Business Tips
Below is a collection of tips and articles relating to success in business. If you are interested in adding to this page please contact the webmaster by email.
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How To Avoid the 5 Marketing Mistakes Small Businesses Make
1. Not Having a Clearly Defined USP.
Do you want to fit in or stand out? In order to thrive in today's cluttered marketplace, every business owner must be able to clearly articulate an answer to the questions, "Why should someone do business with me rather than my competitors?" and "What makes me unique?" Your answer to these questions constitutes your Unique Selling Proposition. A strong USP helps you to stand out in a crowded field.
2. Making it difficult to do business with you.
Is your sales staff knowledgeable about your business? Does someone answer your phone promptly and in a friendly manner? Can people find your phone number, location? Put yourselves in your clients' shoes. Don't make them work— they won't. I've seen a Web site that undoubtedly cost the company thousands of dollars and NOWHERE could I find a phone number or email address. Your customer has better things to do than struggle to do business with you.
3. Not finding out what your customers' needs are.
What is the first step in filling your customers' needs? Discovering what they are. What's most important to them? Don't even try to guess. You may think price is most important when what they really want is fast service. You may believe fast service is what they want when what they desperately want is a friendly, personal touch. How do you find out? People won't tell you unless you ask. So ask.
4. Not maintaining an up to date customer database.
Your customer list is pure gold. Rather than always working to bring new customers in the door, why not take advantage of the good will you have already built with your existing clientele? Experiment with extending special offers to your customer base. Ask for referrals. Send them a card on their birthday. Call and ask what they most enjoyed about doing business with you (or what they disliked about doing business with you). You worked hard to develop these relationships. Recognize their value and work hard to "re-delight" them.
5. Not educating your customers
Don't just claim that your service is better. Explain why. Is your staff better trained? Do you utilize a technology that increases service turnaround or quality? Don't expect people to just take your word for things. Quality, Service and Value mean nothing. Everyone claims to offer these. Make these claims real for the customer by offering credible explanations about why they should do business with you.
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The Top 10 Keys to Becoming a Master Networker
Networking...1980's style was a fad. It was the yuppie answer to the good
ole' boys. Over-dressed and over-ambitious people attended over-crowded
cocktail parties and frantically swapped business cards while planning to
"do lunch" soon. No longer a fad, networking in the 90's is a survival
success skill. In our competitive business world, the more contacts we
have...the more people who know about us and what we do...our talents and
abilities...the more opportunities we will have. For some people,
networking comes naturally. Their antenna is always up. They actually have
FUN with it. However, for most people, networking is a learned skill and
one that needs practice in order to feel comfortable and be effective. Try
these tips to give yourself a jump-start and enjoy the rewards of becoming
a Master Networker.
1.
Develop the right ATTITUDE. You have to want to make the effort! We are
all attracted to people who are approachable and friendly. SMILE and ENJOY
the opportunity to make new contacts.
2.
Network EVERYWHERE and with EVERYONE. The opportunities to make new
contacts are endless. People frequently think of networking only at events
such as Chamber of Commerce meeting and Professional Organization. Some of
the most productive contacts come from chance encounters...in the grocery
check-out line, at the ball park, in the doctor's or dentist's waiting
room, in an elevator, at a party, and the list goes on. Whenever and
wherever there is another human being there is an opportunity to network.
3.
Set a Networking Goal Each Week. Set a goal each week for the number of
new contacts you want to make. Start with even one or two until your
confidence grows. Then, increase the goal.
4.
Make The First Move. Greet everyone with smile and a friendly hello
followed by a positive comment or open-ended question to get a conversation
going. At a party or other gathering approach people standing alone and
draw them into conversation. Most people hesitate to approach a group of
friends already in conversation. The individual standing alone will welcome
your approach and you will find it easy to initiate an interchange.
5.
Work Up A Memorable Introduction. In twenty-five words or less be
prepared to say who you are and what you do...in a way that will make the
other person want to know more about you. Then, immediately ask questions
to learn more about your new contact. Use their name several times during
the first five minutes of conversation.
6.
Arm Yourself With Professional Business Cards and Wear An Attractive
Name Tag. Both business cards and a name tag, especially a name tag that
lists your profession or business name in an intriguing way helps attract
the interest and reinforces name recognition. John Doe, Business Coach, is
almost guaranteed to prompt questions about what coaching is...a great
opening to share your expertise and gain new clients or referrals. When you
do swap cards with someone, jot down a reminder on the back such as where
you met, what you discussed, sales opportunities, etc.
Printing a quote, helpful hint, or other original and interesting
information on your own card will encourage others to keep the card and
remember you. Finally, always carry your cards in an attractive case.
Dog-eared and stained cards dug from the depths of a handbag or pocket
detract from your professional image.
7.
Be Prepared With A Mental GET & GIVE List. Networking is a reciprocal
process. It is about getting and giving information, resources, advice and
referrals. Maintain a mental "Give List"...a tip, idea, resource, or recent
discovery you can share. Your "Get List" will be information you are
seeking, people you want to meet, and referrals you would like to have.
8.
Organize Your Network Resource Bank. Record new acquaintances and
contacts on your Team 100 List, in a rolodex, use computer software or even index cards. Set up whatever system works best for you to keep in touch and nurture your new contacts.
9.
FOLLOW-UP!!! Use your resource file to keep in touch with those in your network. Never give out your card and say, "give me a call." Follow-up is your responsibility. Research shows that amazingly only 20% of sales leads are ever followed up....80% of potential opportunities are lost by failure to follow-up. Use every opportunity to send a follow-up personal note, a thank you, a congratulations, or a relevant article of information.
10.
WORK! The only place success comes before work is in the dictionary. Remember WORK makes up the better part of Networking.
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