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Do Business BETTER!

The CREAM Rises to the TOP – Part Six

“The TOP” = Targeted Opportunity Planning CMV – Core Market Value. What does your target market value above all else? What values form the foundation, the unifying theme which unites the diverse people who make up your target market? This is directly related to your Unique Value Proposition: the closer your UVP lines up with…
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The CREAM Rises to the TOP – Part Five

Customer Monetization In most circles, “CRM” stands for “Customer Relationship Management”. As we pointed out in the first part of this series, that sounds to us like sitting in a circle, holding hands and talking about our feelings. While we are human beings and not robots, and we do strive for pleasant, personable interactions with…
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The CREAM Rises to the TOP – Part Four

Customer Acquisition Acquisition doesn’t follow Retention and Engagement just so we can spell the word “

The CREAM Rises to the TOP – Part Three

Customer Engagement Last week we discussed Customer Retention – next week, we’ll consider Customer Acquisition. This week, we’ll take a look at an aspect of the Customer Lifecycle Model rarely discussed when dealing with Small Business development: Customer Engagement. Before you can retain them, and even before you acquire them, you must encounter individuals and…
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The CREAM Rises to the TOP – Part Two

Customer Retention Last week, we introduced the term NSFW phrases under their breath as they do. Don’t even think about doing it that way, and stop IMMEDIATELY if that’s what you’re doing now. Don’t you hate the “friend” who only ever calls you up when they need a favor, or want to borrow money? “Where…
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The CREAM Rises to the TOP – Part One

Customer vs Client If you’ve been in business for any length of time, you’ve probably come across the term “CRM”. Even if you don’t know what it means, you’ve heard it mentioned, seen ads for products and services offering to provide “CRM” for you, and webinars and workshops promising to teach you how to master…
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Money Matters – Part Five

Selling it to Your Buyers Time to wrap things up. We’ve considered the mindset adjustments required to overcome the “asking for money” resistance. Identified the good and bad customers, and plotted strategies for eliminating the freeloaders – or avoiding them altogether. So that leaves us with the good customers, and how to overcome their tendencies to…
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Money Matters – Part Four

Show Me the MONEY! In the previous entries of this series, we talked about some fundamental Small Business money issues: Ok – so we’ve covered the basics, and laid down a pretty good foundation for dealing with important Small Business financial issues and, hopefully, getting past those doubts and inhibitions which make it difficult to…
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Money Matters – Part Three

Freeloaders Need Not Apply This will be a pretty short post, compared to the previous entries in this series. Last week, we mentioned that there are such things as bad money and, particularly, bad customers. The worst kind of customers we call “freeloaders“. These are the type who will engage your services knowing full well…
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Money Matters – Part Two

DTMFA – Dump the Major Failures Already! Given all the challenges that come with doing business and daring to take the first steps in the entrepreneurial journey, we often feel we have to take every job, every customer, every opportunity to “make money”. It’s all about getting paid, and there’s no such thing as bad…
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