The Australian Small Business Blog

The Australian Small Business Blog

This Blog has been providing 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 for over 10 years. 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.

Tuesday, February 19, 2019

The Almost Magic Circle of Price



by Dr Greg Chapman


There are laws of nature we all learnt about at school. Newton's laws of physics the laws of thermodynamics and Boyle's laws in chemistry, plus too many others to remember. But there are laws in marketing as well, and here I am referring to the almost magical Circle of Price.

Someone certainly deserves a Nobel Prize for this one.

Wednesday, February 13, 2019

Are You Using Scripts - Words that Sell



by Dr Greg Chapman


A sales pipeline can have many steps, and the secret is to optimise each one. So let’s look at a single step.

How well do you and your team deal with your current and potential customers? Do you leave contact with your customers to chance, or do you have a set, uniform approach, especially when dealing with enquiries from those who haven't dealt with your company before? More...


Tuesday, February 05, 2019

Top 10 Australian Small Business Blogs Award



by Dr Greg Chapman


The Australian Small Business Blog has already been recognised as one of the top 100 small business blogs globally (see the award to the right) but it has now also been awarded as one of the top 10 Australian small business blogs as well.

Thanks guys for the recognition. You can check out the other 9 blogs here, also great reads (not least because some have published my works as well!)

Tuesday, January 29, 2019

Marketing Moments - How to Give It Away to Get It Back!


by Dr Greg Chapman


One of the most powerful marketing tools you have at your disposal is the use of the knowledge that you already possess. Yet how you use that knowledge as a strategy to grow your business is often overlooked. In this podcast I discuss how to leverage this knowledge to position you as the authority in your marketplace.

Wednesday, January 23, 2019

Ad of the Month – When Points of Difference don’t matter


by Dr Greg Chapman


You have a service might not be that different from others, so what do you do? Perhaps make a comparison with what life would be like without any of these services, and then highlighting your own. That’s what these very slick French ads did.

Friday, January 18, 2019

How does Your Business Compare? – Free Performance Benchmarking


by Dr Greg Chapman


While owners work away in their business every day, they would love to know how they are doing compared with their competitors. Wouldn’t it be nice if they let them have a peak at their books, but that ain’t gonna happen!

But what if someone had compiled the data of ALL your competitors which would allow you to see how you rank? A database of every competitor in the country! Wouldn’t you like to get your hands on that?

Well you can, and best of all, it’s free! So who has this data, and why are these being so generous with it? To answer the second question first. You have already paid for this data, that’s why it’s free! So who is this benefactor? The Australian Taxation Department.

Sunday, December 16, 2018

2018 Small Business Articles of the Year


by Dr Greg Chapman


With 136 posts this year on the Australian Small Business Blog, it is now time to reveal the top post as ranked by Google for page views.



3. Business Owners – It’s always your fault
When it all goes pear shape, even if it’s not your fault, it is.

2. Steve Job’s Top 10 Tips for Business
If you are going to listen to anyone, listen to the master.

But the number one business article, rated by views, is:

Thursday, December 13, 2018

Attention Small Business Owners – You can check out any time you want – but Can You Ever Leave?


by Dr Greg Chapman



Owning a business is a 24/7 job. Even when you are away from the office or store, it is hard to switch off. Almost everything you see somehow reminds you of something you need to do in your business.

You might be reading a book, and the hero enters a store that is selling in a way that gives you an idea for your business. The author may not own a store, but is likely to be very creative and wants to make their hero’s time in the store memorable in some way. Of course you would like that for your customers.

It is like the science fiction writer who dreams up all sorts of new devices to create a wonderland for avid science fiction fans. The funny thing is many scientists and inventors like science fiction, and are often inspired by the creativity of the science fiction writer who may have little or no science training. The scientist who reads about the idea then becomes intrigued by it, then obsessed, until they actually work out how to make it happen. There are numerous documentaries on inventions inspired by programs such as Star Trek.

Wednesday, December 12, 2018

How One Business Spends 50 cents to Make $100


by Dr Greg Chapman


The best earning marketing dollars are spent on your customers rather on advertising where the money goes to some media mogul. Consider this example:

Coles is currently offering to pay the GST on feminine hygiene products under the banner “Why should you be taxed for being a Woman”. Why are they doing this and will it work?

This is a fairly emotional appeal, but as a male I can be objective on this (he says quickly ducking to avoid sharp objects being propelled at him by the females in his life).

Clearly many women feel this is an unjust tax. It was very controversial when first introduced, although the then opposition and now government has done nothing to remove it.

Tuesday, December 11, 2018

2018 Ad of the Year


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 views as recorded by Google, here are the top three ads of 2018.

3. Local Ads When you have a local business, and there are far fewer people you are likely to offend if you mock well known people.

2. Innovation If you have a product which is basically the same as your competitors, perhaps you can change the packaging to create a point of difference.

Thursday, December 06, 2018

Do Your Customers Fight Like Cats and Dogs?


by Dr Greg Chapman


One of the most popular articles I have ever written was Are Your Customers Cats or Dogs? In it I warned that businesses can have both Feline (High Value Customers) and Canine (Budget Customers) but you need to ensure that you keep them apart. After all, we know what happens when you put Cats and Dogs together. (I am talking about market segmentation!)

If your segmentation is poor, you find that your customers are looking over the fences and seeing that the grass appears greener on the other side. Perhaps your budget offer might appeal to the customers you previously thought to be premium.

In market segmentation, I often like to compare Qantas and Jetstar. Both, of course are owned by the same company, but one is cheap and cheerful, and the other is focused to the business traveller. While the business traveller is still cost conscious, they want reliability and flexibility. Jetstar does not offer this, with delays far more frequent.

Wednesday, December 05, 2018

Ad of the Month – Deceit?

by Dr Greg Chapman


This month rather than an ad, I am going to lift the veil on how they are made. Obviously you want to show off your product in the best way possible, so here are some tricks people use in food advertising to enhance the appearance of their products.

Tuesday, December 04, 2018

The Value of Your Big New Business Idea


by Dr Greg Chapman


I am often approached by people with a big business idea who want someone to pay them for it. How much is your big business idea worth?

Back in the early eighties, I worked for a year in the US for another company. Whilst there, I noticed that they had home delivered pizza. This was especially great in the winter when there was snow on the ground and I did not want to go out. It was when I first heard the Domino’s pizza slogan – delivered in 30 minutes, or its free!

This service was so taken for granted, that they talked of those dreaded areas in town which were pizza delivery no-man’s lands- outside the delivery area for any pizza shop. You wouldn’t want to buy a house there!

Wednesday, November 28, 2018

Forecasting Your Business

by Dr Greg Chapman


Making predictions is difficult, especially about the future! But if you can’t predict the future, how can you make decisions about your business? Should you expand your business? Should you hire a new employee? Should you invest in new software or equipment? Everyone of these decisions is a risk, but only if you don’t know what the future holds for your business.

Tuesday, November 27, 2018

Attention Small Business Owners – You can check out any time you want – but Can You Ever Leave?

by Dr Greg Chapman


Owning a business is a 24/7 job. Even when you are away from the office or store, it is hard to switch off. Almost everything you see somehow reminds you of something you need to do in your business.

You might be reading a book, and the hero enters a store that is selling in a way that gives you an idea for your business. The author may not own a store, but is likely to be very creative and wants to make their hero’s time in the store memorable in some way. Of course you would like that for your customers.

Thursday, November 22, 2018

Blog Spam Rant


by Dr Greg Chapman


As this blog is highly ranked by Google (try searching on "Australian Small Business") I get a lot of blog spam.

What do I mean by blog spam?

I mean short comments, often with bad English, usually off topic, and perhaps flattering, all with the purpose of getting a free backlink from a highly ranked website. Some examples (with the link deleted are below).

Thanks for sharing your post and it was superb. I would like to hear more from you in future too.

This blog was absolutely fantastic. lots of great information and inspiration, both which we all need it.

Recently, most of the business owner published their product through internet, sometimes from social media and some of them are through blogging or commenting.


Wednesday, November 21, 2018

Start-Ups: Are You Serious?


by Dr Greg Chapman


As a business coach I get approached by lots of people who are thinking of starting a business, or who have just started. There is one thing in common with all start-ups: they either don’t have much money, or don’t want to spend any. This is understandable. They don’t know whether the business will actually work, and how much time and resources they will devote to it.

So the start-up tries to save money by printing business cards on their home inkjet printer using pre-perforated cards from Office-works. They have a hotmail email account, or maybe their home Bigpond account- only marginally better. Their only phone number is either a mobile, or a home phone number that goes to an answering machine when they are not there. The address is a home address or a PO Box.

All these cost saving attempts scream AMATEUR!

Tuesday, November 20, 2018

Don't be a Price Taker


by Dr Greg Chapman


Possibly the biggest opportunity I see with small business clients I have helped over the years is to increase their prices. It is also the one with which most struggle so they become price takers. Increasing your prices is a great strategy as in most cases, the extra revenue goes straight through to the bottom line. A 10% increase in prices can double your net profit…. as long as you don’t lose customers. That’s the challenge and fear. For this reason, my second book, to be released in July will be on how to increase your prices. It is called:

Price: How You Can Charge More Without Losing Sales

Friday, November 16, 2018

Mastering the Strategy of Failure


by Dr Greg Chapman



There is a saying: “If you owe the bank $100,000, you are in trouble but if you owe the bank $100,000,000, the bank is in trouble”

In this time of economic turmoil, the same goes in business. If you are a small business that employs, say five people, and you lay off one, ie 20% of your workforce, apart for the unfortunate person involved, no one takes notice. If you however employ 5000 people and you need to lay off 20% of your workforce to stay viable, and they belong to a union who funds the government’s re-election campaign, one of two things will happen. If you play the game, you get a bailout. If not, you are vilified in the media.

So the obvious choice, particularly for the largest businesses is to take the money. That works for a while. However, taking the money means that you don’t have to take the hard decisions necessary to have a sustainable business. Almost certainly, one bailout leads to another, where each time the stakes are higher. The management soon realises, they can afford to take risks because they know the government can’t afford to let them fail.

Just look at the auto-manufacturers. Each job is subsidised to the tune of $300,000. Apart from the sheer volume of jobs, why would the government subsidise so many unprofitable jobs? Well if your electoral fund providers would lose their ability to fund your next campaign if the businesses failed, you have to keep paying subsidies, albeit with other people’s money.

Wednesday, November 14, 2018

The Best Salesperson in Your Business


by Dr Greg Chapman



A common myth in which many small business owners believe is that all they need to do is find a great salesperson to be successful. They already know how to make great widgets, and they are really good at providing their service to their clients, but if they just had someone who is good at door-to-door to bring in new customers, their business would be brilliant!

The problem is to find great salespeople. On average, most sales people are average. By definition, half are below average! You can, of course train a new sales person, but if you are not great at sales, it will be the blind leading the blind.

You may find a great salesperson – they certainly exist. A great salesperson may be good at selling lots of things, but the thing they are best at selling is themselves. They know their value. They know the value of the business they generate.

THE AUSTRALIAN SMALL BUSINESS BLOG IN TOP 100 GLOBALLY

Awarded Top 100 Small Business Blog

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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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