SubscribeSMALL BUSINESS LEADER June 2009
Small Business Leader
Marian Banker, MBA, Business Leadership Coach, and creator of the Business Success System.
"Want More Sales? Create More Value!" ISSUE #117
June, 2009
Note from Marian
Getting sales is the main focus for many small businesses this year. Buyers are thinking longer and harder about their buying decisions. Discretionary spending is way down; so purchases must offer clear value. If your sales aren't where you'd like, you may want to adjust your strategy.
It's a simple two-step process: First get the prospect's attention, then offer them something they will clearly value now. You'll get some ideas to consider in this month's feature article, "Want More Sales? Create More Value!"
Speaking of value, my niece Leah just graduated cum laude in Early Childhood Education from Montclair State University, in Montclair, NJ. She's a natural to teach young children and will provide terrific value to whoever hires her. She's got her resume out to 15 schools and is hopeful she'll have an assignment by start of school in the Fall. I'd bet money that she will.
GraduationIn May we attended her graduation ceremony and later joined the family for a celebratory 2 hour lunch at Bahama Breeze. Lots of fun listening to everyone's stories about college days. Then we sent her for a 3 day holiday in Miami Beach.
You won't want to miss June's Brain Exchange Roundtable. Guest expert is Robin Wilson, founder and visionary of Robin Wilson Home, an eco-friendly interior design firm. Robin will share how she created a thriving, nationally recognized and acclaimed business "doing well doing good".
This month Open Coaching sessions are being scheduled on Friday, June 26th from 10 - 12 noon EDT. If you have a burning question or would like my perspective on your business, sign up for one of the 4 slots. Click here for the details and to schedule your 30 minute free session.
To your success!
marian's signature
Marian Banker
Publisher
Small Business Leader
marian@primestrategies.com
http://primestrategies.com
http://twitter.com/marianbanker
Follow me on Twitter
One Page MarketingOne Page Marketing Plan
Everything you need to create a Marketing Plan specific and timely to your business. You'll be amazed at how easy it is when you know the exact steps to follow. It's more than an e-book; it's a "system"; based on the same take command principles used in all the Business Success System materials.
Read more...
Become a Prime Strategies affiliate and offer the One Page Marketing Plan to your network. It's easy to sell and pays a great commission.
Success Tip
Frustrated with an employee or contract provider not completing an assignment on time? Perhaps you did not clearly communicate and get agreement on the expected due date. Schedule a meeting on the subject, review the project to date and set realistic timeframes that both can agree on. Ask for status reports along the way if the timeframe is long.
Events
Brain ExchangeBRAIN EXCHANGE ROUNDTABLE
Topic: "Doing Well Doing Good"
Date: Tuesday, June 30, 2009, 6:00 - 8:00 p.m. EDT
Location: City Space Suites at 817 Broadway, New York City.
The Roundtable is a great format for gaining new ideas, new resources and new connections. This month's guest expert is Robin Wilson, who created a thriving eco-friendly interior design company that has gained national recognition and won numerous awards. You'll hear her story and learn how she was able to grow the business from $40K to $500K in just 2 years. Questions comments and contributions are encouraged.
Register now to save your spot.
Partner Event:
SMALL BUSINESS COMMUNITY EXPO
(Sponsored by Capital One Bank and Downtown Alliance)
Wednesday, June 10, 2009
6:00pm - 8:00pm
Capital One Bank
277 Broadway (at Chambers St.), New York, NY 10007
FREE
Be a part of this free networking opportunity. Start building your network and your business today. No RSVP required; just show up with your business cards and a smile.
Feature Article
Want More Sales? Create More Value!
By Marian Banker
Create Value
If you're feeling frustrated with the results of your sales efforts, don't give up; try creating more value. Of course, value will be different for each type of business. Your job is to determine what it is and how you can provide it.
Adding free bonuses and extras is a common way to add value. Barnes & Noble built its online business quickly by offering free shipping when Amazon.com did not.
An accountant friend added the service of setting up and training on the client's accounting software making it painless for the client and much easier to obtain needed information for taxes and reporting. It was a win-win and many clients saw the value.
Depending on your business, you might include free upgrades for your software. Maybe add a complimentary financial assessment for a new investment client. Or a free car wash with an oil change. Consider where you can add value at little or no cost to you. The objective is to get the commitment from the customer. Once a customer they are a prime candidate to buy more if you have provided value.
Consider adding a new "value" service. Listen to customers and prospects. If you see a pattern of inquiries you may have an untapped market, just waiting to be filled.
Make note of things people have asked you for that you don't currently provide...but could provide.
A colleague who sells training in how to generate leads kept being asked if her service included performing the work for which she was training. She had said no to three inquiries when she realized there was a real need for someone to effectively provide these services, not just the training. By listening to what her market really wanted, she was able to open a new division of her business and have three clients immediately. Yes, she had to hire someone to help her, but she built that into her price structure.
Continue reading on my blog...
Forward this email to a Friend
Success Tip
Answer the five critical marketing questions: what, who, when, where and why, http://primestrategies.com/createmktgplan.htm, to help you update your value message and marketing strategy, and maybe reposition your business.
Business Success System Course
brainstormingWant 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*. Learn more...
Small Business Marketplace
Are you struggling to close sales? Learn a PROVEN step-by-step Sales & Mindset Breakthrough System that will change the way you think about sales forever bringing you more clients and money immediately! Learn more about the Inner Game of Sales Breakthrough Workshop at www.tinyurl.com/IGSevent or call Rochelle TODAY at .
Open Coaching sessions are being scheduled on Friday, June 26th from 10 - 12 noon EDT. If you have a burning question or would like Marian's perspective on your business, sign up for one of the 4 slots. Click here, http://www.primestrategies.com/open_coaching, for the details and to schedule your 30 minute free session.
$25 buys a text ad up to 50 words in three issues of our popular monthly newsletter.
About The Publisher & Feedback
ABOUT THE PUBLISHER:
Marian Banker has been publishing Small Business Leader since January, 1999. Her focus is on bringing to the busy entrepreneur a quick look into the current world of small business from the perspective she's gained through coaching, consulting and training entrepreneurs in both service and product based businesses.
Marian offers individual coaching, business support groups, seminars and workshops on topics of critical interest to small business owners. Her monthly Lunchtime Telephone Roundtable has proven to be a popular way for business owners to come together around a specific business topic without leaving their office. See notice about this month's topic in the content above.
To learn more about her services, visit http://primestrategies.com.
FEEDBACK:
Your feedback is always appreciated. Please write to marian@primestrategies.com.
If you've enjoyed this issue of SMALL BUSINESS LEADER and aren't already a subscriber, now's the time to subscribe.
To Subscribe or Unsubscribe go to http://www.primestrategies.com/newsletter
COPYRIGHT 2009 SMALL BUSINESS LEADER
A publication of Prime Strategies, 333 East 23rd St., New York, NY 10010
http://primestrategies.com
Notice and Disclaimer:
Small Business Leader is published the first week of each month. You are receiving this message because you have specifically requested it through our web site or requested to be subscribed by e-mail. In addition to the monthly newsletter you may receive invitations and special offers made available to our subscribers. We will not share your e-mail address with any third party.
Of course, I'm open to your including my content in your publication with proper attribution. You must, however, obtain my written permission first. Thanks!
Content in the SBL is for information purposes only and should not be construed as specific advice.