We’ve all had them - those annoying telemarketing calls right in the middle of dinner and spending some much needed time with our families. Even with no-call-list registration, a call sneaks through the cracks occasionally. We get frustrated and often, the poor individual on the other end gets an ear full.

But have you ever taken the opportunity to put yourself in that telemarketer’s shoes? As a business owner, you should, since sales is an important part of every business. I sure do because I actually had a telemarketing job at one point. Albeit, it was only for four months, but that’s because it was horrible. I didn’t make a sale the entire time I was there. Call after call made for nothing. In a telemarketing job the focus is quantity - the more calls you make, the more likely you are to get a sale. That simply wasn’t the case for me - it isn’t for most. Just look at the turnover rate for telemarketing businesses and you’ll see the effects.

And why is that? Because the people I called were simply contacts - a name and phone number filled out on a piece of paper (most likely a drawing for some type of prize) for individuals who didn’t even know what they were signing up for. The reason cold call and door-to-door sales people fail more than they succeed at a sale is because they are making contacts, not connections, with potential clientèle.

Continue reading : Connections Trump Contacts »

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We’ve all faced the temptation to burn a copy of someone’s Beatles album or Microsoft Office program. Heck, when programs like Napster first emerged and provided free mp3 downloads, everyone was taking advantages and burning CDs for pennies on the dollar.

But, in recent years, industries like the Business Software Alliance have attempted to crack down on piracy. The anti-piracy ad that accompanies all rental DVDs and movie theater trailers has now become common place. And, in fact, piracy is one of the top issues involved in the Hollywood writers strike. Unfortunately, the attempts thus far have had little effect on piracy rates, which, according to BSA, have stopped falling.

Continue reading : New Innovations for Deterring Software Piracy »

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Working on that Christmas Card list? Well, don’t stop at just friends and family. Be sure that you get some cards to send on behalf of your business to your customers. Yes, it may be a bit of added expense, but it’s well worth giving clients the reminder that you’re still available to provide them with quality products and services.

Before you do anything else, figure out how much you have available in your budget to send cards and gifts to clients. Just like with your personal Christmas shopping, it’s important to establish a budget and keep yourself on track.

Continue reading : Remembering Your Customers »

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Ah, the holiday season. Were you crazy enough to go out into the world and shop at the crack of dawn this past Friday? I did so for the first time. I wouldn’t exactly call it a joyful experience, but it wasn’t as bad as I had anticipated. Okay, it was close.

I already had in mind that I wasn’t going to spend the entire day pursuing every store in town for great bargains. After all, I’m seven months pregnant right now, and didn’t think that would be the best idea for me, especially by myself. So, I compared ads and found one location were I could get multiple items at a great price. Most of the items I bought were for my photography business, actually.

Continue reading : The Beneficial Chaos of Black Friday »

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There have been many occasions when I have discussed knowing who the target market for your product/service should be, what they’re looking for, etc. But the research and data shouldn’t stop at a marketing demographic. You need to get to know your customers individually as well.

A great way to do that is to develop a customer profile for each of your devote customers. You may be asking how you could get information on your customer without seeming nosy to them. Fortunately, most people are prone to talk to anyone that may listen, so it can really be easier than you might expect.

Continue reading : Knowing Your Customers »

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When it comes to starting a new business, there is one thing that takes up the majority of your concern, stress and time. One thing that will really make or break you. The success of your business depends on getting the word out that your business actually exists. If no one knows that you’re out there, then you won’t have any clients, won’t make any money and the business will flop. It’s constantly in the back of your mind with regard everything you do and every business decision you make.

Therefore, promoting your business, especially in the beginning, should be your number one priority. And I’m not necessarily talking about in a marketing sense, because, let’s face it, you typically don’t have a lot of room in the budget when you’re just getting started to get a television ad going right from the start. You need to bring in a few clients first, and you’ve got to find inexpensive ways to do it.

Continue reading : Ways to Promote Yourself »

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When starting your business, and throughout it’s progression, you will always be evaluating and reevaluating how much to actually charge for the product/service you provide. You must take into consideration how much it cost your business to make the product or provide the service (i.e., supplies, payroll, etc.), how much of a profit you will need to make in order to keep your business running, and the like.

But there is more to it than simply picking a price that covers your overhead and makes a little profit. You have to take into consideration the thought process of your average customer and the psychology of pricing.

You want to provide your clients with a perception that they’re getting a great deal, and there are a few possibilities for conveying that:

Continue reading : The Psychology of Pricing »

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Customer service is a key element in the success of your business. That’s not news to anyone. But a crucial element of customer service, that business owners often overlook, is being readily accessible to your clientèle. That can be a challenge, but technology lends a hand in making it possible.

Continue reading : How Accessible are You? »

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Port of Los Angeles

On November 6th 2007, President Bush proposed new safety measures to insure that items imported into the United States meet safety standards. This step is resulting from the increased number of recalls in the past couple of years, specifically items such as toothpaste, dog food and toys produced overseas.

Bush proposes that the following improvements be made:

• Giving the Food and Drug Administration (FDA) the authority to order mandatory recalls of unsafe products. As it stands now, the FDA can only encourage companies to voluntarily recall unsafe items, but have no way of enforcing a recall if the company refuses to do so.

• An increase in the presence of U.S. inspectors from Customs, Border Patrol the Consumer Product Safety Commission (CPSC) and other agencies in countries that are major exporters to the U.S.

• A certification program (“seal of approval”) for companies that meet safety standards on a proven and regular basis. This change is expected to help encourage retailers to use businesses with the certification, and help discern those companies that are not meeting safety standards often enough.

Continue reading : New Safety Measures for Imports on the Horizon »

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When you encounter a potential client, investor or business associate for the first time, you want to make a great impression upon them. Though your personality has a lot to do with it, people often judge by what they see first rather than what they hear. So it’s important that you portray competence in your business industry not only in your knowledge and performance, but also in how you convey yourself.

Appearance
When you walk up to a potential client, it’s probably best that you “look the part” that would be associated with the type of business you are in. However, you don’t want to look sloppy either, just because you are in something like the construction business. Leave the disheveled look when you’re actually doing the dirty work, but not for your initial meeting with the client. Though many businesses these days carry a more casual element to “dressing up,” so you don’t always have to wear a business suit, you should still look nice, in dress slacks or a skirt and a nice shirt. Good hygiene, of course, is also important.

Continue reading : Communicating Competence »

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Managing cash flow is an important, but often overlooked, function of small business. All too often you can find your business in financial trouble if you don’t learn how to handle funds correctly. Here are some common mistakes you should be aware of:

“Fly By the Seat of Your Pants” Accounting
Many people are, unfortunately, never taught how to handle finances. Teenagers open checking accounts when they get their first job, and never seem to learn how to keep up. I’ve talked to many in the banking industry who run into people that say “I had checks in my checkbook, so that means I have money in the account.”

Fortunately, if you own your own business, you are probably a bit smarter than that, at least I hope so. But many business owners still don’t keep track of the business finances well enough. They have a tendency to pay bills as they come, buy supplies as they need them and spend money on personal items because it’s there.

Continue reading : Avoiding Cash Flow Mistakes »

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Last week, the wildfires in Southern California received top billing on the news nationwide. While many people tragically lost their homes, there is no doubt that some also lost their business in the fires.

Many of us will never have to face out of control wildfires as a risk factor for the destruction of our business, but natural disasters of every kind span the nation. Anything from wildfires, to tornadoes, ice storms (which caused some devastation in my home town last winter), to hurricanes, there are a number of possibilities that can damage to your business. And you need to make sure you’re protected.

Insurance Coverage
First and foremost, be sure that your business (just like your life, health, home and vehicles) is insured. And, be sure that your business insurance covers disasters that are common to your area of the nation. If you live in the Midwest, be sure that tornado damage is covered. If you live on a coast, be sure that hurricane damage is covered, etc. Additionally, though wildfires tend to be more prevalent in the California area, fire damage can happen anywhere, so be sure, no matter where your business is located, that you’re covered if there is a fire.

Continue reading : Preparing Your Business for Impending Disaster »

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