Natural Entrepreneur: Tell Them About It

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Tell Them About It

Advertising will boost retail sales

-- Ask SCORE c/o Dick Kuhl, Bedford, NH

For retailers, the decision whether to advertise is easy, for the answer is always yes. Advertising is a great way to attract new customers who will, in turn, spread the word about your business to others. It also reminds previous customers that your business is still there to serve them.

However, which medium to use is only part of the decision-making process. Designing and implementing an advertising strategy requires thoughtful planning. Like a reporter, you need to ask some basic questions: Who is your target market and what media is best to reach to reach them-newspaper, magazines, radio, TV (including cable) or Internet? Also, what message(s) should be emphasized-price, selection, convenience, expert assistance or specialty items? When and where should the ads run? And most important, how will you measure their effectiveness?

The question now becomes how to budget and implement an effective advertising program. These expenses should be planned with a specific return on investment in mind. For every advertising dollar, the business must recoup a percentage as part of every sale. Keep in mind that discounts advertised in your promotions affect your ROI because they mean less revenue.

Remember that your ads should generate a positive response among potential consumers. That’s why the creative aspect of a clever and intriguing ad is so important. A well-crafted ad campaign will continuously draw customers, while a poorly conceived or executed strategy may make your business memorable for the wrong reasons.

Whenever possible, hire an ad agency or design firm to help develop the creative concept, layout and production of an advertising campaign. This need not be expensive; you can select from advertising agencies, graphic design firms and freelance marketing pros for as much or as little help as needed. If you can’t afford this investment, you may be able to get production support from the media outlet. For example, many newspapers and local shopper publications will include free in-house design for the cost of the ad. Just make sure you have carefully planned your messages and goals for the ads as well as their timing.

Dick Kuhl is a NH SCORE counselor for Chapter 199, Manchester / Nashua area. Local SCORE offices are available for walk-in or telephone questions but the more common methods of securing help from SCORE are E-mail counseling (via www.score.org) and traditional counseling. Six SCORE chapters provide the state of New Hampshire with traditional counseling: Manchester/Nashua, Concord, Lebanon, Keene, Portsmouth/ Seacoast and Lakes Area. Dick can be reached at (603) 666-7561.

Upcoming Events

Feb 21 (8-9:30a): NH Forum on the Future, NHHTC, CR Sparks, Bedford, NH

March 1 (6:30-8:30p): Women's Business Center and MicroCredit-NH Networking Event, Bank of America, Portsmouth, NH

March 6 (10a-noon): Growth Capital Resources in New Hampshire, City of Nashua, Office of Economic Development, Daniel Webster College, Nashua, NH

March 8: (12pm -1pm) Break the Rules and Close More Sales, Amoskeag Business Incubator, Manchester, NH

March 16: Peak Pitch (pitch your plan to invstors on the chairlift), Mt. Sunapee, NH ($)

March 22: Breaking Trends in Web Develoment, UVCIA, Hanover, NH ($)

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