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BUSINESS BUILDING JULY 2005
Are You Truly Serious About Business Success?
In recent times I watched an interview with Louis Gertsner Jnr (former long term CEO of IBM). His commentary sparked my interest and hence prompted me to research some more.
Gertsner is revered in the US for his very long and successful business career. Significantly he is recognised as steering IBM from the point of extinction to resuming its place as one of the worlds most successful business enterprises. Not only is IBM big by anyone's measuring scale but has now been successfully operating for some 100 years.
What has this to do with you and your business? As it so happens a great deal.
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Price For Profit & Peril of Discounting
How do you decide what to charge for your product or service? The specifics will be different for every business, but it comes down to one thing: Value or more rightly Perceived Value.
If your customers perceive value for money, they will happily pay the price. If they don’t see that value, it makes little difference how low you set your price – indeed many customers will look somewhere else for the perceived value, even if 'somewhere else' costs more than your product or service!
Remember, when your customer says 'you are too expensive' they are really saying '...I do not perceive requisite value in your product or service’'.
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Is Your Web site Underpinning or Undermining Your Business?
Should you have a web site? If you have a web site, does it underpin or undermine your business?
There are many SME’s becoming web site savvy and their business is benefiting accordingly. Logically this compels the recognition there are many customers becoming internet savvy and embracing the internet as their preferred purchasing tool. Consider the 30’s aged professional couple I know who last weekend were intending to begin searching for an investment property via the Web. Consider our many clients who now purchase everything from office consumables to motor cars via the Web.
It is real and it is now!!!!
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Lead Conversion Is About Buying Not Selling, Right?
It may sound strange, but lead conversion (sales) is not actually about selling...it’s about buying. Understand this is taking the first step toward developing a sales system that works.
If you go into any sales situation with the mind-set that you are selling, you will drastically reduce the chances of your prospective customer actually buying from you. Every prospect, without exception, wants and needs to feel that he or she is in control of the sales process. Now, whether he or she actually is or not is not the issue.
Prospects simply need to perceive that they are.
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So, How Else Can Shalom Assist My Business?
A recent audit of our our market revealed to us that many were unaware of the full gambit of business solutions we provide. Clearly we need to improve our communication so that you are able to source solutions of use to you.
This section will become a regular feature to highlight the scope of the solutions we can provide and allow you to select those you consider relevant to your circumstances.
Are you using the tools you already have to your best advantage?
It is our experience that in respect of software the answer is invariably an emphatic NO.
We are to conduct two workshops in August designed to significantly increase your own and your teams productivity. We emphasize that our workshops do not compete with the many generic offerings available elsewhere. Our workshops have a practical use focus and intend to have you already using the tools to your advantage by workshop end.
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Shalom People - Perpetual Motion
We read and hear often in recent years of the transient nature and very mobile work force that is part of doing business in the new millennium. Shalom experience readily attests to this.
Sharlene worked in Japan for several years prior to joining us last year. Carly returned to us in March after extensive overseas travel involving work experience. Amanda is currently in New Zealand to return to us in August. Travis is to leave us in September for an extended period of working offshore.
Meanwhile Charly and Patrick applaud their initiative, do know the benefit of such extensive experience but remember with some fondness the seeming long distant past when it was easier to people manage!!! |
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Ask Us
If you have a compelling issue you would like feedback about...
Please feel free to 'Ask Us' about your business concerns and frustrations. Some questions will be selected to be answered in the next edition. Please include a brief summary of your enterprise and a link to your site.
To submit your question for consideration, please click here.
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This email bulleting is produced by Shalom Business Development. Shalom helps people build great businesses. We do this by improving planning, decision-making, selling, people performance and operating systems. We deliver our promise by providing professional and expert advice accompanied by the support and assistance you need to achieve your business dreams. For information on how we can assist you, please contact us. We would welcome the chat!
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