Reply From Gordon Hecht...
Hi Tammy,
Russell forwarded your note to me about your store in CT.
I have some familiarity with the area as have worked with several retailers in the larger towns, and also have family in Wilton. It is difficult and expensive to get a share of voice with so many players in an expensive advertising market-and traditional media is become more marginalized. Here are a few suggestions.
• If you have access to a customer list, names and addresses use direct mail to contact those customers and let you know that you are STILL in business. Even if it has been several years since they bought there, you may be able to build on the trust that is established. L&S Advertising is a great resource for DM and have creative artwork that they can provide
• Develop and manage a Facebook presence. I have an account in very rural WV who is investing $500-700 a month in paid FB ads. He is running more than 100% ahead in sales serving a county with a 30,000 population
• A webpage is important too. Properly managed and developed, it can be your least expensive source. Netsertive can manage and promote your site or about $1300 a month.
• And, of course, plan to invest in advertising. Plan on a budget of 10% of the sales you want to get. I would invest 15% for the first 90 days, 10% for the next 90 and 7% moving forward. Look for co-op ad dollars from your vendors. Just ask them to invest in building your/their mutual business, even if it for the short run
• The most successful NEW businesses build traffic on this one word-FREE! Facebook, Linkedin, Amazon (free shipping), and other people with FREE samples and gifts. In the words of Nido Quebin, give an ample, don’t give a sample! Think of an item that you can give away at a low cost, but has value to shoppers. Ashley HomeStores in the Atlantic City area gives every shopper a FREE memory foam pillow just for walking in. Think about placemats, ice cream, Cherry Pies for Washington’s Birthday, sparklers for kids on July 4. Promote that to your mailing list.
• Utilize local radio interview stores and service clubs (like the Lions, or Rotary) they are always looking for speakers. Prepare a short 15 minute presentation about your product, value of a great night’s sleep, how to match colors, how to buy a gift for someone, value of locally made/US made products. Bring coupons for % or $$ off with a limited time offer.
I hope this helps. Best wishes.
-Gordon