Small Business and Social Media II
Last week’s column generated lots of comments, and probably requires some follow up. First, the army of social media fanatics that go ballistic at any hint that SM isn’t the be-all, end-all and answer-from-above for every marketing need on the planet … Read More »
Does Technology Help or Threaten Small Businesses?
A small computer service company wants to sell Microsoft software licenses to its customers. They send an employee to become certified in licensing. (Microsoft offers some 600 variants.). As soon as they purchase a license, however, Microsoft begins soliciting that customer … Read More »
Why Great Salespeople Make Lousy Sales Managers
It’s been said so many times that (at least I hope) it is a business axiom on the same level as “cash is king.” Promoting your best salesman to sales manager is guaranteed to cost you a great salesman and … Read More »
Giving Referrals: Fire and Forget?
We all appreciate getting referrals. There is a feeling of gratification in knowing that someone thinks enough of your work to send a friend or associate your way. Referrals are usually the life’s blood of most small businesses. When I … Read More »
Sales: Do You Have Customers or Clients?
Whether you have customers or clients is more than a matter of semantics. Some businesses use the term “clients” in an attempt to class up their image. Attorneys usually have clients. Kentucky Fried Chicken doesn’t, regardless of what they might say. Nordstrom? … Read More »
Is Distribution Dead?
It’s difficult to talk to any owner of a small distribution business without hearing complaints about competition from the Internet. Their criticisms are pretty universal, regardless of the goods being distributed. “Customers call with prices they claim to have found … Read More »
Proactive, Preventative Sales
Sometimes a topic rises to the top of my long list of candidates because it seems to come up repeatedly. It may be a coincidence (probably is), but a single business ownership issue is raised in multiple coaching sessions or … Read More »
Can You Build Your Business in Half the Time?
I had an unusual coincidence happen last week. Speaking to prospective new members of The Alternative Board (TAB), I wound up with three CPAs in the same meeting. They were from three different smaller firms, and all three identified their current … Read More »
Trimming the Customer Tree
Anyone who has shopped for a live Christmas tree knows the drill. They have some on display, but none look exactly like what you want. You start looking through the trees that are still bundled up. If one looks promising, … Read More »
The Man (or Woman) Who Knew Too Much
Most businesses need salespeople. Most salespeople need to know what they are selling. This leaves many owners on the proverbial horns of a dilemma. Should they hire a great salesperson and teach him the business, or should they take someone who … Read More »
