For over a year I’ve seen an increasing trend in my business for very large companies to delay their invoice payments much longer than in the past. While my terms have always been net 15 or net 30 days for … Continue reading
Category Archives: Customers
Price is a prime concern when customers shop for goods. But when they shop for services, price is secondary. For service customers the primary concern is your ability to deliver the service professionally and in a timely manner.
Therefore the discussion of price should come much later when marketing services than it usually does when marketing goods. Indeed, in marketing a service, your goal should be to postpone a discussion of price until people have substantively decided that they want to do business with you.
The early part of your marketing message must primarily be about the extraordinary benefits which you provide, with no mention of the fee for your service. Before you ever talk about price, your objective is to have potential buyers highly enthusiastic about the value which you deliver, so enthusiastic that they are receptive to a substantial fee for what you provide.
A New Twist on Customer Relations Mike Armour How do you view your relationship with your customers? When asked that question, small business owners generally answer with statements like, "I’m the seller and they are the buyer." Or, "I’m dependent … Continue reading
What every business needs is an early warning system to alert the owner when customer discontent is afoot. Astute owners understand that complaints are a vital part of that early warning system.Continue reading
When is a business big enough to start thinking about developing its brand? The answer. From day one. Your brand is the identity that you have in the marketplace. If you do not define that identity purposefully, you will end up with a default identity defined by chance and happenstance.Continue reading
I once started a business which exceeded its first year revenue projections by tens of thousands of dollars. How? Largely by securing a high margin account within weeks of startup. Then, eighteen months into the engagement, the client was forced … Continue reading
This video underscores the importance of robust management systems for a small businesses and prioritizes the order in which to develop them.Continue reading
>As you move toward developing your Unique Positioning Statement, the place to start is with your mission statement. If it has been properly developed, it frames the say that you are profiling and positioning your business.Continue reading