, Im always searching for ways to build my list of referrals. Two previous books Ive reviewed (Brag! and Networking Magic) also described strategies for building referrals, but this book is my new favorite.
Marketing Snake Oil - Click To Read Article
For the longest time, I associated people who market and advertise with evil. I hated seeing advertisements telling me "if only I bought this, I would be cool also". I couldnt imagine what type of person became a marketer or advertiser. Now I am one.
Book Review: Fundraising For Social Change - Click To Read Article
If you work for (or with) a non-profit, this book is a must-read. Kim Klein (the editor) focuses on key problem all non-profits face: acquiring, retaining, and upgrading donors.
Fishing For Business? - Click To Read Article
Imagine sitting on a quiet lake in the early morning. Youve been out on the same boat, on the same lake for a week, but you havent yet caught anything...
Book Review: Television Secrets for Marketing Success - Click To Read Article
Joseph Sugarman is probably best known for his BluBlocker sunglasses, which he sold in print, by informercial, on QVC, and retail. Although this book is ten years old, his key insights are still relevant today.
Book Review: Waiting For Your Cat To Bark? - Click To Read Article
The subtitle of this book (Persuading Customers When They Ignore Marketing) gives a hint about its purpose: how to appeal to your prospective customers. While the book can be enjoyed by any small business owner, the information is a bit more sophisticated than the usual heres some simple ways to improve your business marketing.
The $100,000 Question - Click To Read Article
"So, what do you think my web-based business worth?", someone recently asked me. I questioned them about previous years income, expenses, traffic, page rank, and the amount of effort they put into the business.
Boost Your Stores Foot Traffic For Free - Click To Read Article
To get more customers into your store, make it easier for people to find your business online. Use Googles Local Business Center to get your business listed in Google Maps, include a photo of your store, a description of your services, and even downloadable coupons for free. The entire process takes less than 15 minutes and you can easily change your store listing at any time.
The Little Touches That Matter - Click To Read Article
Ive been noticing a growing trend of restaurant dining inconsistencies. For example, the Station House Cafe makes a point to talk about how much it supports the local economy, uses the freshest organic ingredients, and is environmentally friendly...
Confessions of a Serial Entrepreneur - Click To Read Article
What struck me about Stuart Skormans book (subtitled, "Why I Cant Stop Starting Over") is his creative need to start new businesses and his (growing) wisdom about business. Stuarts better-known accomplishments are launching Reel.com (sold for $100M) and Elephant Pharmacy.
Find Out What They Like: My Marketing Song - Click To Read Article
When I try to define what marketing is, I find myself thinking about this song from Thomas Fats Wallers Aint Misbehavin Musical. While the song is about how to attract a man, the meaning behind the song can apply to your small business marketing.
How To Pitch Your Business - Click To Read Article
I recently put out a call for sources for my new Business With Passion TV series on If I Can Help a Reporter Out.... Because I received a wide range of responses, I thought Id share some advice for how to pitch yourself (or your client) well.
Book Review: Peak: How Great Companies Get Their Mojo From Maslow - Click To Read Article
I read this book a few months after presenting my webinar (Can You Take The Crisis and Turn It Into Gold?) and was struck by how the the same ideas that I applied to marketing to consumers (based on Abraham Maslows hierarchy of needs) is also relevant within a company, for the customer experience, and for business investors.
Jump Start Your Marketing Brain - Click To Read Article
My engineering mindset always has me ask, Is this the right solution for this problem? In marketing most people give something a good shot and hope for the best. Doug Hall has done what Ive been wanting to see for years: hes done extensive research of what works in marketing, why, and how you can apply it to your business.
Are You Wedded To Your Marketing? - Click To Read Article
The other day I received a most curious email from someone Ive never met....
Advertising That Drives People Away - Click To Read Article
This automotive dealership advertisement got my attention, but not in a good way...
Self Test: Small Business Marketing IQ - Click To Read Article
How much do you know about marketing your small business? Spend a few minutes with this quiz and see how much you know.
Book Review: Influencer: The Power to Change Anything - Click To Read Article
At the core of all great marketing strategies is to clearly identify who your target market is and what their problem is. This book is about the strategies for solving problems.
How To Wear Your Sales Message - Click To Read Article
At a recent conference session I spoke at, an exhibitor came up to me after my presentation and asked a great question: How can I start a sales conversation with people without being obnoxious?.
Do You See What Everyone Else Sees On Your Website? - Click To Read Article
Your website is up and running. It looks great, and you get an email from a website visitor: I wanted to let you know that your graphics on your site look strangeyou might check it out.
The Power Of Body Language - Click To Read Article
The subtitle of this book (How to succeed in every business and social encounter) gives a clue about how much information Tonya Reiman has amassed.
Does Your Website Jingle - Click To Read Article
Because people are being saturated with marketing messages, your message needs to be on-target but also worth remembering.
How To Field Others Pitches - Click To Read Article
I learned some lessons about putting out a call for sources for my new Business With Passion TV series...
Book Review: Triggers: 30 Sales Tools You Can Use To Control The Mind - Click To Read Article
One of the things I admire about Joseph Sugarmans work is his studied focus on the effect of his marketing efforts, and continually improving his marketing message until it maximizes his results. This book is about psychological triggers that influence someone to make a buying decision for your product. He illustrates each one of his points with a fun story.
10 Tips On How To Interview Anyone - Click To Read Article
Ive been interviewing a number of guests for my new TV series (Business With Passion) and have developed a number of successful techniques to make the guest feel comfortable and have a great interview. The same techniques that work for interviews are great for any business or social meeting as well.
How To Make Your Business Message Go Viral - Click To Read Article
I am often asked what tricks people can use to get their video or product announcement to go viral (spread online quickly). In almost all cases, people are trying to make an entertaining message get passed around like a funny joke...
Marketing With Love? - Click To Read Article
Recently I was reading The Five Love Languages book and realized that the principles that apply to communicating love between people also apply to conveying the emotion of love in your marketing.
Break A Record For Charity...And Free PR - Click To Read Article
The next time your organization wants to get some free media attention, consider breaking a record in Guinness Book of Records with the benefit to a local charity.
Book Review: Predictably Irrational - Click To Read Article
As a marketing strategist, Im always looking for information to help understand human psychology. Predictably Irrational (by Dan Ariely) is full of wonderful insights on the surprising differences between logical thought and emotional consumer action.
Book Review: Branding Only Works On Cattle - Click To Read Article
In Jonathan Salem Baskins book, Branding Only Works On Cattle, he takes firm aim at the practice of the marketing practice of branding. He defines branding as building consumer awareness with the goal of influencing their future behavior. Simply put, he believes that branding is useless.
Taglines Passe? Try Six-Word Memoirs. - Click To Read Article
I recently listened to an interview by Larry Smith and Rachel Fershleiser (who compiled Not Quite What I Was Planning: Six-Word Memoirs by Writers Famous and Obscure) on National Public Radio. The basis of their compilations was the legend that when asked to write a six-word novel, novelist Ernest Hemingway responded: For Sale: baby shoes, never worn.
What Comes First? Ready..Aim..Fire? - Click To Read Article
No doubt the phrase ready..aim..fire has been drummed into your head as the right way to do things. But is it really?
Book Review: Selling The Invisible - Click To Read Article
Selling The Invisible is packed with tips and insights on how to market your business services. Harry Beckwith claims that most marketing advice is based on a product marketing model, most of which doesnt apply to service businesses.
Marketing Secrets Of A Mail Order Maverick - Click To Read Article
This is my third review of a Joseph Sugarman book (previous reviewed: Triggers: 30 Sales Tools You Can Use To Control The Mind… and Television Secrets for Marketing Success).
Is Your Elevator Pitch a Monologue or a Dialogue? - Click To Read Article
When most people think “elevator pitch”, they think of a paragraph that they can utter in about 15 seconds that tells people what they do. I’ve written previous articles on "how to craft a pitch" and "how to judge your pitch’s effectiveness". But what most people forget is the goal of the elevator pitch - to start a dialogue.
Are You Marketing With Adrenalin? - Click To Read Article
Someone recently asked me if the only way to cause people to react emotionally to your marketing message is by using fear (fear of the unknown, loss, death, family, job, etc.).
Book Review: Buy-ology - Click To Read Article
Marketing is not yet a science, which means that there’s no guarantee that “if you take this action, you’ll get this result”. You may have a lot of anecdotal knowledge and strong hunches on what will get results. However, if you don’t understand how people react to your message, you are likely to be guessing.
Make Your Marketing Personal - Click To Read Article
It used to be that only big companies could afford to create a marketing message that was highly visible: newspaper ads, direct mail, television, radio, skywriting, sponsorships, etc. But modern technology allows people to create one-offs inexpensively: email blasts, your own ink-jet printer, local digital printing, or even personal 3D fabricators.
The Adjective Of Your Marketing - Click To Read Article
Once you have identified your customer’s needs, you need to communicate your offering in language that inspires them to take action. Both the restaurant and consumer paint industries know this very well.
Hyperconnectivity Stress - Click To Read Article
Are you on Twitter? Facebook? MySpace? LinkedIn? Other social networks? Posting regularly? Checking your email every 15 minutes (and immediately responding)? Check your RSS reader daily? Is it helping your business? Cellphone on all the time? Is it helping your quality of life?
The Anatomy of Buzz (Revisited) - Click To Read Article
Everyone is looking for buzz – people talking about their offering. We all know that word of mouth marketing is the strongest form of marketing: it’s free, it spreads, and it’s personal. But how can you get your message to be spread virall
How To Drive Your Business - Click To Read Article
When you first learned to drive a car (or bicycle), you probably looked at the road immediately in front of you. You were looking for potholes, the edges of the road, and other obstacles/hazards that you were heading for...
Are You Selling or Consulting? - Click To Read Article
You’ve studied your target market (in general) and know the typical problems your prospective customers are facing. You assume that each prospect that’s looking at your marketing message fits that profile (on average) and talk to them appropriately. It’s the keystone of a marketing strategy...
Book Review: Influence: Science and Practice - Click To Read Article
Robert Cialdini’s book is all about “click, whirr” – how we’re programmed as humans, how marketing can leverage the programming, and how as individuals we can overcome the programming.
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