Pricing can be a complex task to get right.  The rewards of correct pricing show up in both customer retention and your balance sheet.  One relatively unknown form of pricing is Value Based Pricing.  You guessed it!  Like the name says it is linked to perceived value by the customer of the goods or services [...]

I experienced some strange business behaviour this January. It’s February now so I’m sure business behaviour will be back on track. Small Business is all about learning. The big lesson I’ve learnt recently is never to assume anything in business. Instead, try and employ contingencies to manage expectations and outcomes. Here are a couple of [...]

Is it possible to to sell gourmet food, wine and petrol all at the same place 24 hours a day… and have it work? Before my recent trip to Tasmania I would have thought no. But despite being ‘marketing challenged’ by Davies Grand Central in Launceston I am inspired by their flexibility to meet the [...]

I’m not sure exactly what is supposed to happen at Christmas but it is important for customers that their goods and services are delivered by Christmas.  Now that is fine when there has been plenty of notice, maybe a bit of upfront payment and no pressure.  However……. there is a Christmas madness that takes over [...]

Avoidance is a natural human instinct and can be helpful in situations like avoiding being hit by a car.  Avoidance in business however, can have a damaging effect and actually put your business at risk.  Here are three common things business owners avoid and why. 1.  Don’t want to hear negative feedback so avoid all [...]

Q:  When customers move on – how do you stop them from moving on from your business? A:  Keep contact details and follow up on returned mail. Why don’t businesses care enough about keeping customers to keep their databases updated?  The cost of changing a record is minimal compared to the cost of finding a [...]

As small business owners we are busy. There are not enough hours in the day and the thought of adding extra tasks to an already ridiculously long to do list is about as appealing as poking yourself in your eye with a knitting needle! There is a love hate relationship with many small businesses about [...]

Do you need customers and sales fast?  Here are five ideas of how you can drum up sales for your business. 1.  Contact all people or businesses you have worked with before to discuss new work possibilities. 2.  Make contact with past customers and organise a special promotion to entice them back 3. Take out [...]

There are always positives in every situation and a downturn is no exception.  How can a downturn be good news for a business? If you do business with other businesses there is an opportunity that isn’t available in busier times. Business owners who are not super busy are more open to hearing from you and [...]

There are some real advantages for businesses to come out all guns blazing with their marketing in uncertain times. Firstly it’s the opposite of what most businesses are doing so for that reason alone can provide many strategic benefits. Secondly marketing activities are often cheaper in ‘tough times’. Thirdly you get to stay business fit [...]