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Nailed It!

Product-LaunchHave you ever had someone tell you that you “Nailed It”? You had such a wonderful feeling of satisfaction for a job well done. Perhaps you spent months planning a product launch, large grand opening or corporate event. Everyone involved celebrated the victory, but the planning process wasn’t without its hiccups. After all… is nothing that goes perfectly 100% of the time. There are numerous vendors, responsible staff that were assigned certain tasks and logistical issues to take into account. They all have to work together toward the common goal – the product launch, corporate party or grand opening – otherwise referred to as the main event!

But what happens when someone doesn’t hold their weight or a vendor lets you down? You begin to scramble to correct the situation, or in worst case scenario, find another vendor. As a business owner or vendor bringing a piece of the puzzle to the party, you don’t want to fail.

We often talk in marketing about putting together a plan. Without a plan everything can come to a dead stop. Case in point… I planned on taking a recent vacation. Weeks prior, I asked a colleague if they would like to submit a blog for our newsletter. We discussed the topic so there was continuity in the newsletter and identified a target day.

Lisa had the article prepared prior to my leaving for vacation, and I was able to go away knowing that part of the plan was handled. This was a trust we had between us that a task would happen. But what if she would have let me down? My reaction would have been quite different.

When you get a nail in the tire of your car – think about how something as small as a one-inch nail can stop a 4,000 machine. Things you had hoped to accomplish are suddenly dead in the water. So, what does all this have to do with business? Identify your nail. Is your nail something that will build and grow your business, or will it stop you in your tracks.

We are well into the 2nd quarter of business and I would ask these questions:

  • Have you set a plan for growth during summer months and upcoming vacation season? That includes planning for summer sales, meeting new referral resources, staff vacations and your own down time.
  • Are there new concepts or skills you need to set aside time to learn? If so, put learning time on your calendar and stick to it. You may need to hire a consultant to work with you and your team.
  • When you rely on others to help you grow, do you give them the proper tools to succeed, or are you a micromanager that everything bottlenecks at your desk.

As you continue to grow your business this year are you going to key the phrase “Nailed It” or will the “Nail in the Coffin” result in stagnant growth for you both personally as well as in your business? To your business success… Nail It!

About the author: Autumn Edmiston is the CEO and owner of the Edmiston Group. The Edmiston Group is a multifaceted Pittsburgh based marketing consulting firm providing senior level marketing management services to businesses and non-profit organizations on a short or long-term basis. Core areas of service are business development, marketing, strategic planning and public relations. The Edmiston Group has consistently delivered and implemented real-world, proven business marketing ideas and strategies for business.

3 Tips to Keep Revenue Goals On Track

Outsourced-Sales-ManagerThe Edmiston Group would like to welcome Lisa Davidson, the owner of the Outsourced Sales Manager as our guest blogger. As you look at the types of partnerships your business forms, consider how you intersect with a complimenting business. It takes a marketing strategy with a measurable call to action to make the sale, but if there’s not a process to selling, where does that leave you? Take it away Lisa…..

The midyear point is quickly approaching, so how are you doing achieving this year’s revenue goals? Much like the resolutions we make at the stroke of midnight each New Year’s to get healthier and go to the gym more often, these goals can lose our attention as the demands of the day to day dealings of running a business can take precedence over one of the primary reasons for being in business; to be profitable!

So, as we near half way point, let’s take a look at why you might be missing your revenue marks from a sales perspective. Here are some of the common issues I find in my practice when working with my clients:

  • Are you selling to your target market, or to increase sales have you stretched outside of your core business? Although this sounds like a good plan, trying to be all things to all customers is a fault many fall into. It may make the register ring, but chances are you will spend more to try and retain those new customers. This causes a loss of focus on your core business and increasing revenue in that area of your business where you truly excel.
  • Is your differentiation over your competition strong enough to gain new customers? Back in the day, “customer service” or “quality products” were enough to attract new customers. However, these have become easy flags to wave and have become common tags for every business we encounter. What company is going to say, “We don’t focus on what our customers want, they get what we give them!” Or, “Our products are just OK.” Sometimes it’s hard as a business owner to articulate what makes them different from the other companies in their space. My recommendation is to ask the people doing business with you why they choose you time and time again! Who better to tell you how you fill a need over your competition than YOUR CUSTOMERS!
  • Do you have a process in place to replicate your successes or do they just happen by chance? So, you get a big sale or a new large volume customer, Wooo Hoooo for YOU! In the excitement and celebration, can you detail how this occurred, so you can get MORE of them? So many businesses take the wins, but don’t bother to go back and figure out exactly how they did it, so they can do it again. Try and learn from the experience to see where you might do even better for the next opportunity. That’s one of the reasons all sports teams review tapes after a game whether they’ve won or lost. To understand their outcome and do even better at the next game.

Hopefully these thoughts will help you get back on track and you and your team will knock your revenue goals out of the park for the second half of 2018!

Outsourced-Sales-ManagerAbout the Author: Lisa Davidson, owner of the Outsourced Sales Manager, has over 30 years of sales experience predominately in selling solution based services. She is experienced in selling to organizations of all sizes, from Fortune 500 companies to small local business. Through her experiences with these organizations, Lisa has developed an excellent ability in quantifying value and sharing that ability with other sales professionals to increase their success.

Lisa has built a network of quality professionals, and since she holds certifications in various networking skill sets, she has leveraged that network to the value of growing her business and the business of her clients.

 

Is Your Business Stuck In A Rut?

Business-mindsetDo you often feel you are in a rut? You do the same thing over and over with less than desired results? The sales and promotions you ran in prior months no longer have the same effect. When your small business gets stuck in a rut, you need to find a quick way to snap out of it. This can mean finding a new source of inspiration, following some new trends or kick starting your marketing efforts.

What stops you from moving forward?

  • FEAR. Are we doing the right thing? Going down the right path? What will others think? INDECISION is the seedling of FEAR! Indecision crystalizes into DOUBT, the two blend and become FEAR! The “blending” process often is slow. This is one reason why these three enemies are so dangerous. They germinate and grow without their presence being observed.
  • PROCRASTINATION. It’s easy to always do the simple tasks of being busy. But what happens when you have a large project, or need to focus on something new? Do you spend your time being busy, or block off time at the front end of the day to tackle the project? Try breaking the project into smaller chunks so it seems more manageable and schedule time to accomplish those chunks
  • I CAN DO IT ALL. Often this is where I see business owners get stuck. They have the mindset that they can do everything themselves, yet by not releasing tasks to either outside consultants or employees the business owner is the bottleneck in their own growth.
  • DECISIONS. As you move about your day decisions pile up. Interruptions occur and your head becomes full of deadlines and stuff. Make the most important decisions early in the day while you are fresh. By giving yourself 24 hours, it allows you to “Sleep On It” with a fresh look first thing the next morning. You will find it easier to be clear on your decision.
  • TIME MANAGEMENT. How often do you c heck your email? Do you make a plan and/or a list for tasks to be completed with a due date? Do you assign tasks to others and hold them accountable? There are a variety of project management tools to do that. Asana is a tool that I use with members of my team.

The first quarter of 2018 is over. As you review your marketing plan going into spring/summer, what are you going to do differently that will yield results? If you don’t have a plan, now is the time to put one together. If you don’t have time to create and execute the plan, let the Edmiston Group help.

About the author: Autumn Edmiston is the CEO and owner of the Edmiston Group. The Edmiston Group is a multifaceted Pittsburgh based marketing consulting firm providing senior level marketing management services to businesses and non-profit organizations on a short or long-term basis. Core areas of service are business development, marketing, strategic planning and public relations. The Edmiston Group has consistently delivered and implemented real-world, proven business marketing ideas and strategies for business.

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