Looking into the Future for Profits

How to identify future solutions and opportunities?

Your power page, if used extensively, will help you to identify areas where the client may need more help or may need to purchase additional products. When you read through your notes, you will be able to pinpoint areas that will be a business pain. Customers are always happy to find solutions to potential problems if they see their value. You must do your homework on various solutions before you make any suggestions. It is too easy to just promote your own company and its products. Make sure you know how the competition fits into the picture and what they can also offer to solve that same problem.

Your power page should also contain competitor information. You need to know what others are doing in the market place and what their perceived value is to your client. You need to be better informed and better prepared than anyone else. You want to make it easy for the client to choose you over others. Tighten your business relationship by following through with promises and providing value. Your power page should contain all the information you need to keep the customer.

Checklists

What items do you like to keep track of during visits to clients:

______________________________________________________________

________________ ______________________________________________

_______________________________________________ _______________

Choose one potential client and fill in the Information Plan for that company. (see item number 92 for the information plan):

Contact information:

______________________________________________________________

____________ __________________________________________________

___________________________________________ ___________________

Sales Volume:

______________________________________________________________

_________________ _____________________________________________

________________________________________________ ______________

Problems the company is encountering:

______________________________________________________________

___________ ___________________________________________________

__________________________________________ ____________________

Who are their customers and what is their opinion of the target company:

______________________________________________________________

________________ ______________________________________________

_______________________________________________ _______________

For your lead contact list all of the personal information you can gather (birthdate, anniversary, hobbies, other interests, clubs belonged to, etc.):

______________________________________________________________

__________________ ____________________________________________

_________________________________________________ _____________

______________________________________________________________

List 2 or 3 pieces of business you have recently lost and the reason why you lost the deal (be honest with yourself!):

______________________________________________________________

_____________ _________________________________________________

____________________________________________ __________________

______________________________________________________________

What things can you do for the "lost" customer in order to keep in touch so that you may be considered when new business or projects are on the horizon:

______________________________________________________________

________________ ______________________________________________

_______________________________________________ _______________

______________________________________________________________

What is your VALUE proposition? What do you bring to the table for your customers? How have you verified your value:

______________________________________________________________

__________________ ____________________________________________

_________________________________________________ _____________

Bette Daoust, Ph.D. has been networking with others since leaving high school years ago. Realizing that no one really cared about what she did in life unless she had someone to tell and excite. She decided to find the best ways to get people's attention, be creative in how she presented herself and products, getting people to know who she was, and being visible all the time. Her friends and colleagues have often dubbed her the "Networking Queen". Blueprint for Networking Success: 150 ways to promote yourself is the first in this series. Blueprint for Branding Yourself: Another 150 ways to promote yourself is planned for release in 2005. For more information visit http://www.BlueprintBooks.com

In The News:

Tips on how to improve your small business  Business MattersBusiness Matters

Keeping a Partnership ALIVE and THRIVING

What are the best methods for keeping a good business... Read More

Family Business and Conflicts

What is a Family Business? A family business is basically... Read More

How to Increase the Cash Flow in Your Private Practice in 30 Days

If you have a busy private practice, chances are you... Read More

Mobile Detailing Expansion Considerations

Expanding your business requires you to take a good hard... Read More

Small Does Not Mean Invisible!

Running a business on the net these days can be... Read More

Arranging Your Fundraiser

When deciding to host a fundraiser for your company or... Read More

Collaborative Negotiating: A Win-Win Strategy

COLLABORATIVE NEGOTIATING:Collaborative negotiating is a win-win strategy that can focus... Read More

Proper Care and Feeding of the Business Owner

That sizzling sound you're hearing may be a symptom of... Read More

Franchising Pros and Cons

Last week's question from Anthony R. on how to choose... Read More

Three Big Barriers To Small Business Marketing Success

When you feel like you're always busy working on your... Read More

7 Essentinal Resources for Small Business

So you want to start a business but you don't... Read More

Creative Business Card Marketing

Announcements can be handed out as a business cardAnnouncements can... Read More

Government Does Not Pay Its Bills on Time

Many small companies work very hard to get new accounts.... Read More

The PR Commitment to Small Business

We're birds of a feather, public relations and small business.... Read More

Seven Common Mistakes Made By Small Business Owners

Most new small businesses won't be in business this time... Read More

Asphalt Paving: Striping Your Parking Lot

As you may already know, asphalt paved parking lots do... Read More

The Advisory Board: A Business Owners Most Valuable Resource

As a company grows, the owner's role begins to change.... Read More

11 Things Small Business Owners Can Learn From Rudy Giuliani

1. Leadership Is Learned ? While many people appear to... Read More

Old Data in Database Marketing Software

Database Problems in MarketingI have been working on a direct... Read More

Making Your Purpose Your Business Step #2- Getting From Point A to Point B

In my previous article, Step 1, your challenge for the... Read More

Modern Clear Coats, Auto Detailers and visit to Lexus of North America

We visited Lexus USA, home of the Lexus North America... Read More

Administration Of Your Small Business

You've been meaning to tend to the administration part of... Read More

Small Business and Wichita

Owning a small business in Wichita, KS might not be... Read More

Find Some Sample Payroll Check Stubs on the Net for Easy Reference

Starting a business? For many people, the bravery to venture... Read More

Consistency with Janitorial and Cleaning Businesses

Consistency is a huge word when operating your business. I... Read More