Remain Locally Competitive: Tips for Small Businesses

Businesses like Home Depot and Wal-Mart offer convenience and affordability to many consumers. The harsh reality of this is that the Wal-Marts of the country tend to sap business from small local businesses. These smaller entities offer similar inventory but are unable to keep their prices comparatively low for several reasons, mostly due to tax breaks and inferior resources.

There are very few industries whose local small businesses are not threatened by larger competitors, or at least the prospect of them moving into the local community. It’s important for all businesses to prepare for the potential impact.

Heed the tips below to remain locally competitive against big businesses.

Remain Locally Competitive: Prioritize Customer Service

One of the most common criticisms of large companies like Wal-Mart is that their customer support is severely lacking. In a thorough article on Kabbage that touches on this issue, several business leaders stressed the importance of customer service for local small businesses in response to the subpar customer service of larger competitors.

“Many people have found that not only is the quality not always there, but the customer service [of larger competitors] is lacking,” explains Craig C. Powell, CEO of 5 Block Radius. “We know what we do and we love it, and we want to create those feelings for our customers too!”

What Powell and many other prudent CEOs of small businesses are doing is emphasizing customer service, recognizing that quality of customer service is determined by effectiveness, not size.

So while the Wal-Marts may be able to outprice small businesses, consumers who recognize the importance of customer support – which is many – would rather pay a little extra for that, as opposed to saving some on a product.

Maintain a Prominent Internet Presence

With practically everyone on social media now, a business would be foolish not to capture their audience on the Internet. Small local businesses should use their local connections and pride to connect with locals in the area. This can be done in two ways:

  1. Regularly providing interesting content on social media
  2. Showing support for the local community

Both tasks can be easily accomplished with tweets or Facebook posts.

As this Entrepreneur article explains, it’s important for businesses to nurture their social media following because Google ranking regards social media presence as a prominent factor in its algorithm. A small business has a smaller scope than big corporations, but the small businesses are able to better provide a humanized, personal experience to their followers, a fact that they should take full advantage of.

Strive for a Highly Connected and Collaborative Company

A Forbes study found that companies who utilized enterprise collaboration platforms to better connect their company experienced a 12% increase in sales, a 75% decrease in support calls and a 75% decrease in the time required to generate and maintain content.

Indeed, seamless collaboration and communication makes any business more efficient by providing employees with a transparent flow of information that can better aid their tasks and result in a more optimized work environment.

Speaking of collaboration, some small businesses could prepare for an incoming larger corporation by considering a collaboration or merge with another small local business specializing in a similar niche. There are many strategies based on collaboration and connectivity that can excellently prepare a small business for a larger competitor.

Appear Professional

It’s important to remain personal and connected with customers on a more intimate level than that of larger businesses, but small businesses also need to exude a certain level of professionalism reminiscent of these larger corporations. It shows a level of organization that consumers are confident in.

Small businesses should strive to make every aspect of their business professional, from the way they answer the phone to general attire to the design of their business cards or web site.

Focus on a Niche

Superstores like Target or Wal-Mart may be able to cover mostly every industry, but there’s rarely a passion for that niche demonstrated by employees or the general selection. A small business, on the other hand, can choose to focus on a niche to a substantial extent, holding events that would interest this demographic.

Provide Personalized Value

Many big-name stores are great at providing value when it comes to costs; however, small businesses are able to provide personalized value that large business cannot. Providing customized services and a more personal approach can greatly enhance the value a customer feels they are getting. For instance, contracting company Sunshine Contracting offers a learning center and free estimates to provide enhanced value to their customers throughout projects.

Small business can also provide media representative of their passion, such as a YouTube tutorial for the field. For example, a local hardware store could create a video tutorial on how to build a deck chair, which has the chance to go viral and provide advertising that rivals the large competitors. By presenting this tutorial to their audience on social media, they’re providing a valuable resource. They also affirm that they are truly passionate about the subject and should be considered the knowledgeable go-to source in the local area.

The prospect of a Wal-Mart moving into town can be daunting for small local businesses, but the tips above can help them prepare for it by embracing local roots and small business passion. Any quality small business can compete with the likes of Wal-Mart, Target and Home Depot with the right strategy.

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5 Leadership Qualities Every Startup Leader Needs to Have

As a startup leader, you need to recognize the importance of learning and self-growth. You are the heart of your business, and there are a few specific qualities you need to focus on to be successful. The following are five of the most essential leadership qualities.

Dedication

Starting a business is an involved and often time-leeching process. There are going to be times when you want to quit, and there are going to be times when you think you should. Passion is the heart of dedication. Passion is going to be the fire that keeps you dedicated when then entire world looks like it wants to drag you, and your business, down. Find ways to be passionate about what you do. Outsource the tasks you find grueling and focus on the tasks you’re passionate about.

Authenticity

When you love and are good at what you do, money and success will follow. If all you seek is money, you may never find it. Your employees and customers will see through you if you’re not authentic and giving your best effort. Set an example by working hard and being enthusiastic. Your authenticity will shape your office-environment into a productive and happy one.

Open-Mindedness

A startup runs on ideas and innovation. Build a thoughtful relationship with your co-workers. Recognize the worth of those under you by encouraging thoughtful discussion. Allow anyone to approach you with his or her idea, and then digest it for a while before saying no. It will keep people happy, and it will keep your startup competitive.

Reflectiveness

Take time to decide what’s working for your startup and what’s not. Your business partner, your workflow, or your receptionist could be stunting your business’s growth. It could even be you. At least once every week, evaluate what need to be improved, even if it results in the hard decision of letting someone go.

Charisma

A fumbling, quiet-toned, shaky leader is not going to inspire greatness. You need to be charismatic and confident in both yourself and your vision. A startup consultant with a Military History degree says charisma is a powerful motivational tool that has been used by leaders for thousands of years. If you want to persuade and motivate your team, you have to play the part. It’s okay if you’re not naturally charismatic—you can work to build confidence and charisma. Read books, practice in the mirror, hire a coach, and put yourself in situations where you’re required to perform.

You are the best representation of your business. Constantly strive to improve yourself. Be dedicated, authentic, open-minded, reflective, and charismatic. Your startup will reflect your qualities.

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Top Employers in the World 2015

Nowadays, it is very important to find a company that has values and workplace culture which correspond to employee’s values and needs. What do employees think about companies that they work for?  What makes their companies different from others? Who are top employers in the world?

In order to help people to find out answers on these questions, Fortune magazine, in association with Great Place to Work, regularly creates lists of the best companies to work for. They have conducted the most extensive employee survey which took place in 43 countries around the world and included millions of employees. This survey consisted of questions about employee perceptions of the workplace related to job satisfaction, management’s credibility, camaraderie, pay and benefit programs, hiring practices, training, recognition programs and methods of external communication.

The first place belongs to Google.

1. Google

Google

Google celebrates its sixth year at No. 1. It’s amazing!

What is Google? And why is Google taking No.1?

Google is a global tech company specializing in developing technology and internet-related services and products. Its workplace culture is at the highest level, it is inspiring, challenging, developing, work-oriented, but fun, at the same time. All in one! Google organizes themed events, happy hours, birthday parties, baby showers and engagement celebrations and different competitions for its employees. It provides them with a relaxing environment where they can take a quick power nap, fitness classes, massage therapy, free snacks and beverages during the day, free breakfast and lunch, hair salon, discount ticket sales, car wash and vehicle maintenance, banking, personal concierge service and subsidized public transportation. Google covers health insurance and different comprehension programs. This company supports employee’s development and rewards them. Employees are free to speak to managers and exchange ideas and information within the organization. The leadership team is honest, good at running the business and approachable. Google supports community through paid time to volunteer and give philanthropic donations. Employees feel good, because they create technology to make life easier and better for everyone. They are proud of working there. What a great place to work for!

2. The Boston Consulting Group

Boston Consulting Group

The Boston Consulting Group is a global consulting company specializing in business strategy and general management. This company offers great challenges, great atmosphere, great rewards, immense pride, exceptional communication and amiable bosses. This company gives its employees the ability to take a Social Impact Leave of Absence for 3 to 12 months, paid or unpaid sabbaticals, flexible schedule and a telecommuting option. Two awards are interesting: Polaris Award and Fun Awards. The first award is for consulting project teams that delivered quantifiable value to their clients and the second one is for humorous employees. Hard work, long hours and dedicated employees mark the workplace in this company.

3. ACUITY

Acuity is an insurance company that provides personal and commercial products. This company can boast: no limit on tuition reimbursement, sick days paid for full-time employees, a healthy 401(k) plan, and an 8 percent contribution to that plan, profit sharing, happy holidays, celebrations and stress relievers. Employees describe this company as a very generous company.

4. SAS Institute

SAS entrance

SAS is an American software company, which helps companies to manage, access, analyze and report on data to aid decision making. Employees of SAS plant more than 3,800 flowers every year, which is a very interesting action. They can enjoy generous benefits, natatorium, health and fitness centre, courses, on-site library and informational services, a pharmacy, take-home meals on a regular daily basis, a lot of on-site health benefits and banking. SAS has a program for new hires which includes other employees taking them to lunch and showing them around the campus. These words come up a lot when you think of its employees: friendly, welcoming and unique.

5. Robert W. Baird

ROBERT W. BAIRD

Robert W. Baird is an international company that provides financial services which include investment banking, capital markets, private equity, wealth management and asset management. Professional atmosphere and collaboration are important here. This company offers employee stock purchase plan for its employees.

6. Edward Jones

One of the largest financial services company, Edward Jones, through a network of more than 12,000 financial advisors located in more than 11,000 offices around the country, helps individuals reach their serious, long-term financial goals and investment strategies. This company invests in its employees through different trainings, guidance and work/life balance they need to thrive.

7. Wegmans Food Markets

wegmans marketplace

This company is the best grocery store in America with 85 stores across America.  It is a family-owned super market chain with welcoming, hard-working and supportive employees. This company offers tuition reimbursement, health care premiums, flexible hours and positive environment with exercise programs and charitable projects.

All these companies have great challenges, great atmosphere, motivating rewards, numerous perks, interactive communication and charming bosses and employees that are very proud of working there and loyal to their companies. Reading about these companies, I make a wish to be a part of one of them or a part of a company where the workplace environment is similar to these conditions. What about you?

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10 Ways to Improve Your Conflict Resolution Skills

In this post we examine 10 essential ways you can hone your conflict resolution skills. These skills often come in handy during business disagreements.

1. What’s the timescale? – pre planned, reactive and return for more

Conflict usually sits within 1 of 3 different onset timescales:

  1. Pre-planned where some thought has gone into how the conflict will develop by 1 or more of those involved with a view to trying to dictate an outcome
  2. entirely reactive so no planning involved; it’s happening ‘live’, and…
  3. something takes place at an earlier time which leads to 1 or more of the parties wanting to ‘reignite’ or ‘settle’ the conflict in a different way.

2. What’s the agenda – This isn’t Jeremy Kyle, this the ‘real world’

Conflict is far more commonplace in 2015 than any other time as people’s ability to ‘manage’ conflict seems to be lessening and ‘passive’ and ‘overt’ aggression appears to be on the rise. With the success of TV soaps and ratings winning programmes such as Jeremy Kyle and other such dross, some people grow up learning only to communicate through loud speaking, sarcasm, passive aggression and in some cases overt aggression to make any points, not just those that they feel strongly about.

One of the key starting points to any conflict has to be, ‘what are the parties involved trying to achieve?’ On the door, or in security, it should be easy to answer that question but when egos and low intellect get involved, it can get blurred very quickly. Does ‘winning’ a conflict mean that you were the most aggressive? Not usually.

3. What ‘ration’ is involved? If any

The moment drugs and alcohol are involved ration can be sparse. In our modern day, with so many recreational drugs being used and so many ‘real’ mental health issues, it’s hard to treat anyone as ‘rational’ any more if they are overtly aggressive.

4. Are the emotions genuine, acted or carefully thought out & manipulative

This is a difficult one to gauge because if someone is very good at being manipulative you may not know how genuine they are. Although not exhaustive as a method, anyone being overly empathic, acting as though they are doing you a favour or convincing you they are ‘on your side’ are the ones to watch. Don’t forget the old adage that what makes something ‘abnormal’ is when there is distinct lack of ‘normal’.

5. Do you need to engage directly or is there another way

Can friends and family of the opposing party be used instead of engaging yourself directly if you are the flame to their kindling? This doesn’t mean getting others to fight your fight for you, this means employing those who have a vested interest in creating a calm environment and accepting/ recruiting their help.

6. Ignore the aggression but listen to the content

Probably the hardest part of ‘Conflict Management’ to deal with as it goes against instinct. If a person is overtly aggressive, instinct will tell you either to fight (i.e. ramp up to their level) or flight (run away or submit to them). In the world of security, professionalism dictates that you can’t do either. Always listen to the words that are being spoken and try not to react to aggression in any way if you can. Triggers such as ‘calm down’ or ‘I’m not talking to you until you chill out’ are big no-no’s, ‘I’d like to reach a solution to this’ is a far better inhibitor!

7. Don’t place all your eggs in ‘Betari’s box’

Betaris box model says that ‘My attitude affects my behaviour which affects your attitude which affects your behaviour which affects my attitude’ and so on. This is the basic premise that most people are taught who deal with conflict but it only really works where the person is of ‘sane and sober’ mind – unfortunately not always the cards we are dealt!

8. Know your escalation scales and empathise

Escalation scales are a basic pathway of Conflict Management, the only sticking point is the onset of each stage as it can take weeks or seconds depending on the conflict. In short, situations start with

  1. Neutral Ground – where both parties are in agreement
  2. ‘Flash’ or ‘Pinch’ point
  3. Disagreement – tinder is lit and energy builds
  4. Argument ensues
  5. Anger
  6. Hostility

9. Nip it in the bud early with a ‘win-win’ or ‘offer a gift’

The key to conflict management

10. Reflect, always reflect, post conflict

There’s always more to learn post event than before because you need something to look back on and highlight areas for development. This is often achieved by spending 5 to 10 minutes being absolutely clear ‘what happened?’ in the incident, then ‘why did it happen?’, followed by ‘what went good, what went bad?’ and then, should the situation repeat itself, ‘how would you do things differently?’ This is a really simple process that no security operator should shy away from as it will really help develop you, not only professionally but also personally.

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Business Women Can and CPA Hit Cork!

The River Lee Hotel, Cork, was the venue last Thursday evening for the now annual collaboration between the CPA Ireland and Ulster Bank’s Business Women Can (BWC).

The murky grey weather outside certainly didn’t dampen the spirit and mood inside, with lots of networking, learning and listening taking place.

Helen Arnold, TVM – Building an award winning business

First of the speakers to take to the podium was Helen Arnold, Finance Director, TVM. She began by describing the little village of Bartlemy in North Cork where the now, multi million euro, Outside Broadcast (OB) business is headquartered. TVM provides service to major global brands such as NBC, CNN, SKY, Setanta etc. Helen grabbed the attention of the audience by giving a sense of the scale and challenge that the business faces – providing an outside broad cast service for 349 race meetings in Ireland last year, The British open, The figure skating championships in Japan, The Queen’s visit to Ireland (and the very famous images at the English Market, Cork) and much more besides.

Core to Helen’s presentation was the importance of ‘Team’ and ‘People’. TVM up to recent years was very much a family business. As the business has grown in size, the Management team is now made up of non family members too. She also referenced things like the ‘Staff appreciation day’ and family days – all of this helps keep the family feel of the business.

Helen was overall winner of the Ulster Bank Business Achievers ‘women led business’ award, 2014 – she spoke at length around the benefits this has brought to the TVM business and indeed herself. She strongly encouraged those in the room to consider an application for 2015!

Julia Lynes – Getting Out there Internationally

After some networking and refreshments the delegates returned to listen to a presentation from Julia Lynes, Co- Founder of EazyCity which is an accommodation and service provider. Julia displayed passion and energy for her business which she established after graduating from UCC in 2004. Since then she has built it into a multi location business and is currently running a pilot franchise template in Italy.

Julia spoke around the importance of ‘Brand’ and described a rebranding exercise which the Company conducted. She spoke about how the little things matter and explained what she meant by recounting a recent example. This writer will not make the same mistake as a colleague of Julia’s did recently when they inadvertently used as a small letter ‘c’ in the ‘EazyCity’ logo!

Julia also discussed the importance of her ‘Team’ making EazyCity a recognisable brand in this sector. She stated how the ‘Team’ pride themselves on customer service and customer experience. While the franchise pilot is currently being trialled in Italy, Julia has plans for EazyCity to open offices in Germany, Spain and the USA.

Deirdre O’Shaughnessy – Importance of Personal Branding

Last but by no means least was Deirdre O’Shaughnessy, editor and co-presenter of Cork biggest daily talk show, the 96FM Opinion Line. Deirdre’s address was on the subject of Personal branding and she hit the ground…well …sitting! She told delegates to picture a three legged stool and built on this analogy for the duration.

Her energetic and witty parlance engaged the room as she began building out on the three legged stool image – First Leg =Your Character, Second Leg =.Professional Reputation and Third Leg = Personal image. She challenged the audience to consider an introspective view of themselves and Deirdre encouraged the room to ‘Be the best version of yourself’.

As an avid social media user, Deirdre described her relationship with Twitter – she currently has 17,000 followers, and growing. She offered some great practical advice around its use and merits. She shared examples of businesses that have almost exclusively built a brand and consequently shared their value system through this platform.

The event concluded shortly after 8PM and the attendees left with a spring in their step, buoyed by the inspirational speakers ….and left to go back out into the ….Summer…. rain !

Business Women Can and CPA Event at The River Lee Hotel, Cork

Business Women Can and CPA Event at The River Lee Hotel, Cork

 

Business Women Can and CPA Event at The River Lee Hotel, Cork

Business Women Can and CPA Event at The River Lee Hotel, Cork

 

Business Women Can and CPA Event at The River Lee Hotel, Cork

Business Women Can and CPA Event at The River Lee Hotel, Cork

 

Business Women Can and CPA Event at The River Lee Hotel, Cork

Business Women Can and CPA Event at The River Lee Hotel, Cork

 

Business Women Can and CPA Event at The River Lee Hotel, Cork

Business Women Can and CPA Event at The River Lee Hotel, Cork

 

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Employee Dismissed over Facebook Photo Wins Unfair Dismissal

Social media and how it relates to the workplace is one of those areas that every employer is unsure of. This is because social media is a relatively new phenomenon and uncertainty can arise where an employee engages in questionable social media behaviour which the employer believes renders them unsuitable for their job. As such, employers should always keep abreast of employment tribunal cases on this area and today we look at the recent case of Brown -v- Mountview/Blakestown/Hartstown/Huntstown Community Drugs Team Limited T/A Adapt (UD1447/2014).

Employee Dismissed over Facebook Photo

The employee in question worked for an organization who provided services and rehabilitation to persons experiencing drug and/or alcohol problems. The organization also provided services to persons who were the victims of gun crime and indeed persons who perpetrated a gun crime. As a part of his role as a project worker, the employee provided one to one counseling and support to services users.

Facebook Photo

The employer became aware that the employee “had posted a photograph on his Facebook page. The photograph depicted the claimant holding a gun to a ‘victim’s’ head in what appears to be rough surroundings… It was accepted that the photograph was a staged photograph taken while the claimant was on holidays in Thailand in 2008.” importantly, the employee’s Facebook profile was not private, meaning that any Facebook user, including any person who used the employer’s support services, would be able to see the photo if so desired.

As an observation, clearly this photo is at odds with the company’s services and the employee’s own role. It is not beyond the realms of possibly that the employee would be supporting a victim of gun crime in circumstances where that victim views the Facebook photo in question.

Disciplinary Process

From the EAT’s decision it seems as though the employer carried out a very sound disciplinary process and, indeed, the EAT did not identify any concerns with how the matter was conducted. An investigation hearing was conducted, with the employee offered the right to representation, at which point the employee acknowledged that he had posted the photo but that he had viewed it as being a joke. The investigating officer felt that the employee had not shown sound professional judgement and was concerned that the employee had viewed this as a jokey matter. As a result, the matter was forwarded to a full disciplinary hearing.

The EAT decision details that the employer decided to dismiss the employee because “the combined effect of the [employee] posing for, staging and publishing the photograph and then considering it as a joke destroyed her confidence in him. She believed that if the photograph had been viewed by service users or their families it would have damaged the reputation of their service… displaying the photograph in the public domain of Facebook with the claimant in a violent and threatening pose, undermines the professional integrity of the [company], is unacceptable, and cannot be tolerated in any circumstances.”

EAT Decision

Ultimately the EAT found the dismissal unfair but explicitly noted that the employer had “acted in good faith and with the best of motives, in dealing with this matter.” In reaching this decision, the EAT stated that the finding of dismissal was disproportionate when one factored in the following additional elements:

  • The employer became aware of the photo in February 2014, at a time when the employee was sick, but did not deal with the matter until April 2014, namely when the employee returned to work. Notwithstanding the fact that the employee was out on sick leave, the EAT felt that if the photo was so potentially damaging to the company then surely they would have taken steps in February to have it removed.
  • The employer never received any complaint from service users or otherwise about the photo.
  • There was no evidence that any service users had been adversely affected by the photo in terms of their treatment progression.
  • The employee had a very good disciplinary record with 11 years’ service.
  • Indeed, the employee was a dedicated worker who regularly gave up his personal time to help services users.

As such, the EAT felt that the employee should have received a lesser sanction and therefore found that he had been unfairly dismissed. However, the EAT also found that the employee was “reckless and careless as to the possible dangers of Facebook” and that he had “exposed the [company], its servants or agents, patients, victims, support services in general, to a serious danger and risk of which he was aware or ought to have been aware.” As such, whilst he was unfairly dismissed, the EAT found that the employee’s own actions contributed substantially to the dismissal. In addition, the EAT noted that the employee was not in a position to work anyway as he was claiming disability benefit (and therefore had suffered no real financial loss as a result of the dismissal). Therefore awarded just 4 weeks’ pay, or €3,230.

Learning Points

There are some key learning points that we can take away from this case:

  • Always consider an employee’s length of service and disciplinary record in any disciplinary process. This won’t normally of itself render a dismissal unfair but it is one issue that tribunals will take into account.
  • Act quickly. In this case the failure to ask for the photo to be taken down when it came to the company’s attention was viewed negatively by the EAT, notwithstanding the fact that the employee was out on sick leave.
  • Probably the most important learning point is that if an employee has committed an act that you think might constitute gross misconduct then try and identify if the company has suffered any actual detriment as a result. If not, then it is very unlikely that you will be able to justify dismissing the employee.

If you have any questions on this article then please do not hesitate to contact our 24 Hour Advice Service on 01 855 50 50.

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5 Negotiation Mistakes That Could Cripple Your Revenue

The most essential skills in the business world are negotiating skills. If one is unable to negotiate logically, persuasively and fairly, it could jeopardize his/her business or miss out great opportunities as a result. In an attempt to argue persuasively, participants more often rely on illogical arguments that are rational to prove their points. It is wise therefore to avoid such negotiation mistakes, since they only weaken your argument.

Negotiating is sometimes uncomfortable. Trying to get an appealing price, terms and conditions often feels challenging, and most people avoid it. However, one has to negotiate for his/her business to stand. There is always fear in the beginning and there is usually no way to eliminate it. There is actually no switch to press and make one an immediate expert. One has to take a lot of time and training and work through it.

A recent survey indicated that 32% of people are fearful when it comes to negotiating and even 20% of the professional negotiators do not take pleasure in negotiating.

For a successful negotiation, planning is vital. Preparations allow one to chart a course for one’s position, plan for formidable rebuttals, consider possible compromises and alternatives and determine the outcome. Once one becomes comfortable with asking, take the skills to a larger arena. In the beginning, inexperienced negotiators will misstep. Below are five common mistakes that people make during negotiations and how to avoid them,

1. Lack of confidence

A good number of people think that it takes a brazen or bold personality to negotiate a particular deal while others think that experience is all what is needed. Instead, it takes preparations and tenacity. Even before starting the process, one should ensure that he/she have identified anticipated possible objections; mutually desirable terms and determine what motivators will augur well with the opponent. Confidence in addition means having a good heart that often endears and gives the other party a less defensive standpoint.

2. Assumption that something is not negotiable

Everything is negotiable when one thinks like a negotiator. When one decides that the terms and conditions can be altered in his/her favor, an opportunity presents. Rules are change, if one simply proposes a viable, mutually beneficial and ethical alternative solution. Powerful negotiators are outright rule breakers.

3. Failure to build relationships first

One of the greatest mistakes people make when negotiating is failing to know the other party. One need to slow down and make good connections with the people to garner helpful information that can be used to know what motivates them, what they value in life and what annoys them too. More often, people learn greatly though a genuine conversation with another person

4. NOT ASKING

It may sound very simple, but successful negotiations entails asking keenly for what you want. The fear of seeming greedy or rejection sometimes gets in the way, but it is always never personal. It is a purely a reflection that you did not table a valid argument substantiating clearly why you should get what you actually want. Actually, it is your offer that was rejected and not you.

When you get a “no” as the answer, it only means that the other party needs a little more information. People say no an average of three times before they say yes. It is therefore prudent to master the art of rejection, which is to keep asking.

5. Talking too much

Those experienced with sales and negotiation training will tell you that too much talking is a sure way to kill a deal. It is very usual for example; a salesperson can talk too much about a certain product or a service that they take you out of the purchase.

One should never underestimate the power of silence. When discussing a business deal, if you stop talking and get very comfortable with the silence awkwardness then the ability to sell the product and win the argument in the negotiations increases meaningfully. It is wiser to talk less and listen more.

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7 Questions To Answer Before You Market Your Business

What if I told you there was a simple way to kick start your business, where you spend less money, and annoy less people? Are you interested? Would it sound like magic? To me it would. But, it’s not magic. It is just marketing 101 stuff. But, this marketing 101 stuff so so so many people get wrong.

Yea you can ignore this marketing 101 mumbo jumbo. And instead hit the streets, start the cold calling and push your ‘ultimate 10% off offer’. But, how far would that get you? Not very far. And it would probably annoy.

But, as a wise old man once said to me ‘I don’t take shortcuts, because they take to long’. Let us, you and me, be honest, no short cuts, and answers these 7 simple marketing 101 question.

1) Who is Your Target Market?

Marketing is just a word for communicating what we do and how we help.

If you say ‘everyone’ is your target market you need to start over! Seriously! Why? Because a) not everyone wants your product and, b) Addressing everybody is not practical. Not enough money in the world nor hours in the day. Just. Not. Possible.

Do this instead. Choose a slice of the market, a niche, that is already served, enter it, then position yourself differently.

Yes, entering a market with competition sounds counterintuitive. The premises is sound. If a niche has competition then people are buying. If people are buying then profit is being made. All you have to do is position yourself differently from the others and you will attract your audience.

And you positioning yourself differently with your voice, your viewpoint, your expertise, customer service, or with testimonials.

The alternative is a finding a niche without competition, the classic gap in the market, and convince people who are not buying to buy. That is way, way more difficult than positioning yourself differently in a profitable market.

Another niche is to sell to (and lead) a group which you are a member of. The premises is people will buy from you, because you are one of them. Think of this as the insider helping insiders, a tribe if you will.

Tribes is not new, Seth Godin, wrote a book, about it ‘Tribes’. People gravitate into groups around a leader or ideas. Use your tribe to your marketing advantage. Rally like-minded people around your product, your idea, or your cause.

2) HOW will this Niche Become Aware of What you Have?

In marketing parlance this is the promotional part of the 4 P’s. Promotion suggest advertising and pushing. And no one likes be sold to.

How will your Tribe know about your products? If your niche is your tribe of like-minded people, then talk with them as normal and show what you have. Selling will take care of itself.

If your niche has competitors, assess their tactics, then do one better and market from your own angle.

Remember all your online business emanates from your home base — your website.

Yes, you can interrupt people with advertising, but, chances are you’ll get ignored if you don’t have a compelling story to tell them. Leading us to number 3.

3) WHAT Story are you Telling, Living, or Spreading?

The most engaging and memorable marketing is marketing told through stories. Big brands do this expertly in 30sec TV ads. The ads show how lives are transformed, get better, or are improved.

Yes, a story. But, why stories? Why not just ‘here’s our features and benefits buy from us’?

Because our brains are more active when listening to stories and stories activate the language processing parts of our brains. Both help us relate and connect with your brand easier.

Yet, the best story is the how peoples lives are transformed, improved or are better.

Stories are great only if they connect with existing beliefs and views people have.

4) Does Your Story Resonate With their Worldview?

What does your audience believe? What do they want? What are their fears?

Marketing Personas is a one powerful tool in your toolbox helping you focus your messaging to a subset of your market. Better than using marketing personas, is identifying prospects worldview.

A worldview is how people view their world. E.g. what should we do next? What is right or wrong? How should we reach our goals?

Tapping into the worldview of your audience focuses your messaging and builds a deeper bond with people.

Apple did this with their Think Differently campaign. The rallied cry called people:

…the crazy ones, the misfits, the rebels, the trouble makers, the round pegs for square holes, the ones who see differently…

And it worked expertly. It worked because people identified themselves in this campaign. And we all identify with being a rebel at some stage in our lives, or being a trouble maker, and we all fell the system, puts round pegs into square holes.

Find the worldview your audience associates with and foster it.

Take, for example, two families. Both sets are married, home owners, have 2 teenage kids. One a VW family, the other a Ford family. Both sets work full time. One is a Apple product family and the other Android and Windows family.

Would the words and images in your marketing be the same for each family? Are the worldviews the same? No, probably not. If you ignore their worldview you’ll speak the wrong language and annoy people you want to attract and waste your money.

5) WHERE is the Fear that Prevents Action?

For us, as owners and marketeers, action is a signup/registration, or phone call or a sale. So identify the fear preventing our prospects from taking action?

Is the fear the basic I must ‘Know you, like you, trust you’, before I buy from you? Does your website ooze confidence (trust). Is social proof is missing – testimonials and social shares. Or maybe the fear is internal. Or maybe people want your product, but, just not today.

Figure out what fear is holding people from opening up their wallet and giving your their cash.

6) WHEN do you Expect People to Take Action?

If your answer is I want action ‘now’, then ask what is keeping people from saying, ‘no, I’ll buy later’. Because deferring decisions to later is safer and easier.

As owners want people action now, so figure out and fix, that part of your marketing funnel ‘allowing’ people to say I’ll take action ‘later’.

7) WHY Would People Do Business With You?

Seldom is the features and benefits of your product stopping the sale.

So, ask yourself, why would people do business with me? Is it your charm, your good looks, your humour? Maybe it’s your customer service? Or it’s the hand written thank you card after an order? Or a voucher for a coffee?

Further, what will your customers tell their friends about you? And if you ask your customers – ‘why did you do business with me?’ Will you be pleased with the answer?

And what would happen if take their answer and lead your marketing the it? As we know customers speaking about you (earned media) is 100x more powerful then you talking about you.

Kick Start your Marketing

To kick start your business and annoy less people — answer the 7 question. And like magic you will attract the right people, repel the wrong people, spend less money and be massively ahead of your competition.

Wow. That sounds like cheating.

Want to cheat more? Download for FREE this Worksheet, it walks you through the 7 question to Market your business and Annoy Less People.

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UK budget 2015: An Action‐Packed & Politically Charged Budget

The 2015 general election was a speed camera for austerity, or so we thought. Given the content of the Budget back in March, the Chancellor had been expected to put his foot down on the austerity accelerator. Instead, however, he is set to keep the austerity drive in cruise control, with the pace to remain steady. The huge public expenditure cuts forecast in March for the next two years are now not going to be as steep as projected. Furthermore, the Chancellor has pushed back his objective of achieving a Budget surplus by one year to 2019/20. And, in fact, there is now £83billion more in departmental spending than was forecast in March. For perspective, this would be enough to fund Northern Ireland’s entire public spending for almost four years. It should be noted though that this doesn’t mean there is more public spending being made available; it is simply that the cuts will not be as severe as forecast. This is funded by welfare cuts, net tax increases and higher levels of borrowing.

Uk Budget 2015

There are some similarities between today’s Budget and the emergency Budget of 2010. Back then, multi-year benefit and public sector pay caps / freezes, alongside significant welfare spending cuts featured prominently, and the same was true today. Osborne billed it a Budget for working people. In many respects this was the case, but perhaps not for those working in the public sector. Public sector workers will see pay rises capped at 1% for the next four years beginning in 2016, and they are therefore likely to face real-terms pay cuts in some of these years (i.e. increases below the rate of inflation). They are also likely to see changes in their terms and conditions in the autumn.

From 2016, most working-age benefits will be frozen for four years, and from April 2017, child tax credit will be limited to two children. The household benefit cap will be reduced from £26,000 to £20,000 per household for regions outside London and the South East of England. Overall, all the welfare spending announcements unveiled today will impact on Northern Ireland disproportionally more than elsewhere due to its reliance on welfare spending. In turn, this will have adverse effects on consumer spending, impacting, for instance on the retail sector. As a result, the Northern Ireland economy is expected to see sluggish economic growth in 2016.

New National Living wage

One of the surprise announcements by the Chancellor was the introduction of a new national living wage (NLW) of £7.20 per hour for over 25s from next April. This is due to rise to over £9 per hour by 2020. This will be welcomed by employees in lower paid jobs, however it will represent a higher cost to employers in low wage sectors such as food, retail and hospitality. This measure will make under-25s more cost-competitive from an employer’s perspective which could help alleviate Northern Ireland’s high youth unemployment rate. Those on low pay will also welcome the increase in the tax free personal allowance to £11,000 in 2016, with the prospect of this rising to £12,500 by 2020.

When it comes to businesses, another surprise was the planned corporation tax cut to 19% in 2017 and to 18% by 2020. This will make the cost of a 12.5% corporation tax rate more affordable for Northern Ireland but it will dilute the benefit by reducing the rate’s relative competitiveness. Businesses will welcome that the annual investment allowance has been raised and will be set permanently at £200,000 from January 2016. Meanwhile businesses will also have their employer national insurance bill cut by a further £1,000 from April next year. Large employers will also face a levy to fund apprenticeships, which will add to their costs but should help address skill shortages in some sectors. This initiative does not apply to Northern Ireland.

Scaling Back Reliefs

The Budget has significantly scaled back tax reliefs in certain areas, including reforming dividend tax, with tax rates on dividend income increasing. Tax relief on pension contributions for those with incomes over £150,000 is also being scaled back. Property landlords will soon only be able to off-set mortgage interest costs at 20%, rather than up to 40/45%. This will erode profitability in the buy-to-let sector and potentially provide another headache for those in negative equity.

As far as Budgets go, this was an action-packed fiscal affair, and very political, with the Chancellor effectively stealing the clothes of the centre left, and unveiling a Budget that surprised many. Indeed, more surprises are likely to be unveiled in the coming hours and days. As they always say, the devil will be in the detail.

Download the complete UK Budget 2015 Analysis by Richard Ramsey here. (.PDF 323 KB)

Post by Richard Ramsey, Chief Economist, Northern Ireland Ulster Bank Group Communications, www.ulstereconomix.com

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Website Localisation: Preparing Your Website to Market in Another European Country

Being in the EU offers some great opportunities to make sales in other European countries via your website. Geographically, it is fairly easy to offer order fulfilment in mainland Europe if you are based in the UK, and of course, if you sell through your website then it is very easy for people all over Europe to place orders with you. Of course, if your website is only available in the English language and you don’t do any marketing targeted at people outside of the UK, you will probably find that almost all of your sales come from your own country, except perhaps for the odd sale to expats, or sales of very niche or unique items

Branching into Other European Markets

You may, therefore, be missing out on a lot of potential business by not taking other European countries seriously as a market. If your products are suitable for mainstream customers in other countries (for example they are things like clothes, toys, hand tools or jewellery as opposed to language specific things like books, or electronics that come with UK plugs), all you need to do is come up with a strategy to advertise your website to different markets using things like targeted Facebook and Google ads, and of course, prepare your site to receive foreign customers.

Website Localisation

If you want to make your website ready to sell to people brought in by your foreign marketing efforts, you are going to need versions of all of your static content in the right languages (for example your ‘About Us’ and FAQ pages), as well as your product descriptions. It can be easy to get content like this quickly translated using a professional translation agency, and unless your product range changes very regularly you will be able to get most of your copy translated in one go. You will also need to set prices for your products in the currencies of the countries you want to sell to, which in most cases will be euros. If you already have euro pricing for the Irish market then you can use this. You’ll also need to work out shipping and handling costs to add on. You may want to also buy your site’s equivalent domain in the country you are going to sell to, for example if you have example.co.uk, you would buy example.de to direct your German customers to. If you use a .com domain you may not want to do this, as .com is universally used.

One at a Time?

You can translateyour site and adverts and start marketing in several countries at once, or you can employ a strategy that deals with one new market at a time. If you have research that suggests your products will do very well in one particular country then it makes sense to focus your efforts here and expand gradually, however if you believe your products are just as likely to sell well in any given country then it can make sense to go by the size of the market, and the expense of shipping to it (shipping to France or Germany will be cheaper than shipping to Greece, and so will add less to the total cost of buying your product for the customer).

Branching out can allow you to tap huge new markets with only the relatively small expense of some translation and some changes to your marketing strategy. Is it time you considered mainland Europe as a major market for your business?

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