Business owners and corporate executives are spending thousands of dollars on web designers to either create a business website or update their current business website. Likely many of them are wasting their money. Am I saying that they should not have a website? Absolutely not. It is essential in business today to have a great website. The problem is that businesses are turning to web designers that have never run a business.
Think about it, the vast majority of web designers are the brainy kids that spent their free time in the computer lab after school. Nothing wrong with that, however don't you want a website that is going to bring more revenue to your company, not just a "cool website"? Content is king in business today and making sure that you are displaying the desired image about your company as well as the correct and targeted message about what you do or sell is far more important than color templates, flash images or clever mouse-overs.
For these reasons you should consider hiring a business consultant to oversee your web strategy and design. An experienced business consultant will ensure that your website correctly positions your value proposition and messages you want to drive home when a potential client visits your site. It should be duly noted that there are certainly some talented and capable web designers out there that have a strong business background. However you still may be better served contracting a business consultant. A business consultant often has existing relationships with web designers from previous projects and can actually save you money on the web design.
Look at it this way, a pharmacist can adequately fill any prescription. You need to make sure you have a good doctor to prescribe exactly what you need!
Thursday, September 17, 2009
Thursday, August 27, 2009
Are you Relevant?
Deep down in all of us is a quiet voice, a voice that questions what we do, how we act and what we portray to others. This voice often battles with our desired perceptions – what we think other people see in us.
Philosophers, theologians, poets and psychologists have all named and categorized these thoughts but this article is about business – your business! So pull up a couch and let’s take a look to see if you are relevant.
The first step is to ask yourself a couple of very simple questions:
What impression did my last interaction leave? When most of us think about how our business is perceived we quickly recall the “hero moments”. The time we solved the customers issue and they were so grateful that they sent us a thank you card, or we remember the big sale or account we closed. Those memories form our overall perception and many times are far from reality. We quickly forget or dismiss the time we forgot to follow up on a question, or the consumer complaint we received. That is not “really” who we are, that was just an isolated incident … right? Ask yourself about the last client interaction you just had. How would that person describe you if they were asked? Would they remember your name?
What makes me unique and therefore relevant? Whatever you sell, service or offer what makes you or your product any different for what your client can find anywhere else. Would you buy it? Why? This forms a very important perspective in business. I like to call it your Unique Selling Proposition. Whatever it is should be expressed and heard by every client you come into contact with and it must be expressed with conviction and backed by consistency.
It is in fact in this simple formula that will provide you with the answer you are looking for…Are you relevant?
Philosophers, theologians, poets and psychologists have all named and categorized these thoughts but this article is about business – your business! So pull up a couch and let’s take a look to see if you are relevant.
The first step is to ask yourself a couple of very simple questions:
What impression did my last interaction leave? When most of us think about how our business is perceived we quickly recall the “hero moments”. The time we solved the customers issue and they were so grateful that they sent us a thank you card, or we remember the big sale or account we closed. Those memories form our overall perception and many times are far from reality. We quickly forget or dismiss the time we forgot to follow up on a question, or the consumer complaint we received. That is not “really” who we are, that was just an isolated incident … right? Ask yourself about the last client interaction you just had. How would that person describe you if they were asked? Would they remember your name?
What makes me unique and therefore relevant? Whatever you sell, service or offer what makes you or your product any different for what your client can find anywhere else. Would you buy it? Why? This forms a very important perspective in business. I like to call it your Unique Selling Proposition. Whatever it is should be expressed and heard by every client you come into contact with and it must be expressed with conviction and backed by consistency.
It is in fact in this simple formula that will provide you with the answer you are looking for…Are you relevant?
Wednesday, August 19, 2009
Thursday, August 13, 2009
New Website Launch
Rick Docekal announces the launch of the ArrowUp Consulting website. You can visit the website at http://www.arrowupconsulting.com/ My mission as an Arizona Business Consultant is to help business executives and small business owners recognize their higher potential. My specialty is building sales revenue and reducing operational costs. I believe in keeping things simple and simply put, I can help you make more money. ArrowUp Consulting works for you! Schedule an initial consultation to learn more and make sure to visit the new website!
Wednesday, August 12, 2009
Whale Wars
Whale Wars
The competition for large clients or “Whales” is heating up. Find out what you need to do to land these clients and why you haven’t yet.
What is a Whale? A “Whale” in business is often referred to as the big client or big account that if landed would mean incredible revenues to you and your organization. Amazingly, for various reasons, these large clients are often not pursued to the degree that one would think. Often times it is assumed that these clients would have no interest in the goods or services that you have to offer, or it is assumed that the competition to land these accounts is so heavy that your time would be better spent pursing mid-level leads. Both assumptions are completely inaccurate. The fact is that many of your competitors have given up their pursuit of these large clients after initial rejection or have never tried at all.
How do you land a Whale? Simply put, by planning and persistence. Your first step is developing your U.S.P. short for Unique Selling Proposition. What do you offer that is unique, something that describes your product or service in 2-3 sentences that will grab someone’s attention or will make you stand out. For example, let’s say that you are a consulting firm, a good U.S.P. could be “Our average clients experience a 25% increase in sales revenue along with a 20% reduction in overhead cost.” Certainly this would be of interest to anyone, even top level CEO’s.
The next step is persistence, again where most of your competitors will fail. Don’t expect your prospect to say yes the first time, in fact plan on initial rejection as the first step in the process. Be professional, courteous and polite but always make sure the Whale understands that it is your goal and mission to have them as your client. Don’t pester them daily rather strategically follow up, each time with a new message still tied to your U.S.P. “Mr. Jones, I just wanted to let you know that I recently finished a project where my client experienced 30% sales growth in 30 days. I told them about my quest to gain you as a client and they said they would be happy to give me a referral!
Finally, it is important to strategically find an angle of entry, or a way that you are going to get in front of your prospect face to face. A great way to do this is by calling the Whale and asking them for business advice. “Mr. Jones, I know you are a busy man but I really admire what you have been able to accomplish as chairman and I would appreciate a few minutes to pick your brain to help me take my consulting firm to the next level”. This accomplishes two things, you will obtain valuable information to help you in your business as well as build a rapport that can result in securing the account.
The competition for large clients or “Whales” is heating up. Find out what you need to do to land these clients and why you haven’t yet.
What is a Whale? A “Whale” in business is often referred to as the big client or big account that if landed would mean incredible revenues to you and your organization. Amazingly, for various reasons, these large clients are often not pursued to the degree that one would think. Often times it is assumed that these clients would have no interest in the goods or services that you have to offer, or it is assumed that the competition to land these accounts is so heavy that your time would be better spent pursing mid-level leads. Both assumptions are completely inaccurate. The fact is that many of your competitors have given up their pursuit of these large clients after initial rejection or have never tried at all.
How do you land a Whale? Simply put, by planning and persistence. Your first step is developing your U.S.P. short for Unique Selling Proposition. What do you offer that is unique, something that describes your product or service in 2-3 sentences that will grab someone’s attention or will make you stand out. For example, let’s say that you are a consulting firm, a good U.S.P. could be “Our average clients experience a 25% increase in sales revenue along with a 20% reduction in overhead cost.” Certainly this would be of interest to anyone, even top level CEO’s.
The next step is persistence, again where most of your competitors will fail. Don’t expect your prospect to say yes the first time, in fact plan on initial rejection as the first step in the process. Be professional, courteous and polite but always make sure the Whale understands that it is your goal and mission to have them as your client. Don’t pester them daily rather strategically follow up, each time with a new message still tied to your U.S.P. “Mr. Jones, I just wanted to let you know that I recently finished a project where my client experienced 30% sales growth in 30 days. I told them about my quest to gain you as a client and they said they would be happy to give me a referral!
Finally, it is important to strategically find an angle of entry, or a way that you are going to get in front of your prospect face to face. A great way to do this is by calling the Whale and asking them for business advice. “Mr. Jones, I know you are a busy man but I really admire what you have been able to accomplish as chairman and I would appreciate a few minutes to pick your brain to help me take my consulting firm to the next level”. This accomplishes two things, you will obtain valuable information to help you in your business as well as build a rapport that can result in securing the account.
Friday, July 31, 2009
Crisis Management
A friend of mine once described his supervisor to me by saying "He is a great crisis manager, if there isn't a crisis he'll create one". As humorous as that may be, often times managers evolve into constant crisis managers. They don't intend for that to happen, yet time and time again it seems that their department or company is constantly on the brink. Take a look at the workload and responsibility in front of you right now. To some degree aren't we all in crisis management mode all of the time?
It may be helpful to define what exactly crisis management is. Encarta defines a crisis as "a situation or period in which things are very uncertain, difficult, or painful, especially a time when action must be taken to avoid complete disaster or breakdown."
If we carry that definition into business we can define crisis management as "a situation or period in which the future success and profitability of the business and the livelihood of its' employees are at risk and immediate action must be taken to prevent eminent company collapse and closure." Now that sounds much more serious doesn't it? Are you in crisis management mode and there is no crisis based on our definition? If you are there are some pretty serious consequences likely to come your way.
While crisis management certainly grabs the attention of your employees and coworkers and may assist in short term increased productivity, over the course of time your employees will become burned out, and when a true crisis comes along they may not able to respond, or think that this is just another one of your crisis modes and not feel the urgency of the situation. (Remember the boy he cried wolf?) More importantly, how is crisis management affecting you? Chances are you are taking work home with you, it is affecting your mood and behavior around your family and friends, you may not enjoy coming to work as much as you used to or may even dread it!
It is not too late. Like any rut you find yourself in life you can escape it. The first step is to stop, take a deep breathe, and structure every day. Don't try to fix 10 things at once, all you will do is put a band-aid on a leaky pipe, it is bound to start leaking again soon. Prioritize the issues that need your attention and fix one problem (completely) at a time. Dedicate all of your attention to fixing the problem and do not stray your attention from it. Stay away from your PDA, let your calls go into voice mail, close the door to the office. Those questions and problems will be there for you to address when you are done. Watch a dog chase it's tail, that is what your life is like if you are in constant crisis management mode.
You will find rescue in structure. You will be more efficient. Your employees and coworkers will look up to you and you will go home every day with a feeling of accomplishment for each problem you completely solve.
A real crisis will be less likely to occur and when one does you will have an army of dedicated soldiers ready to help you battle it.
It may be helpful to define what exactly crisis management is. Encarta defines a crisis as "a situation or period in which things are very uncertain, difficult, or painful, especially a time when action must be taken to avoid complete disaster or breakdown."
If we carry that definition into business we can define crisis management as "a situation or period in which the future success and profitability of the business and the livelihood of its' employees are at risk and immediate action must be taken to prevent eminent company collapse and closure." Now that sounds much more serious doesn't it? Are you in crisis management mode and there is no crisis based on our definition? If you are there are some pretty serious consequences likely to come your way.
While crisis management certainly grabs the attention of your employees and coworkers and may assist in short term increased productivity, over the course of time your employees will become burned out, and when a true crisis comes along they may not able to respond, or think that this is just another one of your crisis modes and not feel the urgency of the situation. (Remember the boy he cried wolf?) More importantly, how is crisis management affecting you? Chances are you are taking work home with you, it is affecting your mood and behavior around your family and friends, you may not enjoy coming to work as much as you used to or may even dread it!
It is not too late. Like any rut you find yourself in life you can escape it. The first step is to stop, take a deep breathe, and structure every day. Don't try to fix 10 things at once, all you will do is put a band-aid on a leaky pipe, it is bound to start leaking again soon. Prioritize the issues that need your attention and fix one problem (completely) at a time. Dedicate all of your attention to fixing the problem and do not stray your attention from it. Stay away from your PDA, let your calls go into voice mail, close the door to the office. Those questions and problems will be there for you to address when you are done. Watch a dog chase it's tail, that is what your life is like if you are in constant crisis management mode.
You will find rescue in structure. You will be more efficient. Your employees and coworkers will look up to you and you will go home every day with a feeling of accomplishment for each problem you completely solve.
A real crisis will be less likely to occur and when one does you will have an army of dedicated soldiers ready to help you battle it.
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