How To Create An Effective Business Development Strategy

February 21, 2012 | Author blogsocietys

The Business Development Strategy is used to underpin your main Business Plan and essentially it sets out a standard approach for developing new opportunities, either from within existing accounts or by proactively targeting brand new potential accounts and then working to close them.

This document highlights the key issues you should consider prior to compiling your own plan and will hopefully guide you logically through a proven framework.

The key word is ‘Strategy’, because you are creating a workable and achievable set of objectives in order to exceed your annual target.

Your Starting Point:

The key words are Who? What? Where? When? Which? Why? How?

For example:

Who – are you going to target?

What - do you want to sell them?

Where – are they located?

When – will you approach them?

Which – are the appropriate target personnel?

Why – would they want to meet with you?

How – will you reach them?

If you have conducted regular account reviews with your key accounts during the previous twelve months, you should be aware of any new opportunities that will surface during the next twelve months. You will also, when assessing what percentage of your annual target usually comes from existing accounts, need to review data over the last two or three years. (It is likely that you can apply Pareto i.e. 80% of your business will probably come from existing accounts and in fact 80% of your total revenue will come from just 20% of your customers/clients)

You will be left with a balance – i.e. “20% of my business next year will come from new opportunities” – therefore you can then begin to allocate your selling time accordingly.

Ideal Customer Profiling:

Pro-active business development demands that we create an ideal target at the front end – i.e. an Ideal Customer Profile. The essential characteristics you will need to consider are:

- Industrial Sector

- Geographical Location (Demographics)

- Size of organisations (Turnover, number of employees etc)

- Financial Trends

- Psychographics – i.e. Philosophical compatibility

Many strategic sales professionals merely profile their best existing clients and try to replicate them – there’s nothing wrong with doing this but we should always remember that we are seeking an IDEAL and we can always improve on what we already have.

‘New’ Opportunities From Within ‘Old’ Accounts:

Because it costs approximately ten times as much, to first locate and then sell to a new customer as it does an existing one (although these costs are rarely reflected in the cost of sales), it is essential that we fully develop our existing accounts working upwards, downwards and sideways, thus making the most of the (hopefully) excellent reputation we have developed already.

Most corporate accounts have several divisions, departments, sites, even country offices and you must satisfy yourself that you have exhausted every possible avenue. Don’t be afraid to ask the question “Who else should I be talking to in your organisation”?

Developing New Opportunities:

There are a number of ways in which we can target new opportunities e.g.

o Direct Mail

o Telephone Canvassing

o Researching Archived Files For Customers Who Used To Buy From Your Company

o Exhibitions

o Seminars

o User Groups

o E-Mail Campaigns

o Referrals

o Qualified Leads

o Advertising

Not all of these will be appropriate to your particular industry, but you should not be afraid to experiment – i.e. challenge the paradigm – and do not accept that just because a particular idea has not worked in the past that it will not do so in the future. (Remember when you were learning to walk – it didn’t work first time then!)

The important thing is to make an early decision in terms of what you are going to try and then build this (those) ideas into your master plan.

A Typical Business Development Plan:

You should plan out the whole year and review / revise quarterly.

o List your existing accounts and plan what activities / actions need to be completed in order to fully exhaust all opportunities. You may for instance, plan to cover more bases within the decision making unit or contact associated companies or offices. The Strategic Account Profile can be used as a prompt.

o Begin to target new accounts using business directories etc. and set targets per week / month / quarter i.e. I normally allow for eight hours per week as a minimum (Don’t forget to continually refer back to your Ideal Profile)

o Then build in what assistance you need from your marketing function – i.e. qualified leads, seminars, exhibition attendance etc.

o Finally share your plan with your manager and then commit to it.

You should also measure it against S.M.A.R.T.E.R. i.e. is it.

S.pecific

M.easurable

A.chievable

R.elevant

T.imed

E.xciting

R.ecorded

Linking With Your Commercial Plan:

I have suggested that your Business Development Strategy, would link with your Master Business Plan but logically you should also integrate it into your Commercial Kit(this is a document that outlines your monthly,quarterly and annual targets) – specifically the areas that deal with new business generation, account management and development, four tier account lists etc.

These three documents when combined should drive and guide you through the next twelve months and beyond.

Summary:

As I have said often enough “People do not fail because they planned to fail but rather because they failed to plan”

The man who knows where he wants to go is more likely to get there, he just has to decide how to get there. All plans are essentially maps and guides; the strategic element is the ‘How’.

Do be prepared to change course, flexibility is key, and don’t be afraid to experiment, look outside the square.

Copyright © 2008 Jonathan Farrington. All rights reserved

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Paydex Score – The Secret to Business Financing

February 13, 2012 | Author blogsocietys

As a business one of the most important things to know is your Paydex score. Your company’s paydex score is the business equivalent to your personal FICO score, or personal credit score. Knowing what this number is and having the secrets to increasing your Paydex score can mean acquiring the financing needed to start or grow your business and make the difference in achieve your business goals. On the flip side, not managing your Paydex score can cost your business.

The exact definition from Dunn & Bradstreet, or D&B is: The D&B PAYDEX® Score is D&B’s unique dollar-weighted numerical indicator of how a firm paid its bills over the past year, based on trade experiences reported to D&B by various vendors. The D&B PAYDEX Score ranges from 1 to 100, with higher scores indicating better payment performance.

The higher the score the better. Now, how do you increase your Paydex score or establish a score if you don’t have one yet. First, know what you are doing.

1 – Know what your payment pattern means

If you are under the impression you should have the highest Paydex score because you pay before the due date, you are wrong.

The highest scores are given to Companies who pay the bill PRIOR to the invoice being sent. This payment pattern is considered an anticipatory payment pattern. The company anticipates the payment is due and pays it ahead of time. This is the highest responsibility a company can display and will earn high points for your company.

2 – Understand what the Paydex score means

So, your business has a paydex score of 75. What does the paydex score mean? Is this good or bad? Well, for this example a 75 Paydex score would be the equivalent of a FICO score of about 700 or above. This is a good Paydex score.

You can use this D&B key to help you interpret the PAYDEX Score.

Key to the D&B PAYDEX® Score

PAYDEX PAYMENT

SCORE

100 – Anticipate – Payment detail may state: payments are received prior to date of invoice (Anticipated)

90 – Discount – Payment detail may state: payments are received within trade discount period (Discount)

80 – Prompt – /i>Payment detail may state: payments are received

within terms granted (Prompt)

70- 15 Days Beyond Terms

60- 22 Days Beyond Terms

50 – 30 Days Beyond Terms

40 – 60 Days Beyond Terms

30 – 90 Days Beyond Terms

20 – 120 Days Beyond

UN – Unavailable

The payment details section may include the following comments on your payment patterns:

Antic - payments are received prior to date of invoice (Anticipated).

Disc – payments are received within trade discount period (Discount).

Ppt – payments are received within terms granted (Prompt).

Slow – payments are beyond vendor’s terms. For example, “Slow 30″ means payments are 30 days past due.

Ppt-Slow – some invoices are paid within terms, others are paid beyond terms.

(#) -indicates that no manner of payment was provided; the number merely reflects the line where it appears in the listing. For example, (004) means it is the fourth experience listed.

Payment Commentary - such as “Cash in Advance,” “Account in Dispute,” “Credit Refused,” or “Placed for Collection” may also display next to trade details. “Placed for Collection” means the account was forwarded to a third party for collection action during the past year.

It may also indicate comments like, “seasonal purchasing pattern” if many transactions are recorded in a certain period of time, routinely, during a specific time of year.

You can view a sample Paydex report at www.dnb.com

3 – GAIN CREDIT – THERE ARE CREDITORS THAT DO NOT REQUIRE A PERSONAL GUARANTEE or PAYDEX SCORE!

There are creditors that will grant lines of credit to businesses without a personal guarantee or a paydex score. This is a great way to establish credit for your business. Gaining a small line of credit with these types of vendors and making anticipatory payments will increase your Paydex score or establish a strong score for your business.

The website www.extremebusinessmakeover.com [http://www.extremebusinessmakeover.com] provides you with a program to build your Paydex score within 90-120 days and will tell you which creditors will grant you a line of credit with no Paydex score required AND no personal guarantee. This program has assisted many companies in not only increasing their Paydex score but gaining substantial lines of credit.

You should know that less than 3% of businesses that attempt to receive funding on their own ever do! If you apply at multiple places without pre-qualifying, you may damage your credit and will destroy your chances of receiving funding from the sources that would have done your deal. It would be in your best interest to consult a company like extremebusinesscreditmakeover.com prior to attempting to gain credit lines.

4 – Manage Your Business Credit Responsibly

If you own your own business you are probably not 18 years old anymore and should know how important maintaining good credit is. A strong Paydex score can give you the credit lines you need to increase your marketing effort, buy the needed equipment, get the supplies required to land big clients, and could be the difference in your companies success.

With all that at stake it is of the utmost importance to manage your credit with the highest level of responsibility.

If you are not in a place to make the required payment at least by the due date, then DO NOT MAKE THE PURCHASE ON THE CREDIT LINE.

It would be careless to abuse this credit line since can be such a key to your long term success.

Armed with this information you are on your way to increasing your Paydex score and gaining the credit you need to make your business thrive!

Nicole Anderson offers information about corporate and personal unclaimed money at www.cashunclaimed.com . Would you like to receive your lost funds check from money owed to your company, your family or yourself? A simple unclaimed property search could mean a check in your mailbox. Click on www.cashunclaimed.com for a free money search, that includes all state and federal databases, and locate your missing money today!

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Cebu City, Philippines – The Good, The Bad and The Ugly

January 27, 2012 | Author blogsocietys

A tourist visiting Cebu City for the first time may well be turned off by some of the city sites. The city has several world class resorts, hotels, beaches and dive sites. It also has some areas of the world’s most devastating poverty. Cebu City is the capital city of the Cebu Province and it is the second largest city in the Philippines following Manila. I always feel at home in the city and lived in the city before building my home in the rural Cebu Province of Camotes Islands. Cebu City is a mix of the old and new, rich and poor, good and bad and pretty and ugly. There is also the mix of clean and really dirty or filthy. The rule for anyone going to Cebu for the first time is to not make a snap judgment.

My first trip to Cebu City was in February 2004. I went to the Philippines to meet a girl (Judith) now my wife. I flew into the Cebu-Mactan Airport and was met by Judith and one of here sisters. My flight started in Florida and the last leg of the flight was from Hong Kong. The Cebu International airport is just a little outdated, but very functional. Once outside of the airport doors I saw waves of people waiting to meet people coming off of the flight from Hong Kong. The airport was not all that busy when I arrived and I think my plane was the only arriving flight at the time. As people from my flight walk outside of the airport door they were bombarded with shuttle, taxi and V-hire greeters, all trying to get a fare. I met Judith just outside the airport doors. She, her sister and I all jumped into an old Kia Taxi and we were off to my hotel.

The taxi was old and not very well maintained. The Air conditioner didn’t work and the window wouldn’t go down. Of course that didn’t matter as I couldn’t close the door because the door latch was broken. So, I got lots of air. The hotel was about a 30 minute drive from the airport. As we traveled the city streets I saw crowded sidewalks made even more crowded by the many sidewalk vendors and street vendors. Some of the roads we traveled were moderately maintained while others were in very poor condition. The roads were crowded with many types of cars, but mostly Kia’s and Hyundais. There were also a lot of Jeepneys, a Philippine traditional method of travel. A jeepney looks like a stretched army jeep with a hardtop and a large cargo area used for two benches for passenger seating. Jeepneys are normally painted with several different colors and lots of chrome. Many of the jeepneys are poorly maintained and most have bald tires and the braking systems may be questionable. Also, there were lots of small motorcycles.

After traveling just a few minutes I decided that the most dangerous vehicle in Cebu was the Jeepney, the Taxi and finally the motorcycle. The jeepney drivers tend to rule the road and stop on either side of the road to pick up or drop off passengers. I saw many jeepneys cut both lanes of traffic off just to drop off people and then saw others swerve quickly to the side of the road cutting off traffic so the driver could jump out of the jeepney to urinate along the side of the road. Taxis are no better, but pose a slightly smaller threat because the vehicles are smaller than a jeepney Motorcycles seem to be a danger only to the motorcycle driver and passengers and anyone walking along side the road or on the sidewalk. Motorcycles make their own traffic lanes on whatever little shoulder the road may have to offer or sometimes drive on the painted divider line as a narrow roadway to make an extra traffic lane for themselves. At other times I saw motorcycles throttle down sidewalks weaving around pedestrians. Yet, the pedestrians seemed little concerned of the carelessness and just continued on their way.

As we continued on our way to the hotel we drove through many different areas of the city. Some areas were very old and the buildings looked as though they were ready for demolition years ago. Many buildings and store fronts are concrete with plywood or corrugated steel sheets added to broken windows and steel bars cover the window or plywood. I can’t imagine what would be worth the cost of the steel bars as the buildings were so poor. I was sure the contents within were no better. I noticed several small store fronts with one big open widow covered with chicken wire. These little stores are about the size of a small closet and there are dozen of these little stores on every street. They are called sari-sari stores and sell just a very few items such as canned fish, rice, snacks, cigarettes and so on. Most of these little stores are attached to the front of private houses and are crudely constructed of unpainted plywood and tin roofs. Most of the Sari-sari stores block the sidewalk, forcing people to walk on the road to get around the protruding plywood box. Other Sari-sari stores have a small table or tables along the narrow sidewalks for their rum buying customers and a karaoke machine assist in blocking the sidewalks.

In many of the old areas the sidewalks are filled with vendor’s shacks, tents or some other type of hurried shelter to sell goods. The sidewalks belong to the vendors and the pedestrian is left to find his own way around the ugly obstructions. These small vendor shacks on the sidewalks block the store buildings behind and I still wonder why the store owners allow the vendors to block their stores. The old neighborhood streets and sidewalks in most areas are filthy. Trash is all over the streets, chickens are tied to utility poles or street signs as well as dogs. Many of the old homes along the city’s commercial streets may or may not have running water and a sewer system. Many people use the streets and sidewalks as their bathroom and even bath on the sidewalks. The infrastructure of the old neighborhoods is almost non-existent. There is poor drainage, poor sewer systems, and electric lines hang low to the ground with hundreds of wires attached carelessly to a single wimpy pole. I often wonder how trucks make it under these wires without hitting the wire. In many cases the bigger trucks do indeed hit the wires and knock out power to large section of the city.

The one thing that stood out for me as we past by all these areas in the taxi was the people all seemed happy. Despite, what I saw as great poverty and terrible living conditions, these people, or least many people were happy. Although, most of the people I saw were rushing down the sidewalks going about their daily routine. I thought these people are doing the same thing as other people do in any major city around the world. Yet, my first visit in Cebu City opened my eyes to the fact that at the very least, the city was poverty stricken or had a large population that lived in poverty.

After about 30 minutes riding in the taxi we came into a much nicer area of the city and there like an oasis in the middle of all the poverty was this beautiful Hotel and a large modern shopping mall next to it, as well as several large modern well maintain high rise buildings. The scene was a stark difference to the old areas of the city. This area could be found in any modern US city and looked very much like a commercial area of a US city. The area is called the Ayala Business Park and the Ayala Mall. This is modern Cebu City and it is everything you would find in any modern city.

Once at the Hotel, the Marriott, I checked into a very nice room and we all went to the dinning room for a pleasant lunch. Soon after that it was just Judith and I as her sister went home. Judith then took me across the park to the Ayala Mall, just a five minute walk and once inside the mall I was amazed. The stores were the same as in the US, Ace Hardware, Levi, MacDonald’s and so on. Plus, several Philippine Department stores and many different types of restaurants and coffee shops. All the store clerks and sale people spoke English and most all the Filipinos walking through the stores were speaking English. Others used a mix of English and their native Cebuano. All the store signs are written in English and the restaurant menus are written in English. In many ways I felt as if I just traveled 20 plus hours from Florida to be in a US city.

Although there were many other foreigners in the mall many Filipinos walking by asked where I was from and in general everyone was very friendly to me. While at the mall I bought a few souvenir type things to take home and Judith and I just did a lot of window shopping. I was happy to see the prices of most things in the stores were very cheap compared to the US. At that time one US dollar bought 56.00 pesos. Today it’s one dollar to about 44.00 Pesos. Still a good deal, but today I’m careful in my spending. By the middle of the afternoon I was ready for some sleep after my long flight to Cebu. Judith went home and I retired to my hotel room.

The next morning Judith was at the hotel bright and early and we had breakfast at the hotel and then off to see the city and some of the beach resorts. Cebu has wonderful and beautiful resorts and all very affordable. The resorts are all well maintained and modern. The biggest population of customers at the resorts are foreigners and the staff Filipino. I quickly change my opinion of the city from a poverty stricken third world to a modern commercial and tourist city with a few old areas that needed a lot of help.

During my trip to Cebu we went into the old area of Colon. Colon is the oldest street in the country and has several landmarks. However, Colon is a dirty area of very old and poorly maintained buildings. Prostitution is a major problem in the Colon area as is street crime. There are some wonderful markets and great bargains to be found in Colon, but not an area for the new tourist to wander alone. Hotels can be had for a really cheap price in Colon. Some just $20.00 a night, but these hotels cater to those picking up street girls and both the girls and the rooms are really dirty. Last year Judith and I stayed at two different Colon Hotels. We went into the city for our monthly shopping trip from Camotes Islands. We decided to try the hotels as they are cheap and close to many of the outside markets. I would never stay at either of these hotels again. The best words to describe them is old, filthy, rat infested and full of prostitutes. Both of these hotels seem to cater to single foreign men and any girls the men may find at the Colon bars or on the streets. The area has several little Bikini type bars with Bar Girls (Prostitutes) also called GRO’s. Unless you are looking for a prostitute there is little reason to go to Colon after dark and even then one needs to be very careful. This is not intended to say that all of Colon is bad. There are some nice stores and restaurants in Colon. I enjoy shopping in the Colon area, but one needs to use caution in Colon.

During my first visit I saw most all the areas of Cebu City and felt safe at all times. Of course we didn’t go into the old parts of the city after dark. Rather we were at the resorts or around Ayala Park and these are all very safe and enjoyable areas.I would recommend Cebu City to anyone that wants to go to a great resort and spend time on a beautiful beach, go diving, take a boat tour of the outer islands and not spend a lot of money. There is just so much to do in Cebu City and so many great things to see. Staying at any of the resorts is very affordable just about $60.00 per night and some as high as $250.00. Dinner at restaurants is also very cheap. Meals at nice restaurants can cost just $10.00 to $20.00 for two people, I had a wonderful time during my first visit. However, I had Judith as my tour guide and as my girlfriend. I’m not sure I would have liked Cebu City as much as I did if Judith wasn’t with me during the first trip.

Soon after my first visit to Cebu City I moved from Florida to Cebu City in 2004. By this time Judith and I were engaged to marry and I wanted to live in Camotes Islands. However, we decided to live in the city while looking for land to build a house in Camotes. Camotes Islands are a rural province of Cebu and just two hours from the city by boat. We rented a brand new two bedroom house in the Lahug area of Cebu City. The monthly rent was just $125.00 plus our TV cable for about $15.00 a month. The house was located on a hillside overlooking the city and close to everything we needed. Lahug is a very nice area and now there are many new housing sub-divisions built in the area. Our monthly budget while living in Lahug was approximately $700.00 and that included the rent, utilities, food, taxi cabs and even lots of dinners at restaurants and entertainment. I assume if we still lived in Lahug the budget would be just a few more dollars a month.

Within just a couple of weeks after moving into the Lahug house I felt as if Cebu was my city and I really enjoyed the city life. The city has many things to offer the foreigner and the city is always trying to attract more foreign retirees. It truly is a foreign (expat) friendly city. The largest group of foreigners in Cebu is Korean then Americans, Australians, British and Japanese. There are no racial tensions or problems in the city that I am aware of and the city is very safe. However, like any major world city there is crime, but using common safeguards and precautions one can have a happy life in Cebu City. Driving in the city is something I have never attempted and I don’t think I ever will drive in the city. The taxi cabs can get you almost anywhere in the city for $1.00 to $2.00 and that’s fine for me.

Shopping in the city is great and there are products from all over the world in Filipino stores. Many food stores stock western brands so you will never get homesick for your favorite foods from home. The outside markets, located all over the city offer great bargains and it’s always fun to negotiate prices with the vendors. Cable TV is available in the city and it offers many American shows and news programs. You can go to the movie cinemas and see a new release movie for about $1.00 and the popcorn is just a few pennies. The city has grown since I moved to the Philippines. There are many new gated housing Sub-Divisions that cater to foreign buyers, new high rise condo buildings and the resorts all continue to attract foreigners. The two major malls in the city, Ayala and SM are both expanding. Many of the roads have been upgraded as well as the infrastructure in many areas. The city is a major draw for tourism and is always attempting to bring in more tourist and more foreign retirees.

Any expat on a monthly pension of about $1,000.00 can live like a king in Cebu City. You can live on less than $1,000.00 but I think $1,000.00 is the right figure if you include saving a little each month for emergencies, trips back home and medical needs. The city has very good hospitals and medical cost are much less in the Philippines. Good dental care at very reasonable rates is also available in the Philippines. Many people go to Cebu for medical or dental vacations. Just remember, if you think you want to move to Cebu City do your homework. Do you want to live in a new country? do you want to be separated from your family and grandchildren?, if you are married how does your wife feel about living in Cebu? If you have young children do you want them to live in a new country and what about their education? Do you have the patience and understanding to learn and live in a new culture? Do you have the money to live a good life in Cebu without the need to find work? Do you have enough money to cover any type of emergency that may require five to ten thousand dollars? Finally, what is your reason for wanting to live in a new country? If you can be honest with yourself and have a positive answer for the above questions, then maybe Cebu City is for you?

Remember too, The Philippine economy is struggling. Filipinos with four and six year college degrees are driving taxi cabs or working as store clerks. Unemployment in the country is through the roof. Poverty is a major issue in the country. For all the beauty of the Philippines Poverty continues to destroy many Filipinos and their futures and creates an ugly face to an otherwise beautiful country. Just this week on November 8, 2007 an 11 year old girl in Manila living with her mother, father and little brother in a shanty town hung herself. The reason left in a note from the little girl was because of the poverty she and her family lived. The father not able to find work for months and the mother working for just $1.00 a day. The little girl had just the night before asked her father for P200.00 for a school project. The father did not have the money, just under $4.00. All the girl wanted was to finish school and buy a new bike. A simple dream complicated by severe poverty in a country struggling to overcome political corruption and theft. Please remember, what you may spend in just one day in the Philippines is what a Filipino may have to live on for a month. Poverty does indeed take lives.

I truly love my lifestyle in the Philippines, but it took some time, patience, understanding and a few sacrifices to live in the Philippines. I made several mistakes before coming here and a few since living here. I didn’t have enough money when I came here in 2004. I’ve made a few trips back to Florida to do some contract work and then returned to my beloved Camotes Islands. I’m currently away from home on a teaching contract. However, for me, it’s worth the price to have just a few months a year in my paradise called Camotes Islands, Cebu, Philippines. I think anyone looking for a great vacation will enjoy Cebu City. Those looking to retire on a modest pension can live well here, but just be sure living in a new country is right for you. Before making a decision to move here it’s wise to come on a vacation first and see the city for yourself. Then you can decide if this is the life you want. Once again, for me this is paradise.

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How to Write a Cold Calling Script for Your Cleaning Business

January 17, 2012 | Author blogsocietys

Have you ever decided to just pick up the phone and “wing-it” when cold calling for your cleaning business? How did it go? My guess is not so well…

When making a sales call you only have about 10 seconds to grab your prospect’s attention so your first impression has to be really strong. Having a prepared (and practiced) script is essential for your success.

Practicing your script so it sounds natural is very important. Have you ever received a call from a telemarketer whom you could tell was reading from a script? That’s NOT the kind of script we want to use here. Practice with friends or family members so you can have them play the role of the prospect. You want to have enough flexibility in the script so if the conversation suddenly changes, you’re flexible enough to go with the flow.

When writing your script, be sure to write the way you talk, and be sure to get to the point quickly. Don’t waste time by saying something like, “how are you today”? This gives them a chance to end the call before it’s even started. Greet your prospect by name, and then say, “My name is [John Jones], and I’m with [company name].”

Next you want to have a simple, yet strong sentence that explains what you do. For example, “I work with building owners and managers who have cleaning issues that they’ve never been able to resolve.” You need to be creative here — don’t say the same thing everyone else says. Use phrases that help to establish you as an expert. Maybe something like, “we specialize in…”, or “we’re known for…”.

Use your niche market to your advantage. If you’re calling a bank, let them know that you also work with other banks in the area. This lets your prospect know that you’re familiar with their type of business. Plus it’s likely that they know other bankers in town so if you can drop a name, this is a good time to do it.

Next you want to describe your service stating benefits, not features. At this point in the conversation, they don’t care that you’re bonded and insured, but they probably do care that you specialize in marble floor care if they have a beautiful new marble floor. They’re also interested in how you can save them money so think about specific ways you’re able to save them money.

The goal of the phone call should be to make an appointment with the prospect. You’re not trying to make a sale just yet. So end the call by setting up a time to meet. Ask them for 10 – 15 minutes of their time, and give them a couple choices. Don’t simply end the call by saying something like, “Can we meet next week to discuss this?” Instead say, “Would next Tuesday at 10 a.m. be a good time to meet?”

When you have the meeting scheduled, be sure to confirm the prospect’s name, title, phone number and address, and make sure they have your contact information as well.

To recap, here’s what you need for your cold-calling script:

· Greeting. “Hello Mr. Jones. My name is ______, and I’m with _______.”

· Say what you do. “I work with building owners and managers who have cleaning issues that they’ve never been able to resolve.”

· State your benefits. “We specialize in servicing banks with high-end surfaces like granite flooring and countertops. ABC Bank recently had us restore their granite floor and was very pleased with the results.”

· Ask for a meeting. “I would like to meet with you for about 15 minutes to discuss what we can do for your company. Would next Tuesday at 10 a.m. be a good time to meet?”

· Confirm contact information and be sure to write the appointment on your calendar!

Ge Appliance

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McDonalds Business Analysis

January 12, 2012 | Author blogsocietys

‘In the 1990s managers will be judged on their ability to identify, cultivate, and exploit the core competencies that make growth possible – indeed, they’ll have to rethink the concept of the corporation it self.’

C K Prahalad and G Hamel 1990

Organizations do not exist in vacuum. They operate within a competitive industrial environment. Analyzing its competitors not only enables an organization to identify its own strengths and weaknesses but also help to identify opportunities for and threats to the organization from its industrial environment. SWOT analysis is a systematic analysis of these factors and the strategy that reflects the best match between them.

Let us analyze these principals in relation to the core competence of McDonalds, one of the largest food chain companies in the world. Let us first start with the strengths and the positive aspects which define the performance of this company. How can we define the company’s strengths? Strength is a distinctive competence that gives the firm a comparative advantage in the market place. For instance financial resources, image, market leadership and buyer supplier relations etc

McDonalds is the no: 1 fast food chain stores with a 40 million customers visiting it per day. It has over 30,000 branches in 120 countries. It derives 80% of its revenues from eight countries like Canada, Brazil, Germany, France, Japan, UK, Australia and US. The greatest strength was creating an image in the minds of the people and introducing them to the fast food culture. Delivery speed, customer care and cleanliness are the core strengths on which these stores expanded. They created a corporate symbol and their advertisement campaigns were highly successful in establishing the brand image and logo in the minds of the millions. Two main competitors generally identified with McDonalds are the Burger King and the KFC. McDonalds marketing strategy is concerned with the internal resources, external environment and its basic competencies along with its share holders.

McDonald’s product value is also its greatest strengths. Customers know what to expect when they walk into a McDonalds store. It gives great emphasis to human resources by satisfying both the customer and the employees. Next is the innovation aspect wherein new products line up to catch up with the new trends and tastes of the people. Its diversity into other new business ventures can also be considered as its strengths.

How effective are these strengths to the company in the long run? McDonalds today is not that amendable as it was during its inception. What are the driving factors which results in its present decline in terms of sales and services? To analyze this factor we have to look at the weaknesses part of the companies business and marketing strategy. What can generally be termed as a weakness of a company? The same factors which were considered as strengths also become a weakness if it impedes the overall performance of the company.

Customer trends change and so does their choices. People are generally tired of the same brands that they had been using over the years, so when they do not see the expected innovation they migrate to new brands. Moreover people see McDonalds every where and this over exposure might also be a reason for abstinence. Moreover maintaining the standards of such a huge chain becomes feasible and when there is lack of quality service in one store it effects the whole brand.

The secret of any marketing strategy is to reach the target audience. And here again the target audience should be chosen carefully. In the case of McDonalds as projected in its ads, the targeted audiences were the kids. Demographics and customer financial and psychological aspects define a business concerns success. Health conscious women and senior citizen comprise the major population but kids soon grow out to become adults. Recent law suits and documentaries resulted in the companies recent innovation and a major change related to health related product ranges and this switch over as per the needs of today’s trend and needs has increased the lost popularity of McDonalds a bit.

All the above factors point out the external strengths and weaknesses. There are also internal factors which affect the performance and overall benefits the company stands to enjoy. Kids based marketing strategy which was earlier a weakness has changed since 2003. Now more teenagers and adults rule the McDonalds ad world. The research and develop which lacked earlier is also looked into and the brand quality is being defined with various research and development options today. McDonald at one stage started concentrating on expansion and growing big that it missed out on key factors like quality maintenance and R&D.

One major threat to any brand is its relationship between the management and the franchise dealers. Organization strength is the back bone of any concern and when that starts shaking the whole system will collapse. But slowing McDonald is recovering from all these weaknesses as its brand managers can easily communicate, compare and improve their services through the latest technological developments wherein they can use the internet to motivate, compare and improve upon other centers performances.

The overall analysis of all the external and internal strengths and weaknesses on this company should be linked in order to draft a sustainable plan for the companies’ further improvement. For any improvement or expansion the internal resources must be readily available. And thus analyzing this aspect can lead to a modified strategy to suit its vision. Keeping in mind the available resources the planner should think globally. Hence making use of all the core competencies the firm can definitely sustain in the competitive market.

The change in the top managerial level has creating a new wave in its performance and major changes have been implemented to retain and sustain the brand quality and innovation. As the new CEO rightly quotes,

“The world has changed. Our customers have changed. We have to change too.”

James R. Cantaloupe, Chairman and CEO, McDonald’s, 2003

Now let us analyze the sustainable competitive advantage of the company. What is sustainable competitive advantage? How can it be related to McDonalds? SCA is the advantage a company has which is difficult or impossible for other companies to possess or break through. It can either be the brand, dynamic customer care, cost structure or its patent. Whatever the advantage in order to be considered as sustainable it should either be proprietary or distinctive. Other than this three different aspects that help in SCA are,

o The managerial and organizational process should share a good integration and coordination. The much needed ‘value’ is created thereby as everyone strives to work for a common goal. The organization should learn and bring about changes according to the need of the hour and should always be flexible to changes in the environment such as customer trends, legal or government restriction and developments in the technology. McDonalds is presently concentrating on this advantage by concentrating on organizational behavior and managerial expertise. Previously this advantage was ignored as the organization was more into expansion of its outlets over the globe than strengthening its core advantage. As the result the revenue did not see much of a change while newer outlets were open. The company suffered a massive loss first time since their inceptions which further lead to the change in the managerial heads.

o Technological, structural and financial assets of a company are excellent market position which helps in the SCA. McDonalds no doubt is abundant with such aspects like structure, technology and finance. To identify and implement these assets in the proper direction towards the improvement of the company is all that is needed. After 2003 the company has really started to concentrate on its greatest advantages.

o Most of all the greatest advantage is the vision or the dream with which the company was started. Sustaining this dream over the years is any companies’ greatest advantage. A brand usually revolves around this vision sustaining this vision and working in lieu with it is a great SCA. McDonalds was started out to help people who had very little time to cook or was too busy to get into a proper restaurant. The vision was to provide quick service, cheap products and quality satisfaction. Keeping this vision in mind the company which slackened a bit because of incompetent franchise holders is being weeded and new and better people are put in this place as the torch bearers of the company sustaining and living the vision.

To sum it all up SCA means implementing the best value based strategy using all the advantages which are unique to the company and that which cannot be copied or replicated by other competitors. The importance of this SCA can be evident by the reply the great investment guru Warren Buffet gave when asked about how he evaluates his investment portfolio. He simply answered ‘sustainable competitive advantage’. Hence based on the dynamic integrated and intelligent human resources can always be the only dependable and sustainable SCA.

Outsourcing boom or doom in today’s business environment

Today everything is outsourced from employee appointment to finance and customer care. No organization is best enough to handle all kinds of work. Moreover concentrating on every detail is not possible with a big concern especially like McDonalds. But great care should be taken not to outsource the core competences of the company. General advantages of outsourcing are cheap service, knowledge of markets offshore, flexible resources, speedy operations, expansion in supplier relationship etc. most of all the company can concentrate on its core competencies and outsource rest of its operation. Recently McDonald has tested its drive through order facility. Wherein it makes sure that the order placed with the outlet is accurate. The order taken by the outsourced company is reverted back to the home restaurant. These call center has a digital camera which clicks the vehicle you drive through and the delivery man back home can integrate the order and the person who placed it using the image of the car. Outsourcing thus helps in the increase of the external suppliers and fills up the difficulties faced because of the lack of the latest technologies and other innovations.

What started of as a success story with McDonalds had to face a number of risks, competitions and major set backs. What makes it still strong and ranked among the top business concerns is its core competences and the sustainable competitive advantages both internal and external. Of course keeping up with the changing times the company has also set foot in outsourcing but the point to keep in mind here is not to be driven away by this outsourcing mania. This company has started to revert back to its golden glory recently because of large scale revamping of its organizational and structural changes being implemented.

Conclusion:

No particular competitive strategy is guaranteed to achieve success at all times. Risk attitudes can change and vary by industry volatility and environmental uncertainty and several internal conditions also might be involved. Thus the “four P’s” of marketing (product, price, place and promotion) provide a good starting point for consideration of the requirements of strategy implementation in the marketing function. The mix of these marketing elements should be appropriate and the plans for each of the elements should also be appropriate.

The marketing function is consumer oriented and hence marketing decisions are based on the careful identification of consumer needs and on the design of marketing strategies to meet those needs. The distribution system brings the product or service to the place where in can best fill customer needs. Access to distribution can mean all the differences between success and failure for a new product. Because many products require support from distribution channels in the form of prompt service, rapid order processing etc the choice of distributors, wholesalers and jobbers is extremely important.

Promotion is more than advertising. The location, size and nature of markets which the business strategy defines will guide promotion mix decisions and should indicate the content of promotional material as well. Pricing is a complex issue because it is related to cost, volume, trade offs etc and because it is frequently used as a competitive weapon. Pricing policy changes are likely to provoke competitor response. Using price to jockey for position can lead to price wars, which usually hurt all participants.

Marketing has received increasingly greater attention in the competitive business since the early modern era. The old concept of marketing focused on the firms existing products and considered marketing to consist of selling and promotion to maximize sales at a profit. The new concept however focuses on the firms existing potential customers and seeks to earn profit through customer satisfaction with an integrated marketing program.

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Presenteeism: The Hidden Costs of Business

January 9, 2012 | Author blogsocietys

(prez.un.TEE.iz.um) n

Presenteeism, a relatively unknown concept, is the complement of Absenteeism. It is defined as the measure of lost productivity cost due to employees actually showing up for work, but not being fully engaged and productive mainly because of personal health and life issue distractions. Currently, Presenteeism is estimated to be up to 7 ½ times more costly to employers than absenteeism. (1)

Statistically, Presenteeism rears its ugly head and shows itself for what it really is… a costly, somewhat unseen threat to employers. It is considered a threat because of its stealthy nature. The term itself is new, only recently added to our language. Considering the following alarming statistics, your business may be in danger.

o Presenteeism accounts for 61% of an employees total lost productivity and medical costs. (4)

o Presenteeism costs employers an estimated $2000/yr/employee. (10)

o Employees working at diminished capacity cost employers $250 Billion/yr. (8)

o 42% of employees anticipate elder care issues over the next five years. (2)

o 37% of employees with current elder care issues have lost work time per week, a total of (11) hours/wk spent. (2)

o On average, employees spent about 8 hours over the previous two-weeks off work, related to giving care. Some of that was paid, such as sick leave or vacation time, and some was unpaid. (5)

o One of the most commonly requested resources from EAP’s are legal services to cover estate planning, family law, divorce, real estate, bankruptcy and other non-workplace issues, accounting for 60-70% of all EAP requests from employees. (2)

o 64% of unscheduled absences are due to family issues 22%, personal needs 18%, an entitlement mentality 13% and stress11%. (9)

o 30% of employees come to work at least 5 days when they are too distracted to be effective. 28% of workers took time off for care giving and 25% took at least 1 hour/day to deal with personal issues. (7)

o Costs of absenteeism have risen from $610/employee/year in 2000 to an average of $789 per employee in 2002. (6)

o Of all of the expenses related to absence, unscheduled time off has the biggest impact on productivity, profitability and morale. (9)

o 49% of employees lose productivity at a rate of 1 hour or more/day due to stress, 40% lose 1-2 days/yr, 37% lose 3-6 days/yr, and 23% lose more than 6 days/yr of productivity due to stress. 44% of employees come to work 1-4 days/yr when too stressed to be effective, 19% of employees come to work more than 6 days/yr when too stressed to be effective. (3)

o 68% of employees take frequent “stress breaks” at work to talk with others. (7)

So, what can be done? Some will argue “Do nothing” and it will work itself out, after all, these issues have been a part of employee/employer relations for years. While that may be somewhat true, the actual associated costs of Presenteeism are rising, usually without the conscious knowledge of the employer. Those “hide your head in the sand” approaches to business operation usually spell d-o-o-m. Ignorance concerning any threatening, growing, unrealized operational problem will indeed be costly.

Potential Solutions: Employers must begin to encourage sick or distraught workers to stay home and get appropriate medical or professional attention before returning to work. Consider funding or partially funding an on-site day-care facility. There are many successful models to emulate. Consider expanding or modifying personal leave policies to better aid employees. Expand EAP programs to offer additional employee assistance in a wide range of emotional and family issues. This also has the unseen benefit of enhancing goodwill and demonstrating to employees that their employer cares about their concerns. While these actions may appear to be costly, they are actually an investment in your business.

Awareness is the key, the origin, the beginning of finding solutions. Study your operations in light of the previous statistics. Take actions to prepare for these inevitable situations and build their associated costs into your business model, rather than being caught by surprise at the end of the fiscal year with drastically reduced profit margins without a reasonable explanation. Smart business persons will become aware of the costs of Presenteeism and take action up-front to protect their business.

Bibliography and References:

1999 study by The Employers Health Coalition of Tampa, FL
Risk and Insurance, March, 2004
Business Legal Resources, April 24, 2003
New Cornell University study, published in April 2004 of the Journal of Occupational and Environmental Medicine. A study of 375,000 employees over a 3-year period
Recent BankOne survey of employees
Dee W. Edington PhD, Director, Univ. of Michigan Health Mgmt Research Center
Elevated Stress Levels Lead to Presenteeism, by Richard Chaifetz, CEO of ComPsych, provider of EAP programs
Bulletin to Management, 12/5/2002, BNA Professional Information Center
Braun Consulting News, 2003 CCH Unscheduled Absence, Business Insurance July, 2000, and the US Bureau of Labor Statistics
Cigna Behavioral Health, April 26, 2004

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How Much Should I Charge For My Commercial Cleaning Services?

January 6, 2012 | Author blogsocietys

You’ve bought all your cleaning supplies and equipment, told everyone you know that you have started a cleaning business and now you are ready to start bidding on jobs and getting down to work. So your next step is to meet with potential clients and put together a bid for their cleaning services. But how do you know what to charge for cleaning your potential client’s building?

Start off by remembering that you are in business to make a profit and earn a living. Sometimes the tendency is to price our services low in order to get our foot in the door. Pricing your services too low may mean you will end up working for very little per hour. And more importantly, will have little left over to reinvest in the growth of your company. There are cleaning companies that charge more than others and have all the work they can handle and there are companies that have lower fees yet are struggling to find work! Don’t sell yourself short or you will not be able to earn a living off your cleaning business.

The rates for commercial cleaning vary widely depending upon the area you live. Hourly rates are anywhere from $15 to $40 per hour depending on the type of services that you provide, whether or not you’re doing the work yourself, and your company’s overhead and expenses. Monthly square footage rates could run anywhere from $.05 to $.20 per square foot depending on the type of building you are cleaning and the frequency of cleaning. You’ll be able to bid a higher square footage price for medical facilities versus office buildings due to more specialized cleaning needs. You’ll likely bid a lower square footage price for large buildings versus small buildings. For example, you may bid $.08 per square foot for a 50,000 square foot building versus $.12 per square foot for an 8,000 square foot building.

You will most likely be charging your customers a monthly price and you will need to figure that price by estimating how long it will take to perform the services that your client has requested. The more productive you or your employees are, the higher the hourly production rate. If you’re able to clean 3,500 square feet per hour, your profit will be higher than if you’re only able to clean 2,500 square feet per hour, so adjust your price accordingly.

It’s also a good idea to find out what the “going rates” are in your area. A few phone calls to competitors may be necessary to get an idea of the basic charges in your area. Use a script when you call so you can compare apples to apples. So what do you say when you call? Try something like, “Hi, I have a small business office that I would like cleaned once a week. It is 3000 square feet and has two small restrooms. Can you give me a rough estimate of what you what you charge per month?” The person may or may not give you an estimate. Most contractors will insist on walking through the building, but it is worth a few phone calls so you have a ballpark figure on what cleaning companies in the area are charging.

To estimate what you should charge for cleaning a building, start by doing a walk-through with the building owner or manager. Keep track of the following:

* Frequency of cleaning (once a week, three times a week, five times a week). If frequency is one or two times per week, it’s best to estimate your time and multiply by your hourly rate. If cleaning 3 or more times per week you can estimate your time by the square foot.

* Overall square feet

* Types of floor surfaces and square footage of each (carpet, vinyl flooring, ceramic tile)

* Types of rooms – general office, break room, restrooms. Also note the number of toilets/stalls and fixtures in each restroom, as well as the types of restroom supplies used.

* Any special considerations – heavy traffic areas, elevators, unusual requests, etc.

* Make note of the specific services the client is seeking such as emptying trash, dusting, restroom cleaning, mopping and vacuuming.

The following services are specialized services and you should bid them separately, and list a per-service charge on your bid:

* Stripping and Waxing (.25¢ – .50¢ per square foot)

* Buffing/Burnishing (.03¢ – .07¢ per square foot)

* Machine Cleaning of Ceramic Tile floors (.12¢ – .21¢ per square foot)

* Carpet Cleaning (.12¢ – .25¢ per square foot)

* Carpet Spotting ($20 – $40 per hour)

* Cleaning appliances (microwave, refrigerator) – $10 – $35 per appliance

* Window Washing ($1.00 – $5.00 per pane)

Make sure you take enough notes so you can put together a realistic price that is fair to the client and one in which you will make a profit. After your first meeting with the client, go back to your office look through your notes and decide what it will cost you to clean the building. You may have to consult a production cleaning rate chart to determine how long it will take you and your staff to clean the building. Once you have an idea of how long it will take to clean the building you can put your cost estimate together:

* Estimate the time it will take by using a production cleaning rate chart or calculator.

* Determine your labor cost for cleaning the building one time.

* Determine your monthly labor cost to clean the building.

* Estimate a monthly cost for supplies. This will be a fairly low figure, perhaps 1 or 2% of monthly sales.

* Be sure to add in a profit margin!

Add up the figures and you will come up with your monthly cost. If you have access to a bidding calculator you will be able to put in a series of numbers and come up with a price. A bidding calculator will also show what profit you can expect to make. It is also advisable to add a first time cleaning charge. This is usually an hourly rate of perhaps $20 – $25 an hour. The first time you go through a building it will take longer and you may find the previous cleaning service may have left dirt in cracks and crevices that you will have to clean the first time through.

Once you have your price established, put your bid packet together. Your bid packet should specify what you are responsible for and what the client is responsible for (buying their own trash can liners, restrooms supplies, etc.). It should also include the monthly charge for cleaning services, how long the agreement is for, and the procedure to cancel the contract if either party is unhappy.

It is important to learn how to price your cleaning services so your customers know you are providing a professional service at a realistic price and so that you make a profit. After all, if you do not make a profit you won’t stay in business very long!

Copyright (c) 2006 The Janitorial Store

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Starting a Mobile Locksmith Business

December 31, 2011 | Author blogsocietys

One of the best decisions I ever made in my 62 years of life on this planet was to become my own boss in a field that is never dull, always challenging, and intrinsically interesting. It was not an early decision. In fact it did not occur to me to enter this field until after I’d already spent ten years as a professional photographer. It came about in an odd way, as many serendipitous things do. But regardless of how it came to be, I consider that decision the one that paved the way for me to spend the rest of my working life in comfort and with a good measure of security.

I’ve since discovered that many people follow a similar course, turning to locksmithing only after finding themselves unhappy in other jobs. I’m not sure how or why so many discover this particular business when looking for an interesting career. In my case it was a natural progression from a rather unique part-time career I had fashioned for myself: That of installing simple door viewers and doing this door to door. Many times my customers would ask if I could install deadbolts for them while I was at it, and after turning down money a dozen or so times I finally got wise and visited a local locksmith supplier who sold me an install kit and a book of instructions. From what I can tell, others come across this idea by doing Internet searches for home businesses, because ultimately this qualifies as such if you, like I do, run it out of your home and structure it as a Sole Proprietorship. In any case, it is obvious that locksmithing has become a popular choice for a chance at self-employment.

After tiring of door to door selling (which didn’t take long to do) I hit upon the idea of cold calling. I was still thinking too small, but at the time I didn’t know it. Lesson Number One: Don’t do this. I was doing it back in 1981 or so when the stigma attached to such endeavors wasn’t quite so strong. I’m afraid that calling people out of the phone book and asking if they’d like to have deadbolts installed just would not fly in the present era of terrorism and business rip-offs.

Still, I owe to this period of hard knocks a good deal. I became efficient at installing locks, rekeying locks, and duplicating keys. It was during this one year period that I scrounged together enough money to purchase a small key duplicator and also a lock rekeying kit. I carried these items in the trunk of my car and carried them into my customer’s home when needed. I also purchased several boxes of the most common domestic key blanks and by the time I’d accumulated all this stuff my car’s trunk was crammed and I was wishing for more room. Also, and most important, I came to realize that driving around in an unmarked car and working out of the trunk was not lending itself well to my credibility.

Lesson Number Two: Start out with credibility. Purchase a small work van, or a large one if you can afford it. Buy signs or have signs painted on it. Use whatever lending power you have, may it be with banks or with family, to locate a used vehicle and have signage made up, even if this is in the form of magnetic signs. Of course all this suggests you start out as a legitimate business, and this is just my point. Create a name for your business (think long and hard about this, as you’ll lose any credibility you might initially gain if you keep changing it), have signs and forms and letterheads made up, and dive in.

There is, too, the question of legality. This is a hard subject to field, because the legality of doing business from one jurisdiction to another can differ widely, and even wildly. It is incumbent upon you to do the research and determine whether or not your jurisdiction requires a locksmith be certified, bonded, and/or licensed. You’ll almost certainly discover that licensing is the fundamental hurdle, and that is usually taken care of with the signing of a few forms and the payment of a small annual fee. Certification is something else. Not all jurisdictions require this. In my case I found that the state in which I was then living — Utah — did not require it. Nor was I required to be bonded, though I chose to do so for the added protection (it is widely and incorrectly thought that bonding protects the locksmith’s customer, whereas in fact it is the locksmith that is protected by the bond).

Lesson Number Three: Do the homework required to determine if acquiring a business license is all that is needed to establish your locksmith service. One phone call to your state’s Attorney General office will likely answer that question.

Once you have lined up an affordable vehicle and put a reasonably professional sign on it, you must begin outfitting it. This should, and must, be done before you begin advertising your services because if you are like I was at this point you know next to nothing about the business and not much more about the work. We will endeavor at this point to educate ourselves. Locksmithing is in point of fact one of the few professions left in this world in which a formal education is absolutely UNnecessary. I have spoken to very few professionals during my career who got to be that way through going to a ‘locksmith school’ or a college. This is certainly not to say that a formal education isn’t desirable. If you can afford it, if you have the means, then by all means take that route. This article is for those of you who can’t.

The vehicle you purchase will in large part determine how it is to be equipped. I’ve always preferred a full-size van (I’ve owned Ford, Chevy and GMC models during my career), but there are many locksmiths who just love the Astro Van or Safari Van made by GM. These minivans are popular with many different professions and are ubiquitous. You can undoubtedly find one in your price range. Either way, the first order of business is to erect a work bench that will give you as much space as possible. Best to have the bench on one side of the van and leave the opposite side for shelves or storage bins. Make it sturdy! There is nothing worse than a wobbly bench when you’re trying to rekey locks. Make it level for the same reason.

You’ll need a power source. It is excusable to string extension cords until you can afford something better, but bear in mind that this detracts from your professionalism. The ultimate is probably having a RediLine Generator that runs off your van’s 12V power. This is not a power inverter, it is actually a generator and it kicks out 110-115V power. They are wonderful sources of AC power and you can even run a bank of flourescent lamps off one of these for your interior shop lighting. There are several models to choose from with varying outputs, but they are expensive. If you can locate a rebuilt, so much the better. A good inverter might do the trick if you can’t afford a RediLine, but be careful. Some key machines (and you’re going to have to have one) will not run with an inverter.

Power now available, you need to start out with at least a key duplicator on your bench and preferably, as well, a good code cutting machine. The latter is desirable but not necessary in the beginning unless you plan to launch directly into automotive locksmithing, in which case you’ll find it hard to get along without one. We’ll touch on that in a moment. Key machines are almost impossible to find used. You’ll likely end up buying a small HPC Speedex because they’re pretty much the least expensive good key duplicator around. Expect to pay around $500. Best if you include this in your initial loan. A key duplicator is bread and butter for any locksmith, mobile or otherwise, so don’t even think about starting up until you have one.

Equip yourself with a good rekeying kit. I’ve always preferred ‘universal’ kits because they do the work of dozens of other keyway-specific kits and they are easy to use. LAB makes the best of these, hands down. If you have the space, try to get a metal Classic Kit. If you don’t, you can start out with one of LAB’s Mini-Durex kits or, better, the miniature version of the Universal Kit (LMK-005 or LMK-003). You simply can’t rekey locks without one, and if you get a Universal you won’t be confined to keying up one or two brands . . . you’ll be able to handle them all. Don’t know how to rekey locks? Pick up an instruction manual on the Internet or at Amazon.com. They are available and this is one of the quickest locksmith skills to pick up. While you’re at it, buy at least one plug follower, a pair of pin tweezers, and ideally a pair of TruArc pliers. Over time you’ll accumulate more rekeying tools but these fundamentals are nearly essential.

Even before I was making money rekeying locks, I was being called to open cars. If you intend to advertise yourself as an emergency service, you’re going to have to take in this kind of lucrative work. Let me tell you now, this will be the easiest money you’ve ever made. It is well worth learning the skills required to open vehicles even if it means spending a couple of hundred dollars on tools and a good manual. Lockouts, at least in my case, virtually supported me for years. If you live in a medium to large city, count on getting lockout calls day and night even if you have only a tiny ad somewhere (a subject for later). There are many good lockout kits available online, to suit any budget, and the same goes for lockout manuals. Do a Google search for ‘car opening tools’ or ‘lockout tools’ and you’ll have no trouble finding suppliers. Are they legal where you live? Again . . . this is up to you to determine. The supplier cannot and will not endeavor to police this aspect of marketing, as it is simply not possible. I’m not advocating the purchase of anything that is not legal where you reside!

House and business lockouts are likewise lucrative sources of income for the locksmith, but these require different skills, different tools. Here is where it becomes necessary to learn the skill of lock picking — probably the most fundamental skill of the trade. It is not as easy to learn as car opening and lock rekeying, but it is by no means difficult, either. It requires practice and patience, and it requires good tools. Do not get stingy here. There are lots of cheap lock picking tools for sale. You’ll find them in automotive magazines, even. Stick with tools from the established firms like HPC, SouthOrd, Lockmasters, etc. Purchase a beginner’s set with a few picks and one or two tension tools for start, unless you have a big budget, then go for a set that will last you a while. Choice of spring steel or stainless steel is largely a matter of personal choice. Whichever one you start out with will likely be the kind you’ll stay with, because you’ll form an attachment to that type and you’ll train yourself to make the best of it. More important is the concept of practice. Buy Practice Locks. Once you’ve picked all the locks in your home you’re going to need more challenges, and now that Practice Locks are an accepted training aid in this field you’d do well to pick up a few of them. Practice until you can repeatedly pick the most challenging of your Practice Locks and then practice some more.

Did I mention that servicing lockouts will likely be the single most lucrative service you offer your customers? I thought so. Good!

There are other aspects to providing a locksmith service and among these is the ability to install locksets on homes and businesses. Primarily you’ll be asked to install deadbolts, but later on, as your business gets bigger, you’ll want to offer commercial business and real estate companies the option of replacing all their old lock hardware for newer more secure hardware. Again, practice is called for and you should be prepared to install a few unnecessary deadbolts and knobsets on doors in your own home that don’t need them. After doing this a dozen or so times, it will be easy to go to that first installation with confidence. You’ll need to add a few essential tools to your toolbox, such as a 1/2 inch drill, a couple of hole saws (2-1/8 inch and 1-inch), a 1/2 inch boring bit, and a good wood chisel. With these tools, you can install deadbolts in metal or wood doors. Complete installation kits are available and are the best choice if you can work them into your budget. Need instruction? Books galore available on Amazon.com or at any large scale bookstore in your city.

Once you’ve accumulated vehicle and the tools, and some knowledge gleaned from practice and reading, you can start thinking about getting your feet wet. The best way to start is the old fashioned way and that is to appeal to family and friends for work and for referrals. Network. Talk to everyone you know and let them know you’re serious about this and that you are available. Step two is to advertise and this is absolutely necessary, even if you start out only as a listing in the Yellow Pages. This is where 99% of the people who need a locksmith will look. Newspaper ads, flyers (Yucchhh!), direct mail and radio ads don’t work for locksmiths unless you have one enormous budget. Try to justify a small one-eight or one-quarter page Yellow Page ad if at all possible. Even in the face of huge competition, you will get calls and over time your name will be spread around, if you do a good job. Well, it will get spread around if you don’t, as well, but you’d do well to avoid that.

That’s how I did it. That’s how thousands of others have done it, give or take a detail or two. Be sure to cover the legal bases, because if you jump into it and find later that you’re acting outside the law, don’t come to me! This is part of your research. It is not that difficult to acquire a certification and satisfy local laws that may pertain to this business. If you keep the business small, and maintain yourself as a sole owner, you’re going to be profiting right off the bat because overhead with a mobile service is nil.

It’s within your reach whether you’re 18 or 58.

Diamond Online Buying Gold

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How To Get 50 New Customers For Your Lawn Care Business

December 29, 2011 | Author blogsocietys

New lawn care business owners are constantly writing me and asking how they can gain new clients. When responding to these questions, I like to give specific examples a lawn care business owner could do today or tomorrow to help them achieve their goals. Here is a specific example of how one lawn care business owner marketed his business and gained over 50 new lawn care customers in less than 5 months.

Recently on our lawn care business forum, a new member Egreen wrote and said “This is my first season in business. Last winter I called several businesses ex. gas stations,7-11 small shopping centers in my area and explained to the manager that I was NOT trying to sell them anything. I told them I was considering a lawn care business and was taking a survey about their current lawn care service provider. This allowed me to build a rapport with the business owner. I asked who serviced their property, how often, how much they charged and if they were happy with the service provided. Before hanging up I told them if I considered opening shop I would call them and let them know how it was going.

These phone calls allowed me to gather a lot of information from them that they may not have told me otherwise. When I did open shop I called each one back and explained to them who I was and that I could service their lawn and property. I could also solve the problems they had with their current lawn care provider and I could save them a few dollars. I landed 11 out of 12 commercial accounts!”

Now any lawn care business owner that has been around for a few seasons knows the return they will make on many marketing strategies. For instance passing out lawn care service flyers in your neighborhood may help you get a 2 to 3 % response. But can you imagine landing 11 out of 12 accounts you targeted? That is an amazing response!

We asked Egreen further detailed questions to really hammer down the steps in his successful lawn care marketing process. He responded by saying “When I called the potential clients, I just took a spiral notebook and took notes. Everyone felt free to tell me most things because I told them up front I wasn’t trying to sell them anything. The most common complaints I heard were that the last lawn care company didn’t do a good enough job trimming.”

Now this is very insightful information, but I immediately thought even with this information, it would be difficult to land these commercial lawn care account because I was certain there would be lawn care contracts involved that wouldn’t be up for renewal until the end of the year. To my surprise, after talking further with Egreen he said “The lawn care contracts allowed 30 days written notice to cancel. That was fine with me because I had to prepare myself anyway. When I was ready to present my estimate, I was able to beat the competition’s price by a few dollars but I had the information that they told me in the past ex. Bad job trimming. This allowed me to go into detail about how well I trim all areas. I learned not to sell price but sell the quality of work.”

Now once these accounts were landed, what was the chance Egreen and his lawn care business would fall into the same trap the previous lawn care business owners did. The trap being a lack of communication. There was a disconnect between what the customer wanted and what the lawn care service company was providing. So I then asked Egreen if he was handling his communication with his new clients differently than the previous lawn company. He responded by saying “I call my residential and commercial accounts about once a month and ask them how we are doing. I explain that I would rather have them tell me if I’m doing something wrong (regardless of how small the problem) than not have a happy customer. I feel this personal touch is better. This is my first year in this business, I started about five months ago and I have 53 residential and small commercial accounts. The biggest lesson I think is to make them feel that they have a friend in the business. They will hopefully be a little more loyal. I do get word of mouth calls also. I also walk door to door and tell the customer I was in the area giving an estimate to a neighbor and since I was in the neighborhood I wanted to stop by. I mention what I do and point something out like an unedged sidewalk and explain the clean look of an edge job.”

Can you imagine that! In only 5 months in the lawn care business, Egreen has been able to land 53 new lawn care customers! Talk about being a lawn care marketing machine. There is no stopping him. I do hope this story will help your lawn care business grow and flourish. If you are just starting out or if you have been in business for years, we can all learn from Egreen and his success story. Pick up the phone and talk to people. Reach out to your customers and gain their feedback. Let them feel you are their friend in the lawn care business and you will grow. If you would like to read more success stories, visit our lawn care business forum at http://www.gophersoftware.com.

Read our free e-book, Be A Lawn Care Business Rebel, learn and grow your lawn care business. Also available for free download, hundreds of green industry lawn care logo templates, flyers, door hangers, web templates, lawn care business contracts as well as our 30 day trial of Gopher Lawn Care Billing & Scheduling Business Software. Go to http://www.getgopher.com. Don’t forget to watch our Lawn Care Entrepreneur Business show GopherHaul.

Lenovo Thinkpad Mlm Lead List

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