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As a business owner, you know what it’s like to lie awake at 2 a.m. Maybe it has happened when you are excited and full of new ideas for your business. More often, it’s because you are worried about issues you will face the next day. Sometimes, it’s because you just woke up with the solution to a problem. I’ve experienced all those emotions about my businesses over the years. Awake at 2 o’clock? is where I share them with you, and hopefully help with answers that will let you sleep.
John F. Dini, CExP, CEPA
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Small business owners are the Hunters of the 21st century. We are 3% of the US population, and yet we create over half of all American jobs. As Hunters, we may not be inclined to manage by the numbers or stick to systems. Are you a Hunter or a Farmer?
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How prepared are you to exit your company?
The Assessment breaks down the four major categories of exit readiness; Finance, Planning, Operations and Revenue/Profit.
Tag Archives: marketing
Giving Referrals: Fire and Forget?
We all appreciate getting referrals. There is a feeling of gratification in knowing that someone thinks enough of your work to send a friend or associate your way. Referrals are usually the life’s blood of most small businesses. When I … Continue reading
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Sales: Do You Have Customers or Clients?
Whether you have customers or clients is more than a matter of semantics. Some businesses use the term “clients” in an attempt to class up their image. Attorneys usually have clients. Kentucky Fried Chicken doesn’t, regardless of what they might say. Nordstrom? … Continue reading
2 Responses to Sales: Do You Have Customers or Clients?
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Can You Build Your Business in Half the Time?
I had an unusual coincidence happen last week. Speaking to prospective new members of The Alternative Board (TAB), I wound up with three CPAs in the same meeting. They were from three different smaller firms, and all three identified their current … Continue reading
One Response to Can You Build Your Business in Half the Time?
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John,
Couldn’t agree more on business owners myopic view of their business, where day to day operations is the only thing they are focused on.I touched on this subject in my own blog post “How much time do you spend ‘working ON your business’?”
http://www.cxcel.com/wpblog/2011/08/how-much-time-do-you-spend-working-on-your-business/Keep up the good work,
John Hollier,
Chief Collaborator
Collaborative Xceleration
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Trimming the Customer Tree
Anyone who has shopped for a live Christmas tree knows the drill. They have some on display, but none look exactly like what you want. You start looking through the trees that are still bundled up. If one looks promising, … Continue reading
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The Man (or Woman) Who Knew Too Much
Most businesses need salespeople. Most salespeople need to know what they are selling. This leaves many owners on the proverbial horns of a dilemma. Should they hire a great salesperson and teach him the business, or should they take someone who … Continue reading
One Response to The Man (or Woman) Who Knew Too Much
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John,
As a sales and marketing manager for 30+ years, I couldn’t agree more with your insight. It’s far more important to hire a “salesman” and let him sell than to move a technician or even a marketing person into a sales position. I’ve learned the hard way!
While it’s often good to have the experience of walking a mile in another’s shoes, the sales to manufacturing doesn’t work, just as the manufacturer to sales wouldn’t work either.
Thanks, Gerald
Ha! Love the Shaw comment…
Thanks John.
This is one that I’ve always wondered about as well…I never liked the word “client”, felt like those using it were trying to sound important…I’ll never be a lawyer so they’ll always be customers (buying something)…
Clint.
John, thanks for your article. I agree with your distinction between the two. Perhaps, though, it does not go far enough.
It seems to me that “customers” purchase goods and services which have been commoditized; that is, items for which little value derives from an ongoing relationship with the supplier or intermediary providing the commoditized goods or services.
“Clients,” on the other hand, purchase some goods, and more often services from people or businesses whose approach, advice and supplementary services they trust and value. Therefore, the elements of “trust” and “value” figure into the distinction between the two.
Finally, those of us who have clients need to recall that the meaning of “trust” and “value” must be based on the buyer’s personal perception … not our own. Too often, we focus on what we believe is valuable rather than focusing on “value” as defined by the client/buyer.