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.
Wednesday, April 11, 2012
Success is a Marathon
2:22 PM | 
Posted by
Waltmorey
I recently ran across an article written by Harvey Mackay (author of 5 business best sellers) that I shared with a client and I think he makes some great points that all business owners should remind themsleves of frequently. Let me know what you think...
"Success is a Marathon" by Harvey Mackay
Persistence and determination are what keep us hammering away. I've known entrepreneurs who were not great salespeople, or didn't know how to code, or were not particularly charismatic leaders. But I don't know of any entrepreneurs who have achieved any level of success without persistence and determination.
When you have a dream that you can't let go of, trust your instincts and pursue it. But remember: Real dreams take work, They take patience, and sometimes they require you to dig down very deep. Be sure you're willing to do that.
Mackay's Moral: Instead of giving myself reasons why I can't, I give myself reasons why I can.
In the next few weeks I'll post another article to help you work 'on' your business!
"Remember, to get your business to the top, you must 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
"Success is a Marathon" by Harvey Mackay
The key to success is sometimes just the willingness to put one foot in front of the other one more time. Here's how I do it.
I have ten marathons under my belt, including four New York races and one Boston. When you are running a grueling race with thousands of people, for the most part it doesn't matter where in the pack you finish. What matters is simply that you finish. It's all about persistence.
Even the elite runners - those who make the 26.2-mile trek in a little over two hours - have to convince themselves to take the next stride. Imagine how a runner who is still at it after four or five hours feels! Then think about the rush that comes when the finish line is in sight.
The difference between those who finish and those who give up lies in the old axiom that successful people do those things that unsuccessful people don't like to do. Successful people have the determination, the will, the focus, the drive to complete the tough jobs - like running a marathon. Or launching a business.
You may recall the story about when I was starting out, and asked a colleague I respected how many calls he would make on a prospect before giving up. He told me: "It depends on which one of us dies first."
Keeping your eye on the prize is usually easier said than done. It's easy to get overwhelmed by the demands of a long-term project. Here's how I stay motivated.
I have ten marathons under my belt, including four New York races and one Boston. When you are running a grueling race with thousands of people, for the most part it doesn't matter where in the pack you finish. What matters is simply that you finish. It's all about persistence.
Even the elite runners - those who make the 26.2-mile trek in a little over two hours - have to convince themselves to take the next stride. Imagine how a runner who is still at it after four or five hours feels! Then think about the rush that comes when the finish line is in sight.
The difference between those who finish and those who give up lies in the old axiom that successful people do those things that unsuccessful people don't like to do. Successful people have the determination, the will, the focus, the drive to complete the tough jobs - like running a marathon. Or launching a business.
You may recall the story about when I was starting out, and asked a colleague I respected how many calls he would make on a prospect before giving up. He told me: "It depends on which one of us dies first."
Keeping your eye on the prize is usually easier said than done. It's easy to get overwhelmed by the demands of a long-term project. Here's how I stay motivated.
- Focus on what you can accomplish rather than the obstacles that stand in front of you. Direct your energy toward achieving a goal, and tackle the problems with an emphasis on edging closer to a successful result.
- When you identify a roadblock, develop a realistic plan to overcome it.
- Work with your colleagues or employees to make it easy for them to say yes to your requests. Provide options so they can contribute to the best of their abilities.
- Never ask them to do something that you wouldn't do yourself. That is the essence of leadership.
- Be assertive without being aggressive. Set the direction and take responsibility for results.
- To paraphrase Winston Churchill: Never, never, never, never, never, never, never give up.
Persistence and determination are what keep us hammering away. I've known entrepreneurs who were not great salespeople, or didn't know how to code, or were not particularly charismatic leaders. But I don't know of any entrepreneurs who have achieved any level of success without persistence and determination.
When you have a dream that you can't let go of, trust your instincts and pursue it. But remember: Real dreams take work, They take patience, and sometimes they require you to dig down very deep. Be sure you're willing to do that.
Mackay's Moral: Instead of giving myself reasons why I can't, I give myself reasons why I can.
In the next few weeks I'll post another article to help you work 'on' your business!
"Remember, to get your business to the top, you must 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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Friday, January 6, 2012
How Important Is Strategy In Your Business?
On a scale of one to ten, having a good strategy rates about a fifteen!
No matter what kind of business you have -- whether you sell products or a service, as the saying goes, "if you fail to plan, then you're really planning to fail."
Creating a strategy can mean the difference between you working 60 to 80 hours a week all year long -- and then breaking even, or worse, losing money. On the other hand, many successful entrepreneurs who have a strategy work fewer hours and make piles of money -- and they usually attribute their success to having a strategic plan and following it.
So what is strategic business management? Very simply, it's the process of defining the goals and
objectives for your business, creating an action plan so you can reach them and then following the plan.
How do you create a strategic plan for your business?
1. First, know what your vision for your company is. If there were no barriers, nothing stopping you from taking your company as far as you could – what would that look like?
2. Next, what are your company's core operating values? What are its guiding principles? In other words, why are you in business and how do you do business?
3. Now create a 3 to 5 year plan. Your long-term plan is based on the broad objectives that will help you get from where you are now, to where you want to be.
4. Develop a plan for this year. These are the specific objectives you plan to accomplish this year that will lead you closer to your long-term goals. Remember to be "SMART" when setting your annual goals (Specific, Measurable, Attainable, Realistic, Time-oriented). Include a list of the barriers that are
stopping you from getting where you want to go. Figure out what resources you've already got, and what resources you need to get you past those barriers. And then create an action plan that clearly lays out how you will achieve your goals. Involve key employees with this part of the planning process.
5. Create a set of milestones or benchmarks. This is very important, so that you can measure your progress.
6. Share the plan with your employees, and anyone else who will be involved in the process. Your annual strategy is the roadmap that will make sure everyone ends up at the same destination - but to be effective, everyone needs the same map!
7. Put the plan into action. Now that you have the roadmap, it's time to begin the journey.
8. Check your progress. Just like any trip, you need to check the map every now and then; to be sure you're still on the right road. If something isn't working, the sooner you figure it out and make the necessary adjustments, the sooner you'll be back on track.
9. Follow the same cycle next year. (Dream, Plan, Act, Check).
Creating a business strategy and following it will ensure that you enjoy the journey as much as getting to your final destination.
In the next few weeks I'll post another article to help you work 'on' your 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
Monday, October 17, 2011
Develop Great Customer Relations
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
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
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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
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