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, November 26, 2019

Where is the best place to find Gold?



by Dr Greg Chapman


When you are looking for new customers, it is like exploring for gold. And when you find one, like the gold miner you shout out Eureka when you have discovered the gold. But what does the gold miner do next? He has spent a lot of time and effort in finding this mine. He doesn't, after picking up the first nugget, walk off and look for a new mine somewhere else. When you are looking for new customers, it is like exploring for gold. And when you find one, like the gold miner you shout out Eureka when you have discovered the gold.

But what does the gold miner do next? He has spent a lot of time and effort in finding this mine. He doesn't, after picking up the first nugget, walk off and look for a new mine somewhere else.   More...
 

Thursday, November 14, 2019

What are the Entitlements of a Small Business Owner?


by Dr Greg Chapman


It can be intimidating for a small business owner visiting their corporate clients. They take the lift to the 41st floor and in a marble clad reception, they ask to speak with the executive with whom they have an appointment. They wait in a plush chair in a reception lounge with a magnificent view where they are served a cappuccino in a fine china cup. Finally, the executive assistant ushers them into the executive suite in a corner office, beautifully furnished with expensive artwork on the walls.

This is not the office of a small business owner, as they know they have a choice.

Monday, November 04, 2019

Ad of the Month – Loyalty


by Dr Greg Chapman


That it’s 6 times easier to sell to an existing customer than a new one is a well known statistic which is why businesses expend a lot of effort in encouraging customer loyalty. And loyal customers tend to be far more price insensitive.

So what do you do if you want to attract some of those rusted on customers to your business? In this ad, they expose and mock the loyalty tactics used by their competitors.

Tuesday, October 29, 2019

Predicting Your Business' Future



by Dr Greg Chapman


Wouldn’t it be great to have a crystal ball so you can see what’s going to happen in your business in the next few quarters? If you did, you would know if you should hire that new employee you have been thinking about for some time. Perhaps you could finally decide on that expansion interstate or whether to invest in that expensive system that could increase your productivity by 50%.

But you don’t take these decisions because you don’t have a crystal ball, or your old one is just filled with smoke.   More...
 

Monday, October 21, 2019

Ad of the Month - Solving all problems in your life


by Dr Greg Chapman


Most businesses have products and services that solve particular problems or serve certain needs. But what if you could be really creative about what else they could do? This humorous ad for a well known furniture company highlights their huge product catalogue that can solve any problem in your life.

Friday, October 18, 2019

Is this Your Experience of Performance trends in Business?

by Dr Greg Chapman



A non-authoritative survey predicts picks out one factor and looks at the different impacts on Sales, Technical and Managerial staff. Does this align with your experience?

Monday, October 14, 2019

Wednesday, October 09, 2019

Communicating with Your Mobile Staff



by Dr Greg Chapman


Interview with Peter Gearin of GeoOp.

Today I want to discuss the importance of clear communications when a business has a predominately mobile workforce. I'm referring to trades and services businesses in particular.


Monday, September 30, 2019

How to Create a Marketing Plan to Double Your Profits



by Dr Greg Chapman


Tactical marketing used by most businesses, often a simple advertising campaign with Adwords, perhaps some SEO for the website plus some social media just produces incremental results. That is a number of largely unconnected campaigns generate enquiries, some of which turn into sales adding to the bottomline but leaving the business back at square one, once completed.

To achieve dramatic long lasting results, a strategic approach is required. Sophisticated businesses use leveraged marketing, where the results are multiplicative rather than additive.   More...
 

Tuesday, September 24, 2019

Why Most Businesses Stay Small and What YOU can Do about YOURS



by Dr Greg Chapman


This is the Preface from my award winning best seller, “The Five Pillars of Guaranteed Business Success

While many business advisers seem to preach doom and gloom for small business survival, based on my research they do not have to be so pessimistic. While there is a high attrition rate in the first few years of a business’ life, most do survive this period. A far bigger issue for most small business is not that they fail, but that they stay small. They stay micro-businesses, or Micro-Stayers.


Thursday, September 19, 2019

BREAKING: Top 10 Australian Small Business Blogs 2019

by Dr Greg Chapman



The Australian Small Business Blog has been voted as one of the Top 10 of Australian Small Business Blogs for 2019 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 100 Australian Small Business Blogs 2019

 

Tuesday, September 17, 2019

Ad of the Month - Schadenfreude


by Dr Greg Chapman


Schadenfreude is a great German word meaning joy on hearing of an opponent’s misfortune. Can this be used in advertising? This following, rather cheeky, print ad was distributed to attendees at the Lord’s test match a few weeks back advertising Marmite as part of its promotion campaign for the ‘MarmyArmy’.

They handed out sandpaper with the headline “Love it or hate it, we won’t be tampering with it’ rubbing salt into the wounds of the Australian cricket team whose reputation is still suffering after the suspension of key plays after a ball tampering scandal.

Thursday, September 12, 2019

Selling Smarter not Selling Harder



by Dr Greg Chapman


Are you and your staff people who could sell ice to Eskimos? Not everyone is a natural salesperson, but in business, nothing happens until a sale is made. So what do you do if selling is unnatural for you, or you can’t find staff to sell for you?

You can create a marketing strategy that does not rely on strong sales skills. Imagine someone just comes into your business and when you ask:

How can I help you?”, they say: “I want to buy that and here is my money.”

Does that sound too good to be true? Well it happens all the time.

Friday, August 23, 2019

Become Reassuringly Expensive



by Dr Greg Chapman


When someone is enquiring about your services for the first time, they may ask “How much do you charge?” But if you tell them, the focus is just on price.

A buying decision is generally an evaluation of the Value/Price ratio, often expressed as Return on Investment. However, for many services, the return is an intangible.

How much more beautiful will a beauty product make you look? And what is that worth?

If you start with value and ensure that the buyer fully understands the benefit they will receive, even if it is intangible, that is where their focus will be even after you reveal the price.

But, what about your competition?  More...
 

Tuesday, August 20, 2019

Calculating the Risks for Small Business Success



by Dr Greg Chapman


Business is all about confidence. Confidence that the risks you must take will have a high chance of success. The reason this is essential is that you must provide all the resources (time and money) to make the strategy succeed. Too often, businesses are timid with their actions, and are looking for a 2-way bet.

More tightrope walkers fall while using a net than those that don’t.

Thursday, August 15, 2019

Discount Price Wars



by Dr Greg Chapman


When competition is stiff or times are tough, and businesses experience a slump in sales, the natural response of business owners is to reduce their prices. In response to this, they find their competition starts to do the same, and before you know it, you are in a price war.

Price wars are like trench warfare. You may gain a few meters in territory here, whilst the other side gains a few meters from you around your flank. And both sides incur large losses. In this type of battle, it is a war of attrition, and the last person standing wins while bleeding red ink. They also inherit a decimated market landscape with their buyers educated to expect discounts.

A number of negative impacts occur to your business when you discount. The most obvious one is the loss in margin, which you hope to make up with increased sales. In most cases, this does not happen.

Monday, August 05, 2019

Ad of the Month – Over the Top


by Dr Greg Chapman


We often hear that less is more, but done correctly, more can be even MORE! There is no subtlety in this ad, with a well known star, Sean Bean, better known for storming the ramparts, who has somehow been seconded to the human resources department to train new recruits.

The theme here is that this company’s commitment to doing things the right way WILL NOT BE COMPROMISED.

Friday, August 02, 2019

Increase Your Prices by Packaging Value



by Dr Greg Chapman


In any buying decision, this is question that must be answered by the buyer: “Is the product or service worth it?” Or more generally, is the offer made by the seller is equal to the dollars that they are asking for it.

Let’s take a simple example, water. If you wanted a drink of water, and you went to a pub, and they served you water from a tap, what would you expect to pay? It would probably be free. If you went to a kiosk, you could buy bottled ‘mineral water’ in a basic plastic bottle, and it might be $2-3.

If you were at a boutique restaurant, you might be able to get water from the Greenland icecap, presented in a special designer bottle with a stunning label, a bottle that you would like to take home as a souvenir. It might cost you $87.

Thursday, July 18, 2019

Let Others Tell Your Small Business Story



by Dr Greg Chapman


We’ve all heard the saying “A picture tells a thousand words”. Well, a simple twist on that could be “A third party testimonial tells more about you than you could ever say about yourself – and with more credibility!”

Testimonials from satisfied clients must be an integral part of your sales kit. They present an independent view from a third party, and in many cases, can be the difference between getting the business or not.

If you currently have a conversion rate of two sales for every ten presentations, and a testimonial increases that to three sales for every ten presentations, then you’ve just increased your business by 50% – and yet most sales presentations don’t have this simple, yet powerful, tool included.  More...
 

Thursday, July 11, 2019

Has Search Engine Optimisation become a Scam?



by Dr Greg Chapman


If you have a website, you will no doubt be contacted daily by someone who will promise they will put you at the top of Google with their Search Engine Optimisation services. In fact if I don’t receive several offers a day, I think my email must have stopped working! But does SEO still work?

Because it wants to make more money, Google has decided to make it harder for your website to get a free ride in the organic search listings when you are trying to attract new business, to make you spend your money on Adwords. (Fancy a business wanting to reduce freeloaders and make more money!) So Google has increased the number of ads it puts on a page and made them a little more difficult to distinguish from organic searches while cracking down on some SEO techniques that used to work.

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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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