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.

Monday, May 03, 2021

Ad of Month – You are the product

by Dr Greg Chapman

It’s always interesting to know how others see us, especially if we are the product. How are we sold to others? How is the pitch made? What is the conversation that takes place behind your back to interest potential buyers? Possibly not what you would think.

In this ad, the product is Australia and the buyers are all Kiwis.

Wednesday, April 28, 2021

One Size does not fit All

by Dr Greg Chapman

Henry Ford once said about the colour range of his cars “They can have any colour they want, as long as it is black”. His strategy was built around price. Choice was a cost to his business and he wanted to mass produce so he could get economies of scale.

If you have a low price strategy, you may also offer a one size fits all solution as introducing choice also increases cost.

If, however you wish to increase your margins, having a wider range creates value for your customer.


Monday, April 19, 2021

The Economics of a Sales Pipeline

                     by Dr Greg Chapman

It is not enough to understand the numbers in your sales pipeline (see “Mathematics of a Sales Pipeline”) you also need to understand the costs.

Let’s start with the example in the earlier article:

Tuesday, April 13, 2021

The Five Pillars of Business Success: Pillar 3: Business Systems

                     by Dr Greg Chapman

Last month I covered the second of the Five Pillars of Business Success: Marketing Strategy.

In this post I discuss the third of the Five Pillars of Guaranteed Business Success: Business Systems.

Answer the following questions honestly:

• How many hours do you work a week?
• When was the last time you took an uninterrupted holiday?
• Do your staff have a better job than you?

Wednesday, April 07, 2021

Ad of the Month – Breaking up is hard to do

by Dr Greg Chapman

You have a deep relationship with your existing partner and to leave is actually complicated because of your long standing arrangements, but you’re attracted by another partner who is much more modern and in tune with your lifestyle.

Wouldn’t is be great if you could keep the security of your old relationship but get all the benefits of the much more fun and exciting one? And just to make things clear, I’m talking about banking.

Monday, March 29, 2021

How I lost a Sale

by Dr Greg Chapman

A short while back I lost a potential client. Now its not the first time it happened. And I am sure it won't be the last.

Sometimes I am very happy to lose a client- you know the type, the time wasters, the freebie seekers, or people who are just totally unqualified to buy.

No, the client I lost wasn't anyone of those. In the initial stages of my discussion with him, he seemed pretty qualified. In fact, highly qualified.


Monday, March 22, 2021

The Mathematics of a Sales Pipeline

                     by Dr Greg Chapman

There are two key components to a sale: the technique and the numbers. In this article, we will discuss the second of these components, the numbers.

“Using the Five Profit Drivers to Double Your Business’ Profit” referred to the second Profit Driver as “Increasing your conversions to sales”. That is, we took the number of sales and divided it by the number of enquiries to calculate the conversion factor. This is a very blunt instrument to analyze your sales effectiveness.

The simple sales conversion factor measure assumes a single sales step. Someone calls you and after a conversation, they buy, or they don’t. Most sales processes are far more complex. Consider an example of a typical sales pipeline:

Wednesday, March 17, 2021

The Five Pillars of Business Success: Pillar 2: Marketing Strategy

                     by Dr Greg Chapman

Last month I covered the first of the Five Pillars of Business Success: Your Plan.

In this post I discuss the second of the Five Pillars of Guaranteed Business Success: Marketing Strategy.

What is Marketing? There are hundreds of definitions of marketing, but I like to keep it really simple.

Definition: Marketing (noun): Finding and Attracting people who want to buy what you want to sell for the price you want to charge.

Tuesday, March 09, 2021

Ad of the Month - Joy

by Dr Greg Chapman

Suppose you run an investment fund and you want to appeal to the average person who might only have small amounts that they can contribute regularly? The typical approach might be to explain how small amounts over time will add up to a large amount in the distant future (boring) or you could make saving fun. This is what this fund did.

Monday, March 01, 2021

Do You Market Like a Lion or a Spider?

by Dr Greg Chapman

The lion of course, is the king of the beasts. Standing there on an outcrop surveying the plains with a gentle breeze blowing in his mane. He spots a heard of antelope and climbs down and starts to make his way towards the herd.

He approaches from downwind and starts to stalk his prey. Once the herd comes within sprinting distance, he begins his chase. The herd dashes to the left and then to the right to avoid the lion. Finally the lion spots an antelope that is lagging behind and he marks his target. It is as magnificent to watch as it is brutal.

The lion has his meal. Tomorrow he will do it all again.


Tuesday, February 23, 2021

How Leaky is Your Sales Pipeline?

                     by Dr Greg Chapman

Does your Sales Pipeline leak? Hopefully your answer to that question is “Yes, but just in the places it’s supposed to.” Every business’ Sales Pipeline leaks to some extent. The question is: Have you done everything you can to ensure that it does not leak excessively? Do you even know what your Sales Pipeline looks like?

Very simply, a Sales Pipeline starts with an initial enquiry and ends with a sale. While the Sales Pipeline looks different in each business, there are still some similarities between them. In all businesses, there is a need to generate enquiries. This can be done through advertising, cold calling, public relations or word of mouth. This enquiry may be a phone call in response to an ad. Or, in retail, a customer may walk in your front door attracted by your shopfront marketing. This is the first step of the Sales Pipeline for any business. However, there are usually a number of steps from receiving an enquiry to generating a sale.

Wednesday, February 17, 2021

The Five Pillars of Business Success: Pillar 1: The Plan

                     by Dr Greg Chapman

Last month I revealed the 5 reasons businesses stay small.

In this post I will discuss the first of the Five Pillars of Guaranteed Business Success: The Plan.

When I speak about plans what I see are generally business plans created when the business was first started, that read like novels, and if they were in libraries, they would be classified as science fiction. They 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.”

Wednesday, February 10, 2021

Monday, February 08, 2021

Ad of the Month - Changing old traditions

by Dr Greg Chapman

Old traditions die hard. We do things at certain times because everyone else does it and we get used to it and even like it.

I admit I love an ice cold beer on a hot summers day. Doesn’t everyone? Well apparently not.

Monday, February 01, 2021

How much are You worth?

by Dr Greg Chapman

The past year has been difficult for everyone, except perhaps Zoom shareholders. As we start to come out the other side of this, the confidence of many has been shaken causing them question their value. If you are a business owner selling products and services, do you get what you are worth? Most people will answer no to this question. They believe that their clients do not value their services and won’t pay what they are truly worth.

Here is a calculation you can make.


Monday, January 25, 2021

Five Reasons Businesses Stay Small

                     by Dr Greg Chapman

This is an edited extract from the best selling award winning book “The Five Pillars of Guaranteed Business Success

The biggest risk for most businesses, if they survive the first year, is not whether they will fail. Most won’t. The biggest risk is that they will stay small. Whether by design or not. Recent ABS data show that 98% of micro-businesses stay that way. That is, they are Micro-Stayers.

There are a number of reasons that businesses may stay in the Micro-Stayer group. It could be a lifestyle choice. Work-Life balance is becoming more and more important to many people. It may be because they don’t have the knowledge to take their business to the next level, and become frustrated Micro-Stayers. Or they may have progressed from frustrated to resigned Micro-Stayers and have adjusted lifestyle and ambition in recognition of this.

Businesses that involuntarily stay small, the Micro-Stayers, do so for five key reasons.

Monday, December 14, 2020

2020 Top Small Business Articles of the Year

by Dr Greg Chapman

With 47 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. Lead Generation vs Sales Conversion – What’s Your Priority?  In this post Dr Greg Chapman reveals how to manage the tension between the need for leads vs sales.

2. How to Double Your Profit with the Five Profit Drivers What would a Marketing System for your business that produces predictable and controllable profits year after year look like?

Wednesday, December 09, 2020

Ad of the Year 2020

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 2020.

3. Be Easy to Deal With Buyers may like your product, but prefer it to be delivered in different ways.

2. Social Distancing It's been a difficult year for business, but some have been more creative in how they stay connected.

Wednesday, December 02, 2020

Are Your Customers Cats or Dogs?

by Dr Greg Chapman

While our dog is getting on in years, and suffers from arthritis and is almost blind, there is nothing wrong with his sense of smell and he loves his food. If you give him top grade steak, or just plain dog food from the can, he gulps it down the same way he did when he was a puppy. He will eat what our cat doesn’t finish from her bowl. In fact if she throws any of it up, he will eat that too. He is just not that fussy. In fact the only thing we have found he won’t eat is Brussel sprouts. (I can’t say that I can blame him.)

Our cat on the other hand is very fussy.   More...

Tuesday, November 24, 2020

BREAKING: Top 10 Australian Small Business Blogs 2021!!

I think we are all glad that 2020 is just about over so I am pleased to announce that The Australian Small Business Blog has been voted as one of the Top 10 of Australian Small Business Blogs for 2021 by Small Business Loans Australia lender review site.

You can check out the other top blogs here.

Thanks guys for the recognition.

Dr Greg Chapman

Share this article: BREAKING: Top 10 Australian Small Business Blogs 2021



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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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