Better Business Finance, Boosting Sales, Business Tips, Increasing Profits, Minimising losses, Stock Control, Workshops and Seminars

STOP PRESS: My next morning Profit Growth workshop will be on Friday 4 April 2014 at The Holiday Inn, Guildford.

To book your FREE place PHONE me now on: 01483 332020 or EMAIL: neilcanty@actioncoach.com or BOOK ONLINE here>>

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It doesn’t matter if you sell a product or a service, a small discount can have a big effect on your finances you may find surprising.

We’ve all been there – you can almost smell the sale, but the buyer is holding out for a little sweetener.

You know the line: ‘I really want to buy, but I need you to get just a little closer to what I can spend”, or “Come on, we both know you’ve got some leeway in the price – let’s do a deal”.

Of course, you do have some flexibility in the price.

You’ve allowed yourself a reasonable margin so trimming off 10% on the total won’t be a big issue – and if it closes the sale, well…

STOP RIGHT NOW!

Do you fully appreciate the true significance of what you are about to do?

It may seem obvious, but have you calculated the real impact on your business of just knocking off a relatively small percentage as a discount?

Please indulge me here – pick up a pen and, off the top of your head, write down how many more products you think you might have to sell if you discounted a batch of 100 by just 10% of your normal selling price.

And if you run a service business jot down how many more hours you feel you would have to work on a 100 hour project.

You can express this as a number of extra products or hours, or as a percentage – whichever comes most easily to you – but do get a figure down.

THE REAL MATHS
Okay, so now let’s do the real maths in round terms.

You are selling a batch of 100 of your widgets (or hours), each priced at £100 and you have a good margin of 30%, which works out as £3,000 profit on a total sale of £10,000.

If you discount the order by 10% your total sale price will reduce to £9,000, howeveryour profit will drop by a third from £3,000 to £2,000 because that 10% discount can only come from one place and that is your margin.

It cannot be taken from the hard cost of your widgets in any way as that is a fixed cost to you, and so your actual profit margin is now 20% rather than 30%.

If you provide a service this is just as true as you have hard costs to cover – from computer equipment and running charges to support staff and office space – however, understanding exactly what these are, and the money required per hour to cover them, is one of the biggest challenges facing smaller service business owners, and a topic for another day!

SO WHAT’S THE ANSWER?
Let’s return to our original question: How many more widgets (or hours) are you going to have to sell to make up the shortfall in revenue and profit from discounting by just 10%?

It’s not 10% is it? The answer is, rather shockingly, actually 50% – that’s 50 widgets more or, to put it another way, half as much again has to be added to your original sale – just to have the same amount of profit (£3,000) going into the bank as you would have achieved if you had not given away that small discount in the first place!

100 widgets at 20% profit = £2,000 for you + a further 50 widgets at 20% profit = £1,000 for you. Total 150 widgets at 20% profit = £3,000 for you.

This is the moment when most of my clients go very quiet and, in my experience, they are far from being alone in finding this a pretty sobering exercise.

The fact is that in our example you will now have to persuade your customer to buy 150 widgets (or hours) at a total cost of to him of £13,500 for you to earn the same money you would have done for the original order of 100 widgets at £10,000.

GIVING AWAY
Even if you are able to achieve this (and it is unlikely as your customer has come to you with an order for 100 widgets, not 150), you will be effectively giving away 50 percent of your stock for no extra income, but with all the hassle, stress and time of re-ordering, storing, logging, managing, transporting etc.

If you are in a service business then you are going to have to work half as many paid hours again just to get back the money you have lost through that 10% discount on the original project.

Clearly this does not make sense from either a business or a personal point of view!

If your profit margin is 20% then you are going to have to sell DOUBLE the amount of product or hours to achieve the same profit as without that 10% discount.

And even if you were in the extraordinary position of having a profit margin of 50% you would still have to sell a quarter as much again.

Now have a look at the number you wrote down at the start – how close were you to the real figure for YOUR business?

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For business tips, news and invitations to my free workshops please click here to subscribe to my e-newsletter>>

Are you a business owner?

Interested in finding 6 simple ways in which you can quickly increase your profits and efficiency – and have more quality time for yourself?

If so then please join me for my next morning workshop on Friday 4 April 2014 at The Holiday Inn, Guildford.

It is free to business owners and company directors, but places are limited and awarded on a first come first served basis.

Please contact me on: 01483 332020 or email: neilcanty@actioncoach.com to book your place.

More information on this workshop, and great feedback from businesspeople like you who have attended my events, can be found on my Events page.

 

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Boosting Sales, Business Tips, Competitive Advantage, Effective Marketing, Increasing Profits, Workshops and Seminars

Earlier in my blog we looked at the importance of showing that you are different to your competitors – of having what is known as a Unique Selling Proposition USP) for your business (See Tip 1).

The reason for this is, of course, to help potential customers to answer the big question in their minds: “Why should I buy from you, rather than from someone else?”

As we have seen, their process of making a purchase decision is much more complex than just plumping for the cheapest – even in the today’s internet environment where price comparison is at everyone’s fingertips (See Tip 2).

Knowing what your customers actually want, and what they fear, are key to understanding the thinking behind that purchase process and, therefore, to defining how you should position your company, products and services.

EMOTIONAL TRIGGER
But there is a third and crucial part to this equation that you need to apply before you can truly define how you differ from your competitors in such a way as to appeal to the customers you are targetting – the emotional trigger!

Emotions are not something we see as part of making a hard-headed business decision, yet in nearly every case they are an influencing factor that can tip the balance between a sale going to you, or to a competitor.

What are these emotions and how do we uncover them?

The emotions can be anything from joy to anger, from relief to frustration because your customers are (hopefully!) human after all – although this can easily be forgotten as you struggle to complete a 100 page tender document late at night, or deal with yet another dead end enquiry!

So what emotions do your current customers have about you and your company that gave them the desire to buy from you in the first place, and (hopefully, again!) to keep coming back for more?

UNCOVER
The easiest way to uncover this is simply to look at their testimonials – what they say about you to you and to others.

Gathering testimonials is a vital part of your marketing programme we will deal with in a future blog, however we will assume here that you have feedback from your customers in some form.

Now have a careful look at them.

What are they really saying about you and your company?

What is it that they like about what you do?

What are the emotional words they use, and why?

These are the triggers you have managed to pull, possibly without even realising it, that have made them choose you over your competitors – and which you can use to encourage potential customers to do the same.

It might be that your staff go the extra mile, or that your product solves a problem for them that others have failed to do, or that you turn around orders exceptionally quickly – whatever it is it has put a smile on their faces and made them feel good about you and your company.

HOW ABOUT AN EXAMPLE?
Sometimes this can be the blindingly obvious.

When I went through this exercise with one of my clients, a husband and wife team, we found that their customers were consistently delighted that they delivered on time and on budget.

“Of course we do,” they told me somewhat nonplussed. “That’s what we do every day – situation normal. There are no surprises here.”

What they had not realised was that, what they took for granted was what their customers saw as differentiating them from their competitors who were less reliable and often ran over budget.

Both being on time and on budget meant the difference between being delighted or disappointed as far as the customers were concerned – this then was their emotional trigger.

My clients have now made ‘We deliver on time and on budget’ the key message in their marketing – and it strikes a real chord with their prospective customers.

What are YOUR company’s emotional triggers?!

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For business tips, news and invitations to my free workshops please click here to subscribe to my e-newsletter>>

Are you a business owner?

Interested in finding 6 simple ways in which you can quickly increase your profits and efficiency – and have more quality time for yourself?

If so then please join me for my next morning workshop on Friday 4 April 2014 at The Holiday Inn, Guildford.

It is free to business owners and company directors, but places are limited and awarded on a first come first served basis.

Book online here>> or please contact me on: 01483 332020 or email: neilcanty@actioncoach.com to book your place.

More information on this workshop, and great feedback from businesspeople like you who have attended my events, can be found on my Events page.

 

 

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Boosting Sales, Business Tips, Competitive Advantage, Effective Marketing, Increasing Profits, Increasing Referrals, Workshops and Seminars

In my last Blog I revealed why having a Referral Strategy is so important to helping you develop your business.

Although a referral strategy has always been vital for a higher priced product or service, in this day of spreading social media recommendations are sought and acted upon for pretty much everything – regardless of its price point!

Having invested the time, effort and money to get a new client on board you should now use that client as a conduit to other customers, and make your investment have an even better return.

So in this Blog we look at five simple steps you can take to creating the right Referral Strategy for your company and how to put it into action.

Step 1. Define The Purpose of Your Referral Strategy
You need to be clear about what you want to achieve with your Referral Strategy.

Obviously you are looking to get customers to refer you to others for more business, but a little thought ahead is useful to define exactly what you want to get out of it.

This should also give you measurables such as response rates, new business achieved etc so you can evaluate your results and fine tune your approaches to obtain even greater success.

So ask yourself the questions – What sort of business am I looking for? What will be the most profitable? What sort of customers do I want to deal with? What are my priorities? Could I use my Referral Strategy for other elements of my business, for example finding good quality staff or a new supplier? etc.

As the Army expression goes: Time spent in reconnaissance is time rarely wasted, and you will have a clear focus for your efforts after taking a little time over this first step.

Step 2. Identify Your Target Market
Once you have clarified what you want out of your Referral Strategy you can more easily decide who you want to be targetting.

If you don’t set the rules, your new customers will set them for you, so select the type of people you want to reach and the best customers you can use to reach them.

It is also useful to identify key elements such as Age, Gender, Location, Income Level etc as this will really help in defining how you go about gaining referrals.

And do keep in mind that the more you can whittle down your targets the more focussed and effective will be your efforts – ideally you should be able to name the specific referrals you are seeking!

Step 3. Create Your Offer
You need to teach your customers why it’s good for them to give you referrals.

As we saw in my last Blog, people will generally only do something for you if you give them a reason to – an offer – so here are a few you may find useful and could adapt for your own Referral Strategy.

A. By referring you new clients they’re helping you save marketing pounds and that allows you to pass on greater savings to them, greater rewards, and even better service

B. They’re making sure you have a strong and healthy business, so you’re around in the future when they will need you again

C. By working together with people they know you will be able to develop additional business for all three of you

D. They may feel they owe you a favour as you have gone the extra mile in delivering for them in difficult or exceptional circumstances in the past

E. You provide them with a commission on all business which comes your way as a direct result of their referrals

F. You offer them a discount on their next order if business for you results from their referrals … and so on

Every time you educate one customer about referring new people to you you should have an advocate for life – with one condition: that you continue to give them exceptional service, of course!.


Step 4. Develop Your Approach
Now it is time to think about the ways in which you are going to approach your customers to seek their referrals.

One of the truisms of life is that everybody is different and has different motivations – certainly one approach will not suit all, especially for higher value services and products where recommendations are more difficult to achieve.

Remember that you are asking your customer to put their reputation (as well as yours!) on the line in making a referral, so it is important to assess their mind set in advance.

Which of the reasons you have developed do you think will work best for each individual, or could they just be pleased to refer you to others because they want to be helpful or it will put them in a good light?

What is the value of a referral to you and what will work best for them – a letter, email, telephone call, meeting up, informal drink, lunch?

A relatively low value product may justify only simple round-robin emails to a large number of customers (but do personalise them to increase opening rates), while a major referral may require a discrete word over a game of golf – it’s your judgement and choice!


Step 5. Implement Your Referral Strategy
With everything in place you can now go into action.

You will have developed your own approaches, however here are some tips from my own experience to help you with your success:

A. Make a list of your customers with their contact details and room to add comments and actions.

This could be a database on an Excel spreadsheet or a simple printed form you keep on your desk and write in information by hand as you go along – whatever works best for you.

B. Give yourself a set target to achieve.

For example you might set aside a certain amount of time each day to approach customers to gain referrals, or you may set a certain number of targets to reach each day or week.

However you do this the important thing is to make it a routine that you can manage and which you can maintain – all too often people fail because they set themselves an ambitious target, find they are falling behind, despair and then give up.

Better to have a low target and achieve it than a high target and fail!

Even one customer approached a week will give you 50 possible opportunities for referrals in a year that are not being managed at the moment, and one a day will give you more than 200 – even allowing for weekends and holidays!

C. Track what you are doing.

Keep notes on each person you approach, if they have opened and read your email, if and when they are phoning you back or when you should phone them again, what their response is and what follow up is required.

Discipline here is the key to success!

Hopefully you can see now how relatively easy it is create and implement your Referral Strategy, however if you would like any help with this or any other ways you can improve your business please do not hesitate to ring me on: 01483 332020 or email me at: neilcanty@actioncoach.com

I look forward to hearing from you.

In my next Blog I will go into more detail on specific strategies you can use with customers to encourage them to refer you – in the meantime happy hunting!

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For business tips, news and invitations to my free workshops please click here to subscribe to my e-newsletter>>

Are you a business owner?

Interested in finding 6 simple ways in which you can quickly increase your profits and efficiency – and have more quality time for yourself?

If so then please join me for my next morning workshop on Friday 4 April 2014 at The Holiday Inn, Guildford.

It is free to business owners and company directors, but places are limited and awarded on a first come first served basis.

Book online here>> or please contact me on: 01483 332020 or email: neilcanty@actioncoach.com to book your place.

More information on this workshop, and great feedback from businesspeople like you who have attended my events, can be found on my Events page.

 

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Better Business Finance, Boosting Sales, Business Tips, Competitive Advantage, Increasing Profits, Increasing Referrals, Personal Development, Time Management, Workshops and Seminars

Now, more than ever, personal recommendation is vital to any business’s success.

We all seek other’s experiences before selecting to buy anything from the services of a plumber to a new car.

And we know from personal experience that a recommendation from someone who has already bought a product or service is a very powerful influencer on our decision making.

So what are you doing to encourage people who have bought from your company to recommend your products and services to their friends, business colleagues, networkers, social media followers and even family?

Active plan
Having an active plan to achieve this is one of the key marketing elements I work on with business owners looking to create stronger sales and profits for their company, and more time for themselves.

It is what I call a ‘Referral Strategy’ – ie a thought through approach to persuading customers to refer you to others, rather than just hoping, or assuming it will happen!

So let’s start with the basics.

Before you can expect your customers to refer you to others you have to be sure those customers are very happy with what they bought from you in the first place.

Start with those you know have been delighted by your business and identify just why they love what you have done for them.

Triggers for referrals
These can then be the ‘buttons’ you push when communicating with them that triggers them to refer you to friends and colleagues.

(This is also a very useful exercise for understanding how you can improve your company’s products and services – an essential part of developing your business).

What you are doing here is identifying what will motivate these customers to recommend your company.

For some it will be no more than that they want to help other people to have a good experience – “I know a great builder who will not let you down”, “You should try this new English wine, it’s surprisingly good” etc.

These people may also enjoy being seen to have knowledge, and simply like being appreciated for their assistance.

Others may need more than this.

They may ask that most universal question of motivation: “What’s in it for me?”

Incentive required
These customers are looking for a direct benefit for themselves – an incentive which may be financial, or of other value, but which is more than just praise!

This is understandable, but please be clear – even with an incentive they are unlikely to refer you unless your product or service is exceptionally good.

No-one wants to be told that their recommendation was poor.

So what you provide must be extraordinary. Good or even great just won’t do.

If you want people to refer your business to their friends then make sure it is exceptional.

In my next blog we will uncover 5 Steps to Creating a Killer Referral Strategy, so stay tuned!

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For business tips, news and invitations to my free workshops please click here to subscribe to my e-newsletter>>

Are you a business owner?

Interested in finding 6 simple ways in which you can quickly increase your profits and efficiency – and have more quality time for yourself?

If so then please join me for my next morning workshop on Friday 28 February 2014 at The Holiday Inn, Guildford.

It is free to business owners and company directors, but places are limited and awarded on a first come first served basis.

Book online here>> or please contact me on: 01483 332020 or email: neilcanty@actioncoach.com to book your place.

More information on this workshop, and great feedback from businesspeople like you who have attended my events, can be found on my Events page.

 

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Better Business Finance, Boosting Sales, Business Tips, Competitive Advantage, Effective Marketing, Increasing Profits, Workshops and Seminars

By sending out a regular e-newsletter to current and potential clients you are not just staying in touch, you are also able to offer news of immediate interest and value.

That can be information they can use to develop their business, a special offer to encourage them to buy a product or service from you, a case study which demonstrates the real benefits of what you provide etc.

The objective being that you establish and build your own credibility as someone they are confident to deal with, and so more likely to buy services or products from – again and again!

To achieve this it is important that your newsletter:
* Provides information which is of genuine value to them
* Shows practical ways you can meet their needs or solve their problems
* Helps differentiate you from your competitors.

Once you are clear about what you want your newsletter to achieve you need to be equally clear about who it is going to be sent to.

Who Are Your Target Markets?
If you don’t know who your target markets are it will be almost impossible to attract them.

That much is pretty obvious, however it is astonishing how many business people make the mistake of taking a blanket approach to what they send out to ‘let’s see if something will stick’.

It may be that the odd sale is made, however the ‘let’s see’ method of marketing tends to fail most of the time. Even a rudimentary analysis will show that the cost per sale of a blanket approach is much higher than if you focus on a smaller, but more targetted audience who are more likely to want your specific product or service.

So you need to know exactly who you’re dealing with, what they’re interested in and what’s going to make them buy from you.

Let’s get specific:
Age: How old are they and does this affect their needs and the way they buy?
Gender: Does this influence their attitudes, purchasing times etc?
Income: Are they looking for top quality, cheapest, best value?
Location: Do they have to be local to buy your product or service, or could they buy from you from another country, for example using the Web or mail order?
Motives & Interests: Why would they buy from you? Do they have common interests?  For example, if you are selling high end cookery pans it is likely that most of your target audience will share an interest in food and new recipes.

What Do You Want To Say?
Although a newsletter will keep your name in front of customers, at the end of the day it needs to bring you more business.

To do this it cannot be a relentless sales pitch simply telling readers to buy – as we saw at the start of this Blog, it has to demonstrate the real value to them of dealing with you.

In effect you are selling without looking like you are trying to sell.

The easiest way to do this is by featuring articles on the benefits of your products or services, and using case studies to show how other customers, similar to themselves, have benefitted from what you have to offer.

It’s essential that WHAT you say is appealing to WHO you are trying to say it to.

USP & Guarantee
Two things that you should consider including in your newsletter are your USP (Unique Selling Proposition) and any guarantees – see my earlier Blogs for insights into these:

http://actioncoachneilcanty.com/2012/10/05/5-tips-to-help-get-your-business-ahead-of-your-competitors/ and

http://actioncoachneilcanty.com/2012/12/28/tip-3-understand-the-fears-of-your-customers-%E2%80%93-and-guarantee-to-address-them/ .

Tips & Hints Section
Tips & Hints are a great way to show value to readers and encourage them to interact with you. A lot of people worry whether or not their customers are going to read their newsletter, let alone act on it. The best way to ensure that they not only read it, but also look forward to each new issue, and even collect them, is to include some handy hints.

Happy hunting!

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For business tips, news and invitations to my free workshops please click here to subscribe to my e-newsletter>>

Are you a business owner?

Interested in finding 6 simple ways in which you can quickly increase your profits and efficiency – and have more quality time for yourself?

If so then please join me for my next morning workshop on Friday 4 April 2014 at The Holiday Inn, Guildford.

It is free to business owners and company directors, but places are limited and awarded on a first come first served basis.

Book online here>> or please contact me on: 01483 332020 or email: neilcanty@actioncoach.com to book your place.

More information on this workshop, and great feedback from businesspeople like you who have attended my events, can be found on my Events page.

 

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While the positive ways in which you can differentiate yourself are vital for growing your business, so are the negatives.

By this I mean that if you understand the reasons why potential customers may not want to buy from you, you can address these and so reassure those people enough to change their minds.

The negatives are often more about the image of the industry you are in than the reality of your own company.

What about an example?

Building is a good case in point.

Ask almost anyone and they have a horror story to tell about builders, or they have seen a TV programme which has left a deep impression about the damage to property and lives which can be done by a poor builder.

The result is an industry which has a rough reputation with people fearful of being ripped off, of work not being completed or carried out properly, of expensive repairs, of disrupted lives and consequences felt for many years to come.

So does this mean that every builder is shoddy and unreliable? Of course not!

But what it does mean is that if you want to give yourself a positive difference over your competitors then you have to understand the negatives of your industry – and address them.

And negatives there will be. Every industry has its critics – from accountants to zoologists, from manufacturers to retailers – just ask your friends!

How can you take advantage of this?

This is where you can steal a march on other companies by, for example, offering a guarantee.

If people are worried that, in your industry, companies do not turn up on time, or that they fail to deliver, or that their services do not produce the results required, then your company can address those concerns with a guarantee.

Giving a written promise that you will do what you say you will do will help give your potential customers the confidence to overcome their fears of your industry, and therefore, the barriers to sales for your company.

How will you underwrite your promise?

However, even a written guarantee is not worth the paper it is printed on unless there is either a cost to you, or a gain for the customer, that underwrites your promise in the real world – and is set high enough to impress the buyer.

By publicly giving guarantees which have some bite you will differentiate your company from the competition, address the fears of potential customers and reassure them it is safe to buy from you – and so increase your sales.

In my next Blog we will look at a great way to get more from your customers using an e-newsletter.

……………………………………………………………..

For business tips, news and invitations to my free workshops please click here to subscribe to my e-newsletter>>

Are you a business owner?

Interested in finding 6 simple ways in which you can quickly increase your profits and efficiency – and have more quality time for yourself?

If so then please join me for my next morning workshop on Friday 4 April 2014 at The Holiday Inn, Guildford.

It is free to business owners and company directors, but places are limited and awarded on a first come first served basis.

Book online here>> or please contact me on: 01483 332020 or email: neilcanty@actioncoach.com to book your place.

More information on this workshop, and great feedback from businesspeople like you who have attended my events, can be found on my Events page.

 

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This seems very obvious, but it still surprises me how many business owners take it for granted that they are providing their target market with what they want.

Yet if that was the case you could reasonably expect to own that market and have very little competition!

So reflect for a while on who your ideal customer is and what they, with none of your knowledge or understanding, are looking for in a company such as yours.

Is it all about price?
You may feel in the current economic situation that it is all about price, and that inevitably the lowest cost wins.

However, actually talking with current and potential customers may reveal that elements such as service, reliability, recommendation or even locality are more important to them.

How can you discover your customers’ needs?
You can find out what these elements are for your business through research.

This could range from informal face to face discussions with selected people (for example, customers who no longer buy from you – also a great way to get back in touch and find out what you might need to do to regain their business), to telephone research with a wider audience who are not currently customers (another opportunity to promote your goods and services as well, of course).

What are your customer’s priorities?
Whatever you do it should be structured around a questionnaire you have developed with a bit of thought about the areas you want to explore, and outcomes you will be able to act on.

A simple scale of 1 to 5 for a series of areas such as service, reliability, quality etc, as well as price, will quickly show what the key priorities are for your customers, and the ways your company can differentiate itself so as to meet what they really want, rather than what you may think they want!

How about an example?
In a recent exercise with one client we uncovered that their customers put quality of service well above current cost. We focussed on meeting that demand and were then able to increase prices – putting more than £30,000 on the bottom line.

The company in question is not large, its annual turnover is around £225,000, so an increase of £30,000 represents a very substantial uplift in profits.

This is a classic example of how, by understanding the areas to be different in that matter to your customers, you can make a direct improvement in your profits.

In my next Blog we will look at the other side of the coin and examine how you can use negative feelings about your industry to create positive success for your business.

……………………………………………………………..

For business tips, news and invitations to my free workshops please click here to subscribe to my e-newsletter>>

Are you a business owner?

Interested in finding 6 simple ways in which you can quickly increase your profits and efficiency – and have more quality time for yourself?

If so then please join me for my next morning workshop on Friday 4 April 2014 at The Holiday Inn, Guildford.

It is free to business owners and company directors, but places are limited and awarded on a first come first served basis.

Book online here>> or please contact me on: 01483 332020 or email: neilcanty@actioncoach.com to book your place.

More information on this workshop, and great feedback from businesspeople like you who have attended my events, can be found on my Events page.

 


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As someone in business you are likely to be aware of the need to have a USP – a Unique Selling Proposition which separates your company from the others competing for the customers in your market.

But how do you go about defining your USP?

And how can you use it to get ahead of your competitors to attract more customers and make a difference where it really counts – with increased revenues and profits?

In my experience this is an area where many owners of enterprises struggle, so here is a series of tips to help you succeed:

TIP 1. YOUR USP DOES NOT HAVE TO BE UNIQUE!

That might sound a little contradictory, but the real necessity here is just to show you are different from other companies, rather than that you are totally unique.

Being unique in every respect is pretty much impossible as you are offering similar goods and services to others in your industry.

But being different in one or two important areas is enough to separate you from the companies you are competing against in the eyes of the people looking to buy from you

HOW CAN YOU MAKE YOUR BUSINESS DIFFERENT?

The essential thing is to understand which areas are important to customers, and then in what ways you can be different enough in those areas to make your company the one they want to buy from.

Sometimes just being different is enough to mark you out in a crowded environment, after all that’s how today’s celebrity circus works – being noticed is often more important than having exceptional talent!

But how much more powerful it will be for your business if you can mark your company out as both different and better than your competitors!

In my next blog we’ll look at easy ways you can action this process and so increase your profitability.

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Are you a looking to increase the performance of your business?

If so then why not join me for my next morning workshop on Friday 4 April 2014 at The Holiday Inn, Guildford, and discover 6 simple steps to rapid results you can implement in your firm straight away.

It is free to business owners and company directors, but please note that places are limited and given on a first come first served basis.

Book online here>> or please contact me on: 01483 332020 or email: neilcanty@actioncoach.com to book your place.

More information on this workshop, and great feedback from businesspeople like you who have attended previous events, can be found on my Events page.

Please subscribe to my FREE newsletter -‘Your Business Bulletin’ – for regular business tips, news and updates on useful workshops you can attend for free>>

Neil Canty Newsletter


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