Posts Tagged ‘Business Strategy’
Garage Sale- Don’t let your business turn into one
Posted by Brent Nauer in Selling to Zebras Friday, 13 May 2011 14:37 No Comments
Rummage sale, yard sale whatever they call them. This used to be the start of the season where street corners were littered with obnoxious poster board signs begging for your attention; the lazy days of summer just around the bend.
A garage sale isn’t going to be the place where you realize your fortunes; it’s a fire sale true to form, a liquidation of value. The bargaining and price points are all arbitrary and negotiations are mindlessly numbing. The problem with garage sales is the fact that the people you are selling to don’t need your product. They are looking for deals and the only way you’re going to sell to these people is to, in the words of George Strait, “Just Give It Away.” Think about it, when you NEED “SOMETHING” you go to the “SOMETHING” store and pay FULL PRICE for “SOMETHING”. At this point a discount means nothing to you. You don’t have time to shop around and you understand in the long-run the discount is irrelevant. Reminds me of a time when I had to replace the alternator in my car so I could get to work the next day. Priceless! Might be why when you need a Mac you go to the Mac store and pay full price. Might be why Apple understands this and has found solace and success in the fact that their consumers are pioneers, advanced thinkers and most importantly see the value in their product. Your customers are also the face of your organization and your most vocal advocates, so choose wisely and build real relationships. You have the power to choose who you want to sell to, so figure out who that perfect prospect is. Is it the fannie-pack wielding coupon clipper, or the thirsty visionary? So when customers are asking themselves if they can afford it, you should be asking yourself can they afford not to.
Signs you’re business is turning into a garage sale:
- Boom or Bust- Meaningless one time transactions with customers
- Too Focused on the short term
- No Recurring Revenue
- Customers are focused on price and only looking for a deal
- You don’t know how much your product is worth
- Steep Discounting
- Seller’s Remorse
- You’re sleeping out on the front lawn
Complex Sales and Selling Strategies, Fifth Edition – January 21, 2010
Posted by Chad Koser in Selling to Zebras Thursday, 21 January 2010 09:41 No Comments
Welcome to the first Complex Sales and Selling Strategies blog carnival edition of 2010! We had a number of great submissions for this Fifth edition of the blog carnival, but I have to say that my personal favorite is, “How a $23M Deal Died, Was Revived, and Closed,” authored by Chad Levitt and listed under the Complex Sales category below. Chad’s post is a perfect example of a detailed what, why, and how strategy that all of us can apply to be more successful in our complex sales environments.
…And no, I’m not just playing favorites because he happens to share a great first name with yours truly! Enjoy the carnival, and I look forward to receiving submissions for the next (Sixth) edition in mid-February.
…And now the submissions for this Fifth edition:
Anya Portnik presents Failure for us is not an option posted at Gavin Ingham.
Wise_Bread presents 6 Ways to Use Technology to Upgrade Your Career posted at Wisebread.
Managed Services presents The First Step to Determining Profit: Calculating Full Burden for Billable Staff posted at Managed Services Blog.
Billeater presents Save Money on Your Home Internet Business posted at Billeater.
Business Development
Frank Goley presents Business Success Strategies by ABC Business Consulting » Blog Archive » Writing An Effective Business Plan- Part One posted at Business Success Strategies, saying, “The business success strategies blog is written by small business success expert, Frank Goley, the chief business consultant for ABC Business Consulting. Frank has more than twenty years experience helping companies start, grow, turn around and succeed.”
Susan Tatum presents Will Pay-Per Click work for you? posted at Clicks ‘n Conversions Blog.
Frank Goley presents Business Success Strategies by ABC Business Consulting » Blog Archive » Developing and Implementing A Winning Marketing Plan posted at Business Success Strategies, saying, “The business success strategies blog is written by small business success expert, Frank Goley, the chief business consultant for ABC Business Consulting. Frank has more than twenty years experience helping companies start, grow, turn around and succeed.”
Complex Sales
Chad Levitt presents How a $23M Deal Died, Was Revived, and Closed posted at New Sales Economy Blog, saying, “This post will detail how using an on-demand ROI/TCO sales 2.0 tool can help you sell more, at a higher ASP, with a shorter sales cycle and get your customers to “own the deal”.”
Sales Challenges
Kathleen Gaga presents Make Sales Stick; A Simple Strategy Guaranteed to Increase Your Success posted at Street Smarts Marketing & Promotions, saying, “Being pushy, aggressive and not caring how many refunds you get is what has given sales a bad name. You will not find that type of advice from me. I believe in selling with influence and integrity.
So how do you make sales stick?”
Mike Consol presents Mike Consol/My Blog | The key to making yourself persuasive posted at Mike Consol’s Blog, saying, “No less an authority than Harvard Business Review said, “Persuasion is the centerpiece of business activity. Customers must be convinced to buy your company’s products or services, employees and colleagues to go along with a new strategic plan or reorganization, investors to buy (or not to sell) your stock, and partners to sign the next deal. But despite the critical importance of persuasion, most executives struggle to communicate, let alone inspire.” There’s a fundamental key to persuasion. Here it is…”
Strategies/Methodologies/Philosophies
Kathleen Gaga presents Build a Money Making Opt In Subscriber List with One Simple Idea posted at Street Smarts Marketing & Promotions, saying, “Effectively using a Sig File is one of the most important things you can do to begin building a solid opt-in subscriber list. Lists filled with people who have expressed an interest in something you are offering at no cost are warm leads for those who may want to purchase your paid products.”
That concludes this edition. Submit your blog article to the next edition of complex sales and selling strategies using our carnival submission form. Past posts and future hosts can be found on our blog carnival index page.
Technorati tags: complex sales and selling strategies, blog carnival.
The Universal Symbol for Struggle: My brief summary of the 2009 Wisconsin Entrepreneur’s Conference
Posted by Chad Koser in Selling to Zebras Friday, 12 June 2009 10:46 No Comments
This week Zebra Jeff and I attended the two day 2009 Wisconsin Entrepreneur’s Conference, hosted by The Wisconsin Technology Council.
The short:
One of the very best events I’ve ever had the privilege to be a part of with regard to obtaining new ideas and learning new strategies to grow your business. I have not felt so inspired and revitalized in some time.
Slightly longer and more specific:
1. We were treated to possibly the best speaking presentations I have ever witnessed, which was given by Robert Stephens, CEO, Founder, and self-dubbed “Chief Inspector” of Geek Squad… “Cheif Inspector” because, ‘he owns the business, so he can chose any title that he wants.’ (check the wiki on the Chief Inspector and his Geek Squad) It’s hard to summarize in words exactly why Robert’s presentation and speaking style were so effective, but in a flurry of descriptive cliches and buzz words, he was: relevant, engaging, timely, inspiring, entertaining, simple, effective, and ANYTHING BUT cliche. A few key points from Robert’s presentation:
1. I stole the universal symbol for struggle/Ramen noodle catch from his presentation. A perfect icon for his presentation, and one that captures here the spirit of both the presentation, as well as the man himself. Not since I heard the phrase ‘the smile is the only universally understood communication’ some time ago now have I played witness to such a perfect observation.
b. We are currently undergoing a, “New Era of Radical Transparency,” which will eventually give way to an Era of Authenticity in the business world. As such, to not only get or stay a step ahead of the curve as a business, but simply to survive, BRUTAL HONESTY is now a MANDATORY REQUIREMENT… which leads me to the next observation I’m strongly adopting (OK, stealing if I’m being honest) from Robert;
iii. The real goal of any business, and sales business is simply this: WORLD DOMINATION. This is the paramount example of the kind of honesty that will be required to do business in the future, and another compelling example of Robert’s ‘appear so crazy in my business decisions and direction that my competition will not possibly aspire to follow me until I’m so far ahead of them that they can’t possibly catch up.’ Which, incidentally, happens to be one of the potential key’s for acheiving WORLD DOMINATION in your own business.
There are actually many more simply awesome examples of what we witnessed during Robert Stephen’s presentation, as well as the Wisconsin Entrepreneur’s Conference as a whole, and I may blog about some of those in the future as well… but for now, I don’t want to detract from any of the above by getting long-winded. To close by again paraphrasing Robert: ‘Keep it simple, basic, classic, real, and honest.’ My observation is that those words are as real as the man himself.
-ZC
The new “Chrysis”… or is there a black and white striped lining amidst the ominous auto industry skies?
Posted by Chad Koser in Selling to Zebras Friday, 15 May 2009 16:39 No Comments
by Chad Koser (aka Zebra Chad)
Yesterday the business world was once again rocked by dramatic news from the automotive industry that Chrysler will be closing 789 dealerships (click to learn more about this story). As you will read, GM is the next to make such a move, with as many as 2,000 dealerships in jeopardy.
Listening to talk radio on this issue yesterday, I was not terribly surprised to hear a resoundingly negative response from callers. One caller, however, took the opposite side of the discussion, and I have long agreed with what that caller said. That particular caller’s message can be summed up in basic terms: 1) The right product, 2) at the right price, 3) at the right time.
A fairly simple message of sales and business management 101, this is a path I believe Chrysler and GM have been long overdue in taking. Zebra Jeff and I have dicussed this very topic on dozens of radio interviews across the nation at the time when the big news regarding the automotive bailout first hit the wire.
My view on the situation:
1) Chrysler and GM have long been operating with too high a cost structure as a result of having too many dealerships. Compare to foreign rival Toyota for example, whom is covering the same nationwide area with less than 30% as many dealerships, making it difficult, if not impossible for the American auto manufacturers to compete.
2) These dealerships have long been cannibalizing each others profit margins and market share as a result of being located too close to each other in geographic proximity.
3) Bailout dollars aren’t going to last forever, and without a focused strategic plan to cut costs while increasing revenue and profit margins, critical failure would be eminent.
In conclusion, the recent closure of dealerships is not yet another indicator of trouble ahead, but rather a justified, numbers-driven, mission-critical step towards heading in a positive direction… Sometimes we need to look at things differently to find the zebra colored stripes amidst the clouds. For the sake of one of the biggest industries driving the health of our economy, I suggest we make a concious choice to see it.
-ZC
Sales pipeline suffering from Swine Flu?
Posted by Chad Koser in Selling to Zebras Tuesday, 5 May 2009 09:57 No Comments
by Chad Koser (aka Zebra Chad)
Well, the only cure is to inject a healthy dose of Zebra Vaccine! This weeks entry was inspired by a recent post at a great new blog I’ve been following called Salesopedia… “Recession Proof Your Sales — 10 Timely Tips for Unlocking a Great Sales Year,” written by Nancy Bleeke, offers some great advice and strategy for selling in a tough economy. Much of Nancy’s advice in her article is well-aligned with much of what we’ve discussed here in the past about Zebra strategy. Combine the aspects of it all that make sense for you into your current sales methodology, and you’ve got a powerful serum for success, aka Zebra Vaccine, to inject into your sales pipeline to immunize it against the current recession. Be well, sell well!
-ZC
