Sunday, January 22, 2017
Monday, January 16, 2017
Point 9 Capital's Karolin Geike
Bigger is not better!
Sunday, January 15, 2017
Great insight by Chris Brogan on the core fundamentals of business
- You know stuff or you got stuff
- People need it
- People will pay for it
I’ve talked about it this way for years. Imagine a triangle. Here, let me draw it for you:
If you’re doing some kind of consulting or services business. You know something. You can help others with it. Will people pay for it.
That’s the real basic core of how someone chooses to buy something. It’s how YOU should think about your business. I have a lot of people ask me things like, “Hey, I have this podcast and I want to make a lot of money with it. How do I do that?”
The answer is often that you don’t. People don’t pay for radio now. Why would they pay for you? “Oh, but my stuff is premium.” Media companies love to boast about “premium” but you can look at many examples of a lot of “good enough” free content flooding the market until there’s no reason to ever buy premium.
How You Talk About It Matters
Do you have a great product or service but don’t do a great job of selling it. Do you make it clear what the BUYER gets from the experience?
The BUYER is not interested in the service - he/she is interested in solving their problem. They want to buy - they want to feel that they are getting great value and that they trust you. .
If you’re working to sell something and it’s not all there for you yet, you might go through a quick quiz:
- Do I produce something that people might be able to use to improve their life or business?
- Do I know and have access to the people who need this?
- Will they pay for it?
If you can’t answer yes to all three questions, you’re going to have a lot of trouble in business.
If you have 2 pieces of the puzzle - you can find the 3rd!
- If you have the product but no audience, you can market to acquire the audience.
- If you have the audience but no product, you can partner with someone selling something and provide their product to the people you serve.
- If someone won’t pay for something directly, do you know anyone who’d pay to fund/sponsor/subsidize that product for the people who’d benefit from it?
Never count yourself out just because you’re missing part of the triangle.
But you must ultimately satisfy all three points.
Sunday, January 8, 2017
What if the thank you card was not sent directly to you, but instead was sent to your boss? Would that make any difference?
Last year I thought I would give it a go and see what happened. This was the scenario: Each year I work through all our personal and business expenses and review them to see if we are still getting the best deal that we possibly can.
As part of that process, it came time to review our car insurance. Since Youi is so big at advertising that they have a better price I thought I would give them a go and rang to get a quote and compare our current insurance with theirs. The consultant I spoke with was very helpful and worked with me over the next week to ensure that what they were offering was the best one on the market. But after three phone calls, I realised that NRMA, who we were already with, still provided us with the best option.
I had a dilemma, though, as the consultant had worked really hard and I felt very bad they I hadn't gone with them, but hey as an Accountant, every dollar counts! What to do? I thought I would send her a thank you card. But then I had a thought, hang on, why don't I send her boss a thank you card saying what a great effort she put in, even though she didn't get the sale. I knew she would have sales targets to reach. She had put so much effort in on me, surely that meant she missed out somewhere else.
So I did. I tracked down the head of Customer Service and wrote a card to him and let him know all about the great service I got.
Imagine my surprise when this was the response that I received via email:
Hope you are doing well.
I am speechless, but yet again a smile from ear to ear.
Thank you so so so much for the wonderful card and compliment. It really means a lot to me (you have no idea what it means to me) I'm the legend in the work place today. Reason they have forward it to every person in the building ha ha ha.
So just popping in to say THANK YOU.
Hope you have a wonderful day and an awesome weekend.
Wow! What a response. It taught me a huge lesson and reminded me of the saying "praise in public, rebuke in private." When you praise someone in public, the world get's to know. It makes their day and changes their life.
So, the next time you are sending out a thank you note, why not send it to the person's boss!
Thursday, January 5, 2017
Proactively plan to identify, communicate with and seek to uncover business opportunities with people who can provide you with referral business.
- identify your referral partners – and get them to join your BBG Chapter
- communicate monthly – by coming to the BBG Forum (meeting and identifying opportunities for 3 hours per month) .
- BE sure to call them and correspond with them , so that you are top of mind
- ACTIVELY THINK ABOUT REFERRAL OPPORTUNITIES … who can you refer them to Track, Measure and reward your referrals
- Download Referron and update your profile
- Make the time to refer and ask for referrals
- Follow up the referrals made
- Provide an awesome service