Marching to the Add Value Beat for Small Businesses
APRIL 24, 2015
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
MAY 3, 2012
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.
Is Your Small Business Online Presence Your Achilles’ Heel?
DECEMBER 26, 2014
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…
JULY 10, 2015
“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.
Want a Low Risk Small Business? Try Selling Residential Real Estate
JUNE 29, 2015
Individuals are opening up small businesses at a record rate. Over 70% of all US businesses are single owner (non-employed). If you are seeking a low risk small business, then selling residential real estate may be the solution. Yes there are required continuing education units to maintain the license. All small businesses must market themselves.
Sustainability Is Small Business Common Sense
JANUARY 7, 2013
Sustainability is a popular word in today’s small business climate. What we do not hear as frequently is that sustainability is small business common sense. Most small businesses who suffered through the lean times employed sustainability behaviors as part of their daily routine. Call her at 219.759.5601. Share on Facebook.
True Leadership Goes Beyond Education
SEPTEMBER 9, 2015
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.
Baldrige A Small Business Bridge to Increase Sales
DECEMBER 26, 2012
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
SEPTEMBER 25, 2013
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?
The Best Ways to Promote Your Small Business Event
JANUARY 16, 2014
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.
Walk Softly When Marketing Your Small Business
MAY 30, 2014
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.
Talent Management The Best Biggest Change in 2013 for Small Business Leadership
DECEMBER 7, 2012
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. 4 – Failure of Public Education. #5 The answer to this question is compromised of at least these factors: #1 – Ongoing Silver Tsunami. #2
Hearing Is Believing through Education Based Marketing
FEBRUARY 6, 2013
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%).
Why Is Sales Training Important for Small Business?
The Science and Art of Selling
NOVEMBER 15, 2012
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.
Exceptions in Small Business Sales Are the Rule Not the Exception
OCTOBER 15, 2013
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. Maybe part of the reason for the increase in sales exceptions are small business buyers are far more educated and knowledgeable that in years gone by. Maybe always being a professional might be one.
Hiring Efficient Salespeople for Your Small Business
JULY 26, 2013
I 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.
When Big Business Helps Small Business to Succeed
The 1to1 Media Blog
FEBRUARY 24, 2015
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
March Madness: 5 Small Business Lessons to Take Away
FEBRUARY 26, 2015
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.
The Big Lie About Social Selling
MARCH 4, 2015
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.
How Marketing Awards Are Like Coaching Certifications
OCTOBER 8, 2014
These folks remind me of executive coaches, small business coaches and life coaches who shout out about their coaching certifications. This is very similar to the question that pops up in my mind when I also hear executive coaches or business coaches extolling their coaching certifications: How many of your clients have asked you if you are a certified coach? Today with 97.7%
What ‘The What’s It Cost?” Question Reveals
MAY 1, 2015
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.
The Problem with Marketing, It’s an Ongoing Decision Making Process
MARCH 9, 2015
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.”
Benefits of Sales Training for Small Business
The Science and Art of Selling
NOVEMBER 26, 2012
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.
4 Tips for Small Business to Attract New Customers - Think.
The 1to1 Media Blog
DECEMBER 1, 2011
Topic: 4 Tips for Small Business to Attract New Customers. 4 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.
Is The Next Generation in Sales Stewardship?
MAY 20, 2013
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. A finance officer. Share on Facebook.
29 Ways to Collect Email Addresses for Your Business
MARCH 11, 2015
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.
Are You the Hare or the Tortoise in Your Marketing Approach?
JANUARY 12, 2015
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?
Whiners Are Scarcity Thinkers
JULY 1, 2015
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? From my perspective, whiners are scarcity thinkers.
What’s In Your Marketing Action Plan?
FEBRUARY 2, 2015
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.
Crafting a Powerful LinkedIn Introduction Message
JULY 2, 2013
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. territory. Thank You! Good Morning.
Small Business Innovators – Back to the Roots
OCTOBER 19, 2012
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.
Really, Sales Has Changed? Poppycock!
JANUARY 28, 2015
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. An educated buyer works with you and does make selling a whole heck of a lot easier. Selling. Marketing.
When Is the Time for No Free Consulting?
SEPTEMBER 17, 2013
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.
Are Salespeople Really Expensive?
NOVEMBER 14, 2015
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.” I wondered if something is happening in the mid-size to small business world? This individual consistently brought in the majority of high value accounts for a $50-100 million dollar businesses.
Sawbucks Are Better than Free
JUNE 26, 2012
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.
Curiosity and Discontent: Words to Live—and Sell—By
No More Cold Calling
AUGUST 18, 2016
Read the speech that helped to shape my perspective on education, sales, and life in general. This young girl chose a speech entitled “Curiosity and Discontent: The Value of a College Education.” Especially for those of us in sales, as well as those just beginning their college education. Curiosity and Discontent: The Value of a College Education. Was she disappointed?
Simply Speaking an Elevator Pitch Is a Short Story
JUNE 9, 2012
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.
Why Words Matter More than Ever in Business to Business Sales
No More Cold Calling
OCTOBER 29, 2015
” 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. A Lesson from Google.” What’s the lesson here for salespeople?
Are You Shooting Yourself Before You Open Your Marketing Mouth?
APRIL 27, 2015
Within the first 10-20 seconds, others have considered your education, your economic, social levels and if you are trust worthy. This is especially true in business to business networking events. So I am still at a loss as to why some small business people just don’t get this especially if they are business coaches or executive coaches.
7 Tips to Real Estate Agents’ Success
JUNE 13, 2015
1 Tip – You Are a Business. First and Foremost YOU are a business. This means that you are a small business and must run your practice as a business. Again, remember you are a small business owner. #2 Since you, as the real estate agent are a small business owner, you are responsible for your own expenses. HINT: Use the W.A.Y.