The Decision Maker

If you're selling saddles make sure you're not talking to the horse! You need to be speaking to the decision maker, not someone else who isn't qualified to make purchasing decisions. Suppose you have just made one of you best sales presentations and when you ask for the order your prospect says, "I'll have to give all this information to Mr Big, he makes the final decision. You have just been speaking to the messenger! When it's finally presented to Mr Big it won't have the same impact that you gave it.

Why not find out early in the meeting whether the person who can make a decision is present. If he isn't, you can suggest that they bring in Mr Big halfway through if the messenger likes your presentation so far. Then give Mr Big a short recap and finish your presentation. Then you can proceed to close the sale with the person who makes the purchasing decision. This has a better chance of turning into a sale and saves a lot of everyone's time.
More on face-to-face selling in chapter 10 of my book "90 Days to Success as a Small Business Owner"

Make a Bigger Impression

When you are a new or growing business, here's a few ways to look bigger and more established than you really are. Instead of starting your invoice numbers with 0001, try using 5 or 6 digits and a starting number like 22001. It makes you look like you have been in business for awhile and had many previous customers or clients. If you have delivery or service trucks and vans, number them van #6 or #12 even if you have only one. It makes you look like you have a small fleet of them and get a lot of business.

No customer likes to be a guinea pig when they buy from your new business so give them a feeling of comfort. You are going to provide a fantastic product or service anyway so don't let anyone be hesitant because you are new. You want everyone to feel that you have had many previous satisfied customers and clients.
More on new business marketing in my upcoming book "The Smart Guide for Business Startups" available soon on Amazon.

Have Customer Friendly Business Hours

Let me get up on my soapbox and say that if you don't have business hours that satisfy your customers it's time to get out of the business. I said customer NOT you. I see too many business owners that open late and close early just because they can. Then they wonder why business is slow or they don't get the repeat customers and referrals that they expect. A competitor has more comvenient hours and taking all their customers. Well good for the competitor because that's how a business should be operated to achieve maximum growth & profits.

Before you even start a new business decide if you can and will offer the hours that your customers & clients want, expect and need. If that's not you then find another venture that requires less hours. Customers expect you to be available when THEY need you and will reward you with repeat sales and referrals. Look at the business hours you are now offering and make adjustments quickly, you'll be surprised at the positive results. 104 more business ideas in my book "The Jelly Bean Principle" available at idealetter@aol.com

Is it an Ad?

An unusual but effective type of ad is when you make it look like an article in a newspaper, magazine or web page. The ad can look like a news story on a subjest of interest to most readers. Many people will start reading it because they think it's part of the publication and will take them a moment to realize it's an ad. Just include good information and don't try to fool them.

You can get your message out if you put the benefits right in the beginning so people will read on. The publication's editor may put "advertisement" at the top of the page so readers won't be confused but some people may not see it. Just make sure your body copy is truthful and non-deceptive or you may turn off readers and destroy the response rate.
More on advertising in chapter 4 of my book "90 Days to Success as a Small Business Owner"

Doing Business in Brazil

Brazil like most countries that are involved in international business will have no problem speaking in English. They do however expect you to honor their other customs and procedures when doing business.

*The colors of their flag is yellow & green, so avoid wearing that combination.
*Men wearing 3 piece suits are considered executive level and 2 piece suits usually mean an office worker.
*The OK hand gesture is considered rude in Brazil
*It can take a long time time to establish a business relationship
*Giving a gift is not required in business
*Tipping is usually about 10%
*Always let the host start a business discussion
*Make appointments well in advance
*Long handshakes and eye contact are common
*Portuguese is the national language but most also speak English
*Good conversation topics.. soccer, family, children
*Bad conversation topice.. Argentina, politics, religion

Special Discount Days

For a retail store or restaurant, attracting attention is the name of the game. Use special discounts for slow days and nights or just to boost sales. Let the media know what you're going to do and you may get coverage. Here are some special discount ideas.

*Uniformed military night
*Senior discount day
*Little league or soccer night
*Police or firefighter night
*Family doscount night
*Double coupon day
*Honor student night
*Twins or triplets day
*Singles night
*Meet the mayor night
*Amateur talent night
*1960s dress up night
*Newlywed day
*Boy & Girl Scout day
*CHamber of Commerce event
*City workers day
*Candlelight dinner night
More ideas to promote your business in my book "90 Days to Success as a Small Business Owner"

Cross Train Employees

This will help you get through periods when a key employee leaves abruptly or is off for an extended lenght of time. Especially if that person was doing a complicated job that takes a while to learn. Cross training employees to do a difficult task will provide someone to step in when that person leaves the company or is promoted quickly. Cross training can be done by the owner/manager or the person who is currently doing the job. If it's an important job that will affect the overall condition of the business, three or four people can be trained to do it.

Another way of cross training is to develop a task manual which has a step-by-step list of each important task. This manual can be updated as changes are made and new procedures added. The manual doesn't have to be too formal just an outline of the steps involved. The person who is doing each task can write the pages for the one they are responsible for doing. Using a ring binder will allow you to change pages easily. Once this manual is in place you will see how valuable and useful it is.
More on training employees in chapter 12 of my upcoming book "The Smart Guide for Business Startups"

Have a Contest

People love to win and you can make it fun. Offer a contest in your business with no purchase necessary to get people to try your product and listen to your sales pitch. Be sure to follow all sate and federal rules which you can find on their websites. It's wise to offer one big prize to attract attention and several smaller prizes so there will be more winners.

If you are having a drawing, announce the time and day far enough in advance so you can have as many people in attendance as possible, they might even make a purchase. Make the contest duration short... four to six weeks is desirable. Invite the media and if it's a slow news day you might get free coverage. When it's over enter all the names on a mailing list for future use.
More on business startup promotions in chapter 2 of my book "90 Days to Success as a Small Business Owner"

Order Follow-up

If you're planning to take orders and accept credit cards on your website be sure that the site is customer friendly. It goes without saying that you need a secure page when credit cards or personal information is used. But what about order follow-up that customers can do themselves - easily and 24/7/365?

If you order products from Amazon.com or bBarnes & Noble.com for example, you'll notice that both have customer friendly sites that even a non-techie can understand and navigate. If you need to check on part of yor order at any time of the day, any day of the week, you can do so with a few clicks or perhaps a quick email to customer service. Easy!
More on website ideas in my book "90 Days to Success as a Small Business Owner"

Weekend at the Mall

If yor're starting a new business or have a home-based business, here's an idea for some additional public exposure. Most shopping malls are looking for extra income wherever they can find it and will allow you to do temporary selling at a reasonable rate. You can usually get a draped table and 2 chairs for a two or three day weekend at a nominal fee. Use can use this opportunity to promote and sell your products and services to everyone there.

If you feel this amount (usually $250-$300) is still more than your budget will allow, consider sharing it with another person who is trying to reach the same target customer. You may be able to negotiate an even lower rate if you contract for 3 to 6 weekends at one time. Before you start go there one weekend and see if the people passing by would be good prospects for your business. Always have flyers and literature for everyone to take with them.
More on promoting your business in chapter 7 of my new book "90 Days to Success as a Small Business Owner" available everywhere.

The Customer is Angry

No matter how hard you try to please your customers, you'll have to deal with an angry one at some point. It's how you handle the situation that will determine if they will continue to be your customer. Here's a few ideas on how to handle an angry customer.

*Let them vent and get it all out first
*Apologize for the problem but don't accept fault at this point
*Ask questions to help you understand everything
*Empathize, show them you care about fixing everything
*Don't argue with them, it will get you nowhere
*Thank them for bringing up their concern
*Offer a quick solution if you have one
*Do what you promise to do, promptly
*Let customers know that your door is always open for them
More on customer problem solving in my new book "90 Days to Success as a Small Business Owner" available everywhere

Mail to Consumers

If your type of company sells mostly to consumers rather than business customers, direct mail is still a cost effective method of reaching them. Consumer direct mail is really different from business direct mail because when we get home we take off our business face and think about other things. We want to have fun, enjoy life and spend our personal money wisely.

The amount of advertising mail we receive at home depends on many things like the number of magazines you subscribe to, how many credit cards you have or what you have responded to in the apst. Why do people open some and toss out others? Smoething catches their eye or creates a desire to know more about what's inside. Your headline is the key to getting the rest of the piece read and acted upon.
More on consumer mail in chapter 14 of my book "The Jelly Bean Principle" available at amazon.com or 877-700-1322.

Obsolete Products and Services

The dictionary defines obsolete as out-of-date, old-fashioned, antiquated and of less use. Does this sound similiar to anything you're trying to sell? If you have become too comfortable with selling the same products and services, it's time to wake up and smell the market. Very few products last for decades without improvements or upgrades, look at cars; they have been selling for a hundred years now but how much of the original ones are in today's models.

The concept is the same but the structure changes regularly. In fact most cars become outdated every five to ten years and the manufacturers offer changes in every year's models. When you see an older car, say 15-20 years old, driving down the street don't you wonder who would ever buy a car like that? Would the car dealer stay in business if they just sold 15 year old models, even if they were new? Take a good look at your business and see what needs to be changed or upgraded and get to work on it now.
More on obsolete products in chapter 13 of my book "Save Your Business" available at amazon.com.

Home Business Setup

Here are some important things to consider so you can make your home-based business a Success!
*Close off your business/work
*Lock office door during non-business hours
*Keep family members out of your business area
*Use a modern phone system with voicemail
*Forward calls to you cell phone when out of office
*Dedicated lines for fax & internet
*Get a merchant system provider to accept credit cards
*Paint walls a light neutral color
*Have a dry erase board for schedules
*Get a smoke alarm & fire extinguisher in the room
*Have soft music in the background
*Lock all file cabinets when not in use
*Keep pets out of your business room
*Get a mailbox with street address at a UPS store
*Use a comfortable chair tha rolls & swivels
*Don't let a caller hear any "house" sounds
*Clean your home office regularly
More on home office startups in chapter 2 of my book "90 Days to Success as a Small Business Owner" available at www.amazon.com

Hey, the Profits Are Down Here!

After visiting a fast-food establishment for coffee and a breakfast sandwich, I left shaking my head and wondering who makes the decisions here? I was second in line at the only open register and had to wait alomost five minutes to get waited on (and there were about four more people behind me in line). The person taking the orders was a little confused, couldn't find a coffee lid and had to repeat the order of the person ahead of me several times.

More than ten other employees behind her were standing around and talking or handling the drive-through window. Why didn't someone else jump in and open another register? They just stood there ignoring the problem the girl was having. This was not the first time I have had a similiar experience at this store or others like it. I'm sure many of you have experienced similiar situations and it's very frustrating.

Many of the top management people never know what's going on at the bottom level of the organization where the money is really being made. Instead of just looking at the numbers they should be aware of where the cash flow is coming from and the problems that can occur. Don't let this happen in your business, know what's happening at all levels of your company.
More on customer service in chapter 16 of my book "90 Days to Success as a Small Business Owner".

Franchise Royalty

This is a percentage of your gross sales (not profits) usually paid monthly or quarterly to the franchisor. There is often a minimum amount due even if you're having a slow period. However you can ask to have a no-fee-due clause in your agreement(before you sign it) to protect you if your are temporarily closed due to weather, fire or another disaster.

Compare the royalty percentage to others in the industry to be sure it's in line with them. There should be a 5 to 10 day grace period without a late penalty for making these royalty payments. Some franchisors may offer or require automatic withdrawals from your bank account so don't forget to pay them. The franchisor wants you to be as successful as possible which increases their royalty amount.
More on franchise info and facts in chapter 3 of my new book "90 Days to Success as a Small Business Owner" available at www.amazon.com (for signed copies call 719-268-1322)

No One Wants You To Fail

You - Of course no person wants to fail in what they are trying to do. We must set our sites on our business goals and ignore the potholes along the way. Your perserverance and tenacity will get you through.

Customers - Most of them are very happy buying your products and services and don't want you to go anywhere. They don't want the task of finding another place to buy from and not knowing what to expect

Suppliers - They need your business and frankly would have trouble being profitable without it. Without people like you buying from them regularly they can't survive and grow their business.

Competitors - Yes even they want you not to fail because you help them create the market for the products and services you all sell. They also know good competition make everyone better, smarter and advances the industry.

You have 4 forces behind you and supporting you so you won't fail. Use any and all of them to weather the temporary setbacks that come along all the time.
More on business survival in my book "Save Your Business" available at Amazon.com.

Retire or Move On

Exiting a business can come early or late in your tenure, even if you are the founder. Few people start a business and stary with it 20 years or more but that certainly is an option. From my own personal observation the average is about 8 to 10 years when an owner is ready for a change of some type.

Maybe it's beacuse of the stress, long hours or lost interest in the business. When a business reaches a success level that was in the owner's plan, they may not want to set new goals and just exit. On the other hand, maybe the business never got to the level the owner wanted and they are ready for a new challenge, somewhere else.

Regardless of the reason for wanting to get out, you will need a way of disposing of the business. Three ways are: selling it, closing down or handing it over to a family member or employee.
More on business ideas in chapter 20 of my upcoming book "The Smart Guide for Business Startups" available soon in bookstores.

Retail Promotion Ideas

Promotions can come in any size, shape or form and are only limited by your imagination and resources. Here are some ideas you can use or mold to your business objectives. But don't stop with these, try anything you think will work for your business.

*Have a band play outside
*Hold an art exhibit
*Have an ice crean social
*Organize a parade
*Hire a balloon sculpture
*Sponsor a Guiness record breaker
*Reward yellow page competitor clippers
*Do CD/DVD/Book exchanges
*Have a gift drawing
*Hold a trivia quiz contest
*Feature costumed characters
*Celebrate unusual holidays
*Have a cutest baby contest
*Have a donut eating contest
*Give away lottery tickets
*Have safe kids games
*Use scratch-off cards
*Have a storyteller or reader
*Have a radio station remote site
*Have a fill the bag sale
More business promotion ideas in chapter 7 of my book "90 Days to Success as a Small Business Owner"

We All Have Bad Days

It's a fact of life that some days will be very difficult but we must get through them. In many cases a bad day is followed by a good day or at least much better day. Once the bad day is over chances are that things can only get better if we keep a positive attitude and expect the best. Undesirable things are going to happen and we really can't stop them but how we deal with them determines how much damage they will do to our lives and our business.

Since yesterday was one of those days for me I'm starting today with a positive outlook and expect that everything will work it's way out. Business problems will be solved and personal situations will also. Every day can't be sunny because we need the rain to make things grow. But the sun always comes out after the storm. So when Murphy's Law is following you around, decide to do the best you can with the situation and a better day is coming soon.

Are You Slow Paying Suppliers?

When cash flow is tight, you can call your best suppliers and talk to the highest contact possible (preferably not in accounting) and see if they will give you a little breathing room. Even five or ten days longer to pay can do a lot of good in allocating the funds you have available. Many times your past orders, if large and on a regular basis will get the contact to budge a little and help you for a short time. But you must make the call and ask.

Any loyalty you have built up throughout the past can pay off now when you need it most. Don't be afraid to ask even if it's unpleasant to make the call. And a call will work much better than an email in this situation. This task is just part of owning your own business and necessary to the health of your company. The owner or top-level management person should be the one to make the call, not someone lower in rank. If you ask with sincerity and honestly most of the time they will work with you during tough cash flow times.
More on paying suppliers in chapter 5 of my book "Save Your Business", Crimson Publishing and available at amazon.com