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Added for You - Small Businesses Owner's Guide to Growing Your Renewals in 2007
As more and more people are being laid off and replaced by technology, more and more people are finding themselves unemployed. It is sometimes difficult to find a new job in today's competitive job market. Every year thousands of people are turning to employment agencies as a way to aid them in their job search. Employment agencies specialize in placing individuals with companies that would be a good fit. These agencies have access to
2. Present a show of Force. Every small business owner worries about a larger competitor stealing her business. If your clients think of you as a one person show, it’s time to change that perception. Use terms “we” and “us” when referring to your business. Use your company name in presentations and bring your employees or contractors to meetings. Larger companies are going to sell agai
Marketing and its little brother advertising are all about storytelling. It doesn't matter if you are talking about a display ad for a magazine or a Web-video for your website or for a Google Video Ad, if it doesn't tell a story then it's not going to do the job.When people asked us what we did, we used to tell them we were a website design firm that specialized in audio and video, today we tell them we are corporate storytellers.
Large corporations have the advantage of months of planning, teams of accountants, sales directors and marketers, not to mention years, or even decades of history on which to base renewal and growth projections.
But for small business, the scenario is probably a little different. It’s likely just you and a handful of trusted employees, each of whom wear many hats. You may have just a year or two of history. You may be so busy running your business that you haven’t had time for months for planning.
At the same time, you have a lot of advantages that larger businesses don’t enjoy. You probably have a much more personal relationship with your clients than the CEO of a Fortune 500 company does. You also have more control over spending, especially if you don’t report to a board or outside investors. Finally, you may also be able to make decisions more quickly, without having to work through specific budgets across multiple divisions.
Here are five simple things you can do now to leverage those strengths and set the groundwork for a strong 2007.
1. Get the face time now. Your clients are probably working out 2007 spending at this moment. Get in front of them now. Phone calls and emails are great, but it’s hard to beat an hour in your client’s office and a long lunch. This is also your opportunity to expand your network. Ask to meet your main contact’s manager and direct reports. Your contact may move on in 2007 and you don’t want your contract to leave with him.
2. Present a show of Force. Every small business owner worries about a larger competitor stealing her business. If your clients think of you as a one person show, it’s time to change that perception. Use terms “we” and “us” when referring to your business. Use your company name in presentations and bring your employees or contractors to meetings. Larger companies are going to sell again
Every business is trying to improve profitability, after all this is why the business exists. To achieve this goal there are only two paths that can be taken – increase revenue or reduce costs. The path of increasing revenue is typically seen as the most positive step. It is exciting, involves expansion and creates opportunities. Conversely, reducing costs is seen as negative and backward and so this approach often gets much less attentio
But for small business, the scenario is probably a little different. It’s likely just you and a handful of trusted employees, each of whom wear many hats. You may have just a year or two of history. You may be so busy running your business that you haven’t had time for months for planning.
At the same time, you have a lot of advantages that larger businesses don’t enjoy. You probably have a much more personal relationship with your clients than the CEO of a Fortune 500 company does. You also have more control over spending, especially if you don’t report to a board or outside investors. Finally, you may also be able to make decisions more quickly, without having to work through specific budgets across multiple divisions.
Here are five simple things you can do now to leverage those strengths and set the groundwork for a strong 2007.
1. Get the face time now. Your clients are probably working out 2007 spending at this moment. Get in front of them now. Phone calls and emails are great, but it’s hard to beat an hour in your client’s office and a long lunch. This is also your opportunity to expand your network. Ask to meet your main contact’s manager and direct reports. Your contact may move on in 2007 and you don’t want your contract to leave with him.
2. Present a show of Force. Every small business owner worries about a larger competitor stealing her business. If your clients think of you as a one person show, it’s time to change that perception. Use terms “we” and “us” when referring to your business. Use your company name in presentations and bring your employees or contractors to meetings. Larger companies are going to sell agai
Always ask, “Is now a good time?”Deadlines in journalism are unrelenting and unforgiving. Using these as your first words after “hello” shows the reporter you’re sympathetic to her needs. It also ensures your pitch gets heard when the reporter is devoting proper attention.Your goal: attractIn your first contact with a reporter, don’t come off like a talking encyclopedia. Your job now is to attract and in
Here are five simple things you can do now to leverage those strengths and set the groundwork for a strong 2007.
1. Get the face time now. Your clients are probably working out 2007 spending at this moment. Get in front of them now. Phone calls and emails are great, but it’s hard to beat an hour in your client’s office and a long lunch. This is also your opportunity to expand your network. Ask to meet your main contact’s manager and direct reports. Your contact may move on in 2007 and you don’t want your contract to leave with him.
2. Present a show of Force. Every small business owner worries about a larger competitor stealing her business. If your clients think of you as a one person show, it’s time to change that perception. Use terms “we” and “us” when referring to your business. Use your company name in presentations and bring your employees or contractors to meetings. Larger companies are going to sell agai
Perhaps you are already in a sales job or had been a sales profession for a while and you have read various books on the subject and you have decided to maintain and continue your sales profession ongoing education by also reading this book. This is a very smart habit for salespeople because it keeps them motivated and at the top of their game. But what he is a salesperson? In this book we will discuss selling with integrity and positi
1. Get the face time now. Your clients are probably working out 2007 spending at this moment. Get in front of them now. Phone calls and emails are great, but it’s hard to beat an hour in your client’s office and a long lunch. This is also your opportunity to expand your network. Ask to meet your main contact’s manager and direct reports. Your contact may move on in 2007 and you don’t want your contract to leave with him.
2. Present a show of Force. Every small business owner worries about a larger competitor stealing her business. If your clients think of you as a one person show, it’s time to change that perception. Use terms “we” and “us” when referring to your business. Use your company name in presentations and bring your employees or contractors to meetings. Larger companies are going to sell agai
Building a brand is not a gimmick or fluke, marketing for deep positive branding is a necessary part of business. If marketing with integrity is at the core of your business, you can develop branding strategies that are customer focused built on your values.Branding Strategy #1 – Branding through top notch customer serviceA major aspect of branding for any business is the customer’s experience from first learning about the
2. Present a show of Force. Every small business owner worries about a larger competitor stealing her business. If your clients think of you as a one person show, it’s time to change that perception. Use terms “we” and “us” when referring to your business. Use your company name in presentations and bring your employees or contractors to meetings. Larger companies are going to sell against you by trying to positioning you as a small business with limited resources. Counter that by positioning yourself as nimble, close to your client’s business and with the resources to deliver.
3. Drive the Numbers Home. Focus on real measurable results. How did you help your client in 2006? Did you help drive new revenue? Did you improve efficiency? Did you provide a high quality product or service at a reasonable price? Don’t just make those statements, show the hard numbers.
4. Create Word of Mouth. Ask for referrals. Ask if your client knows other that can use your service. Provide a stack of business cards for your clients to pass on. Give a pad of sticky notes with your name and number on them as a holiday gift. By their very nature, sticky notes get passed along.
5. Ask for the business. You’ve earned the right to be at the table by delivering real results and great customer service. Now ask for more. Come prepared with what you can deliver in 2007, at what cost and what the ROI will be. Your client is probably working on a budget now, so get your proposal and ideas in the mix.
Now is the time to lay the groundwork for a great 2007. As a small business owner, you have natural strengths and advantages. Work with those strengths and set the stage for your ongoing growth and success.
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