4 Big Business Secrets for Finding New Customers

Let’s face it: most big companies aren't known for being trendsetters. But they are pioneers when it comes to finding new customers. Because large companies operate on such a large scale, mistakes can be very costly. This forces them to carefully choose, refine and innovate to find the best sales techniques. Here are four big business tactics you should put to work.
1. Go mobile
People everywhere have adopted the mobile phone as their device of choice. There are more than 6 billion mobile connections in the world, compared to under 2 billion PCs. Big companies have seen the light and are scrambling to take advantage of mobile’s potential. Small businesses can do the same.
Consider creating a mobile-friendly website if you haven’t done so. More businesses and consumers are looking for products and services on mobile phones, and websites designed for PCs typically don’t work well on small screens. You may want to develop a mobile app to make interactions with customers and prospects easier. Also investigate mobile barcodes—known as QR codes. People are increasingly using these codes, which can provide an instant link to businesses and their offerings.
2. Research your market
A big company tends to be detached from its customers, so it must go the extra mile to learn what makes them tick. It must continually investigate its market and learn how customers perceive it, how it compares to competitors and how it can expand its products or services.
Small businesses are closer to their customers, so they frequently underestimate the importance of research. It’s easy to take customers for granted and not delve into information that could dramatically improve your offerings or reveal how to find new customers.
Try to take advantage of every personal encounter to gather information, and consider organizing events that can increase that interaction. For example, an auto dealer might host a customer appreciation day several times a year. Also take advantage of social media like Facebook, Twitter and online directories to learn what customers have to say about your business.
3. Go digital
Industry researchers continue to predict dramatic increases in spending on online marketing—via e-mail, desktop computers, laptops, smartphones, tablets and other devices. Online ad spending in the United States is expected to grow 23 percent to nearly $40 billion in 2012, according to research firm eMarketer. Big businesses have found that online marketing allows them to offer easy purchasing through e-commerce, forge deeper customer relationships and reach consumers and businesses all over the globe.
To help ensure you make the most of online marketing, take a closer look at your company’s website. Can users search for your products and understand your services easily? If you engage in e-commerce, is the buying process smooth and intuitive? Do you regularly refresh the site with new information and special offers?
Also, are you taking advantage of interactive tools to establish a dialogue with prospects and customers? For example, are you using banner and search engine advertising to get the word out, and are you using e-mail to promote marketing offers? Finally, are you making your company and its products or services easy to find by posting business listings on online directories?
4. Plan and track
Planning and tracking may sound antithetical to innovative marketing, but it is key to hitting the mark and closing sales. You’ve probably heard the saying attributed to merchandising king John Wanamaker: “Half the money I spend on advertising is wasted—I just don’t know which half.” Well, now you can. Analytics tools allow you to track responses to your online marketing, and fortunately many of them are free or relatively inexpensive.
You can help get the best results from your online advertising by tracking the click-through rate. Test different ads and adjust your efforts to focus on what works best. Also look at performance data for your website, mobile messaging and social media activities. Metrics to examine include:

• Who’s visiting and what they do
• Who’s buying and what they buy
• Who clicked on an invitation or offer
• How much time they spend on your site
• What they say about your products or services

AT&T offers a number of tools and services to help your small business adopt these and other big business tactics. In particular, consider AT&T’s mobile marketing, interactive and Web hosting services.
Alice Bredin is an internationally renowned small business expert. She is founder and president of Bredin Inc., a marketing consultancy that helps Fortune 500 firms develop profitable, long-term relationships with small and medium businesses. She has advised millions of business owners over the last 20 years through her books, syndicated newspaper column, radio commentary and forums.
Photo credit: iStock

IDC: Apple’s iPad Rules Tablet Sales Today But Android Makers Will Overtake It By 2016

With news of Apple’s new iPad selling out its first run due to overwhelming demand, 2012 is off to a galloping start for the tablet market; and because of that IDC is upping its forecasts for how many “media” tablets will be shipped this year. The analysts predict that the number will top 106.1 million units, up from their previous forecast of 87.7 million units, due in part to strong demand for that new iPad, but also a number of other devices at a range of price points.
Indeed, while Apple will continue to be the single biggest tablet maker on the market, Android, collectively, will continue to hold its own against it, with some notable devices like the Amazon Kindle Fire doing particularly well. But it will not be until 2016 — four years from now — that IDC thinks that Android shipments will outnumber those of iOS.
Even though the Kindle Fire was available only in the U.S. in Q4, IDC says that the $199 device accounted for 16.8 percent of all tablet shipments in Q4 2011, or some 4.7 million units, making it the largest “Android” vendor. Samsung, despite its multiple Android tablets, was bumped down to second-biggest Android maker with a 5.8 percent share of the market. Barnes & Noble and Pandigital, the other top Android tablet makers, both saw their shares of shipments slide. The tablets to watch, it seems, are those that combine low price with high content promise.
None of that was a match for Apple, however, which accounted for 54.7 percent of all shipments in Q4, or 15.4 million units. While that was a rise of 110 percent over the year before, that still did not outpace the overall growth of the tablet market, which IDC says grew by 155 percent between the two quarters. Overall, Android tablets accounted for 44.6 percent of all sales, while RIM’s PlayBook slipped down to 0.7 percent from 1.1 percent a year before.
A couple of things worth noting about IDC’s numbers, taken from its quarterly tablet and e-reader tracker:
Although many predict that e-readers will eventually die a death blow dealt by tablets, for the moment their fortunes look okay. They grew less than half as well as tablets did — up by 64.3 percent between Q4 2011 and 2011 — but they are still on the rise, with e-reader makers like Amazon, Barnes & Noble and Kobo in total shipping 10.7 million units in the quarter.
IDC gives no weight to Microsoft and its new, tablet-friendly Window 8 platform in its “media tablet” forecasts. As we saw last month, there are a number of devices being built on the OS, and if you believe all the reports, there will be more coming from the likes of Nokia to add to that. These are not expected to start shipping in earnest until much later this year. In its forecast, “others” apart from iOS and Android account for only a tiny sliver of overall shipments — and, by default, sales.
And that’s the other point always worth remembering about shipments. This tends to be the metric tracked most closely by analysts, because they get their numbers from device makers but also the channels that receive and distribute them; the shipment numbers are based on estimated demand. Ultimately, though, sometimes these shipments are out of sync with how a product actually gets bought — although analysts usually say that in the long run those corrections are accounted for with fewer shipments in subsequent quarters.

Can Regular Investors Buy a Piece of Facebook ?

Now that it looks like Facebook is (finally!) going to file for an IPO, plenty of potential investors want to know how they can get in on the action.
Mashable is not a financial publication, and we’re not in the business of giving stock market tips. But we can break down the IPO process — and gauge the likelihood of a regular investor getting in on the ground floor.

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Don’t Get Your Hopes Up

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We’ll cut to the chase — unless you’re a close personal friend or relative of a Facebook executive, or you manage an enormous amount of capital, you have almost no chance of getting IPO pricing on a stock like Facebook.
Why? Well, as the Securities and Exchange Commission (SEC) points out, “the underwriters and the company that issues the shares control the IPO process.” The SEC doesn’t regulate how these primary shares are allocated.
In Facebook’s case, the Wall Street Journal reports that Morgan Stanley will likely be the lead underwriter for the IPO, with Goldman Sachs also expected to play a large role.
These investment banks are going to target large customers and institutional investors. The goal is to move shares by the millions, not the hundreds or thousands.
Even if you have an account with Morgan Stanley or Goldman, you’re probably not going to get to make any purchases as an individual — not unless you are a big-time celebrity or business mogul. (Ashton Kutcher, it’s your lucky day.) In most cases, the underwriter will call you and let you know if you can get in on the action.

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What Can Average Investors Do?

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Aside from buying pre-IPO shares on something like SecondMarket — which, again, has some basic financial requirements that will exclude most individual investors — investors interested in a Facebook IPO have a few options:

• Buy into a mutual fund that invests in IPOs. There are a few of these funds in the market, such as the Global IPO Plus Aftermarket fund from Renaissance Capital. The returns on these funds tends to be flat, however — and with a stock like Facebook, it’s unlikely that this fund will get much of the action.
• Buy on the aftermarket. This is where it can get tricky. Putting in a market order the day a stock opens can be risky. In fact, many retail investors were burned during the dotcom era for moving too fast on IPO stocks that never again exceeded their order price. Placing a limit order or stop market order can help alleviate some of the risk, but it won’t guarantee a buyer a piece of the action.
• Watch from the sidelines. Sometimes it pays to take a step back and watch the market from afar before jumping in. An IPO Facebook could be the next Google — but there’s also a chance it could also be the next Yahoo. Wait and see.

 Mashable