Posted by: SBA Blogger | May 23, 2012

The Customer Service Whisper that Roars

  Sometimes, the smallest, seemingly insignificant act, gesture or word to your customers can catapult your customer service, customer relationships and customer experience to the moon.

Last Friday, I had meetings in New York City and had lunch at “Metro Café,” a salad and sandwich shop; this location was at 839 Seventh Avenue at 53rd Street (zip code 10019). I ordered a sandwich and picked up a bag of low fat potato chips. The cashier told me that my sandwich included a bag of Lay’s potato chips (bonus with purchase) while the low fat brand cost extra.

My colleague Bernie also purchased a sandwich and took the Lay’s chips; and I doubt we would have compared the costs of our lunches, so the extra cost of my chips would have gone undetected.

I was floored, and of course threw my diet to the wind…and went for the freebie.

This cashier who turned out to be the store manager caused me to freeze in my tracks. The cost of the other potato chips was $1.49, not a sum to worry about. But, as a percentage of the cost of the sandwich, a relatively high percentage.

I truly appreciated the manager’s sincerity, caring and interest, and if I’m in that neighborhood, I would definitely return to Metro Café. And the sandwich was good too; I didn’t need the chips though.

1.      Make sure your signs are displayed clearly and prominently. I did not notice the sign or menu description that said my sandwich included a bag of potato chips.

2.      Take the extra step to create personal connections and individual interactions with each of your customers.

3.      Hire people who care about your business and who care about other people, namely your customers!

4.     Set guidelines and organize training so your team members treat your customers as you want.

Then, You and your business will stand out from the crowd and you will generate loyal customers, expand your repeat business and improve your cash flow.

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Posted in Ask the Advisor, Small Biz Success

Posted by: SBA Blogger | May 16, 2012

The Unexpected Gift that Drives New Revenue

  Sometimes, the smallest, seemingly insignificant little extra clinches the sale and locks up customer loyalty and repeat purchases. In other words, a little gesture can make All the difference in the world!

As part of my emergency fund (safety money), I invest in Certificates of Deposit (CDs). Even though the interest rates are relatively low these days, I take comfort knowing that I have saved money for emergencies; CDs and my emergency fund is part of my overall financial plan.

I recently opened a CD with State Farm Bank, an affiliate of State Farm Insurance Companies. Rose, my agent, sent me the paperwork and enclosed a little extra, a nice surprise: a Shell Oil gift card for $10 that helped me purchase $10 worth of gasoline. A very nice ‘thank you’ gift and a clear sign they appreciated my business.

I know, at today’s gasoline prices, this may purchase only a couple of gallons of gasoline. But the gift card was completely and totally unexpected!!! Made me feel good that I am a State Farm customer.

Consumers, especially when it comes to financial products and also high risk products (where the price point or purchase price is high or risk of criticism and risk of failure is high) carry ‘buyer’s remorse.’ In other words, they question whether they made the right purchase decision.

And in the worst case, they void or cancel the purchase. Ouch! These are the precise cases where you want to make sure you remove any and all doubts from your customers’ minds and make them proud and confident they made the right purchase decision. And a confirmation or little gift, bonus or premium helps eliminate any doubt.

All other things being roughly equal, I will probably renew the CD with State Farm when it matures in six months. The gift card, while unrelated to insurance or the CD, is much appreciated and has made me remember Rose and State Farm and increased my linkage to them.

Invest in a few gems, special gifts or other special premiums and bonuses that will make your customers remember you next time they want to make a purchase. In effect, you’re buying “mindshare.” You’ll increase customer loyalty significantly.

What can you give back to your customers that will encourage them to buy from you again, and again, and again?

In addition to gasoline gift cards, consider coffee house gift cards, for example, Starbucks and my old favorite, Dunkin’ Donuts. We’ve given information products; our booklet ‘157 Ways to Cut Your Grocery Bill’ is Very popular, especially with today’s super-high gasoline prices. We’ve also given CDs (Compact Discs, Not Certificates of Deposit…) and DVDs. Your gift does not have to relate to your products or services BUT it is essential that the gift has a High Perceived Value to your customers!!!

While you help your customers fuel up their cars or their insides, you’ll build loyalty, encourage repeat business and increase your revenues.

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Posted in Ask the Advisor, Coupons, Small Biz Success

Posted by: SBA Blogger | May 9, 2012

Some significant answers to the worries of your small business debt

  After the recent colossal economic crisis, small businesses are struggling hard to manage their finances and incessantly falling into debt. Whether it’s the cost of getting started, or loans for expansion, debt is a rightful instrument of small businesses. No matter how wisely you use your debt, it can become a serious burden for your small business. However, fortunately there are a number of options available for small business owners to waive off the debt. You may seek debt settlement help or other debt help from financial experts and pay off the debt.

Debt settlement:

Businesses that are drowning under the sea of outstanding debt can contact the creditors to inform about the financial hardships and negotiate for extending payment terms. Business owners can also ask the creditors to accept a debt settlement offer. Debt settlement or negotiation is a process where business owners can negotiate the creditors to reduce the total balance owed and waive off the penalty fees and other charge-offs. Many creditors will be reluctant to accept your settlement offer while many others will be willing to work with you. But that depends on how a business owner should negotiate.

Debt consolidation:

Small businesses with good credit scores, growing customer base, and outstanding cash flow can consider the option of debt consolidation. This would be a great option for them to pay down the debt. They may either take out a consolidation loan from bank or may enroll on a consolidation program. However, whichever path you adopt, consolidating debt into a loan or a single monthly payment can help you pay down your small business debt as fast as possible. Consolidating debt will also extend your repayment period, providing your business with more time to improve its profit and lower the interest rates. This in long run will help your business save considerable cash for future.

Investment:

Investing in business is another great option for business owners to eliminate or wipe off the debt. If your business is in sound position and has potential customer base, you can get hold of a new investor who would be interested in investing in your debt and eliminate the debts, which prevent your business growth. However, the disadvantage of seeking out a new investment is that it may demand a huge term and may dilute the equity in the business that present owner posses.

Filing for bankruptcy:

Chapter 11 bankruptcy is the final answer to your business debt. Under bankruptcy chapter 11, the company has to submit a plan of debt repayment to the bankruptcy court. If the court approves the plan, the business will be protected from its creditor’s legal actions, such as seizure of accounts or property and lawsuits to business or personal property.

In conclusion, aforementioned are some of the significant debt solutions for small businesses. So if your business drowns under debt, look for the solutions mentioned above.

By: Sidney Terrell. Sidney is an associate editor with www.ovlg.com

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Posted by: SBA Blogger | May 2, 2012

Blackberry PIN Rides Again

  In our last post about Rimm’s Blackberry, ‘How Blackberry PIN Creates New Revenue,’ we explained the power of their lightning-fast PIN technology:

Remember, each Blackberry handheld device has its own unique PIN, a unique I.D.

Today we discovered that you can email your friends and contacts your PIN, Easily.

Simply load your email (click ‘Compose Email’), select the recipients and type: ‘Mypin’ and hit the space bar. Instantly your PIN appears in the body of the email.

Send the email to your contacts and remind them to add your PIN to your record in their address book. They’ll find a home for your PIN between ‘other’ and ‘Work Address.’

To send a PIN, click on the date and click on ‘Send PIN.’ You’ll find the icon right below the ‘Compose Email’ choice.

You’re ready to go! Don’t blink…

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Posted by: SBA Blogger | April 25, 2012

Bed Bath and Beyond Coupon Goldmine

Bed Bath & Beyond Coupons — New Life…

Now, for a limited only, The Small Business Advisor will honor Your Bed Bath and Beyond coupons – Even the expired coupons. We’re 100% serious! Send them in today to redeem your rebate.

With our success tools and incredible information products you’ll expand your business by leaps and bounds And with this special offer You’ll get an Immediate return on your investment. Thank you Bed Bath and Beyond. Brought to you exclusively by The Small Business Advisor.

Yes, in the land of evaporating discounts, elusive bargains and bogus promotions, The Small Business Advisor is committed to accepting your Bed Bath and Beyond coupons. What are You waiting for.

Just purchase any of our success tools offered exclusively at The Small Business Advisor’s website and send (snail mail) us your Bed Bath and Beyond coupon(s) along with your email receipt showing which of our success tools, eBooks or information products you purchased.
We will send you the value of your coupon promptly.
Mail your requests to The Small Business Advisor at PO Box 758, Armonk, NY 10504-0758 USA.

Only one coupon per purchase accepted. This promotion does not apply to consulting time.
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Posted in Ask the Advisor, Coupon, Coupons, profits, Tax, Upselling

Posted by: SBA Blogger | April 18, 2012

Pass-the-Hat Selling

  Pass-the-Hat Selling: this super sales secret is actually a little known name for an ages-old formula for selling success.

The key is to consider and analyze All the people, groups, departments, etc. who need to give a “Yes” buying decision for you to close the sale! Make a list.

In other words, you make the rounds Or pass the hat until everyone throws their “Yes” into the hat!

Consider this example. In 1991 I self-published my first book: the Personal Budget Planner – A Guide for Financial Success. I was invited to be a guest on two major financial talk radio shows in the Philadelphia area. I needed to lock in distribution for my book to convert the publicity into sales. I called local retail stores who committed to carry the book if one of their standing book wholesalers or distributors carried my book. Then I called their favorite wholesaler and made the pitch. After passing the hat several times, I signed an agreement with Koen Book Wholesaler and closed a big order from several major retailers. The books flew off the shelves.

Pass-the-Hat Selling in a nutshell.

To close the sale, make a list of All the people who have to sign off, and Pass the Hat.

This is one of our specialties, so please contact us so we can help you sell more products and services, enhance your selling techniques and ring your cash register.

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Posted in Ask the Advisor, Book Marketing, Sales Strategies | Tags: , , ,

Posted by: SBA Blogger | April 11, 2012

Sales Secret: How Free Advertising Yields 1000% Profit

  The other day, I was walking down Main Street in Armonk, NY 10504. It was a very hot day and I passed La Mer Seafood. Outside was a simple advertisement: “Lemonade + Arnold Palmer: $1.50 a Glass.” The ad was written with a magic marker on a white board, approximately 2’ x 3’.

Very simple. Crystal Clear Message. A thirst-quenching solution on a very hot day.

Needless to say, I purchased an Arnold Palmer that day and several times since. I hadn’t shopped at that store in a long time and had No idea they offered cold drinks. Last weekend, I purchased some excellent seafood salad for my folks.

A huge home run for La Mer.

1. Point-of-Sale (POS) promotions are superb. Typically the best time to sell something is to your existing customers when they have their wallets open.

2. Utilize these FREE or Low Cost yet powerful promotion techniques to draw new customers, capture upsell opportunities and add new profits to your bottom line.

3. If you run a Web-based business, use a banner or icon to implement the same “white board” promotion technique.

4. Test this technique regularly and experiment with new ideas. It works for us and it will surely work for you!

By the way, an “Arnold Palmer” is a beverage that contains half lemonade and half iced tea, made famous by legendary championship golfer Arnold Palmer. Give it a try, both the Arnold Palmer and this super-effective promotion technique.

 

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Posted in Ask the Advisor, Free Publicity, Sales Strategies | Tags: , , ,

Posted by: SBA Blogger | April 4, 2012

Grocery Savings Galore – FREE Grocery Savings Guide

Free Grocery Savings How-To Guide Ready to Put Lots More Money in Your Pocket! 

Are today’s crazy food and grocery prices driving you up the wall? No more, with this handy grocery savings guide, you’ll eat hardy for less and save money in every supermarket aisle today, tomorrow and month in, month out. What’s more when you act right now, You can have this handy money-saving guide for FREE.

You’ll discover refreshing and innovative ways to cut your grocery bill, stretch your dollars and better manage your food inventory. Each idea will put shopping carts of money in your pockets, immediately!

Midwest Book Review says, “Gelb’s 157 Ways to Cut Your Grocery Bill deserves a place in any personal or public library money management and consumer advice reference collection. This guide will help consumers take charge of their shopping expenses and habits and provides a system for sound grocery shopping. From coupons to an effective shopping list, 157 Ways to Cut Your Grocery Bill is filled from cover to cover with tips on not only purchasing groceries, but their effective usage and storing as well.”

Terrific money-saving tips, tactics and strategies cover:
-How to Win the Grocery Shopping Game
-How to Select the Right Store for You
-How to Get the Most Out of Warehouse Shopping Clubs
-How to Manage Your Food Inventory
-How to Make an Amazing Grocery Shopping List
-How to Bring Your Coupon Money Right to the Bank
-How to Plan Your Grocery Shopping
-How to Negotiate the Store Aisles without Breaking the Bank
-How to Buy Wisely
-How to Stretch Your Dollars
-How to Manage Your Grocery Shopping Dollars Wisely
-How to Avoid the Checkout Counter Traps
-Best Ways to Store Your Food to Maximize its Life
-Cool Ways to Cook Your Food and Clean House
-Much More.

The Small Business Advisor is making this special offer to You because we want You to see the super-high quality of our work and help You save money today. In addition, we happen to have 48 copies of this valuable booklet 157 Ways to Cut Your Grocery Bill in inventory so we want to share our over-ordering with You now.

To grab your personally autographed copy of our “157 Ways to Cut Your Grocery Bill” and put more money in your pocket at the grocery store, send $5 (check payable to Small Business Advisors, Inc.; cash; or US Postal Money Order) to cover postage and handling. International members please add an additional $2 (that’s $7 in total) to cover the extra postage. Tell us how you want us to autograph your copy today. Ideal gift for friends and family members.

Act now and add $1, just another dollar, to your request, and you’ll receive the amazing booklet: “How to Save $10,000 or More This Year.” This bonus guide will help you stretch your dollars and put more money in the bank, especially with today’s high gasoline prices. Act now while supplies last. Ideal for holiday gifts.

Send your requests to:   The Small Business Advisor, PO Box 758, Armonk, NY 10504-0758 USA.

Hurry though. We have only a few dozen copies left before this special offer expires. Our already low inventory is running lower fast so this offer is valid only while supplies last.

We look forward to autographing your copy and helping You cut your grocery bill.

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Posted by: SBA Blogger | March 28, 2012

Sales Secret: The Secret to Getting Your Emails Read

The Secret to Getting Your Emails Read is: Always!!! Follow Up on Emails with a Telephone Call. 

Never assume that your emails get through the recipient’s firewalls, especially when your emails contain attachments.

This week, we sent a proposal for a subcontracting assignment to a major advertising NY agency. I sent Kate three (3) emails because I was concerned that the attachments (my copywriting samples) would make the email size too large to get through the company’s firewall. No dice.

After sending the first 3 emails, I sent Kate another email letting her know that I had sent the first 3 emails…Sure enough the first 3 emails went right into Kate’s Junk Folder (Spam Folder). She confirmed my email and wrote that she would read my materials.

Today, there’s NO guarantee that your emails will be received by your contact and no guarantee that your emails will get read. Follow Up Regularly!!!

Call, email, fax or heaven forbid send a snail mail package as backup. Or consider a postcard that explains when you sent the original emails and encourage the recipient to check his/her Junk Folder.

 

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Posted in Ask the Advisor, Sales Strategies, Small Biz Success | Tags: , ,

Posted by: SBA Blogger | March 21, 2012

Sales Secret: How to Upsell with Pinpoint Product Placement

 

The greatest sales secret is positioning (placing) your products and services right in front of your customers’ eyes. Make it simple, clear and easy…as follows:

The other day, I had a meeting near Wall Street; on my way out I stopped at Trinity Church at Wall Street and Broadway. I have always admired Trinity Church and especially think it’s cool after the first National Treasure movie, part of which takes place there.

The security guard told me the Church was consecrated in 1846 and pointed me to a display (shelf) where I could get a brochure that included a brief history.

Cleverly, the brochures were on a counter/shelf display alongside maybe 15 or 20 other booklets and pamphlets with intriguing titles. There were several “collection boxes” (slots) built into the display case. Pure brilliance! Who would dare steal something in a “House of God?” The booklets offer great advice and are very valuable, but how guilty would you feel if you didn’t make even a small contribution?

Okay – 3 booklets caught my eye and $6 later, I walked out, booklets in hand!!! I never intended to spend any money there; what an upsell!

Bullseye. Great Upsell!

-Give away something free, ideally useful information, and position that item next to your for sale items.
-Position other for sale items at the point of purchase, cash register, checkout line or webstore shopping cart screen.

Hey – webmasters, supermarkets, other retailers and (now I discovered) Trinity Church do this.

Why not You!

 

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