Small Business Trade Show Marketing - Keep Conversations Short and to the Point


Most businesses are at expos and trade shows for the purpose of finding prospects that can be turned into customers. The greatest advantage of this form of face-to-face marketing is the ability to engage people in conversation about your products or services and their needs. Oftentimes the greatest challenge is keeping the conversations short.

Typically, effective trade show marketers like to talk. Give them a new product or service that they are excited about and there is no holding them back. While this level of enthusiasm is appreciated at most social settings it can actually prove to be detrimental while prospecting. For every person you engage in conversation another potentially interested person could be walking by because they do not want to interrupt.

Limit conversations to the information needed to determine if you have a prospect. Then efficiently collecting the contact information and moving on to the next person will assure that you maximize the number of people you can talk to, usually 6-10 per hour.

Try to make eye contact with people who appear to be hovering around waiting for you to be available. A nod and a smile will let them know you are aware that they are waiting to talk to you. If it is at all possible, draw them into the conversation you are already having.

Some detriments to your success can be other exhibitors who want to chat about last night's game or long-winded visitors who are not likely to ever be a prospect. The worst case scenario is the disgruntled customer (even if it is a competitor's disgruntled customer) who wants to itemize each and everything that went wrong with his transaction. Your professionalism in handling these situations will separate you from the amateurs.

Immediately terminating your conversation with the fellow exhibitor should be easily understood, in fact you'll be doing him a favor by showing him the proper way to work a show. The long-winded person can be moved along with comments like "There is a lot to see at this show and I do not want to take too much of your time". He may react with a "no, that's okay" or he might actually catch what you are really saying. Either way, thank him for stopping and focus your attention elsewhere.

The disgruntled customer is the biggest challenge. Nobody needs to have somebody complaining to them while they are trying to find prospects. People walking by will hear the complaints and feel a negative impression. If this person is actually your customer, promptly give him your business card and ask him to contact you at your office where you will have more time to address his concerns. If he is not your customer, and not likely to become one, let him know you are sorry for his experience and focus your attention elsewhere.

If neither of these options gets the person moving, you might actually have to walk him down the aisle. This is particularly effective if you have someone else helping you staff your booth. Make a move, while still talking, like you are going out of the show area to go to a restroom or make a phone call and it is more than likely this person will walk away with you. When out of the exhibit hall, give him some recommendations on how to proceed with his complaints through normal business channels. Then let him know that is all you can do for him at this show.

Though all of these suggestions focus on ways to limit other people's conversations, the more likely challenge is limiting your own. Effective exhibitors ask qualifying questions, then listen to the answers.

3 Free and Effective Ways to Market Your Small Business


"I don't have $10,000 to run a targeted keyword campaign, or 2 weeks worth of advertising in my local newspaper, or 100 radio spots on the local stations." I hear this all the time from small business owners and these once-facts were certainly true 5 years ago. However, the Internet has successfully replaced or nearly replaced just about all forms of traditional media and has effectively connected consumers with products from all over the world.

I try to avoid paying for traditional forms of media, and want to teach you exactly what I do to save money and get huge exposure at the same time. For your benefit, I compiled a list of the most efficient and effective ways to market your product for free (or very close to free):

1. BLOG- It's a critical step you must take in 2009 to position your business or product as the expert in your industry. A blog will help you instruct and educate your clients or potential consumers about your company and it's services or products. A blog is different from a website because it's interactive and people submit questions and feedback; in addition, the blog is simple to add content every minute of the day if you would like.

2. CREATE A STORY- This is my favorite strategy because it helps separate you from the competition and it brings exposure to your doorstep without ever asking for it. As you will notice, my story is Secret Service Veteran and it helps to add credibility to my branding campaign; along with separating me from the competition. It has strategically positioned my product on major Radio networks and it can do the same for you.

For example, let's say you sell pillows. Selling pillows sounds boring and tedious, but let's look at how you can make it pop and attract people to buy from you versus the competition. First, create a story. Can you create a sleep contest at your place? Maybe it's the city's largest sleepover! Either way, create a story and the press will be there in no time at all.

3. DON'T SELL, HELP - Incredibly, incredibly effective. Don't bore people with your sales pitch. They don't want to know about you, they want to know how you can help them now and right now. Let's examine two fun and easy-to-follow hypothetical examples- one is bad, one is great.

First, the bad one: Hi, my name is Steve and I sell books on weight loss. Would you like to buy a book from me? I can give you a great deal today if you buy 2 or more. (This is bad, it's boring, and the consumer or person you are speaking to may feel turned off by your hard sell tactics. Your aren't helping the person, you are selling them books based on numbers only.)

Second, the great one: Hi, my name is Steven. I help people look and feel younger. If you want to learn simple ways you can look and feel younger, feel free to visit my website where you can learn free ways to healthy weight loss and gaining back your self esteem. (To me, this is a no-brainer approach and sets up for a long-lasting relationship based on helping someone and not just selling them something. Again- show people you are concerned with helping them and be genuine.)

Study these 3 strategies and put them to use every single day. Live by them, grow by them, and eventually earn more by them. Good luck, the world is yours for the taking. Go out and make it happen.

Small Business Planning Guide - 7 Steps Towards Success


Putting up a business is not a joke. Even if you only decide to put up a small business, you have to know that it also entails a lot of hard work as well as dedication from your part as the owner. You need to have not only the skills and knowledge but also the sheer passion and determination to succeed.

If you are thinking about putting up a small business, here are the seven steps you must do to start working your way towards the road of success.

Step One: Choose your business
The foremost step you have to do in the planning stage is to choose the type of business you want to engage in. In this step, it is crucial that you select something that you like and you know something about. This is because it is more likely for your business to succeed if you are passionate about it and if you know what you are doing.

For example, if you are an animal lover, and you have previous work experience in veterinarian clinics, then a pet shop would be a great idea for you. If you are a sports fanatic and you know so much about different sports, it would be a smart move to try out putting a sports store. If you love chocolates and you know how to make them yourself, a chocolate shop is the right kind of business for you.

Step Two: Think of a name and logo for your business
Your name and logo are the representations of your business so they should be relevant, easy to remember, and will stick to the minds of your customers or clients. It is always fun to think of creative names for your business but you should always remember that the name must be professional at the same time.

Step Three: Find a location
If your business requires people traffic, like if you have a restaurant or a retail shop, then it is a must that you choose a location that will work best for your business. Choose an area where your target market will most likely be at. Select a place that is safe and has a friendly ambience so that your business will have a good reputation. Remember, it is more probable for a customer to come back to your place if you have good products or services as well as an accessible location.

Step Four: Formulate a business plan
Your business plan should contain valuable information about your business including company description, goals of the business, marketing strategies, methods for financing and many others. It should be detailed, organized and should be able to illustrate your competency as a business owner. This is important because if you plan on taking out a business loan, a business plan is one of the major requirements.

Step Five: Develop your financial methods
Another important step in planning for your small business is to plan the ways on how to obtain capital. You can take out a business loan, use business credit, or use your personal savings.

Step Six: Plan your hiring
It is imperative that you develop a standardized hiring procedure that will include intensive interviews and critical employment background checks. Background checks are important because they provide essential information such as educational background, employment history, driving records, medical records, criminal records and many others.

Step Seven: Develop your marketing strategy
Study carefully your different options when it comes to distributing and marketing your products or services and choose the methods that will be most feasible and most effective for you and your business.

We cannot deny the fact that most large businesses have humble beginnings. This is why as a small business owner, you should strive hard to make your business grow and flourish.

Growing Your Small Business Earnings Online


The Information Age is here with us. And just as civilization has gone through revolutions such as the Agrarian and Industrial Revolutions, the Information revolution is unfolding right before our very own eyes. With its emergence, vast commercial frontiers have been unlocked for not just the big corporations but small enterprise too. Today's global economy runs on the wheels of real-time online technology, and with it comes the money.

The conventional sole proprietor runs an office or shop from which goods are sold and services rendered. Every inquiry and order will be made from this focal point. This is the address to which communication more often than not must be directed. Customers buy these products in person, or can phone or email to get responses to inquiries. This takes time, money and effort. The biggest challenge to the sole proprietor's success is his inability to churn the numbers.

For such a business, the Internet provides an incredible opportunity for making plenty of money online. Proprietors usually want to grow their businesses. But the cost of doing business using long-established methods can reduce profit margins substantially. Worse still, their market share might not necessarily be on the ascent. How then can a small business enterprise make money online?

The first step in this direction is for the small business to have a good website. It instantly expands market reach and establishes a global market presence. Against this backdrop, the business is transformed into a 24 hour operation. The website constantly sells the enterprise whether the proprietor is at work or asleep and therefore offers considerable added value.

All the goods as well as services can be sold online. E-commerce is an option available in online transacting. Small businesses can co-opt a merchant system within their websites to accept credit card payments. If this option is not possible, third party payment systems can be incorporated to offer secure real-time financial transaction processing. These systems will take care of the customer service, shopping cart, credit card support, and billing inquiries at a small fee.

A major consideration for making money online is increasing staff size. Considering that there will be no significant overheads, the proprietor can reflect on the need to bring the business closer to the people who may not personally buy online. Sales staff will then execute order placement online. This negates the need to have both the customers going to a physical shop as well as salesmen operating from one physical location.

No doubt, there is a tone of money to be made online. Small business entrepreneurs should consider the huge profits that can be raked in with online transactions. Besides, the financial sector is pressing for credit card penetration into the market thus providing a ready market for such transactions. The benefits far outweigh costs.

If you need money now, like I mean in the next hour, try what I did. I am making more money now than in my old business and you can too, read the amazing, true story, in the link below. When I joined I was skeptical for just ten seconds before I realized what this was. I was smiling from ear to ear and you will too.

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Small Business and Recession - Time to Empty the "Too Hard" Basket For Great Benefits at Little Cost


1 Review Your Systems

You probably have systems that need changing to better achieve business goals. Look at all your systems. Streamline them for improved operation.

2 Crosstrain

Improve your flexibility and reliance on individuals by crosstraining. Key tasks shouldn't be held up or slowed because only one person is competent to do them. Now's the time to crosstrain.

3 Redesign And Reorganize

There's almost certainly some reorganization you've been "putting off". It could be a stockroom or storeroom that needs "tidying up", a display that needs redesign or a work flow deficiency that you've "learnt to live with". Fix it now.

4 Records

Are you frustrated because the information you need isn't easily accessible from your records? Do you know exactly what you want from your records? You have time now to review these issues.

5 Statistics

"Wouldn't it be good if we could..." Now's the time to review the statistics you're getting and change them if necessary to reflect your needs.

6 Credit Terms, Leases, Loans And Like Matters

Review all of these. Are you getting the best possible terms from bankers, financiers, suppliers, contractors and consultants. A recession creates a favourable renegotiating climate.

7 External Training

Is there a particular course or seminar that you want someone to do but haven't been able to "spare" him or her? Now's the time. I don't advocate "training for training's sake". But it's worth looking at.

Conclusion

I've made a few suggestions. You build on them to meet your needs. You'll keep your people busy. If you manage the review professionally, you'll improve teamwork, participation and co-operation. And you'll gain significant business improvement at little cost: not bad in a recession.

Leon Noone invites you to contact him on http://www.leonnoone.com where you can collect your free copy of his 42 page Special Report: "5 Proven Methods For Improving Employee Performance On The Job". He's published books on staff selection and team development as well as various video, text/audio and self instruction programs on selection, training, motivation and performance systems.

Small Business Coaches Make Business Transition Planning Possible


Experts say there are four distinct phases in the life of a business. Transition planning then is the process of getting from one phase to the next as effectively and as efficiently as possible. Isn't this where small business coaches come in?

The Start Up Phase:

This is when companies are just getting up and running. This is when every action, from ordering business cards to selecting an Internet provider, and on and on are being done for the first time. This is also when the initial business strategies are being developed and implemented.

It's at this point when any mistake may be the one that dooms the enterprise before it even gets off the ground. What did your small business coach experience in their previous life (before becoming a small business coach) or from their other start up clients that gives them special insights when working with people during the early days of their business?

The Survivor Phase:

The survivors are those businesses that have escaped the failure common to the vast majority of entrepreneurs and their start up companies. They have beaten the odds, from having to worry about paying their suppliers on time to a company that is looking for more and better employees, new equipment instead of the junk they started with, and they are beginning to consider themselves a real business in need of an actual professional management team.

The Coasting Phase:

Since virtually all companies are owned by a single individual or a small group of them, and since the owners are most likely to be about the same age - and going through the same changes as one another, at some point they are likely to hit a "flat spot" in their developmental process.

That's because they are making money doing what they've already figured out how to do and there are no challenges worth risking it all for. Also they have not started thinking about what is going to happen to the company when they step down, because it is too painful to contemplate alone.

Small business coaches do most of their coaching with business owners in this phase. This is the time when business owners know they should be doing something, they just don't know what. Don't you think this is an area where you can add value to the equation?

The Exit Phase:

During the next 10 or so years we'll see the largest transition of wealth and management in history. The post WWII boom, not only in the United States but globally - companies were founded in the late 1940' through the mid 1950's in record numbers. The successful ones - the ones who outlasted their initial mistakes, their competitors, and in most cases survived into the second generation are now passing the torch to those who follow them.

Every business is where it is now because of where it was 10, 20, 30 or more years ago. The organization's history determines where it is today and where it will be in the future. Understanding that history is a key steps toward successful business planning because it gives everyone a sense of how you got where you are now.

Small business coaches who focus, during their initial intake interview, on simply trying to understand where the organization and its people are right now are missing the most important information that will be necessary to truly understand the unfolding future of the company.

Small business coaches whose insights come from their willingness to invest their time learning the company's "story" - how the company got to where it is from where it started will be superior to anything they are likely to hear from anyone else.

Business coaches will ask you just who do you think is going to run the place in the future? The training, experience, and abilities of the successors will generation managers are crucial factors in transition planning. Small business coaches help you recognize whether your next generation people are being properly prepared to take on the business in the future or not. Small business coaches help business owners develop their next generation managers.

The most commonly recognized components of business planning are the technical ones. How the company is organized and what are the latest strategies to maximize the organization's value, reduce taxes, and many other things. Small business coaches are not selling anything, not selling specific solutions or products, have no financial stake in the products or services you buy and are not scrambling around trying to protect their past advice.

However small business coaches who have extensive experience in your industry may understand more about the planning possibilities than their existing advisors. This puts them in a position to work well with your existing advisors, help you recognize when it's time to look for new advisors, and coordinate the activities of their advisors - so they always work with your goals and objectives.

Small business coaches who are integrated into the life of the business become vital cogs in the never ending transition process. They will help you see how farm you've come. Their questioning skills are put to use uncovering what you and your employees want to achieve. And they'll help you pick up on the challenges, possibilities, and concerns that are along the way.

Successful business owners understand the importance of developing relationships with competent professional advisers who will work together as a team to insure their long term success. They also realize the valuable impact that [http://www.familybusinesscoaches.com]business coaches have on them and their business, sorting out what's important and then working seamlessly with their traditional advisors, helping them help you insure your future success.

Business owners who undertake an assessment of their businesses goals, objectives, obstacles, and opportunities without a business coach as the quarterback on their planning team will be sub-optimizing their results. Business coaches are uniquely qualified to work successfully as a conduit between you, your family, and your traditional professional advisors. To learn more about the roles business coaches play helping successful businesses become even more successful, visit our web site at http://www.FamilyBusinessCoaches.com and participate in the discussion.

Just like you, Wayne Messick is concerned about the continuous refinement of his strategies for productivity in these challenging times. He is the author of dozens of articles for mainstream businesses, emerging professionals and association executives and now in phase III of his career spends hours each week creating articles from his experiences.

5 Small Business Opportunities That Mean Big Business


Here in the United States, there is no generic story that we like more than the story of the triumphant underdog: the constantly rehashed tale in which a nobody rises up, challenges the establishment and their champion, and comes out on top, becoming a somebody. There are probably many cultural and anthropological reasons that we as Americans love that formulaic story so much, but one of the biggest has got to be that to some degree, we all at one point feel like guppies just trying to survive in a sea of sharks and whales. In the business world, this is especially true with a small business. Even if a small business gets past the threat of failure, in many cases it still seems like a pipe-dream to believe that it could ever amount to anything really profitable. But as you look at the prospect of starting your own business, don't give up hope on making it big. Take a look at a few business opportunities that have already proven that they can swim with the big fish, and are looking for new franchisees to start off a new business on the right foot.

HomeTeam Inspection Service

If you've ever bought or sold a home, you know firsthand just how important a role the home inspector plays. In many ways, he makes or breaks the deal depending on what problems he finds in the house. A HomeTeam Inspection Service franchisee becomes that essential ingredient to a successful purchase, but with this franchise, he doesn't do it alone. As the name might lead on, the HomeTeam Inspection Service model sends small teams of inspectors to look over 400 designated inspection points. With the housing market as vibrant as it is, this effective, collaborative, and comprehensive system greatly expands the growth possibilities for a HomeTeam Inspection Service franchisee.

Global Broker Systems

Similar to HomeTeam Inspection Service, this work-at-home franchise's prospect for success is founded on current market trends: if the businesses you serve are doing well, so are you. And even in a slow economic climate, there are still plenty of ways to make good money with this franchise system. Providing all kinds of financial services to client companies, Global Broker Systems has the opportunity to grow as big as the franchisee wants it to go. The greatest part is that the demand for this franchise's services is always high. As long as companies need lease financing, capital loans, debt restructuring, and other services so important in our current economy, a Global Broker Systems franchise will likely never stop growing.

Real Property Management

One of the most recognizable names in an ever-needed industry, Real Property Management's future success as a premier property management franchise is highly likely, as they've already proven to be one of the best and fastest-growing in their market. Moreover, with a third of the nation's houses not inhabited by their owners, there is still plenty of expansion space for this already highly lucrative business.

Any Lab Test Now

With a name like that, you pretty much get the gist. What makes this medical franchise a prospect for big success is that it fills a hole that is constantly expanding, and not many companies are jumping into. With increasing frequency, employers are requiring drug screenings for employees, and at perhaps a higher rate, baby boomers are retiring and needing a lot of medical testing. With so much demand, regular hospitals can't keep up, and Any Lab Test Now has huge room for growth.

Billboard Connection

One of the most prominent means of advertising is billboard use, but most small and medium businesses don't have direct access to billboard companies. Billboard Connection makes those connections happen, linking smaller local companies to the billboard groups that can advertise for them. Because no new medium has yet to oust billboard usage as a primary advertising strategy, and there are far more smaller and mid-sized businesses than mega-corporations, the outlook for this brand of home-based franchise is very good in nearly any city.

Most franchises begin what seems to be a very small level of business, and there's nothing wrong with being a small fish in a big pond. In fact, some people are better wired for it. But those who are best suited for large-scale operations don't have to avoid small-business franchise opportunities for fear that they'll never get to work on the scale that they want to. Realistically, the whole reason that franchise businesses exist for purchase to begin with is that an initial business simply grew to be too big for a single person to operate, which really makes the outlook for any small-business franchise just a little bit rosier.