Has 2014 left you somewhat optimistic and somewhat pessimistic, all at the same time? In case you missed this article from the Washington Post last week, it appears you're not alone. A poll of Small Business owners shows that while 23 % see a more favorable outlook, 28 % say there's cause for concern. The half in the middle are a blend of cautious optimism and just good old caution.
Check out the full story for breakdown of info here, and let us know via comment, FB, Twitter, or LinkedIn what your thoughts for 2014 look like.
Fostering the entrepreneurial spirit!
Showing posts with label marketing. Show all posts
Showing posts with label marketing. Show all posts
Monday, January 6, 2014
Monday, December 9, 2013
Networking: Giving, Taking, and the Fine Balance of Both
Networking requires giving and taking to be mutually beneficial. It's common to see people who are more comfortable with either one aspect or the other, but good skills in both arenas are imperative for success.
"Giving" comes first or at least should. In building relationships, it's easier to break down barriers to trust, respect, and reciprocity by being the first one to extend help to a potential networking partner. "Giving" includes, but is not limited to:
At some point in time, you can reasonably expect some of the same type of help in return. You are entitled to get help, or the relationship isn't mutually-beneficial Many people find it uncomfortable to take the following steps when there is no information coming back to them after they have given more than their fair share.
What do you do when you aren't getting anything in return?
1. Make sure that you have made your needs clearly known. Is your 60-second introduction presentation precise enough? Have you asked for specific information that the potential partner would be likely to have access to and gotten no response?
2. Ask the potential partner WHY there has been nothing coming back from their side. This can be tough but doesn't have to be. I teach people to ask the following:
If there were something about my firm or me that would prevent you from feeling comfortable sharing information with me, would you tell me about it, or would you keep it to yourself?
This approach works MAGIC!
3. After exhausting the above options, it's time to walk away. Don't be discouraged. Start the process again and again and again. There are far more people looking to share than just to "take".For the very few people who are ONLY "takers", you can do nothing more than you have. The reality of it is- you are entitled to give and get. And any relationships that don't encompass both aspects, will never be mutually beneficial.
"Giving" comes first or at least should. In building relationships, it's easier to break down barriers to trust, respect, and reciprocity by being the first one to extend help to a potential networking partner. "Giving" includes, but is not limited to:
- The sharing of industry information that is helpful to the potential partner.
- The sharing of resources and suppliers helpful to the partner.
- The sharing of new technology with these partners.
- The sharing of information about the potential partner's competitors.
- After a level of comfort has been established based on your own business ethics and standards, the sharing of business leads.
At some point in time, you can reasonably expect some of the same type of help in return. You are entitled to get help, or the relationship isn't mutually-beneficial Many people find it uncomfortable to take the following steps when there is no information coming back to them after they have given more than their fair share.
What do you do when you aren't getting anything in return?
1. Make sure that you have made your needs clearly known. Is your 60-second introduction presentation precise enough? Have you asked for specific information that the potential partner would be likely to have access to and gotten no response?
2. Ask the potential partner WHY there has been nothing coming back from their side. This can be tough but doesn't have to be. I teach people to ask the following:
If there were something about my firm or me that would prevent you from feeling comfortable sharing information with me, would you tell me about it, or would you keep it to yourself?
This approach works MAGIC!
3. After exhausting the above options, it's time to walk away. Don't be discouraged. Start the process again and again and again. There are far more people looking to share than just to "take".For the very few people who are ONLY "takers", you can do nothing more than you have. The reality of it is- you are entitled to give and get. And any relationships that don't encompass both aspects, will never be mutually beneficial.
Monday, December 2, 2013
Networking Effectively Part 4: Connect, respect, and refer
To start with, let's look at some connection types:
Casual:
Casual networking can happen anywhere, any time, and for any reason. It is the sort of thing that is spontaneous, usually based on recommendations from friends, and is normally just a matter of being in the right place at the right time.
These types of referrals are based on personal feelings more than anything else. They are better than trying to run down new sales, but they are not normally the highest quality referrals. That will depend on the person you're dealing with, but overall, people think they're doing you a favor by simply sending you work. They forget to think about the payment end of things. Or just what a nuisance their brother-in-law can really be. These tend to be haphazard things that many people consider an extra, rather than a regular part of doing business. That's a mistake. If you can get to the point where you are selective about which jobs you accept this can be a lucrative source of extra business for you.
Directed/Personal:
Still on the seemingly casual side, this is a more deliberateform of networking. It involves being aware of the opportunities involved in making sure people know what you do and have the kind of thinking that will encourage them to send you business.The person who uses this type of networking is usually known for their contacts, but not in an overt way. They'll often be the ones you hear people talk about when they say "I don't know. Ask Chris. Chris usually knows who to go to..."
This is the person who has made the decision to take the first step and make the referrals to good businesses. They have learned to listen well and identify those businesses. And they treat others with respect and genuine concern for their well being.
Planned/ Personal:
This is the most profitable aspect of personal networking. It is also surprisingly easy to do. The idea here is to make sure that you have a conscious and active plan to make new contacts each week.Do things that get you out and around new groups of people. Make yourself accessible to them. And remember the basics. Keep in mind that your circle of acquaintances is not necessarily limited to the people you know now.
That last is an obvious statement, but it's one that people forget. If you make a real effort to be helpful or pleasant to people you don't know, they will likely return the favor, and will certainly be more receptive to getting to know you better. You know that already, but do you use that idea to widen your circle of contacts deliberately ?
What kinds of activities are the best for this ? Anything that will put you in a setting where you get a chance to talk with new people.
Some suggestions :
•Attending trade shows
•Taking adult education classes
•Frequenting new businesses
•Attending parties
•Attending charity functions
•Joining a gym/health club
•Joining community organizations
•Rotary/Kiwanis/Lions Clubs
•Going to different restaurants
•Chamber of Commerce meetings
While at these places, keep in mind that you have a purpose of your own in addition to participation in the groups activities. Meeting people who can help you to get more business. The way to do that is to help them get more business.
As you can see, there are an enormous number of ways to connect on a personal basis. The next post, we'll delve into the professional side of things!
Casual:
Casual networking can happen anywhere, any time, and for any reason. It is the sort of thing that is spontaneous, usually based on recommendations from friends, and is normally just a matter of being in the right place at the right time.
These types of referrals are based on personal feelings more than anything else. They are better than trying to run down new sales, but they are not normally the highest quality referrals. That will depend on the person you're dealing with, but overall, people think they're doing you a favor by simply sending you work. They forget to think about the payment end of things. Or just what a nuisance their brother-in-law can really be. These tend to be haphazard things that many people consider an extra, rather than a regular part of doing business. That's a mistake. If you can get to the point where you are selective about which jobs you accept this can be a lucrative source of extra business for you.
Directed/Personal:
Still on the seemingly casual side, this is a more deliberateform of networking. It involves being aware of the opportunities involved in making sure people know what you do and have the kind of thinking that will encourage them to send you business.The person who uses this type of networking is usually known for their contacts, but not in an overt way. They'll often be the ones you hear people talk about when they say "I don't know. Ask Chris. Chris usually knows who to go to..."
This is the person who has made the decision to take the first step and make the referrals to good businesses. They have learned to listen well and identify those businesses. And they treat others with respect and genuine concern for their well being.
Planned/ Personal:
This is the most profitable aspect of personal networking. It is also surprisingly easy to do. The idea here is to make sure that you have a conscious and active plan to make new contacts each week.Do things that get you out and around new groups of people. Make yourself accessible to them. And remember the basics. Keep in mind that your circle of acquaintances is not necessarily limited to the people you know now.
That last is an obvious statement, but it's one that people forget. If you make a real effort to be helpful or pleasant to people you don't know, they will likely return the favor, and will certainly be more receptive to getting to know you better. You know that already, but do you use that idea to widen your circle of contacts deliberately ?
What kinds of activities are the best for this ? Anything that will put you in a setting where you get a chance to talk with new people.
Some suggestions :
•Attending trade shows
•Taking adult education classes
•Frequenting new businesses
•Attending parties
•Attending charity functions
•Joining a gym/health club
•Joining community organizations
•Rotary/Kiwanis/Lions Clubs
•Going to different restaurants
•Chamber of Commerce meetings
While at these places, keep in mind that you have a purpose of your own in addition to participation in the groups activities. Meeting people who can help you to get more business. The way to do that is to help them get more business.
As you can see, there are an enormous number of ways to connect on a personal basis. The next post, we'll delve into the professional side of things!
Monday, November 25, 2013
Networking Effectively Part 2: The Contact Concept
Simply put, this can be said as : "Connect, respect, refer." As you meet people, make a real connection with them. Ask them about themselves. Learn to really *listen*. Find out who their best prospect is and keep your eyes open. Show them respect, and refer them to people who can use their services.
How does this get you what you want ?
People will almost always return a favor. And they tend to assume that anyone who sees the quality of their work and their worth as a person will share the same values. They recommend people who are like themselves.
This will also help you develop a deserved reputation as a helper. That reputation is a major plus when dealing with networking. People like to be associated with those who are seen as being helpful.
Many people in business have a healthy respect for those who have "connections". They are seen as movers and shakers. This is an old and established view that holds up across the business scene no matter what part of the world or what culture you are looking at.
The most important thing in having connections is *being* a connection. There is also simply no better way to develop a relationship of trust than to make the first move. If they don't return the favor, you have lost nothing but a short amount of time. The returns from this type of "Putting the other guy first" thinking are tremendous. The downside is quite small. Try it. You'll be pleasantly surprised.
How does this get you what you want ?
People will almost always return a favor. And they tend to assume that anyone who sees the quality of their work and their worth as a person will share the same values. They recommend people who are like themselves.
This will also help you develop a deserved reputation as a helper. That reputation is a major plus when dealing with networking. People like to be associated with those who are seen as being helpful.
Many people in business have a healthy respect for those who have "connections". They are seen as movers and shakers. This is an old and established view that holds up across the business scene no matter what part of the world or what culture you are looking at.
The most important thing in having connections is *being* a connection. There is also simply no better way to develop a relationship of trust than to make the first move. If they don't return the favor, you have lost nothing but a short amount of time. The returns from this type of "Putting the other guy first" thinking are tremendous. The downside is quite small. Try it. You'll be pleasantly surprised.
Thursday, November 21, 2013
Networking Effectively Part 1
We're approaching the time of year that is riddled with holiday parties, year end events, and any number of chances to mix and mingle with contacts, current and new. So we're taking this time to kick off some tips for effective networking. We hope you learn and grow from them!
More business: As you develop networking skills and contacts, you'll find that the amount of work you get from referrals accounts for the largest part of your new business. And the most profitable. When properly handled, networks of contacts have a real tendency to grow. This will mean a constantly growing stream of new customers.
Better business: The business you get from referrals will usually be from happy customers. This will mean that your best customers, those who pay on time and without headaches, will be the ones who send you the additional business. Or those business contacts who value their association with you and respect your integrity and quality of work. Either way, good quality referrals.
Cost savings: As you get more business through referrals, you'll find less and less need to advertise and market your business. This means less of the associated costs. And since you'll be getting better quality business, it means less bad debts.
Time savings: Less need for cold calling and selling of work. Most of the referrals you'll get are for people who are already prepared to pay for your service and simply want to find some one they can trust to do the job properly. You'll be able to spend your time working at paying projects, rather than chasing questionable prospects.
Picking up the pace: Business slow ? Just starting ? There is no better way to get things going faster than through a solid referral. Or better yet, through a network of them.
Broader range of opportunities: Networking gives you exposure to more people and, as you develop relationships with those people, often leads to early information on new business opportunities. It also opens the option of initiating new ideas where you introduce contacts to make for a whole new business.
What are the advantages of networking ? What's in it for you ?
Networking has a lot of advantages over traditional advertising and marketing. These are the most important advantages:More business: As you develop networking skills and contacts, you'll find that the amount of work you get from referrals accounts for the largest part of your new business. And the most profitable. When properly handled, networks of contacts have a real tendency to grow. This will mean a constantly growing stream of new customers.
Better business: The business you get from referrals will usually be from happy customers. This will mean that your best customers, those who pay on time and without headaches, will be the ones who send you the additional business. Or those business contacts who value their association with you and respect your integrity and quality of work. Either way, good quality referrals.
Cost savings: As you get more business through referrals, you'll find less and less need to advertise and market your business. This means less of the associated costs. And since you'll be getting better quality business, it means less bad debts.
Time savings: Less need for cold calling and selling of work. Most of the referrals you'll get are for people who are already prepared to pay for your service and simply want to find some one they can trust to do the job properly. You'll be able to spend your time working at paying projects, rather than chasing questionable prospects.
Picking up the pace: Business slow ? Just starting ? There is no better way to get things going faster than through a solid referral. Or better yet, through a network of them.
Broader range of opportunities: Networking gives you exposure to more people and, as you develop relationships with those people, often leads to early information on new business opportunities. It also opens the option of initiating new ideas where you introduce contacts to make for a whole new business.
Wednesday, June 12, 2013
Maintain a Sales and Marketing Focus
Accomplish something from your sales and marketing plan everyday!!
When running your own business, it is easy to get caught up in the task at hand, the deadlines, and the deliverables. But it is important to keep some attention on the future and maintain a long-term view of the business.
Do not allow yourself to spend all of your time on today’s operational crisis while neglecting business promotion, customer service, and long-term relationship building. Force yourself everyday to do something that will help you get new customers, to make additional sales to existing customers, or to get the word out about your business.
The classical Chinese proverb reminds us:
“A journey of a thousand miles begins with a single step” – Lao-tzu
….and that journey continues with another step, and another, and another. You can only progress on your journey toward your goals if you continue to take step after step. These steps need to become regular, consistent and ongoing to continue to make progress.
Likewise, you must work at it to sustain or grow your business. You need to maintain a consistent sales and marketing focus to make sure your business endures and prospers.
Make it a habit to accomplish something from your sales and marketing plan every day. Every day you should be working on expanding sales, both directly and indirectly. Examples of some less direct activities you can undertake to position your business for increasing sales:
• Follow-up with existing customers
• Offer special promotions to dormant or former customers
• Meet with your biggest customers
• Meet with your targeted prospective customers
• Send out a promotional mailing/e-mailing
• Attend a networking event
• Sponsor a local business/consumer/community event
• Hold a special event for customers and prospective customers
• Meet with the sales team
• Refine sales messages
• Update sales management tools
• Optimize advertising
• Issue a press release
• Establish a new sales channel
• Address a new market segment
• Update sales literature
• Develop a strategy to increase competitive position
• Differentiate your products/services from competitors
• Optimize price points
• Map out an expansion plan
Of course you will want to select the items that are most important to your own business growth and success, and those items will logically have been reflected in your sales and marketing plan.
The important point is to not let a day go by without focusing on your sales and marketing tasks. By making them your top priorities, your business will benefit and you will be rewarded for these efforts.
When running your own business, it is easy to get caught up in the task at hand, the deadlines, and the deliverables. But it is important to keep some attention on the future and maintain a long-term view of the business.
Do not allow yourself to spend all of your time on today’s operational crisis while neglecting business promotion, customer service, and long-term relationship building. Force yourself everyday to do something that will help you get new customers, to make additional sales to existing customers, or to get the word out about your business.
The classical Chinese proverb reminds us:
“A journey of a thousand miles begins with a single step” – Lao-tzu
….and that journey continues with another step, and another, and another. You can only progress on your journey toward your goals if you continue to take step after step. These steps need to become regular, consistent and ongoing to continue to make progress.
Likewise, you must work at it to sustain or grow your business. You need to maintain a consistent sales and marketing focus to make sure your business endures and prospers.
Make it a habit to accomplish something from your sales and marketing plan every day. Every day you should be working on expanding sales, both directly and indirectly. Examples of some less direct activities you can undertake to position your business for increasing sales:
• Follow-up with existing customers
• Offer special promotions to dormant or former customers
• Meet with your biggest customers
• Meet with your targeted prospective customers
• Send out a promotional mailing/e-mailing
• Attend a networking event
• Sponsor a local business/consumer/community event
• Hold a special event for customers and prospective customers
• Meet with the sales team
• Refine sales messages
• Update sales management tools
• Optimize advertising
• Issue a press release
• Establish a new sales channel
• Address a new market segment
• Update sales literature
• Develop a strategy to increase competitive position
• Differentiate your products/services from competitors
• Optimize price points
• Map out an expansion plan
Of course you will want to select the items that are most important to your own business growth and success, and those items will logically have been reflected in your sales and marketing plan.
The important point is to not let a day go by without focusing on your sales and marketing tasks. By making them your top priorities, your business will benefit and you will be rewarded for these efforts.
Sunday, June 9, 2013
Both Sides Now
Follwoing is a post by Sandy Riser, originally published at The Next Level Business Solutions. Thanks, Sandy, for pointing out to us the need to view things from all directions!
Some of us remember that song from Joni Mitchell in 1969 – check it out here. She talked about looking at love from both sides. Believe it or not, marketing is like that – you need to look at it from both sides.
Most of us only look at our view of our business, but it much more vital to look at it from the eyes of your prospective customer. What do you want them to see? Do you really show them in what you do what you are about as a business? Is the “it” about your business evident? The thing that makes you special.
So much of marketing is copycat. What is at the true core of what you do that no one else does? Your marketing needs to reflect that – not that you sell pens, provide accounting services, or help people find a new home. Lots of people do that.
Look at it from both sides – which one really counts?
Some of us remember that song from Joni Mitchell in 1969 – check it out here. She talked about looking at love from both sides. Believe it or not, marketing is like that – you need to look at it from both sides.
Most of us only look at our view of our business, but it much more vital to look at it from the eyes of your prospective customer. What do you want them to see? Do you really show them in what you do what you are about as a business? Is the “it” about your business evident? The thing that makes you special.
So much of marketing is copycat. What is at the true core of what you do that no one else does? Your marketing needs to reflect that – not that you sell pens, provide accounting services, or help people find a new home. Lots of people do that.
Look at it from both sides – which one really counts?
Monday, December 10, 2012
Networking Master
by OED Trustee ERIC W. LEAMAN
Why Network? Study after study has been released showing that owners of small businesses consider networking as THE number one way for new business development.
INTRODUCTION TO NETWORKING
The word conjures up all sorts of interesting pictures. Men in recliners smoking cigars and making deals in back rooms. MLM distributors cheering at training sessions and trying to recruit everyone who comes within 3 feet of them when they're done. Even computer wizards doing arcane things behind the scenes to make your Internet connection work.
Networking is about connections. For your purposes in business, it's making connections that bring you customers.
WHAT IS NETWORKING? Networking is cultivating mutually beneficial, give-and-take, win-win relationships.
Networking is the process of developing and nurturing professional contacts to obtain:
1. Referrals
2. Advice
3. Information
4. Support Networking is the ability to relate to and talk to anyone ... anytime ... anywhere, with honesty.
Those who know how to use a network realize:
We are not dependent on each other; nor are we independent of each other ... we are interdependent with each other! The strength ... excitement of networking/networks is that all the people who are part of your network are parts of other networks and their own! Remember ... the "Law of 250" ... Each of us has a sphere of influence of 250 people. (The people who would attend our wedding or funeral). The more people you meet (network) the larger your sphere ... they all have 250 also! A couple of basic working definitions are in order.
Contact A person with whom you have developed, or are developing, an ongoing relationship of trust and mutual respect, SPECIFICALLY REGARDING BUSINESS MATTERS.
To read this complete article & download the complete resource document, visit the OED Community!
Why Network? Study after study has been released showing that owners of small businesses consider networking as THE number one way for new business development.
INTRODUCTION TO NETWORKING
The word conjures up all sorts of interesting pictures. Men in recliners smoking cigars and making deals in back rooms. MLM distributors cheering at training sessions and trying to recruit everyone who comes within 3 feet of them when they're done. Even computer wizards doing arcane things behind the scenes to make your Internet connection work.
Networking is about connections. For your purposes in business, it's making connections that bring you customers.
WHAT IS NETWORKING? Networking is cultivating mutually beneficial, give-and-take, win-win relationships.
Networking is the process of developing and nurturing professional contacts to obtain:
1. Referrals
2. Advice
3. Information
4. Support Networking is the ability to relate to and talk to anyone ... anytime ... anywhere, with honesty.
Those who know how to use a network realize:
We are not dependent on each other; nor are we independent of each other ... we are interdependent with each other! The strength ... excitement of networking/networks is that all the people who are part of your network are parts of other networks and their own! Remember ... the "Law of 250" ... Each of us has a sphere of influence of 250 people. (The people who would attend our wedding or funeral). The more people you meet (network) the larger your sphere ... they all have 250 also! A couple of basic working definitions are in order.
Contact A person with whom you have developed, or are developing, an ongoing relationship of trust and mutual respect, SPECIFICALLY REGARDING BUSINESS MATTERS.
To read this complete article & download the complete resource document, visit the OED Community!
Sunday, November 20, 2011
Secrets of Top Closers
What distinguishes someone who has a high ratio to someone that has a low closing ratio?
Are they smarter? Are they a more 'natural' communicator than you?
Did they happen to get better leads or more qualified appointments than you?
Are they luckier than you?
Are they luckier than you?
The answer to these is NO. There is a distinct difference between the MINDSET of the top-performing closers and the low-performing closers.
When an appointment is unsuccessful, the lower -performing closers blame the following:
~How the prospect was qualified.
~Length of the appointment (too short / too long).
~Business was too small, too big, didn't make enough, or made too much.
~Distance needed to travel to the prospect was excessive.
This article and excellent sales tips like it may be found in the OED Community. The access is complimentary. The knowledge base is invaluable.
When an appointment is successful, the lower-performing closer credits the following:
~Luck (Or some other external force).
When an appointment is unsuccessful, the top performing closers blame the following:
~Themselves. They assume 100% responsibility for the outcome of that appointment.
~They then ask themselves...
1. What did I do well?
2. What could I do to improve myself / my performance for the next appointment?
3. What was the defining moment of that appointment (i.e. What was the event that changed
the appointment for the better/worse?)
the appointment for the better/worse?)
When an appointment is successful, the top performing closers ask the following:
1. What did I do well?
2. What could I do to improve myself / my performance for the next appointment?
3. What was the defining moment of that appointment (i.e. What was the event that changed the
appointment for better/worse?)
The difference between the top performers and the lower performers is their belief system. The top performers believe that if the prospect did not buy; it was because they did not build enough value into the appointment so the prospect was compelled to engage them.
Which mindset do you employ? I invite you to ask yourself these 3 questions before and after each appointment and develop the MINDSET and RESULTS of a top performer!
Tuesday, November 15, 2011
Ways to Leverage Small Business Saturday
We posted info regarding Small Business Saturday and you may be wondering what it can mean for YOUR business. Here are just a samplig of ideas and offers by the organizers. Get involved and take advantage of the advance promotion and PR opportunities that are out there for Amex merchants as well as non-customers in some cases.
Create a YouTube Video of Your Story!Online videos are a compelling way to engage customers and to share the powerful story behind your business. Now, with American Express and Google's free My Business Story tool, you can create personalized, professional-quality videos that can be featured on YouTube, your business website, Facebook, and more. My Business Story features:
•An easy, step-by-step guide to help you shoot your video
•Sample templates and a selection of royalty-free music
•Script outlines and video examples
Create an Offer That Gets Buzz!Create social media offers that American Express Cardmembers can access on their mobile devices with Go social. These offers are:
•Couponless, and can be redeemed without offer codes or staff training
•Distributed through Facebook and Foursquare
•Tracked to see the impact to your business
or...
Build Buzz with YourBuzz!
What can you do with YourBuzz?
•Manage your business accounts across 10 online networks including Facebook, Twitter, LinkedIn, Yelp, and more with one simple dashboard
•Access marketing solutions, including $100 of LinkedIn Ads credits, to help you create targeted advertising that fits your budget
•Easily respond to customers online and create new conversations about your business
•Get tools that can help you identify influencers, and track how you match up with your competitors
(This is a great benefit for companies with a B2B market especially! Check out the LinkedIn ad credit!!!)
Create a YouTube Video of Your Story!Online videos are a compelling way to engage customers and to share the powerful story behind your business. Now, with American Express and Google's free My Business Story tool, you can create personalized, professional-quality videos that can be featured on YouTube, your business website, Facebook, and more. My Business Story features:
•An easy, step-by-step guide to help you shoot your video
•Sample templates and a selection of royalty-free music
•Script outlines and video examples
Create an Offer That Gets Buzz!Create social media offers that American Express Cardmembers can access on their mobile devices with Go social. These offers are:
•Couponless, and can be redeemed without offer codes or staff training
•Distributed through Facebook and Foursquare
•Tracked to see the impact to your business
or...
Build Buzz with YourBuzz!
What can you do with YourBuzz?
•Manage your business accounts across 10 online networks including Facebook, Twitter, LinkedIn, Yelp, and more with one simple dashboard
•Access marketing solutions, including $100 of LinkedIn Ads credits, to help you create targeted advertising that fits your budget
•Easily respond to customers online and create new conversations about your business
•Get tools that can help you identify influencers, and track how you match up with your competitors
(This is a great benefit for companies with a B2B market especially! Check out the LinkedIn ad credit!!!)
Friday, June 17, 2011
Need some marketing help?
Today, we're passing along some information about Deluxe's "Project REV." In a nutshell, business products firm Deluxe takes 9 small businesses and provides marketing mentoring and a slew of Deluxe products. That's a fairly simplistic view, but the impact can be high. Working with SCORE, the selected contestant's can test run various marketing channels to identify the greatest bang for their business.
It's worth checking out if you need a starting point, a boost, or even a lifeline for your marketing! Visit ProjectREV for details.
It's worth checking out if you need a starting point, a boost, or even a lifeline for your marketing! Visit ProjectREV for details.
Monday, April 18, 2011
Too busy to develop your pipeline!
John Walters of 1-2-1 Business Consulting talks about the hidden challenge of being booked solid with current clients.
I’ve spoken to several Business Owners lately who have told me that business has picked up in 2011, and that’s great. However, a number of them are so engrossed in serving their existing customers that they have switched off to the fact that they still need to manage the pipeline of new business.
A number of them have told me that because they are so busy they no longer have time to carry out marketing. They say, “don’t worry”, we’ll get back to marketing when things are a little less crazy.
My message to you is that this spells real danger!
Things may be good now, but the reality is that you need to be constantly working on your pipeline. By constantly adding to your pipeline you will hopefully get to the stage where you are short of capacity, and even when you are capacity constrained, you should still be working on your pipeline.
Why?
You should remember that not all of your prospects will come through; some of your customers will take less than they predicted and some will take more. Because of this uncertainty you need to push on with developing a strong pipeline.
Also experience tells me that people become very creative when they are under pressure to increase capacity to take on additional business, and all businesses like additional volumes.
Have you the tools in place to monitor your pipeline?
We’re talking about estimating and measuring your future demand. Businesses do this by taking their prospective clients, estimating their business volumes, and then applying a probability factor, representing how much of the business they think they will capture.
Depending on the level of sophistication of the business, and the complexity of the sales quotation process, they often apply percentages to reflect the different stages of the selling process, and where they are in the process.
So please make sure that you have the necessary tools in place and that you are actively developing your pipeline.
Don’t hesitate to contact us should you need support with designing and implementing appropriate tools to monitor your pipeline. We have the experience and we are there for you.
Good Luck.
Find more scheduling and efficiency strategies in OED's Online Community, and via special events located at OEDGlobal.org.
I’ve spoken to several Business Owners lately who have told me that business has picked up in 2011, and that’s great. However, a number of them are so engrossed in serving their existing customers that they have switched off to the fact that they still need to manage the pipeline of new business.
A number of them have told me that because they are so busy they no longer have time to carry out marketing. They say, “don’t worry”, we’ll get back to marketing when things are a little less crazy.
My message to you is that this spells real danger!
Things may be good now, but the reality is that you need to be constantly working on your pipeline. By constantly adding to your pipeline you will hopefully get to the stage where you are short of capacity, and even when you are capacity constrained, you should still be working on your pipeline.
Why?
You should remember that not all of your prospects will come through; some of your customers will take less than they predicted and some will take more. Because of this uncertainty you need to push on with developing a strong pipeline.
Also experience tells me that people become very creative when they are under pressure to increase capacity to take on additional business, and all businesses like additional volumes.
Have you the tools in place to monitor your pipeline?
We’re talking about estimating and measuring your future demand. Businesses do this by taking their prospective clients, estimating their business volumes, and then applying a probability factor, representing how much of the business they think they will capture.
Depending on the level of sophistication of the business, and the complexity of the sales quotation process, they often apply percentages to reflect the different stages of the selling process, and where they are in the process.
So please make sure that you have the necessary tools in place and that you are actively developing your pipeline.
Don’t hesitate to contact us should you need support with designing and implementing appropriate tools to monitor your pipeline. We have the experience and we are there for you.
Good Luck.
Find more scheduling and efficiency strategies in OED's Online Community, and via special events located at OEDGlobal.org.
Wednesday, February 9, 2011
Time Management and the Business Owner - The 13 Month Year
Time! It can be your worst enemy or your best friend...depending on how well you manage it. The successful business owner recognizes it as his or her most precious asset.
Time in perspective: We all get the same allotment of 24 hours each day. For the disorganized who squander their time, letting it slip through their fingers, it is an enemy. But for those who know how to marshal time to their advantage, it is a good friend. It allows them a comfortable pace all week, to take weekends off, to enjoy their families, and still accomplish twice as much as the rest of the world.
Time offers a special challenge for the business owner. That's because the job appears never to be done. The lucky ones get burnout; others get heart attacks. It's no way to live. And it's certainly no way to run a business.
For a business owner, time management is not just a nice idea. It's the cornerstone for building better, stronger, faster and more profitable business.
To improve both the quality and the quantity of the time available to you each working day, follow these simple guidelines:
1. Do a "time audit." Using 15-minute intervals, record how you make use of your time during a typical work day. A common complaint of many business owners is that they don't have enough time to get everything done. However, simply conducting a time audit from time to time will generally show a number of easy-to-correct time wasters.
2. Establish priorities and measurable goals. If you don't know what you want to achieve, then it doesn't matter what you do to achieve it. Without priorities and goals, every action is a time waster.
3. Eliminate busy work, tasks you simply don't need to do...all things that do not lead either directly or indirectly to your business's growth and profitability. Look for ways to cut unnecessary steps out of work routines. If it isn't important, don't do it. Every action during work time should be goal-directed -- whether it's a phone call to a supplier, business meeting or a golf game. If it's not, stop doing it.
4. Invest in daily planning. Taking just ten minutes each day to map out projects and tasks on a "To Do" list can save hours of wasted time. Planning empowers you to move systematically through the important tasks of the day without wondering what to do next. Caution: Don't make the common mistake of planning out every minute. Leave a little open time to handle the unexpected. Otherwise, you'll end up playing a frantic game of catch-up day after day.
5. Delegate! Delegate! Delegate! If you're like most business owners, you have a difficult time letting things out of your grasp. But that's exactly what you must train yourself to do. Delegate everything you can...not simply what you must. Not only will you have more time for things that only you can handle, but your business will profit, as well.
6. Make a pledge to never work weekends or evenings. This forces you to structure your time more efficiently...and allows you to enjoy some of the benefits of the life you are working to build.
7. Live in two distinct worlds. When you work, focus all your attention on the business of business and maintain a strong, demanding pace. But when you break from work, break completely. This means no briefcases home on weekends or even thinking about work when you should be relaxing. Instead, make your free time really free. This will improve the quality of work time and family time.
8. Add time to your day by coming in a bit earlier each morning or by cutting out such time wasters as television in the evening. You'll be amazed how it can pay off. Try building what's called the 13-month year.
The 13-month year: There's only so much you can do to make your time usage more efficient. Once you crank up the quality, add some quantity, as well. Say you are currently working eight hours a day...from eight to five, with an hour break for lunch.
Add a single extra hour each day. There are plenty of places to find the time without impacting your personal time. Start an hour earlier, stay an hour later, divide up two half hours at the start and end of the day, or cut your lunch hour in half. Just make sure you don't slice into family time or weekends... which are crucial for recharging your batteries.
The results can be incredible. Adding just one hour a day means five extra hours a week or an average of 22 hours more a month. If you normally take four weeks vacation, this single hour each day can generate an extra month of business productivity...plus an additional two weeks vacation.
The bottom line: You don't have to become a time management expert to capitalize on the benefits of more effective use of your time. But keep in mind that the better you become at organizing yourself and your time, the more you will improve the odds that you will achieve your goals and keep your business both productive and profitable. Because time is more than money. Time -- specifically, how well you use it -- is a key element of long-term business success...and personal satisfaction.
Time in perspective: We all get the same allotment of 24 hours each day. For the disorganized who squander their time, letting it slip through their fingers, it is an enemy. But for those who know how to marshal time to their advantage, it is a good friend. It allows them a comfortable pace all week, to take weekends off, to enjoy their families, and still accomplish twice as much as the rest of the world.
Time offers a special challenge for the business owner. That's because the job appears never to be done. The lucky ones get burnout; others get heart attacks. It's no way to live. And it's certainly no way to run a business.
For a business owner, time management is not just a nice idea. It's the cornerstone for building better, stronger, faster and more profitable business.
To improve both the quality and the quantity of the time available to you each working day, follow these simple guidelines:
1. Do a "time audit." Using 15-minute intervals, record how you make use of your time during a typical work day. A common complaint of many business owners is that they don't have enough time to get everything done. However, simply conducting a time audit from time to time will generally show a number of easy-to-correct time wasters.
2. Establish priorities and measurable goals. If you don't know what you want to achieve, then it doesn't matter what you do to achieve it. Without priorities and goals, every action is a time waster.
3. Eliminate busy work, tasks you simply don't need to do...all things that do not lead either directly or indirectly to your business's growth and profitability. Look for ways to cut unnecessary steps out of work routines. If it isn't important, don't do it. Every action during work time should be goal-directed -- whether it's a phone call to a supplier, business meeting or a golf game. If it's not, stop doing it.
4. Invest in daily planning. Taking just ten minutes each day to map out projects and tasks on a "To Do" list can save hours of wasted time. Planning empowers you to move systematically through the important tasks of the day without wondering what to do next. Caution: Don't make the common mistake of planning out every minute. Leave a little open time to handle the unexpected. Otherwise, you'll end up playing a frantic game of catch-up day after day.
5. Delegate! Delegate! Delegate! If you're like most business owners, you have a difficult time letting things out of your grasp. But that's exactly what you must train yourself to do. Delegate everything you can...not simply what you must. Not only will you have more time for things that only you can handle, but your business will profit, as well.
6. Make a pledge to never work weekends or evenings. This forces you to structure your time more efficiently...and allows you to enjoy some of the benefits of the life you are working to build.
7. Live in two distinct worlds. When you work, focus all your attention on the business of business and maintain a strong, demanding pace. But when you break from work, break completely. This means no briefcases home on weekends or even thinking about work when you should be relaxing. Instead, make your free time really free. This will improve the quality of work time and family time.
8. Add time to your day by coming in a bit earlier each morning or by cutting out such time wasters as television in the evening. You'll be amazed how it can pay off. Try building what's called the 13-month year.
The 13-month year: There's only so much you can do to make your time usage more efficient. Once you crank up the quality, add some quantity, as well. Say you are currently working eight hours a day...from eight to five, with an hour break for lunch.
Add a single extra hour each day. There are plenty of places to find the time without impacting your personal time. Start an hour earlier, stay an hour later, divide up two half hours at the start and end of the day, or cut your lunch hour in half. Just make sure you don't slice into family time or weekends... which are crucial for recharging your batteries.
The results can be incredible. Adding just one hour a day means five extra hours a week or an average of 22 hours more a month. If you normally take four weeks vacation, this single hour each day can generate an extra month of business productivity...plus an additional two weeks vacation.
The bottom line: You don't have to become a time management expert to capitalize on the benefits of more effective use of your time. But keep in mind that the better you become at organizing yourself and your time, the more you will improve the odds that you will achieve your goals and keep your business both productive and profitable. Because time is more than money. Time -- specifically, how well you use it -- is a key element of long-term business success...and personal satisfaction.
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