The Australian Small Business Blog

The Australian Small Business Blog

This Blog is 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. 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, January 29, 2015

Sales Technique - Handling Serial Procrastination with the Lazarus Close

by Jim Prigg

To complete any deal or agreement, to deliver an outcome or proceed to the logical conclusion for someone to buy you need to be able to employ a variety of methods to get agreement to proceed.

This can be putting pen to paper, cash money paid (and receipted), a credit card number obtained or a memorandum of understanding to complete the transaction. That quite simply is about closing the sale.

A close can be tacit, by handshake, verbal, implied, written and signed for or by an agreement to deliver on or by a certain date.

People continually ask how do they “just get on with closing the deal?” Closing is part of the sales process that should never be under estimated or taken frivolously by the person looking to gain the business.

The Lazarus close is a very simple close that allows you to revisit the position and check the warmth of someone who has gone off the boil in proceedings.

Thursday, January 22, 2015

Tuesday, January 20, 2015

Why I offshored myself to the Philippines

by Derek Stewart

“Offshoring” is a loaded word and controversial topic. To some it means corporate greed gone rampant, lost jobs, destroyed industries, wider economic and societal problems. To others it means embracing a globalised economy, uniquely benefitting developing nations by giving them a real chance to rise out of poverty, redistributing the wealth of the world and lower priced goods and services, for a win-win situation.

Sunday, January 18, 2015

Ad of the Month – Bigger is Better



by Dr Greg Chapman


When researching ads for this regular post, I come across many made just for the internet, some of which run up to 5 minutes. Typically I choose ads that run less than a minute, as longer ads would unlikely to be shown on television and are often self-indulgent, but this now an important advertising medium, easily accessible for small businesses.

Monday, January 05, 2015

Will you leave your business planning to your competitors?


by Dr Greg Chapman


A recent ABC poll indicated that over 70% of respondents thought that New Year’s Resolutions were a waste of time. Personally, I think this says more about the people who responded to the poll than about how useful they really are.

If like me, you think having a plan for your business is important, please download our free New Year’s Resolution- Mission Statements Made Easy tool for business and leave the 70% to their delusions and the fate chosen for them by others who do make plans.


May Your 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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Wednesday, December 17, 2014

2014 Small Business Articles of the Year


by Dr Greg Chapman


With over 60 posts this year on the Australian Small Business Blog, it is now time to identify the top post as ranked by Google for page views.


3. Small Business Strategy Case Study - How do You run a Word of Mouth Business?

2. Five Steps to Grow Your Business

but the number one ad, as rated by page views, with more than 2 times as many views as the runner up is:

Tuesday, December 16, 2014

Ad of the Year 2014


by Dr Greg Chapman

Each month over the past year, the Australian Small Business Blog has presented ads or items about advertising which illustrated specific strategies that are critical for success. Now, as voted by the number of google views, here are the top three ads of 2014.



3. Who's the target?

2. Secrets of Advertising

but the number one advertising article, rated by views, is:

Monday, December 15, 2014

Do Australian attitudes ruin productivity?

by Derek Stewart

"What do you mean you don't have a maid?" is one of the most common questions I would get after moving to the Philippines. This meant the conversation moved beyond the more frequent questions of "Where are you from?" and "Are you married yet?". Answered in the negative, the follow up questions would normally be, "Not even a personal driver?" and "Why aren't you married yet?"

Aussies have a wonderful level of equality and do-it-yourself-ness ingrained in our culture. We do broad tasks within a white collar job and aren't afraid to roll up our proverbial sleeves, no matter who we are. This is a great attitude, but often comes at the detriment to overall labour productivity. If experienced staff are doing repetitive and tedious admin tasks as part of their job, they're missing out. They're wasting time, the most valuable resource of all.

Thursday, December 11, 2014

Daddy, where do jobs come from- Big Business or Small?


by Dr Greg Chapman


While the media tend to ignore small business, politicians of both major parties will say that small business is the growth engine of the economy, although organising them to support their policies is like trying to herd cats. Even so, with 47% of private sector employees producing 30% of our GDP, together they are a powerful force in our economy.

When a big business such as an auto manufacturer shuts down, it makes big headlines with union bosses, who have been sabotaging the company’s profitability and ability to manage for years, complain how unfair it is and demand government intervention to protect jobs and even bigger handouts. Unfortunately several thousand jobs will go when this happens, and just as importantly small business suppliers are also hit.

Friday, December 05, 2014

Sales Technique - 5 Tough Techniques for answering objections

by Jim Prigg

How do you meet objections raised against your offers and advice? What do you say? How do you say it? Remember, objections have a positive upside because they give you the chance to help the prospect by removing their doubts, reshaping their attitudes or putting new thoughts into their minds.

The following tactical and strategic methods of answering and countering objections are varied and of different intensity.

Wednesday, December 03, 2014

I’m sorry, I have to double my prices


by Dr Greg Chapman


That’s what a friend of mine said just recently to all his clients. Would you be brave enough to do that? And was this truly an act of bravery on his behalf? This is his story.

Tuesday, November 25, 2014

Marketing Moments - The Giving Something for Nothing Marketing Strategy

by Dr Greg Chapman, MBA
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We all love Free Stuff, and are attracted to something for nothing. In fact we find it difficult to compete with all the Free Stuff out there, particular if we offer advice. After all, the internet knows everything. Even if you provide products, you still have to compete with the Free Stuff.

More.....


Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses, providing 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.

Thursday, November 20, 2014

How to have a vacation without emails or phone calls and return to a thriving business


by Dr Greg Chapman


Last month I returned from a vacation in Europe with my wife to find my business running very nicely without me. Enquiries were still coming in and being handled, and sales were unaffected. The best thing was that I didn’t look at a single business email or take a single business call while I was away.

Tuesday, November 18, 2014

Ad of the Month - Video in Print Ads



by Dr Greg Chapman


Print advertising can still be a powerful way to promote your products and services if it’s properly targeted, but will always be less effective than video. What if there was a way to combine both?

Friday, November 14, 2014

Sales Technique - Things not to do when handling resistance or objection

by Jim Prigg

Handling objections can be frustrating, annoying and sap your energy When objections occur take a deep breath, welcome the opportunity to rewind and take up the challenge to clarify what is holding up the solution for the customer.

Here are some critical elements of not what to do when you are handling objections from people about your offers.

Friday, November 07, 2014

Friday, October 31, 2014

Clive and Anna Palmer – Married to the Business


by Dr Greg Chapman


Earlier this month, Clive Palmer’s wife announced that she would be a candidate in a preselection contest for the next Queensland election for the Palmer United Party for a Gold Coast seat. This prompted a call from the ABC for an interview with me on the topic: that if Anna became selected and elected, she would be in business with her husband, and what tips I had for them, as well as other couples in business together, on how to run their business.

Unfortunately for Anna, she wasn’t preselected (perhaps she dodged a bullet), but on the positive side, she is on the executive committee, so she is still ‘Married to the Business’. In preparing for the interview, I discovered that the Palmer United Party was truly a family business.

Thursday, October 23, 2014

Marketing Moments - The First Click or Last - Which is the Money Click?

by Dr Greg Chapman, MBA
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When someone buys something from you on your website, sends a direct enquiry or calls you, it’s always important to know how they found you. However, is it the first time they visited you, and if not, was it from another referral source? Which click is the most value to you and where should you invest?

More.....


Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club 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.

Friday, September 19, 2014

Small Business Strategy Case Study- A Practice that was too busy to Grow




by Dr Greg Chapman


As part of my service I provide a Complimentary Business Evaluation. From my files, here is a summary of a case study of a practice that was just too busy too grow.

Monday, September 08, 2014

Ad of the Month – Super Niche



by Dr Greg Chapman


The purpose of most advertising is to get your name in front of as many of your target market as you can. Well here is a story of an advertising campaign to reach a single buyer.

Featured Book

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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