How to Create a WOW Statement
WOW statements are crafted to invoke a “Wow, tell me more” response from the other party. They must create curiosity, contain imagery, and be brief.
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How to Win Arguments in Sales and Negotiations
As salespeople, we are frequently challenged about our claims and a good salesperson would be wise to incorporate techniques used by master debaters.
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How to Avoid Cognitive Tunneling and Make Better Business Decisions
Cognitive tunneling is one of the principal causes of accidents that involve human error and is also the source that prevents many business owners from seeing all possible solutions to everyday business problems causing them to make bad business decisions.
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Lateral Reading: How To Learn To Tack Against The Winds Of Misinformation
Entrepreneurs Should Be Skeptical Of All The Information They Consume Online. They Should Bring Into Question Any Motives That The Author Of The Content Many Have In The Way They Present The Information.
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CEO vs President – You Need to Know That Their Roles Are Different
The role of CEO and President, and sometimes Chairman of the Board are often used interchangeably. In a small business this might be true, but each title has a different set of duties.
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You Need To Know The 8 Reasons Customers Buy From You
If You Want To Get People To Buy From You, You Need To Understand The Reasons People Employ When Making Purchasing Decisions. Price May Be Important But What About Quality And Reputation? There Are Many Reasons Customer Buy From You.
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How Your SEO Actions Expose You As A Cheater Or A Star
Search Engines Are Always in A Battle with Developers Attempting to Hack Their Algorithms. Therefore, Search Engines Have Adopted a Series of Practices to Try to Detect If the Site Is Trying to Cheat or If They Are Truly a Rising Star.
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Have You Defined Your Leap of Faith Assumptions?
As a small business mentor, I see so many startups willing to risk everything on an untested idea. Since they like their idea, they are sure they know everyone who sees it will too.
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How To Find The Best Performing Keywords And Rank Higher In SERP
Find The Keywords That Search Engines Use To Rank Your Better Performing Pages So You Can Improve Your Pages Position In The Search Engines.
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What is the Difference Between Leadership and Management in Small Business?
Leadership and management are both essential elements of business success. Leadership is closely aligned with the role of a CEO and Management to the role of the President. Even though there is a difference between leadership and management most people use them interchangeably which is incorrect.
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What You Need to Know About a Backlink and SEO
What Makes A Good Backlink? The Answer Includes Relevance, Diversity, Location On The Page And Keyword Usage And Placement. While You Can’t Directly Control Your Off-Page SEO, It Is Important To Understand How The Construction Of The Backlink Affects How The Search Engines View You As The Destination For The Link.
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Operating Leverage for Small Business: When You Should Use
What is operating leverage and why should you care? Ignoring the financial mumbo-jumbo, operating leverage represents how having debt can affect a company’s bottom line profit. In some cases, Operating leverage can improve a company’s profits and in others, it can destroy it.
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What You Need to Know About Link Building
The Most Important Factor in SEO Is Also the Hardest. On-Page SEO Represents All the Things That You Can Directly Control. Off-Page SEO Primarily Consists of Getting Links, Known as A Backlink to Your Pages or Your Site from Other Websites on The Internet, Which Are Out of Your Direct Control. Therefore, While Getting Backlinks Is the Most Important Part Of SEO, It Is Also the Hardest.
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How to Write a Great Headline for a Post
There is an art to writing a great attention-grabbing headline. However, there are a few tried and true formulas that generate more click-throughs than others.
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What You Need To Know About On-Page Visible Elements And SEO
On-Page Visible Elements Include Headings, Images, Paragraph Text, And Other Formatting Elements. Proper Use of Visual Elements Can Make Your Web Page Easier for The User to Read and Help Highlight the Search Engines Your Keywords.
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On-Page But Hidden SEO Techniques You Need To Understand
When We Talk About On-Page But Hidden SEO Techniques We Are Talking About Several Clues You Can Provide To The Search Engines To Tell Them What Your Content Is About. It Can Also Control What And How Your Message Is Displayed In Search Results
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The Five Salesperson Archetypes and the One that Performs Best
Most businesses have been encouraged to focus on relationship builders salespersons. Unfortunately, the study shows relationship builders have the fewest number of top performers. There are in fact 5 salesperson archetypes and one out performs the others by more than 2X.
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20 Steps to Find Powerful Keywords Google will Rank High
Using The Proper Keywords That You Have A Realistic Chance To Rank For In A Search Engine Is How You Become Visible To New Customers. The Key Is To Finding Powerful Keywords Is To Find Ones That Have A Good Search Volume But Limited Competition.
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How to Achieve a Word-of-Mouth Epidemic
Word-of-mouth marketing is not just making a good product or delivering a good service, and magically your clients will tell their friends how great you are, which will, in turn, lead to a greater number of sales. To achieve an epidemic you must employ some specific strategies.
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Keywords-Everything You Wanted to Know But Were Afraid to Ask
To Make Your Website Visible To The Public It Needs To Be Found And Indexed By The Search Engines And To Be Properly Indexed You Need To Focus On Your Keywords.
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SEO Primer – Everything Small Businesses Needs to Know About SEO
SEO Primer – What Every Small Business Owner Needs to Understand About How to Improve Their Content to Generate More Organic Website Traffic
SEO Primer – Everything Small Businesses Needs to Know About SEO Read More »
Why You Need To Know How Your Economic Model Drives Profit
Many entrepreneurs do not understand the difference between a business and economic model. Simply put a Business Model is primarily customer-focused while an Economic Model is owner-focused.
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RASCI Chart – How to Manage Employee Roles and Responsibilities
Running a small business is complicated, especially if you have employees. As a manager, you have many tasks that have to be organized into a chain of subtasks and to assign responsibility to team members and subordinates if you want to succeed. A RASCI chart is the answer.
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How to Improve Your Odds of Success by Conducting a PESTEL Analysis
Business owners can use a PESTEL analysis to assess which macro-environmental elements could potentially impact the success of their business. Each of the six elements of the PESTEL analysis can either impede a company’s growth potential or serve as a strategic opportunity.
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How to Increase Business Sale Profits with an Earn-Out
When buying or selling a business and the discussion comes around to financing options, few have ever considered the role of an earn-out. An earn-out can benefit both the buyer and the seller when used properly.
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How to Improve Profit Margins with Porter’s Five Forces
Economists looked at why different industries are more profitable than others and defined a model to explain why some have low-profit margins such as airlines and cafes, and why other industries have high-profit margins such as soft drinks and drug manufacturers.
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How To Turn A Business Negative And Make It Positive
Business owners too often market the positives and ignore the negatives, hoping that the customer will not notice their shortcomings. Ignoring what your customer probably already know can be a mistake. Good marketers know how to turn the negatives into something that their prospects will value.
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How to Predict the Future with Demand Curves
What if you had a crystal ball that would let you see into the future to see if demand for your product or service was going to get stronger or weaker with time. Well, you can stop wishing. There is such a tool.
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How Transparency Asymmetry is Destroying Your Value
As consumers, we have a very hard time recognizing a business’s investment in expensive and specialized tools, or paying for a person’s knowledge or acquired skills. All they see is that they are paying a lot for something that didn’t seem too difficult for a person or business to deliver.
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What You Need To Know About How Fairness Shapes Value
The human desire for fairness can distort the perception of value and can have unexpected and often catastrophic outcomes, if not handled properly in your marketing.
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What You Need To Know About The Debt Continuum
Within the world of debt financing, there is a continuum, as different lenders have different appetites for risk and reward.
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How to Crush the Competition with Horizontal Segmentation
A common belief in product development, born out of the day of mass markets prior to the long tail economy was that as a product developer, your goal was to find the best and most profitable segment and go all in. The theory of horizontal segmentation changed everything.
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Features & Benefits: Why It Is Important To Know The Differences
When it comes to marketing there are two primary approaches. One approach focuses on what your offering does and the other is how it will improve their life. Unfortunately, many business owners spend too much time describing all the bells and whistles and not enough effort trying to connect them to the benefits.
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Not All Sources Of Wealth Will Keep You Rich
There are two basic types of wealthy people in the world-income statement wealthy and balance sheet wealthy.
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Self-Weeding Your Economic Garden
Do you get calls from vendors nearly every day trying to pitch you on their products or services?
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How to Make a Profit with a Product Led Freemium Offering
Rather than employ a more traditional sales or market-led approach, some SaaS companies have seen serious traction for their offerings using a product-led strategy that uses a freemium version to attract new users.
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Success Comes From Being a “B” Student
Many individuals with stellar academic performance go on to become wonderful scientists, engineers, and even professors but with mediocre earning potential. Entrepreneurs need to be a jack of all trades and not an academic master of one.
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How to Use Consumption Vocabulary for Profit
What if you could create additional value for your product or service in the mind of your customer so you could charge more and that it would cost you nothing, would you be interested?
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Why You Need to Cultivate Everyday Creatives
Being labeled a “Creative” congers up someone who is right brained and unsuited for business. However, creatives have found a seat at the business table as their virtues are being valued as Elizabeth Diane explains.
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How To Make The Best Use Of Your Precious Time
Have you ever felt overwhelmed with tasks? Have you ever woken up in the middle of the night fretting over the next day’s tasks you have to accomplish? What if there was a better way to organize all the task you need to perform. Well, there is.
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How To Be Compliant With Internet Sales Tax Laws
In June 2018 the US supreme court upheld a lower court’s ruling that the state of South Dakota could force the online retailer Wayfair, a retailer with no nexus (physical location) in the state to collect sales taxes. This ruling sent shockwaves through the eCommerce community. Therefore, online retailers may now be required to collect sales tax on goods they ship.
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Why You Need to Harness The Power of Self-Interest
As humans we all are guided by our own self-interests. Savvy business owners should craft their marketing messages to appeal to the customer’s self-interest.
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A Simple Pricing Hack to Increase Customer Satisfaction
Consumers are predictably irrational especially when it comes to customer satisfaction. In fact, when you pay has more to do with customer satisfaction than what you pay.
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7 Simple Secrets To A Great Email Marketing Strategy
While there are plenty of books and articles about email marketing, there are some less discussed secrets that only expert email marketers consider as part of their strategy.
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VIDEO: Selling Online? What You Need to Know About Sales Tax on Non-Marketplace Platforms
In June of 2018, the Supreme Court ruled that even if an online business does not have a physical presence in a state, the state can require online retailers to collect and remit sales taxes.
Why Your Location May Be Bad For Your Success
Many businesses fail not because they have a bad product or service. They fail because they are not located in the right location.
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Why You Need To Understand Your Credit Score
When entrepreneurs look at debt financing, their credit score (FICO) plays an important role in being able to get a loan. Essentially, a person’s credit score is computed on five dimensions, each with a different weight.
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How to Tap into the Consumer’s Emotional Need For a Bargain
Consumers have been conditioned to focus more on what they are spending than on what they are buying. Consumers buy things today not because they need them, but because they are convinced that they can get it for a great price.
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How to Remove Buyer and Seller Remorse
One of the biggest obstacles that prevent a buyer from making a purchase decision is the fear that they will pay too much. From the seller’s perspective, there is also the fear of pricing a product or service too high or low leaving money on the table.
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How Responding to Popular Fads will Destroy a Business
Have you ever discovered something new and thought “What a great idea for a new business?” Often the signals you observed are only part of a short-lived fad.
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How to Avoid Misclassifying an Employee as an Independent Contractor
Misclassifying an employee as an independent contractor can prove to be a very expensive mistake for a business.
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The 4 Dimensions That Will Transform Your Business Model
Every day, business owners face the challenge of finding ways to differentiate their products and services while remaining relevant in an increasingly competitive market.
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Do You Know Why Veterans Make Good Entrepreneurs?
Veterans are more likely to become entrepreneurs then non-veterans. However, not all veterans have the same propensity for entrepreneurship. There are a few sweet spots.
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How Your Cognitive Bias Can Destroy Your Business
A Cognitive bias is the psychological tendency of the brain to draw incorrect conclusions, even in familiar situations or when presented with clear information. When talking to small business clients I refer to a collection of three common cognitive bias as the Everest Effect.
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The Top 19 Reasons For Not Launching a Business Are Wrong
I often ask people I meet if they ever consider business ownership and if not, what is holding them back. This post list 19 popular responses I get from people on why they are not following a path of business ownership.
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How to Supercharge Word of Mouth
The age-old marketing question is “How do you get people to talk about your product or service?” I believe the answer lies in being able to change the way your customer thinks about your offering.
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Income Security: Why Being an Employee is Just too Risky
With the rapidly changing business landscape, companies who are beholden to their shareholders are shifting their risk from the business to the employee.
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How to Quantify a Customer’s Economic Attractiveness
Have you ever heard the saying “any customer is a good customer” or that “the customer is always right” Did you know that such mantras have destroyed many a business?
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What is More Important For a CEO, Sale or Marketing experience?
CEOs are not born they are made. However, the attributes and experience of what it takes to be the leader in a small business are distorted by articles and books based on the needs of large companies, little of which pertains to a small business.
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How to Create a Leap in Customer Value with the Buyers Utility Map
The Buyers Utility Map is a valuable tool to help businesses document the buyer’s experience, and discover areas that can be leveraged to create a leap in value.
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How To Create Customer Desire With Mystery
Mystery is a powerful tool that creates a powerful desire in a person to discover the answer. Used properly it creates a kind of gravity to make a prospect want to spend his time and energy to learn more and creates buzz. I often drink Rolling Rock beer. For people unfamiliar with Rolling Rock, on the
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How to Grow Profit & Satisfaction with Pricing
In a perfect world, what a customer spends for something should be based on their opportunity costs. However, customers are irrational when it comes to money. By distorting a customer perception of their opportunity cost, a savvy business can make the customer spend more and be happy to do it.
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You are not a Small Business in the Eyes of the Government
While being self-employed, a freelancer, a jobber, and even having a side-hustle technically make you a business owner, you’re are not a small business in the eyes of the government or lenders.
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Why Compete – How To Find An Uncontested Market for Profit
A business that offers products and services just like everyone else’s in their industry are viewed as a commodity. Commodity businesses compete on price meaning low or often negative margins, especially for a new small business. Instead of just following the crowd there is a better way.
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The Honest Truth; Why Patents Are Often Not Worth It
Many individuals with a new idea for a product have the wrong idea about the role patents play in business. They see patents as a way to simply make money off their idea. However, patents exist to encourage innovation which is not the same.
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Raising Capital: A Lesson From The Ship Of Gold
A business can create value even before the business has revenue. This is important when giving equity to early-stage partners and investors.
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How to Master the Friend-Foe Continuum to Hack Relationships
Scientists have discovered that as we go through life, our senses are constantly scanning the world around us and sending messages to our brain. The brain processes this incoming information automatedly to assess if a given individual can be ignored, is worthy to approach, or is somebody to be avoided
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Do You Suffer From a Cause and Effect Fallacy?
Business owners too often confuse cause and effect and expend significant effort solving the wrong problems. A tool that can help business owners to separate cause from effect is known as a fishbone diagram.
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3 Simple Business Relationships Strategies to Get What You Want
People like to work with and buy from people that they like. However, sometimes you need them to change their direction without leaving a stink on your relationship. Here are three strategies that can be used to help you get what you want in business relationships, with the added benefit of making you come out smelling like a rose.
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Six Ways to Intensify Your Offer
There are six easy-to-implement strategies that can intensify your offer to make customers on the fence buy from you.
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How to Use Misattribution of Memory for Better Sales
When a prospect feels good about themselves and they do not attribute the good feeling to a specific cause, they tend to associate the cause of that good feeling with the person or persons who are physically close to them at the time.
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To Maximize Profit You Need To Understanding Margin Pricing
The successful entrepreneur is one that keeps his eyes and ears open and takes stock of events happening around him. This is important not only to determine the margin price but to consider the impact potential events could have on the margin price in the future and develop contingency plans to deal with them.
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How to Leverage the Similarity Principle for Better Sales
With respect to sales, the similarity principle is based on the idea that certain facts when presented during a sales presentation can serve to heighten the probability that two individuals will be drawn to each other and experience a positive outcome in their interactions. Since prospects are far more likely to buy from a salesperson that they like and trust the similarity principal is an important tool for sales professions to understand and master.
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VIDEO: 11 Tested & Proven Business Models That Drive Profit
In the world of business, there are eleven popular business models that have survived the test of time.
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Verbal Statements That Will Improve Your Sales
Empathetic statements and complements that are crafted properly go a long way to predisposing a person to like you. That is because when someone feels good about themselves, they will also like you.
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How to Master Nonverbal Communications to Improve Sales
In our tech-savvy world when it comes to communications, we are losing our ability to read and transmit subtle nonverbal signals. As a result, our nonverbal skills continue to atrophy.
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You Need to Be an Inch Wide And a Mile Deep
When it comes to service-related business, one of the biggest misconceptions about business is that the more things a business can do, the more valuable it will be in the eyes of the customer. Unfortunately, nothing could be further from the truth. Profitability comes from being an “inch wide and a mile deep”.
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How To Tap The Subconscious Mind For Greater Profits
The human brain is a fascinating and complex organ that is capable of being subconsciously manipulated by savvy business owners. When it comes to marketing and sales most strategies focus on the conscious side of the brain. However, tapping into the subconscious part of a prospect’s brain can pay huge dividends.
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Business Failure: Your Path to Success & Wealth
All successful entrepreneurs have experienced failure in their careers. The key is to not give up but to use failures as lessons.
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How to Make a Business Look More Professional with This Simple Trick
As consumers, we often have no personal experience with a new business and subconsciously look for observable clues to make our decision. I think many prospective clients, consciously or sub-consciously, judge a business by what they see.
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Customer or Consumer? Why Knowing The Difference Is Important
For the business owner, it is important to understand the difference between a customer and a consumer. Often the terms are used interchangeably, but each requires a different message during the marketing and sales process.
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How To Grow Rich By Thinking Like Singer – A Business Lesson From Isaac Singer
Isaac Singer didn’t invent the sewing machine. He just perfected it. However, as a businessman, he was quite an extraordinary individual. His ability to spot opportunities and develop unique solutions was unmatched by any of his rivals.
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How to Properly Register a New Business Entity
One of the first things most new business owners do is register their entity with the Secretary of State. While this may seem like a logical first step there are several important questions that need to be addressed first that you will come upon once you begin the application process.
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Insurance – Your Friend or Your Enemy?
Insurance by definitions is a hedge against catastrophic loss. Having personal property insurance has its benefits. However, when it comes to insurance for a business, having too much insurance is not a good thing.
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The Best Way to Contract and Get Paid as a Service Business
Many small business owners come from corporate America and adopt their outdated contracting and payment processes when they set up their project and billing processes.
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The Power Of Selling The Passion For The Vision
As an entrepreneur with employees, it is unrealistic that you will always be the smartest person in the room in all aspects of your business. You will need employees that are smarter than you in their assigned areas.
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How To Be All That You Can Be – Get a Mentor
Even the Best Business Owners Can’t See Their Blind Spots. Just as Legendary Athletes Relied on Trusted Guides, Entrepreneurs Need Mentors Who Can Challenge Assumptions, Offer Perspective, and Help Them Avoid Learning Every Lesson the Hard Way. Surrounding Yourself With the Right Advisor Could Be the Difference Between Plateauing and Reaching Your Full Potential.
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Do You Sell The Second Glass
Your customer acquisition costs are likely one of your single biggest indirect expenses, yet most entrepreneurs design an economic model based on a single transaction. As consumers, we often have a recognized need for a product or service. Perhaps we are going fishing this weekend and need some new gear or notice that our home
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How I Use Twitter to Extend Reach and Engagement
When it comes to driving greater reach and engagement, Twitter might be the answer. Just using an @mention is better than using an @reply for your content.
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The Elements of An Offer
Understanding The Elements of An Offer. What Are You Selling, How Much Will It Cost, What Is in It for Then, And Why Should They Buy from You?
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How to Improve Conversions with a Content Marketing Funnel
The content marketing funnel can be divided into three layers, top, middle, and bottom. The content you provide is different depending on what layer the prospect is in.
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Are Your Friends Preventing Your Success?
The people that reside in your inner circle of friends can profoundly influence your success in life and business. To be a successful entrepreneur, you need to evaluate the company that you keep to see if it is aiding in your success or hinder it. Are your Friends preventing your success?
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VIDEO: Why You Should Be a “B” Student To Be Successful
Bo Peabody the author of the book Lucky or Smart said that successful entrepreneurs are what he called “B” student. What he meant was that the entrepreneur can not afford to be an “A” student in only one subject because they need to be more of a “Jack of all Trades”.
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How to Define your Social Media Goals for Leads and Revenue
Social media has matured as a marketing channel over the years and is often paired with other channels like websites, blogs, videos and more to accomplish a specific business goal. I believe there are essentially six social media goals worth considering.
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How to Define your Social Media Goals for Followers and Traffic
Social media has matured as a marketing channel over the years and is often paired with other channels like websites, blogs, videos and more to accomplish a specific business goal. I believe there are essentially six social media goals worth considering.
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Don’t Push It
As business owners, we make a lot of assumptions. Many of them turn out to be true however many times we do not have enough information to make a good decision. This is especially true when it comes to the way that we expect our customers will react to our product or service.
How to Define your Social Media Goals for Awareness and Engagement
Social media has matured as a marketing channel over the years and is often paired with other channels like websites, blogs, videos and more to accomplish a specific business goal. I believe there are essentially six social media goals worth considering.
How to Define your Social Media Goals for Awareness and Engagement Read More »
How to Transform your Clone Business and Stand Out
Every day, entrepreneurs invest huge amounts of time and money to build a business that they think will be better than the competition. However, all too often entrepreneurs struggle to articulate how their value proposition is fundamentally different from their competition. These businesses are what I call clone businesses.
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3 More Influencing Principles That Will Help You Close More Deals
There is a science to getting a prospect to say yes to your offer. There are six universal principles that every salesman should master. In this post, we will discuss the last three.
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Video – What You Need To Know About Sales Taxes
When a seller of a product makes a sale to an end user of a product, the seller is responsible for collecting sales taxes on behalf of several taxing jurisdictions. Leanr how sales taxes and use taxes work together and what taxes the seller is responsible for collecting.
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