The Australian Small Business Blog

The Australian Small Business Blog

This Blog has been providing a Forum where Australian Small Business Owners can exchange Ideas old & new and get Advice from experts in Australia on how to Improve their Businesses through better Business Management, Planning & Strategy, Business Systems and Marketing Strategy and Systems for over 10 years. They will also learn about the Small Business Best Practice Benchmarks that are critical for their success. Our Ultimate Objective is to help Australian Small Business Owners take their Business to the Next Level and achieve their Goals whatever they may be.

Monday, May 22, 2017

Are Your Customers having a Nice Day?

by Dr Greg Chapman


Some years ago, I worked in the corporate world in the US, and after 3 years I, my wife and two kids were to be transferred to the UK. My employer had engaged an international moving company which would handle the packing and transport of all our possessions. The same company would handle the unpacking in the UK.

As we had accumulated a lot in the US (they make it really easy to spend your money there) it was to take 3 days to pack and remove everything. Each day, the packing team arrived promptly on our doorstep at 8am lined up behind their leader. They were neatly dressing in crisp uniforms. The team leader explained each day what they would be doing and they proceeded to work.





The packers, if they had a query about an item, asked politely about how we wanted them to be packaged, even our children’s precious items which to the uninitiated looked like junk. They were always polite and courteous. Each night they cleaned away any mess, and explained what would happen the next day. While moving is always stressful, they did everything they could to make the move as painless as possible.

After we flew to London we organised the UK removalists to deliver and unpack everything. The difference with the US team couldn’t be more stark. More...



May You Business Be - As You Plan It!

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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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Thursday, May 18, 2017

What should I do now?


by Dr Greg Chapman


You have caught a buyer’s eye. Perhaps it was your expensive ad in a magazine, or even an ad online that has cost you nothing (till someone clicks on it), or got them to your website or store, what do you want them to do next? Buy?

Of course, but if they don’t know you yet, and you shout “Buy Now” you will just as likely lose the buyer as they run out the door or click away. So the customer may take some time to look around to see if they are in the right place.

There is a moment of uncertainty. It may be the right place, but the range of options may just be too overwhelming, so just at the time they are asking themselves “What should I do now?” – tell them.

If it’s an ad, tell them why they should visit your website or store. How will taking such action help them? What benefit can you provide?

Thursday, May 11, 2017

Small Business Best Practice Benchmarks - Performance Review


by Dr Greg Chapman


Previous small business best practice benchmarks articles covered the need for a Five Year strategic plan and an annual business financial and operational plan. Obviously important, however, General Truman once said:

Planning is essential but plans are useless

He was of course referring to a battle situation where the enemy has its own plan which is, naturally, to prevent your plan from succeeding. This means that plans must be flexible and responsive to changed circumstance.

The planning process enables you to consider the possible outcomes but not to identify which of the possible outcomes is likely to be the reality. A good planing process will also have identified contingencies.

Tuesday, May 09, 2017

Ad of the Month – Point of Difference

by Dr Greg Chapman


In a world of cutting corners, slashing costs and instant gratification, it’s nice to know there are some businesses who insist on attention to detail and taking the time to do things properly. For this business they demonstrate this in a series of ads, just taking that attention to detail a little bit farther.


Wednesday, May 03, 2017

Why business restructuring is the best debt solution you’ve probably never heard of…

by Andrew Quinn


Business restructuring is a specialty of ours, so it’s no surprise that it’s one of the most common subjects we’re faced with when people are looking for help with their business. The issue is that business restructuring can be handled by a number of different people in an unlimited number of ways. Speaking to an accountant about a restructure will be like speaking a different language to a business consultant, even though they’re both talking through the same options. So if you’re confused, you’re in the right place. Here are the most common methods of restructuring a business and the terms that go with them.

Tuesday, May 02, 2017

Marketing Moments – Educate Your Customers


by Dr Greg Chapman


Few companies get the most they can from their sales potential with their current customer base, yet most are preoccupied with getting new customers. This happens because there isn't any allowance in their marketing program to keep current and prospective customers well informed. Customers need to have a constant stream of information about the products and services you provide. Otherwise they will assume that you cannot fulfill their needs and will look for other businesses that can.

In this podcast I discuss promoting your less well known services to your existing customers.

Thursday, April 27, 2017

The Best Marketing Advice You can get may be Free

by Dr Greg Chapman


For most businesses there is are 2-3 big players in their industry. These business are well known to people outside your sector. They have well defined niches which they dominate. They don't even know you exist, but you and your customers certainly know they do.

Tuesday, April 25, 2017

Buy from us because our competitors are lousy


by Dr Greg Chapman

Why should someone buy from you? Because you have great service? Everyone says they have great service. Have you ever heard one of your competitors say: “Buy from us, we’re lousy!”

Your competitor’s service may well be lousy, and yours may be a great quality, but just saying it’s so, while bad mouthing your competitor (never a good look to customers) is not going to convince anyone. So what should you do?


More...





May You Business Be - As You Plan It!

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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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Thursday, April 13, 2017

Ad of the Month – DIY

by Dr Greg Chapman


Rather than show ads by others, this month it’s an opportunity to Do It Yourself with this great template that You can use for your own ads. Using Formula #3 it is:


An Easy Guide to writing Headlines that are Guaranteed to Sell Your Business

Tuesday, April 04, 2017

Marketing Moments – Scripts- Words that Sell


by Dr Greg Chapman


How well do you and your team deal with your current and potential customers? Do you leave contact with your customers to chance, or do you have a set, uniform approach, especially when dealing with enquiries from those who haven't dealt with your company before? Using scripts is a low cost way to increase your sales.

In this podcast I discuss the most important reason how using scripts is a low cost way to increase your sales.

Thursday, March 30, 2017

How Analysing Your Business will Laser Focus Your Marketing and Drive Your Profits Skywards


by Dr Greg Chapman

For many business owners, the Profit and Loss statement is something their accountant prepares each year for the tax department, the sole purpose of which is to reveal just enough to the bureaucrats so that their tax can be minimised. However this powerful tool is probably the most underutilised one in a small business owners’ arsenal.

The P&L I usually see is just: Income – Expenses = Net Profit. That’s all the tax office actually need. They don’t care if some parts of your business are more profitable than others. If you have obvious opportunities to increase sales. That you are charging enough to cover the costs of all services. But YOU should.


More...





May You Business Be - As You Plan It!

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Over to You. What do You Think? Post Your Comments Below. [Note to those seeking a free ride on our google ranking, blog spam will be deleted,but genuine contributions will be happily published.]

Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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Tuesday, March 21, 2017

Business Owners – It’s Always Your Fault

by Dr. Greg Chapman

Wouldn’t it be great if everything always went smoothly in your business and nothing ever went wrong? But there always is something. A supplier sends you the wrong item. A member of staff orders the wrong item. Your team are fighting amongst themselves. A staff member never turns up on time. Customers walk away without buying anything. The computer system breaks down in your busiest period. Your warehouse gets struck by lightning and burns down.

I’m sure you can think of one hundred other things that can go wrong in your business, and while it is tempting to blame someone else for all the problems (in the last case, God!), in fact it’s always your fault.

Thursday, March 16, 2017

Points of Difference - A Lesson from Big Business for Small Business

by Dr. Greg Chapman

Normally when I write on lessons from big business, it’s to give small business owners some strategies developed by people with much more money and resources that could benefit those who aren’t similarly advantaged. However, in this case, I have an example you don’t want to copy.

Recently I changed energy providers. I was cold called by a competitor to my current supplier. Normally, I don’t respond to such calls, but I had just paid my quarterly bill, and was thinking about how expensive it was. Perhaps the competitor knew my billing cycle, which was a clever move if so, or else they just call all the time, knowing at some point they would get me at the right time. Also smart. Persistence. Particularly when they knew they had a better offer.

Tuesday, March 07, 2017

Ad of the Month – Values


by Dr Greg Chapman


For every product there is a market segment with its own set of values. Sometimes these values, while perfectly acceptable, are constantly challenged by those who believe they know better what’s good for you. This typically applies to the guilty pleasures we all have.


Monday, March 06, 2017

Why Do Customers Choose One Business Over Another?


by Dr Greg Chapman


Research has shown there are three main reasons why customers leave businesses, and price was just 15%.

In this podcast I discuss the most important reason why customers leave, and how this can create a low cost advantage for your business.

Wednesday, February 22, 2017

It’s all in the Pipeline


by Dr Greg Chapman

How is the best way to increase your sales? Should you advertise more? Perhaps a new website is needed. Is there some product improvement necessary? Or should you reduce your prices? Does your staff need sales training? Which should you do first, or do you have to do everything at once?

The answer to all these questions is in your Sales Pipeline. Every Sales Pipeline has a bottleneck, and often more than one. The first step is to identify the biggest bottleneck which is where you will get the biggest bang for your buck.

More...




May You Business Be - As You Plan It!

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Over to You. What do You Think? Post Your Comments Below. [Note to those seeking a free ride on our google ranking, blog spam will be deleted,but genuine contributions will be happily published.]

Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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To send this article to a friend, click on the envelope below.

Monday, February 20, 2017

Marketing Moments – Make an Offer They can’t Refuse


by Dr Greg Chapman


Too often, advertisements, brochures, and other written materials produced to promote businesses conform to what I call; "name, rank, and serial number" advertising.

In this podcast I discuss the importance of a call to action.

Thursday, February 09, 2017

Cost vs Price - A Case Study


by Dr Greg Chapman


I recently purchased a video recorder from a well known electrical goods outlet. It was a big name brand with great features and a huge improvement on our old one which was nearly 10 years old and was now becoming unreliable. It was a good unit, but now was old, tired and out of date, and was not a great match to our spiffy new TV. So after doing the deal with the salesman, and before I could walk off with my new unit, he asked, do you want to get a warranty for a free replacement if it has any problem at all in the next five years- only 50 bucks extra on top of the $500 I had already agreed to pay. What a deal! (This was on top of the usual manufacturer’s warranty.)

Tuesday, February 07, 2017

The 5 Ways Business Systems Fail


by Dr Greg Chapman


The importance of systems in business is well known, but even in great businesses, they can fail. While the outcomes can range from minor inconvenience to catastrophic, the causes of failure come down to one or a combination of 5 fundamental reasons.

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Dr. Greg Chapman is also the author of
The 5 Pillars of Guaranteed Business Success

The Five Pillars of Guaranteed Business Success

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