Business Growth

Wild West was Won with Heart and Passion – Inspires Business Growth Initiatives for the New Economy

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I am convinced that business done with heart and passion is the business that will endure.

 

I had the opportunity to visit Eastern Oregon last week as a keynote for a local business resource fair. I was WOW’d from the time I drove into town until 24 hours later when I left.

 

 

Baker City, Oregon in times far past held it’s claim as the premier social center with the largest population in Oregon. It’s residents are enamored with the beauty of the area and burst with pride at their history. For example, over 100 buildings in the downtown are over 100 years old. After hanging out with them for one day, I was sold!

 

It was the collaboration of several entities that brought this event into fruition. I believe it is this type of cooperation that will enable us to weather this storm and come out on the other side wiser, better positioned, and cared for in the process.

 

It is tough times that bring out the leader within!

 

My presentation covered many every day strategies to sharpen your entrepreneurial edge and do business in this new economy which I hoped inspired them as much as their efforts and outreach inspired me.

 

Let the lessons from the Wild West inspire you…

 

  • Travel with folks going your way. Hang out with positive, forward thinking people. Build your power team. Share the work.
     

  • When trouble comes. Circle the wagons. This is not to deny the recession we are in but rather to accept where we are and do what we can to make a difference in the world.
     

  • Keep moving toward the goal. You will be surprised at the difference in your ability to see bigger and take positive action when you see others finding success and opportunity just by their attitude.
     

I want to publicly commend the local players in Baker City who work together to serve their community.

 

Gene Stackle, B.E.G.I.N.; Ann MeHaffy, Historic Baker City, Inc.; Andrew Bryan, Baker County Development Corporation; Debi Bainter, Baker County Chamber of Commerce; Jake Jacobs, Small Business Development Center; and Linda Noble, Oregon Employment Department.

 

Wherever you are, there are resources like these and more! Working together we will get through!

 

Keep looking forward.

 

PS There are not many towns where you can visit the local wine bar to meet the reporter who wrote about you in the local paper…where he was the entertainment! Ed Merriman with the Baker City Herald is not only a talented reporter but also musician. Thanks, Ed for all your efforts on our behalf.

 

If you ever get to Baker City, the first Friday is the Gallery Crawl. This is a VERY fun way to spend the evening. The Geiser Grand Hotel is a must visit for the restaurant or lodging. Start your day at Mad Matilda’s for coffee and the Earth & Vine for a night cap.

Secrets of Super Connectors

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Networking secrets are not news these days. Everyone seems to have their own bag of tricks. I’ve developed a few of my own strategies based two things. 

  1. Results from networking badly…and well.

    I’ve used networking as a warm cold calling technique in my early years with mediocre results that left me feeling like a sleazy sales person. I shifted mindsets when I had a big goal in mind and discovered how to network for mutual benefit and explore opportunities, resources, and needs. In doing so I unlocked an exponential stream of new business, partners, and a personal brand. i.e. I doubled my sales in one year and launched a successful consulting practice using professional networking strategies.
     

  2. Looking at folks I aspire to emulate.

    Harvey MacKay “Dig Your Well Before You’re Thirsty” clearly articulates C-level networking strategies and tactics that every person can learn from. Bob Burg is another who really gets it. His book “The Go Giver” talks about a powerful business idea. Serving others is the intention behind the idea of Super Connecting!

 

Secrets of Super Connectors
(behaviors practiced until they become unconsciously competent)

Here is a quick assessment for you…
 

Visibility

  • Are you showing up in the right places?

  • Are you being “seen” by the right folks?

  • Where do your natural referral sources or related professions gather?

  • Keep in mind, if you are out of sight, you are out of mind.

Credibility

  • Are you believable?

  • Do you appear…knowledgeable? successful? able to deliver?

  • What would increase your credibility factor?

“Value” Trail

  • Are you repeating the same old worn out networking lines? 

  • Find a fresh perspective. Ask better questions.

  • Get curious. Determine to learn more how you can be of service.

  • Be ready with helpful information. You have a wealth of knowledge within you. Everyday! 

Closing thought:
 

For those of you who are super connectors, reach out and connect UP. Who don’t you know but really want to know but are a little intimidated by? See if you can gain an introduction from someone in your network. Return the favor.

 

For those of you who are new to networking, reach out and follow up. Ask those you connect with for common mistakes to avoid, shortcuts, or insights they might share. Again, return the favor if you have some insights to share.

 

If you’d like to join my larger network here are a couple of options.

  1. Follow me on Twitter. www.Twitter.com/kathienelson

  2. Connect with me on Linked In. www.LinkedIn.com/in/kathienelson

  3. Connect with me on Biznik

Have your own ideas about what makes a super connector?  I’d love to hear!  Please comment.

 

In the meantime, Happy Networking!

 

What makes Super Connectors different?

Super connectors are strategically visible, credible and leave a “value trail”.

Starting or retooling your Business? Avoid common mistakes!

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I was honored to receive an email from a woman I was referred to months ago asking for advice as she is launching her consulting business.

 

I really appreciated the way she asked for help! I thought you might benefit both from her questions, my response, and the response of our readers.

 

 

Instead of simply looking for resources and how-to’s she was looking for mistakes to avoid. She wanted lessons learned from a couple of us who’ve been there. Of course the minute she asked, I had a flashback…launching my own practice I thought I was so strategic (and I was) after planning, visualizing, and ramping up naively thinking I would avoid and minimize the obstacles, mistakes and bumps in the road. Guess what!  I found my own obstacles, mistakes, and bumps in the road from which to learn the lessons I needed to learn. My philosophy is that running a business is the best personal growth school you could ever attend!

 

Time to lift the curtain and let you see more of my foibles and fumbles!  Don’t kid yourself…we all have them in our own ways.

 

Mistakes I made (in no particular order):

 

  1. List building.  I understood the value of building a list but didn’t fully have the systems and support to capture the data and keep in touch in a way that consistently built momentum. Words of wisdom. Start building your list and connect with them through meaningful content.
     

  2. Trying to be perfect.  I have high standards. I wanted my content (or products, business cards, flyers, etc.) finished, complete, well designed and invested time and money to make them so. This delayed time to get products ready for sale, flyers for promoting programs and the like. I love Alex Mendossian’s quote “Sloppy success is better than perfect mediocrity.” Not that he condones sloppy work but as an entrepreneur there is a balance between good enough and perfect. The difference between costs you money, time, and opportunity. (I am working on this right now!) Gen. George Patton:  “A good plan implemented today is better than a perfect plan implemented tomorrow.”
     

  3. Hiring the wrong people. I knew I needed other’s expertise to help me jump start and grow my business. Working with limited resources (bootstrapping) made me “penny wise and pound foolish”. I made two mistakes. In several instances, to save money I tried to cut corners hiring others who were just starting out and charging low fees. In one instance I paid top dollar for services perceiving this would buy me value. What I learned is that, as the customer, I need to be in charge of the relationship no matter what I am paying to make sure I got what I needed. Note:  Hiring a more expensive vendor was no guarantee. It set me back emotionally and financially but as you can see…I recovered!
     

Of course I can go on with a to-do list for starting right and growing well but that is not the topic of this post!

 

What lessons have you learned or mistakes made can you share with this emerging consultant? By the way, her specialty is personal branding and social media if that guides your words of wisdom!

 

As a thank you for contributing we will send you our latest work, a collection of experts “60 Tips to Network Your Way to Anything You Want”.

 

Happy Networking! 

Step it Up! Maximize Your Marketing Dollars

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Extremes seem to be the norm these days. Doom and gloom or opportunities around every corner. I am in a unique position to hear the buzz in networking circles…both good and bad.

 

I’ve heard folks pulling out of organizations, cancelling advertising, and waiting until things clear up to make new choices in marketing their businesses. I hear others stepping up their marketing efforts to capture market share and take advantage in this new economy.

 

What is your take? What are you doing differently? I am curious.

 

This blog unpacks a few tactics and offers some tools to make smarter decisions with your dollars and time!

 

Let’s talk advertising!

 

Arleen McClean with WorkSmarter offers these tips to Three Costly Advertising Mistakes.

 

Mistake #1: Not Tracking for Return on Investment:

 

Advertising is used to build awareness (branding) or generate leads. To determine if advertising is a good investment for your business, consider the following:

  1. Are your competitors advertising?
     

  2. Do you want to increase your market share and improve sales?
     

  3. Are you forfeiting profit because you have unsold inventory that can’t be sold in the future. (Vacant airplane seats, apartments that are un-rented, time that isn’t filled with prospects…all translate into lost profits!)
     

  4. Is your average sale large enough to justify advertising and create a positive return on investment ratio? (For example, a car dealer making $3,000 on each vehicle sale can spend $9,000 a month on advertising and reasonably expect to sell 9 cars a month for a 3-1 R.O.I.)

Bottom Line: Have a clear sense of what you want the advertising to do. Ask your media representative to explain the kind of results you might expect and to show you any success stories they have from other businesses like yours. Good media reps can also provide you with statistical information that will help you find the people you want to reach.

 

Mistake #2: Ignoring the Emotional / Logical Message:

 

People buy based on emotion and logic. Whether advertising in print, radio, television, or online your selling messages need the following elements:

 

  1. An Emotional Hook
    Emotionally connecting with the audience in the first five seconds is critical. The headline or text should draw people in and make them curious enough to read further.
     

  2. Logical Reassurance
    Next, the emotional connection is complimented by the logical reasons why someone should seek out this particular advertiser to solve a specific problem.
     

  3. Call to Action
    Finally, the ad needs to evoke a response. This “call to action” can be as simple as listing a web site or the price of an item.
     

  4. Urgency
    One key item that is often overlooked in writing ads is creating urgency. Urgency can be created by limiting statements like “space is limited” or listing specific deadlines of the end of a sale.
     

  5. Focus
    It isn’t about you. The message is not about you – it’s about how you solve a problem for the prospect.
     

Bottom Line: Consistently track to see which selling messages get the most phone calls and translate into the highest number of sales. Ask callers to tell you what they identified most with in the commercial.

 

 

Writing compelling copy that induces sales is tricky and requires skills. If you’re doing it yourself, seek objective feedback. If the media you work with doesn’t have a dedicated commercial copywriter, consider hiring someone like Work Smarter to write the advertising for you. It’s a small price to pay for such a critical part to your advertising success.

 

Mistake #3: Too Little Too Late

 

If you’ve ‘tried advertising once and it didn’t work’ it’s often due to mistakes made in this area. Finding the right place to advertise and knowing how to purchase the advertising is critical.

 

Too Little: Research shows that people need to hear or see an ad a minimum of three times before they act. When I schedule ads for my clients, I put a concentration of ads in a narrow block of time (5 a.m. – 10 a.m.) instead of allowing ads to run as ‘broad rotators’ (5 a.m. – 8 p.m.). The equivalent in newspaper advertising is to place your ad in the same section of the newspaper each time.

 

Too Late: It takes time to fine tune the advertising process, so don’t wait until your business is in critical condition before you start advertising. In today’s economic climate people are also taking longer to make buying decisions. So while a percentage of the people are looking for your product or service today, most a not. That’s why it’s important to consistently advertise – to build awareness of your name so that when they are looking for your product or service, they call you!

 

Bottom Line: Advertising can provide a steady stream of leads to your business if done correctly. For more information or to discuss your specific needs, call Arleen McClean of Work Smarter at (503) 449-4830.

 

Let’s talk Networking!

 

Here is a little tidbit from me….

 

I believe networking is the most under-utilized tactic to grow business and open doors to new opportunities! Here are some common mistakes I observe that minimize any results networking efforts could produce.

 

  1. No clear value proposition.

  2. No expressed confidence, passion, or desire to serve.

  3. No follow up.

  4. Think networking is all about them.

  5. Lack of desire to connect.

  6. Don’t listen.

  7. Don’t ask questions.

  8. Talk too much.

  9. Inconsistent messages from business attire to collateral to verbal cues.

  10. No time for relationship building.
     

Sound like anyone you know? The secret to networking success is simply to flip the equation. People do business with those they know, like, and trust. Bring yourself to your networking activities. Don’t pull back!
 

Social Networking!
Speaking to those of you on the edge..dipping your toes. Can Social Networking work for you? Let’s see…
 

  • Do you build relationships and have conversations with your customers, prospects, and network?

  • Do you tap into others experience, resources, and ideas?

  • Do you make introductions to others?

  • Do you share your expertise one on one, in small groups, or in larger forums?

  • Do you have a website?
     

Then yes…it can work for you! Social networking is simply another set of tools to reach an extended group of people. The secret is in taking on the right tool, investing time to understand it’s impact and then maintaining it.
 

If you have not taken the plunge yet, start with completing your LinkedIn profile and inviting a few friends to join your network. This always stimulates some conversation.
 

  • Already on LinkedIn? Check out some of the questions and respond in the areas of your expertise.

  • A solopreneur or small business, check out Biznik.
     

Like you, I am tentatively reaching out into the arena of social networking to see where the best use of time can be found. What I am learning is that if you DON’T begin to build a presence online that extends beyond your website, you may be caught behind the curve.

 

In the end…it is all about time, money, and return on investment. Evaluate, maximize, and in the end…eliminate or add. Stop doing what doesn’t work and step up what does.

 

 

Business Truth: Adaptability = Longevity & Profitability

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What if we don’t adapt to the needs of the market? What then?

 

Many years ago I worked for a company in a management position. I enjoyed years of their growth and abundance in the market. The product was fairly easy to sell. The company easy to build. The owners were brilliant. The model seemed sound. The leadership was respected; something to be emulated and sought after. This was a multi-million dollar company with offices in multiple countries. Today, they no longer exist except as a memory for those of us who invested years of heart and energy into building their business while we established our own organizations.

 

What happened? The same thing that can happen to you unless you respond to the needs of the market as it exists today! They did not respond to a changing market. They hired outside branding “experts” which did not quite hit the mark. Sept. 11, 2001 hit compounding the challenge. Over time they became fear driven which trickled down to the sales team in the field. How did this happen? Was it ego, denial or an inability to adapt quickly that failed them? I don’t know. As an outsider at close range I offer the following insights that are eerily familiar in today’s economy.

 

Watch for these symptoms which, if not addressed, can kill you…or lose you quite a bit of momentum, opportunity, and profit.

 

  1. Fear causes confusion, paralysis or withdrawal from the market.
     

  2. Negative news and discussion is a distraction, which results in a lack of focus and exaggeration of current climate, which contributes to number 1.
     

  3. For newcomers, the perception of lack of opportunity or need creates a self destructive cycle of belief. If you are new to an industry or situation, you have no history or reference with which to measure or find assurance, doubt takes over and growth is handicapped.

 

Solutions:

 

 

  1. Don’t stop doing what you were doing. The vacuum that is created by the ebb of this market actually creates opportunity for those who are inclined to pursue it. Press into the openness created by your competitors withdrawal. This is a great space to collect on the marketing efforts of others.
     

  2. Turn off the TV and radio. Don’t listen to those who tell you how bad it is. Yes, it is true that some are losing their jobs, some industries are in a downturn….we quickly forget that even in a growth economy, these same discussions occur. The market has changed. That is true. If you want to stay in business, you will find a way to adapt.
     

  3. Adapt. Ask yourself, in your area of specialty, what is missing in this current economy that you can deliver? This may mean creating a new offering or pursuing a new niche. This is the time to gain laser focus rather than more generalization to capture market share.
     

  4. Take care of your current customers. They are unsure and fearful at this time too. Your confidence and connection will create loyalty, ongoing business, and referrals far beyond what you could imagine. All you have to do is keep in touch.

 

These solutions work whether you sell a product or service. Your customers, prospects, and network want to see you as secure, confident, and focused…not doubtful, hesitant, and inconsistent. Don’t hide or withdraw…this causes prospects, customers, and your network to withdraw from you. Instead, embrace. Step forward. Reach out. Reach out…not to sell, but rather to serve. Calm fears. Answer questions. You will be amazed at the response.

 

For some of you, this may be the time to reinvent yourself or adjust your business model… or get back to the basics and update your strategic plan. In every market change there is great opportunity. One of the benefits of being a small business is our ability to quickly adjust.

 

Instead of looking at this time as a period to cut back, withdraw, shore up…View this as an opportunity to focus with laser sharpness on your customers, ideal prospects, on investments that gain you return (whether time or money) and carry this practice forward as your business grows! These are smart business practices!

 

Are you ready to shift gears, step forward and grasp what is waiting for you?

 

More Sales Made Easy! 5 Steps to Boost your Impact

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Sales increase is the buzz in the air this year. Tactics, opportunities, belief, excitement! As a business strategist I find myself dissecting this activity, yet again, to find it is the little things that make a big difference

 

The act of selling is comprised of so many components (not to mention the changing markets) it is an activity that requires continuous attention. Here are some tips to tune up and make the process your own.

 

  1. Map the sales cycle. i.e. lead generation, first contact, second contact, proposal, review, close. Make sure you identify all the steps. (My technique is to get out a chart pad and make a flow chart.) After you have identified the steps, check yourself. Where do you lose prospects? What can you adjust to better connect with the client?
     

  2. Review your sales conversation. Are you using a presentation style, discovery approach or combination of both? Identify the key conversation components and review your vocabulary. i.e. opening questions, developing questions, qualifying questions, closing questions, power statements, follow up questions, sales presentation. Ask a peer for feedback on your process.
     

  3. Check your belief system. What is going on in your head as you work through the steps of the sales process? i.e. Do you find yourself thinking, “Sales is hard”, “Nobody is buying”, “I need sales”, etc? This is an area that can kill your sales results! If you find you are suffering from “stinking thinking”, call a coach, get some training, ask your peers…do something! Until you fix this all the others will not create lasting change.
     

  4. Re-define your target market. Are you talking to the right prospects? If you have been selling, review your best customers. Create a profile of your ideal target market. Focus on their demographics, geographics, and psychographics*. *values, character qualities, and motivators Make sure you are working with the right people!
     

  5. Assess your frequency. Are you performing your highest payoff sales tasks consistently? Why not? Implement systems, block time, and find a way to hold yourself accountable.

 

When you need more sales, whether your sales cycle is short or long, fine tuning any one of these areas will create impact.

 

Need more sales training? Check out Jeff Schneider at Sandler Sales System. Click on the calendar to find out more about his Cold Calling Clinics and Sales Boot Camps.

 

Another great sales resource is the book by Ron Willingham, “Integrity Based Selling for the 21st Century: How to Sell How People Want to Buy”.

 

We are looking for more sales tips! Let us your favorite.so! 

Define your Terms to Create More Sales

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Along my personal development journey I learned the value of defining terms. I use my personal story to illustrate the value of defining terms both personally and professionally.

 

I spent most of my life talking about how “hard” things were. And they were hard! I was a single mother at 22, survived a near fatal auto accident that left me with a handicap at 23, not to mention the other life stuff that goes on every day when you are working hard to make a living and raise a family.

 

 

An amazing thing happened when I redefined the word hard. It’s curious…when I asked myself if my life was truly hard I had to admit, others had it much rougher than I did. What I discovered in truth is that I had some “challenges”. There were some activities that were “difficult” for me. I did have to exert a little more effort to get things done…but I could do them.

 

In that discovery I had an “Aha” moment…I could work with challenges and difficulty but hard things were just plain hard…and my speaking it made things even harder. So, I changed my vocabulary. When I would have habitually described a situation as “hard”, I began replacing the word with a true statement. My attitude changed and, I swear, life got easier.

 

When it comes to doing business, I believe defining terms has been instrumental in building a profitable growing consulting practice, serving my clients, and creating business development curriculum’s.

 

For example, early on in my career I redefined selling.

 

Old definition: Selling is convincing someone to buy something they didn’t need.

 

New definition: Selling is serving customers by discovering and matching a true need with a valuable solution.

 

When I quit trying to “sell” my customers and instead focused on serving, exchanging valuable information and connecting them to resources my sales increased immediately. Of course, I had to complete the sales process by creating an opportunity to purchase but that wasn’t the end game…just part of serving.

 

Same thing with networking.

 

Old , old definition: Networking is schmoozing and positioning.

 

Old, new definition: Networking is relationship building, connecting people to people, and perfect elevator pitches.

 

New definition: Networking is a strategic marketing activity intended to increase exposure, build credibility, and create opportunities in addition to generating leads.

 

What I began to view my networking in light of the bigger picture, my sales increased exponentially. As a matter of fact I doubled my sales in one year using this new definition. Achieving this led me to clearly see and define another type of valuable networking activity; networking to build professional relationships or strategic partnerships.

 

Check this for yourself. How do you define these terms? Is it working for you?

 

Happy Networking!.

 

How to Know if Your Networking is Working

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I hate hard work. I am not talking about things that are hard in effort, like working on a farm, bringing in the hay (which I did growing up), but rather those things that you can learn to do but no matter how hard you try they never really get easier. You know what I mean. Those tasks at work where your boss says you are doing OK but could do better (after years of already trying to master them). My system for coping in that environment was to find the most efficient way to do the hard stuff.

 

These days I love work. No longer is it hard. The reason why is that I quit doing things I wasn’t very good at and stressing myself out trying to do them well. I discovered this technique when I found the book, “Now Discover Your Strengths” by Marcus Buckingham on a bookshelf one restless night. This book came into my life during a period in my career when I knew that what I was doing wasn’t the right fit for me but I didn’t really know what I wanted to be when I grew up. I took the online assessment using the code in the back cover, received the report and had a WOW! moment. The descriptions of my Signature Strength Themes jumped off the page. They described what I’m good at perfectly! I thought, “Finally someone ‘gets me!’

 

Now Discover Your Strenghts

Marcus Buckingham and Donald Clifton, the father of Strengths Psychology, captured what many of us have longed for but couldn’t quite articulate. We want to feel that our talents have value and we want to know that our contributions are appreciated. Instead, we find ourselves in jobs that don’t quite fit. We work hard to be better at things we don’t do well, working for those who focus on what we don’t do well in an effort to help us improve. Buckingham and Clifton take a different approach by suggesting that working in your strengths is the key to growth, productivity, and fulfillment in your work and life.

 

The idea of building on your strengths was transformational in my life and business. As a matter of fact, I designed my consulting practice around my strengths and recommend the most recent version of the StrengthsFinder Assessment to “StrengthsFinder 2.0” by Tom Rath to all my clients. Knowing my clients’ strengths helps me help them create a business they love and can be excited about.

 

There are added benefits to working from your strengths. Not only does it help you understand how you’re wired and increase work fulfillment and productivity, for service professionals and business owners, your signature strengths are great input for personal branding. By knowing what you’re good at, you can easily identify language that helps you differentiate yourself from your competition when speaking to prospects and clients. I also find that when your company description includes your strengths, you speak more enthusiastically about your business.

 

Knowing your strengths can also help inform your decisions around what services you offer and how you deliver them. For example, I have a client who was offering “off the shelf” services. She did websites, search engine optimization and newsletters. After taking the StrengthsFinder and realizing that strategy was one of her most powerful strengths, she was able to repackage her services to include consulting on overall web strategy. Now she’s able to offer more comprehensive services to her clients, bill more per client and she reports feeling more invigorated by what she’s doing.

 

So. My question for you is, do you feel like people don’t really “get” you? Are you working hard, not smart? Do you feel like a square peg in a round hole? If so, it’s time to get a perspective that helps you be more of who you are. The secret is that doing so will increase your profitability as a service provider and in the process increase your fun factor!

 

Here are some books that will help you learn what your strengths are and how to put them to work for you:Now, Discover Your Strengths, Marcus Buckingham & Donald O. Clifton, PhD

Go Put Your Strengths to Work, Marcus Buckingham

StrengthsFinders 2.0, Tom Rath

 

If you’ve taken the strengths assessment and know your top 5, let me know!

 

My top 7 are Individualization, Strategic, Maximizer, Activator, Relator, Connectedness, Belief.e!”

 

 

The Little Things Can Make a BIG Difference

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Sometimes the processes or activities in our business that seem insignificant can leverage some big results. At Hip Chicks do Wine last month we found some simple things that when implemented, immediately impacted their sales.

 

One of the tactics we take when helping our clients find growth opportunities is to look at the way their customers want to do business with them. This usually brings to light some pretty simple ways to make the buying process easier for more customers.

 

A recent example comes to mind. When working with Hip Chicks is an urban winery located in the heart of Portland. In addition to making wine on-site, they offer seasonal events, tasting, in-house events and most of what you expect when you visit a winery out in the country. They have fun labels and some really good wine. Laurie Lewis and Renee Neely, the Hip Chicks, are the winemakers and the personalities that create the experience.

 

We discovered a couple of things pretty quickly that would invite and enable their customers to gain more of the Hip Chicks experience, such as:

 

  1. Posting a sign that says “We ship wine”. They do. Always have. But out of sight, out of mind. With many of their patrons being tourists, this reminder is an easy way to encourage taking the Hip Chicks experience home.
     

  2. Offering and notifying patrons that they can waive the tasting fee with purchase of 6 bottles of wine. Typically, patrons in the tasting room purchase a bottle or two. With the purchase of six and the credit for the tasting fee, the patron saves 10-15%. This type of savings is typically reserved for purchases of 12 bottles or more.

 

This idea is so fun due to its simplicity. Finding growth opportunities in the little things are usually very easy to implement and typically low cost with high impact!

 

What about your business? Think about the buying process for your customer. What are some things you might do to make it easier for your customers to do business with you?

 

Happy Selling!

 

Sizzling Summer Strategies for Busy People

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Summer’s here! As temperatures rise, so does the need to keep your business growing despite the challenge of juggling vacation-season schedules to call on prospects

 

The good news: This is a great time to plan your fall strategy!

 

For many businesses, the bulk of business is done in the fourth quarter and has tremendous impact on their annual revenue. If you want to capitalize on the opportunities presented during this prime buying season here are some tips for making this your best fourth quarter ever:

  1. Find your starting place: Assess your current revenue position and determine where you need to be to by December 31. Do you have the people, information and plans in place to get you there?
     

  2. Check in against your business/marketing plan: Having a plan in place helps guide your marketing, sales and new product/service development efforts. Are you on target with your customer contact activities, new product development and lead-generation campaigns? Are you following up?
     

  3. Measure your efforts: You can only improve when you know how you’re doing now. What benchmarks are in place to measure your successes (and failures)? Are you using the right tools and are they measuring the right activities to keep you clued in?

Best practices in sales productivity boil down to this bottom line: Do you know how many customers, products, or packages you need to reach your revenue goal? From there, who can help you reach more of that audience?

 

Tap into your network: Take stock of your relationship with the key players in your network. Knowing who shares your market and connecting with key players in your network can be the catalyst to not only meeting your revenue goals but launching you over the top.

 

Happy Networking!