Strategies & Execution
What to Say When Your Prospect Says ‘No’
If your prospect’s perception is that the reason you’re calling is either to sell something over the phone or schedule a meeting to sell something, you’ll likely hear the following: It’s not in our budget. We’re not making any purchases now. We don’t have any money. We’re not in the market. Our budget has been [...]
Entrepreneurs Take Second Jobs to Stay Afloat
Small-business owners who are struggling to keep their companies afloat are doing anything they can to ride the recession, even taking on second jobs. For Darren Hammond, co-owner of Chile Blossoms, a Concord, Calif., importer of peonies from Chile, the winter was particularly harsh as clients stopped paying or fell behind in payments. Sales are [...]
Survival Advice for Auto Parts Suppliers
With GM and Chrysler in bankruptcy, thousands of small auto parts suppliers are at risk. Partnerships and diversification will be vital. It is adapt-or-die time for many of the 10,730 small businesses that are lower-tier suppliers to the auto industry, and close to 400,000 jobs may be on the line. But while the situation is [...]
Does Your Firm Offer Referral Gift Certificates?
Think retailers are the only ones that should offer gift certificates, think again. Every business can find a way to extend some form of gift certificate to clients and prospects. Think about the marketing factors at play with this tool. You allow others to pass your marketing message or gain some additional benefit from the [...]
How to Change People Without Giving Offense or Arousing Resentment
A leader’s job often includes changing your people’s attitudes and behavior. Some suggestions to accomplish this: Begin with praise and honest appreciation. Call attention to people’s mistakes indirectly. Talk about your own mistakes before criticizing the other person. Ask questions instead of giving direct orders. Let the other person save face. Praise the slightest improvement [...]
Taking Your Invention to a Trade Show
Trade shows offer inventors and entrepreneurs the opportunity to reach a large number of potential buyers and retailers. The most important thing you can do before attending a trade show is to make sure you choose the right one. Be sure to make your choice based on the potential returns. To choose appropriate trade shows, [...]
How a Funky Ice Cream Truck Can Change Your Business
Designer Adam Ellis has reinvented the ice cream truck. In doing so, he’s reinvented a street vending business. Boutique flavors, a chandelier on the inside, and a truck that customers can write on, this is the ice cream truck overhauled, inside and out. An awesomely unique truck begs to be explored, and clearly has something [...]
