Testimonials are great, but successful companies do something more direct.
How often have you actually asked a person why they do business with you, and not your competition?
Have you ever?
Most people don't bring up the subject. They're afraid that the customer might start thinking about whether or not they should switch. Believe it that's not at all likely, unless they were on the verge of switching already. In that case, you'll find out now, when you have a chance to fix it, instead of later, after they're gone.
When the customer hears a sincere question from you that you genuinely want an answer for, you'll be surprised at how often you'll GET a direct answer. And you'll be surprised at some of the things you hear.
What you consider important might not be at all what the customer thinks matters. Ask them with a genuine interest (You DO want to know why people spend money with you, don't you?) and then listen. Ask for specifics. And when they've answered you, thank them.
When you see a pattern forming, use that in your advertising. Look for the things that are common to your most valued customers. Build on those strengths.
You'll also notice that, when your customers tell you out loud why they buy from you, they're also telling themselves. They reinforce the reasons that you are the one that they do business with. And that's the best advertising you can get.
Fostering the entrepreneurial spirit!
Wednesday, October 10, 2012
Wednesday, October 3, 2012
Be a Leader People Want to Follow
There is a real need for leaders to lose the pretense and posturing that is so common today in people with power. From government to industry, congressmen with ethics issues and heads of major corporations mishandling their roles, leaders seem to hold themselves to different standards then they hold those who they lead and represent. They foolishly live by… “do as I say, not as I do.”
Some of the greatest and most loved leaders of all times have been ‘just plain folks’ who were approachable, genuine, real, and down to earth. People want leaders that they can believe, relate to and who they know relate and care about them. It’s all about the people.
Sadly, the higher up in the leadership of anything the easier it becomes to become isolated and lose touch with the people who you are responsible for…. The people who depend on you and who you, in the end, depend on also.
By remaining humble and authentic anyone can face the challenges of leading effectively.
Prepared by the OED Content Committee
Some of the greatest and most loved leaders of all times have been ‘just plain folks’ who were approachable, genuine, real, and down to earth. People want leaders that they can believe, relate to and who they know relate and care about them. It’s all about the people.
Sadly, the higher up in the leadership of anything the easier it becomes to become isolated and lose touch with the people who you are responsible for…. The people who depend on you and who you, in the end, depend on also.
By remaining humble and authentic anyone can face the challenges of leading effectively.
Prepared by the OED Content Committee
Monday, October 1, 2012
Major Business Money Myths
There is no mystery to financial success ... it is only a matter of mind over money!
Myth: "If only we had more money coming in, everything would work out."
Reality: More income (sales) does not necessarily change the bottom line. More money coming in is usually matched by more money going out. This is because most businesses are "programmed" for a certain relationship between income and outflow. The chain must be broken ... discipline must be put in place so that profit is made at the level of revenues at the present time!
Myth: "Financial success ... well being is defined by how much money the company earns."
Reality: Financial success is really about how much a business keeps of what it "earns" not how much it earns. To build "wealth", a company must consistently earn more than it spends. Profit! Profit! Profit!..... Profit!
Myth: "In an inflationary economy, using credit ... borrowing .. is wise because it allows the company to buy what it needs (wants) and pay it off later ... when money will be worth less."
Realty: Debt is bondage and in most cases should be avoided whenever possible.
Myth: "Once in debt, it is almost impossible to get out."
Reality: Debt can be learned from and reversed. The first step is to alter the behavior that created the debt. The second is to work out a plan with the debtors to work it down.
Myth: "If the economy were better, we'd make more money."
Realty: Putting the blame outside the company does nothing to solve the company's money problems. Some company is "getting the work" ... how do you insure that it is your company?
Myth: "Money is the root of all evil."
Reality: In business ... money .. profit .. is the only reason to exist. The profit the company makes allows the owners, the employees, the vendors, and the customers to contribute more to the economy and their individual life styles ... quality of life. Without PROFIT there is no employment or growth!
(Created by the Organization for Entreprenurial Content Staff)
Myth: "If only we had more money coming in, everything would work out."
Reality: More income (sales) does not necessarily change the bottom line. More money coming in is usually matched by more money going out. This is because most businesses are "programmed" for a certain relationship between income and outflow. The chain must be broken ... discipline must be put in place so that profit is made at the level of revenues at the present time!
Myth: "Financial success ... well being is defined by how much money the company earns."
Reality: Financial success is really about how much a business keeps of what it "earns" not how much it earns. To build "wealth", a company must consistently earn more than it spends. Profit! Profit! Profit!..... Profit!
Myth: "In an inflationary economy, using credit ... borrowing .. is wise because it allows the company to buy what it needs (wants) and pay it off later ... when money will be worth less."
Realty: Debt is bondage and in most cases should be avoided whenever possible.
Myth: "Once in debt, it is almost impossible to get out."
Reality: Debt can be learned from and reversed. The first step is to alter the behavior that created the debt. The second is to work out a plan with the debtors to work it down.
Myth: "If the economy were better, we'd make more money."
Realty: Putting the blame outside the company does nothing to solve the company's money problems. Some company is "getting the work" ... how do you insure that it is your company?
Myth: "Money is the root of all evil."
Reality: In business ... money .. profit .. is the only reason to exist. The profit the company makes allows the owners, the employees, the vendors, and the customers to contribute more to the economy and their individual life styles ... quality of life. Without PROFIT there is no employment or growth!
(Created by the Organization for Entreprenurial Content Staff)
Sunday, September 30, 2012
Avoid the One-Shot Marketing Gamble
“A good follow-through is just as important in management as it is in bowling, tennis, or golf. Follow-through is the bridge between good planning and good results.” - Anonymous
The key to effective marketing is to find something you can afford--then use it over and over again.
Sometimes this means repeating your marketing faithfully for weeks or months. Only after your ad message has had plenty of time to sink in will the public begin to notice you and buy from your business.
"Which marketing tool should I use?" people often ask. Use the one that reaches your prospects AND that you can AFFORD to use consistently month after month!
Keep in mind that before anyone will buy from you, they have to notice your marketing messages. Then they must become interested in your message. Finally they have to decide to take action.
Don't get impatient. This three-step process takes time.
One of the most important elements of business success is not contacting prospects and customers to purchase what you're selling – but re-contacting them (Follow-up!). This, however, is precisely what most business people don't do.
They send some sales information to a prospect ... then wait.
They make a single phone call to a prospect ... but never follow-up.
They send a fax to a customer... and hope something happens, but don't send a second one.
Get the picture? It's as if millions of people had decided to stake their fate on a single throw of the dice... on sending one catalog, or one brochure, or one letter, or one fax, or making one phone call.
But this isn't the way to make MONEY!
The overwhelming majority of people do not respond to a single marketing communication... or a single phone call... or a single fax... or a single anything else.
No wonder. We're all bombarded every single day with marketing communications. You can't turn on the television or radio... or open a newspaper... or get a newsletter... or leaf through a trade publication... without getting inundated with one "get this now, this is good for you" marketing message after another. We're an "in-your-face" marketing culture all right.
Yet, in all too many cases, what's missing is the Follow-up – the systematic attempt to break through the marketing "noise" that assails all of us and get your message -- all your message -- in front of just the people you want to have it... and do what's necessary for them to grasp it and take appropriate action.
I can give you a six-word formula for success: "Think things through - then follow through." - Eddie Rickenbacker
The key to effective marketing is to find something you can afford--then use it over and over again.
Sometimes this means repeating your marketing faithfully for weeks or months. Only after your ad message has had plenty of time to sink in will the public begin to notice you and buy from your business.
"Which marketing tool should I use?" people often ask. Use the one that reaches your prospects AND that you can AFFORD to use consistently month after month!
Keep in mind that before anyone will buy from you, they have to notice your marketing messages. Then they must become interested in your message. Finally they have to decide to take action.
Don't get impatient. This three-step process takes time.
One of the most important elements of business success is not contacting prospects and customers to purchase what you're selling – but re-contacting them (Follow-up!). This, however, is precisely what most business people don't do.
They send some sales information to a prospect ... then wait.
They make a single phone call to a prospect ... but never follow-up.
They send a fax to a customer... and hope something happens, but don't send a second one.
Get the picture? It's as if millions of people had decided to stake their fate on a single throw of the dice... on sending one catalog, or one brochure, or one letter, or one fax, or making one phone call.
But this isn't the way to make MONEY!
The overwhelming majority of people do not respond to a single marketing communication... or a single phone call... or a single fax... or a single anything else.
No wonder. We're all bombarded every single day with marketing communications. You can't turn on the television or radio... or open a newspaper... or get a newsletter... or leaf through a trade publication... without getting inundated with one "get this now, this is good for you" marketing message after another. We're an "in-your-face" marketing culture all right.
Yet, in all too many cases, what's missing is the Follow-up – the systematic attempt to break through the marketing "noise" that assails all of us and get your message -- all your message -- in front of just the people you want to have it... and do what's necessary for them to grasp it and take appropriate action.
I can give you a six-word formula for success: "Think things through - then follow through." - Eddie Rickenbacker
Thursday, September 20, 2012
Are you Planning For Growth?
Are you Planning For Growth?
Over the past few years have you done very much long-range planning for growth?
If you are forward looking and flexible in your thinking, more than likely you will be continually planning and executing changes - for change is a dominant aspect of modern competitive life. Although a wise businessperson respects the past, they should never be bound by it. Your long-range planning should take into consideration all of the following: selling methods and sales training, sales promotion media and devices, customer services, addition of income bringing services, building modernization (fixtures and equipment), branch development or location change, financing (especially the reinvestment of earnings).
Do day-by-day activities involve you so much that you find no opportunity for advance planning?
The small business owner must be both a planner and a doer. Day-to-day activities can be delegated so that you can do more important planning.
When you find that change is called for, do you act decisively and creatively?
Risk is always present in business. Some of it can be reduced by insurance. But there is no way to hedge on long-range planning. Once you have decided to make a change - based on all available facts - you should enter into the project wholeheartedly.
Do you find that recurring crisis force you to make most of your changes before you have been able to give them thoughtful analysis?
The failure to plan for changes that must be made if you are to hold your customers and attract new ones leads to great waste and poor management practices. Sudden changes add unnecessarily to your expenses, they disturb your established customers, and they upset your employees' morale.
When you determine that you must make a change in some policy or practice, plan ahead carefully and give all those involved a clear account of what is going to be done. By planning ahead, you lessen the possibility of crises and the need for snap judgments.
Do you have someone ready to take your place in case of emergency?
The uncertainties of life are many. You should have someone ready to keep the business running smoothly, if something should happen to you, until such time as a long-range decision can be made.
Are you grooming someone to succeed you in the not too distant future?
No matter how young the management of a business is, unforeseen disabilities can occur at any time. Someone should always be in training as a successor; otherwise, the business is no more secure than the health of its owner-manager.
Over the past few years have you done very much long-range planning for growth?
If you are forward looking and flexible in your thinking, more than likely you will be continually planning and executing changes - for change is a dominant aspect of modern competitive life. Although a wise businessperson respects the past, they should never be bound by it. Your long-range planning should take into consideration all of the following: selling methods and sales training, sales promotion media and devices, customer services, addition of income bringing services, building modernization (fixtures and equipment), branch development or location change, financing (especially the reinvestment of earnings).
Do day-by-day activities involve you so much that you find no opportunity for advance planning?
The small business owner must be both a planner and a doer. Day-to-day activities can be delegated so that you can do more important planning.
When you find that change is called for, do you act decisively and creatively?
Risk is always present in business. Some of it can be reduced by insurance. But there is no way to hedge on long-range planning. Once you have decided to make a change - based on all available facts - you should enter into the project wholeheartedly.
Do you find that recurring crisis force you to make most of your changes before you have been able to give them thoughtful analysis?
The failure to plan for changes that must be made if you are to hold your customers and attract new ones leads to great waste and poor management practices. Sudden changes add unnecessarily to your expenses, they disturb your established customers, and they upset your employees' morale.
When you determine that you must make a change in some policy or practice, plan ahead carefully and give all those involved a clear account of what is going to be done. By planning ahead, you lessen the possibility of crises and the need for snap judgments.
Do you have someone ready to take your place in case of emergency?
The uncertainties of life are many. You should have someone ready to keep the business running smoothly, if something should happen to you, until such time as a long-range decision can be made.
Are you grooming someone to succeed you in the not too distant future?
No matter how young the management of a business is, unforeseen disabilities can occur at any time. Someone should always be in training as a successor; otherwise, the business is no more secure than the health of its owner-manager.
Saturday, August 25, 2012
Steps to Success
Steps to Success
SET YOUR GOALS
Goal setting is a must in every area of life.
What do you want to accomplish? You can have whatever you want, but you must want it enough to do the things that have to be done in order to get it. Set your goals, write them down and set a target date for reaching them.
Set short-term reachable goals and long term higher goals, yet don't set them too high. This will cause you to become discouraged if you don't achieve them. Work consistently towards accomplishing your goals each day, each week and each month until you reach your short-term goals. When you have attained your short-term goals set them a little higher each time. Ultimately you will achieve your long-term goals.
BE SELF DISCIPLINED
Have a list of all the things you want to accomplish during the day. This will give you an organized approach to each day. It's amazing how much you can get done using a "To Do" list.
BE SELF MOTIVATED
Set up a schedule and stick to it. Be Enthusiastic. Enthusiasm generates its own energy. Energy and good health are synonymous with motivated, happy people. Achievers.
BE ENTHUSIASTIC
Positive thinking will literally be your key to success. You have to convince yourself that you can succeed at whatever you desire, because you can.
SCHEDULE YOUR TIME WISELY
A schedule is your roadmap to success. If you have no direction, you'll travel in circles and ultimately never reach your goals. Plan your work then work your plan.
HAVE A POSITIVE ATTITUDE
Success is 90 percent attitude and 10 percent aptitude. Learn the art of positive thinking. You can do whatever you put your mind to. It's mind over matter.
HANDLE YOUR MONEY WISELY
Set up a written budget. Set aside a percentage of your business income to put back into your business. This is a must. Failure to reinvest your money will result in the failure of your business.
TAKE CARE OF YOURSELF
Get plenty of sleep, eat right and take some time to smell the roses...
Be Persistant...Persistance Pays Off...Don't Give Up...Most Businesses fail Just At The Moment They Are About To Succeed...
SET YOUR GOALS
Goal setting is a must in every area of life.
What do you want to accomplish? You can have whatever you want, but you must want it enough to do the things that have to be done in order to get it. Set your goals, write them down and set a target date for reaching them.
Set short-term reachable goals and long term higher goals, yet don't set them too high. This will cause you to become discouraged if you don't achieve them. Work consistently towards accomplishing your goals each day, each week and each month until you reach your short-term goals. When you have attained your short-term goals set them a little higher each time. Ultimately you will achieve your long-term goals.
BE SELF DISCIPLINED
Have a list of all the things you want to accomplish during the day. This will give you an organized approach to each day. It's amazing how much you can get done using a "To Do" list.
BE SELF MOTIVATED
Set up a schedule and stick to it. Be Enthusiastic. Enthusiasm generates its own energy. Energy and good health are synonymous with motivated, happy people. Achievers.
BE ENTHUSIASTIC
Positive thinking will literally be your key to success. You have to convince yourself that you can succeed at whatever you desire, because you can.
SCHEDULE YOUR TIME WISELY
A schedule is your roadmap to success. If you have no direction, you'll travel in circles and ultimately never reach your goals. Plan your work then work your plan.
HAVE A POSITIVE ATTITUDE
Success is 90 percent attitude and 10 percent aptitude. Learn the art of positive thinking. You can do whatever you put your mind to. It's mind over matter.
HANDLE YOUR MONEY WISELY
Set up a written budget. Set aside a percentage of your business income to put back into your business. This is a must. Failure to reinvest your money will result in the failure of your business.
TAKE CARE OF YOURSELF
Get plenty of sleep, eat right and take some time to smell the roses...
Be Persistant...Persistance Pays Off...Don't Give Up...Most Businesses fail Just At The Moment They Are About To Succeed...
Friday, August 10, 2012
Professional Liability Insurance: Who Needs It? Maybe YOU
You work hard for your clients, striving to provide services that will bring solid impact to their businesses. The cost impact to a small practice can be immense when a dissatisfied client brings in legal back up and sues. Even more troubling is a dishonest client, who may purely be seeking to force settlement.
Many types of businesses obtain liability insurance. We all are familiar with product liability exposure and malpractice exposure among doctors or lawyers. As consulting continues to grow, so too can the risks and the misconceptions among clients. The good news for professional advisors is that liability insurance is relatively inexpensive when viewed against other insurance costs small businesses may be buckling under like health care or auto.
Each small business is different, with its own risks to be assessed. Quotes can be obtained online, but we highly recommend you get in touch with your insurance broker to talk you through the various risk factors among practice types (ie. marketing consultants vs. IT, etc). Like many things involved in running a business, some times we don’t know what we don’t know when it comes to liability. Just that one quick call may give you peace of mind as you build your business.
Many types of businesses obtain liability insurance. We all are familiar with product liability exposure and malpractice exposure among doctors or lawyers. As consulting continues to grow, so too can the risks and the misconceptions among clients. The good news for professional advisors is that liability insurance is relatively inexpensive when viewed against other insurance costs small businesses may be buckling under like health care or auto.
Each small business is different, with its own risks to be assessed. Quotes can be obtained online, but we highly recommend you get in touch with your insurance broker to talk you through the various risk factors among practice types (ie. marketing consultants vs. IT, etc). Like many things involved in running a business, some times we don’t know what we don’t know when it comes to liability. Just that one quick call may give you peace of mind as you build your business.
Subscribe to:
Posts (Atom)