Free advice and tips from top business authors and business owners - dive in!

  • The fortune’s in the follow-up!

    By . Published on 28th October 2010

    As a business owner, it can often be hard to know at what point you cross the line from being persistent to being borderline pushy when it comes to following up sales leads.  Having made one or two attempts to stay in touch and got nowhere, therefore, most begin to back down and head off in a new direction, all the time spending more and more money on yet another advertising or marketing campaign that falls short of the mark and watching their profits being eaten away.
    Did you know that research shows that it takes anywhere between seven and 12 contacts with a potential client to make a sale, but that actually most businesses give up after just two attempts?  Why does it take so many contacts?  Think for a moment about the retail trade.  If you are in the market for a big-branded chocolate bar, it doesn’t really matter which supermarket or local store you call into.  The chocolate bar will be the same wherever you buy it from and whether you trust the shop owner or not really doesn’t come into the equation.  Assuming that the seller hasn’t retained her stock well past its sell-by date, it’s just a quick transaction with few or no consequences.

  • How to convert more leads into sales

    By . Published on 20th October 2010

    One of the biggest sales and marketing problems businesses can face is getting people who seem interested in buying something to actually take the plunge and hand over their money.

    Because let’s be honest, it’s actually pretty easy to attract attention to your business and meet prospective customers these days. The internet has made it simple to give your business a marketing presence (your website) and drive people to it (online advertising and search engine optimisation).

  • 10 reasons why it’s smart to manage your costs

    By . Published on 18th October 2010

    Everyone focuses on winning sales and growing turnover. But often the biggest opportunity to boost profit is by reducing your costs. As Jass found in Chapter 7 of my new Checklists book (Mokoko cocktail bar), you can reduce cost without reducing perceived quality. Here are 10 reasons why you might choose to do the same:

  • Poor planning key to 80% business start-up failure rate

    By . Published on 14th October 2010

    According to a recent BBC news report, four out of every five business start-ups ends in failure and one of the main reasons comes down to either poor planning or a total lack of it.
    Small business owners undoubtedly face a number of challenges as part of their daily lives.  Not only does the day-to-day running of the business leave them feeling totally overwhelmed, but so too does the mere thought of putting together what are often perceived to be complex business and marketing plans.  In many cases, they find it hard to pinpoint just what it is that they want to achieve, or what it is realistic for them to achieve, and so they simply end up muddling through.

  • Marketing in a recession: tips to survive

    By . Published on 6th October 2010

    Managing marketing appropriately for the market conditions is essential if a business is to weather these difficult times. With customers watching what they spend, businesses need to keep them engaged and ensure their company’s messages are being well received.