The Australian Small Business Blog

Tuesday, March 25, 2014

Marketing Moments - Competing in a Highly Competitive Market

by Dr Greg Chapman, MBA
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In highly competitive markets, the buying decision is usually based on price, and why not. Everyone is trying to undercut each other, and the product appears to be a commodity. So why not go for the cheapest offer?

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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.

Monday, March 24, 2014

Business Plans - Essential or Useless?


by Dr Greg Chapman


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.”

Sunday, March 16, 2014

Ad of Month - Demonstrating the Results and Benefits



by Dr Greg Chapman


The first rule of advertising is “Features Tell but Benefits Sell”. This is an ad for a market segment that traditionally focusses on the features, or if there is a focus on benefits, it is in the feel good abstract.

Tuesday, March 11, 2014

Sales Technique - Negating objections with pre-emptive negotiating

by Jim Prigg

Professional sales people are taught how to handle objections. Yet many people who give advice or are in service professions do not see themselves as sales people. Is this a dilemma or denial?

So what if there was a simple way to decrease objections and boost your acceptance rate for your offers? Would that help you?

Well there is a way to decrease objections. It is by using the art of pre-emptive negotiating skills.

Wednesday, March 05, 2014

Five Steps to Grow Your Business


by Dr Greg Chapman
Originally published by Business Victoria Tips & Case Studies

Whether you are responding to an external opportunity such as new customers or grappling with internal pressures, you can grow your business successfully. By building key foundations, it is possible to continually increase your profits for several years. Whilst good general management can produce organic, steady business growth, you will need to update and refresh your business with these five foundational steps in mind to see quantum leaps that are sustainable.

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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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