Failure to do so can be VERY expensive!

Contrary to what you may think, market research is not something that only big companies do. Keeping your company aware of positive or negative trends in your industry and in the market that interacts with your industry can mean the difference between prospering—and something far less desirable.

Knowledge is power, and the more power you have, the stronger your business will be. What can market research do for your company?

Whether you have a wonderful business idea – or – you are investigating business opportunities for yourself or a client, it is critical that you put each idea through a “reality check” – an analysis to determine if they are truly valid and worthy of further effort. All of your ideas must have a demonstrated need, ready market, and ability to provide a solid return on investment.

Be honest! Some things never change. A website’s success is all about answering that famous question: What’s in it for me?

In order to capture someone’s attention (and keep it) you have to offer them something they want today!!! And they must feel enough urgency to act on it today.

Why Would I Want To Say In Touch With My Customers
They’ll Keep Coming Back – Right?

Business people sometimes swear that it really doesn’t make any difference. Yet, over my 35 year career as a professional adviser, I have heard this comment from at least 90% of the businessmen/women I meet. Is their reality accurate? From what the experts suggest, it isn’t. Knowing the right answer to that question makes a BIG DIFFERENCE to a company’s ability to grow and prosper!

The market – both consumers and the business community receive a large number of emails together with direct mail letters/catalogs – all focused on convincing them that another vendor can serve them better – offering faster service, a larger spectrum of products/services or more attractive pricing and more. Today’s savvy competitor is out there communicating with your customer. Whether he/she elects to listen and buy depends entirely on how effective you are in convincing them to stay with you.

A long time ago, a successful business development professional told me that its far easier to sell more to the people already being sold to than go out and try and close new business. It seemed to me pretty obvious and, since I was also a reseller at the time, I developed a suggestive selling program to encourage my line staff to adopt the practice. It was a successful effort as my company grew 25 percent that year — at least 60 percent of which can be directly attributed to the program.

Sound interesting? It should. Unfortunately the percentage of resellers who train their staff to “suggestive sell” is far less than you’d expect based on the opportunity it presents. I’ve heard estimates that anywhere from 20-25 percent of resellers suggestive sell. What about the other 75-80 percent? They take orders…and their growth and profitability is negatively impacted as a result.