Category Archives: Marketing

useful hints and tips that business can use in their business.

Business Tips, Communication, Marketing, Sales

Making a $10,000 Sale From a 10c Business Card

Damien Foley Business CardHave you ever waited for that important phone call from a potential client you met at an event? They were excited by your product and it was just what they wanted. You gave them your business card. They didn’t have a business card to give you but would call. You left excited for the coming sale and waited days for the phone to ring- but it never came. Why?

Did your business card kill the deal? Your business card is a critical business marketing tool that can generate thousands of dollars in sales for you and your business. We underestimate how powerful it is as our first point of marketing. Many businesses don’t put much thought into them, resulting in poor first impressions and lost sales. So when planning your business card here are a few things you should consider,

1. Keep It Simple- Ensure the person reading your business card can get all the required information they need at a glance. Don’t complicate it for them. Considering layout, colours, word font, and pictures is essential in your decision making.

2. Business Name- Make sure your business name is easily identifiable and clear to read.

3. Your Name and Position- A business card is a personal business tool. Make sure your name and position is clear to find and read.

4. Logo- Size and placement of your logo is important.

5. Contact Details- These include your phone numbers both land line and mobile, fax number, street address, postal address, email and website. It can also include LinkedIn, Facebook and Twitter. TIP: Double check it’s correct before printing.

6. Back of Card- You can use this for other information. For example, your business products, iconic pictures of your business or you, appointment details, other peoples contact details, other business locations, areas serviced, associated businesses, etc.

7. Look at other peoples business cards. Identify what you like and what you don’t like. What information is important to you? Is there enough information or too much? Glossy or matt finish? one side or two sided? Embossed pictures or printing? Is glossy, two sided or embossed needed for cost?

Not having the right business card can cost you sales and ruin your business brand. Not having an effective business card can lose you vital connections with those all important new client leads you create.

Damien Foley has extensive experience in networking and has seen many business cards in his time. Do you need assistance with designing your business card or wanting to revamp your current tired and ineffective business card? Contact Damien for a consultation to advise you on how to get the most from one of your most valuable marketing tools! Call Damien on (07) 3802 0222 or his mobile 0437 028 006 or email damien.foley@foleygroup.com.au.

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Business, Business Development, Business Tips, Chambers of Commerce, Marketing, Motivation, Sales

Its Not What You Know, Its Who You Know!

Grant Hackett and Damien Foley
Grant Hackett and Damien Foley- RDA Gold Coast Event October 2011.

We have all heard these words before, but how true are they? Is it more important to have contacts then it is to learn and gain knowledge? Are the two independent of each other or is there a relationship?

I attend a number of networking events so I wanted to share with you what I do when preparing for a networking event.

1. Identify key events– your time is just as precious as money in business. Choosing which events to attend is crucial. Networking is about meeting people that will add value to your business.

2. Cost of attending– There is not only the money cost but the trade off. You could attend the event or you could spend that time working in or on your business (“Work on your business, not just in it“).

So I have decided the event is worth attending as it could create some great opportunities for me.

3. What is the purpose of me attending– Give yourself goals or objectives for the event.

Now I need to prepare for the event

4. What do I need to know before attending– You may need to do  research before going to the networking event so you go prepared.

5. What do I need– You will need 20-50 business cards, an elevator pitch to introduce your business and possibly brochures. TIP: I highly recommend a pen and a notepad. Extra TIP: stick to the basic essentials. SECRET TIP: Your own personalised name tag!!!

6. Clothes– You have found out what the event or location dress code is, so dress to this. TIP: it is easier to dress down then to dress up. Extra TIP: Wear something eye catching that grabs attention.

7. Logistics– Know how you are getting to the event and leave enough time to arrive on time. TIP: Find out parking places and cost from the event venue. Extra TIP: Give yourself extra time to freshen up before walking into the event.

8. Personal Grooming– Look how you want to be remembered, as you only get one chance at a first impression. TIP: brush your teeth if you’re a smoker or strong coffee drinker. Secret TIP: Tic Tacs or mint chewing gum can be used for mouth freshener.

You are now at the event.

9. Remember your goals and objectives at item 3.

10. Moving around– don’t walk around asking for business cards and handing out your business cards like a black jack dealer. Take your time to talk with people.

11. Alcohol– my personal preference is to not drink. But if you are, moderation is essential.

12. Relationship– take the time to listen to others as well as talk yourself.  TIP: build a repour/relationships. Extra TIP: Don’t spend all your time talking with people you already know or with one person/group. Secret TIP: We have 2 ears and 1 mouth, use them accordingly.

13. Finishing the conversation– If you want to meet the person for a follow up meeting after the event, let them know.TIP: by saying. “[name] I would like to meet up again for a chance to talk more. Would you like to meet later for a coffee?” Extra TIP: When you say you are going to call them, call them. Secret TIP: read the Extra TIP again so you remember.

So, is it not what you know but who you know? It is a combination of both. If you go prepared knowing what you need to know, then when you do meet the right people, you will be ready to build a relationship with that person. I leave you with these words

“Luck is where opportunity meets preparation” ~ Benjamin Franklin

~ Damien Foley

Business Tips, Communication, Human Resources, Marketing, Procurement, Sales, Technology

Business Relationships

two hands shakingI recently had a meeting with the Flagstone Junior Chamber of Commerce. The question was asked “what is business about?” The most obvious answer one can give is ‘Profit’. But how do you make that profit? When you look at business, you suddenly realise the success of a business comes from its relationships. Lets look at this from the starting point of profit and work back.

We make a profit by earning more income then what we spend on expenses. Income minus Expenses= Profit/(Loss)

We spend money on expenses and capital to produce the goods and services we sell. In order to purchase those goods we need to buy them from other suppliers, be it the owner or their salesperson. In order to sell our goods and services we need to sell them to other people.

The purchase of those goods and services happens as a result of your business creating a relationship with the supplier. You may have found them online or been introduced to them through another person. Likewise, you create sales by developing relationships with your customers. (refer to the article on Customer Service- “Retail V Online- Retails Secret Weapon To Win Customers“).

Internally you have people who you employ or owners in the business with you. Externally you have relationships with third parties such as government, industry regulators and organisations etc.

The business success can depend on how good the relationship is between all of these people. And like in any relationship, good communication is important. This is why Social Media is becoming such an important tool used by business to build relationships with current and prospective customers.

Business is a creation of man and as a result is built on our social interaction with one another. If your business doesn’t have a good relationship with someone or someone doesn’t have a good relationship with your business, this can affect the success of your business.

~ Damien Foley

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Business Tips, Communication, Human Resources, Marketing, Sales

Retail v Online – Retails Secret Weapon To Win Customers

Folder marked "My Business Strategy To Win Customers- Private and Confidential"I recently visited a small art gallery. I asked the owner how business has been. “I have been busy but sales are slow. We have a lot of tourists come through and I can have 300 people in a day. We have them sometimes complain that I don’t speak to them but I can only talk to so many people, telling them the exact same thing. I am also competing with cheap prints from online.” There are a number of points made in this but we will look at retails greatest secret weapon- ‘Customer Service’. Customer service is what you can use to differentiate yourself from online sellers, as well as your competitors.

You might say customer service is no secret. I will give you actual examples of how it is still not being used by big business and how your business can use it to win customers.

I have a client with a business they’re about to start. I went to research bank accounts for them. Dressed in business shirt and pants, I went to 4 banks in walking distance of each other in a multicultural suburb (this is relevant). This is the following customer service I was given when asking for information;

Bank ‘A’:

– I walked in and was met by a lady dressed in a nice blouse and dress pants.

– She pulled out the relevant brochures and asked me to contact them if I had any questions.

– She was friendly and polite. I said thank you and left.

Bank ‘B’:

– I walked in and was promptly met by a lady with a friendly smile dressed in a very professional looking, neat and tidy business outfit, with blouse and scarf.

– “How can I help you today sir?” I told her I wanted some information on their business accounts as I had a client looking to start a business. “If you have the time would you like to come in to my office sir and discuss what your client needs? My name is ‘Jane'”.

– She showed me into a private office with a tidy desk and brochures lining the wall. She had me explain the business, asking what its needs were, while taking bullet point notes. She then took from the wall several brochures, marking the different facilities as she explained how each would suit my clients needs. She placed these in a clean glossy folder to hold them together.

– She then contacted another department by phone who could discuss another facility she was not trained in. On speaker phone, the call took 15 minutes to be answered. During this time the manager made small talk and brought me a glass of water. It finally answered. The manager mentioned to the operator how long we waited.

– I spoke to the customer service person who asked questions and took my email contact to send me the information.

– Returning to the business manager she asked if she could have my details to follow up later how I was going. Leaving with brochures and email to be sent, the manager showed me out with a courteous smile.

– I arrived home to the email as promised. I was called a week later by the business manager asking if I required any additional information or had any questions.

Bank ‘C’:

– I walked in and a ticket dispensing machine was my first contact. I took a ticket, sat and watched television until my number displayed 8 minutes later.

– The desk area was separated from the public seating area only by a thin shoulder high petition.

– I spoke with the customer service manager who asked me several questions. She took down the details in a form. Giving me several brochures slipped into an everyday envelope, I would be contacted by their business manager, who was out, to discuss my details further.

– I received a call the next day. He asked me several questions with his only finishing reply “well you have the brochures. If you have any questions call me.”

Bank ‘D’:

– I walked upto a lady in an open space customer service area. I was after information for a client who was about to start a business. Her reply was “We can only give you information if you have an ABN. I have some booklets but they are old and we are waiting on the new ones with the up to date information to arrive.”

– Deciding against giving me the booklet, she asked me to wait while she brought over the business manager. The business manager came over wearing an ill fitting knitted button up cardigan that looked faded and stretched. She spoke with her arms folded, pulling the cardigan across herself.

– She also told me she couldn’t give any assistance unless we had an ABN. But she did offer the booklet. The booklet was thick, in grey and white with the words “Terms and Conditions” the most visible words, marking the pages with the possible accounts to be used.

– Still standing in the open area she then asked some more questions on other facilities. She could only give me print offs from their website. I waited as she went looking for each page online to print and give me.

– In leaving, she said she could help more once we had an ABN. Then they could customise a package.

Result

The customer service at each of these banks was very different. I left the 4 banks with first impressions. Each an impression of their customer service my clients would receive as a customer of that bank. I hadn’t even read the brochures for their fees and rates yet and I was already leaning towards a particular bank based on the service I just received.

Which bank do you think I was leaning towards- Bank A, B, C or D?

If you made a choice, remember you were making a choice based on the above service I received. You haven’t seen the fees and rates either. Customer service is incredibly important, leaving an impression greater than price alone.

What Your Business Can Do

Retail has the secret weapon of customer service. Something a website cannot offer. The lady from the art gallery meets 300 people a day. A website owner never meets the potential owner of their product, the client only has the information to read. The website owner never has the opportunity to ask questions to provide personal service. The retailer does.

So ensure customer service is a priority to you and your staff. It might not be that customer that returns for business, but a friend of that customer who has heard about your service!

~ Damien Foley

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