Wednesday, June 14, 2017

BBG Docklands first Think Tank



Problem of a member - Closing a sale - conversion is very time consuming

Clients do not understand the value of our service

We build apps and web  sited 
  1. Average Cost of an App build 30k-100k
  2. Average cost of a Web Site $5k


12 gems from the Thinktank taster at Docklands :-


Table 1 
1, Can you measure cost of acquisition
2. Systemise your conversion process - can it be simplified?
3. Do a mockup of your product at no cost to them 

Table 2 
4.  Can you quantify the cost and determine whether the process will s in fact viable (what you can measure you can manage 
5.  Can you coordinate bringing stakeholders together and develop solutions live on whiteboard with them
6. What happens before the proposal is important the fact find - what are the triggers - this is the relationship building and investment is needed (time 

Table 3 
7.  Meet face to face with client - proposal and SOA is just a formality 
8. All you need to know - should be done face to face - handle objections becomes easier 
9. Tell us about the value - not the cost - focus on the saving or money you will make if the Value is more than cost - it becomes a no brainer 
10. Breaking down the proposal into bite size chunks - start the job with a $1000 piece of work 
11. Provide a Risk Guarantee - warranty - if something goes wrong 
12. Have the champions  in the business in the meeting and get them to build the proposal with you - get them engaged 

In the room, we had 600 years of experience that were giving the member  lateral solutions - The lesson - We can all learn from someone in the room, and if we liik to add value with a spirit of generosity, everyone wins. 

BBGs goal is to create this Collective Trust where people feel motivated to help someone else. 




Thursday, June 8, 2017

Let's find out how BBG can partner with government to grow business in regional areas through collaboration and learning

Katrina Hodgkinson

The NSW government’s Committee on Investment, Industry and Regional Development has announced that it will be conducting an inquiry into how to grow the state’s regional startup ecosystem.

The Committee will examine the effectiveness of existing government policies and programs supporting regional areas, and look into recommending new initiatives that could help break down the barriers to entry for regional startups. 

Www.bbg.business is keen to help with this amazing initiative 

These possible reforms will aim to capitalise on the advantages associated with being a startup located regionally, in turn boosting the strength of regional businesses.

Other alternate factors influencing regional startups will also be looked into.

The Committee was established by the government in 2015 to conduct inquiries into regional industries including tourism, trade, finance, water, land, and innovation, and issue recommendations.

Committee Chair and Mootamundra MP Katrina Hodgkinson, said: “We’ll be looking at what support is available at the moment both within and outside NSW and how we can make it easier for regional start-ups to get up and running.”


To fuel the inquiry, the Committee is reaching out to the public and regional businesses for their thoughts around regional startups and initiatives.

“We’re keen to hear ideas and suggestions on this issue through submissions to the inquiry,” said Hodgkinson. 

“With more than 20 percent of Australian founders living in regional areas and the growth of startups trending towards regional NSW, it is paramount that there is support for these business communities in their early stages.”

According to a joint report from Universities Australia and Startup Muster, almost a quarter of Australian startups are founded outside of capital cities, with the entire startup ecosystem estimated to create over half a million jobs across Australia over the next decade. 

Innovation across regional Queensland was found to be particularly strong, with the latest Startup Muster report finding that roughly half of Queensland’s 19.3 percent founder base is located outside of Brisbane. 

Looking to further regional innovation, the Federal Government recently announced that $4.5 million in grants have been supplied to groups of regional farmers to support collaborative farming projects. 

Delivered by Southern Cross University under the government’s $13.8 million Farm Cooperatives and Collaboration Pilot Program, Deputy Prime Minister Barnaby Joyce said the grants would help accelerate innovation in the agricultural sector.

“These grants are helping interested businesses make the next step, allowing groups to move towards forming a cooperative or some other collaborative business arrangement, giving farmers greater control of the supply chain and more bargaining power when it comes to negotiating with buyers,” he said. 

Amongst the grant recipients is the Professional Fishermen’s Association in NSW, who received $109,225 to fund the a study on the feasibility of shipping live eels to China, while Perth-based company Sweeter Banana Cooperative received $57,275 to research the business development of a ripening and marketing facility for bananas. 

You can find more about the regional inquiry here.

Tuesday, June 6, 2017

5 Most Effective Business Relationship Tips - To Share For All



Building a business is just like being in a band, not only about its productive growth but it is more of doing well on maintaining a healthy relationship with their business partners. Though this might not be a top priority for the entrepreneurs, building a healthy business relationship is very important for running a business in the long run. Here are some most effective business relationship tips that do not need extra attention or care but just practice on a daily basis.
1. Communication Has More To Do With Transparency.
A good business relationship starts with great communication with your partner. Being more specific, it's not only about updating each other's move in business but also about updating the real scenario. Be transparent and honest in your words as it will assist positive growth towards the business target and better an understanding of each other's opinion.

2. Serious Attention To the Emotional Well Being Of Each Other.
Emotional wellbeing of your client or business partner is often misunderstood with having a great friendship or binding with the other. But the real definition would be having a good understanding of their mood in certain situations and also showing your concern for their wellbeing. There are big examples of few basic caring questions that you can use every day.
Like for example, “How are you today?”, “ Are you in a good mood or state to discuss this now?”, “ How good it is to speak now?” etc. Be connected and concerned to do a good deal. After all, values are always first than any other even when it comes to business.

3. Compliment Their Area Of Expertise.
Building confidence in each other will work great in business goals. The first step of this would be knowing each other's strengths and weaknesses. Try to compliment each other about strengths and provide feedback on their weaknesses. This will make magic to build trust and a solid base for a better partnership. Remember not to go overboard and try keeping it very genuine.

4. Take Any Step With Each Other's Concern Every Time.
Every decision you make together matters in any business. But the most crucial thing is respecting each other's opinion before making the final decision. Always make sure the number of persons involved are willing, happy and feeling the same about the business decisions. This builds mutual respect and responsible for every step taken.

5. No Blame Game Any Day.
The worst thing that could happen in any business partnerships is the blame game. Never do this any day even if someone is specifically responsible for the situation. There is never 'you' and accept it is always 'we' for better business relationships.

Business relationships are not very tough to handle, it just needs some attention and some strong motivation to keep it going well.


Enjoy - Dave
PS - Play a musical instrument - Best therapy ever.

Sunday, June 4, 2017

Business Business Group Melbourne CBD (Docklands) Launch Briefing - Next Wednesday 14 June - 12-2 - Docklands




Problem of a member - Closing a sale - conversion is very time consuming

Clients do not understand the value of our service

We build apps and web  sited 
  1. Average Cost of an App build 30k-100k
  2. Average cost of a Web Site $5k


12 gems from the Thinktank taster at Docklands :-


Table 1 
1, Can you measure cost of acquisition
2. Systemise your conversion process - can it be simplified?
3. Do a mockup of your product at no cost to them 

    Table 2 
    4.  Can you quantify the cost and determine whether the process will s in fact viable (what you can measure you can manage 
    5.  Can you coordinate bringing stakeholders together and develop solutions live on whiteboard with them
    6. What happens before the proposal is important the fact find - what are the triggers - this is the relationship building and investment is needed (time 

    Table 3 
    7.  Meet face to face with client - proposal and SOA is just a formality 
    8. All you need to know - should be done face to face - handle objections becomes easier 
    9. Tell us about the value - not the cost - focus on the saving or money you will make if the Value is more than cost - it becomes a no brainer 
    10. Breaking down the proposal into bite size chunks - start the job with a $1000 piece of work 
    11. Provide a Risk Guarantee - warranty - if something goes wrong 
    12. Have the champions  in the business in the meeting and get them to build the proposal with you - get them engaged 

    In the room, we had 600 years of experience that were giving the member  lateral solutions - The lesson - We can all learn from someone in the room, and if we add value with a spirit of generosity, everyone wins. 

    BBGs goal is to create this Collective Trust where people feel motivated to help someone else. 

    Join us for a free breakfast to see whether there is a fit with you www.bbg.business/events

    Monday, May 15, 2017

    how to create an effective investors pitch?


    Trevor Heisler Master Storyteller and Builder of Brands. PR, IR.
    May 14

    Start by thinking about what the three or four main things you want potential investors to remember about your company or product after meeting with you. 

    Then explain those three or four things as clearly and concisely (the fewer words the better) as possible before even going to your computer. 

    Those three or four things have to include what makes you unique / different / better than everyone else in your defined space, and how that differentiation will lead to you making money for you and your investors. 

    Then you are ready to start mapping out your investor deck on your computer, preferably not with a generic template, but instead with a deck that is designed with your branding and messaging in mind. 

    Again, keep it clear and concise, not overly detailed. 12 to 15 slides is a good target. Much more than that and your messaging and your audience will tail off.

    Feel free to check out some sample decks at www.heislercommunications.com/what-weve-done.html


    Sunday, May 14, 2017

    How to Build an Amazing Referral Network

     

    Great insites from sales coach Robert Durant 
    Generating new sales leads is an expensive activity for any size business.

    The cost of marketing your brand and running lead generation campaigns takes time and also comes with a fair bit of risk.

    FACT! Business Referrals are the MOST effective and fastest way to generate new business.

    • Referrals come from reputable sources who know your business
    • Referrals are personal and will fast-track responses or acknowledgements
    • Referrals will remove any trust or brand recognition barriers
    • Referrals also act as a thank you mechanism between parties.

    Building AMAZING Referral Networks

    1. Before you start:  Ensure that you have the right tools in place and they are updated with the correct information e.g. LinkedIn and social media profiles, Business cards, Email signatures.

    2. Build and practice your elevator pitch.  
    Use this format to create your 30-sec pitch.
    My name is:
    I’m from:
    We help:
    To achieve:

    3. Create a personal story that will explain to people why you are so passionate about what you do and why you’re doing it.  People connect much easier if they have a personal link.

    4. Deliver on a promise:
    • I will be in touch
    • I will give you a call to talk through that idea
    • I will refer you to XXX
    • Let’s have a coffee next week and discuss this opportunity.

    5. Connect
    • Send a thank you (email, greeting card, handwritten note etc.)
    • Connect via social media with a personal note attached
    • Send a letter or information pack.

    6. Grow and Nurture your network (don’t forget about them)
    • Explain how you will continue to work together to promote referrals
    • Keep up the communications (updates, newsletters, related articles and links etc.)
    • Conduct one-on-one session regularly to keep each other’s business front of mind  
    • Invite them into your networking groups on LinkedIn or Facebook.
     
    7. Celebrate the success with your referral partners. Try these techniques;

    “Please let me know who referred you so I can personally thank them.”

    “I’m glad we created this connection. This opportunity would not have come about if it wasn’t for XXX.  I am sure you also feel more comfortable with providing more referrals moving forward.”

    Things to Remember:

    • Learn to ask for referrals – it highlights strength and confidence in your offer

    • Make sure your referral partners recognise the value you provide. Having one-on-one meets will help.

    • Treat your referrals with MAXIMUM importance.  Let the referrer know their progress.

    Additional Information and tools to help you:

    How to use LinkedIn to Drive Business 
    www.retaile-v.com.au/LinkedIn_Business_Development   

    Sales Coaching and Mentoring Service 
    www.retaile-v.com.au/salescoaching 

    The Art to Sales Qualification 
    www.retaile-v.com.au/Art_of_Sales_Qualification 

    How to Create a Successful Sales Team 
    www.retaile-v.com.au/Creating_a_Successful_Sales_Team  

    Implementing a Sales Process & Framework 
    www.retaile-v.com.au/Sales_Process_and_Framework 

    Robert Durrant

    #BusinessDevelopment #Referrals #Networks #Partners #Sales #LeadGeneration #BusinessStrategy #SalesStrategy #SalesTraining

    Wednesday, May 10, 2017

    How BBG can help you build your personal brand

    Barry Feldman, author of The Road to Recognition shares with Jeff Bullas the 26 ways to build your personal brand. 

    26 Ways to Develop Your Personal Brand Online and Off

    You're  a sales and marketing machine. You’re constantly selling yourself and your ideas. You’re attaching your name to a specific area of expertise and delivering useful content – online and off – to earn more visibility and build trust with your peers.

    Or you’re not.

    In either case, you have a personal brand. The question is: Are you working on it to accelerate the success of your career or your business or your centre of influence? 

    Ivan's note:-As John Maxwell says in the "21 irrefutable laws of leadership" - leadership is about the ability to influence, nothing more or nothing less.If you want to get referrals and have the ability to influence, step 1 is .... you need to be referrable.

     below are 26 steps for you to be referrable. 

    1. Be Authentic

    You need to understand who you are . Your personal brand is about the real you. Look within. Create a compass based on who you are and the qualities that set you apart. 


    How might you leverage your strengths?

    Gather insights from your peers too. How do the people who know you describe you? What makes you credible? Which attributes of your personality make you interesting?

    I love how William Arruda, author, and founder of Reach Personal Branding puts it:  “Be real before being virtual.” Faking it won’t fly. Wherever your branding journey takes you, or you take it, simply be yourself.

    2. Blog

    Having the power to publish at will and express your ideas to your centres of influence is one of the biggest gifts of the digital age, and a key way to develop your personal brand. 

    Make your blog the centerpiece of your personal brand.

    Your blog will provide a home for you to showcase your point of view. Be humble, but confident. Be generous with your insights and ideas. And if you’re new to blogging, be patient. It takes time and commitment to building an audience. Keep at it.

    3. Content

    Create relevant content to connect with your target audience. On your blog and all across the social media channels you’ll use, create an interesting mix of content in various formats to earn the mindshare and trust your personal brand needs to blossom.

    4. Design

    Your personal brand needs a smart and stylish identity. Everything you create should be presented with class and continuity.

    Don’t scrimp on design. Plan to invest either time, or money, or both into making your website, blog, social media profile pages, referron profile (www.referron.com) and anything you print, reflect well on your brand. Develop a tasty logo, color palette, and design standards.

    Avoid getting fancy or unnecessarily creative with your profile photo. Get a headshot. Make eye contact with the camera’s lens, smile and look like someone people want to work with.

    5. Email

    Don’t assume building an audience on social media is all you need to connect with people. You need to build a list of email subscribers as well. 

    Ivan's note:- emarketing is on my view still the most effective ways to communicate with your audience.We use the 10X emarketing system and over the years have built an engaged segmented subscriber oust of over 150k 

    Your email subscription list is all yours. Email is private and permission-based. In the business world, it’s a pervasive communication channel. You probably skip breakfast more often than you skip checking your email each morning.

    The most important requests, offers, and updates you want your audience to know about are going to be delivered via email, the media you can count on. 

    Commit to developing an email list and using it to nurture relationships.

    6. Followers

    Develop a tribe of like minded, engaged follower,  that you aim to continually enthuse, engage and inspire. 

    You can’t have a brand without an audience, so one of your goals must be to grow a following on social media. You’ll contribute to, and lead conversations there.

    The number of followers isn’t critical; the connection you make is. Ivan's note:- update your profile on referron, and be sure to add value to your connections by referring them to people you know , like and trust (with 3 taps of your phone - www.referron.com) 

    7. Google

    Think of Google as the business card the entire world has instant access to. Search your name on Google to assess how the world sees you. Do you like what you see? Does your website or blog appear? Do you find your social media profile pages?

    Evaluate the results and create and execute a plan to elevate how your personal brand appears on the world’s top search engine.

    8. Helping

    If you poll experts on the most important skills for personal branding, no doubt the ideas you collect will include ambition, vision, and communication. Generosity may not make the list, but should.

    Giving of yourself – helping others – is a major key to elevating your personal brand and the new media landscape delivers infinite opportunities to do it. Helping others makes you a leader, proves you are a team player and activates your network.

    Ivan's note :- Having a spirit of generosity is a core theme at the Business Builders Group Forums, where  30 likeminded professionals collaborate and learn and get to know like and trust one another (www.bbg.business) 

    9. Influencers

    Making influential friends is a key accelerator to building your own influence. Make a point to connect with people you look up to: authors, bloggers, speakers, and leaders of prominent brands in your niche.

    Use social media networks and influencer marketing tools to identify the leaders and up-and-comers. Seek them out and find ways to be of value to them. The influential friends you make will open doors.

    10. Joining

    Affiliations are all-important to the growth of your brand. Join communities where ideas are incubated and new relationships are established and nurtured. Get involved and make your presence known.

    Ivan's note :- join a bbg chapter in a town near you. If there isn't one - help create one www.bbg.business - (comment below and I will reach out to you. 

    11. Keywords

    Keywords are, well, key, to positioning your personal brand effectively. Potential new followers on social media networks will use keywords to search for people to follow. What’s more, they’re likely to receive recommendations of people to follow based on keywords linked to their interests.

    Create a short list of keywords relevant to your area of expertise and use them often on your site and across all your social media profiles.

    12. LinkedIn

    LinkedIn has undergone a lot of changes recently, but while its features change, its focus does not. LinkedIn is for professionals. Content and updates about cats and dogs, or celebrities and gossip don’t go over well there.

    So it remains the personal branding epicenter of the Internet. It’s vital to the development of your personal brand to master LinkedIn. Create a powerful profile, feature some of your most engaging content, and invest time and effort into continuously expanding your network.

    13. Media

    Digital injected an infinity effect into the media landscape. Mastering it is no easy task, however, the acceleration of your personal brand depends on doing so. I offer a two-part strategy:

    1. Start with where – Figure out the media channels you need to use to deploy your content and create a following. Analyzing the footprint of your competition and industry influencers is your best starting point. The goal is to meet your audience where they spend time.
    2. Proceed to what – The second goal is to show up and engage your audience with media they like to consume.
      Can you extract insights from your past efforts about the content that resonated with your audience? You might evaluate which pages get visited most, which assets get downloaded often, and what content invokes shares, comments, and questions. Do consumption patterns indicate preferences for certain types of communication over others?

    14. Network

    Your personal branding journey’s bound to be a slow one if you try to go it alone. You need to network.

    In The Road to Recognition, Scott Abel contributes this idea:

    “Your audience is your most powerful asset. Developing a network and sense of camaraderie amongst your peers reduces competitive friction and enables you to borrow the power of the crowd to extend the reach of your brand.”

    Ivan's note - join a bbg chapter - attend a forum Breakfast as a guest -www.bbg.business 

    15. Offers

    Personal branders are givers (H is for Helping). Consider the immensely powerful principle of persuasion called reciprocity, a simple slice of human psychology. When someone does something for you, you feel obliged to give back.

    Offer amazing cool1 content – for free – to build your email list, build relationships, and gain recognition as a subject matter expert.

    Ivan's note - attend a free bbg breakfast forum as my guest. Www.bbg.business/events - or let me know who I can refer you to and I will do my best to oblige

    16. Podcast

    Want people to listen to you? Personal branding is not only about finding your voice but making it heard. So top personal branders appear on podcasts and create their own shows to capitalize on the format’s growing popularity.

    Because few things are more personal than the sound of the human voice, podcasting presents a unique opportunity to connect with your audience.

    17. Questions

    Personal branding calls for asking questions of yourself and those you hope to influence. Game-changing ideas come from asking questions and social media certainly opens the door nice and wide.

    Asking insightful questions earns you greater trust and respect from those you work with. It’s a first step in solving problems and makes you a more successful leader.

    “When I started out in my career, the key to success was having the right answers. If the boss had a question, he expected me to have the answer – or know where to get it. It seemed like the ones who advanced in their careers the quickest were those with the most answers.

    But as I began to ascend the corporate ladder, I discovered that the key to success had begun to shift. It became less and less about having the right answers and more and more about having the right questions.”

    — Michael Hyatt, from his blog post, 7 Suggestion for Asking More Powerful Questions

    18. Recognizing others

    In his book, Launch, Michael Stelzner of Social Media Examiner, introduces his idea, The Elevation Principle:

    Great Content + Other People – Marketing Messages = Growth

    Privately and publicly, you should recognize the contributions of every person who’s played a part in the development of your personal brand. You’ve probably noticed, I’m using ideas from a variety of experts to deliver this lesson (as we did in the book).

    Collaborating on content is a very powerful way to recognize your influencers, peers, friends, and followers.

    And of course, online or off, be sure to recognize the people who have played some part in fueling the development of your personal brand. It’s a meaningful gesture that won’t go unnoticed. Be thankful. Be genuine. Find ways to show your appreciation daily.

    Ivan's note:- my mentor, Allen Pathmarajah, shared with me that power of a handwritten acknowledgement of appreciation. Eg If John had done something special,  he would send a personalised handwritten note of appreciation to John's spouse, saying how amazing John was and what he did! 

    As Paul Dunn says, it's the little things that are so important and so memorable and so huge - making that massive difference 

    19. Speaking

    Speaking’s an undeniably powerful platform for personal branding.

    Speaking can help you achieve high visibility and build your reputation as an expert. Research by Hinge Marketing claims, “When asked which factors were most important to career development, visible experts put speaking and writing ability at the top of the list, second only to passion and enthusiasm.”

    20. Target

    Every successful brand, personal or otherwise, must develop a clear understanding of its market. Understand, you don’t want to be everything to everybody. You have to identify a target.

    Develop personas with a focus on the needs of your audience and their pain points. Conduct interviews and surveys to learn as much as possible about both the demographics and psychographics of the market you aim to serve.

    21. Unique

    What makes you special? The answer should be crafted as your unique value proposition. You may be one of the millions specializing in your field, but to make your mark, it’ll serve you well to develop and nurture a one-of-a-kind point of differentiation.

    I love this quote from the legendary Dr. Seuss that speaks well to the last two points I’m trying to make: “Be who you are and say what you feel, because those who mind don’t matter and those who matter don’t mind.”

    22. Video

    It’s now passé to predict the future of the web is video. Video’s not only hot; it’s powerful. You can build trust faster with video. More so than text-based communication, video helps people connect with you. You come off as more human and sincere.

    If you want to build emotional connections with the members of your brand community, it’s time to add video to your mix. It can also differentiate you because many of your peers aren’t yet using video (or fear trying). Most don’t have a YouTube channel, a vlog (video blog), or video content of any kind. Make video a part of your personal branding efforts and stand out.

    23. Website

    Your website is the mousetrap and your content is the cheese. In other words, your website is your home on the web, a platform for the content you create and the destination you guide people to build an email list, following, your business and brand.

    24. eXamine

    “If you watch your website, social media and email marketing analytics, you’re going to get a little smarter, reach a little farther, and grow awareness of your brand more quickly,” writes digital marketing master Andy Crestodina in The Road to Recognition.

    Ivan's note :- Measure measure measure - as Peter Dricker shares " you can't manage what you can't measure " (not sure whether the original quote came from ) - happy to share the 10x emarketing system with you - just reach out. 

    Many of the points I’ve made in this post dug into content marketing strategies. As you execute them, you need to track them and measure your progress. You don’t need to be a statistics pro or analytics mastermind (like Andy). You simply need to learn how you’re doing, so you can perpetually refine your efforts. Otherwise, you’re flying blind.

    25. “You Do” list

    The development of your personal brand is a perpetual exercise. I believe a “to do” list, or a list of things you do will be immensely meaningful in helping you achieve your goals. Your list might include actions you need to get started as well as a list of proactive actions you do daily, monthly, or any interval that makes sense.

    The Road to Recognition, in its “Y” chapter, features a lot of ideas for your “You Do” list. Even if you don’t read the book, this post should help you get one together.

    26. Zeal

    Zeal is a “strong feeling of interest and enthusiasm that makes one determined to do something.”There is no more essential ingredient of a successful personal brand.

    Ivan's note:- I call it passion 

    You’re not going to achieve massive recognition quickly. It takes time and perseverance. You’ll encounter obstacles. Some of your ideas may get rejected. People will turn you down. You’ll make mistakes and get distracted. Pursuing your dream is hard work.

    Don’t give up. Persevere. Let your zeal drive you greater professional success.

    Guest Author: Barry is the author of The Road to Recognition and  SEO Simplified for Short Attention Spans. Barry operates Feldman Creative and provides content marketing consulting, copywriting, and creative direction services. He contributes to top marketing sites and was named one of the 25 Social Media Marketing Experts

    What is your top takeout?