customers. One thing is certain. You have a unique blend of skills, attributes, qualities and values. Nobody else in business is exactly able to duplicate what you do and how you deliver it! When it comes to effective marketing, this is easy. There are many tried and trusted success formulae you can use. Here are some concepts you may want to consider:

• To what extent are you using direct response marketing to promote your business?

• What process do you have in place for creating up-selling and cross-selling opportunities?

• How do you segment your customers for marke

While there is no guaranteed route to business success there are key methodologies that you can apply to your business. These include key survival and success factors and building customer value. Let’s consider these aspects in greater detail.

Survival & success factors. Two key survival factors are delivering customer value and producing bottom line profit. Let’s take a mobile cleaning services business as an example where the barriers to entry into business are quite low. While you do have to invest in equipment, these costs are relatively modest. You don’t have to invest immediately in massive organisational costs of premises and numerous staff. These overheads can be taken on progressively as you grow.

The costs of delivering your service are mostly labour intensive rather than high material costs. By minimising your labour resource and only expanding as your customer base grows; you can manage these costs too. So overall, you should be able to sustain net profit at reasonable levels. You want to aim for net profit levels in excess of the cost of raising capital. By ensuring this you will always have the ability to manage your cash flow during growth spurts.

Delivering customer results. Your ability to deliver results for your customers is almost totally within your control. Your customers will judge your business capability from the quality of result they see and how you make them feel during the process. People will make buying decisions based on good feelings and to what extent you solve their problems.

How can you add value to the buying experience of your customers? There are a number of elements you need to focus on. These include perceived value pricing, a supplier that will be there for them in case of future need or difficulty and a result that gives tangible benefits. The most value you can add in developing competitive advantage is the “you factor”. This includes your general attitude and that of your staff. Positive attributes would include empathy, enthusiasm, integrity and a commitment to the customer to provide astonishing service.

Key drivers for growth. What are the key drivers for maximising your success? I believe there are two main factors, namely, innovation and effective marketing. Give serious thought to what you can do to be creative and provide innovative solutions for your customers. One thing is certain. You have a unique blend of skills, attributes, qualities and values. Nobody else in business is exactly able to duplicate what you do and how you deliver it! When it comes to effective marketing, this is easy. There are many tried and trusted success formulae you can use. Here are some concepts you may want to consider:

• To what extent are you using direct response marketing to promote your business?

• What process do you have in place for creating up-selling and cross-selling opportunities?

• How do you segment your customers for market

ately in massive organisational costs of premises and numerous staff. These overheads can be taken on progressively as you grow.

The costs of delivering your service are mostly labour intensive rather than high material costs. By minimising your labour resource and only expanding as your customer base grows; you can manage these costs too. So overall, you should be able to sustain net profit at reasonable levels. You want to aim for net profit levels in excess of the cost of raising capital. By ensuring this you will always have the ability to manage your cash flow during growth spurts.

Delivering customer results. Your ability to deliver results for your customers is almost totally within your control. Your customers will judge your business capability from the quality of result they see and how you make them feel during the process. People will make buying decisions based on good feelings and to what extent you solve their problems.

How can you add value to the buying experience of your customers? There are a number of elements you need to focus on. These include perceived value pricing, a supplier that will be there for them in case of future need or difficulty and a result that gives tangible benefits. The most value you can add in developing competitive advantage is the “you factor”. This includes your general attitude and that of your staff. Positive attributes would include empathy, enthusiasm, integrity and a commitment to the customer to provide astonishing service.

Key drivers for growth. What are the key drivers for maximising your success? I believe there are two main factors, namely, innovation and effective marketing. Give serious thought to what you can do to be creative and provide innovative solutions for your customers. One thing is certain. You have a unique blend of skills, attributes, qualities and values. Nobody else in business is exactly able to duplicate what you do and how you deliver it! When it comes to effective marketing, this is easy. There are many tried and trusted success formulae you can use. Here are some concepts you may want to consider:

• To what extent are you using direct response marketing to promote your business?

• What process do you have in place for creating up-selling and cross-selling opportunities?

• How do you segment your customers for marke

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Delivering customer results. Your ability to deliver results for your customers is almost totally within your control. Your customers will judge your business capability from the quality of result they see and how you make them feel during the process. People will make buying decisions based on good feelings and to what extent you solve their problems.

How can you add value to the buying experience of your customers? There are a number of elements you need to focus on. These include perceived value pricing, a supplier that will be there for them in case of future need or difficulty and a result that gives tangible benefits. The most value you can add in developing competitive advantage is the “you factor”. This includes your general attitude and that of your staff. Positive attributes would include empathy, enthusiasm, integrity and a commitment to the customer to provide astonishing service.

Key drivers for growth. What are the key drivers for maximising your success? I believe there are two main factors, namely, innovation and effective marketing. Give serious thought to what you can do to be creative and provide innovative solutions for your customers. One thing is certain. You have a unique blend of skills, attributes, qualities and values. Nobody else in business is exactly able to duplicate what you do and how you deliver it! When it comes to effective marketing, this is easy. There are many tried and trusted success formulae you can use. Here are some concepts you may want to consider:

• To what extent are you using direct response marketing to promote your business?

• What process do you have in place for creating up-selling and cross-selling opportunities?

• How do you segment your customers for marke

r difficulty and a result that gives tangible benefits. The most value you can add in developing competitive advantage is the “you factor”. This includes your general attitude and that of your staff. Positive attributes would include empathy, enthusiasm, integrity and a commitment to the customer to provide astonishing service.

Key drivers for growth. What are the key drivers for maximising your success? I believe there are two main factors, namely, innovation and effective marketing. Give serious thought to what you can do to be creative and provide innovative solutions for your customers. One thing is certain. You have a unique blend of skills, attributes, qualities and values. Nobody else in business is exactly able to duplicate what you do and how you deliver it! When it comes to effective marketing, this is easy. There are many tried and trusted success formulae you can use. Here are some concepts you may want to consider:

• To what extent are you using direct response marketing to promote your business?

• What process do you have in place for creating up-selling and cross-selling opportunities?

• How do you segment your customers for marke

customers. One thing is certain. You have a unique blend of skills, attributes, qualities and values. Nobody else in business is exactly able to duplicate what you do and how you deliver it! When it comes to effective marketing, this is easy. There are many tried and trusted success formulae you can use. Here are some concepts you may want to consider:

• To what extent are you using direct response marketing to promote your business?

• What process do you have in place for creating up-selling and cross-selling opportunities?

• How do you segment your customers for marketing purposes?

• How do you make use of endorsements and customer testimonial statements?

If you would like more information covering “Maximising Business Growth” you can request a free report headed “Top 10 Marketing Strategies that Work”. Send an email to mail@brianjamesgroup.com

Brian James Copyright 2006. All rights reserved. www.brianjamesgroup.com