101 Secrets to Building a Winning Business (101 . . . Series)

Cover Front
......Page 1
Cover Back......Page 2
Title......Page 3
Also by the author......Page 4
Title Page......Page 5
Copyright......Page 6
Contents......Page 7
Acknowledgments......Page 13
Introduction......Page 15
What is the difference between success and failure?......Page 16
Size doesn't matter......Page 17
Do you have the commitment to build a successful business?......Page 18
Recurring themes......Page 19
Without action it's all a waste of time......Page 20
Share your experience with others......Page 21
Always think big (how big is up to you)......Page 22
It's not that serious—have some fun......Page 23
Section 1: Start with an impressive corporate image......Page 27
1 Is your business name telling the right story?......Page 29
2 Do you have a logo and if you do, is it the right one?......Page 31
3 What is your tag line?......Page 33
4 Consistency and the power of branding......Page 34
5 Have you got a good corporate colour?......Page 36
6 Who controls your corporate image?......Page 38
7 There comes a time when you need to review your corporate image......Page 39
8 Corporate imagery in advertising......Page 41
9 Make sure your team understands your corporate philosophy......Page 43
10 Size doesn't matter—unless you let it......Page 44
Section 2: Building strong relationships......Page 51
11 Who do you want to have a strong relationship with?......Page 52
12 Always check references of potential suppliers......Page 54
13 Take time to get to know the people you want to build a relationship with......Page 56
14 Loose lips sink ships and sometimes businesses......Page 57
15 Never let a long-term relationship be destroyed over a petty issue......Page 58
Section 3: Make sure the founfations of your business are strong......Page 65
16 Making your business bigger than one person......Page 67
17 Write a Business Plan—or get someone to write one for you......Page 69
18 Understanding the importance of systems......Page 71
19 Understanding finances—taking control of your business......Page 73
20 Keeping good records always pays off in the long run......Page 75
Section 4: Have absolute commitment to your customers......Page 81
21 It's all about respect—if you don't respect your customers don't expect them to come back......Page 82
22 Never lose touch with your customers......Page 84
23 Do you ever promise and under deliver?......Page 85
24 The first 30 seconds......Page 87
25 Talk about customer service to your staff—a lot......Page 89
26 Reward good customers......Page 91
27 Keep a notepad in your pocket......Page 92
28 Time—the one commodity that causes the most grief......Page 94
29 Customer expectations are changing—we all need to change with them......Page 96
30 Look at the entire customer service picture—not just little pieces......Page 98
Section 5: Making your workplace unbelievable......Page 107
31 Have pride in your workplace (even if you are the only one there)......Page 108
32 Make your workplace inviting and easy for your customer to visit......Page 110
33 Don't scrimp on the little things (out with Women's Weekly 1972)......Page 112
34 Offer really good coffee and tea (and nice cups)......Page 113
35 Just add laughter (in vast amounts and often)......Page 115
36 Encourage people to bring their personality to work......Page 117
37 Beware of bad smells......Page 118
38 Who is in control of the music?......Page 120
39 Cleanliness is a key component to profitability......Page 122
40 Make one person the keeper of the workplace......Page 124
Section 6: Marketing on a tight budget......Page 131
41 You have to stand out from the crowd......Page 132
42 If your budget is small you need to put in some elbow grease......Page 133
43 Ask people to send you business and they will......Page 135
44 Networking is not a dirty word......Page 137
45 Always be prepared for an opportunity......Page 139
46 Give away products or services to promote your business......Page 141
47 You need to commit time to marketing......Page 143
48 The Internet is here to stay—and it is amazing......Page 145
49 The power of the testimonial......Page 147
50 Do less but do it well......Page 149
Section 7: If your business can't sell how can you succeed?......Page 157
51 Do you really know what you are selling?......Page 159
52 Why should someone buy what you are selling?......Page 161
53 To be good at selling you have to be good at listening......Page 162
54 Get someone in to teach your staff how to sell—regularly......Page 163
55 Do you make it easy for people to buy from you?......Page 164
56 How you sold yesterday may not apply to how you sell today or tomorrow......Page 166
57 Become a sales analyser—every time you put your hand in your pocket......Page 167
58 How do you monitor your sales?......Page 168
59 What is the customer's main concern in the sales process?......Page 170
60 Always ask for the sale......Page 172
Section 8: Question everything—constantly......Page 179
61 Without this there is no point asking questions......Page 181
62 Question your business partners—ask them to be honest......Page 182
63 Walk around your business—and really look at everything......Page 184
64 Go to succesful businesses and find out why they are successful......Page 186
65 Mystery shop your way to success......Page 188
66 Do you charge enough?......Page 190
67 If it doesn't feel right it probably isn't—the business owner's sixth sense......Page 192
68 Talk to your staff—ask them for ideas and their opinions......Page 193
69 Don't be afraid to be a manager—sometimes it's tough......Page 195
70 Write your won operations manual as a way to question what you do......Page 196
Section 9: Become the ultimate corporate citizen......Page 205
71 Be involved in the community where you do business......Page 206
72 Look for opportunities outside of the normal......Page 208
73 Stand up and be counted......Page 209
74 Share your knowledge and experience with others......Page 210
75 Encourage your staff to be good corporate citizens......Page 211
76 Some things can't be measured in dollars and cents......Page 212
77 Invest in the future of your industry......Page 214
78 Offer praise wherever possible to other members of the community......Page 215
79 Don't be afraid to tell people you are a good corporate citizen......Page 216
80 Make up a plan to make you the ultimate corporate citizen......Page 217
Section 10: Making yourself as impressive as your business......Page 225
81 Appeareances are everything......Page 227
82 Have a strong moral code—with no shades of grey......Page 229
83 Be a fair negotiator......Page 231
84 Be more than your business......Page 233
85 Have a life outside of your business......Page 234
86 Be a supporter of other business associates......Page 236
87 Mix with people you can learn from......Page 238
88 Make decisions—procrastination is a killer......Page 240
89 Commit to improving your business skills daily......Page 241
90 Don't be a victim (and keep people who play victim out of your life)......Page 243
Section 11: Set the pace for your competitors to follow......Page 251
91 Believe you are the best and you will become the best......Page 253
92 Enter your business in awards whenever possible......Page 254
93 Get your name in print—there are plenty of opportunities......Page 255
94 Be prepared to get up in front of a crowd—challenge yourself......Page 257
95 Being a green business is good for business......Page 258
96 Be supportive of competitors—even if it is one-sided......Page 260
97 Spend time researching your industry online......Page 262
98 Allow plenty of time to think—and less time to do......Page 263
99 Learn from your mistakes......Page 265
100 Even better, learn from your competitors' mistakes......Page 266
101 Don't become obsessed with your competitors......Page 267
Bonus section: 20 more tips to help build a winning business......Page 275
102 Be one hundred per cent clear about what it costs to run your business......Page 277
103 Without cash you are doomed......Page 279
104 Don't stop marketing when business is good......Page 281
105 Is money slipping through the cracks?......Page 283
106 Embrace delegation......Page 285
107 Stay focused—the more successful you become the more distractions will appear......Page 287
108 Don't be afraid to tell people you are good at what you do......Page 288
109 Find a mentor—but make it a good one......Page 290
110 Learn to let go—if it doesn't work move on......Page 291
111 Get the best professional advice possible......Page 293
112 Expansion is great but can you afford it?......Page 295
113 The simplicity of checklists......Page 296
114 Be passionate about your business but learn the art of detachment......Page 298
115 Run your business—don't let it run you......Page 300
116 Never be afraid to put a proposal to someone......Page 301
117 You don't have to work like a dog to be a success......Page 302
118 Start an inspirational scrapbook and ideas box......Page 304
119 A simple strategy to overcome the dreaded 'failure to implement'......Page 305
120 If times are tough talk to someone about it—you will feel much better......Page 306
121 Enjoy the journey—it will be a roller-coaster ride!......Page 308
Where to from here?......Page 318
About the author......Page 321
Recommended reading and websites......Page 323