Small Business Survival Conversations

Small Business Survival Conversations

By Anna SteinfestBusinessEntrepreneurship
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Small Business Survival Conversations episodes

  • S2E19: Solutions-Focused Customer Relationships

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    Solutions-Focused Customer Relationships

    as a Means to Earning Business Opportunities 

     

    With the consumer of today being much more aware, more knowing, and much wiser to sales tactics, there is a better way to approach a prospective customer/client.

     

    It is to think of it as collaboration around solving the other person’s problem or helping them to complete a job that is important to them.

     

    It is creating a value proposition of support for the other person – sharing ideas and knowledge and working together in a common effort. It shifts the focus from selling a product or a service (and the features they represent) to creating value by collaborating together to solve the person’s or company’s problem or job. 

    It is especially appropriate to situations where the solution or tool has a degree of sophistication in its function and value or when the cost of acquisition is significant to the potential buyer. 

     

    To begin, put your mind and the conversation into a collaborative perspective – how can we solve the problem together or complete the job in a better way together? How can this be a focus on the buyer rather than the seller (questions that drive a discussion versus statements to drive a sale)?

     

    1.    Diagnose and frame the problem together;

     

    2.    Generate solutions together, including what you are able to provide; 

     

    3.    Cultivate a peer-to-peer relationship in the process of working together; 

     

    4.    Identify achievable objectives/outcomes that can be realized; 

     

    Keep in mind throughout the process that you are creating value together. 

     

    Notice that this is not a pressure sales approach or a search for their pain, but a very natural process of working together, creating value and shared success for both parties, and building a relationship for the long term.

     

     

     

    Adapted from “Is Your Sales Team Struggling to Sell Solutions” by Scott Edinger, HBR Online Blog, January 04, 2022

    10 min
  • S2E18: Focusing on Business Growth in the New Year

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    Today we will share with you how to focus on your business growth through the New Year. 
    At the beginning of a new year is a time to pause for reflection and it’s also an opportune time to plan your goals for the year ahead. Listen to our new episode to learn Anna's and Michael's best advice for setting and keeping your New Year’s business goals. 

    12 min
  • S2E15: How to Pave Your Road to Business Success - Interview with Jamie Veeser, owner of Machine Plus

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    Meet the owner of Machine Plus - Jamie Veeser who grew from a 1000 sq ft machine shop to a 10,000 sq ft machine shop in one year. Learn what resources he used to do that.  He will share his tools and tips for success with our listeners. 
    Veeser, a lifelong machinist, founded Machine Plus in January 2012 when he saw an opportunity to enhance the services machine shops provide customers. He said Machine Plus gives customers the online tools to track the progress of their orders, update cost information, and more input in the process.
    One of his tips: "We concentrate on what the customer really wants and needs. A lot of shops are just about more sales, but I want to see what would help our customers, what they're lacking," Veeser said. "If they're successful, so am I."

    20 min
  • S2E14: How Does Your Business Survive and Thrive - Interview with Emily Jacobson the Owner of Green Bay Doulas

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    Listen to Emily Jacobson, the owner of Green Bay Doulas, and learn how she survived the pandemics. Currently, she is growing in double digits. What tools and tips you can learn from her?
    Bio of our amazing guest:
    Emily was raised in Green Bay, she has been a labor and postpartum doula since 2011. Emily’s strength lies in supporting families through the childbearing years, in whatever manner they envision it unfolding. Unbiased and judgment-free support are the cornerstones on which Emily has built Green Bay Doulas.
    Emily’s accolades include:

    • Future 15 award recipient- Young Professional of the Year by the Greater Green Bay Chamber of Commerce. (2017)
    • 3 Nominations for Entrepreneur of the Year by the Future 15 and Young Professionals (2016 & 2017 & 2019)
    • Nominated for Business Person of the Year for the Business Recognition Luncheon through the Greater Green Bay Area Chamber. (2016)
    • Nominated for Entrepreneurial Award for the Business Recognition Luncheon through the Greater Green Bay Area Chamber.  (2018)
    • On the Rise top 20 nomination- Rising Tide
    • Packer Protege Mentoring Program (2020)
    • 2020Mom National Ambassador of the Year

    In her downtime, you can find Emily probably not wearing shoes! Her favorite things to do are to explore nature and enjoy an evening bonfire in the backyard with her husband and daughters. Cheering on the Packers goes without saying!



    31 min
  • S2E12: How to Survive Rejections

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    We all deal with rejections at some point. But it’s never fun to deal with rejections in your business. The way you handle rejection can make a big difference in your business so today Anna Steinfest and Dr. Michael Troyer will share with you some tips on how to handle rejection in your business, so you will thrive. 

    11 min

About Small Business Survival Conversations

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Small Business Survival Conversations is the weekly podcast designed to empower entrepreneurs, solopreneurs, and small business owners who are fighting every day to build, grow, and sustain…