So What Changed?

One day I suddenly realised that I was spending all my waking hours chasing dreams that were not there, my wife was packing her case and thus I realised that something was not quite right. Does this sound familiar? If so by reading my articles I may save you some considerable heartache and money. Anyway, I took stock of what I wanted to achieve and commenced to research into what sorts of businesses were making money on net. This I followed by identifying all different types of support issues that needed to be addressed, what marketing tools I would require to set up and run a business on Internet. I started to put together a plan of attack on what I needed to do in order to set up my own Internet Home Business and start making money. But that’s next weeks article. ================================================== Tom Maloney is a member of The Success Team at I Works, Come and visit Internet's Premier Small Business Home for entrepreneurs! http://resultstracker.net .php?id=12956 or mail to tom@makeadamoney.com ==================================================

Don't take your foot off investment pedal. It is tempting to reduce your R&D budget, even a little to make things easier. Don't fall into this trap. When you look at companies that consistently grow, you'll find that they invest wisely in their R&D programs during uncertain economic times. When times are good they invest even more. New products are lifeblood of most organizations. Defining a need and filling it with your technology is best way to get through turbulent times and set-the-stage for renewed growth in better times.

Move products to market faster. Develop a few "quickie" projects that enhance or add to present products. Find ways to get these products in hands of your sales reps sooner than normal. Remember that a sales person needs a reason to visit a customer. It's even more important to give them that reason when times are slow. More often than not, while he is introducing new or enhanced items, he will sell legacy products or get a line on a new project.

It's always about customer. Tragically, during rough economic times, companies become in-ward looking and lose focus on customer. Companies begin to find ways to cut costs and usually this means reduced service to customer. The financial people convince you that reducing warranty will help reduce corporate liability. You ask about all sales literature being used and decide a 10% cutback won't hurt you. And so on. Reject these and any other idea that is a backward step in customer service level.

Again, get creative. Many customer service ideas cost little and mean much to customer. Talk to your customer more during turbulent times. Find out what their business is doing?

Determine how you can better service them. Find ways to make their buying experience even better. When was last time CEO or President of company sent a letter to your customers thanking them for their business? IT technology makes this too easy not to make it a routine and something that can be inserted quickly. Do you routinely survey your customers on your service, product, quality level, etc.? If not, begin it today. IT can help and e-mail makes it easier and cheaper than ever. One caution on surveys - make sure you act on feedback. Assign a team of sales people to each customer. It's easier than it sounds. The team should consist of an inside sales support person, a technical person and a salesperson that leads team. Make it known to your customer that they have a special team working for them. Proactively and timely communicate bad news to your customer. If you can't meet delivery you quoted, let them know. Honesty is still best policy.

Use technology and Internet. It's accepted, pervasive, and efficient to use. There are ways to inform without being intrusive to your customer and potential customers. And good news it that it's inexpensive too. Create a weekly or bi-weekly eNewsletter. Send out information on products or programs. Revisit legacy products. There must be plenty to brag about.

Study HP's, GE' and Emerson Electric's of this world and you will find that these are well run companies that find ways to take advantage of a soft economy. They seek opportunities. They strengthen their market position by investing in new products and service that better serve customers. They hammer away at timid competitors more easily taking market share from them.

But they never, never hibernate with bears!

Global Marketing Inc., is a leading business, marketing and sales consulting firm located in San Diego, CA. With more than 25 years of experience we have programs, ideas and assistance to help move your company to its next level of performance.

Take action and call today for additional information on these ideas or other ways in which Global Marketing can help enhance your Sales and Marketing efforts.

More articles here: http://members.cox.net/glmarketing/glmarketing