how your small business can succeed
TRANSCRIPT
![Page 1: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/1.jpg)
How to survive the big entrepreneurial lie
Presented by:Reg Gupton, MBA
Creative Growth Seminars1919 14th, Suite 805
Boulder, CO 80302www.businesssuccessvideo
800.418.0401
![Page 2: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/2.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
How did you decide to begin your business?
An Entrepreneurial SeizureDoing technical workReal good at itFor someone else.
![Page 3: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/3.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Fatal assumption
If you understand the technical work of a business, you understand a business that does that technical work
The technical work of a business and a business that does that technical work are two totally different things!
![Page 4: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/4.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The technician suffering from an Entrepreneurial Seizure turns the work he loves into a bad job.
![Page 5: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/5.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Every small business owner is:
The EntrepreneurThe Manager(a.k.a., The Boss)The Technician
![Page 6: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/6.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The Entrepreneur
Lives in the futureThe innovator, grand strategistCreator of new marketsExtraordinary need for controlSupreme need for changeRapidly outdistances those around himSurrounded by the sound of dragging feet.
![Page 7: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/7.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The Manager (a.k.a., The Boss)
The pragmatistBrings order, planning andpredictabilityLives in the pastCompulsively clings to the status quoSees problems everywhereBuilds a house and lives in it forever.
![Page 8: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/8.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The Technician
The ultimate doer“If I want it done, I have to do it yourself”Lives in the presentHappiest when working but only on one thing at a timeThinking isn’t work, it just gets in the wayOnly interest - how to do itVerges on stubborn
![Page 9: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/9.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The typical small business owner
10% Entrepreneur-Wakes with a vision
20% Manager-Screams “Oh no”
70% Technician-while the battle rages
Goes into business for himself
![Page 10: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/10.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Your Success Blueprint
• Describe what your company does• What you sell• How you sell it• Who you sell it to
• What is your philosophy towards your customer
• How have your methods of doing business changed since your started your company.
![Page 11: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/11.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Your Success Blueprint
• What is your vision for your business• 6 months• 1 year• 3-5 years• 10 years• What is your biggest strength• What is your biggest weakness.
![Page 12: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/12.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Your Success Blueprint
• Describe your ideal customer• What is the biggest customer
complaint about your industry?• What are you doing about it?• What are you doing to catch up?.
![Page 13: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/13.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Three phases of Business Growth
• Infancy• Adolescence• Maturity
![Page 14: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/14.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Infancy
• The owner and the business are one and the same thing
• You believe, there is no one like you• You are the best• You love and live it• Then you start falling behind• Infancy ends when the owner realizes that
it can not go on like it has been.
![Page 15: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/15.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
If you are a technician
It is complicated, frustrating and eventually
A Demeaning Job.
The purpose of going into business is to get free of a job so you can create jobs for others.
![Page 16: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/16.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Adolescence
• Begins when you realize that you need some help• It is inevitable• What kind of help will you seek?
• Hire team• full • part time
• Consultant• Technical help• Management by Abdication.
![Page 17: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/17.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Only three choices
• Get small again• Go for broke• Adolescent survival
• fighting day to day• same battles• same way• never change.
![Page 18: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/18.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Maturity
• The third phase• Start as Mature Companies• Totally different perspective• The Entrepreneurial Perspective?
![Page 19: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/19.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The Entrepreneurial Perspective
Tom Watson
![Page 20: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/20.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
What is this perspective?
• How does it look?• How does it act?• How does it do what it is supposed to
do?• How must the business work?• A system for producing outside results
- for the customer• Begins with a picture the future.
![Page 21: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/21.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The key questions
• Where do I wish to be?• When do I wish to be there?• How much capital will it take?• How many people, doing what work,
and how?• What technology is required?• How large a space will be needed?
When?.
![Page 22: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/22.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Your most important asset
Great, educated, discriminating, loyal customers
![Page 23: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/23.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
What are your current sources of business?
RepeatReferralsCold CallsMedia AdsPast customer referralsWeb Site.
![Page 24: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/24.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Your ideal customer??
• Demographics• who?
• Psychographics1
• why?.
• 1 The characteristics of an target audience based on its values, beliefs and attitudes.
![Page 25: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/25.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The Five Gates of Customer Selection
1. Can you satisfy their basic business needs? (at a profit)
2. Can you meet with the key decision maker?3. Are they qualified? (really)4. Are their time frame expectations real?5. Do they have a similar value system?.
![Page 26: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/26.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Your Most Fertile Field
• Current Clients/Customers• Past Clients/Customers• Friends/Acquaintances.
![Page 27: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/27.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
What is your USP?
• What makes you special in the marketplace?
• What do you have that your competitors don’t - or can’t provide?
• What is special about your products/service?
• How or why is your delivery faster?• What makes your talents or management
skills better?.
![Page 28: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/28.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
• What is it about your service that sets you apart from your competition - specifically?
• Why should anyone buy from you, rather than others in the marketplace?.
What is your USP?
![Page 29: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/29.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Be aware and afraid
Most low price leaders go out of business while trying to provide high levels of service.
![Page 30: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/30.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
What is a system?
A set of things, actions, ideas, and information that interact with each other, and in so doing, alter other systems.
![Page 31: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/31.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
The key is in the system!
Hard systemsHow to fill out formsHow operate to machines
Soft systemsSelling systemInformation System.
![Page 32: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/32.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Information System - calling
• How many calls were made• How many prospects were reached• How many appointments were scheduled• How many appointments were confirmed• How many appointments were held• How many needs analysis presentations
were scheduled.
![Page 33: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/33.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Information System - direct mail
• How many piece sent were made• How many calls received• How many appointments were scheduled• How many appointments were confirmed• How many appointments were held• How many needs analysis presentations
were scheduled.
![Page 34: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/34.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Selling system
• Scripting of the words• Creation of the collateral materials• Memorization of scripts or talking
points• Delivery of script• Leave them alone.
![Page 35: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/35.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Power Selling System
• Appointment presentation• Needs analysis presentation• Solutions presentation.
![Page 36: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/36.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Your touchstones for the future
• Supplier/Vendor of Choice• Focus on actual source of
business• Use of the web
•e commerce•build your list•sell something•on line brochure
![Page 37: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/37.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Your touchstones for the future
• Automate your business with a digital databases
• Target Marketing• Computer literate - Web/e mail• Understand your customers• Value-added vs. price• Use Relationship Marketing/Selling• Form strategic alliances.
![Page 38: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/38.jpg)
Reg’s Business Success Videos
If you liked what you saw, subscribe to my channel @ www.youtube.com/user/reggupton
Watch other videos at www.businesssuccessvideos.com
Email me @ [email protected]
Follow me @ www.twitter.com/regguptonFind me @ www.facebook.com/reggupton
Add me to your Linked in network www.linkedin.com/in/reggupton
![Page 39: How Your Small Business Can Succeed](https://reader036.vdocuments.mx/reader036/viewer/2022062418/554e291db4c90511778b53c2/html5/thumbnails/39.jpg)
Reg Gupton, 303.544.0340, [email protected], businesssuccessvideos.com
Help is at hand
When you are ready to move forward and implement proven strategies that can help you utilize the techniques discussed, call 303.544.0340 for a business assessment before it is too late.