Tag Archives: Customer

Naming your product

  Many of my clients are creating a new product. Some of these clients are brand new companies and others are existing service providers who have recently developed a product. When you are a brand new company no matter what … Continue reading

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Negotiations in business – practice, practice, practice

    Doing business is a series of negotiations. From the moment you plan to start a business to serving your customer, you find yourself negotiating. For most people negotiations brings to mind price, but there are many other areas … Continue reading

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How do I tell you…?

Dear Small Business Owner, How do I tell you? How do I tell you that the tops of all the napkin holders in your restaurant are covered in dried, crusted food? How do I tell you that your email is … Continue reading

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Do not compete on price, unless…

There was an interesting article about a new start-up company called AutoSlash in the New York Times this past weekend.  AutoSlash says they will get you the best price on a car rental by constantly checking for better deals even … Continue reading

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You get what you measure for

  I was taught that saying many years ago.  You get what you measure for.  If you measure only for profit, you may have fewer but profitable sales.  If you measure for sales volume, you may not get the profit … Continue reading

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The staircase approach to building a business

Stand at the base of a set of stairs, 10 to 15 steps will do.  Now get ready and leap to the top!  That is what many entrepreneurs attempt to do when starting a business. Unfortunately most do not have … Continue reading

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Make the customer’s life easier. Tell them the price!

Price gets in the way of doing business. For those who have sold for a living, you could probably each write a book about getting around the price issue. Yet for most businesses this is a self-inflicted wound. Today, the … Continue reading

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The first 10 customers

It is inevitable that a new client will present his or her marketing plan, stating the market size and the percentage of the market they are going to gain.  The math may be good but the business plan is not.  … Continue reading

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Is your idea marketable?

Here is a hard truth for most first time entrepreneurs.  There are a lot of great ideas out there and many of them  are not original.  A great idea is a beginning to the entrepreneurial road, but it is not … Continue reading

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Go ahead, plan on failing. I dare you!

Someone asked me a while back about what I had learned from working with startups.  Where to start?  I have learned many things across a variety of subjects.  For one, I cannot predict success.  Not worth a darn! No matter … Continue reading

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Is pricing getting in the way of a sale?

When you are selling a customer your product or service, do you want them to listen to you explain features and benefits, or do you want them doing the math in their head?  Pricing by the unit may be the … Continue reading

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Where do I begin in building a Business Plan Financial Model?

Starting a business is intense.  There are a myriad of details and a hundred things to do every day.  When it comes to your financial plan where should you start?  There is no one correct answer that is valid for … Continue reading

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