Guest Post: A Glimpse Into the Future: The Essentials for Business Entrepreneurs

This is a guest post from Mark Kirkpatrick, an experienced writer in mass communication in its relation to business globalization.

guestimageIn the business world, it pays to stay ahead of the curve. Marketing, technology, and basic business tactics evolve all the time; and if you aren’t keeping up with the newest thing, it’s easy to get pushed aside. Here is a look at where the business world seems to be going, and what tools will be essential for entrepreneurs in the near future.

Network Advertising

Gone are the days of cold calling and blind elevator pitches. Today’s businesses are taking advantage of the growing power of social networks.  Sites like Facebook, Google+, Twitter and LinkedIn can help businesses expand their reach and influence.

Cloud Sharing

Sharing documents, reports and other files with coworkers is a cinch when businesses utilize cloud storage. What’s more, one cloud system allows the integration of office, mobile and home storage options, streamlining how data is compiled and shared.

Wireless Printing

Companies like Canon, Lexmark and Hewlett-Packard introduced web-enabled printers that offer businesses the capability to print documents directly from a mobile device or tablet. Rather than having to carry around a ton of printed documents,professionals can now keep their needed documents on their devices and print them when they are needed.

Touch Enabled

Since the introduction of smart phones with touch screens, the technology has constantly expanded. Now computers and printers are touch screen enabled. Also, as the technology grows and spreads, the price of such devices has started to drop. Technology that was once only available to high end customers is now easily accessible for even the smallest startup business.

Zero-Clients

Companies that require many desktop computers but don’t necessarily need the additional operating system are turning to zero-client PCs. They are smaller and more cost-efficient than their larger desktop counterparts. Zero-clients come with a fast onboard processor and speedy boot up times. An added bonus? They can’t get viruses. Because they are simplified computers: they require minimal maintenance and don’t need regular updates like other systems. They are great options for business that want to provide basic computers for multiple employees for a smaller investment.

Voice Control

Voice control has grown leaps and bounds since it was first introduced. Though it won’t completely replace a keyboard, or an actual human, voice control technology is useful for dictating short notes while you are driving or just too busy to write something down. Along the same lines is voice recognition. Software, like Dragon Naturally Speaking, types your spoken word as you speak it. One word of caution on these tools, they aren’t always 100% accurate and do take some getting used to. Take some time to practice with them before completely converting to them for business use. Nevertheless, they are very useful for certain tasks and shouldn’t be overlooked.

Go Old School

Email and social media have changed the way we communicate. To really get someone’s attention, send them a letter. Even better, make it handwritten. Emails tend to get deleted; tweets get buried in a busy social stream. But a mailed letter to someone isn’t as easy to ignore. It’s a forgotten communication method that still packs a big punch.

As technology and marketing strategies evolve, the business world evolves with it. Adopting new tactics as they come about can really help businesses succeed.

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Today’s guest blogger is Mark Kirkpatrick, an experienced writer in mass communication in its relation to business globalization. In addition to writing for 1800-number.com’s blog, he also enjoys covering business finance, technology and online networking.

Promoting your Website: Stand and deliver – your money or your time…

highwaymanThese days, if you have a product or service to sell, you need to own a website. But there’s no point in having a website if people don’t visit it and if they’re not finding you online, then you aren’t going to make any money. Yet, there’s millions to be made out there for those smart enough to effectively promote their website. So, what should you do?

The key to successfully promoting your website comes down to a very simple choice. Do you have the time and/or the money to promote your website? If you want to promote your website, you must find either the time or the money to make a success of marketing.

If you have no money, then you need to find the time to do the work for yourself. If you have the money, then you can save yourself the time by investing in the work of experience Internet marketing professionals. Of course this in turn produces more money, so it’s a worthwhile investment in the end.

Quite simply, if you really don’t have the money, then you need to find the time to do the job yourself. You need to find the time to do the job of promoting your website, the time to learn about how to promote your website, learn through doing, learn from your mistakes (no matter how costly) and learn the best ways of promoting the site, which may take considerable time.

The trouble is that whilst you can always make more money, you can never make more time. Can you afford to squander your time in trial and error activities? Meanwhile the competition marches on ahead of you. If you aren’t willing to invest money in the future of your organisation by effectively promoting your website, then you’ll have to do all of the work yourself. The trouble is that if you don’t have the skills, you may do more harm than good.

But what if you simply don’t have the time?

Then it’s time that you reconsidered your budget and placed the responsibility for the promotion of your website in the hands of someone else. For some people, that might be an existing member of your staff, or if you don’t have anyone with the prerequisite experience and expertise, it may be that you look for an external professional, an expert in website promotion that will stop you from wasting your time and also help save you money.

If you don’t have the budget for it, then you’re going to have to find it. These days, more and more people are turning to the Internet for a product or service just like yours. If you don’t have adequate marketing in place, they just won’t find you and your competitor will reaps all the benefits of marketing in the Internet Age.

So what should you do? Well, it’s not rocket science. If you don’t have the time to promote your website, then call in an expert. To find out more visit www.nikkipilkington.com or email Nikki on nikkipilk@gmail.com

Social Media Marketing – is it REALLY all that new?

new2Let’s be real – Social Media Marketing isn’t really all that new…

We were clicking, viewing, commenting and sharing, long before the term ‘social media’ was coined.

The world of business is going mad for social media, with a recent study suggesting 92% of businesses in North America are using it in some way.

This is exciting of course, but in this excitement, many seem to have forgotten that while some of the technology may be new, the phenomena is not.

In fact, this interactive methodology has been at the core of internet marketing since its very inception. Web pages are, after all, interactive and multimedia by their very nature. We were clicking, viewing, commenting and sharing, long before the term ‘social media’ was coined.

In fact, ‘social’ has always been as aspect of marketing. So, how can the lessons of the past inform the way we approach social media marketing today?

Mistaken identities

What is new to many businesses trying out social media for the first time is the idea of anything other than direct selling. On your website, if you want to you can say what you do, why you are the best at it, ask people to buy and no one will bat an eyelid. The same goes for advertising, of course. But in the social media space, this is not so. Or at least, it can’t make up the majority of what you say.

If you’re familiar with networking in the real world, this will come as no surprise, but if you’re not and you try to use your social media profile as advertising space, you’ll be sorely disappointed at the results. Put simply, your social media profile should be more akin to your whole business persona, not just the advertising part of it.

In real life, you wouldn’t just sell, sell, sell (I hope), you would be informative, knowledgeable and helpful. Knowing the value of word of mouth, you would build connections, have conversations and generally get involved in your community. You would take an interest in others and sometimes, your conversations would be with a view to selling, but sometimes they wouldn’t.

Once you think of it like that, your social media strategy should look a whole lot clearer.

Same game, new pitch

So once we accept that social media goes beyond simple advertising, what else can we learn from the marketing that went before? What can we do to ensure it’s not just chat for chat’s sake?

Three techniques that can work wonders in the social media space are: offering free information, helping promote others reciprocally, and giving exclusive offers to others in the online ‘community’. But, again, these techniques are much older than the space they now inhabit.

Ever given out a free fact sheet to anyone that visits your office? Or helped out a person you meet at a conference by passing on the details of a third party? Or offered a ‘buy on get one free’ deal via your shop window?

These classic promotional techniques existed way before social media, so what’s the lesson here? A lot of social media marketing isn’t about reinventing the wheel, it’s about taking what we’ve collectively learned from other marketing activities (in our offices, at networking events, on our websites) and looking at how these can be carried through to our social networking personas.

Making it work for you

The beauty of social media is that the initial outlay is exceptionally cheap compared to many other forms of marketing. Get yourself a profile and then listen carefully to the buzz that’s happening around you. Follow people you’d like to emulate, and those you’d like as customers. Engage as a useful resource long before you begin to add straight sales techniques to the mix, and above all, keep it up. Again, just like any other form of marketing, social media is about keeping a consistent presence. Drift away, and so will your audience.

Need some help with your Social Media Marketing strategy? Give our Mentoring tryout package a try!

 

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Seven Sins of Internet Marketing

This article originally appeared on Business Zone

Untitled designNikki Pilkington looks at the mistakes entrepreneurs all too often make in a bid to get noticed online.

It’s so easy to start promoting a business online that many people seem to launch into it without much thought for the image they are portraying or the consequences of their actions.

Here are seven internet marketing faux pas, and the preferable alternatives.

1) Unfocussed, mass emailing

You acquire a huge list of random email addresses, tap out a nice salesy email about your business and send it out to everyone on the list in the hope that someone will find your offer relevant. Good marketing model? No. Spam? Yes.

Mass emailing with no target, and worse, no permission, is spam, pure and simple. Your mailing list should be entirely ‘opt in’ and the content you send should be relevant and useful to the recipients, even if that means writing slightly different mail outs for different groups.

2) Irrelevant content

You have read that lots of fresh content is the key to getting your site noticed, so you scour the internet for any free to use bits and pieces that vaguely relate to your offering and post them all over your site.

Posting any old nonsense on your site just to bump up content is a very, very bad idea. Not only could this be to the serious detriment of your credibility, it is also very unlikely to pull in relevant visitors, so you won’t benefit in real terms.

3) Content theft

In your quest for relevant, useful content, you come across some great posts on other people’s sites – perhaps even competitors. With a quick bit of cutting and pasting, you have reams of fresh, high quality content on your site.

Lifting content from other sites and publishing it on your own without permission is a seriously inadvisable. Unless clearly stated otherwise on the content owner’s site, you should always seek permission before republishing content. You should also include a credit and a link back to the original source.

4) Spamming forums

You want as many people as possible to hear about your new sales promotion, so you search for any forum with a relevant-ish topic and post your promotion verbatim on as many threads as you can. Before you know it, there are hundreds of references to your offer all over the web.

And the result of your efforts? You are seen as a spammer, banned from several forums, probably attacked in others, and people are generally rather annoyed with you. Remember, internet marketing via social media is about conversations, not shouting the loudest. By all means mention offers when they are relevant to the topic, but don’t expect to get results without putting time in to build relationships.

5) Falsifying testimonials

You’ve had a lovely new site developed for your new venture, and in the left hand column there’s a special section for displaying your best testimonials. In time, you’ll have some great things to put there, but right now, you’ve got nothing. You decide the best this to do is make a few up using generic names like Joan S and Bill P. It can’t hurt, can it?

Using false or unsubstantiated testimonials is another quick route towards losing any credibility and trust you command. Instead, use the space for something else and work on getting real testimonials by providing a great service.

6) Puffed up claims

Your company is newly formed, so you don’t feel you have many legitimately impressive claims to make yet. You know your employees have collectively worked for several blue chip firms, so you tell a little white lie and claim your company has served those firms. Well, it’s kind of true, isn’t it?

Bad idea. You could be threatened with legal action and suffer irreparable damage to your reputation. Be honest, work with what you’ve got, and publicise your achievements as they happen.

7) Abusing social media trends

Social media trends – the topics users are talking about most – can be a real temptation for internet marketers. Take Twitter, for example: it seems all you need to do is put the ‘tag’ for a current trend at the end of your ‘tweet’ and you’ll get seen. Who cares if the tag isn’t relevant if it gets you an audience? Well, your audience cares.

Abusing social media trends with irrelevant content has landed a few companies in hot water in recent months. Most famously, a ew years ago, a Habitat ‘intern’ caused some serious damage to the brand’s reputation when it put out promotional messages tagged with a reference to the Iran elections. Use tags honestly so that only those interested in what you offer will see your messages.

So the bad news is that it’s easy to get internet marketing wrong, but the good news is it is possible to get it right and get great results, so long as you have the time to invest and are willing to learn from the mistakes of others.

Want to get it right? Check out my Social Media Mentoring services!

 

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Why Small Business Should Start Taking Blogging More Seriously

 

mappa_blog

mappa_blog (Photo credit: francescopozzi)

Do you blog?

Back in 2010, I talked about why small businesses should blog more, and since then I believe it’s become even more important.

If you started blogging in 2010, the chances are that you were pretty early on in your industry (unless you’re in SEO or Social Media) and so you should be reaping the rewards right now, getting more visitors, more comments and more sales than your competitors who came to blogging later (or maybe still don’t blog!)

If you’ve still not got around to starting a blog though, all is not lost. Make 2013 the year that you really start to explore how blogging can work for you and your business.

Why?

Businesses that blog get:

  • More pages in search engines = more chances for potential customers to find you
  • More traffic = more chances for you to prove to your potential customers that you are credible and here to stay
  • More comments = more chances for you to interact with your potential customers
  • More credibility = more of a chance that potential customers will come to you rather than your competitors

What’s not to like?

Setting up and customising a blog isn’t difficult, and you could be up and running within a couple of days.

Writing isn’t as hard as it sounds, there are plenty of articles out there to help, and of course you could ask me about my Blog Mentoring Package.

So here are 5 blog posts you should read if you’re looking to kick start your blogging in 2013:

  • 5 Reasons Your WordPress Blog Should Be Self Hosted
    While it’s not a bad thing to start with a freebie blog, if you want to be taken seriously you really need to look at self hosting, and this blog post tells you why. Need help with self hosting WordPress? Drop me a line to nikkipilk@gmail.com
     
  • 21 Things You Could Blog About Right Now
    Often people put off blogging because they think they won’t have anything to say; this blog post talks you through 21 different things you could blog. Even if you post one a day that’s 3 weeks worth of blogging! No excuses now!
     
  • 67 SEO Tips for Blogging Newbies
    This title is a bit of a misnomer to be honest; even if you’ve been blogging for a while, this handy guide will more than likely tell you somehing you didn’t know about how your blog can help you to be found in search engines with very little effort.

  • Tips for Landing a Guest Post Every Time
    Guest blogging is one of the best traffic generators you’ll find, and if you’re not doing it yet, you should be! This post talks you through how to become the perfect guest poster and have people lining up to feature your posts.

  • Bloggers Have You Established Your Route to Fame?
    Once you have written a blog, how do you go about promoting it? If you feel as if you’re talking to yourself at times, this post will walk you through how I promote a blog post – it may help you to promote yours.

So, blogging; it’s not as hard as it may seem, but trust me, you will reap the rewards.

 
If you’re already blogging and think you’re making the most of your blog, check out our 30 Day Blogging Challenge ebook, as a kick up the bum and a good solid workout for your blog and you.
 
I’d love to know more about your blogs – post a comment below with your blog address so I can have a look!
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Moving with the times: marketing strategies and advertising ideas for 2013 – A guest post by Dave of PublishersNetwork.com

a fleeting moment in time

a fleeting moment in time (Photo credit: Brenda Anderson)

No matter what type of business they run, small business owners share a common goal: to bring in new customers and to keep the customers they already have. Having the right online marketing strategy in place is one of the best ways to accomplish both of these goals.

Developing a quality marketing strategy requires doing a bit of research. In order to properly market a product to potential customers, it is necessary to first know some information about those customers. It is then easier to customize the online marketing strategy to satisfy their specific needs. It is also a good idea to check out what competitors are doing and whether their approach is working or not. Being open to new ideas is an important part of keeping a business fresh and successful.

New marketing and advertising strategies for 2013 Affiliate marketing is one of the most popular means of marketing and shows no sign of declining in 2013. A type of revenue-sharing relationship, affiliate marketing is an arrangement between a website owner and an online business owner. The website owner agrees to place advertisements for the small business in order to help it sell products or steer customers toward the business owner’s website. The business owner then agrees to give the website owner a share of the profits. Whether it is pay per click, pay per sale or pay per lead, affiliate marketing is an effective way to market a business through passive advertising. Now, affiliate networks such as Media Whiz affiliate network help to facilitate this marketing arrangement, with Media Whiz bringing together and managing the right business owners with the right websites.

The booming sales of the many eBook compatible devices available on the market today, such as the Kindle, the iPad and smartphones, mean that electronic book sales will only continue to increase in 2013. Businesses would be wise to approach the promotion and sale of eBooks as a huge marketing opportunity for their company. As eBooks are relatively inexpensive, they can be accessed from a variety of platforms, and the ease of being able to download and read them anywhere at any time means that eBooks can also provide generous income to businesses who promote these products well. Creating an eBook that focuses on a certain aspect of the business may take time and effort, but producing such a valuable resource for current and potential customers will make the effort worthwhile in the returns it will bring in.

Blogs, once simply spaces for the creative or documentary meanderings of writers, have now become full-fledged marketing tools for many types of business, and this trend looks to continue in 2013. One of the latest strategies for using blogs to advertise and market small businesses is to create so-called mini blogs that provide customers and potential customers with valuable information, while at the same time providing the writers with a means for earning income. Paying to create a blog is a much more financially sound strategy than paying out large sums to a third party to create a website.

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Google Adwords Business Credit Card – will you be getting one?

So, Google are now offering some Adwords advertisers the chance to own their very own Google Adwords credit card – an interesting development I’m sure you’ll agree.

Putting aside how cool some people will think it is to have a credit card with Google plastered all over it, is it really a good idea?

I’m not convinced, I have to admit. It all seems a little gimmicky to me.

They say:

It will be easier to keep an eye on your AdWords spending.
When your AdWords spending is on a single statement and not mixed in with other expenses, you can see what you spend every month and adjust as you see fit. Plus, it means you’ll have plenty of credit available for AdWords.

I say let’s be honest – how many advertisers really have a problem finding their Adwords spend on their usual credit or debit card? I don’t, my VA doesn’t, my accountant doesn’t – how difficult is it?

They say:

You’ll get more flexibility across your entire budget.
Maybe 2013 is the year you finally make that one big business purchase. Or maybe you’d just like to breathe a little easier at the end of the month. Either way, your existing cards will be free for other spending.

REALLY? Spending money on another credit card gives you more money to spend on the ones you already own? What kind of logic is that? Your Adwords credit card can only be used to top up Adwords accounts, so it’s not giving you access to extra money, but are Google really recommending that you spend the money you now have free on the original card you used? I’m not so sure that’s the best way to sell their new product…

They say:

And by the way, it all comes with a low 11.9% APR Representative (variable) interest rate and minimum monthly payments.

Now, I’m no financial whiz kid and I don’t know a lot about credit cards, but a quick Google search shows that that rate of APR isn’t bad. However, it’s not so good if you take the credit, pay the interest AND spend the money you’ve freed up on another card.

But I’m not here to lecture you about spending – I want to know your thoughts.

Will you be applying for your Google Adwords Business Credit Card? Do you have one already? Is it more than just a gimmick? Am I being a little cynical? 😉

Let me know your thoughts in the comments below!

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Fancy £1000 of free email and direct mail marketing a month – for free?

International Money Pile in Cash and Coins

International Money Pile in Cash and Coins (Photo credit: epSos.de)

Yeah, I know, they say that you get nothing for nothing in this world, and you get what you pay for and all of those other cliches.

But having seen this offer Tweeted by a couple of my friends, I checked it out and it seems that it is legit.

Royal Mail, via Huddlebuy, is offering £1000 of free marketing to 2 lucky people!

The prize consists of:

  • Data lists of 2,000 prospects
  • 1000 E-mailshots
  • 50 Postal Mailshots
  • Up to 40% off Parcel Postage
  • 2hrs of Free Marketing from Huddlebuy (1 time only)

Not just once (apart from the last item) but every month for a year!

If you’re a start up or small business then this could really help out, which is why I’m sharing it with you.

Well, that’s not the only reason, because if you win via my tracked link, *I* get the same too – and I quite like getting things for free 🙂

What’s the catch?

I can’t really find one. OK, Huddlebuy are obviously looking to build up their email list, as it seems that you have to sign up with your email address.

And they’re hoping this will go viral because the more times you share / tweet / email the link they give you to other people, the more entries you get.

But let’s be honest, you can unsubscribe from any email newsletters, and you don’t have to share if you don’t want to, you can have just the one entry.

So really, I don’t see any catch (or I wouldn’t be participating myself)

What do we have to do?

Just visit the promotional page (that’s my tracked link BTW) and submit your email address to be in with a chance – the page will guide you through all the sharing stuff if you want to do that.

Good luck!

More info on Huddlebuy (from their website)

Huddlebuy are the UK’s and Europe’s largest daily deals site for small businesses and entrepreneurs – providing exclusive deals to a rapidly growing community of more than 50,000 businesses.

 

 

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Did you know your email address on Facebook has been changed?

Facebook seem to be King of making changes and not telling anyone lately (another post about that tomorrow) so no-one should really be surprised at the latest, but it does seem to be taking a bit of a liberty.

When you signed up to Facebook, you gave them your email address. Maybe you used your personal address, or, like me, you used your business address. After all, you want to be sure that if someone wants to get hold of you, they have the correct address, right?

Well apparently not according to Facebook.

In a very quiet move they’ve recently changed everyone’s email address to a special Facebook one that sends emails directly to your Facebook messages.

You can see in the screenshot below that my email address has been changed from nikkipilk@gmail.com to nikkipilkington@facebook.com!

Now, some people are going to be cool with that. It may suit their purposes to have any emails sent to them by people from Facebook direct to their Facebook messages box.

But what about those people who aren’t cool with that?

For example, me.

I don’t want people to email me direct to my FB messages box – that’s what the message button is for.

I want people who choose to send me an email to be sure that that email comes direct to ME. If it’s a business email, I want the whole conversation in MY email so I have a papertrail and don’t have to refer to Facebook all the time to keep up with it.

I want to be able to schedule events from my email directly into my calendar or forward it to my CRM to remind me to do certain things – I can’t do that if it’s in the proprietary messaging system of Facebook.

But that’s not what pisses me off most of all.

What REALLY bugs me is that THEY DID THIS WITHOUT EITHER ASKING OR INFORMING ME!

Now, I get that facebook is free. I get that they’re providing a platform for me. I get that they expect me to converse with business contacts through my Business Page (you can like it here BTW).

I get all that.

But it still feels like what they’ve done is wrong. They’ve changed something vital about my profile without asking me or even letting me know.

Will it stop me using Facebook? No, I love Facebook. But it does make me think a little less of them (not that they care of course).

However, I’m not 100% miffed with them, because it is possible to change it back, and indeed I have.

In this post on Lifehacker, they tell us exactly how to do this:

  1. Click “About” on your profile and scroll down to your email address. Click “Edit” to change them.
  2. Click on the circle next to your Facebook email address and change its setting to “Hidden From Timeline”.
  3. Click on the circle next to your other email addresses and change their settings to “Shown On Timeline”.
  4. Click the Save button at the bottom of the Edit popup (Don’t forget this step).

There’s a screenshot on that post to help, pop over to read the whole post.

So you can get your default email address back and ignore the Facebook one; that’s a good thing.

Facebook have admitted that they added this facility, but haven’t said why they made it default on everyone’s profiles without telling them; that’s bad.

I’d be interested to know – before you read this or other posts over the last couple of days, did YOU know anything about these chances? Please take a few seconds to let me know in the comments below.

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Five Fun Things Small Businesses Can Do with Pinterest

A guest blog from Samantha Peters

Pinterest

Pinterest (Photo credit: stevegarfield)

If you’re a small business owner on a shoestring budget, Pinterest can be an extremely valuable marketing resource. In fact, this social media website is currently the third most popular behind only Facebook and Twitter. While there is a plethora of ways to utilize this website, let’s discuss five fun things you can do with Pinterest:

1) Share your Products – One of the best features of Pinterest is that it allows you to pin pictures of your products onto boards. By doing this, you can familiarize potential customers with your business and let them know what types of products you offer. Pinterest is great because it’s a simple way to connect with your demographic and most people consider pins to be aesthetically pleasing. In time, you should develop a following of individuals who are interested in your business and you can keep them updated.

2) Network with other Small Businesses – Due to the ease of sharing information on Pinterest, it’s a great way to network with relevant small business owners within your niche. For example, you could repin other products, follow other people and have them follow you. Doing so is an excellent way to develop business relationships and help others while simultaneously building your business.

3) Connect Locally – Many businesses choose to reach out to potential customers within their local area. For example, you could create a board based around what’s going on in your city and other local businesses. By doing this, you can create a sense of community and increase the local exposure of your business dramatically.

4) Get Customer Input – Pinterest can also be highly beneficial for asking your customers what they want. For example, if you are a clothing designer or make arts and crafts, you could create a communal board where your customers can post pictures of existing styles they would like to see you incorporate.

5) Connect Pinterest with other Social Media Accounts – Syncing your account with other social media sites like Facebook and Twitter is effective for maximizing traffic and gaining followers. By doing this, you can transfer customers from one social media page to another and increase your exposure with minimal effort. This is also great if you’re trying to build a brand around your small business.

To summarize, Pinterest has a lot of potential and should only continue to grow in the future. If you need help with launching your Pinterest campaign, you can utilize the services of a company like OpenSesame. Marketing firms and social media firms will only continue to look towards Pinterest, so if you are looking to get your brand out there, don’t shy away from the newest social media platform making a name today.

This Guest Post is written by Samantha Peters, who manages The Tech Update and enjoys blogging about fun new ways entrepreneurs and small business can use Pinterest in the marketing efforts. Samantha can be found on Twitter here.

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