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, April 28, 2016

How to Increase your Sales to Existing Customers



by Dr Greg Chapman

Attracting customers is a never ending task for any business. You can’t ever rest on your laurels. Finding new people who might want to buy, introducing your business, and finally convincing them to give you a try, can be exhausting. With all that effort exploring the outer reaches of your marketplace, it’s easy to ignore what’s right under your nose, your existing customers.

It’s six times easier to sell to an existing customer than to find new ones. They already know and trust you.

Here are seven strategies you can use to increase sales to your existing customers

Monday, April 25, 2016

Breaking: Australian Small Business Blog ranked in Australia’s 30 Best Business Blogs




The Australian Small Business Blog has been nominated by the Locomote as one of Australia’s 30 Best Business Blogs.

Thanks guys for the recognition.




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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Thursday, April 21, 2016

Does Your business suffer from Growing Pains?


by Dr Greg Chapman

Busier than a one armed wallpaper hanger? Don’t have time to scratch yourself? Have a waiting list for new clients? Has previous exponential growth rate has slowed to a crawl? If so, then it’s likely your business is experiencing growing pains.

Chances are you are working longer hours than any of your staff, and are the last to get paid. Your business is a victim of its own success.

If you do take any time off, when your return, you wish you had never left. It’s as if nothing happened at all when you were absent. Sure, work was done, but nothing progressed, and your inbox is full of unanswered enquiries. Your business has become its own version of groundhog’s day. While it feels like a trap, it’s also an opportunity.

Monday, April 18, 2016

Ad of the Month – Foreplay


by Dr Greg Chapman


Having done your online search, you have found what you believe you have been looking for. Then you click on the link, and do you get the information you are seeking? All sorts of marketing then starts to block your path to content. What does this say about your business?

Friday, April 15, 2016

Sales Technique - I already have a supplier of your services

by Jim Prigg

Being in competition, invites people to use the ambiguous objection that their problem is solved because they already have a supplier of your service, products or ideas. It is a good time to check how strong that relationship is and whether there are any flaws in it from the alternative supplier.

Tuesday, April 12, 2016

7 Steps to a Customer


by Dr Greg Chapman

Whether someone is walking past your store or discovers you online, there are seven steps that a person takes to become a customer. While it is not possible for a business to control all these steps, there is much they can do to smooth the journey.



1. Discovery

Before Discovery, a person will not know you exist, let alone what it is you do. They may not even be currently in the market for what you have to sell but still have the potential to be once they know more. So, before any sale, you have to be discovered. This means, a business has to make it easy to be discovered, even if the person is not yet ready to buy. What are you doing to make Discovery easier for potential customers?

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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Thursday, April 07, 2016

Things to ask your Bookkeeper before the weekend...


by Tim Johnston

It’s great to have someone that has their finger on the pulse of your business. While your Tax Accountant keeps there eye on the “big Picture,” your Bookkeeper knows exactly where you stand financially today! Some clients comment how they don’t know how we can stand number-crunching for a living. However it’s not the bean counting side of things that we love but being able to sit down with a business owner and help them understand their business.

Of course your bookkeeper should know who owes you and who you owe. But they should also be able to tell you things like:

Monday, April 04, 2016

Government body determined to destroy 40k small businesses


by Dr Greg Chapman

The Road Safety Remuneration Tribunal (RSRT), has decided that it wants to destroy 40,000 small trucking firms by demanding that they charge up to five times more for the same service than big freight companies.

Did you know that there is a government body that can decide how much a business can charge? Well, not just any business, just the trucking business. Why the trucking business? It’s because of an unholy alliance between the Transport Workers Union and the big truckers.

Thursday, March 31, 2016

What should I do now?

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.

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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Thursday, March 24, 2016

Small Business Best Practice Benchmarks - Operational Plan


The first article on Small Business Best Practice Benchmarks was about how all great businesses have a five year strategic plan. While this is a necessary part of the planning process, it is not sufficient. There also needs to be a detailed operational plan.


Wednesday, March 16, 2016

Breaking: Australian Small Business Blog in Top 100 Sites




The Australian Small Business Blog has been nominated by the Masters of International Business as one of the 100 Best Sites for International Business People. Thanks guys for the recognition.



Dr Greg Chapman




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


Subscribe to this Blog to be notified about more Small Business news and tips as soon as they are posted.

Share this article:Breaking: Australian Small Business Blog in Top 100 Sites

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 approved.]

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.

Promote Your Business on our Facebook Fan Page


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Monday, March 14, 2016

Ad of the Month - Not to be Missed


by Dr Greg Chapman


The biggest problem in advertising is getting people to watch your ads. What with the fast forward buttons on TV remotes and the skip button online all that creative effort can be lost with a tap of an impatient finger. No more is this an issue than the pre-roll ads you see at the start of a YouTube video. You are forced to endure the first 15 seconds of an ad before you are allowed to see the content you really wanted to watch.

Wednesday, March 09, 2016

Showrooming II


In another article on Showrooming, the practice of customers visiting retailers and after receiving the benefits of the salespersons’ time and knowledge, searching and purchasing on line at the lowest price, which is becoming ever more common in Australia, hope is provided.

In this article, however, the claim is made that retailers have fought back against this practice.

Thursday, March 03, 2016

Marketing Moments - Getting a Premium


The marketplace has never been more competitive, and it's never been easier to compare. In fact some businesses, such as iSelect, are built of offering side-by-side comparisons. In such a marketplace, price shopping is the norm.

To win business without discounting, and to achieve a premium, it's essential to be able to demonstrate the value you provide. This can be based on something the customer wants and can't do for themselves, or something they don't want to do themselves.

Friday, February 26, 2016

Do penalty rates kill profitability?

by Dr. Greg Chapman

There was recently some controversy when a restaurant posted on their menu board that they couldn’t open on public holidays because of the mandatory 2.75 times penalty rates in South Australia, claiming that they would have to increase their menu prices by the same amount. Another article a few days later revealed the same situation in Canberra, and now it is being raised in the Australian Industrial Relations Commission by the Government. There has been a lot of ill-informed and abusive commentary by some patrons in social media (how unusual!), so what is the reality?

First let’s deal with the claim that their prices would have to increase by 2.75 times to cover their costs. As many rightly pointed out, labour is not their only cost.

Monday, February 22, 2016

Ad of the Month – Innovation


by Dr Greg Chapman


Valentines Day is a great day for marketers. It’s an opportunity to get people in specific categories, such as florists and confectionary to boost their sales, but unless you are innovative, you will miss out.

What if you had a product that is never associated with Valentines? How could you elbow your way into the sales? What if you sold Doritos corn chips? Why would anyone give corn chips as a Valentines gift? Is there a market gap?

Friday, February 19, 2016

Do penalty rates kill profitability?

by Dr. Greg Chapman

There was recently some controversy when a restaurant posted on their menu board that they couldn’t open on public holidays because of the mandatory 2.75 times penalty rates in South Australia, claiming that they would have to increase their menu prices by the same amount. Another article a few days later revealed the same situation in Canberra, and now it is being raised in the Australian Industrial Relations Commission by the Government. There has been a lot of ill-informed and abusive commentary by some patrons in social media (how unusual!), so what is the reality?

First let’s deal with the claim that their prices would have to increase by 2.75 times to cover their costs. As many rightly pointed out, labour is not their only cost.

Tuesday, February 09, 2016

Small Business Best Practice Benchmarks

by Dr. Greg Chapman

There have been many studies on what great businesses do differently. Each have identified a number of common benchmarks. Over the next 12 months I will review key Small Business Best Practice Benchmarks for Australian businesses. These will include Business, Financial, Marketing and Operational best practices.

The first practice in common with all great businesses is Strategic Planning. They all have a five year plan.

As the Cheshire Cat said to Alice “If you don’t know where you are going, any road will take you there”


Tuesday, February 02, 2016

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.

Friday, January 29, 2016

Lessons for Small Business from Big Business - Blackberry


by Dr Greg Chapman


Blackberry is in trouble. At one time it was the phone of choice for the corporate world. Even the US president had one. It had excellent email security and integrated well with other business software products.

All that changed with the new generation of phones. Blackberry failed to keep up and saw its market share collapse, even in its niche of choice - corporates. It now seems to be looking for a buyer, but what’s it worth?

It has certain technologies and patents that may be of value to others, but the biggest part of the value for any company purchase is usually the Goodwill for the business as a going concern. Purchases of assets such as patents are pretty much what you get in a fire sale especially as there seems to be little that’s unique in its latest offerings that might appeal to another Telco with its own patents. They may have value to a new entrant.

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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