how your small business can succeed
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How to survive the big entrepreneurial lie
Presented by:Reg Gupton, MBA
Creative Growth Seminars1919 14th, Suite 805
Boulder, CO 80302www.businesssuccessvideo
s.comgupton@growthseminars.com
800.418.0401
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
How did you decide to begin your business?
An Entrepreneurial SeizureDoing technical workReal good at itFor someone else.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Fatal assumption
If you understand the technical work of a business, you understand a business that does that technical work
The technical work of a business and a business that does that technical work are two totally different things!
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The technician suffering from an Entrepreneurial Seizure turns the work he loves into a bad job.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Every small business owner is:
The EntrepreneurThe Manager(a.k.a., The Boss)The Technician
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The Entrepreneur
Lives in the futureThe innovator, grand strategistCreator of new marketsExtraordinary need for controlSupreme need for changeRapidly outdistances those around himSurrounded by the sound of dragging feet.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The Manager (a.k.a., The Boss)
The pragmatistBrings order, planning andpredictabilityLives in the pastCompulsively clings to the status quoSees problems everywhereBuilds a house and lives in it forever.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The Technician
The ultimate doer“If I want it done, I have to do it yourself”Lives in the presentHappiest when working but only on one thing at a timeThinking isn’t work, it just gets in the wayOnly interest - how to do itVerges on stubborn
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The typical small business owner
10% Entrepreneur-Wakes with a vision
20% Manager-Screams “Oh no”
70% Technician-while the battle rages
Goes into business for himself
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Your Success Blueprint
• Describe what your company does• What you sell• How you sell it• Who you sell it to
• What is your philosophy towards your customer
• How have your methods of doing business changed since your started your company.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Your Success Blueprint
• What is your vision for your business• 6 months• 1 year• 3-5 years• 10 years• What is your biggest strength• What is your biggest weakness.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Your Success Blueprint
• Describe your ideal customer• What is the biggest customer
complaint about your industry?• What are you doing about it?• What are you doing to catch up?.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Three phases of Business Growth
• Infancy• Adolescence• Maturity
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Infancy
• The owner and the business are one and the same thing
• You believe, there is no one like you• You are the best• You love and live it• Then you start falling behind• Infancy ends when the owner realizes that
it can not go on like it has been.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
If you are a technician
It is complicated, frustrating and eventually
A Demeaning Job.
The purpose of going into business is to get free of a job so you can create jobs for others.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Adolescence
• Begins when you realize that you need some help• It is inevitable• What kind of help will you seek?
• Hire team• full • part time
• Consultant• Technical help• Management by Abdication.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Only three choices
• Get small again• Go for broke• Adolescent survival
• fighting day to day• same battles• same way• never change.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Maturity
• The third phase• Start as Mature Companies• Totally different perspective• The Entrepreneurial Perspective?
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The Entrepreneurial Perspective
Tom Watson
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
What is this perspective?
• How does it look?• How does it act?• How does it do what it is supposed to
do?• How must the business work?• A system for producing outside results
- for the customer• Begins with a picture the future.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The key questions
• Where do I wish to be?• When do I wish to be there?• How much capital will it take?• How many people, doing what work,
and how?• What technology is required?• How large a space will be needed?
When?.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Your most important asset
Great, educated, discriminating, loyal customers
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
What are your current sources of business?
RepeatReferralsCold CallsMedia AdsPast customer referralsWeb Site.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Your ideal customer??
• Demographics• who?
• Psychographics1
• why?.
• 1 The characteristics of an target audience based on its values, beliefs and attitudes.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The Five Gates of Customer Selection
1. Can you satisfy their basic business needs? (at a profit)
2. Can you meet with the key decision maker?3. Are they qualified? (really)4. Are their time frame expectations real?5. Do they have a similar value system?.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Your Most Fertile Field
• Current Clients/Customers• Past Clients/Customers• Friends/Acquaintances.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
What is your USP?
• What makes you special in the marketplace?
• What do you have that your competitors don’t - or can’t provide?
• What is special about your products/service?
• How or why is your delivery faster?• What makes your talents or management
skills better?.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
• What is it about your service that sets you apart from your competition - specifically?
• Why should anyone buy from you, rather than others in the marketplace?.
What is your USP?
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Be aware and afraid
Most low price leaders go out of business while trying to provide high levels of service.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
What is a system?
A set of things, actions, ideas, and information that interact with each other, and in so doing, alter other systems.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
The key is in the system!
Hard systemsHow to fill out formsHow operate to machines
Soft systemsSelling systemInformation System.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Information System - calling
• How many calls were made• How many prospects were reached• How many appointments were scheduled• How many appointments were confirmed• How many appointments were held• How many needs analysis presentations
were scheduled.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Information System - direct mail
• How many piece sent were made• How many calls received• How many appointments were scheduled• How many appointments were confirmed• How many appointments were held• How many needs analysis presentations
were scheduled.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Selling system
• Scripting of the words• Creation of the collateral materials• Memorization of scripts or talking
points• Delivery of script• Leave them alone.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Power Selling System
• Appointment presentation• Needs analysis presentation• Solutions presentation.
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Your touchstones for the future
• Supplier/Vendor of Choice• Focus on actual source of
business• Use of the web
•e commerce•build your list•sell something•on line brochure
Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Your touchstones for the future
• Automate your business with a digital databases
• Target Marketing• Computer literate - Web/e mail• Understand your customers• Value-added vs. price• Use Relationship Marketing/Selling• Form strategic alliances.
Reg’s Business Success Videos
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Reg Gupton, 303.544.0340, gupton@growthseminars.com, businesssuccessvideos.com
Help is at hand
When you are ready to move forward and implement proven strategies that can help you utilize the techniques discussed, call 303.544.0340 for a business assessment before it is too late.
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