SMALL BUSINESS LEADER November 2006

ISSUE #87
November, 2006

November is one of my favorite months. He.re in the Northeast the days are usually bright and warm, but the nights come early and the air is crisp. It always feels great to come inside to the warmth.

November is also Thanksgiving month. It's my favorite holiday because it reminds me to stop and give thanks for being able to do work I love, for having wonderful clients, friends and family, for being part of this savvy small business community and for feeling alive and healthy.

This November I want to publicly thank the people who are helping me get the new Business Success System Course, http://primestrategies.com/business_success, out to all who are ready to take command of their business.

First is Rhonda Behnken, http://txvirtualassistant.com, my Virtual Assistant. She has managed my newsletter and e-mail broadcasts for 2-1/2 years. She also does web maintenance and updates. She's been very helpful in handling the details of the pre-launch. She found an associate, Jessica Martin, who agreed to fulfill the orders for the Course. Jessica is the one who pulls all the parts together, packages it and gets it out to you by Priority mail. (BTW, I'm blown away by your response to this new Course). And Leslie Mais in California is helping me put together a publicity plan. Many thanks to these ladies who believe in this work and are supporting me in getting it out to you.

If you haven't already made the commitment to take command of your business, I invite you to join our November 15th "Take Command Tele-Workshop" where we will walk you through the very first Step in the Business Success System Course. There's no charge and I promise it will be an eye-opener. Get all the details and register at http://primestrategies.com/teleworkshop11-15-06.

I was prompted to write this month's Feature Article, "Five Simple Steps to a Thriving Business", after receiving an e-mail from Ann Strong of Thriving Coaches Revolution, http://www.thrivingcoaches.com. The concepts she uses in developing thriving coaches are the same as those I use in developing thriving businesses. Thanks, Ann, for sharing your clarity and simplicity.

Wishing you a joyous and thankful holiday.

To your success!

Marian Banker
Publisher
Small Business Leader
mailto:marian@primestrategies.com
http://primestrategies.com

NOTE: We have had to disguise some words in order to keep them from getting caught in the $pam filters. Please bear with us.

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**Hooray! It's Finally Ready**

Want your own Personal Roadmap to Business Success? Take Command of Your Business with the Prime Strategies Business Success System Course. Gain the confidence to make well-calculated strategic business decisions in spite of challenges and crossroads.

Included is a step-by-step guidebook, interactive tools to organize your thinking and your actions, plus coaching audios to support you as you take each step in the system. It's totally risk f*r*e*e because it comes with a 100% satisfaction *guarantee*.

The first 100 copies are being released at a red-hot Pre-Launch Discount, with lots of extras. (These are flying out the door. Don't miss out!) Get the full scoop at http://primestrategies.com/business_success.

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EVENTS:

Join our November Tele-Workshop and you'll be taking the first step in the System.

Take Command of Your Business Tele-Workshop
Wednesday, November 15, 2006, 1 - 2 p.m. EST. - Teleconference Call

Take the first step toward regaining command of your business and be coached on how to get onto the fast-track to success. It's an eye-opening and action oriented hour of working "on" your business.

- Learn the steps of the Business Success System and how they get the job done.
- Discuss challenges that are common to most small businesses and ways to overcome them.
- Find out which challenges are facing your business right now.
- Identify next steps, set priorities and create a plan that will put you in command of your business.

Get the details and register for this F*R*E*E tele-workshop at http://primestrategies.com/jteleworkshop11-15-06

Recommended Event in NYC:

Taste of Technology @ Lunch Time - Women and Technology, the Perfect Blend
Thursday, November 9, 2006, 12 - 1:30pm EST, New York City
Hosted by the Manhattan Chamber of Commerce, Best Buy and Microsoft
Learn how you can use technology to save time, be more efficient, enhance customer service save money.
- Microsoft Vista/Office 2007: A strong, robust mix! (Microsoft)
- Get the new buzz! - Gadgets you'll love (Ramon Ray, Manhattan Chamber of Commerce / Smallbiztechnology.com)
- Sweet Geek - When You are Ready to Buy or Repair Technology What do you do? (Wesley Klein, Best Buy)
Details and location at http://www.smallbiztechnology.com/tasteoftechnology

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IN THE SPOTLIGHT:

This month's Spotlight Small Business Leader is Arman Rousta, Principal of Blueliner Marketing, http://bluelinermarketing.com.
In his interview with Marian Banker Arman reports that the sec.ret to Blueliner's success is "taking a strong analytical and technical approach to marketing, with ROI metrics driving each proposed tactic". One of thousands of internet marketing companies fighting for business and market position, Blueliner has built its thriving business on the "Six Pillars of Internet Marketing�".

Find out their current initiatives, how they've managed to stay on the cutting edge of their industry and their plan to continue doing so in the years ahead. Read the full interview at http://primestrategies.com/spotlight.

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FEATURE ARTICLE:

"Five Simple Steps to a Thriving Business"
by Marian Banker

Sometimes I think we make having a thriving business much more difficult than it needs to be. I've found the sec.ret is to step back from your business and look at the process in its simplest f0rm. As I see it there are five simple steps to attracting, selling and keeping customers or clients. Get these working for you and building a thriving business will become much easier.

Step 1 - Connect

Once you determine who is most likely to value your product or service, you must connect with those people. It's critical to identify your niche and have all your materials reinforcing the message to your target market. Find out where you're most likely to reach these people and what will motivate their interest.

Then reach out using a strategy that will take advantage of networking, online and offline marketing, unfulfilled market needs, and the strengths you bring to the business.

Step 2 - Follow up

We know it's important to follow up with new connections wherever they come from. The problem is we don't have a plan for how to maintain and develop these connections.

There are three ways you can meet new connections: by referral, directly or virtually. Create a plan for following up with each of these. Referrals are the warmest, direct second warmest and virtual probably a bit cooler. But don't under estimate the interest of a virtual prospect. I've received calls from people who saw my website and hired me at the first follow-up.

Remember that market wisdom says it takes an average of seven communications to make the sale, so a consistent follow-up plan using ph0ne and e-mail is critical to keep the connection open.

Step 3 - Showcase

This is where the f*r*e*e offer comes into play. Consider what you can do at little or no cost to give prospects an experience of your product or service and move one step closer to the $ale.

Find out the clients needs, pain points, desires and passions. Make your presentation based on what you learn. Remember to ask for the sale.

Step 4 - Close

During the showcase process treat each prospect as if he/she is already a customer. They will appreciate that even if they don't make the purchase at this time.

To improve your close rate, ask yourself these questions:

- Have you properly pre-qualified the client? (Do they have the budget? Is the timing right?)
- Do you ask for the sale?
- Do you stop talking after asking for the sale?

If you get a "no sale" today, remember things change for all businesses. Plan to follow up at a later time.

Step 5 - Serve

OK, you've made the $ale. N0w you must provide what you've sold to meet the expectations you have set up with the customer. Packaging, delivery, support, responsiveness are all key to keeping clients long term.

Look at how you serve your customer from his point of view. Are you fulfilling your promise? How would you rate your own level of customer service? Really "serve" your customer and I'll bet you'll not only increase client loyalty, you'll see an increase in your testimonials and referrals.

Follow these five simple steps and watch your business thrive.

Assignment: Take a good look at each of these steps. Determine which step needs your attention and focus right n0w. Then take command of the situation and make the needed changes. Your business will be glad you did.

If you've enjoyed this approach to growing a successful business, you'll also want to know about our new Business Success System Course, http://primestrategies.com/business_success. It's the proven 9-step action plan for the do-it-yourself entrepreneur who is ready to take command and lead their business to success.

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SMALL BUSINESS LEADERS' MARKETPLACE:
Introduce your product or service he.re.

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