Ideas To Deals

Make the Ask by Chris Brogan

I think this is an important issue for many small businesses.  It is critical that the business maximizes it sales efforts so that it can grow.  I saw this post this morning and wanted to re-post it so I could refer to it as I meet with businesses.  ~ Mike

The following post is taken from the blog of Chris Brogan, President of New Marketing Labs: Chris Brogan is one of the country’s foremost authorities on Social Media and its applications for business and branding. Be sure to check out Chris’ incredible blog, www.chrisbrogan.com to learn more about the power of social media and networks to build relationships and deliver value.

Make The Ask by Chris Brogan

I used to be so squeamish about asking for a sale. Now, I’m all for it. Let’s talk about that. I give some takeaway tips at the end.

Let’s use the word “sale” to mean “a request that you do something that benefits me as well as you.” For example, if I were in the religion business (which I am not, directly), my ask might be that you come to my church or that you practice religion in the way my faith practiced. If I’m a nonprofit, my “sale” might be to get your donation or your support or your extension of my information to your networks. “Sale” can be very flexible, so use it the way you want to use it.

In my case, I’m talking about the sales that have dollar signs.

Oh, and I also don’t mean “sale” as in “a discount.”

If You Don’t Ask

A few years ago, I was getting taken out to a lot of “free lunches” so that others could “pick my brain.” One day, it dawned on me: this lunch isn’t free. It’s costing me time. My information isn’t free. It’s taken me years to get it, and the people using this information are making material gain from the advice I give.

I started asking about how consultants dealt with the request for free lunch. Everyone said pretty much the same thing, “I reply back, ‘I’d love to go to lunch. Are you hiring me to consult with you for an hour?’”

Well wait, I’d say. Doesn’t that come off as scammy?

“Who’s scamming who?” My friends would ask me. You’re being asked to give away your advice and wisdom to a company or sole proprietor who’ll then use it to make money, right?

Lunch suddenly stopped being free to any but my friends.

Not a Call For You To Be Mercenary

There are thousands of reasons to offer things for free. I wrote a free ebook called Using the Social Web to Find Work, because so many people are out of work, and I thought I could help. I work with charities every month, because I think giving to causes in both time and advice is a responsibility, not just a nice thing.

Sometimes, you say yes because it’s someone who you just want to help move forward a little. I cherish a dinner I had with Dharmesh Shah, wherein which he gave me much more than I could’ve given him (some time soon for a repeat, D?). So, don’t think I’m advising you to do nothing without making a dime off it.

The road to ruin is littered heavily with people who weren’t giving plenty.

But Make the Ask

People get squeamish when asking for money, or when promoting something of value to their community. If you feel it’s a genuine value to the community, why feel squeamish? You’re providing many services for free. To ask for compensation for certain parts of the value you give away is natural and expected.

Two days ago, I published 50 Power Twitter Tools, a list of 50 pieces of advice for how to get more out of Twitter. In that posts were links to the Thesis WordPress theme (affiliate link). Why? Because I put a lot of work into that post, and it was a way to make a simple ask back: “If you’re in the market for a quality, premium theme, consider buying one from me.”

I’m working on a business blogging ebook, something to help people achieve

via www.chrisbrogan.com

Failure is a prerequisite to learning

I follow Vator.tv which is focused primarily on west coast technology businesses.  It provides a lot of great content from entrepreneurs that have started businesses, some of which you might have heard of and others that are more under the radar.  The founder of Vator is Bambi Francisco Roizen is a former columnist/correspondent at Dow Jones MarketWatch turned entrepreneur.  I highly recommend that you follow activity on Vator if you have or are interested in business start-up.

Bambi recently posted a series of interview with Eric Ries, author of the "Start-Up Lessons Learned" blog. In the attached video Eric talks about "failure" and why it happens to all of us and is a prerequisite to learning. He also shares his top three lessons to entrepreneurs.

Check it out and let me know what you think.

See this video on Vator.tv »

Reflections From Ohio Growth Summit 2010

Amazing that another Ohio Growth Summit has come and gone.  This is the sixth year the Summit has been held.  Every year in the weeks and days leading up to the event I say this will be the last one but once everything comes together and everyone is gathered at Columbus State I realize that we can't stop now.  From the very beginning my goal was to create something specifically for small business entrepreneurs.  There are a lot of conferences focused on specific business areas but not much just about the day to day needs of the business owner.  It has always been our vision to bring national keynote speakers to share a different perspective while providing breakout sessions that allows the attendees to customize the experience to their needs.  Over the years the Ohio Growth Summit has featured top keynotes such as Guy Kawasaki, Doug Hall, Susan RoAne, Jim Canterucci, Chris Brogan and this year's keynote Carrie Wilkerson, the Barefoot Executive.  This year we also did something a little different.  Nate Riggs put together a panel of small business owners that have developed a personal brand that has allowed  them to take their business forward and grow.  What was unique is that the panel had 10 experts participating.  It was a success and brought a number of perspectives to the audience (see details on the panelists here).

In addition to the general keynote sessions the breakout sessions were awesome.  There were sessions on technology tools that could improve a business, developing/defining a digital strategy for a business, business certification "how to" tips and developing sales strategies and follow through for a small business.  These topics are certainly important but it was the perspectives brought by the presenters that made them successful.  Nate Riggs, Jon Myers, Mark Sellers, Tiffany Timmons and others really delivered cutting edge information that would really benefit a business owner.  I was told by one person that Jon Myers presentation on developing a digital strategy would save her over a year of work in putting her digital strategy in place.

As expected, Carrie Wilkerson rocked as the closing keynote.  Sometimes it is hard to select a keynote that will really understand the needs of the small business owner and provide insights that can really make a difference.  Carrie really hit the mark.  Not only did she deliver a great message on how and why you need to "fill your stadium" she customized it to the audience.  She was at the Summit the entire day interacting with the attendees.  She was taking videos of many of the attendees which she incorporated into her presentation.  This presentation was a great cap on a great day.  Carrie did everything a keynote is supposed to do...provide valuable content and motivate the audience to take action.

I also want to mention the Ohio Growth Summit's pre-event the evening before the Summit.  Every year we have a reception for the attendees before the Summit.  We usually have great local entrepreneurs present.  This year I wanted to do something different.  This year we hosted one of my favorite events, Ignite Columbus.  The concept here is that presenters can speak on anything they want but they only have 5 minutes split up into 20 powerpoint slides.  It is fast paced and unpredictable.  This year's presenters were great.  What I like best is that these people are presenting about their passion not to get funding or sales...passion.

As we close the 2010 Ohio Growth Summit and look forward to June 8, 2011 for Ohio Growth Summit 2011 I have some exciting news.  Thanks to Tom Williams at Innogage and Nate Riggs we are developing www.OhioGrowthSummit.com into a small business resource.  We will be posting information throughout the year that we hope will provide value to small businesses.  We will also be holding smaller, Ohio Growth Summit branded events throughout the year to allow us to continue to meet and impact small businesses throughout Ohio and beyond.

I look forward to seeing everyone throughout year and on June 8, 2011...Like I said "We can't stop now".

BRANDING… It’s Not Always Just Business, Sometimes...

This past week the Ohio SBDC at Columbus State held its sixth annual Ohio Growth Summit*. It was another spectacular event. The day opened with the largest panel I’ve, and I’m sure anyone, has ever seen. The panelists* were convened by the moderator Nate Riggs* based on their successful leverage of their personal brand to drive their business. I was approached after the session by a business partner who felt that he and a few other attendees didn’t see what the morning’s discussion of one’s personal brand had anything to do with developing a brand for their business. Click here to see if I can make the connection…

Tonya Wilson is a Certified Program Planner and the Program Manager for the Manufacturing and Technology Small Business Development Center (MTSBDC) at Columbus State Community College (CSCC).  Tonya creates, coordinates and promotes programs and events to inspire, educate and engage individuals in our region who wish to start or grow a small business.

via community2.business.gov

How Does Social Media Aid Lead Generation? | Small Business Trends

If you’re still not sure social media is worth the investment, try this one for size: According to a May survey by virtual events provider Unisfair, social media is now the number one emerging channel for lead gen among technology marketers. And while that could seem somewhat skewed based on their occupation, the point is this – social media delivers qualified leads. While the conversations, brand awareness and friends make you feel good, that’s not the power of social media. The power of social media is that it connects you to qualified leads and puts more money into your bank account.

According to the Unisfair survey, 66 percent of respondents said lead generation their greatest concern for 2010. The findings seem to match R2integrated’s April survey that found 61 percent of respondents were after lead generation, as well as HubSpot’s report that Twitter usage could double monthly leads for SMBs.

In case you need a recap: Social media = leads.

Why is social media such an effective lead generation tool? It’s easy.

It Distributes Your Content: When you put content on your Web site, no one but your current customers or prospects see it. When you upload that same content to Facebook, to YouTube, to StumbleUpon, to Flickr, to Twitter…you take advantage of larger and larger networks. Networks that have thousands of active users who are there to consume and share content. The more people who see it, the more brand awareness you earn, and the more people who will be driven back to your Web site and placed in a conversion funnel that you create.

You Pick Up Sitting Duck Clients: Stop what you’re doing and go to Twitter Search. Click on the Advanced Search option (or just click that link) and create a Saved search designed to pick up ‘sitting ducks’. For example, if you’re a local mechanic, you may want to set up a search for [brake job], [car inspection] or [oil change]. Set the distance for 25 miles from your place of business and then save the search. Now any time someone in your local area tweets about needing a brake job, a car inspection or an oil change, you’ll be notified. And then you can reach out to that person. You can also create searches for you competitors and try to steal those conversions away.

Answer Questions Qualifies You For Future Jobs: While you’re near Twitter Search, enter in some business-related keywords and look for folks asking questions about whatever it is you’re an expert at. When you can, answer them. Go to Yahoo Answers, Business Answers and any other relevant question/answer site and do the same thing. This is a great way to increase leads by using your expertise to pre-qualify you for the job. For example, my Twitter friend Andrew Norcross commented that he often answers people’s Wordpress-related questions and has received both freelance and long term clients from it. Answering questions is a good way to establish your authority, but also for people to “test you out” before they commit to a larger contract.

Delivers Trusted Referrals: One of the most obvious ways social media delivers leads is through social media
referrals. Through your interactions on Twitter, on Facebook, wherever, you make your presence known to colleagues and users. You converse with them and develop relationships so that they feel like they “know” you. Then, when they have a job they can’t take or they hear about someone in their network looking for a local caterer, they remember you and recommend you for the job.

Connects you to local professionals: Another way that social media can deliver leads is by connecting you to other professionals in your area that you can talk, debate and share information with. For example, I belong to the Albany, NY Marketing Professionals and Internet Marketers of New York groups. Both groups serve as discussion forums for people to share advice and to pass on referrals or freelance opportunities as they come up. It’s a great way to connect and build trust.

Social media is an emerging lead generation tool because, quite simply, it lowers the barrier to the sale. By building relationships, displaying expertise and networking, you’re able to bring in more people than cold calling ever could.

How are you using social media for lead generation?

About the Author

Lisa Barone is Co-Founder and Chief Branding Officer at Outspoken Media, Inc., an Internet marketing company that specializes in providing clients with online reputation management, social media services, and other Internet services. She blogs daily over at the Outspoken Media blog.

via smallbiztrends.com

Posted via web from michaelbowers's posterous

Getting past the “No” questions | VentureBeat

Buyers are generally not too keen on changing what they are doing. While a few are geared toward innovative solutions, most veer toward the tried and true. (Actually, most have an inclination to stick with exactly what they have now.) For entrepreneurs, one of the biggest challenges is shaking the complacency out of their prospects.

Whether they realize it or not, prospects tend to ask a few loaded questions to eliminate a new offering from consideration. Answer ‘em wrong and you’ll give the prospect a reason to say no immediately. Here are four of the most common, and some thoughts on ways around them.

How much? This is every buyer’s favorite. If you simply state a typical price directly, they can say “that’s more than I have” regardless of the amount. If you refuse to give a price, they assume its high and shut down. Instead, try stating your price in the context of competitor pricing – or in terms of how many months it takes to pay back.

Why would I want to switch from brand X? The “I’m happy with brand X” excuse is a bit tough to navigate. The best salespeople are really good at asking about least favorite aspects of brand X, and touting their superiority on those dimensions. “Well, brand X is a good product. Have you had any challenges or pain points with it?”

This gives you an invaluable look into how you might be able to provide a better solution. Recognizing the quality of competitor items can underscore your honesty and industry understanding. Now, they may say “No problems.” But a good follow is: ”Really? Some other companies have told me…” If you get another no, it’s probably best to move on.

Have you worked my competitors? Many companies are followers, preferring to deal with service providers that already understand their categories. If you have worked with competitors, name drop. If not, it’s tougher.

The best answer anyone has ever given me was “We don’t pretend to understand your industry as well as you do. But our team is set up to leverage your knowledge and desires into the service.” Notice how that answer says no in a flattering/collaborative way – which speaks well to how they would be to work with.

In any circumstance, do not lie. Most industries are too small a world to get away with it.

How long does it take to get running? Whether it’s software or a metal stamper, there’s usually some run-in time before a product or service is delivering full value.  For complex systems or equipment, it often works to give two times, a time-to-first-use and a time-to-100 percent.

This reduces the psychological window and makes it harder to reject an option out of hand. It’s best to be sunny in your estimates (you hopefully are anyway,) but not so optimistic that 99 percent of users will be disappointed.

I should add a disclaimer that I’m no selling genius. These thoughts come from someone on the buying side. But as great sellers know, most of us actually want to be sold something better. We say no out of busyness or fear of the unknown.

But there are few among us who don’t have a need for better partners. To become one, you need to get us past our inertia and into imagining what things could be like.

Photo by Vernon Dali via Flickr

via entrepreneur.venturebeat.com

Posted via web from michaelbowers's posterous

Twitter: 125 million users and climbing | VentureBeat

Twitter’s growth is still accelerating. The service has reached 125 million registered users, up from 105 million almost two months ago.

When the company said it had 105,779,710 million registered users on April 14 at its first developer conference, Chirp, in San Francisco, it said it was growing by roughly 300,000 accounts a day. Today, Twitter spokesperson Sean Garrett said the company had 125 million accounts, meaning it’s been growing at an average pace of about 340,000 new registered users a day since Chirp.

Twitter’s chief operating officer, Dick Costolo, said two days ago in New York that the company was seeing 190 million unique visitors a month to Twitter.com, up from 180 million visitors in April. But visitors are different from active users, which is what competitor Facebook tracks. Garrett said the company favored measuring visitors partly because it is moving toward an information consumption model, where it’s less important if a person actually tweets or shares content. That’s in line with Twitter’s advertising model, which will show sponsored tweets whether or not a person is a registered user of the site.

Facebook, by contrast, can only display ads to a person if they’re logged into the social network. That, of course, could change over the next few years as the company has the pieces in place to launch a distributed advertising network if it desires to do so. (The company hasn’t said anything official on that front.)

Facebook has also been engaged in some statistical finagling. It used to report status updates a day, counting about 60 million a day back in February. But with the advent of the new “like” button, it’s begun to prefer tracking total interactions and shares. Facebook users share about 25 billion pieces of content each month, or about 50 per user every month if you assume the service has 500 million active monthly users.

Twitter users, in comparison, post 65 million updates a day or about 2 billion a month.

The company has been stepping up its user on-boarding efforts, doing aggressive A/B testing on its homepage (see below).

Today, the company also launched a series of videos instructing newbies on how to use the service at a YouTube channel:

via social.venturebeat.com

Posted via web from michaelbowers's posterous

Calling all women entrepreneurs: It’s not too late to enter Ernst & Young’s Winning Women contest | Small Business Daily News, Blogs, Commentary - michaelbowers's posterous

Calling all entrepreneurial women: There’s still time to enter the Ernst & Young Winning Women contest, designed to accelerate the growth of women-owned businesses.

The winning women will join an elite network of the country’s best entrepreneurs and high-growth companies and participate in a customized program designed to:

• Identify potential partners, strategic alliances, customers and suppliers as well as prospective sources of private capital among selected venture capital and private equity firms
• Expand their knowledge with the latest information, research and executive dialogues on business strategies and practices tailored to high-growth companies
• Provide informal, one-to-one guidance and support
• Strengthen their executive leadership and business skills and identify opportunities to grow and scale their companies through meetings with senior advisors and seasoned entrepreneurs who can serve as role models, coaches and mentors; and
• Increase national and regional visibility for themselves and their companies among corporate executives, investors and the media.

Applicants “must have the confidence, conviction, tenacity, plan and overall professional acumen to take a high-potential business and scale it into a market leader,” says the Ernst & Young website. “Additionally, Entrepreneurial Winning Women should have the maturity and level of business sophistication needed to interact effectively with potential investors, high-level business advisors and top executives.”

If you’ve got what it takes–or know a woman entrepreneur who does–don’t wait. The deadline for entries is June 30. Visit Ernst & Young’s website for more information, to apply or to nominate someone else.

via smallbizdaily.com

via michaelbowers.posterous.com

Ohio Growth Summit Thanks To the Huntington | Ohio Growth Summit

While Ohio Growth Summit sponsors have come an gone over the past six years the Huntington has been with us since day one.  The Huntington is truly an advocate for the growth of small business.  In this video SBDC consultant David Rivers discusses small business development with Guy Mower of the Huntington.

Be sure to visit the Huntington at this year’s Ohio Growth Summit.

via ohiogrowthsummit.com