Archive for Business Growth’ Category

4

Apr
2011
Comments Off on Follow the Postman | Extraordinary Business

Follow the Postman | Extraordinary Business

“Neither snow nor rain nor heat nor gloom of night stays these couriers from the swift completion of
their appointed rounds” – “Motto” of the Postal ServiceFollow the Postman

As a young person, we had a mail man named Mr. Brown.  In our neighborhood, the mail carriers (still do) park their vehicles at the end of our street and carry the mail from house to house in their mail sack.  I remember that no matter what – rain, snow, wind, Mr. Brown was always there with our mail.

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14

Jan
2011

Total Market Domination | Extraordinary Business

One of the things that I see beginning to plague small businesses and make the world “un-flat,” again is obsolescence.  As you know, most small businesses that start up go out of business after a few years.  Only two out of the ten that opened their doors 10 years ago are still in business under the same leadership that established the business.

A little known fact is that probably only 4% (that’s right four out of 100) of business leaders ever make more than $100K per year.  (That means that if our mutual friend is bringing home more than $100K, you and I are out of luck!)  The reason I bring that up is because one of the reasons people go out of business is because they are under financed.  What that equates to is not having the resources necessary to keep the business in business. The World Isn't Flat

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9

Jun
2010
Comments Off on Digging out of the Sales Slump – the 4 “R’s” – from Doug Grady

Digging out of the Sales Slump – the 4 “R’s” – from Doug Grady

Getting to the top isn’t ever going to be a free and easy ride.  There will be bumps in the road, there will be pitfalls, detours and everything else.  Doug reminds us that through it all, we need to stay focused.

“You’re ridin’ high in April, shot down in May.” –Frank Sinatra

If you are reading this you are likely in one now currently or are remembering a time when you were. The dreaded sales slump. It happens- even to the best of us. Sales can be a hero to zero business. The highs can be heavenly while the lows are at best bearable. When you find yourself in one, consider the 4 “R”s.

• Remind– Take a big breath. Remind yourself that you have been successful in the past. If you have been in sales for awhile, think back to a time when you were on a roll, in the zone, selling at your best. What was different about your attitude, energy, and activity? What were you feeling, focusing on, and driven toward? Strive to regain that energy and mindset.

“This too shall pass.” –Persian proverb

• Refocus– Set specific, measurable, achievable goals for the next 30 days. There are 2 types of goals to set: activity and outcome. You need both to increase the velocity of getting out of a slump. Activity goals address # of calls, presentations, networking meetings, referrals, etc you are committing to. Outcome goals address # of sales, $ amount and other relevant “bottom line” sales results. Yes, I know this is sales 101, but let me guess- you haven’t done it in awhile. Just do it.

“When you find yourself in a hole…, stop digging.” –Will Rogers

• Re-energize– get back in the gym, go for a run, listen to some of your favorite music. Get up earlier and focus on your goals. Turn off the TV- read and listen to inspirational, educational, or motivational material. Get around inspiring people. Buy yourself something pretty.

• Re-commit– This is more important than the first 3 combined (the first 3 tend to make this one easier). Decide what you are committed to and get to it.

“Until one is committed, there is hesitancy, the chance to draw back, always ineffectiveness… the moment one definitely commits oneself, then providence moves too. All sorts of things occur to help one that would never otherwise have occurred. Boldness has genius, power and magic in it. Begin it now.” -Goethe

Pick yourself up, get back in the race, you’ll be “back on top in June.”

Happy Selling,
Doug Grady

Aepiphanni Business Consulting: The Business Strategy People is a Strategy Consulting Firm dedicated to serving the needs of small to medium sized business leaders and executives. We specialize in helping leaders create extraordinary businesses.  We welcome clients in the personal and professional services industries, including Creative and Design Services, Software & IT Services, Professional Services and Healthcare Services.  As always, we welcome your comments, thoughts, questions and suggestions.  If you are seeking a business assessment, or have further questions about creating your strategy or developing your vision, please give me, Rick Meekins, a call at 678-265-3908, or email us at [email protected].


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Technorati Tags: Extraordinary Business,Sales Strategies,Commitment,Focus,Vision
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10

May
2010
Comments Off on Carving the Elephant | Extraordinary Business

Carving the Elephant | Extraordinary Business

Q: “How do you carve an elephant?”  A:  “First, get a block of marble and then remove everything that doesn’t look like an elephant.”

In conversations with many business owners, I often get the impression that there seems to be some confusion about what they are selling and who they are selling to.  While that seems rather silly, if you think about it, why do most people do business with your business?  Is it actually the product or service you deliver?  Is it the way that you run your business?  Is it the experience?

Many times, especially when talking about “younger” businesses, we miss that when we start defining who our clients or target markets are.  We’ll start talking in terms of industries that we’ve served or geographic locations instead of truly boiling down to why people do business with us.  While this is a way of reducing the size of the target market, providing further specification to your definition of your market will be very helpful in crafting your message and matching your products or services to their needs.

In the same conversation, you must consider the types of businesses you like doing business with, and what the criteria for that is.  For example, if you were an artist, while you could probably paint or draw on a myriad of different surfaces with different brushes, paints, lighting and a number of different variables.  However, you probably have a certain set of specific tools and surfaces that you prefer to work with.  When you tell people what you do, that is specifically what you would say.

If you were to do a “personality test” such as a PEP assessment on the businesses (or people) you’ve worked with in the past, you would probably find that the personality or company culture that you worked best with in the past are similar – like or complimentary to your own.  You will probably find that your business will have a hard time relating to businesses that have certain types of company cultures.

Your final test will be the most important – does the market you are targeting have a need, whether realized or not, and the ability to pay?  While you as a business leader may run into the first more often then the second, the second is usually the deciding factor, which, for some people, surpasses all other criteria listed above.

Like carving an elephant, carving out your target market is a matter of knowing what to carve away from the rest of the world.  Being able to articulate a specific target market – where they are, why they do business with you, what their needs are and that they can pay – is an essential element to your business now and in the future.  Being able to identify them means that you can predict and provide solutions for their needs as they arise.

Be extraordinary.  Carve elephants.  Know your target market.

Aepiphanni Business Consulting: The Business Strategy People is a Strategy Consulting Firm dedicated to serving the needs of small to medium sized business leaders and executives. We specialize in helping leaders create extraordinary businesses.

We welcome clients in the personal and professional services industries, including Creative and Design Services, Software & IT Services, Professional Services and Healthcare Services.  As always, we welcome your comments, thoughts, questions and suggestions.

If you are seeking a business assessment, or have further questions about creating your strategy or developing your vision, please give me, Rick Meekins, a call at 678-265-3908, or email us at [email protected].
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Regardless, once you’ve

Technorati Tags: Extraordinary Business,Target Market,Marketing
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