Strategy for a Small Business Marketing Campaign

By John Aberle | Small Business Management

Feb 03

Nobody knows everything about any niche. Therefore, the smart small business owner or manager constantly looks for a new insight. The problem is that there is so much information on the Internet that it becomes overwhelming sifting out the good information from the junk unless you already have expertise in that field.

One of the services and functions of Aberle Enterprises is to be a clearinghouse for information that can benefit small businesses enabling them to build profits through strong relationships.Groupon Works for Business logo with title: Strategy for a Small Business Marketing Campaign

The following article, How small business can exploit Groupon, is one such article that can help your business with some very important insights on marketing strategies, whether Groupon ends up being of value to you or not.

How small business can exploit Groupon

Written by admin on Jan. 18, 2012 .

The Groupon phenomenon has grown like wildfire.  If implemented correctly, a Groupon campaign or a living social campaign can significantly transform your business and increase your bottom line.   Let’s be honest, a successful Groupon campaign is not cheap.  Groupon wants you to give at least 50% off to its members.  Then Groupon splits the upfront money.  So you are giving away 75% of your product and service.   If you have a 50% margin, then the campaign will cost you 25% of the wholesale price minus the percentage of no shows which is usually around 10%.

For a Groupon campaign to work, you need to run the numbers and see it makes sense.   Let’s say you have a restaurant and you offer a $10 Groupon for $20 worth of food.  The campaign manages to sell 1000 Groupons.  This means you are required to provide $20,000 worth of food if 100% of the groupons are redeemed with the six month period.  Groupon received a total of $10,000 from it members.  (1000 members x $10.00).  Groupon sends your portion in 3 installments during the term of the deal which may be up to a year.   Also Groupon takes out all credit card processing fees.  You can figure 3% for that.   You should receive at the end of your sixth months campaign $5,000 – ($5000 x 3% = )150 = $4850.  10% of the Groupons were never redeemed or $1000 dollars.  That means you save $2,000 in food costs.  You have a margin of 50%.  If you take your $20,000 obligation subtract out the $2000 for no shows, that gives you $18,000, which you divide by 2.  Your real costs are $9,000.   Groupon will pay you the $4850.  $9000 – $4,850 = $4150.  You brought in 900 new customers.  It cost you $4.61 to bring a new customer through the door.  You must decide it the cost is really worth it.  But if half the Groupon customers comeback a few times, then you stand to make your money back and more.

There are several different Groupon strategies.  The worse one is where you are hoping a certain percentage doesn’t show up and so you get to keep their Groupon cash.  Look, if you are proud of your business, you want the foot traffic, even if you are losing money in the short term.

You need to think strategically.  What do I need a Groupon campaign for?  The obvious answer is to bring in more customers.  That’s fine, but they come and then what?  You’ve got to turn these Groupon customers into repeat customers.  That’s where you will make your money, right?   You need to make sure that if you sell 1,000 Groupons, that you can actually offer excellent service to all 1,000.  Anything less is counterproductive.

Groupons are a great way to change the demographics of your client base.    Groupon will bring in a certain demographic, 18-45 year olds.   I knew of one restaurant that had become the senior citizens’ club each evening.   They were desperate to change their clientele base.  They used Groupon offers to bring in a new demographic.

Also see if you can limit your offer to a certain number of Groupons.   A successful campaign might include thousands of your Groupons being purchased.  Can you handle thousands of new customers for free?  You might.  You might also be overwhelmed.  You’ll need to negotiate with the Groupon representative.  If they don’t budge, then tell them you’ll run two campaigns, one now and one in six months.

Groupons are a great way to market your business.   These marketing companies have a huge client base in your cities and their emails are read on a daily basis.  Try that with any other email campaign.  You need to think strategically.  How can a Groupon campaign help my business?  Do I need to attract this demographic?  How many Groupons can I actually handle?   What do I do next to make that Groupon customer a repeat customer?

Find the original article on BlindBid.

The most important point in this article is to think strategically.

  • What is your goal, the desired results, from investing in this advertising vehicle, whether Groupon, pay-per-click, newspaper advertising, or TV?
  • What percentage of new customers become repeat customers? You want the average lifetime value of a customer.
  • Who is your ideal customer? Is this person male or female? What age? What other demographics, psychographics, and geographics?
  • Does this particular marketing vehicle reach your ideal prospects?

Invest in this project only when the answers to these questions make sense. The more clearly you can identify your ideal customer profile, the more accurately and effectively you can invest in marketing approaches that will reach her.

There are a lot of good ideas in this article from BlindBid. The most important point, though, is to have a strategy for a small business’s marketing campaign.  It applies to all of your advertising and marketing for your small business, not just to evaluating using Groupon.

To receive information regularly on how to develop and apply strategy to your small business, get your f*r-e#e ecourse, “9 Steps to Finding Prospects Who Want What You Providenow.

Building your profits through strong relationships,


John R. Aberle

Would you like to attract people to your business?  Would you like to find it easier and more fun to make sales?

Get your copy of the ecourse, “9 Steps to Finding Prospects Who Want What You Providenow.


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About the Author

My first Kindle eBook, How Relationship Selling Rewards Small Businesses, went live on April 24, 2012. I've lived a lifetime of service and spiritual search so it's natural for me to incorporate these attitudes into my work. I believe that selling and marketing are spiritual service when done with a heart-centered, relationship selling approach. All of business success comes down to building strong relationships.