Archive for category: Business Performance
Tips, advice and solutions for business owners wanting to grow or improve their business
Who is your customer (or client), and what do they want from you?
These are two simple questions which many businesses struggle to be able to define. If you don't know who your customer is, then it is impossible for you to maximise your business potential.... read more
There is a gold mine of new opportunity in your existing client base - you simply need to know where to look.
A well designed brochure will stack the “sales” deck in you favour and drive deeper profit returns. When you are selling, you want your prospect to see as much compelling and relevant information as possible, to both provide critical product/service information and to support your sales process.
Selling is about showing your customer in a convincing way, that your product (or service) is worth the value you are asking and….. that it meets their need or desire. Naturally, this point is not rocket science, albeit the way in which you show them or prove up the value of your product can have many layers of skill to it.
If someone said to you, “you’re going to want that Kidney..” - would you pay attention? I did. How about if someone said, “if left alone, it will continue to devour the cells around it” - do you think you would listen to what they said next? It got me.... read more
The web site of today is like the business card of 20 years ago - no serious business would be without one. It provides your name and contact number, but is also a window into the business, with your design, logo and flair. As with a business card, you can tell a lot about a business with even a quick look at their web site - but…as with business cards, not all web sites were born equal....... read more
Businesses with strong consistent sales, typically are the same ones who have a deep prospect pipeline. Regardless of the type of business or product, those who have the depth of opportunity in their sales pipeline, are also the ones who have less stress and typically better margins.
When you only have one or two prospects in your sales pipeline........ read more
At some point - and we have all done it, we get to a point of knowledge within our business or industry were we feel……. comfortable. It is at this very point; you can guarantee that you have just fallen BEHIND the game.
Business is ALWAYS evolving....... read more
Finance has shown me many things over time, but perhaps one of the more powerful concepts is “profit versus turnover”. For the golfers out there, I liken this to “driving for show VERSUS putting for dough“.... read more
Regardless of whether you are selling burgers to a young family with three tired kids or producing “O” rings for the space program – there is always a cost when your process fails – it’s just the magnitude that varies.... read more
Whether it be in sport or business, the difference between success and failure can often be simply doing one more thing than the competition. The extra phone call, one more prototype, another sales approach, an additional quality check, a larger focus group, an extra tier of service etc etc.....any of these can be the secret ingredient to business success.... read more
This question comes in various forms from concerned business owners – but for me, it’s not so much a case of whether the business is viable - but more of whether the product/service they are selling is viable.... read more
Effective marketing is the ultimate answer for increased sales opportunity, with many different marketing methods available, BUT….. a critical aspect which is frequently overlooked in the assessment of marketing effectiveness is the time and cost of the activity.... read more
Business owners tolerate a lot, whether it is poor performing staff, process problems, cash flow, IT and the like. In doing this, the level of stress or pressure on the owner (and in many cases - the business) rises in direct proportion.... read more
Pricing... pricing... pricing... it’s all about getting the price right - so that your price point is not only accepted by the market.... but also delivers sufficient profit to your bottom line.... read more
At the heart of any successful sales program are a heathy number of leads generated by a well formulated marketing program. Equally, where sales or revenue levels are not hitting the mark – then generally there is no effective marketing plan in place.... read more
There are three key strategies available to energise your bottom line, with then an infinite number of tactics which can be used to support them - customised to your business and its circumstance.... read more