7. February 2009 by Bob Griffin.

Ask any small business owner if they feel they are doing OK and you will get a sharp opinion.  With everyone nervous about keeping their jobs, keeping their businesses open, or just paying the bills, a small business owner’s biggest fear is, “Where am I going to find customers?”

Finding customers is an art form that relies on people skills, as well as on flashy campaigns.  Every company has an interesting ad that will catch your eye.  The problem is that it does not make me (or anyone) want to put my coat on and drive to the store.  Trends can get sales going, but it happens after someone (like a celebrity) sells you on the look, use, or feel of the product - someone sells you on it.

The greatest mistake in business over the last 50 years is the fact that many companies, big and small, have pushed out sales training for bigger and bigger marketing budgets.  The idea is flashy, splashy, and damaging to your business.  Please do not misunderstand me.  There is most definitely a place for marketing dollars to be spent - just not before you spend the money on getting your sales team running at full speed.

Marketers get your message out (branding) to as many people as they can.  The thinking is - if they know who you are, they will come and spend money at your business.  If this were the whole truth no one would hire a salesperson - ever.

The truth is that people spend money with people they like and can help them.

The salesperson is the face of your business and should be the strongest part of your organization.  There was a salesperson involved with everything you own.  Even marketing companies have to have salespeople to sell their services.  That kid you hired to run the register is also the guy turning customers away.  If you are marketing-focused, you won’t care who you hire.

Marketing is explaining the product or service, demonstrating the product or service, and is catchy.  This still leaves the business hopeful for a sale. 

Salespeople sell, explain and sell, and demonstrate and sell.  Here is where money is made!

Never forget that your business is only as good as the interaction of the employee with the customer.  If you don’t believe me, think about all the places you have not gone back to after a bad experience.

Posted in Making Money | Print | 557 Comments »

6. February 2009 by Bob Griffin.

Welcome to BusinessBulldog.org where we give your business some bite! Your work-life is where you spend most of your time and efforts and you should be rewarded with a better life, not more stress. We will help you approach your business with an understanding of the challenges that you will face.  This site is dedicated to giving advice on all of the issues that drive business - both up and down.  You may have the dollars, but we make sure that you have the business sense to make your brand grow.  Please leave comments, questions, tales of success and of failure. This is a place to find answers and build stronger businesses.

We are Franchise and Small Business Consultants with decades of experience.  We have worked for many great (and some not-so-great) companies, but always with an eye on trying to make things better.  The more we compared notes, the more we realized that the problems at one were the same ones at a new one.  Also, within other industries, we found that the problems were similar.  From that came the Bulldog Rules for Business. Fifteen simple rules that every great business follow.

With the help of several (and I hope many more) Consultants, the Business Bulldog organization will grow and offer help to owners who need a new perspective.  We are always looking for a new way to handle challenges, and people interested in starting their own business.

Together we can have a place to toss problems on the table for debate and find some real answers.

Always here to help!

Questions@BusinessBulldog.com

Posted in Creating the Culture | Print | 233 Comments »