DickJones

Are you using email marketing to keep in touch with your current customers? Do you use email marketing as a means to attract new customers? If not, you may not be on an even playing field with your competitors who are. Today, 94 percent of internet users between the ages of 18-64 send or rea…

DickJones

Do you currently have a definable, repeatable and measurable sales process in your business? Is this process documented? Does everyone on your sales team follow this process? 

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DickJones

Have you ever thought about selling your small business? A lot of small business owners fail to maximize the money they can make from their business when they sell it by not “staging” it well before they want to sell it. Staging in this context is synonymous with preparing in advance to get …

DickJones

Henry Ford has been quoted as saying “Whether you think you can or think you can’t… you’re right.” And he was right. This couldn’t be more important in starting, operating and growing a small business. So, do you think you can, or do you think you can’t?

DickJones

As a small business owner, one of your top priorities should be to build and maintain relationships. How well are you doing in expanding your contact list and staying in touch with everyone? While it’s easier said than done to maintain and enhance relationships you have, the better you do th…

DickJones

Every small business has vendors and suppliers they work with to provide them with products and services. Negotiating terms is a critical component to ensure they are getting the best payment terms for what they are buying. How are you negotiating terms with your vendors and suppliers?

DickJones

A major differentiator to successfully running and growing a small business is leadership. Small business owners who are great leaders are more successful.  

DickJones

Everyone has heard the term “Elevator Pitch.” It reflects the idea that you should be able to tell someone what you do in the span of a short elevator ride. Typically, an elevator ride is between 30 seconds and one minute. Quickly telling someone what you do and the benefits of working with …

DickJones

As a small business owner, have you given consideration to expanding your product lines? There are many reasons why small businesses should consider adding either new products or additional lines of business. Additionally, there are both pros and cons of doing this.

DickJones

As a small business owner, how often do you want to change your strategies and tactics to grow your business? Have you changed businesses processes to make them better, only to find out that they’re not? 

DickJones

Small business owners have to make decisions each and every day. Some decisions are for simple things, like approving a payment to a supplier, while other decisions are more complex and can impact a small business in a profound way. Many small business owners have learned the consequences of…

DickJones

Having worked with small business owners for over 40 years, I have seen both positive and negative ways in which they manage their employees. How are you managing your employees? There are two extremes, and one of them is micro-managing your employees.

DickJones

As a small business owner, how often do you review the performance of your employees? When you review your employee’s performance, are you using this time not only to rate their performance but also to coach them on how to improve it? The lifeblood of successfully running a small business is…

DickJones

As a small business owner, what performance indicators are you using to make sure your business is moving in the right direction? Have you even taken the time to assess what are the best indicators to track and measure the performance of your business? Performance indicators are critical to …

When you make commitments to your customers, suppliers and employees, do you keep them? How often have you made commitments knowing they would be tough to keep? Making commitments is essential to do business, but keeping commitments is critical to winning business and building long-term rela…

DickJones

How often do you challenge your customers on the strategies and tactics they are using to manage and grow their small business? If your customers aren’t interested in changing their current approach, do you point out the ramifications of not changing? Challenging your customers may sound lik…

DickJones

Have you considered adding new lines of business to help you grow revenue in your small business? Are you giving consideration to the pros and cons of doing this? Many small business owners think that adding a new line of business will help them increase revenue, and in most cases they are r…

DickJones

As a small business owner, do you take time to learn new things that could help you better run and grow your small business? Do you allocate enough time in your schedule to expand your knowledge in areas that you are unfamiliar? Setting a goal to learn new things each month will allow you to…

DickJones

As a small business owner, how well do you know your customers? What do you do each and every day to better know your customers? Successful small businesses will cite that the key to their ongoing success is that they understand what their customers want and need. How are you facilitating th…

DickJones

Are you utilizing best practices with your employees to help them do their jobs better? Do you encourage your employees to document what they do and how they do it so that it can be shared with others? As the saying goes, “rising tides will raise all ships.” The same holds true for utilizing…

DickJones

Do you spend a lot of time thinking about things that happened yesterday?  Are you always daydreaming about what’s going to happen in the future?  You can’t change what happened in the past, nor predict what will happen in the future.  However, you can control what happens each and every day.

DickJones

Almost everyone has heard about “cross-training” for athletics. Cross-training for sports involves combining different exercises to work all parts of the body, which can make athletes perform better. What about cross-training for your employees? Not exercises, but training that will help the…

DickJones

As a small business owner, what are your top challenges? Every month I talk or meet with hundreds of small business owners, and lately the list of their top challenges have been pretty consistent. Here is a list of the top four:

DickJones

Have you owned your small business for a long, long time? Are you doing some things now the same way you did them years ago? We are all creatures of habit, and some things are worth sticking with because they are working well. However, keeping some old-school habits may limit your opportunit…

DickJones

Have you owned your small business for a long, long time? Are you doing some things now the same way you did them years ago? We are all creatures of habit, and some things are worth sticking with because they are working well. However, keeping some old-school habits may limit your opportunit…

DickJones

As a small business owner, what are your top challenges? Every month I talk or meet with hundreds of small business owners, and lately the list of their top challenges has been pretty consistent. Here is a list of the top four:

DickJones

Are you meeting the expectations that your customers have with your small business, and the products and services you provide? How are you managing the expectations of your customers to ensure you can either meet or exceed their expectations? The best way to retain customers is to meet their…

DickJones

When your sales reps are calling prospects to try to schedule meetings, are they using the right talk tracks? Have your sales reps focused some time on improving what they say to a potential client to generate interest? Improving their talk tracks will definitely have a positive effect on ge…

DickJones

As we head into a new year, most small business owners set high goals to grow their business. Hopefully, they have done meticulous planning to make 2019 a banner year. Execution of the plan is important to achieve the intended results, but second-guessing yourself after rolling out a plan fo…

DickJones

As a small business owner, are you managing your time to focus on the most important tasks and activities? Do you allocate enough time each day to ensure that major initiatives are moving forward according to your plans? Time management is key to successfully running a small business, and ma…

DickJones

When was the last time you updated your technology in your small business? Have you upgraded your computers, servers, printers, scanners and software recently? A lot of small businesses rely heavily on technology to run and grow their small business, but often times have issues because it’s …

DickJones

If you are trying to grow your small business, increasing sales, retaining current customers, and acquiring new clients is a top priority.  The “engine” behind all of this is your sales team because they are the ones who have to make this happen.  How are you holding your sales reps accounta…

DickJones

With the new year here, do you have plans to survey your customers? Getting feedback from your customers can help you to identify what you are doing well, and where you may need to make improvements. Surveying your customers can also help improve your relationships, providing an easy vehicle…

DickJones

Are you taking note of trends in your small business? Do you regularly monitor information that can help you make better decisions? Tracking and paying attention to trends will help you to better run your small business.

DickJones

Have you taken some time to consider what you do best in running your small business? How about things that you know aren’t your strengths? Small business owners have to manage a lot of different things when running their small business, and with so many things to do, you can’t always do the…

DickJones

Do your plans for next year involve recruiting and hiring new sales professionals to help you grow sales in your small business? Do you have a defined process to identify the best candidates and ensure you are getting the talent you want? Growing your sales team is often required to grow sal…

DickJones

Do you keep track of all of the business you win? How about the business you don’t win? When you win or lose business, do you take some time to determine why you had the outcome you did? Tracking your win rates and understanding why you won business or why you lost business will help you in …

DickJones

Have you started planning your activities for next year? Are you scheduling time to develop your business plan so that you can hit the ground running come January? Allocating the time to develop your plans for the upcoming year in advance will allow you to get a jump-start when the new year …

Are your customers happy with the products you sell or the services you provide? Do you reach out to your customers on a regular basis to find out how satisfied they are? While it goes without saying, a satisfied customer will buy more than one who is not. Knowing how satisfied your customer…

Now that the new school year has started, have you noticed that your office supplies are being depleted? When you receive your gasoline bill from your sales team filling their cars, are you wondering why your cars are only getting 4 miles per gallon? Are you short of cash in your register on…

DickJones

Are you providing your employees ongoing training? Is this training focused on improving their skills and abilities to help you grow your small business? Many small businesses often ignore one of the most important assets, their employees and their skills. Ongoing training can make a big dif…

DickJones

We’ve all heard that it’s not what you know, but who you know. Understanding how to successfully run a small business is important, but continually expanding your network of contacts and connections can dramatically improve your results.

As a small business owner, are you generating awareness of your products and services through your marketing efforts? When you meet with potential customers, are you creating interest in what you are selling? Generating awareness and interest during the sales process is very important, but i…

Every small business owner should know that managing working capital is essential to successfully running the day-to-day operations of their business. What are you doing to manage working capital in your small business? There are many options that you can choose from to manage the money you …

Do you have to sell something each time you make revenue? Does your small business have the opportunity to sell something once, and make revenue from the sale over and over again? Creating a recurring revenue model as part of your small business can help reduce your costs and provide a more …

In order to maximize the efficiency and effectiveness of your employees, are they following processes to get their jobs done? 

DickJones

A key success factor for small business owners is knowing when they need help. Do you reach out internally and externally to others when you think you need help? 

DickJones

Is your small business taking advantage of technology to make your employees and your operations more efficient and effective? Are you still using old technology because you haven’t had the time or inclination of upgrading? Many small business owners ignore new technology, and subsequently a…