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Qualifying for Sales: How to Sort Prospects

Sorting prospects into categories based on their needs and wants helps businesses take the appropriate actions and make the appropriate sales offers that fit. It also helps businesses treat people well and help more...

New Levels of Growth Means New Thinking and New Actions

Many businesses have created goals for growing their business, making more money and gaining more customers and clients. Many small businesses do not produce the growth that they want to each year. This can be due to the business doing the same things as last year or increasing the amount of the same type of things and bumping against time limitations, or they don’t know what to do but hope that they succeed. Doing the same things will result in similar results unless your business gets lucky due to external circumstances. Growing your business means producing new results. It may mean producing results that your business has never produced before. This will require new thinking and new actions. New thinking and new actions will produce the growth, however, your business still needs to maintain what it has already accomplished and built. Some businesses make the mistake of throwing out the actions that got them where they are and replace them with a completely new set of actions. This can work and is risky because it is gambles everything on the unknown and unproved. It is better to maintain what worked in the past because it worked. Even if the results were not ideal, they got your business to its current level and should only be thrown out when they are replaced with actions your business had tried and proved to be better or equivalent. Those actions got your business where it is today and allowed your business to gain a certain amount of momentum. If your business has been consistently producing these results for 6 months, it is stable....

7 Keys to Consistently Creating and Achieving Business Goals

Setting goals is important for any area of life, especially business. Setting goals is like picking a destination on a map. Without a destination, you are not likely to get where you want to and you probably will not know if you have arrived. It is the same thing with goals. You are not likely to achieve what you want without setting them and without defining them, you will not know when you have achieved what you want to. Without goals, you and your business are left to wandering and going with the flow, like a leaf in the wind. Hopefully you end up somewhere nice but there are a lot of unpleasant places to land. People set goals of varying levels of specificity and achieve them with varying levels of success. If you are not interested in leaving your business, your future, your survival or your lifestyle to chance or to the whims of others, you will want to set specific, measurable goals. The benefits of setting goals is that they provide a direction, they hint at the pathway to take and they make life simpler. People set goals in all areas of life, often without thinking of them as goals. A goal is an aim, a desired result or a destination of a journey. In that case, goals can be getting milk from the grocery store, tying your shoes like you do every day, winning a gold medal, increasing profits by 10% or becoming the most profitable company in the world. What ever it is, there is a desired result and a journey to achieving it. When...

How To Grow: Understanding Your Business Systems

Often, small businesses and self-employed individuals are not sure how to effectively make more money or have their desired lifestyle. In many cases, this is partially due to not understanding exactly how and why their business produces the results that it does. This lack of clarity and understanding leaves people ineffective at producing the desired results because they are not sure what to change in the way they run their business that would make the difference in achieving their goals and outcomes. Fundamentally, a business is a system made up of multiple parts that work together to produce certain results and outcomes, like a machine. Understanding what your business system or machine is designed for and how it works are the first steps to being effective at making more money and producing the desired results. All systems and machines do what they are designed to do when they are in good working order. A machine, like a car, has many parts that work together to transport you from your current location to your destination. A car is designed to produce specific outcomes. A car will not produce the same outcomes as a transport truck even though it uses similar principles because a car is not designed to haul the weight of a trailer full of cargo. Similarly, a business will produce a certain amount of revenue, profit and a certain lifestyle for the owner and staff because it is designed to. You can not take any business and force it to produce significantly more revenue unless you change the design of the business systems and machinery. Since people and...

Nurture Prospects and Stop Missing Out on 90% of Sales Opportunities

Research suggests that 5 – 10% of prospects are ready to buy right now. Some businesses focus on those ready to buy now and ignore the other 90 – 95%. The rest are waiting for something. Maybe they are waiting for the right time or for more information so that they are certain that they are making the best choice for them or to find the right information from the vast sea of information out in the world. Either way, that 90 – 95% are not ready to buy right now. Many businesses ignore these people to focus on the 5 – 10%. To ignore them is short-sighted when you can design a process for them to either remember your business when they are ready to buy or to speed up the timeframe in which they make a buying choice. The first step is to understand what marketing is because many people think that marketing leads to sales. Some businesses make the mistake of pouring resources into marketing and end up disappointed or frustrated when their sales are largely unaffected. Marketing’s purpose is to: Let the market know who your business is (brand) and the value it provides (products and services). Establish a relationship, trust and credibility with the market. Give the market enough information so that prospects can make the best choice for themselves. Therefore, marketing is really about building awareness in the marketplace, building a relationship with the market, and educating the market. That’s all. Marketing does not directly produce sales. Making sales offers produces sales. What can you do with the 90 – 95% of prospects...

Building Pathways for Consistent Business Revenue

Businesses and self-employed individuals often have some combination of customers (one time buyers) and clients (repeat buyers) that compose their revenue. The percentage of customers to clients varies depending on the business model and the way the business is designed to work. Businesses that mostly go after or attract one time buyers have the challenge of constantly having to find new people to buy from them. This is like hunting where you can only reap the rewards once per kill. It can be stressful if the there is not an adequate marketing and sales system to consistently find enough new people and bring them in. It is also more work to market to new people and build enough trust for them to buy. Having a business designed to attract or go after repeat buyers is less work and provides more stable revenue. Here is how to set up your business to have repeat buyers. People buy products and services that meet a need or want that they have. In other words, they are looking for a solution to something in their life or business. Ideally, the product or service that they buy actually delivers on its promise and their challenge or issue or frustration is solved. To have them buy again, your business needs to either offer a product or service that they will need repeatedly, like groceries, or offer products and services that satisfy their next set of needs and wants. When your business understands its target market really well, it will know what people want next. To find out what they want next may require doing market...