AllNY.com's log of business tips, articles, and resources for small businesses in New York.
By: Adrian Miller
If you’re a respected member of a business or social network, you’ve inevitably been posed the question, “Can I pick your brain?” Besides just the ugly visual, there is something very selfish about this common request; particularly in a networking setting.
By: Gil Effron
There was a time when the world of advertising cared only about the “features” a product had. It came in four colors, three sizes, and two shapes. That was really all that was ever needed to say.
Then some high-powered Madison Avenue advertising executive discovered the importance of translating features into “benefits.” Because it came in four colors, you could color-coordinate with everything in your wardrobe. Because it came in three sizes, one would be ideal for every kitchen counter top. Well, you get the picture.
By: Art Sobczak
An article that originally appeared in the New York Times on October 15, 1997, titled “In War Against No-Shows, Restaurants Get Tougher,” by William Grimes is especially relevant for us as salespeople. Here is an excerpt:
Gordon Sinclair, the owner of Gordon restaurant in Chicago, had an epiphany about 10 years ago when he began adding up the cost of no-shows and found that the grand total was $900,000 a year, a figure that got him thinking, fast.
By: Alice Kemper
We all do it. We all go to a variety of networking functions: mixers, meetings, seminars, conferences. Just showing up certainly doesn’t guarantee getting connected or meeting people who are your buyers or can get you closer to your decision maker. Just showing up certainly doesn’t guarantee that you will increase your sales. And how often do you end up talking to the first person you encounter and never have a chance meet anyone else? That certainly doesn’t help you achieve filling the pipeline to grow your business.
(And run your business, instead of your business running you!)
By: Gil Effron
It seems like wherever you turn these days, someone is telling you that you should be working “on” your business, and not so much “in” your business.
They’re telling you that you should be focusing on your company’s purpose, vision, direction, strategy, structure, systems, people, goals, and accountability processes.
It’s good advice. However, for many business owners and professionals, it’s hard to slam on the brakes suddenly and say, “I’ve had it with working 60-plus hours a week… I’ve had it with too many restless nights… too few days off… and no relief in sight. I’m going to change and magically do it differently… starting right now!”
It’s not easy to make the transition from the do-all, know-all, touch-all owner/manager/worker/slave to that of a Strategic Business Owner — an owner that’s truly in control of the business, and not the other way around. But one thing is for sure. If you don’t start the transition, you’ll never break the 60-plus hour habit and the stresses that come with it.
If you don’t do something now, you look in the mirror in a month or two or three… or a year or two or three… and nothing has changed. You’re still working 60 plus hours a week.
Because for things to change, you must change!
By: Mike Rosen
There was a time when marketing was like a strong, aggressive salesman in your face. In fact, it was all about how many faces you could get in front of and how aggressively could you get them into the tent. Push the product, promote the service, and push the deal.
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By: Bernadette Doyle
The thank you page is one of the most overlooked places of real estate on the web.
That quote, from one of my mentors, Yanik Silver, speaks volumes. There is so much opportunity to promote more business and further your relationship with a new client on your thank-you page.
That client has just indicated that they trust you by opting in to your offer. Signing up to your list is a sign that they want to hear more from you. Don’t let them leave wanting; offer them even more before they click off your thank-you page.
By: Adrian Miller
We’ve all been guilty of one or two networking gaffes over the years, but if you’re consistently making these faux pas, you’re missing out on valuable business opportunities.
Number 10 – Not Saying Thank You to the Person Who Made the Introduction
An introduction is a gift. Treat it as such. Thank the person who gave it to you, regardless if it leads to a sale or not.
By: Adrian Miller
No, that’s not an error. I didn’t mean to ask you “why” you are in business. My question isn’t about your goals, your aims, your vision, your mission, your business plan, your targets, or any of the other stuff that come together and answer the “why you are in business” question.
I’m here to ask you, specifically and simply: HOW are you in business?
