Tag Archives: sales

Small Businesses Fantasies: Service

As an evangelist for small business, I am the consumer equivalent of the locally-grown food movement. I spend as much of my discretionary income as possible with the owned-and-operated businesses in my area. As a consultant and coach to owners, I also … Continue reading

Posted in Customer Relations, Entrepreneurship, Leadership, Managing Employees, Marketing, Marketing and Sales, Sales | Tagged , , , , , , , , , , , , , , , | 3 Comments

3 Responses to Small Businesses Fantasies: Service

  1. David Basri says:

    Even if you work on it every day, if you do not do it well the effort is still wasted.

  2. Francine DiFilippo says:

    people have stopped investing in training and expect their employees to intuitively “know” these things. not possible. Really caring is just not that common.

  3. Rob Kaufman says:

    Service is a nebulous term. It has a different definition whether it comes from the provider or the customer. What supersedes service is the experience from the customer’s standpoint. Today’s independent business owner has a great opportunity to differentiate itself from its competitors. Unfortunately, many do not know how to do this.

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Talk to Your Competitors

In my two decades of managing over a dozen peer groups, I frequently had the opportunity to sit in meetings with a business owner who competed with a member of another Board. I occasionally had to bite my tongue as someone vilified … Continue reading

Posted in Business Perspectives, Entrepreneurship, Marketing and Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , , | 2 Comments

2 Responses to Talk to Your Competitors

  1. Good article.

    There is another reason to understand competitors. If you understand their methods, philosophies, and other aspects of their business, you can find other ways “Not to compete” with them. Since you are “different from the crowd”, perhaps your customer will conduct business with you without being price sensitive!

  2. Cathy Locke says:

    As usual a great lesson,especially for small businesses.

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What is the Right Price?

Of all the misconceptions by business owners, the ones surrounding their company’s value are both the most common and often wildly inaccurate. I’ve been working for the last couple of months on the training videos for advisors in our new product, The ExitMap®. … Continue reading

Posted in Building Value, Exit Options, Exit Planning, Exit Strategies, Selling a business, Strategy and Planning | Tagged , , , , , , , , , , , , , , , , | Leave a comment

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What’s in Your Leadership Golf Bag?

This is one of those posts that more or less insists on being written. Last week I started talking about the pronouns that help to define leadership styles. I felt that clearly I needed to bring in Daniel Goleman’s work … Continue reading

Posted in Entrepreneurship, Incentives, Leadership, Managing Employees, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , | 2 Comments

2 Responses to What’s in Your Leadership Golf Bag?

  1. Frank Benzoni P.E. Retired says:

    John

    Great article and Happy New Year; Wishing for MORE of “Awake at Two O’clock”

    Frank

  2. Cathy Locke says:

    John,
    Would appreciate a self-scoring matrix that will help me see what leadership styles you use most frequently.
    As always, I truly enjoy and respect your knowledge and experience reading and sharing your blogs.
    Cathy

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“Congratulations — You are the Low Bidder!”

The sentence that titles this post could be defined as the epitome of mixed emotions for a business owner. You won the business, but only because you are willing to work for less than everyone else. Perhaps you deliberately cut … Continue reading

Posted in Customer Relations, Entrepreneurship, Leadership, Marketing, Marketing and Sales, Sales | Tagged , , , , , , , , , , , , , , , | 1 Comment

One Response to “Congratulations — You are the Low Bidder!”

  1. John Hyman says:

    Price is seldom an issue when service, quality, and consistency are provided. But perspective and experience is huge. The airline industry has been taking advantage of their customers for years because we have little choice and have to travel.

    On a Delta flight from Dallas to Seattle a few years ago, a packed Boeing 757, the woman sitting in the middle seat next to me raised her hand, to get the attention of the flight attendant doing her cabin pre-flight check. “Where is the olive oil” she asked loud enough for the majority of the other passengers to overhear. When the flight attendant approached our aisle, with a puzzled look, the woman commented “are sardines always packed in olive oil?” The cabin erupted with laughter and agreement.

    Leaders with a vision like Herb Kelleher are very unique. And you are spot on in your observations about how well they deliver on their promise.

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