The Business Management Blog Resource

For most folks, owning your own business is a dream come true. The freedom of being your own boss and succeeding to the best of your ability are facts of life for the small business owner. Sure, there’s more stress than what you probably imagined when you were creating your grand plans, but with a little strategy and planning you can overcome any tough spot you get in. There are 7 tactics developed by successful marketers that are sure to make your business as successful as theirs.

1. Create A One of a Kind Selling Point
If you want to stand out from the crowd, create a unique selling proposition that stresses the benefits the customers will receive from doing business with you. Will they get faster service? Go ahead and dramatize it, but keep the customer at the focus…”Get free overnight delivery!” Hey, it tells the customer…you get quick service and a discount on shipping. Two definite benefits in one statement.

Why should someone buy from you and not your competitor? I hate to deal a blow to your ego, but it really has nothing to do with you , your product, or your service. Yeah, its a little self-centered, but customers are attracted by offers that point out the things that benefit THEM.

Don’t go out on a limb to create new products and services to get attention. Just, add a special benefit to the ones you already have… maybe it’s quicker service. The most effective things to emphasize are benefits that your competition cannot or is not willing to give.

2. Use Testimonials
Hey, we all know that business owners think their product or services are the best thing going, but it’s what the current customers think about it that really matters to your prospective customers. They’re the ones who see things from their point of view… what they have to say about the business has an impact.

Testimonials play an important part in advertising - especially for small businesses. Yeah, big businesses with well-known names don’t have to worry about it, but small companies can use testimonials as marketing tools to build credibility.

Think about it…how else can we gain credibility than by creating a group of satisfied customers and shouting what they have to say? Let’s look at some ways we can make testimonials an effective part of our marketing campaigns.

3. Upsell
Upselling is one of the most successful marketing trends today. Everywhere you go, someone is trying to get you to buy more. From McDonalds with its supersize options to clothing stores that try to sell you shoes to match your outfit, everyone’s jumping on the band wagon. Why? It works!

Your customers already know that you have great products and provide satisfactory service. They trust you to come through for them. Think about it… it’s much easier to make sales to someone you already have a relationship with.

Use every opportunity to increase your sales volume within the customer audience you already have. Do you have a product that goes with the one they are purchasing? Offer it to them at the register. It’s a proven and effective method for increasing sales. You may be shocked at the additional sales you can generate from those who are already buying from you.

4. Make Your Price Seem Smaller
Divide and conquer… The old war tactic works in marketing too! When the price seems too steep, break it down into “buyable” size bites. An $120 item is only 12 low monthly payments of $10. A $365 purchase would only cost $1 per day. Now that sounds affordable!

5. Paint The Benefits Pretty
Customers buy because they want to enjoy the benefits of the purchase. A lady might buy a dress because she wants to feel sexy, or a man will buy a book because he finds pleasure in reading. Emotions are the key element that drives purchases.

Use word pictures to stir up the emotions that will instigate the sale. Let them “feel” the benefits, and they’ll be more apt to head for the cash register. Put them where you want them.

6. Create Attention Getting Headlines
Are you ready to capture your reader’s attention with great copy? The headline is the place to start. How often do you scan the newspaper’s headlines before you decide whether or not to read the article? Yeah, that’s where we lose or gain the reader’s interest, so it’s a pretty important part of the advertisement.

A good headline should telegraph its message in twelve words or less. Double check those headlines. Do they make a promise of a positive benefit, or ask a provocative question? Don’t settle for less than attention grabbing statements.

7. Provide An Offer They Can’t Resist
Is your deal too good to pass up? If not, you need to improve it. Hey, I’m not talking about cutting prices even more…you’ve still got to make a profit. You can make the deal sweeter just by increasing the readers knowledge of the value of the product, or adding bonuses that are perceived as valuable, but cost you little.

Motivate buyers with expirations. Yeah, an open ended offer encourages procrastination…which leads …yep, nowhere. When the customer knows he has until Saturday to purchase an item he’ll pay more for on Sunday, he’ll make it a priority to head for your shop.

By Allyn Cutts

Who is Allyn Cutts, and why should you care? Allyn has spent over 24 years helping businesses like yours find new customers and increase sales to current customers. Allyn is a marketing and sales fanatic, providing measurable marketing solutions that drive huge results for small-to mid-size business clients. Allyn works personally with clients to design and deliver off-line and on-line direct marketing strategies that focus on metrics and measurable results. You can learn more about Allyn Cutts at http://www.AllynCutts.com and you can call 610.437.4106 between 10 AM and 4 PM Eastern Time Tuesdays and Thursdays.

The goal of most businesses is to profit and give out the best products and services that they can offer to customers. For companies who manufacture sellable items, producing the end product is not the final step. You already know that your products will sell.The next thing that you need to do is deliver the products either to the stores or straight to your customer’s doorstep. This is where order fulfillment services come in. Companies, either big or small, usually obtain the services of a third-party order fulfillment company. This way, they can concentrate mainly on the manufacturing process and let the order fulfillment companies do their job. This would make for a more efficient running of your business organization.

The key here is to get the orders right the first time. Choose a company which fits your company’s order fulfillment needs.

1. You Can Focus On:

- customer service
- customer sales
- product development
- marketing

In addition to this, the rest of your employees will get to concentrate more on other matters so that you can put your time, money and energy to better use. You can consider the following important factors when choosing an order fulfillment service provider that would best suit your company’s needs:

2. Location

Choosing the proper location should play a major part in your decision. Order fulfillment warehouses are scattered within the length and breadth of the country. Just imagine how high your shipping fees will rise if you choose an order fulfillment warehouse which is located far north when the bulk of your customers reside on the east.

A better and more viable option is to choose a location in the middle of the country so that products may be shipped on either locations at more or less similar prices.

3. Size

There are large-scale and small-scale order fulfillment warehouses. Choose one that would best suit your customer’s needs. If you have a constant stream of orders year-round, it is easy to find a company that can keep up with a constant demand. On the other hand, if you receive a bulk of orders during a particular season, will they be able to handle it and still deliver in a timely and efficient manner?

4. Order Processing

Companies now look at third-party sales representatives as a viable option. You need to find an establishment that will be able to handle all of your order-processing needs. Check if they can easily turn estimates into a number of orders instantly. Some firms even have automatic order registries which makes an order easier to be fulfilled and processed. Thus, it would turn into a quicker profit for the company.

5. Real Time Order Status

You and your customers should be informed of when, where and how the orders are being shipped. Make sure that the order fulfillment service provider that you will get is able to track an order status, real-time. Also, everybody should have the same information about the status of an order to prevent finger-pointing should a problem arise.

6. Troubleshooting Skills

Check if they can deal with a bulk of shipments or orders. This would let you know how they handle things from their end. Should a problem arise, like an incorrect order was processed, will they be able to come up with a solution right away? See if they can make shipments faster than usual in case of misplaced orders which may result to customer dissatisfaction.

7. Communication

The problem that most companies deal with is that the right hand does not know what the left hand is doing. This is the result of a lack of communication. Everything should be coordinated with each other to avoid confusion. This will save time and effort, and make every aspect of the order fulfillment process run more smoothly.

8. Error rate

Mistakes, mishaps and confusions are normally dealt with by every company. There are times when an order will get shipped to the wrong address. When looking for an order fulfillment service provider, ask about their error rate and what they do to handle such difficulties. Also, ask about what they do or improve on in their shipping system for cases like these. Once you consider these factors and choose the right order fulfillment service provider that will suit your company’s needs, you will get to concentrate more on the vital aspects of the company’s operation that is sure to benefit you, your company and the people that you serve.

By John Morris

About the author
For more great order fulfillment related articles and resources check out http://www.fulfillmentadvisor.com

Industrial plumbing supplies doesn’t sound like a cutting-edge business segment. However, one company got immediate results when it launched an e-commerce site. A great read for business owners that think e-commerce will do nothing for their business type!

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Ask questions. Ask questions. Ask questions. In case you didn’t get this, ask questions! Asking questions is one of the most powerful keys to successful selling. It really is. So, why should you ask questions?

Ask questions to find out if you can help/serve your potential client. By asking questions, you’ll be able to find out if your solution will help them at this point in time. It may be the right time and then again it may not. You’ll know by asking questions.

Ask questions to qualify. By asking questions you will find out if the person has a problem you can solve and if it is big enough for them to want to solve it now. If the answer is “no” to both questions then there will be no point in progressing with the sales conversation.

Ask questions to find the answers! Often we assume we have the answers. We have all the reasons and answers as to why a potential client should work with us. Telling someone what is good for them and why is rather presumptuous. So, instead of telling someone why your service is good for them, ask them questions and they will give you their answers.

Ask questions to gather information for your presentation. Assuming people have problems you can solve and they want them solved now, you can eventually present your solution. When presenting, I highly recommend you give a tailored presentation which specifically addresses the problems they have that you can solve. The only way to find out this information is by asking questions.

Ask questions and you will control the direction and the flow of the conversation. The person asking questions controls the conversation. Conversely, if you just launch into your solution presentation without asking questions, you have immediately lost control, and I assure you that your potential client will not be listening.

Ask questions to take away objections later on. The more questions you ask now the fewer objections there will be later on. There is a correlation. You’ll see.

Ask questions and you will build trust and rapport. Building this trust and rapport is a prerequisite — a very important step that needs to occur before someone will buy from you.

When asking questions I recommend you use the following 3-part framework.

Part One: Ask questions to uncover problems (that you can solve).
Part Two: Ask questions to get them to explain to you the impact/effect of the problem.
Part Three: Ask questions so they can explain the benefit of solving the problem

When you are asking questions, have no expectation of making a sale. Come from a place of simply wanting to help your potential client. This mindset will help you and the potential client discover if your services are the best solution to their problem.

Now there is a science to using this framework but we have to leave that for another time!

(c) Tessa Stowe

Tessa Stowe helps Coaches and Consultants stop struggling to sell, and instead attract clients like magic! Her FREE e-course tells you how: “Attract More Clients Naturally: 10 Simple Strategies That Work … Even If You Hate Selling!” Sign up now at http://www.attractmoreclientsnaturally.com

Just imagine. You have walked out of a shop or put down the phone after purchasing something and your immediate reaction is “Wow!” How do you feel? Excited; satisfied; fulfilled … eager to return and buy again?

Wouldn’t it be great if you could get your customers to feel the same way about dealing with you?

Lots of small business owners (and not so small!) seem to think that the customer is merely an interference. But how can you get your customers all pumped up and ready to do business with you again?

I’ll share some tips on exactly how you can get a ‘Wow!” response and show how it can positively impact your bottom line.

Get promising

These days too many businesses seem reluctant to commit to anything. As a result, you walk away with a nagging doubt that nothing is going to happen and so the whole experience is not pleasant. What a refreshing change to get a business that provides a firm promise on dates and times or opening hours.

Can you provide a clear promise to your customers? Have a think about each aspect of your business and highlight all your ‘promisables’ in your sales and marketing material. One great tip – under promise and over deliver. Promise delivery in 7 days, knowing you can do it in 3 days. When the goods arrived 4 days before expected, that’s a ‘Wow’ factor if ever there was one!

Important point – if you can’t deliver it, don’t promise it!

Be a Tigger

Remember Tigger from Winnie the Pooh? He’s all over the place; bouncing up and down with endless energy and enthusiasm. He just leaves his friends breathless! What a great person to be with and do business with.

Are you enthusiastic when you speak and deal with your customers? Are your staff brimming with enthusiasm? If you can’t project an image which says “I’m happy to be here”, how can you expect your customers to feel different? So, have a Tigger day every day!

First impressions

If you have a shop or office where customers visit you, what do your premises say about your business? Is it modern, fresh-looking, clean and tidy? Or is it worn, tired and generally looking run down? Like it or not, customers will judge you on what they see. They may say ‘Wow’ but for all the wrong reasons!

A pot of paint and a splash of colour can make all the difference and it doesn’t have to cost the earth (these DIY programmes have a lot to answer for!).

Be a problem solver

Despite all businesses believing they have great customer service, the fact is that the majority don’t. The main reason is that when people complain, most feel that they have not been listened to and their problem has not been solved.

Be a solver of problems - quickly and efficiently. Here’s a motto for you – ‘Resolve to Solve’.

Be their friend

I don’t know about you, but I am a sucker for business owners who take their time to know me and recognise me when I next call or visit! The bond and the desire to do more business with those types of entrepreneurs, is strong for me.

Do you take time to build a relationship with all your key clients? Do you go out of your way to greet them when they next do business? As the saying goes, aim to turn strangers into friends and friends in to customers.

Value for money

In this day and age of new technology, and the hefty prices that go with it, the concept of giving great value is sometimes forgotten. Creating a ‘Wow’ moment can be as simple as giving a little bit extra, something unexpected. It doesn’t have to be of huge value, it’s genuinely the thought that counts.

Don’t restrict this idea just to price. Price on its own may not work, it has to be tied in with something else – 2 for 1, a small gift etc.

The quality of your product must also reflect value for money. Don’t try and pass off an inferior product with a superior price – you’ll again create the wrong type of ‘Wow’ moment! Medium price and great quality – a definite and positive ‘Wow’.

Call them

The real killer ‘Wow’ is calling your customer a few days after he has bought. Asking him if the product is fine, whether it does what he wanted it to do, is one sure way of stopping him in his tracks! If everything is great, then you have a customer for life. If there is a problem, wonderful; you have the opportunity to put it right and … have a customer for life. This is a very simple and powerful way of creating ‘Wow’.

So that’s it. If you follow theses simple ideas, all your customers will be saying ‘Wow’ and they will be coming back time and time again. Who knows, they may even tell their friends? Now there’s a thought.

© Robert Warlow Small Business Success

Small Business Success is a resource dedicated to helping small business owners be more successful. If you are looking for a regular flow of ideas and tips then subscribe to Small Business Success a free newsletter, which provides you with quick tips, ideas and articles. Visit http://smallbusinesssuccess.biz

We’ve all heard the saying: If you fail to plan, you plan to fail. But I like to think of it another way. Ask yourself, “am I planning to succeed?”

In business, it’s important to follow a plan. It’s important to have a plan for your year, each week, and each day. Otherwise, you’re being reactive in your business instead of being proactive. When you’re proactive, you control your business – it doesn’t control you.

Here are three easy-to-follow tips to creating and following a successful plan:

1. Start with the end in mind.

Set a deadline for your goal. Write the completion of your goal on the deadline date in your calendar. Then, work backward by putting tasks in your calendar each day or each week. For example, if you want to send out a mailing this spring, choose the date that you want the mailing to go out. Then, work backward to create a to-do list each week. If you wanted to send your mailing out on April 1, you would write, “edit mailing” on March 31, and “finish creating mailing” on March 30 and so on. Do this for each goal that you have. Before you know it, you’ll have weekly, and even daily plans laid out.

2. Spend time each day planning.

Take 15 minutes every day to create a plan. If you follow the example above, you’ll have a broad plan to follow. However, life is full of opportunities, and you don’t want to miss out on anything. Life is also full of things you don’t plan on – like having to get the hot water heater fixed. You’ll need to spend some time planning to include unexpected things into your day. It’s ok to change your plan, move things around, and re-arrange your schedule. It happens, and it’s ok to shift your plan to make room for the unexpected things.

3. Put strong activities on your to-do list.

There are actually certain things that you don’t need to include in your to-do list. The little things. The things that will get done no matter what. For example, don’t put “mail the bills” on your to-do list. Keep your priorities on your to-do list. Put incidentals or non-essential tasks on sticky notes. Once they’re done, throw the note away. Also, don’t put little things on your to-do list just for the satisfaction of having something to cross off.

Planning to succeed doesn’t have to be intimidating or overwhelming. Simply set your goals and follow these three tips. Before you know it, the road to success will be laid out right in front of you.

Remember – any good plan needs to be put into action. It’s not enough to simply write words on paper. You must go forward and create your results.

Copyright 2006 Jennifer Givler

About The Author

Jenn Givler is a Business Empowerment Coach who teaches entrepreneurs how to create a Powerful Business. Get her free e-book Be Empowered! http://www.jgivlercoaching.com/newsletter.htm

Much research has been done on what the makes a winning customer experience.

What is it that makes customers come back to your business instead of going to someone else’s? If your repeat business is low, what is it that you are doing to drive your customers away? There is a consistent theme that emerges across the research - winning customer experiences are built on consistency. Michael Gerber in his book “The E-Myth Revisited” calls this orchestration. “Orchestration is the glue that holds you fast to your customers’ perceptions”.

This may seem a glib response to a complex issue, but take a moment to consider it from the customer’s viewpoint. When dealing with a business for the first time, the customer probably has no set expectations on what the experience will be like. With your first interaction, you set the standard in the customer’s mind. If you set a positive standard, the customer will likely return. The next time they do, the customer will expect the same from you. Fail to deliver, and ultimately you will lose that customer.

So if consistency is the key, how should a business go about ensuring the consistent experience for the customer? First, start with the end state that you want to create. What experience do you want your customers to have (cheerful, professional or very fast service, friendly, feel valued etc).

With this in mind, think about all the ways that your customers interact with your business. Your business may have many touchpoints - telephone, face to face (single or multiple sites), email, web-site, snail mail and so on. Your business needs to be predictable at each touch point, and predictably the same. The customer notices when they get one experience by walking into your shop, and a different experience when they speak to you on the phone.

Achieving consistency comes down to documenting exactly how you want your business to respond in each situation. If it’s not documented then how will the people in your business know what you mean. Sure you can tell them, but this process falls over in larger businesses with many employees and multiple sites. You must create systems and procedures that consistently deliver your chosen experience at all levels of your company. With everyone in your business responding the same way, every time, the customer knows exactly what to expect, and can depend on you to provide it each time. Being able to replicate the same (winning) experience for the customer will build your brand and their loyalty.

About The Author

Megan Tough
Are you ready to challenge your ideas about what gets results in business? Complete potential is here to help you make more of your business. More profits, more income, more of what you want. Remove obstacles to growth and create new opportunities. To find more articles like these, sign up for Profits for Professionals at www.completepotential.com.

Techcrunch has a scoop on the process behind Google Payments

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Have you ever thought about how much rudeness may be affecting your bottom line?

What is the cost to your company when you or the people who represent you lack proper manners? Do you know how many clients are turned off by employees who would rather carry on a conversation with each other than with the person who came to purchase your service or product?

Can you count the number of people who hang up and call someone else because the person who answered your phone put them on hold without asking permission? How does the client rate your professionalism when the employee who welcomes him to your office looks as if she is dressed for a day at the beach?

Do your employees understand that it is more offensive then friendly to call the client by first name unless asked to do so? Are your employees treating each other with courtesy and respect? Do they honor the invisible walls of each other’s cubicles? Do they work as a team and help each other or do they act like cast members on Survivor?

In today’s fast-paced business world where too many people claim that they don’t have time to be nice, it’s easy to overlook the details that can help you grow your business, increase your profits and build long lasting client relationships.

Try taking this quick true/false quiz to test your own business etiquette expertise. Then run it by your employees.

1. Business etiquette is based on rank and hierarchy. True/False

2. If the information on your business card is incorrect, draw a line through it and write the correct information on the card. True/False

3. Business casual means dressing down one notch from business professional. True/False

4. In today’s relaxed business environment, it is not necessary to ask your clients’ permission before using their first names. True/False

5. Callers do not mind holding for information as much as holding for a person. True/False

6. You don’t have to smile or make eye contact with your customers unless you feel like it. True/False

7. Handwritten notes are out of place in the business world. True/False

8. A man should wait for a woman to put out her hand in business before offering his. True/False

9. When composing an e-mail message, complete the “To” line last. True/False

10. Small talk around the office is a waste of time. True/False

11. People can hear you eating, drinking and chewing over the phone. True/False

12. If you receive a call on your cell phone when you are with a client, look to see who is calling, but don’t answer it. True/False

Answers:

1. True. In business, you always defer to the senior or highest ranking person, regardless of age or gender.

2. False. Handing out business cards with information that is outdated or crossed off is unprofessional. Have new cards printed immediately.

3. True. Business casual is not an excuse to wear your favorite old clothes to the office. It is still business, and everyone needs to look professional.

4. False. Don’t assume because our work world has become more informal that you can call clients by their first name. Use their titles and last names until they ask you to do otherwise.

5. True. Clients will wait contentedly while you search for information, working on their behalf. However, if they have to wait more than thirty seconds for you to come to the phone, they begin to wonder how much you value them or want their business.

6. False. This is only true if you are planning a going-out-of-business sale. Every client deserves a genuine smile and eye contact.

7. False. Handwritten notes have become almost as extinct as the typewriter. You will stand out from your competition every time you send off a short note written in your own hand.

8. False. Every woman should be prepared to shake hands as soon as she meets someone in business. For either a man or woman to hesitate could indicate a lack of confidence.

9. True. You can send e-mail without inserting an attachment, without checking for grammar and punctuation and without a subject line; but you cannot send e-mail without an address. If you wait until you have carefully proofed your message and added all attachments before you complete the “To ” line, you will never be embarrassed or have to apologize for your mistakes.

10. False. Small talk carried on at the right time, in the right place and on the right subject is a great way to build relationships among co-workers.

11. True. Mouth noises are even louder over the phone. Just because your clients can’t see you eating those potato chips doesn’t mean they can’t hear you munching on the other end of the line.

12. False. It is just as rude to pull out your phone to see who called as it is to have it on and take a call in front of a client. Turn your phone off and check your messages later in private.

If you had trouble with any of these questions, your employees will, too. If you want your employees to be at ease in business situations, to represent you well and help build your business, give them the information they need. If you haven’t done basic business etiquette skills training lately, do it now. Don’t let rude behavior cost you business.
Make sure that your employees know how to handle clients over the phone, that they understand the importance of being attentive and alert to clients’ needs, that the value other people’s time and that they can deal with difficult people and situations with grace.

No one is born with good manners. People have to be taught, and from time to time, they need to be reminded of what they already know.

(c) 2006, Lydia Ramsey. All rights reserved. Reprint rights granted so long as article and by-line are published intact and with all links made live.

Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author of MANNERS THAT SELL - ADDING THE POLISH THAT BUILDS PROFITS. She has been quoted or featured in The New York Times, Entrepreneur, Inc., Real Simple and Woman’s Day. For information about her programs, products and services, e-mail her at lydia@mannersthatsell.com or visit http://www.mannersthatsell.com

– Your 5 Step Solution
If you’re sick and tired of your business that sucks in cash on an ongoing basis, then here’s good news.

If you want to reduce your business costs, then this might be the most important article you’ll ever read.

If you want to make MORE money from your business starting TODAY, then I urge you to read this article — immediately and apply the steps laid down right here.

Now you can own some killer ‘no-secret’ money-making tips and cash-in on some of the greatest tactics that will increase your bank balance and reduce your business expenses.

If you can use more dollars to advertise your business… and I mean TONS of money, I’ve got great news for you.

Now there are some powerful, inexpensive ways to save in all the money you’ll ever need. The kind money that will rocket your business right off the charts!

STEP 1 - Use Online or Offline Auctions for Purchasing Stuff.

You can find lower prices on business supplies and equipment at online and offline auctions. I’m not saying all the time, but before you go pay retail for these items try bidding on them first.

STEP 2 - Plan Ahead.

Make a list of business supplies or equipment you’ll need in the future. Keep an eye out for stores that have big sales. Purchase the supplies when they go on sale before you need them.

STEP 3 - Buy Used Stuff.

If your business equipment and supplies don’t need to be new, buy them used. You can find used items at yard and garage sales, used stores, used stuff for sale message boards and newsgroups etc.

STEP 4 - Negotiate and Bargain.

You should always try negotiate a lower price for any business equipment or supplies. It doesn’t hurt to try. Pretend you are talking to a salesman at a car lot.

STEP 5 - Continue Your Research for Suppliers.

You can always be searching for new suppliers for your business supplies and equipment. Look for suppliers with lower prices and better quality. Don’t just be satisfied with a few.

Don’t let the simplicity of this information fool you.

Even though these tips might sound simple and obvious, but simple things have proven to make HUGE profits in businesses.

Everything you may have heard about building a successful business might be true. But this article has shown you some amazing ways to make your business more stronger than before by saving the most important business resource - that’s MONEY.

If you want to build your business, save money in the process and in turn have some cash to continually advertise your business without putting in truckloads of efforts, then I urge you to take ACTION and apply the steps laid down in this article.

There’s never been a better time for you to get started, than it is today!

About the author

Murtuza Abbas specializes in creating simple ‘Profit Pulling Minisites’.

Create amazing Minisites in 3 Hours or Less. Grab your FREE $147 ‘Minisite Creation Pack’ & learn how to start an internet business today…