Get Bizucated

Embrace technology, cut down on drive time

At the risk of being redundant with recent reports, gas prices are on the rise.

What does that mean for your customer service? I've been reading where some small businesses, primarily delivery services, have started doing one of two things: including a gas charge in their fees, or simply not servicing areas that are more than 30 miles away.

I just mentioned in last week's post about not cutting your prices, and I'm here to tell you that charging a gas fee isn't the route to take, either. Customer service is the key to ALL business success. If you keep the customers happy, they'll keep coming back for more. Remember this was discussed here. If for a moment you can look past the increased costs of doing business and envision ways to keep up with the demands of the customer and help stabalize cost, embracing technology is the way-to-go.

Maybe now is a good time to evaluate the customers that you serve. This isn't a one size, fits all approach. The project manager at XYZ Accounting may not mind conducting project meetings via video teleconferencing (VTC), whereas the sales manager at XYZ Foods breaks down at the thought of having to appear on camera...

The first step is to realize what technology options such as gotomeeting and web video conferencing are available to you and which would be a good fit for you and that particular customer. Once you understand this, have a conversation with the customer about how much you value their business and how important it is to you to keep costs down and being able to keep the processes moving, then introduce your new meeting and follow-up options.

I know that I may  be making this sound more dramatic than it is, but my motive is to get you to think of what's possible outside of raising your fees or charging extra fees to visit the customer. I'm BIG on customer service and I don't think that the customer should have to pay to receive this feature. Get creative and keep the lines of communication open.  You'll be glad you did.

Keep the learning going...pass it on!

~Peter

Going for the discount during a recession

Are you a bit confronted or tempted to cut your prices during this economic downturn?

If so, you are not alone. Professional services companies are faced with this reality, too. Today, I'm here to spare you the anxiety of possibly cutting prices. Freddy Nager over at
Atomic Tango, a creative strategy agency, gave these reasons why cutting your prices could do more harm than good:

1. It sends the message that you've been ripping your customers off all this time.
2. It means you'll have difficulty increasing your prices to "normal levels" when the economy starts jamming again.
3. It kills your profit margins, so you won't have the cash to do what might really make a difference to do during a recession: better marketing.

Freddy's blog also shares the importance of marketing the value of your services. Which leads me to my next point...

Yes, times are tough in this country, but don't lose sight. Remember who you are, what your product or service brings to the market, and how it's making a difference in the businesses of your current customers. It's time to visit Sales 101. Don't let a prospect pigeonhole you into lowering your prices, instead gently remind them of the customers your product or service has already helped (name-drop) and stick to your story.

Keep the learning going...pass it on!

~Peter

What's a cup of "Joe" worth to you?

Have you ever stopped to wonder about that? When you meet with a prospect at the local coffee shop,
that eventually turns into business...what's the dollar value of that cup of Joe?

Before I go there, I must say that getting to that cup of coffee has a lot to do with what you said yesterday, last week or last month that even got you the meeting. What you used as your pitch plays a HUGE role in how you plan to keep the pipeline full of prospects/business. The key to keeping that script fresh in your mind is to rehearse it as often as possible. Perfect practice makes perfect.

Look beyond the $4.85 Vanilla Latte...how many of those Lattes led to a new account? It's all in how you look at it. In fact, if you stopped reading this blog and went to your local coffee shop right now, you'll most likely see business happening all over the place. Those conversations you'll witness are far more than coffee.

Having a perfect elevator pitch isn't about big words and confusing jargon, it's about truly understanding your target market and having the ability to tug at their core emotions in 30 seconds or less whenever you're asked the coveted, sometimes dreadful, "What do you do?"

I found a useful tool to help hone in on my elevator pitch.  Practicing what you're going to say allows you to break away from the unneccesary information and get to the point of the message.       

If your coffee talks are down, maybe it's time to take a look and a listen. Grab a buddy, pitch and ask for feedback. Your pitch is your ticket to getting more time over coffee and in turn, greatly affecting your sales goal.

Keep the learning going...pass it on!

~Peter                                                                                                   

Catching up and choosing content

It has been a while. What has everyone been up to? For me, work, consulting, creating rich content for training sessions and meeting inspiring professionals.

Now, it's time to get my newsletter, a project that I've been talking about for quite some time, off the ground. My team and I have been tossing ideas back and forth: What will it include? When will we get it out? What should it look like? How often do we publish it?

I want to know what you think. Any ideas on what should be included in this newsletter?

I'm looking forward to your feedback. Don't be shy. Please send me topics you would like discussed.

Keep the learning going...pass it on!

~Peter

Going Global Part II

Gaining an international presence in your industry is a process that doesn't have to be long and drawn out. It just takes some proper planning and stamina. I'm hoping that my thoughts will give your company the boost it needs to get out there...in a major way.

Here's a picture of me [BELOW] presenting to a team in

Hungary

.

In this game, there really are no rules, you make the rules. The tips that I'm sharing with you are the rules that we've [Bizucate] established to help us win this game of playing in international markets. Here are my other tips:

1.GET OUT...visit your chosen country and see what it's about

2. Make yourself aware of the economic markets and conditions of that country as part of your Going Global research

3. Decide why you want to go global (as part of your number 3 below). Is it to see something in another country, have something produced/developed there) or both? It will drive your research efforts

These tips are a great way to realize the culture and really measure whether your selected country would benefit from doing business with you. This gives your company an edge and a true understanding of what you're getting into. Again, you want your motives for doing business in the selected country to be crystal clear so when asked, you will be able to communicate the company's objective(s).

The next BIG question is how long should it take before your company is actually delivering its product or service? That time is up to you and your team. Like anything, you want to craft your plan, talk to as many companies or contacts who are already global, and take measurable action. To keep the idea of going global exciting, check out the blogosphere. I've recently discovered this blog doingbizabroad and international business is the primary topic.

Do you have any ideas about going global or other great blogs focusing on this topic?
Leave me a comment.

Until then, create your plan and stay focused on the vision.

Keep the learning going...pass it on!

~Peter

Trends Discussion 2008: Going Global

This is a topic that’s been on my mind for quite some time. In fact, I’m going to make this a two part series because I have some things to share with you about the benefits and some down sides, but mostly benefits, of doing business abroad…

Did you know that taking your business global could be the largest driving force in your revenues? If you’re properly positioned before take-off, I can almost guarantee it will be a ride worth taking. Other countries are dying to buy our services and/or products. Bizucate billed six countries last year and that experience exceeded my vision for where I’d plan to take my business in 2007, not to mention getting the visas, racking up on frequent flyer miles and operating on completely different time zones. Now that I think about it, things were pretty busy for us on the international front last year.

We buy services abroad, we sell services abroad and we travel abroad so why not do business abroad? Dell and IBM weren't afraid to do it and look where it has gotten them. I know the first thing that usually comes to mind when I talk about crossing the seas is HOW?

At Bizucate, the bulk of our international alliances were formed through larger corporations that contracted us to train their team.  I have to say that had it not been for these major powerhouses, I’m not sure if we would have been able to hit the international markets as strongly as we did. Crossing international markets is doable if you have a systematic approach. In case I've sparked some interest of new possiblities in the way you do business, I want to share four tips to encourage you to get started:

1. Know what your company has to offer

2. Strategically choose partnerships with a major firm, organization or business who has international offices and who could benefit from your service

3. Define your international strategy and make them known to your partners, when the time is right

4. Know your price points, is your company willing to shell out eight grand for an airline ticket to present a one hour speech?

More tips to come in my next post. In the meantime, I hope this really gets you thinking about international companies who could benefit from the service you provide.

Tell me, why aren't you doing business abroad? If you are, what are your thoughts about it? 

Keep the learning going...pass it on!

~Peter 

Trends Discussion 2008

Now that we are making our way out of the “New Year” I think it’s safe to say that 2008 has hit the ground running. Have you made a difference in the lives of your customers’ businesses yet? What’s stopping you? Who’s stopping you?

Time is ticking so I want to challenge you to be forward thinking in your approach as we are just four weeks away from the closing bell of the first quarter.

At Bizucate, I'm finding that in order to add value, it's essential for me to sell and deliver for at least two hours out of my day. What does that mean for my business and my customers' businesses? It means that all this talk about a recession show us that we should take the time to add to our pool customers by making those follow-up calls and carving out new business opportunities, while delivering what we promised to our current customer base. In no way should hard times be an indicator to pay special attention to your current or potential customer base. Be proactive.

The trend for 2008 is to keep the current customer happy and constantly adding new customers to the mix.

I’d compare the selling and delivering component to the likes of a mother loving four children all the same? Surely, doesn’t she love one more than the other? Selling and delivering operate in this way, when you’re out doing the presentations, or trying to make a sell all while giving your current customers what they deserve, it makes it impossible to love one more than the other, well, almost.

Let’s start with what’s necessary and add value in the way we do business.

Keep the learning going…pass it on!

~Peter

Small Business Success Kit

I just received the “Small Business Success Kit” in the mail from VistaPrint containing “Free information and insight for starting and growing your business.” It contains a CD that will help me start, grow and add value to my business. I didn’t ask for this kit, but they must have know somewhere, somehow that I would benefit from its use…or would I? I wonder who they have sent this CD to and who they chose (I am assuming from a vast database) to receive this application in the mail…and how the overall effectiveness will be. It did grab my attention enough that it did not end up in the trash and I opened it.

Still, what a great idea: They are helping their customer’s grow their business by giving them the resources and tools to do so, while helping their business grow as well. Think about it…

What are you doing to help your customers business grow?

And how are you communicating this to them?

~ Maria

Moving, Communications and Adding Value

With my recent big move from Rochester, NY to Atlanta, GA I had to go through the necessary steps of filling out a change of address form with the USPS. I opted to do this online (it costs $1 for them to process), but all in all made it easier for me to take less than 5 minutes to fill out a form and submit. The other benefit of submitting online was that for certain magazines and catalog's, the USPS would notify of the change of address. All you had to do was click the box of the ones you receive (or even the catalog’s that you would like to start to receive) and submit. What a great marketing tactic for the catalog companies making people aware of their product…and keeping their loyal “readers” receiving their communications!

After I moved in, I received e-mail notifications from a few companies, such as Pottery Barn to keep a look out for a 10% coupon that would be arriving in the mail at my new address welcoming me to my new city! Yesterday I received this piece. It wasn’t just a small envelope with a little 10% coupon inside, it was an envelope with their latest catalog, a simple personalized letter (with my name, address, date and the local Pottery Barn locations listed at the bottom), and 3 10% off coupons for my next purchases at Pottery Barn, Pottery Barn Kids and PB teen! Each of these coupons also had my name and address imprinted on them! These are all a simple form of personalization, but they caught my eye…and I will most definitely go in and spend a little bit of money there!

I also received a package from the USPS at my new house confirming my change of address. Of course the front is personalized with my name, new and old address and date of the move and even when the forwarding services would expire – and the best part is that it shows 5 categories: First Class Mail, Priority and Express, newspapers and magazines, packages, catalogs and standard mail. I also received a bunch of coupons for local businesses from the local grocery store to places such as Home Depot and IKEA. The most impressive was when I opened the confirmation. It listed a “mover directory” and a “retail locater” of all the local information I need, such as the local post office, renewing my drivers license, Internet services and utilities and local community websites so that I can keep up with what is going on in my new community! Its simple, yet effective and it saved me a whole lot of time from looking up this information myself! In fact, I have it pinned up on a bulletin board right next to my desk! The best and most effective part of the USPS piece, is that most (I believe) are going to open it and not throw it straight to the trash!

Think of how you could use the power of communications to this effect. Can you put a coupon in a package such as this to your local consumers notifying them of your product or service? Or how you can further personalize to catch their eye… Look around and do some research, there are many other resources such as this!

~ Maria

Spread the Holiday Cheer...and Smile.

I have been doing my last minute shopping in beautiful Palm Springs, California while visiting my family and I am not only amazed at how vacant the shopping centers are…but how grumpy the sales associates are! Maybe the first part is because I opt to go as early as I can to beat the crowds (not too early) and maybe most got their shopping done early this year (That would be amazing if so!) but I am absolutely stunned at the level of customer service that I have been receiving...and it has not been much of a positive experience. There is rarely no one in viewing distance to help you find that perfect gift you are looking for and then once you find it – the person at the checkout counter does not greet you cheerfully or wish you a good day. They seem to ring you up and pack your item in a bag and hurry you on as fast as they can.

Wouldn’t we all be happier if everyone tried to smile this time of year instead of thinking it as a burden? and wouldn’t we all be happier if everyone tried to spread the holiday cheer? Maybe if we as consumers smiled and said Happy Holidays to the person that is providing the goods and services to us, it may put them in a better mood and they would pass the smile on to the next person. Just a thought.

So, spread the Holiday Cheer...and Smile! 

~ Maria