Categories
Competition Management Marketing Positioning Small Business Software Strategy

When a competitor gives you an opening, hammer them

Over the weekend, a fellow software developer who makes software for auto repair shops pointed out this quote from his competitor:

<vendor> would like to mention a couple of things about the desktop operating systems. Microsoft is having a lot of issues with the Vista operating system. When putting together a new computer, <vendor> recommends that you buy it with XP Professional and when the bugs have been worked out, then upgrade to Vista. If you do your research on the web you can find out the issues that are causing problems.

My comment to him: You oughta be hammering them.

Rhetorical questions to ask your prospects after pointing out this quote from your competitor:

  • Why do I need you to tell me to waste my valuable time researching problems in Microsoft’s new operating system? I thought YOU were supposed to be the expert, as the leading vendor in this niche. If you’re asking mechanics to do their own operating system research, why don’t we just spent that time researching other shop software instead?
  • As a mechanic, you have to keep up with multiple automakers, model year changes, changes within model years, etc. Do I want a vendor who can’t even keep up with Microsoft releasing an operating system every 3 or 4 years?
  • What other message does that send you about their company, their management, their technical team and their software?
  • What reaction would you get if you decided that you werent going to work on new vehicles “until they worked the bugs out in them”? Is that the kind of response you want to get from a software vendor?

We saw the same sort of thing in the photography software business when Windows XP came out. Competitors were still stuck on Windows 2000. We were developing sofware on Windows XP, testing on Windows XP and demonstrating the software in our trade show booths on Windows XP…during the Windows XP Beta (ie: well before it was released).

We made it clear what we were using and asked prospects to ask to see the product in the other booth running on Windows XP to prove it ran without issues on XP. Of course, we did this knowing full well that they couldn’t produce that result.

For most software vendors, this should be common sense. For the rest, you can consider them low-hanging fruit as you pick them off.

Categories
Corporate America Management

Attention to detail: Gets em everytime.

A few of you hassled me privately about the bathroom post a few weeks ago. Here’s a followup.

You might find this clip a little eye-opening. Not even corporate-class hotels are immune from things that would have you marching with torches on a local restaurant.

Note closely that most of the health officials in this post show no sign of surprise at these findings.

/code>

Still think I look too close?

Categories
Automation Entrepreneurs Marketing Sales Software The Slight Edge

Make it easy to buy

One of the things I like to pound into your head with the subtlety of a ball peen hammer tapping on your forehead the morning after your 21st birthday is making it easy to buy.

Joel just did that, finally.

One of the differences you’ll find from a company doing ok in a business and another one doing really well in that same business is how easy it is for you to buy from them.

I’m talking about things like…

Categories
Competition Entrepreneurs Management Marketing

Smartest barber on the planet

Not too long ago, I was talking with my buddy Chris Hurn, the commercial paper wizard from Orlando.

He was telling me about a barber down there who offers memberships for his barbershop.

The memberships allow you to reserve a specific time every so many weeks for whatever services you wanted to get. Maybe you paid for 30 minutes and just got a haircut. Maybe you paid for 45 and got a haircut, a manicure and a shave.

The barber caters to executives, Realtors, attorneys and others whose time is very valuable to them. Sitting in a barber shop for 45 minutes waiting for your turn is not these guys’ idea of productivity.

But here’s the really brilliant part.

It’s all prepaid.

If you want your haircut and shave slot every week or every other week or whatever – you pay for your membership in advance to reserve that slot as yours. In some cases, for a year in advance. People love it because they know that they can stop in at their personally reserved time and get the services they need without waiting. This allows them the wonderful freedom to get back to business, golf, family or whatever – on time, on their terms.

They can make plane reservations around their barber time, because they know their time is theirs.

Even though the barber is trading time for dollars, they’re doing so in a business that typically allows itself to be the random recipient of customers.

Many have no idea how much money they’ll make tomorrow. That’s insane in a service business. ANY service business.

This barber doesn’t leave himself open to the random “Hmm, I need a haircut. How’s traffic in that part of town today? Oh, nevermind, maybe I’ll go next week” arrival (or non-arrival) of customers. He knows how many paid appointments he has next week. He has the best setup of all: built-in scarcity. He can say “Well, on first and third Thursdays, I have 3 thirty minute openings available for members, but that’s it.” – knowing full well that the rest of Thursday is already paid for.

Back when I was in the photography studio software business, we saw great success with prepaid appointments. This was particularly effective when a client was in the senior portrait business. Kids with drivers licenses are distracted, busy and in many cases, don’t really care if they miss a photo shoot. They’d miss them time and time again. Every time, this wastes photographer time, studio time, assistant time PLUS there’s no sales made on portraits that don’t get taken.

The smart studios figured out that if the portrait appointment was paid for in advance, mom would “properly motivate” Dirk or Susie so they’d make it to their portrait appointment. No shows went through the floor, almost to zero. In some cases, the number actually did hit zero. Those were happy, happy studios.

When’s the last time you had a no show? When’s the last time you had a no show that didn’t cost you money? When’s the last time your service business not only knew how much money it was going to make next week – but also knew it was already in the bank?

More hard dollars. Get it fixed.

Categories
Competition Marketing The Slight Edge

5 reasons why your business needs a newsletter – part 1

Willie Nelson sang “You’re always on my mind….”, and as a business owner – that’s just what you want to be, in a good way.

Let’s talk about that hypothetical outdoor power equipment store that I seem to love to pick on.

Why does that outdoor power business need a newsletter? I don’t mean just an email newsletter, but a printed newsletter that’s mailed monthly.

I can give you at least 5 reasons, but today, I’ll spare you a little and just go over reason number 1: Top of mind consciousness.

Sounds great, but what is it? Believe it or not, just being there…often!

Why? Because more so today than yesterday, and less so today than tomorrow:

  • People are busy.
  • Competitors are aggressive.
  • Client loyalty is typically invisible, unless you’ve cultivated it and constantly worked at it.

As hard as it may be for a business owner to believe, studies have shown that the number one reason given by consumers NOT returning to a business is: “I just didn’t think about them.”

It’s been proven that simply by frequently reminding customers of your existence, you AUTOMATICALLY increase business and thus, increase customer value. Why? How?

  • It reduces ‘spreading my business around’
  • It allows you to ‘Cross-sell’? different products & services you think they know about (they don’t, trust me)
  • It strengthens your relationship, creating obligation and eventually, loyalty
  • It counters competitors’ seductive messages and offers

When people who own a snowblower, snowmobile (folks around here call them a “snowcat” or a “snowmachine”), chain saw, lawn mower, riding lawn mower, garden tractor, weed whacker or similar equipment, ONE thing is critical – when your existing or prospective clients need something for their power equipment, you’d better be the name they think of.

Not Wal-Mart. Not Lowe’s. Not Home Depot. Not Ace.
You, a staff member at your shop, and your outdoor power equipment store need to be the first thing they think of.

  • You aren’t the one with the everyday low prices, always.
  • You aren’t the big flashy brand-building commercials during American Idol.
  • You aren’t the one with the big orange store, nice people in tv commercials in the orange vests, etc.
  • You aren’t the place with the helpful hardware man.

By the way, it doesn’t matter if you own a software business, florist, tire store, brake shop, legal office or coffee shop – this still applies to YOUR business.

Why? You aren’t living in the movie “Field of Dreams”, your business isn’t a baseball field in an Iowa cornfield and you aren’t Kevin Costner: You CAN’T expect to “build it and they will come”.

Ideally, you want to position your business so that you are the FIRST one they think of when they need services and products like those offered by your business.

How do you do that? One way is a newsletter, and I think you need a print newsletter and an email newsletter to do the job properly.

Why? They serve different purposes, plus they help you be sure that you have all the contact information you need in the event that you need to sell your business, or contact the fiercely loyal, enthusiast buyers about a new 30 horsepower riding mower with candy apple red paint and gold pinstripes. Obviously, there are plenty of other reasons as well.

Bankers might look at a customer list (with full contact information) of 4500 active, regular buyers and call it “goodwill” with an equity value of $0, but a smart buyer will wisely put a lot bigger value on it. That’s the hidden gold, if you know how to use it. Newsletters help keep that info current, and those buyers active.

The email newsletter is great for a series of “how to” articles, notification about time-sensitive news or short-term promotions and the like. Thing is, email’s nature limits who can receive it. In addition, it is constantly faced with delivery issues, including regular email address changes, infrequent email readers, spam filters and so on.

Look, an email newsletter is very effective for the right kind of client and the right kind of information, so don’t bail out on it. Just don’t depend on it and nothing else.

Print newsletters, on the other hand, are ideal for making regular contact with EVERY client you have. Sure, you have to pay to have them printed and mailed, but you also know they are getting delivered. It’s another touch and no matter what the age or computer prowess of your clientèle – it’ll get read, unless it suffers from the 2 big newsletter mistakes: sending a newsletter that is nothing but sales pitch, and sending a newsletter that’s a bore.

Don’t get caught by the “But Mark, email is free” trap. Yes, it’s free (or close) to send a zillion emails but it doesn’t matter if they don’t reach their destination or no one reads them. You need BOTH.

Of course, the bigger mistake is not having any newsletter.

See, there are two assumptions (big mistakes, actually) that businesses make when they blow off having a newsletter:

  • “My customers know who I am, what I do, and where I am. They’ll call me or come in when they need me.’
    If you read my print newsletter this month, you know that isn’t true and that I proved it to a business owner whose business has been open for decades.
  • “An email newsletter is fine, I don’t need to spend money mailing to my clients.”

Here’s the next reason to have a print newsletter…