The Australian Small Business Blog

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.



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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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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.

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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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