About Me
- Waltmorey
- Pinellas Park, Florida, United States
- I founded Core Business Solutions with the goal of helping business owners improve operating results, add value, and recapture the energy and passion that was present when the business was new. We also have the expertise to assist start-up companies create the foundational structure needed to provide the best opportunity for the business to grow and prosper in uncertain economic times. Our goal is to help the business entrepreneur/owner, through mentoring and coaching, develop or enhance managerial skills while providing that independent and objective advice and expertise usually provided by a board of directors.
Monday, October 17, 2011
Develop Great Customer Relations
5:12 PM | 
Posted by
Waltmorey
We've all heard this axiom: Information is power. This is also a key to building effective customer relations, because if you really know your customers you can give them the service and respect they deserve. But unless you have a photographic memory (or not many clients), you will not be able to discover and track everything there is to know about your clients. Here are a few ideas that will help.
A- Gather demographic info.
Information such as gender, age, marital status, hobbies, income, business type, and even location can all be important details you use to create targeted communications and offers that wow your customers. If you don't already have this information, you can gather it using questionnaires your customers complete as you work with them or through database appending services such as Dunn & Bradstreet.
B- Track customer data and behaviors.
There is no way you can remember everything about your customers without a good system for keeping track of customer info. A good customer database or customer relationship management (CRM) system will allow you to track demographics, interests, past purchases, behaviors, and more. There are many options for CRM software such as Prophet which can be used with MS Outlook, OnContact which can be used either as a hosted solution on an 'on-premises' product and many others such as Goldmine, SugarCRM, Netsuite and an old favorite ACT, to name just a few. Last count there were over 20 CRM software choices and growing all the time.
C- Conduct a survey.
Send out a survey by email to help you gather valuable data from your clients both current and past. You can discover their interests, how they feel about your service, what products they may be searching for, and much more. This information will help you address individual needs and also give you a "big picture" look of how your clientele feels about you and your company. However, be prepared, you may get some answers you are not expecting. Especially from customers who may have left you for a competitor. It's all about the questions you ask.
D- Listen to your customers.
The best way to develop better relationships with your customers is to solicit their feedback. If your clients are local, you can host a live customer appreciation event, whereas if you have a larger list of customers, you can hold a virtual event, social media gathering, or other creative avenue to interact with customers.
E- Respond to your customers needs.
When you know your clients and then provide products and services to meet their current and future needs, they will respond with loyalty. And if you're really good developing strong customer relations, you'll get referrals from your customers as well. Now, how about that?
F- Keep in touch.
Lastly, be sure to use a method to stay in touch with your customers, both new and old. Develop a newsletter that can be posted on Facebook and other Social Media platforms or delivered by email or even "snail mail". You'd be amazed the attention and interest a well-crafted newsletter about 'what's new' in your company and other useful information can get you.
Better Customer Relations Management can help you grow your business.
I hope this blog post was useful for you. In a few weeks I'll post another item to help business owners work 'on' their business.
"Remember, to get your business to the top, you have to get off your bottom."
Walt Morey,
Core Business Solutions Inc.,
8712 40th Way North, Pinellas Park, Florida 33782
Tel: 727-647-8242
waltmorey@iib.ws
http://www.corebizsolution.com/
Practical Business Advice
"Remember, to get your business to the top, you have to get off your bottom."
Walt Morey,
Core Business Solutions Inc.,
8712 40th Way North, Pinellas Park, Florida 33782
Tel: 727-647-8242
waltmorey@iib.ws
http://www.corebizsolution.com/
Practical Business Advice
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Saturday, September 17, 2011
Three Key Elements to Make Your Offer Irresistible
As a customer, you’ve no doubt received many sales pitches from companies trying to sell you something and I'll bet the vast majority of which you ignore, tune-out, or reject outright. But when the tables are turned, and you are the one making the proposal, there are three key elements that will make your offer more compelling. These three components make-up what’s known as your Unique Selling Proposition or “USP”. This is one of the simple tips I share for converting prospects into buyers. Whether you’re making your proposal in person, through a brochure, or on your website, you’ll have more impact by including these three elements…
1-Translate Features into Benefits
Sales often get bogged down in detail when a product or service is overly-described in terms of features rather than benefits. A feature is a physical characteristic of or a fact about a product or service. A benefit is what that feature does for the user. For example, a feature of an automatic garage door opener is when you push a button; the garage door goes up or down. A benefit is since you no longer have to get out of your car and be exposed to the weather; you save time, possible back injury, and maybe even reduce dry cleaning bills.
In your proposal, be sure to translate your product or service features into benefits. Here’s an easy way. Briefly mention the feature, then use these six magic words: “What that means to you is…” Then describe the benefit. Translating features into benefits helps potential buyers fully appreciate the value that you provide.
2-Describe your Difference
Chances are, there are other suppliers of your kinds of products or services so it’s important for customers to know what makes you unique. Rather than trying to explain what you do better than your competition, instead describe what makes you different.
That takes you to the third element of crafting your unique selling proposition…
3-Prove it!
Provide facts, statistics, examples, and testimonials that verify your claims. If your evidence is in the form of a client testimonial, be sure to include the client’s full name and company. Otherwise, the ‘fact’ looks like fiction. Obtaining customer endorsements is easy when you do good work. Simply ask for permission from your happy customers to feature their comments. Most people are flattered and will happily consent. be sure to take this one step further and add video testimonials to your website. The power of a simple well-done video cannot be over-stated.
Now-Finish with "What’s Next"
If your proposal is in writing; be clear about the next step. Tell the customer what you want them to do; visit your website, phone you, stop in, sign the 'OK' form or the agreement. This Call To Action (CTA) is the natural progression and your prospect expects it. Do not disappoint...Ask for the order!
If appropriate, also explain what they’ll gain by doing this sooner rather than later thus creating a sense of urgency. Perhaps there’s a limited supply, or the offer ends at a certain date. You can also outline options for implementing. I don’t recommend however, getting too detailed with implementation plans at this phase. Better to do that after the customer decides they want to move to the next step.
There are lots of other pieces of information you can include proposal. Certainly, your knowledge of your customers’ circumstances and challenges is a good place to start. Just make sure that when you get into the substance of your proposal that you add the three elements of the USP or Unique Selling Proposition. Chances are you’ll address a lot of the buyers’ unexpressed objections, make them more comfortable doing business with you and close more sales easier and faster.
I hope this blog post was useful for you. In a few weeks I'll post another item to help business owners work 'on' their business.
Walt Morey,
Core Business Solutions Inc.,
8712 40th Way North, Pinellas Park, Florida 33782
Tel: 727-647-8242
waltmorey@iib.ws
http://www.corebizsolution.com/
Practical Business Advice
Enter your content here
1-Translate Features into Benefits
Sales often get bogged down in detail when a product or service is overly-described in terms of features rather than benefits. A feature is a physical characteristic of or a fact about a product or service. A benefit is what that feature does for the user. For example, a feature of an automatic garage door opener is when you push a button; the garage door goes up or down. A benefit is since you no longer have to get out of your car and be exposed to the weather; you save time, possible back injury, and maybe even reduce dry cleaning bills.
In your proposal, be sure to translate your product or service features into benefits. Here’s an easy way. Briefly mention the feature, then use these six magic words: “What that means to you is…” Then describe the benefit. Translating features into benefits helps potential buyers fully appreciate the value that you provide.
2-Describe your Difference
Chances are, there are other suppliers of your kinds of products or services so it’s important for customers to know what makes you unique. Rather than trying to explain what you do better than your competition, instead describe what makes you different.
That takes you to the third element of crafting your unique selling proposition…
3-Prove it!
Provide facts, statistics, examples, and testimonials that verify your claims. If your evidence is in the form of a client testimonial, be sure to include the client’s full name and company. Otherwise, the ‘fact’ looks like fiction. Obtaining customer endorsements is easy when you do good work. Simply ask for permission from your happy customers to feature their comments. Most people are flattered and will happily consent. be sure to take this one step further and add video testimonials to your website. The power of a simple well-done video cannot be over-stated.
Now-Finish with "What’s Next"
If your proposal is in writing; be clear about the next step. Tell the customer what you want them to do; visit your website, phone you, stop in, sign the 'OK' form or the agreement. This Call To Action (CTA) is the natural progression and your prospect expects it. Do not disappoint...Ask for the order!
If appropriate, also explain what they’ll gain by doing this sooner rather than later thus creating a sense of urgency. Perhaps there’s a limited supply, or the offer ends at a certain date. You can also outline options for implementing. I don’t recommend however, getting too detailed with implementation plans at this phase. Better to do that after the customer decides they want to move to the next step.
There are lots of other pieces of information you can include proposal. Certainly, your knowledge of your customers’ circumstances and challenges is a good place to start. Just make sure that when you get into the substance of your proposal that you add the three elements of the USP or Unique Selling Proposition. Chances are you’ll address a lot of the buyers’ unexpressed objections, make them more comfortable doing business with you and close more sales easier and faster.
I hope this blog post was useful for you. In a few weeks I'll post another item to help business owners work 'on' their business.
Walt Morey,
Core Business Solutions Inc.,
8712 40th Way North, Pinellas Park, Florida 33782
Tel: 727-647-8242
waltmorey@iib.ws
http://www.corebizsolution.com/
Practical Business Advice
Enter your content here
Friday, May 27, 2011
How To Handle A Difficult Discussion
Whether it involves talking with your teen about sex or drugs, your spouse about finances or housework, or your employee about attendance or performance issues, the prospect of initiating a difficult
discussion is daunting to many, if not most, people. Mix in the tendency to procrastinate tackling unpleasant tasks, then feeling guilty about putting something so important off, and you can wind up feeling even more miserable and anxious about the impending conversation. You might even lose sleep over it.
Initiating such a discussion doesn't have to be nearly so painful. With the proper mindset and some preparation, you can learn to handle even the most difficult topic with ease and confidence. The following tips will enable you to do just that.
1. Realize that by having the discussion, your goal is to benefit others as well as yourself. Whether or
not he shows it, your teen will most likely appreciate that you care enough to talk to him about things that concern or matter to you. In the case of the employee with the performance issue, he/she will have an opportunity to correct or improve on it, or face consequences. In either event, the other members on your team will certainly appreciate that you took steps to address the situation, because they will see the poor performer either stepping up to the plate or terminated.
2. Focus on the possible positive outcomes of having the discussion sooner rather than later. The employee's performance could most certainly improve. Or you may have the opportunity to replace a poor performer
with someone more willing and able to do the work and follow company or departmental policies. Either way, the performance of your team as a whole will benefit, which will be a positive reflection on your own performance.
3. Prepare for any possible reaction to the discussion. Have contingency plans for handling any behavior or response to what you have to say, whether it be anger, denial, silence or disbelief.
Knowing in advance exactly how you will deal with any of these will give you the confidence you need to proceed. Understand that you cannot control a person's reaction, and in many cases you
cannot predict it either. But you can always prepare for any possibility.
4. If the topic for discussion is an especially difficult one for you, have a reward planned for yourself when you complete it. Take a half day off to do something you enjoy, or treat yourself to something you ordinarily would not. After all, you just accomplished something that doesn't come easily for you. You deserve something special.
Following these tips will not make handling difficult discussions any more fun, by any means, but doing so when the necessity arises will make you a better and more competent communicator, manager, parent and/or
spouse. And who wouldn't benefit from that?
I hope this blog post was useful for you. In a few weeks I'll post another item to help business owners work 'on' their business.
Walt Morey,
Core Business Solutions Inc.,
8712 40th Way North, Pinellas Park, Florida 33782
Tel: 727-647-8242
waltmorey@iib.ws
http://www.corebizsolution.com/
Practical Business Advice
discussion is daunting to many, if not most, people. Mix in the tendency to procrastinate tackling unpleasant tasks, then feeling guilty about putting something so important off, and you can wind up feeling even more miserable and anxious about the impending conversation. You might even lose sleep over it.
Initiating such a discussion doesn't have to be nearly so painful. With the proper mindset and some preparation, you can learn to handle even the most difficult topic with ease and confidence. The following tips will enable you to do just that.
1. Realize that by having the discussion, your goal is to benefit others as well as yourself. Whether or
not he shows it, your teen will most likely appreciate that you care enough to talk to him about things that concern or matter to you. In the case of the employee with the performance issue, he/she will have an opportunity to correct or improve on it, or face consequences. In either event, the other members on your team will certainly appreciate that you took steps to address the situation, because they will see the poor performer either stepping up to the plate or terminated.
2. Focus on the possible positive outcomes of having the discussion sooner rather than later. The employee's performance could most certainly improve. Or you may have the opportunity to replace a poor performer
with someone more willing and able to do the work and follow company or departmental policies. Either way, the performance of your team as a whole will benefit, which will be a positive reflection on your own performance.
3. Prepare for any possible reaction to the discussion. Have contingency plans for handling any behavior or response to what you have to say, whether it be anger, denial, silence or disbelief.
Knowing in advance exactly how you will deal with any of these will give you the confidence you need to proceed. Understand that you cannot control a person's reaction, and in many cases you
cannot predict it either. But you can always prepare for any possibility.
4. If the topic for discussion is an especially difficult one for you, have a reward planned for yourself when you complete it. Take a half day off to do something you enjoy, or treat yourself to something you ordinarily would not. After all, you just accomplished something that doesn't come easily for you. You deserve something special.
Following these tips will not make handling difficult discussions any more fun, by any means, but doing so when the necessity arises will make you a better and more competent communicator, manager, parent and/or
spouse. And who wouldn't benefit from that?
I hope this blog post was useful for you. In a few weeks I'll post another item to help business owners work 'on' their business.
Walt Morey,
Core Business Solutions Inc.,
8712 40th Way North, Pinellas Park, Florida 33782
Tel: 727-647-8242
waltmorey@iib.ws
http://www.corebizsolution.com/
Practical Business Advice
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