The Importance of Mapping Your Buying Process

By Melina Abbott, Business By Results

How do you pinpoint which areas of the conversion process need improvement? You could guess and implement broad strategies but they won’t be as effective as addressing specific issues. Mapping your buying process helps you to define specific steps that you can follow.


May 29, 2013 at 4:53 pm

Your Top 5 Marketing Mistakes

By Helen Jones 

As I work with more and more small businesses to review their current marketing activities some common errors keep cropping up time after time. These very often undermine their marketing investment and leave them wondering why their efforts aren’t bringing more results.


May 29, 2013 at 4:47 pm

The Opportunities In Your Database

By Helen Jones

Last year we published an article on finding the hidden money in your business – going for some of the obvious ‘low hanging fruit’ that are right under your nose but seemingly invisible to you.

A big part in finding this ‘hidden money’ is making the most of the information you have within your business about your customers, their purchase history and information you hold about contacts and prospects.


January 23, 2013 at 9:28 am

Why Can’t I Sell To The World?

By Helen Jones

All very well if you have a budget and organisation the size of Mars or Proctor and Gamble, but most small businesses are successful and profitable when they focus on a specific target market and get to know these target customers really well.

Every marketing ‘expert’ I’ve ever worked with has always reinforced this principle and although it sounds completely counter intuitive, when you think it through it makes perfect sense. You can’t successfully reach out to the whole world with your marketing – who are all these customers, where are they and how do you communicate with them? (more…)

December 20, 2012 at 9:15 am

Managing Cash In Difficult Times

By Janette Whitney ACIB MCMI of Award – Winning Business Consultants, Janette Whitney & Associates

Businesses don’t fail because of a short term lack of profitability; they fail because they run out of cash.

The Solutions:
• Make sure your cash flow plans are regularly updated and are realistic.
• Allow headroom in your cash requirements to counter unexpected variances.
• Be aware of your current cash position, forecasts and bear in mind fluctuations.


November 25, 2012 at 8:54 pm

Do You Alienate Your Customers?

ImageI was really impressed by examples of some great customer service on a trip to the UK this month and it felt like businesses there were pulling out all the stops to give the best customer experience they could, in response to lower demand and stronger competition.

For once I felt that they really wanted my custom and were willing to do something about it.

These experiences left me certain that when I wanted to buy those products again I would definitely go back to the same company – can you say the same for how customers feel about your business?


November 25, 2012 at 8:38 pm

Reinvent Yourself in Times of Crisis

If you are one of today’s unemployed, you may still be wondering why it has taken this long for you to get another job. You may already be experiencing anxiety every time you check your email for responses from the companies yu sent your resumes to. But have you ever paused to think that maybe this is your chance to redesign your career path? Perhaps something good can come out of this period in your life.

When things do not seem to be going as planned, you need alternative plans to buffer the delay in achieving your goals. This may be the right time to evaluate your career goals, redefine your potentials, and reinvent yourself. (more…)

August 10, 2012 at 1:50 pm

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