The Australian Small Business Blog

Saturday, April 26, 2014

Benchmarking Franchisee Performance: Comparing Apples and Oranges

by Dr Greg Chapman

Even though comparing the performance of your franchisees can be a minefield, it is still best practice to do so. How else do you know which franchisees are leading the way, and which need further support? What better way to discover the new ideas that have proved to work and should be spread across the whole franchise?

However, comparisons between franchisees can be like comparing apples with oranges.

Wednesday, April 23, 2014

Sales Technique: Getting to Yes - How to overcome Objections to Your Offer

At the pointy end of the sales process, before you can close the sale, you have to handle objections. At this is a zero cost training webinar:

Taking Yes for an Answer - The right way to handle objections to your offer
Wednesday 30th April, 9:30 AEST

with Jim Prigg, the Objection Master, discover:

* Why do people object in the sales process?
* Pre-emptive tactics to diminish objections
* How to use the universal sales proposition to create a positive environment for acceptance of your offers (and reduce the number of objections)
* How to handle three of the most common objections
* What you must do to enable you to handle objections
* Things not to do when handling objections
* Your action plan to be better at handing objections

Monday, April 14, 2014

Sales Technique - I already have a supplier of your services

by Jim Prigg

Being in competition, invites people to use the ambiguous objection that their problem is solved because they already have a supplier of your service, products or ideas. It is a good time to check how strong that relationship is and whether there are any flaws in it from the alternative supplier.

Thursday, April 10, 2014

Marketing Moments - Making a Buying Decision on Price

by Dr Greg Chapman, MBA
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Recently there was a test with top concert violinists comparing Stradivarius violins with the best modern ones. The violinists were required to wear welder’s goggles, so it was literally a blind test. They were to decide on the basis of sound and playability, and ultimately, which violin they would prefer to take on a tour. Surprisingly the cheap modern violins won out.


Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club 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.

Tuesday, April 08, 2014

Does Your business suffer from Growing Pains?

by Dr Greg Chapman

Busier than a one armed wallpaper hanger? Don’t have time to scratch yourself? Have a waiting list for new clients? Has previous exponential growth rate has slowed to a crawl? If so, then it’s likely your business is experiencing growing pains.

Chances are you are working longer hours than any of your staff, and are the last to get paid. Your business is a victim of its own success.

If you do take any time off, when your return, you wish you had never left. It’s as if nothing happened at all when you were absent. Sure, work was done, but nothing progressed, and your inbox is full of unanswered enquiries. Your business has become its own version of groundhog’s day. While it feels like a trap, it’s also an opportunity.

Saturday, April 05, 2014

Ad of the Month - The Secrets of Advertising

by Dr Greg Chapman

Rather than an ad, this is a video about some advertising secrets which you may not be aware. For example, what colours should you be using, and what are the best questions to ask? Often it’s the little things that make a difference.

Tuesday, April 01, 2014

Small Business Strategy Case Study- Mature Financial Planning Business

by Dr Greg Chapman

As part of my service I provide a Complimentary Business Evaluation. From my files, here is a summary of a case study of a mature financial planning business, whose owner wished to double the value of his business before he sold it in five years, but it wasn't just about getting more clients.


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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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