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.

Thursday, September 21, 2017

Lessons for Small Business from Big Business – Appointing General Managers


by Dr Greg Chapman


It’s the dream of many small business owners to one day appoint a General Manager to their business so they can step back and enjoy life. In this dream world, the GM sends the owner regular reports, and a monthly cheque with little need for involvement from themselves except an occasional guiding hand.

Reality is somewhat different as I observed while watching the biopic on Steve Jobs. By all reports, he was not the easiest person to work with, in spite of (because of?) his genius.

Tuesday, September 19, 2017

Ad of the Month – Glitch?

by Dr Greg Chapman


This month’s Ad of the Month is not really an ad, or is it? You go to the trouble and expense of having a massive product launch. You invite all the influencers to be there to promote your product, and during the presentation, there is a fail of its major feature. Well that’s what happened to Apple. What happens next?

Thursday, September 14, 2017

Sales Strategy- The Best Known Sales Secret in Business

by Dr.Greg Chapman



In any business, there is usually one person who outsells everyone else. You wish that all your sales staff were as good as this person. Often this person is you, the owner, but it doesn’t matter how much training you give the sales staff, or even if you increase incentives, little seems to change. What you have stumbled across is the best known sales secret in business.

Tuesday, September 12, 2017

Let’s Make a Meal Deal


by Dr Greg Chapman




One of the most overlooked strategies for increasing sales is the package deal - and yet any business can do it to instantly add to their turnover and profitability.

Package deals are different from upselling in that, when upselling you or your team member offers the extra product to the customer after the initial purchase decision, a package deal already has a number of products combined. The customer then has the option upfront without the need to be asked if they'd like to make the additional purchase.

In this podcast, I reveal how you can use packaging to increase your sales.

Thursday, September 07, 2017

What I learned about Marketing from our Dog and Cat


by Dr Greg Chapman


While our dog is getting on in years, and suffers from arthritis and is almost blind, there is nothing wrong with his sense of smell and he loves his food. If you give him top grade steak, or just plain dog food from the can, he gulps it down the same way he did when he was a puppy. He will eat what our cat doesn't finish from her bowl. In fact if she throws any of it up, he will eat that too. He is just not that fussy. In fact the only thing we have found he won't eat is brussel sprouts. (I can't say that I can blame him.)

Monday, September 04, 2017

How much are Your Sales costing You?




When businesses look at their different products and services, they usually have pricing strategy. For products they may, for example, double the wholesale price to cover their overheads and deliver some net profit. For services, they may look at how long the component tasks take, the cost of the employees delivering the tasks, and again add a factor for overhead to determine their prices.

What few do is consider the cost of a sale. Now some sales are transactional, for example when you order a cup of coffee at a café. The barista isn’t spending a substantial part of her time convincing the customer to buy the coffee as the customer has already made a buying decision when he walks in to the café.



If, however, a person works at a car dealership, all their time is spent making the sale, and quite often there is no sale. In other businesses, employees spend time on both selling and delivering. These costs need to be considered when pricing products. More...

May Your Business this Year be - As You Plan It.



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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Lea ding 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, August 29, 2017

Why learning 15 ways to Close the Sale is a waste of Your time




There are dozens of ways to close the sale, and lots of sales trainers know them all. There is the assumptive close, the alternative choice close, the reverse close, the time sensitive close and many more.

Closing of course is the end point of every sales pipeline, and you must have an elegant way of asking for the sale. So many sales are lost because the sales person doesn’t ask for it, but relying on the close to get the sale for you, making the close do all the work in converting a prospect is a big mistake. If the customer is not ready to buy, no close will work for them.

Friday, August 25, 2017

Does Business Coaching Work?


by Dr Greg Chapman


Whenever we want to try something new to improve our life, whether we want to get fit, lose weight or improve our business, we ask ourselves, will it work? We have all seen the before and after photos of people who have lost weight from some miracle diet, and guys who have gone from flab to abs of steel. Similarly in business coaching we see the results of star clients who have doubled, tripled or more their results.

So we know it can work, but will it work for us?

Tuesday, August 15, 2017

Top 27 Business Blogs to Build Successful Businesses

by Dr Greg Chapman

The Australian Small Business Blog has just been included in TopPlanet’s list of it’s Top Business Blogs. This blog comes in as #4 on the list, and is the only Australian blog recognised.

Thanks guys for the acknowledgement.







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, August 08, 2017

Ad of the Month – Winners

by Dr Greg Chapman


Businesses love to associate themselves with winners. The implication being, that if you buy our stuff, you can be a winner too. So Nike did an ad with one of the world’s greatest winners, Roger Federer, after his most recent Wimbledon win, where he took no prisoners.

Thursday, August 03, 2017

Referrals – Proactive vs Reactive


by Dr Greg Chapman


One of the highest expenses for any business is generating new business - keeping that constant flow of new customers coming in to replace the ones you lose through natural attrition, and the extra customers you need to grow your business. Receiving referrals is a great way to get new customers, and for many businesses, this is perceived as an organic strategy. However much better results are possible with a proactive referral strategy.

In this podcast I discuss simple proactive referral strategies.

Friday, July 28, 2017

Business Plans - Essential or Useless?




Most the business plans I see read like novels, and if they were in libraries, they would be classified as science fiction. At some time, most business have prepared a business plan. Often at the early stages, and are filled with the optimism of the inexperienced, but once exposed to the reality of the market place, these plans regularly get forgotten on the shelf gathering dust.

General Truman once said “Planning is essential but plans are useless”. Perhaps this thought was prompted by a 19th century German Field Marshall von Moltke who said “No plan survives contact with the enemy.”

Tuesday, July 25, 2017

5 Messages You Should Never Send on LinkedIn


by Nathanial Bibby

With access to over 500 million members on the world’s largest professional network, LinkedIn enables a unique opportunity to build your brand, generate leads and position yourself as an industry authority.

To help our readers avoid these common mistakes, LinkedIn expert Nathanial Bibby shares with us the 5 most common mistakes people make when sending messages to prospects on LinkedIn.

Monday, July 24, 2017

Why learning 15 ways to Close the Sale is a waste of Your time


by Dr Greg Chapman

There are dozens of ways to close the sale, and lots of sales trainers know them all. There is the assumptive close, the alternative choice close, the reverse close, the time sensitive close and many more.

Closing of course is the end point of every sales pipeline, and you must have an elegant way of asking for the sale. So many sales are lost because the sales person doesn’t ask for it, but relying on the close to get the sale for you, making the close do all the work in converting a prospect is a big mistake. If the customer is not ready to buy, no close will work for them.



More...





May You Business Be - As You Plan It!

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Share this article: Why learning 15 ways to Close the Sale is a waste of Your time


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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Friday, July 21, 2017

Getting Paid First in Your Business


by Dr Greg Chapman


The way most people run their business, they are the last to get paid. Their wage is what’s left over after they have paid their bills and their staff. If there’s not enough to go around, they take a cut, or even worse, have to chip in from their own pockets to make sure that everyone else gets paid.

Is there another way? Yes.

To ensure you get paid first, you need to set-up your business in a way that makes that happen. The first step is to include your wages right from the start when you develop your pricing and profit strategy. What most people do when they set their prices is to look what their competitors charge as a guide to their own prices, and what’s left over after expenses is their wage.

Monday, July 17, 2017

Marketing Moments – The 80-20 Rule


by Dr Greg Chapman


The 80/20 rule appears to be ubiquitous. That's the rule that says 80% of the result comes from 20% of your effort. You will also find that 80% of your new business will come from 20% of your marketing effort. The key is to measure what you are doing with your marketing so that you can then identify that 20%. In this podcast I discuss how you can use the 80-20 Rule to get the most out of your marketing budget.

Thursday, July 13, 2017

Marketing or Systems – The Chicken or the Egg?


by Dr Greg Chapman


Your business is doing pretty well, but you can tell it could be a whole lot more productive. You notice that your staff spend a lot of time putting out fires to keep clients happy. On the other hand, you know that the marketing is unfocused and sales, while at a reasonable level, are unpredictable. Great one month, and not so much the next.

Tuesday, July 11, 2017

Ad of the Month – Problem and Solution

by Dr Greg Chapman


The basic formula for advertising, demonstrate a problem, reveal your solution, and show how it solves the problem. What if the problem causes them to laugh at you? Does it make it more pressing for you to find a solution if only to stop them laughing at you? That’s the formula in this ad.

Tuesday, June 27, 2017

Finding Your Marketing Silver Bullet


by Dr Greg Chapman

Like the never ending search for unicorns, businesses seek their own holy grail, their own marketing silver bullet. They try advertising in different media, they rely on word of mouth and may even try cold calling. Nothing seems to work.

Online gurus promote SEO, Adwords and pretty new websites with pop-ups, pop-unders, chat boxes and every other new internet gadget that has an affiliate program. Nothing seems to work. But the search continues. There are only four enquiry generation marketing strategies: 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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Wednesday, June 21, 2017

The Known Unknowns that Business Owners Face



by Dr Greg Chapman, MBA

When someone starts a business, it’s typically doing something for which they have the knowledge and training and enjoy. They may be a tradie with a trade qualification or professional with a relevant degree. When starting their business, they focus on that skill and delivering to their clients the best service they know how based on their training and previous experience working for others.

As the business grows, however, they find there are other issues for which their professional or technical qualification left them unprepared. Often the business stagnates as it hits a glass ceiling. Even though they may be doing well, they find there are just not enough hours in the day. Much of the time is spent firefighting and following up staff. This distracts them from stepping back from the coalface to work on their business rather than just being trapped within it, like running in a hamster-wheel.

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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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