Are you having trouble converting your leads into sales? The problem may not be your products, your marketing or your sales force. The problem may be your definition of a lead. Many small businesspeople will use the terms “lead” and “prospect” almost interchangeably. But a good salesperson will tell you there’s a big difference between the two.
The current recession has caused businesses across the country both large and small to file for bankruptcy. Even major retailers such as Linens ‘N Things, Sharper Image and Circuit City have been affected. If your business has weathered the storm so far — congratulations. But with some economists predicting a double-dip recession on the horizon, you may not be out of the woods yet. Read more…
Q: How can I improve my cash flow?
- William M., Seattle, WA
A: Cash flow management is critical to the success of any business, but especially smaller ones. Typically, cash flow problems are the first signs of financial trouble for many small businesses. But even a profitable business with booming sales can be forced to go under because they owe too many vendors too much money while waiting for their customers to pay up.
Once upon a time, blanketing entire ZIP codes with postcards was the extent of most companies’ direct marketing efforts. But thanks to the rise of technology and the Internet, more personalized communication with existing and potential customers has turned the business of direct marketing into a whole new ballgame. It can mean big bucks to marketers who are able to capitalize on the emergence of new media and techniques to reach and target potential customers. Read more…
