The Australian Small Business Blog

Tuesday, February 27, 2018

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.

Monday, February 26, 2018

Positioning – Your Strategic Choice


by Dr Greg Chapman

There are many choices to be made in business. Where will you operate? Who will you serve? What range of products will you sell? How will you promote them? The biggest question of them all though, is how will you position your business? If you can answer this most strategic question, the answers to the others will fall into place.

When Apple was able to answer this question, with just 15% of the phone market, it obtained 80% of the profits! Their positioning in the marketplace ensured that this outcome was possible.


More...





May You Business Be - As You Plan It!

Subscribe to this Blog for more Small Business news and tips.


Share this article:Positioning – Your Strategic Choice


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.



Promote Your Business on our Facebook Fan Page


facebook_button.png
The Australian Small Business Blog

To send this article to a friend, click on the envelope below.

Thursday, February 22, 2018

Buy from us because our competitors are lousy


by Dr Greg Chapman

Why should someone buy from you? Because you have great service? Everyone says they have great service. Have you ever heard one of your competitors say: “Buy from us, we’re lousy!”

Your competitor’s service may well be lousy, and yours may be a great quality, but just saying it’s so, while bad mouthing your competitor (never a good look to customers) is not going to convince anyone. So what should you do?


More...





May You Business Be - As You Plan It!

Subscribe to this Blog for more Small Business news and tips.


Share this article:Buy from us because our competitors are lousy


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.



Promote Your Business on our Facebook Fan Page


facebook_button.png
The Australian Small Business Blog

To send this article to a friend, click on the envelope below.

Wednesday, February 21, 2018

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, February 20, 2018

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!

Subscribe to this Blog for more Small Business news and tips.


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.



Promote Your Business on our Facebook Fan Page


facebook_button.png
The Australian Small Business Blog

To send this article to a friend, click on the envelope below.

Thursday, February 15, 2018

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.

Tuesday, February 13, 2018

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, February 12, 2018

Ad of the Month – Local Ads

by Dr Greg Chapman



Typically the ads we look at here are pretty slickly done, with high production values, and professional performances. A lot more fun are ads for local businesses that are so bad, they are good.

Because they are local, we tend to give them a free pass, because we understand they don’t have a lot of funds, but this one was shown on the Super Bowl! It contains a fairly wooden performance from a local sports star and a second-rate Trump impersonator, but it was fun, and it made you want to watch it to the end to see what happens. The ad was also very topical, and I think does a much better job than many of the late night tv shows because they put the politics before the comedy.

Thursday, February 08, 2018

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.

Wednesday, February 07, 2018

Are Timewasters wasting your time and costing you money?


by Dr Greg Chapman

In too many small businesses, owners work longer hours, often taking home less pay than their employees. They are in fact the last to be paid.

In any business we see them, the timewasters. Of course you can never be sure which enquiry is a waste of your time, and which could be a buried gold nugget. And of course, you don’t want to be rude, because even timewasters may seek to damage your reputation if not handled the right way.

I recently had such a situation, with a surprising result.


Tuesday, February 06, 2018

How to Drive Your Business forward with a 1 hour Business Plan


by Dr Greg Chapman


Owners avoid writing out a business plan because they believe it will take a long time for little benefit. But what if you could create your own plan in an hour and have a simple process with which to update it? Dr Greg Chapman shows you how.

Monday, February 05, 2018

Making This Year a Success with a Plan You Actually Believe


by Dr Greg Chapman

Have you had a great break? Have you sharpened your axe? So what is Your Plan for this year?Better than last year? How much better? 20%? 30%? 50%? What does this really mean?More customers? A new strategy? Higher margins? New products & services?



Write down your goals for this year. What will be your turnover? What will be your gross profit? How many sales will you have to make? How will you handle these sales? Do you need more staff? How will you get these new sales? More...




May You Business Be - As You Plan It!

Subscribe to this Blog for more Small Business news and tips.

Share this article:Making This Year a Success with a Plan You Actually Believe



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.



Promote Your Business on our Facebook Fan Page


facebook_button.png
The Australian Small Business Blog

To send this article to a friend, click on the envelope below.

Thursday, February 01, 2018

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.

THE AUSTRALIAN SMALL BUSINESS BLOG IN TOP 100 GLOBALLY

Awarded Top 100 Small Business Blog

Award from Feedspot, the international RSS blog syndicator.

Featured Book

Dr. Greg Chapman is also the author of
The 5 Pillars of Guaranteed Business Success

The Five Pillars of Guaranteed Business Success

Facebook

Twitter

LinkedIn

Goggle Plus

Atom Feed