We often hear, “Oh, we’re B2B (business-to-business), so we don’t have to worry about customers at the general public level.” The fact is, you do. It is an erroneous assumption that B2B is somehow insulated from the source of most income, the general public. If your client goes out of business, your B2B loses that [...]

B2B or Not to Be? That is the Question!

5 Ways to Increase Your Service Business
In this two part series we are addressing service businesses. Last time we identified a way of classifying your clients and customers. This time we will offer some ways to increase your business. Your goal is to get more referrals. These are new customers who were sent to you by your existing customers. They will [...]

How to Improve your Service Business
Over half of all businesses are service businesses. These industries include many professions from legal and engineering to hair cutting and plumbing. All these services require excellent management, positive company culture, and most important, return clients. Brian Tracy says, “If you want to be successful, ask yourself this question: How can I increase my service to [...]

A Solid Business Foundation is Necessary for Success
When you build a house, the foundation must be laid strong and straight. If it’s not, the framers try to make up for it. When they can’t, the drywall guys try to make up for it. When they can’t, the painters try to make up for it. When they can’t, you’re going to have to [...]

Distribution: The Distance between a Great Product and a Sale – Part 2
The least glamorous but most essential part of making a sale is actually getting your product to your buyer. Many great products are rotting in warehouses somewhere because their designers didn’t take the realities of the distribution system into account. Here are additional questions product producers need to consider: 6. How will you stage your [...]

The Easiest Way to Lose your Customer
If you think all you’re selling is a product, think again. In order to continue to do business with your new buyer, you must also sell a service. The demand for customer service increases significantly after the first sale is made. That’s when your customer sees if you stand behind your products, and how you [...]

The 8 Principles of Successful Outsourcing
For the most part, there is usually no shortage of products. There is, however, a big shortage of Purchase Orders. Why tie up precious dollars in bricks and mortar when you really need to spend them on marketing and merchandising? It’s possible, and in many cases preferable, to outsource as much production and services as [...]