"Do Something Different: The Savvy Entrepreneur" on ARRiiVE: Innovations In Business Show
When: September 3, 2008 at 2:00 PM PST / 5:00 PM EST
Topic: "The Importance of Doing Something Different"
Host: Scott Andrews, CEO of ARRiiVE Business Solutions
Call In: Call in at (724)444-7444 and enter 37798 # 1 # Text chat online: http://www.talkshoe.com/tc/37798 to text questions or listen online.
Details:
Visit http://www.talkshoe.com/tc/37798 To hear Scott Andrews, CEO of ARRiiVE Business solutions, discuss ways to be different to increase your sales and grow more business today at 2PM PST / 5PM EST.
Stop butting your head against the wall and copying all your peers. Figure out why most companies succeed where others fail: by differentiating and offering a different look, product, or service, you can dramatically improve your sales results, starting right now! Don't miss this fun and educational call with Scott.
Show hosted by Scott Andrews, CEO of ARRiiVE Business Solutions (www.ARRiiVE.com)
It's simple and easy to join - call (724) 444 -7444 enter 37798#1# to dial in or visit http://www.talkshoe.com/tc/37798 OR http://www.ARRiiVE.com (see radio show link) to visit online and/or text chat questions to Scott.
Sep 3, 2008
The Importance of Being Different: The Savvy Entrepreneur Series, Part III
Apr 14, 2008
Do Something Different
Are you finding it hard to succeed in your business objectives?
If so, you might be in a rut. If this is you, there are a few ideas I'm going to share to help you break free and start getting the success ball rolling again.
First, minimize what didn't work.
If you're finding yourself spending a lot of time trying to sell a service that either has a low profit margin or high levels of competition, you might want to minimize selling that service for a while. I'm not saying to can it completely. Just consider leading with something else for a while.
Second, do something different.
Yes, break away from what you have been doing and focus on something where people have told you "you know, if you could do.... I'd pay money for that." Maybe it's time to offer that service! Break away from what you did that wasn't working, and try something new that might.
I had some success with one of my services this past year, but it wasn't exactly breaking the bank open nor was it exciting me to even deliver that type of work. So, I decided to do something different. I looked for a new angle in a related service where I could use my skills, knowledge, and background to maximum affect.
Third, improve your new service.
I also took stock in recent customer comments and honed a service through feedback until I had a viable new service to offer into the marketplace. Each time I sell this service I get more and more focused on what my client's need to get the biggest return for the dollar invested and deliver more and more of that. As a result, I've been able to raise my prices. That's a good thing, isn't it?
Fourth, find a way to bundle more services to increase your price (upsell), differentiate, and add value.
Add additional services into the offering and bundle the service or product with other products and services you sell. This may increase the amount per sell. You've heard it's six times easier to sell to the client who already buys and this is true. So, get more money from each client by offering an upsell.
Fifth, downsell (unbundle any services they don't want) to get what is in front of you.
By downselling, I mean don't be afraid to unbundle your products and services to get the sale the customer CAN AFFORD. In other words, get what's in front of you. Tom Antion, a great Internet marketer, often suggests a downsell for ebook sales. So, if they say "I can't afford the $39.95 e-book" then offer them a window that says "Hey, maybe my e-book isn't worth $39.95. What do I know? Why don't you tell me what it's worth!" and then he offers them options of $29.95, $19.95, or $14.95. You'll capture 30% more orders at the $14.95 and maybe even once in a while a $19.95 order!
So, if you're stuck in a rut, try the following ideas to break free to create more success:
First, minimize what isn't working.
Second, try something different. It certainly can't hurt to try something new. I always suggest offering the service that people have been suggesting they'll pay for if you offer.
Third, expand the value and differentiation to continue to grow the new service.
Fourth, expand your offering. Find a way to add back other services into the offering to bundle services and add more value. A client may ask you to unbundle a solution, but you'll sell more if you lead with the bundled solution.
Fifth, offer downsells to sell what's in front of you. If the client will only buy the base solution, sell that. If they client can only afford a trial solution, sell that then. Just sell what's in front of you. The more feet you get in the door, the more opportunities to get your whole body in later.
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Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.
Mar 13, 2008
You Call The Shots
http://astore.amazon.com/aspirenow-20/detail/B000WPMQHI/002-1778283-8772807
You Call the Shots: Succeed Your Way-- And Live the Life You Want-- With the 19 Essential Secrets of EntrepreneurshipBy Cameron Johnson, John David Mann
One of my friends, Chris Howard, had this to say about the book:
"I really love the full title, though, because it really
describes what Cameron is all about: "You Call
the Shots: Succeed Your Way - and Live the Life
You Want - With the 19 Essential Secrets of
Entrepreneurship." That's right, it's all about
Living the Life You Want, and that's what Cameron
will help you do through reading his book."
Click here to order your copy of You Call The Shots now:
http://www.cameronjohnson.com/bookbonus?11"
Note: that link that Chris Howard provides is cool - they give you a bunch of BONUS products AFTER you just provide your Amazon order number. So, if you're like me, you'll keep your Amazon order number, then input it with your other email information in the bonus link there by CameronJohnson.com: http://www.cameronjohnson.com/bookbonus?11. And, no, I don't get anything from the Bonus Link (maybe they'll throw back some kudos my way? hint, hint!)
I just ordered my own personal copy, so you know I'm intrigued!
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Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved.
Mar 6, 2008
How To: Better Business Plans
How to write better business plans
Are you starting a new company? If you are, it won't be long before someone asks you if you've written your business plan. This is especially true when you seek funding of any type. Gone are the dot-com wild-west days when snotty-nosed Stanford students could sit in a VC's office and mumble "We don't have time for a business plan" and still receive $20 Million Dollars.
Business leaders, today, ought to have their act together. And, part of having your act together is having a good plan.
What are the keys to writing a successful business plan?
Here I'm going to describe 12 Keys to Writing Better Business Plans:
1. Know your weaknesses and address them.
2. Make an impact.
Use a video, use a demonstration, anything to show why your product or service is superior.
3. Compete.
What type of competitive environments are you submitting your offering? Are you entering contests? Are you willing to put your name on the line? Are you submitting your ideas against the pack? Bill Gates would never have succeeding with Microsoft had he never got his basic disc operating system in front of IBM. Success often starts with the early competitive moments that define us.
4. Tell a story.
You have to tell a story. If your story isn't compelling, people won't buy from you.
5. Be doggedly determined.
Are you committed to making it work no matter what obstacles get in your way?
6. Make it fundable.
Great ideas aren't the only thing that matters. Often, the most fundable project that may get you funding. Set your business up with enough punch to attract funding.
7. Refine, refine, and refine your pitch.
A better elevator pitch - have someone catch you in an unsuspecting moment and ask: "Why you?" See how you answer... then refine it. Rinse, repeat, etc.
8. Management team ought to know.
What is your management team's record related to what you are doing? There ought to be a long-tail of related history tying what you did in the past with what you're doing now.
9. Determine your market, then sell to that.
If you can determine your market early, the better for you. The more you narrow your niche to the people who truly have the money, power, and desire to buy from you, the more you will win.
10. Put some of your own money in your company.
Do you have skin in the game? An entrepreneur who hasn't invested any of their own money probably won't be as committed. At least, that's the prevailing logic used by VC (venture capitalist) investors.
11. Know your risk.
What's your risk? In addition, are you aware of the risks to your business? Many investors want to know the exact risk of investing in your business. You ought to know your risk before and test your strength against it PRIOR to going after the money, if possible.
12. Know both break-even and ROI points for investors.
What's the projected gain? If you can't show a reasonable ROI (return on investment) within a reasonable period of time, you won't get the money you need to grow your business. As my Dad likes to remind me, "Cash Is King" and if you're getting cash you must realize there WILL be an expectation that you'll make MORE cash in a short amount of time. This will increase the pressure on you to succeed. So, have your act together when you ask for money.
When you design your business plan, consider these twelve steps to success. I probably could have added: 13. Know your exit strategy, because that will come up, too. Many business leaders don't understand that if they don't have the background for their company, they either need to hire it (get better managers) or sell their idea. Otherwise, they may be facing years of struggle.
If you need help, ARRiiVE's business planning team has an incredibly strong track record of writing business plans that get funded. In fact, ALL of the business plans we've written in the past seven years have received the desired funding.
Make sure you identify your strengths and weaknesses. And, if you don't need money now, still keep in mind that you may in the future. Raising money is often a part-time job for many new entrepreneurs. Get good at it, and you'll succeed much more wildly in the early years of your business launch.
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Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.
Jan 30, 2008
Be Different And Sell More
ARRiiVE: Innovations in Business Radio Presents...
"Be Different and Sell More," with Michael Luckman, CEO of AchieveXCorp.com.
Can you imagine what it would be like to be in control of every sales call? To not waste your time chasing opportunities that don’t exist? To perhaps even double your income in one year? Michael Luckman CEO of AchieveXCorp.com may have the answer for you.
Today, Michael Luckman joins Scott Andrews, CEO of ARRiiVE Business Solutions and Host of ARRiiVE: Innovations in Business Talk Radio.
The Show AIRS: Wednesday, January 30, 2008 at 2:00 PM PST / 5:00 PM EST
Visit Talkshoe (http://www.talkshoe.com/): Enter Talkshoe show ID 37798 to text comments, call-in, and/or listen to the show from your computer.
Description: In this interview we'll cover some of Michael's valuable selling techniques, including how you might differentiate yourself to stand apart from competitors in your field. Learn why salespeople miss their numbers. Discover how you can separate from the pack of mediocre salespeople to win more often and reap the rewards you deserve. Sales team managers: are your sales people getting blocked or stuck on the money? Learn some keys to overcome this problem and better motivate and manage your team.
Michael brings over forty years of experience helping salespeople blow away their numbers and make more money than they could ever dream.
As a senior buyer for Toys R Us, he experienced firsthand what makes the difference between a good salesperson and a great salesperson. It was his frustration with traditional sales training and their sound-the-same salespeople, and his introduction to David Sandler’s unique sales methodology that convinced Michael to spend his life working to create professional salespeople. Michael offers a ton of sales wisdom in his training sessions, and this show is one you won't want to miss!
Listen in and get a SPECIAL OFFER from AchieveX and another by ARRiiVE.com...
Join Scott Andrews, Host of the show, as he interviews Michael regarding this exciting topic.
This show promises to be both educational and fun.
It is Simple & Easy To Listen and Dial-In To Ask Questions:
1. Visit Talkshoe (http://www.talkshoe.com/): Enter Talkshoe show ID 37798 to text comments and listen to the show from your computer.
2. Call in to join the show: Dial (724) 444-7444, enter show 37798 # 1 # if you wish to ask questions of the host or guest.
Also, you may click here to visit/follow the show: http://www.talkshoe.com/tc/37798 or http://www.arriive.com/arriive_liive.htm or listen in after completion of the show.
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Copyright © 2007-2008 by ARRiiVE Business Solutions. All Rights Reserved. Want More? SUBSCRIBE. AchieveXCorp.com © 2008 AchieveX Corp.
