We have all heard the old adage many times over that, “You only get one chance to make a good first impression”. But does this really apply in business today?
This past Saturday I had the opportunity to speak to members of a national association at their annual conference on the topic of “How to Improve Your 30-Second Elevator Pitch”. One of the questions I asked the participants’ was “in a networking group setting today, do first impressions still matter?” Continue reading…
One of the toughest challenges sales people face is penetrating the C-Suite and successfully selling to C-level executives. Why? According to comments directly from C-level executives, “sales people focus the conversation on their product or service, and not what is important to them.”
So, what are the five “bees” of selling to executives or to business owners you need to know?
There are five critical areas that you must address in order to “bee” successful in selling your product or service to C-level executives or business owners: Continue reading…
All business owners are looking for ways to improve top-line revenues, reduce expenses and increase profits in order to grow their respective businesses. However, the troubling economy and other factors have forced many of these same business owners to replace the word “grow” with the word “survive”.
The business owner’s I have met with in the past 12-18 months all responded with the same answer when I have asked them, “what is the one thing that is critical to your business success”. The simple answer is “more customers”. More customers are the life-blood for any viable business. And every successful business has a universal checklist of things that are central to acquiring new customers, growth and yes, survival.
Here is my list of ten things that should be included on your Business Survival Checklist:
Business/Marketing/Financial Roadmap. What is your existing plan to deliver maximum ROI performance in the next 12 months, 1-5 years, 5-10 years and 10+ years? The roadmap for your business, at a minimum, should address the next two fiscal years. Don’t be too optimistic – it is much better to over-deliver on your projections than to fall short. Continue reading…
Traditional sales and selling techniques have changed dramatically over the years.
Fading fast are the door-to-door canvassers, dinner-hour telemarketers and transactional salespeople who appear to be interested in only making a quick sale and then moving on to the next one. The so-called “trickster” sales companies who rely upon sleight of hand selling approaches and gimmicks to entice you to buy are also dying out as consumers become better educated and informed about the products and services they choose to purchase.
One of my favorite stories from sales lore reflects the progress we have made over the years in changing the dynamics of the buyer-seller relationship. It’s the timeless story of a toothbrush salesman who consistently failed to meet his quota and was told by his boss at a trade show that if he did not achieve his sales goal for the event he would be fired. After delivering his stern ultimatum, the salesman’s boss left for a series of meetings, but told him he would return in a couple hours to check on his progress. Continue reading…
Like many of you, I have had my share of horror stories over the years when it comes to working with contractors. The past two weeks in particular, have been challenging for me in attempting to schedule routine maintenance and repairs around our home.
I won’t belabor you with all the gory details. Suffice it to say that if you are a contractor or business owner and are serious about growing your business, then I hope you will find the content of this article from a customer’s perspective to be beneficial.
For businesses of all sizes, I believe there are four keys to “going up” and achieving success that are integral to sustainable business growth and will generate higher customer satisfaction ratings, referrals and more repeat business: Continue reading…
Matt Krautstrunk wrote an article on social media recently titled “Where Is The ROI In Social Media?”. In the article he makes a great point that tracking ROI depends on your goals, and this certainly can apply to almost anything in business. However, before you can establish clear-cut goals and track the ROI of social media, you first need to define it.
Social Media – what is it? It’s hard to talk about tracking the ROI of social media until you know what “it” is.
To help you define what social media is so it does not end up being “Golden Vaporware” where your business is concerned, start out with some limited trials and experimentation first, before launching any large-scale projects. From the initial trial results, you can make a determination on how to proceed and then develop specific goals and plans, before committing a lot of additional time, resources and budget.
Below are several questions to consider. The answers should help you define social media in the context of your business. Is “it” a (an) … Continue reading…
There are three important elements that lead to success in a typical networking setting when positioning yourself, your business and your value proposition to group members:
Preparation and planning,
Tailoring the message to your audience.
This article will address #2 “Tailoring the message to your audience”, and I will provide you with some ideas and an example that should help you raise your profile, obtain more quality referrals and effectively promote your business through networking.
Far too often, I see people just going through the motions when it comes to networking activities. You know what I’m talking about. When it’s time for 30-second introductions they start with their name and business name, and then offer little additional information to enable them to connect with the audience. What a waste of time! Continue reading…
“In school, you’re taught a lesson and then given a test. In life, you’re given a test that teaches you a lesson”- Tom Bodett quote.
So, what lessons have you learned in the first half of this year that will prepare you for success in the future?
It’s hard to believe that we are well into the final month of the first half of 2011 – but we’re here. And if the first half has not shaped up the way you would have liked it to, or you’re just looking for some ideas to improve your 2nd half business results, then it’s time for action.
There are three basic ways to grow any business – increase prices, sell more to existing customers and sell to new customers. Your primary goal as a business owner should be to get more customers to buy more from you, and more often. So, start with the basic building blocks and go from there to determine what actions to take to improve your 2nd half results. Continue reading…
Recently, I had the privilege to moderate a Focus Small Business Roundtable: Strategies to Achieve Business Success. The Focus Expert Roundtable members included Mirna Bard, Jill Konrath and John Spence who all offered their insights on a variety of relevant subjects that I have summarized into a single topic for the purposes of this 5+ minute video.
I sincerely hope that you find this video to be informative and useful in addressing some of the daily challenges you encounter in successfully growing your business or practice. If so, please feel free to share this information with others.