Archive for the ‘Marketing’ Category

Are you having a ball?

No; nothing to do with the world cup – that’s done and dusted for now.

You know how there are times when someone else can not only say something much better than you could have, they’ll say something you wouldn’t have said in a million years because it would have sounded really cheesy coming from you?

That’s what this post is essentially about – so why not listen up and see what you can take away and use :-)

Sarah-Arrow BWThere are a bunch of us who’ve been blogging away, mostly just about things that interest us, on a site since the beginning of the year.

It was the brainchild of the redoubtable Sarah Arrow (who manages and co-ordinates this blog site alongside co-running a courier business, a menagerie and being a mum to three girls) and some chums a couple of years ago. It finally came to fruition in January this year when Birds On The Blog made its debut.

I knew some of the ‘Birds’ from various online platforms and social media activity over the last few years but others only though their blogs on BOTB. I mentioned this recently to Sarah and said that I was going to make more effort to get to know the other regular contributors.

Sometimes some of us share tips related to our experience on what we do for a living, others never mention that and are instead more into social issues, news/ topical events and recipes (I kid you not – but the last are rare and backstops for quiet days when nobody can think of anything else :-( and no, you won’t find a recipe from me).

Back to the plot

So Sarah said: Interview them then write up the interviews in a series of blogs for BOTB; so that’s what I’ve started doing. It’s the individual’s choice of subject matter and we’ve so far found out more about:

Emily, a Creative who took the plunge and set up on her own eight months ago
Elaine who’s taken her direct marketing experience and not only built a successful “all-things-kitchen” business direct over the past eighteen months but is now also opening up the opportunity for others wanting to go into business for themselves without having to start from scratch, and
Ann whose company has just come up with some rather whizzy software that sorts whole bunches of complex mangled data rather efficiently and swiftly.

Why not go check them out?

The point of sharing this?

Everyone knows we are in a recession. Some people say that’s a time of opportunity for those prepared to take it.

The interviews, of which only a few have so far been published, have all been business-focused: that was the choice of the interviewees. The ones published so far are about feisty women who are either creating or seizing opportunities.

Yet we all get a little bit stuck every now and again and we can all benefit from brainstorming and input from a different viewpoint, one that helps us broaden our own perspective, see additional opportunities and/ or alternative solutions.

Each has said her interview has provided that.

They got to concentrate on what they felt was important to them in business without feeling self conscious: question how much they enjoyed it or, if not ‘it’, what ‘it’ enabled them to do that they did enjoy; expand on that and where it was leading.

ScheherazadeDo yourselves a favour: brainstorm with someone whose business experience you trust. Check whether you’re focusing on where your real value in business lies. It should be something you thoroughly enjoy and could talk about for a thousand and one nights if necessary and never get bored :-) !

Not suggesting you should – just that you could ;-) because that’s when your joy is likely to be infectious…

Linda Mattacks - Small Business Training

More resources for small businesses at SellingForBusiness.co.uk

PS, an added bonus: Perfect and Princess, twin Ugandan 5 year olds have a chance at education through adverts on and donations via BOTB

Are you having a ball?

What do YOUR customers buy from you?

Do you really know the answer?

Do they buy

  • IT equipment & support?
  • Management consultancy?
  • Marketing services?
  • Accountancy service?
  • Legal advice?
  • Courier service?
  • Web design?
  • Web SEO?
  • Sales training?
  • Sales & marketing communications training?
  • Business coaching?
  • Widgets?
  • Plumbing?
  • Clothes?
  • Shoes?

If your customers are buying any of the above from you, you are providing a commodity; they’ll buy on price and convenience and will be wooed by the next temptress who comes along…

You might as well learn from my experience and save yourselves the aggro of having to go through it. It took a very good client who would put any new sales person through one of my courses to remove the veil from my eyes a couple of years ago:

“I could buy sales training from any number of sources.” (Boy! That hurt!)

“I couldn’t easily get elsewhere what you bring to my business…”

Round about the same time I explained what I did to a savvy business guy:

I provide blended learning, tailored sales & marketing communications courses primarily for small businesses where the in-house expertise was in the core offering (often technical) of the business rather than the ’soft’ skills that are also essential to grow the business.

He then swiftly burst my bubble and explained what I’d got wrong:
“Fabulous idea. Great service. Trouble is these people won’t value it at a price that’s worth your while: Wrong price. Wrong market.”

These people don’t want courses on how to sell ethically: That’s fine down the line when they’ve grown sufficiently to employ dedicated sales reps and/or telephone sales people: They’ll buy your courses or somebody else’s for them. What they want is help on how to make it easy for people to buy from them.”

And do you know what? Not only was he right, it was actually so much easier! They didn’t need to learn all those sales techniques I’d put together, with examples of how to use them, tailor them for their business and make them work.

Now we invest time getting the basics right and the rest, with a bit of effort, slot into place relatively easily.

My savvy business friend’s advice to me was FREE. So I’ll do the same for you:

Email me: desk (at) smallbusinesstraining (dot) co (dot) uk

Or pick up the phone (office hours, 9 – 5, Monday to Friday, excluding Bank Holidays) for a FREE 15 minute consultation on what your customers should be buying from you…

Linda Mattacks - Small Business Training

What do YOUR customers buy from you?

A gentle puzzle for you!

A woman had built a successful service business from scratch and enjoyed the lifestyle that went with it – nice house, top of the range car, holidays abroad, dining out, classy clothes, trips to the theatre – she’d earned it all.

She had a permanent workforce of fifteen people and about thirty-five part time outworkers who all relied on her for their income.

Then the bottom fell out of the market and the only way for her and the company to survive was to change direction. The car, her pride and joy, was the first to go along with the dining out and theatre.

She had enough good clothes to still ‘look the part’ and they’d last a while. But, as time went on, employees became disaffected, morale was low and she was losing confidence in her own abilities to successfully ride the storm.

Could she do it?

The answer at this stage was: Possibly. Yet she was smart enough to realise she’d reached a point where she was ‘too close to the wood to see the trees’ and couldn’t do it on her own.

She didn’t wheel in a business coach with a track record running companies; she approached someone who would help her think differently. And, together they got results within weeks:

  • After a get together of the core workforce fourteen were totally ‘onside’ and the remaining one, who clearly wasn’t, left the company.
  • She was made to follow up a potential contract that had gone suddenly quiet: She discovered there’d been a misunderstanding that was about to scupper the deal. She was able to clear it up and get an order that immediately put £25,000 into her company’s funds and not only considerably eased the financial pressure but also boosted her personal confidence.
  • She was made to ‘go play’ with those who still owned the make of car she’d had and found they automatically regarded her as one of them – whether she happened to actually own one at the moment or not.

She and her company did ride the storm; she got another dream car, a second home in Europe, where she now spends much of her time…

The ‘moral of the tale’ is in the story – what’s your view on what it is? Post your thoughts in the comments here :-)

Linda Mattacks - Small Business Training

A gentle puzzle for you!

+44 (0)20 7209 1284

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"I was very impressed by Linda's determination to help and the constructive, but persistent, manner in which she identified issues and then tried to resolve them. After recent progress I was again reaching a stage where I seemed to be spinning my wheels, and she has given me fresh impetus to start moving forward again."

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