Friday, December 30, 2016

Sales & Account Management for Small Business

Episode 67 of The How of Business podcast features Dan Enlgander.

Dan is an entrepreneur, consultant and the author of Mastering Account Management. He’s the founder of Sales Schema where he helps salespeople, business owners, and account managers win new customers and grow their existing accounts.

If you are a solopreneur or small business owner who depends on retail or business sales for revenue, then this episode is for you. 

Thursday, December 29, 2016

Crafting Your Elevator Pitch

Elevator Pitch Defined: a brief introduction of the value you or your company provides, delivered in conversation, that will potentially lead to a deeper dialogue about what you can offer. It communicates who you are, what you’re looking for and how you can benefit them. Answers the question “What do you do…” and may lead to “Interesting, tell me more…”.

The objective of an Elevator Pitch is to get someone's interest to continue the conversation (by giving you more time, scheduling a meeting, etc.) You want to build a sense of intrigue so people want to know more about you and your business.

Here are some guidelines to consider when crafting your Elevator Pitch for your business:

Guidelines for your Elevator Pitch:
  • Typically 30-seconds or less.
  • A well-rehearsed and concise answer to the question “What do you do for a living?” or “What is your business?”
  • Inspired by your WHY and includes your HOW. (read "Start with Why by Simon Sinek)
  • Personalized and told in your normal conversational tone. 
  • Slightly different depending on the audience. The beginning may be the same, but the end should be specific and based on interest. 
  • NOT the same as your Sales Pitch. Your Sales Pitch is a formal presentation. Your Elevator Pitch is a segue that’s part of a casual or impromptu conversation.
  • Intended to open a potential opportunity, not close the deal.
  • Should get someone’s attention, and lead them to say “That’s interesting, tell me more…”
  • May include a Call to Action (the Ask), depending on the situation. 
  • Begins to answer “So What?” and “What does this have to do with me?”, for the listener.
  • Consists of up to four parts (the first two parts are the Elevator Pitch): 
    • Benefit - the reason the person might be interested. Your value proposition. NOT your product/service. 
    • Differentiation – what makes you unique (your HOW). Measurable facts, not general claims or opinions. 
    • Interest – the listener expresses interests and/or asks for more information.
    • Ask – the action you want the person to take next (meeting, call, referral, etc.). This is not a “close”.
  • If your Elevator Pitch engages the person in further conversation, then try to incorporate stories (i.e. the story of why you started the business, the success of a particular customer who uses your product/service, etc.), and ask open-ended questions.
When crafting your Elevator Pitch, it helps to consider the four parts that make for an effective pitch as mentioned above: Benefit, Differentiation, Interest, and the Ask. Here are some examples for each part:

Benefit examples: (So What?)
  • “We help people realize their dream of owning a home.”
  • “I help people sleep at night, knowing that they have a solid plan for retirement.”
  • "Manufacturers use our system to reduce their inventory costs by 52%."
  • "Companies hire us to streamline their product inventory, saving them an average $1 million per year."
Differentiation example: (Can your competition say the same thing?)
  • “I get the best price for my clients by managing all of the details.”
  • “I have been voted “best of” because of my dedication to customer service.”
  • “I will customize the product to meet your specific needs.
  • "We have a patented method that delivers raw materials the day they're needed."
  • "Our system holds the industry record for the most money saved."
Ask or Next Step examples: (Action or continued conversation.)
  • Maybe we should run some numbers.  What's your availability next week?"
  • "Since you're interested, what's the best way to get on your calendar?"
  • “If you are interested, I can e-mail you more details.”
  • “When can we get together to discuss how I may be able to save you some money?”
  • "How does your organization handle the training of new people?"
  • “What is one of your biggest challenges in this area today?”
  • “If you are looking for ways to protect your investment, I welcome the opportunity to help you with that.”
  • “If that’s something you are interested in doing, I might be able to help you.”
  • “Here is my business card. Call or e-mail me if you would like more information.” – THE LEAST EFFECTIVE

Friday, December 23, 2016

Entrepreneurship with John Colley

Episode 66 of The How of Business podcast with our featured guest John Colley.

John is an entrepreneur, an Online Instructor, Marketer, Speaker, Podcaster, Investment Banking Advisory, and Blogger. 

In this episode we had the opportunity to chat with John about his interesting and diverse background...from his military career, to his successes in the corporate world, and his entrepreneurial ventures. 

John shares valuable tips & advice for entrepreneurs, including start-up funding and marketing tips to help you start and grow your small business. His advice for entrepreneurs includes “Don’t wait for it to be perfect.”

Read more at the Show Notes Page

[Listen on iTunes[Listen on Stitcher]
The How of Business Podcast show is focused on helping you start, run and grow your small business. Co-Hosted by Henry Lopez and David Begin, we discuss small business topics and interview other entrepreneurs and professionals.

Thursday, December 22, 2016

Henry Lopez Interview - Overcoming Fear

Henry Lopez is the featured guest on the latest episode of the "Fear is for Suckas" podcast show!

During the interview, Henry shares some stories from his background and corporate career, and how he has overcome fear to achieve success as an entrepreneur.

The Fear is for Suckas podcast is hosted by Joshua McGee, and on the show he interviews thought leaders from various industries as they share their stories of struggle and triumph and conquering their fears along the way.

Tuesday, December 20, 2016

Building Social Wealth

How do you develop relationships that help you grow your small business and and in life?

Episode 65 of The How of Business Podcast features Jason Treu. 

Jason is a top business and executive coach, sales trainer and author. He’s a leading expert on human behavior, daring leadership and relationship building.

His best-selling book, Social Wealth, the how-to-guide on building personal and professional relationships.

“You have to find your community…you need to find other people who are forging a path in life” to help you build your life as an entrepreneur and small business owner.

Monday, December 19, 2016

Personal & Business Transformation

What is the "Perfect Day Formula" and what are the “3 Secrets to Changing Your Life“?

Find the answers to these questions, and much more, on Episode 64 of The How of Business Podcast

In this episode we interview Craig Ballantyne, and entrepreneur, author, and an expert on productivity and success transformations. He shares stories from his entrepreneurial journey, and tips & advice to help you achieve greater success in life and in your small business.

Don't miss out on this special offer for our listeners! Get your FREE copy of "The Perfect Life Beginner Planner"

Download Here

Monday, December 12, 2016

Business Success Formula and Lifestyle Design

Two new episodes of The How of Business Podcast released today:

Episode 62 features Ken Bator, entrepreneur and author of "The Formula for Business Success = B + C + S". He explains how the alignment of Brand, Culture and Strategy are critical to achieving success in your small business.

Ken also shares stories from his entrepreneurial journey. Getting fired from his last corporate job gave him the incentive to start his firs consulting business. 

Episode 63 features Erica Duran, the Business Coach for modern online entrepreneurs and a Freedom Based Luxury Lifestyle Designer.

Erica shares her journey from a successful corporate career, to starting her first business and then realizing it was not the right type of business for her. 

[Listen on iTunes[Listen on Stitcher]
The How of Business Podcast show is focused on helping you start, run and grow your small business. Co-Hosted by Henry Lopez and David Begin, we discuss small business topics and interview other entrepreneurs and professionals.

Thursday, December 8, 2016

Top 5 Book Recommendations

When we interview a guest on The How of Business podcast show, we usually ask them for a book recommendation. After 61 episodes released, here are the top 5 books recommended by our guests:

[We receive commissions for purchases made through these links (more info).]

Greg Faxon - Champion Entrepreneur

Greg Faxon is an inspiring young man with wisdom well beyond his years! He has dedicated himself to studying and understanding the human mind, and he helps his clients every day to achieve greater personal and business success.

He is a Champion Entrepreneur, a business and life coach, and an author. 

Episode 61 of The How of Business Podcast features our insightful interview with Greg. 

He has masterfully translated his success in sports, business and his personal life to coach others to become what he calls Champion Entrepreneurs. 

Greg's daily mantra includes focusing on "High attention, and low attachment." And he also explains the concept of Deliberate Practice and how to apply this approach to living deliberately as an entrepreneur.

The How of Business podcast is focused on helping you start, run and grow your small business. 

Wednesday, December 7, 2016

Developing a Product

Do you have an idea for a product, but just don't know where to start or what your next step should be to create a prototype, seek investors, manufacturer and market it?

Filip Valica specializes in helping entrepreneurs take their products from idea to reality. 

Episode 60 of The How of Business Podcast features our interview with Filip. He shares his inspiring journey to becoming an entrepreneur, and valuable tips & advice to help you realize your dreams of developing a product idea. As Filip explains, "ideas are not worth a whole lot, it’s in execution where you are adding value."