Advertising ideas for small business.

Some helpful background thinking before wasting too much money!

Are you selling what people want to buy from you?

I noticed this sign on the side of a country road.

It was one of those signs you see leading up to the farm gate produce stalls.

But it wasn't selling the fruit of the season.

It was using a play on words that recognised, what the market wanted to buy

(but they couldn't sell).

Clever - but very insightful.

Most business people, try to sell what they want the public to buy.

But really, what is it, that people buy from them?

That Mango farmer knew what people wanted. He just couldn't supply it!

What is it, that people ACTUALLY buy from you?

How can you tell?


It's probably got little to do with your core business or service - it's probably how you make them FEEL when you meet their physical need.

Check your reflection in the comments of your customers. Listen for what people want, then help them find the best way to get what they want.

Success in business is all about finding a need and filling it.

* How do you find out, exactly what it is, that people buy from you?

Listen to those who come recommended, from your happy clients.

"So-n-So told me to come here, because you guys ( . . . Feeling . . . .) "

Grab whatever feelings statement they make and write it down!

Keep a record of everything good, that is said about you, and your service.

Group the similar comments together.

Now you know, what it is, that people actually buy from you. You have a clear reflection of yourself!

It probably has nothing to do with your central business, because . . .

* People buy as much, for emotional reasons, as well as they do, factual ones.

This is one of the key advertising ideas for small business.

Take the essence, of what is in these comments and form your marketing and advertising around them

Selling, what the market wants to buy from you!

It's that simple.

Those who have taken up our 'The Secrets of Getting In' programme of 10 sessions, get the use of our 'Customer Satisfaction Survey', to send out to their top 10 clients. [If you want one done for your business - email me]

The returns are very insightful. Sometimes a little off putting. But always very accurate.

If you'd like to find out more about the 'Secrets of Getting In' course, just email me on

 Till next time,

© Paul Johnson 2013

Missing Piece Marketing


cell: 0407 261 900 (or outside Australia  +61407261900)

'Maiden Dale'

23 Spurwood Rd


NSW 2774


 p.s. Have you got a success story we can share? Why not put it in the comments section below?

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Hi Paul,

Thank you for your time, advice and knowledge today. And thanks for lunch too! I have now made the final payment installment. It's always great to work with you and I am very appreciative.

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Atlantis Plumbing

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Hi Paul,

I just wanted to say that I’m usually busy in my business and my inbox gets lots of ‘newsletters’ from people. I don’t have time to read them – I usually delete them.

But your reports are different. I was sceptical at first, but they put a smile on my face (we must have a similar sense of humour). I find myself stopping to read them, for two reasons:

1. You add a ‘human’ face to your reports; I identify with the stories you tell, to make your point, and 2. They always contain useful hints and tips I can use in my business.

I appreciate your generosity with your ideas.

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Tony Mathot

Tony Mathot

Dakota Cleaning Solutions