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Marching to the Add Value Beat for Small Businesses

Increase Sales

Isn’t your  life crazy enough without having to worry about the “add value” beating of the drums by small business coaches to strategic business growth consultants? Seems like everyone has some idea of how you can add value to win more business. More educated buyers may have a different perception about value than not so educated buyers.

Egos Run Amok in the Small Business Quest to Increase Sales

Increase Sales

Yesterday in speaking with a small business owner over lunch (this was a social media Facebook friend that I had yet to meet in person), I realized egos running amok are probably one of the major reasons for the inability to increase sales. ” Usually, he continued with, they (other business to business networking contacts) have asked me for indirect or direct referrals.

Sales CRM for Small Businesses with BIG Ambition

Leads360

Small business expert Rieva Lesonsky recently wrote that 2013 will be a year that small businesses “go for it” with small business optimism rising. In fact, more than half of small business owner’s project sales will grow in the next year, according to a Bank of America Small Business Owner Report.

Is Your Small Business Online Presence Your Achilles’ Heel?

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Yesterday I received a LinkedIn invite from a second degree connection who said she was a social media and online business consultant. Today, any small business (defined by under 20 employees) must have a viable online presence.  With so many small businesses with an online presence, your small business truly must Be the Red Jacket in a Sea of gray suits. 

Forward Thinking Small Business Owners Make Time For…

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“Got no time” is not a statement you will hear from any forward thinking small business owners.  No, these small business leaders will make time for: Answering the phone. Continual education. Working ON the business. Planning is why forward thinking small business owners can do everything they do.  Returning phone calls.

The Best Ways to Promote Your Small Business Event

Vertical Response

From ribbon-cuttings to charity auctions, every small business wants to draw a customer-friendly crowd to its event. That’s why Cathy Mueller, executive director of Mapping Your Future , plans gatherings for soon-to-be college students to educate them about the higher education process. Pick a charity that fits your business. Partner with a non-profit.

True Leadership Goes Beyond Education

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Yesterday I was listening to a visitor to a monthly mastermind group of small business owners talk about himself and how he became involved in this one, multi-level marketing leadership program.  He specifically mentioned he lacked education about himself as an individual and consequently as a leader. Leadership and really sustainable, true leadership goes beyond education

Sustainability Is Small Business Common Sense

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Sustainability is a popular word in today’s small business climate.  We hear of being green from radio to television commercials not to mention all the articles and blog postings. What we do not hear as frequently is that sustainability is small business common sense. Sustainability common sense competitive advantage forward thinking leaders small business

Baldrige A Small Business Bridge to Increase Sales

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Mention Baldrige to some small business leaders and receive one of these responses: What’s that? Yet this relatively inexpensive  business process improvement resource is a bridge to not only increase sales, but to create that coveted culture of high performance.  Now this has expanded into these other business leadership sectors: Education. Small Business.

The Answer to the Madness of Myopia for Sales and Small Businesses – Part 1

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How many small business owners and even sales professionals eventually succumb to this ever increasing disease, the madness of myopia? Clarity takes time and take a commitment from the small business owners and sales professionals to invest time to identify the following: What is their purpose? The answer to this madness of myopia virus is clarity. What is their vision?

Walk Softly When Marketing Your Small Business

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Social media has exploded the marketing possibilities for any small business. Maybe this is because of all the now “LinkedIn experts” who are providing advice as how to increase sales leads through this very popular business to business site. Yes social media marketing is a true boon for cash strapped small business owners who want to attract more attention.

Why Is Sales Training Important for Small Business?

The Science and Art of Selling

Why is sales training important for small business? The first general answer is that everything is important to small business. This is not the economic climate where any organization, small or large, can afford to stress one or two areas and let another slide. Sales training enhances the most public part of a business’ image. The Specific Answers. 1.

Talent Management The Best Biggest Change in 2013 for Small Business Leadership

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Keeping the best and the brightest has always been part of talent management for small business owners. Yet, today this role will soon become the front seat driver if not the driver for any small business. Of course this article implies small business owners t those in business leadership roles actually know who are their best and brightest employees.

March Madness: 5 Small Business Lessons to Take Away

The Pipeline

Are you wondering if your small business can benefit from March Madness? It can, and you don’t have to run a popular sports bar; nearly any business can learn some valuable lessons from the month of madness, some even as simple as the power of simplifying your sales. Here are five small business lessons you can take away from March Madness. The underdog might win.

Hiring Efficient Salespeople for Your Small Business

The Pipeline

think that a lot of us in the business world take sales for granted far more than our predecessors did. Unfortunately, not all businesses and products will be able to take off this way. So when you run a small business, should you hire someone to do sales for you? So how do you go about choosing the right sales person for your business? Often, the answer is yes.

Hearing Is Believing through Education Based Marketing

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Would you believe consumers, customers or clients need to hear about your small business more than twice to believe your marketing message? And what better way to accomplish this believability or trust factor than through education based marketing? This survey also revealed that US consumers trust small business far more (86%) than big businesses (55%).

When Big Business Helps Small Business to Succeed

The 1to1 Media Blog

Surviving in today''s turbulent business world is tough. According to Wells Fargo and the National Federation of Independent Business'' Education Foundation, about half of small businesses disappear within five years. In some cases, small business failures are the result of a lack of access to capital. Other contributors to small business failures include non-payment of taxes, lack of strategic planning, and a lack of management experience. marketingbestpractices marketingtactics smallbusinesschallenges

Exceptions in Small Business Sales Are the Rule Not the Exception

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A recent Twitter response to a posting about relationship selling in small business sales revealed a buyer had bought an expensive new car without any relationship.  My response there will always be exceptions in sales and now it is the responsibility of that car salesperson to build an authentic relationship for that future repeat purchase. Share on Facebook.

Benefits of Sales Training for Small Business

The Science and Art of Selling

In order for any small business to thrive, its products must sell in the right way. The amount of sales will determine the revenue or profit your business will earn. It is also through training that you learn how the set realistic sales targets for your business products and your sales team. Sales training also helps place your business above your competitors.

The Big Lie About Social Selling

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Unfortunately a lot of small businesses are buying into this lie and spending their hard earn profits. Business to business networking. With the Internet, the emphasis is now on educating sales prospects (education based marketing) through the sharing of articles, blogs and even comments in discussion groups. Yes I said it, it is a lie. Newspapers.

4 Tips for Small Business to Attract New Customers - Think.

The 1to1 Media Blog

Topic: 4 Tips for Small Business to Attract New Customers. Tips for Small Business to Attract New Customers. Perhaps unknowingly, he also highlighted the benefits of shopping from small stores. Two decades later American Express is making the same emphasis, urging customers to shop small during the holiday season, and dedicating the Saturday after Thanksgiving to small businesses. During the second annual Small Business Saturday , the credit card company urged customers to pledge their support for small businesses.

The Problem with Marketing, It’s an Ongoing Decision Making Process

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Marketing continues to be the number one barrier to strategic business growth.  To avoid the problem with marketing requires a consistent decision making process to ensure strategic business growth. Unfortunately, when I ask small business owners who there ideal customer is I receive responses such as “ anyone with a pulse ” to “I don’t know.”

How Marketing Awards Are Like Coaching Certifications

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These folks remind me of executive coaches, small business coaches and life coaches who shout out about their coaching certifications.  My internal response is this one: How many of your clients have asked you how many marketing awards have you received? After 10 plus years as a small business coach, I have only been asked that question by other certified coaches.

What ‘The What’s It Cost?” Question Reveals

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Small business owners want to grow. And I shared with the qualified prospect that I did not have enough knowledge about where his small business was, where the small business wanted to go and what was getting in the way to this growth. The small business leadership has some barrier to their own growth (people problem). Sales Lead #1.

Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

Read the speech that helped to shape my perspective on education, sales, and life in general. Especially for those of us in sales, as well as those just beginning their college education. I’ve read lots of amazing commencement speeches, but it’s rare to find an address to college freshman. (I haven’t researched how rare.). She was competing to win. Of course. My God!

29 Ways to Collect Email Addresses for Your Business

Vertical Response

Create a “sign up” call to action on your Facebook business page. Do the same for any business cards you may receive. Have your employees mention the newsletter and emphasize the benefits (exclusive discounts, events, educational info, reminders, etc.). Include a link to the email sign up form in your Twitter business profile description. Host your own event.

Creating Prosperity Regardless of the Economy

GKIC Blog

No matter what the media is saying, there are massive opportunities to reinvent yourself and your business to be profitable today. Life changes, businesses change, and trends change, but there are always new opportunities to capitalize on if you are in the right state of mind. Grudges bring deathly poison to any business. Everyone in our world thinks about money. Be Creative.

Is The Next Generation in Sales Stewardship?

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Given a large household or estate is truly a small business or organization, then a salesperson is truly a steward of keeping the accounts (customers) and within the sales process does actively direct affairs. And how many salespeople are involved with finances of the small business either directly or indirectly? Shop steward. finance officer. Share on Facebook.

Sawbucks Are Better than Free

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In education based marketing, many small business owners to savvy entrepreneurs engage in free offerings from assessments to actual consulting time to marketing webinars to  sales training coaching workshops. The day of the 60 minute education based marketing webinar on sales training coaching you get 100 people to attend. sawbucks in your bank account. Free is good.

Simply Speaking an Elevator Pitch Is a Short Story

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In the small business world much emphasis is placed around what is called the elevator pitch or 30 second elevator speech. From our early education years, we know that a short story has a beginning, a middle and an end. Each elevator pitch also has 3 parts: Introduction such as person’s name, role and the name of the small business. The small business focus from an emotionally engaging value or results driven perspective. Setting: Depending upon where your business is physically located the setting may be implied or actually stated.

Small Business Innovators – Back to the Roots

Vertical Response

Editor’s Note: We’re constantly amazed at the innovations we see happening in small businesses every day. As part of a periodic series, we’ll highlight some of the companies we think are turning traditional business models on their ear, starting today with Back to the Roots , who have built a business that is environmentally sustainable while also being profitable.

Whiners Are Scarcity Thinkers

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Between elected officials to small business owners to every day people there are a lot of leaders whining about this or that.  For employees, business partners and even family members, it is hard to follow whiners as leaders.  What we need here in the business world, the U.S. Is it just me or is there a lot more whiners? Credit www.gratisography.com. Scarcity thinkers.

Are You the Hare or the Tortoise in Your Marketing Approach?

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This little story exemplifies the marketing approach embraced by many small businesses.  Again, he raced to the sales pitch and wrote: “That’s fine… Our products work for individuals, families and businesses. Clearly this individual did not know what I did as a small business coach or talent management consultant. Let me know.” Really?

What’s In Your Marketing Action Plan?

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All small businesses and sales professionals should have their own marketing action plan. With buyers becoming better educated and the marketplace place becoming more crowded with other small businesses and sales professionals, it is essential to have specific goals to attract attention and build relationships. Assess Critical First Step. Direct Mail. Target Date.

Why Words Matter More than Ever in Business to Business Sales

No More Cold Calling

” That’s why the words you use matter and why business to business sales “pitches” fall flat. The lesson for business to business sales leaders is loud and clear: Choose your words carefully. So, he believed integrating meditation into business would be meaningful at Google. Lesson from Google.” What’s the lesson here for salespeople?

Are Salespeople Really Expensive?

Increase Sales

First glance at this headline many mid-size to small business owners to even sales managers probably internally believe “heck yes, my salespeople are expensive.” After just publishing this post, What Sustainable B2B Model Believes Sales People Are Unnecessary? , I wondered if something is happening in the mid-size to small business world? Yes I know convoluted thinking.

Really, Sales Has Changed? Poppycock!

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Today’s buyers are better educated (for the most part). All these now better educated buyers can be viewed as an competitive advantage or disadvantage. Better Educated – A Competitive Advantage. Better Educated – A Competitive Disadvantage. Now you must become more educated about your sales lead.  Selling. Marketing. Completed transaction.

Crafting a Powerful LinkedIn Introduction Message

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LinkedIn is one of the most powerful marketing tools that small business owners, entrepreneurs and sales professionals have at the touch of their finger tips. What I have noticed in many of these requests to be introduced, is the content of the message is very much traditional or sales based instead of an education based marketing approach. Thank You! Good Morning.

When Is the Time for No Free Consulting?

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Time is something many small business owners and sales professionals have in vast or short quantities depending upon their current sales and business growth. With the explosion of education based marketing, some believe giving away knowledge (free consulting) is the most viable business growth path while others discount such a sales strategy. Share on Facebook.

Three Rules For Making Yourself More Creative And Generate Money-Making Ideas On Demand

GKIC Blog

The recognition of an exceptionally valuable thought knows no age or time or educational barriers or limitations. My friend Paul Hartunian made a small fortune thanks to a single thought that occurred while watching a news broadcast about repairs being made to the famous Brooklyn Bridge; that people would pay for parts of the old bridge scrap as collectibles. And many don’t.