Free daily tips, information, advice and ideas
to help you better manage your small business
Business decisions are complicated. To home in on what you want to do, you must juggle all the pieces.
Every day you match what you do and where you are going to the marketplace. The marketplace is where your business decisions make sense--or not.
If it makes business sense and it "feels right" you take the plunge. However, if your intuition causes you to hesitate, pay attention. That gnawing feeling (that something is not right) can sometimes save you from disaster.
Example: Bill established his business designing websites for small businesses. His business was small but successful. Bill noticed that people in small business frequently had no interest in social media, no idea how it could work for them, and no concept of how to access it. He began offering clients a new service--he would coach them in the value and use of social media, and if they wanted, he would actually do the legwork to get them onto various social media sites--and maintain them. Bill still does websites, but it is a small part of his new business model.
Example: Linda is a chiropractor. Her client base was slowly growing, but Linda wanted more. She noticed that more and more clients were asking questions about nutrition, massage and other healthy living activities. Linda knew that it was a new marketplace coming to her door. She could expand by becoming a wellness center offering much more than just chiropractic. Her intuition told her to step carefully, so she began a growth path, making small changes. Once a month, Linda brought in a nutritionist for free talks about diet and weight problems. Then she began bringing in a massage therapist to give free short demonstrations, to explain different types of massage, and to answer questions. She got positive response by promoting on social media. By taking these small steps, Linda gained confidence to establish a full-service wellness center.
Example: Jameel runs a landscaping service. He started his business cutting lawns for residential and commercial clients. He began noticing that the market was changing. People wanted to get rid of their lawns, replacing with wild flowers, perennials and shrubs. Using social media, Jameel began offering gardening services in addition to his lawn maintenance services. It's a changing marketplace. Today, Jameel runs a full-service yard and garden business, helping people design and re-design yards more in keeping with their new interests. And he still maintains lawns.
When changing the direction of your business, it is useful to take small steps. In other words, you gradually move in the direction you want to go.
The marketplace is always your guiding light when changing business directions. What made sense yesterday might not be viable today. And the business you are in today can change completely tomorrow.
Friday, September 4, 2015
Thursday, September 3, 2015
Netting wider markets
Free daily tips, information, advice and ideas
to help you better manage your small business
Internet markets are wide and deep. You can reach out in all directions to attract clients and customers--no matter your business.
Astute owners of small businesses can quickly grow and expand beyond the limits of the communities they serve. With a website and using the power of social media, small businesses can become big.
Example: David operates a small collectibles shop serving a suburban community near a large city. He specializes in board games, puzzles, children's books including paper cut-outs and coloring books, and small action figures. When he expanded his website to include ordering/shipping, sales increased. When he began posting on Facebook and other social media, sales increased again. Today, David spends most of his time filling orders and getting everything ready for a daily UPS pick-up. He takes a break now and then to wait on a new customer who wanders into his storefront.
Example: Catherine is a certified Pilates instructor. In addition to her growing list of clients, Catherine began offering instructional courses through her website, and she promoted these through social media. The educational materials are directed to two types of clients: those who want to simply learn more about Pilates, and those who want to become certified. Catherine does not offer certifications; rather, she gets people up to speed to become certified. These initiatives have expanded Catherine's business all over the country.
Example: Ellen is a nutritionist. To expand her client base, Ellen began offering free talks to organizations, wellness centers, medical groups and others. She posts nutritional tips on social media, driving people to her website. Ellen also wrote a short book on healthy eating and controlling weight. She published it as an Amazon e-book, and she promotes the book at her talks as well as on social media. This has generated more interest and brought her additional clients. One of her new clients is a supermarket chain.
No matter your business, you can increase sales and reputation and referrals using the Internet. The net puts your business in front of eyeballs unfamiliar with your business.
Your website is only the beginning. Use social media. Facebook, Twitter, Instagram, Pinterest, LinkedIn and more represent opportunities just waiting for you to use them. Netting wider markets is a growth path you can easily take advantage of.
Most businesses have a website. But most of these don't use it to best advantage. You must drive eyeballs to your website, and social media can do the job. Best of all, social media is free for the most part.
to help you better manage your small business
Internet markets are wide and deep. You can reach out in all directions to attract clients and customers--no matter your business.
Astute owners of small businesses can quickly grow and expand beyond the limits of the communities they serve. With a website and using the power of social media, small businesses can become big.
Example: David operates a small collectibles shop serving a suburban community near a large city. He specializes in board games, puzzles, children's books including paper cut-outs and coloring books, and small action figures. When he expanded his website to include ordering/shipping, sales increased. When he began posting on Facebook and other social media, sales increased again. Today, David spends most of his time filling orders and getting everything ready for a daily UPS pick-up. He takes a break now and then to wait on a new customer who wanders into his storefront.
Example: Catherine is a certified Pilates instructor. In addition to her growing list of clients, Catherine began offering instructional courses through her website, and she promoted these through social media. The educational materials are directed to two types of clients: those who want to simply learn more about Pilates, and those who want to become certified. Catherine does not offer certifications; rather, she gets people up to speed to become certified. These initiatives have expanded Catherine's business all over the country.
Example: Ellen is a nutritionist. To expand her client base, Ellen began offering free talks to organizations, wellness centers, medical groups and others. She posts nutritional tips on social media, driving people to her website. Ellen also wrote a short book on healthy eating and controlling weight. She published it as an Amazon e-book, and she promotes the book at her talks as well as on social media. This has generated more interest and brought her additional clients. One of her new clients is a supermarket chain.
No matter your business, you can increase sales and reputation and referrals using the Internet. The net puts your business in front of eyeballs unfamiliar with your business.
Your website is only the beginning. Use social media. Facebook, Twitter, Instagram, Pinterest, LinkedIn and more represent opportunities just waiting for you to use them. Netting wider markets is a growth path you can easily take advantage of.
Most businesses have a website. But most of these don't use it to best advantage. You must drive eyeballs to your website, and social media can do the job. Best of all, social media is free for the most part.
Wednesday, September 2, 2015
Excuse shopping
Free daily tips, information, advice and ideas
to help you better manage your small business.
People spend too much time looking for the next excuse. The problem pervades our culture on every level.
Looking for the next excuse is related to procrastination--but with a difference. And the devil is in the details.
When you procrastinate, you simply put off doing something. When you look for the next excuse, you grab at a warm feeling to support your decision. You might procrastinate and do it later or you might go off in another direction.
Example: Sam began his business designing websites for small business clients. Things went well for the first few years, then his business declined. People began taking advantage of the free websites being offered by companies--simple websites could be up and running at little or no cost. Rather than looking his new competition squarely in the face, Sam began bad-mouthing free websites when speaking with potential clients. When it didn't work, Sam began looking for the next excuse--the economy was bad, small businesses were reluctant to spend, clients didn't understand. Today, Sam has closed his business and is working for another company. He spent too much time looking for and embracing excuses for the decline in his own business, and not enough time figuring out how to grow into a better future--in step with the changing times.
Example: Susan is a massage therapist. She concentrates on several types of massage and has attracted a following. She wanted to grow, and she looked around for ways to establish a full-blown wellness center. It seemed to be a good plan, but everywhere she turned, she saw big problems. Where would she get the money? How could she establish a bigger place with a higher rental? What would attract others to be a part of a wellness center? She talked with nutritionists, hypnotherapists, acupuncture practitioners, yoga experts, even people in Chinese herbal medicine. All of them expressed interest, but how would they be paid? It all seemed to come down to money--and her lack thereof. Instead of finding a pathway through this money maze, Susan backed off, giving herself the excuse that the timing was not right, that the other practitioners just did not see the value of banding together in a single destination wellness center. Maybe one day. Susan is still running her massage therapy operation. Looking for the next excuse not to proceed.
All of us fall into the false thinking of excuse shopping. It is the easy way out of today's problems. Blame someone else or blame anything.
When you spot a market opportunity, you sometimes must move heaven and earth to take advantage of it. Never give up, and never go excuse shopping.
The marketplace today is moving faster than ever. Stay on top of it. Pick the opportunity that makes sense, and go for it. No excuses.
to help you better manage your small business.
People spend too much time looking for the next excuse. The problem pervades our culture on every level.
Looking for the next excuse is related to procrastination--but with a difference. And the devil is in the details.
When you procrastinate, you simply put off doing something. When you look for the next excuse, you grab at a warm feeling to support your decision. You might procrastinate and do it later or you might go off in another direction.
Example: Sam began his business designing websites for small business clients. Things went well for the first few years, then his business declined. People began taking advantage of the free websites being offered by companies--simple websites could be up and running at little or no cost. Rather than looking his new competition squarely in the face, Sam began bad-mouthing free websites when speaking with potential clients. When it didn't work, Sam began looking for the next excuse--the economy was bad, small businesses were reluctant to spend, clients didn't understand. Today, Sam has closed his business and is working for another company. He spent too much time looking for and embracing excuses for the decline in his own business, and not enough time figuring out how to grow into a better future--in step with the changing times.
Example: Susan is a massage therapist. She concentrates on several types of massage and has attracted a following. She wanted to grow, and she looked around for ways to establish a full-blown wellness center. It seemed to be a good plan, but everywhere she turned, she saw big problems. Where would she get the money? How could she establish a bigger place with a higher rental? What would attract others to be a part of a wellness center? She talked with nutritionists, hypnotherapists, acupuncture practitioners, yoga experts, even people in Chinese herbal medicine. All of them expressed interest, but how would they be paid? It all seemed to come down to money--and her lack thereof. Instead of finding a pathway through this money maze, Susan backed off, giving herself the excuse that the timing was not right, that the other practitioners just did not see the value of banding together in a single destination wellness center. Maybe one day. Susan is still running her massage therapy operation. Looking for the next excuse not to proceed.
All of us fall into the false thinking of excuse shopping. It is the easy way out of today's problems. Blame someone else or blame anything.
When you spot a market opportunity, you sometimes must move heaven and earth to take advantage of it. Never give up, and never go excuse shopping.
The marketplace today is moving faster than ever. Stay on top of it. Pick the opportunity that makes sense, and go for it. No excuses.
Tuesday, September 1, 2015
Punching up referrals
Free daily tips, information, advice and ideas
to help you better manage your small business
Every business owner knows the value of referrals. It's word of mouth working for you out in the community.
Communities can be down the street or on the Internet. Social media can greatly increase the number--and value--of referrals.
Example: Ana started out as a small baker. But she does not have display cases or a bake shop or even an oven. She began by using the kitchen of a restaurant on days when it was closed. She concentrated on baking brownies and scones which she offered to local companies and organizations for their meetings. This got her business off the ground, but referrals were few. When Ana began posting pictures on social media, her reputation spread. Referrals increased when people saw the mouth watering brownies and scones on Facebook, Instagram, and other sites. Ana now has her own bakery shop with multiple ovens. She ships her brownies and scones all over the country.
Example: Bud runs a comics operation. He has a store, but his big presence is on the Internet. Originally, Bud opened his store, carrying current comics directed at adults and kids. The word spread quickly in the community, and this brought referrals to the store. The operation really took off when Bud began posting comics and comic-related items on social media. People placed one-time as well as standing orders which Bud filled using UPS. Once each year, Bud holds a weekend event built around comics and superhero characters. People show up in costume and the happenings draw additional customers to Bud's operation. Referrals have exploded.
Example: Takisha is a holistic therapist, concentrating on life coaching, nutrition and meditation. Referrals called her, but they were less than she wanted. To punch up the number of referrals, Takisha formed a networking group on MeetUp.com. It was free and it attracted people interested in all sorts of holistic therapies. Many of these people became Takisha's clients. She uses social media to spread the word about the MeetUp site and upcoming monthly meetings.
Social media gets the word out about your operation and your activities. Pictures attract attention, get passed around to like-minded people, and bring in new referrals.
Getting more referrals should be an on-going part of your business. Referrals represent future possibilities. And business is all about the future.
to help you better manage your small business
Every business owner knows the value of referrals. It's word of mouth working for you out in the community.
Communities can be down the street or on the Internet. Social media can greatly increase the number--and value--of referrals.
Example: Ana started out as a small baker. But she does not have display cases or a bake shop or even an oven. She began by using the kitchen of a restaurant on days when it was closed. She concentrated on baking brownies and scones which she offered to local companies and organizations for their meetings. This got her business off the ground, but referrals were few. When Ana began posting pictures on social media, her reputation spread. Referrals increased when people saw the mouth watering brownies and scones on Facebook, Instagram, and other sites. Ana now has her own bakery shop with multiple ovens. She ships her brownies and scones all over the country.
Example: Bud runs a comics operation. He has a store, but his big presence is on the Internet. Originally, Bud opened his store, carrying current comics directed at adults and kids. The word spread quickly in the community, and this brought referrals to the store. The operation really took off when Bud began posting comics and comic-related items on social media. People placed one-time as well as standing orders which Bud filled using UPS. Once each year, Bud holds a weekend event built around comics and superhero characters. People show up in costume and the happenings draw additional customers to Bud's operation. Referrals have exploded.
Example: Takisha is a holistic therapist, concentrating on life coaching, nutrition and meditation. Referrals called her, but they were less than she wanted. To punch up the number of referrals, Takisha formed a networking group on MeetUp.com. It was free and it attracted people interested in all sorts of holistic therapies. Many of these people became Takisha's clients. She uses social media to spread the word about the MeetUp site and upcoming monthly meetings.
Social media gets the word out about your operation and your activities. Pictures attract attention, get passed around to like-minded people, and bring in new referrals.
Getting more referrals should be an on-going part of your business. Referrals represent future possibilities. And business is all about the future.
Monday, August 31, 2015
Expand from within
Free daily tips, information, advice and ideas
to help you better manage your small business
To expand a small business, you have a choice. You can let the business rock along adding clients and customers and gradually grow. Or you can look to take off in a direction that builds on what you already do.
Every business has opportunities to grow. Let the marketplace show you the way.
Example: Kristin is a massage therapist. She has an established office and regular clients. She uses social media to grow her client base. One of her postings on Facebook brought in a question that changed the direction of her business. Someone asked if Kristin offered acupuncture to help with problems of stress. She did not, but it spurred her to begin expanding in another area to address wellness issues. Today, Kristin has a staff acupuncturist. It has worked out well--expanding the business into the beginnings of a well-rounded wellness center.
Example: Judy is a candy maker who owns a small sweet shop. She loves making peppermint pillows, caramel twists and other goodies. When several customers asked why she had no chocolate, it caused her to consider expanding. First, Judy brought in lines of chocolates made at a small chocolate shop in a neighboring town. This caused a noticeable bump in sales. Then it was decision time. Judy could learn to make chocolates herself at her place, or she could continue the arrangement with the chocolate shop, or she could exploit the possibility of forming a partnership with the owner of the chocolate shop. She chose the later. Today, the expanded operation offers candies and chocolates at both shops, and, additionally, fill orders and ships to buyers far and near.
Example: Bill is an artist who paints landscapes. His paintings sell for hundreds, sometimes thousands, of dollars, and he exhibits in several galleries. He also attends higher end shows. At one of these shows, he overheard someone complain that there were no smaller, less expensive paintings that could serve as gifts. Bill began experimenting--quickly painting small canvases, signing and framing them, and offering these at lower prices. He maintained quality and vision, and he found that he could sell many of these while waiting to sell just one of his landscapes. By listening to, and answering, the marketplace, Bill is now in a better financial place.
Expansion possibilities crop up all the time in small business. Some are good. Others, not so much.
Keep your ear to the ground. The marketplace is always changing, and you can spot opportunities all the time. You'll probably discard most of these, but now and then, a jewel can be spotted.
Never try to chase every opportunity that you spot. That causes you to run around in circles, not getting much done. When you do find a good opportunity, however, check out the possibilities--and expand.
to help you better manage your small business
To expand a small business, you have a choice. You can let the business rock along adding clients and customers and gradually grow. Or you can look to take off in a direction that builds on what you already do.
Every business has opportunities to grow. Let the marketplace show you the way.
Example: Kristin is a massage therapist. She has an established office and regular clients. She uses social media to grow her client base. One of her postings on Facebook brought in a question that changed the direction of her business. Someone asked if Kristin offered acupuncture to help with problems of stress. She did not, but it spurred her to begin expanding in another area to address wellness issues. Today, Kristin has a staff acupuncturist. It has worked out well--expanding the business into the beginnings of a well-rounded wellness center.
Example: Judy is a candy maker who owns a small sweet shop. She loves making peppermint pillows, caramel twists and other goodies. When several customers asked why she had no chocolate, it caused her to consider expanding. First, Judy brought in lines of chocolates made at a small chocolate shop in a neighboring town. This caused a noticeable bump in sales. Then it was decision time. Judy could learn to make chocolates herself at her place, or she could continue the arrangement with the chocolate shop, or she could exploit the possibility of forming a partnership with the owner of the chocolate shop. She chose the later. Today, the expanded operation offers candies and chocolates at both shops, and, additionally, fill orders and ships to buyers far and near.
Example: Bill is an artist who paints landscapes. His paintings sell for hundreds, sometimes thousands, of dollars, and he exhibits in several galleries. He also attends higher end shows. At one of these shows, he overheard someone complain that there were no smaller, less expensive paintings that could serve as gifts. Bill began experimenting--quickly painting small canvases, signing and framing them, and offering these at lower prices. He maintained quality and vision, and he found that he could sell many of these while waiting to sell just one of his landscapes. By listening to, and answering, the marketplace, Bill is now in a better financial place.
Expansion possibilities crop up all the time in small business. Some are good. Others, not so much.
Keep your ear to the ground. The marketplace is always changing, and you can spot opportunities all the time. You'll probably discard most of these, but now and then, a jewel can be spotted.
Never try to chase every opportunity that you spot. That causes you to run around in circles, not getting much done. When you do find a good opportunity, however, check out the possibilities--and expand.
Friday, August 28, 2015
Goodbye corporate
Free daily tips, information, advice and ideas
to help you better manage your small business
People in corporate positions frequently think about leaving to establish a small business of their own. It happens all the time.
No matter the circumstances, this is a life-changing decision. The corporate world is on one planet, the small business world is on another. They speak different languages.
Before making the jump, do some serious thinking--and investigating. The most important thing is to take a hard look at the market your small business will serve. Get to know everything about that market. This will form the basis of your business plan.
Your business plan will give you confidence to say goodbye to your corporate position. Don't take the big step until you reduce everything in your business plan to the bottom line numbers.
Example: Bob was a CPA working in the tax department of a large company. He often wondered how he came to be stuck in his position. His interests were in gardening--in his spare time, he raised many vegetables in the big yard behind the family home. He decided to make a change--with a time of transition. He built raised beds in the yard, covering them with plastic, and planting several types of lettuce. When the lettuce was ready, Bob gathered several bunches and went calling on local restaurants to see if there was interest in farm-fresh, organically-raised greens. What he found surprised him--every bundle was sold in an hour. Bob came home with more orders in hand. He is now in the process of expanding his raised beds to cover the back yard, and he is looking forward to the day when he can do what he loves and leave the corporate job behind.
Example: Alice was a graphic artist. She worked in the graphics department of a large company. She wanted to leave and start her own operation. While she continued working, she prepared a business plan for the business she had in mind. Working through the numbers, Alice realized that she had to make contacts out in the marketplace, so she began this process. She found several likely prospects, and working nights and weekends, she sold some of her work to them. When she felt the time was right, she gave notice to her employer and sailed into her own small business.
If you want to leave your corporate position, do your homework while you are still employed. Transitioning to your own small business is not easy, but it is doable.
Always do a business plan. The most important part is getting to know the market your small business will serve. No exceptions.
to help you better manage your small business
People in corporate positions frequently think about leaving to establish a small business of their own. It happens all the time.
No matter the circumstances, this is a life-changing decision. The corporate world is on one planet, the small business world is on another. They speak different languages.
Before making the jump, do some serious thinking--and investigating. The most important thing is to take a hard look at the market your small business will serve. Get to know everything about that market. This will form the basis of your business plan.
Your business plan will give you confidence to say goodbye to your corporate position. Don't take the big step until you reduce everything in your business plan to the bottom line numbers.
Example: Bob was a CPA working in the tax department of a large company. He often wondered how he came to be stuck in his position. His interests were in gardening--in his spare time, he raised many vegetables in the big yard behind the family home. He decided to make a change--with a time of transition. He built raised beds in the yard, covering them with plastic, and planting several types of lettuce. When the lettuce was ready, Bob gathered several bunches and went calling on local restaurants to see if there was interest in farm-fresh, organically-raised greens. What he found surprised him--every bundle was sold in an hour. Bob came home with more orders in hand. He is now in the process of expanding his raised beds to cover the back yard, and he is looking forward to the day when he can do what he loves and leave the corporate job behind.
Example: Alice was a graphic artist. She worked in the graphics department of a large company. She wanted to leave and start her own operation. While she continued working, she prepared a business plan for the business she had in mind. Working through the numbers, Alice realized that she had to make contacts out in the marketplace, so she began this process. She found several likely prospects, and working nights and weekends, she sold some of her work to them. When she felt the time was right, she gave notice to her employer and sailed into her own small business.
If you want to leave your corporate position, do your homework while you are still employed. Transitioning to your own small business is not easy, but it is doable.
Always do a business plan. The most important part is getting to know the market your small business will serve. No exceptions.
Thursday, August 27, 2015
Answer your phone!
Free daily tips, information, advice and ideas
to help you better manage your small business
Every week, I talk with a dozen or so business owners--usually on the telephone. The conversations are fodder for my writing mills.
It is amazing how many calls to small businesses go unanswered. The caller is shunted off to voice mail, or, worse, the ringing goes on and on. I'm left to wonder if the place is out of business.
There was a time when I left voice mail messages, requesting a call back. When I found that most of these went unanswered, I stopped.
These days, unless I get a live person when I call, I simply hang up and go to the next business person on my list. I can get back to that business at another time.
In business, the telephone is a principal means of communicating with clients and customers. You have a telephone for THEIR convenience, not yours.
Example: Marge is a therapist. She works alone, and when she's in a session with a client, she lets calls go to her voice mail. First time callers as well as on-going clients are understanding. So is Marge. She checks and returns voice mail messages many times each day. To do this takes time, so she leaves a half-hour open between scheduled sessions with clients. This gives her a chance to return calls as well as make notes and get ready for her next appointment.
Example: When I had my own businesses, I knew intuitively that telephone calls were important. It might be a new referral calling, or it might be an existing client wanting an appointment or additional services. I insisted that all calls be answered promptly. And I checked up on my operation by calling in when I was away.
We have many ways to communicate, but the telephone is the most indispensable. It connects your business with the outside world. Always answer your phone! Promptly! Nicely!
If you must use voice mail, check out your messages and return calls. After all, you never know where the next order or client or customer will come from.
to help you better manage your small business
Every week, I talk with a dozen or so business owners--usually on the telephone. The conversations are fodder for my writing mills.
It is amazing how many calls to small businesses go unanswered. The caller is shunted off to voice mail, or, worse, the ringing goes on and on. I'm left to wonder if the place is out of business.
There was a time when I left voice mail messages, requesting a call back. When I found that most of these went unanswered, I stopped.
These days, unless I get a live person when I call, I simply hang up and go to the next business person on my list. I can get back to that business at another time.
In business, the telephone is a principal means of communicating with clients and customers. You have a telephone for THEIR convenience, not yours.
Example: Marge is a therapist. She works alone, and when she's in a session with a client, she lets calls go to her voice mail. First time callers as well as on-going clients are understanding. So is Marge. She checks and returns voice mail messages many times each day. To do this takes time, so she leaves a half-hour open between scheduled sessions with clients. This gives her a chance to return calls as well as make notes and get ready for her next appointment.
Example: When I had my own businesses, I knew intuitively that telephone calls were important. It might be a new referral calling, or it might be an existing client wanting an appointment or additional services. I insisted that all calls be answered promptly. And I checked up on my operation by calling in when I was away.
We have many ways to communicate, but the telephone is the most indispensable. It connects your business with the outside world. Always answer your phone! Promptly! Nicely!
If you must use voice mail, check out your messages and return calls. After all, you never know where the next order or client or customer will come from.
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