Archive for the 'business' Category

Sears – A Company Problem Or An Industry Issue

Posted on February 3rd, 2012 by Alan Blume

Brick & Mortar vs. Virtual

Reuters recently reported that Sears will close as many as 120 of its Kmart and Sears department stores after holiday sales slumped, and Sears shares slid (say that three times fast) more than 27 percent. Sales have declined every year since the merger of the two chains in 2005. Sears faces significant challenges from rivals such as Wal-Mart and Amazon.com Inc, though the latter is indicative of an industry paradigm shift, namely e-Tail versus retail.

Some Big Box stores will likely survive the brick and mortar winds of change which are blowing in their direction. Though many major players such as Borders, Circuit City, Linens ‘n Things’ (and even smaller scale entities such as Blockbuster) were unable to weather the storm. Over the last couple of years, I’ve written several articles on this theme, including:

One need not be clairvoyant to see this paradigm shift in action. Stop in on any given big box store or “department store” in your local mall. Can you count the number of customers on one hand? Are they buying anything? There are some exceptions to this, though the question remains, how many big box stores can survive the onslaught of the more cost effective e-Tail model? The subtle irony here is that Sears might have been closer to a competitive model in 1893 when they introduced the Sears Catalog than they are today.

If your business continues to have a brick and mortar mentality, analyze what aspects of your business can leverage the web to improve efficiency and optimize profits. For more information on going virtual read: Your Virtual Success or Sell More & Work Less.

 

 

Sell More & Work Less Now Available on Kindle – Web Selling Techniques Everyone Should Use

Posted on February 2nd, 2012 by Alan Blume

Sell More & Work Less is now available on Kindle.  This web selling tips book focuses on a 4-Phase Sales Process which helps business professionals quickly learn and apply many new web sales tips and techniques to improve their sales effectiveness. Simply said, allowing them to sell more and work less. The 4-Phase Virtual Sales Process facilitates the transition to a web centric sales model offering greater profit potential, improved methods of selling and the more flexible business and personal lifestyle this affords. Readers can replicate the 4-Phase Virtual Sales Process to create their own tailored sales process using the techniques explained in this web selling tips and techniques book.  I was fortunate to be assisted by three “in the trenches” coauthors, Mike Lauducci, John Scranton and Andrew Blume in the writing of this web selling tips book.

Sell More & Work Less is now available on Amazon, both in paperback and the Kindle version http://www.amazon.com/Sell-More-Work-Less-ebook/dp/B0072O3KUO/ref=sr_1_sc_1?s=digital-text&ie=UTF8&qid=1328183749&sr=1-1-spell.

For B2B Web Marketing go to www.StartMarketingTech. For Insurance Agency Marketing go to www.StartUpSelling.com.

Filling the Sales Funnel with the Four Step Marketing Plan – Webinar

Posted on January 20th, 2012 by Alan Blume

Expert panel will review the Four Step Marketing Plan and discuss the critical elements required for a successful strategy in 2012. Case studies of several organizations leveraging this integrated approach will be analyzed. The Four Step Marketing Plan helps organization gain access to in-profile prospects and provide sales team with qualified opportunities. Topics include:

  • Building your prospect database and email list
  • Reaching your target market through email marketing
  • Leveraging warm calls for quality appointments
  • Expanding reach through Social Media Marketing

Title:      Filling the Sales Funnel with the Four Step Marketing Plan

Date:     Wednesday, February 8, 2012

Time:     1:00 PM – 1:30 PM EST

https://www1.gotomeeting.com/register/616170737

After registering you will receive a confirmation email containing information about joining the Webinar.

For more information, please visit: www.startmarketingtech.com

For our new book, please visit: Sell More & Work Less

Updated Top 20 Website Tips For an Effective Website

Posted on January 13th, 2012 by Alan Blume

Here is an updated Top 20 Website Tips to ensure your website is effective and up to date:

The Top 10 website elements that your organization should review when designing your website:

  1. Header, logo and value proposition
  2. Navigation (keep it simple)
  3. Page title, meta description, keywords (on page SEO)
  4. Unique design, color and theme & content balance
  5. Graphics, video, blog
  6. Download speed
  7. Quality inbound links, no-follow outbound links
  8. Call to Action!
  9. Analytics
  10. Conversion rate

The Top 10 Watch Out tips include:

  1. Beware of templates that make your site look the same as other sites
  2. Out of date content
  3. Out of date images and photographs
  4. Comingling of Personal Lines and Commercial Lines
  5. Vague or non-existent Call To Actions on each page
  6. Too many Calls To Action on a given web page
  7. Browser incompatibility
  8. Large graphics or Flash video with limited content
  9. Broken links
  10. Using design elements and features that make your site look the same as other sites

Once the Top 20 is fully reviewed, take the time to review your analytics, be it free Google analytics or a fee for service solution. What is your bounce rate? What are your top ten blogs? Are there certain traffic spikes attributable to web marketing initiative such as eMarketing and webinars? Learn the nuances of your site, monitor, measure and leverage your website as one of the truly important tools in your marketing efforts.

Browser Wars – Google Chrome On The Rise

Posted on January 3rd, 2012 by Alan Blume

Google Chrome Gaining

Google Chrome Gaining Momentum

As reported by Nathan Ingraham on The Verge, Google’s Chrome has show market gains across desktops over the past year, primarily at the expense of IE and FireFox. Internet Explorer is still the dominant player, though one must take note of Chrome’s 84 percent year-over-year growth rate. As an anecdotal observation, I can say that several of my colleagues have commented on Chrome’s speed and simplicity, though this blogger is still using Firefox, in part because of inertia, and also because of the many plugins I use with Mozilla. What does this mean from a B2B marketing perspective? Though there are many nuances to consider, website browser compatibility across the big four browsers, including IE, Firefox, Safari and Chrome, is surely a must.

For More Information on B2B Marketing go to: http://www.startmarketingtech.com/.

To learn about web sales and marketing best practices go to: http://SellMoreandWorkLess.com.

http://www.theverge.com/2012/1/2/2676388/chrome-internet-explore-firefox-marketshare-2011-statcounter-net-applications

Getting Past Legal Hurdles – The Sales Process

Posted on January 2nd, 2012 by Alan Blume

You finally hear the coveted phrase, “we’re ready to move forward”, or some derivation thereof. Depending on the type of solution you sell, both you and your agreement may arrive at your prospect client’s lawyer, or with a CFO, procurement agent or purchasing department. There are important questions for you to ask, to glean information you need to know:

  • Can you use your agreement or will they insist on using their own contract?
  • How long does it take to review a typical purchase?
  • Can you work with them directly or does your sponsor act as the liaison?
  • Do they insist on certain standard clauses, which must be included in every contract?
  • And if so, can your sponsor provide those for you to review?
  • Will they consider a mandatory arbitration clause which might be helpful to your business?

There are many other questions you can ask, you should carefully assess this aspect of your sales process to ensure you’re operating efficiently late in your process and to minimize surprises. If you can simplify your own contract, it can help reduce the legal hurdles immensely – work with your internal team and counsel to find the proper balance between legal protection and business sales efficacy (I once worked for a Silicon Valley software company that had a 15 page legal contract to procure their solution – this was later drastically reduced to a much more manageable size). Consider creating a simple order form, limiting the legal to those which are critical for your operation and include an arbitration clause. Simpler is usually better. If you wind up in a legal battle before or after the sale, it’s usually a losing proposition for everyone. For more sales tips, read Sell More & Work Less now available on Amazon: http://www.amazon.com/Sell-More-Work-Less-Techniques/dp/1466312394/ref=sr_1_4?ie=UTF8&qid=1325424249&sr=8-4

New Year Resolutions or New Year Goals

Posted on December 30th, 2011 by Alan Blume

Last year I published an article about New Year resolutions, or my version of this tradition which I call my New Year Goals List. For more than twenty years I’ve written annual goals, usually a set of 5 to 10 which I hope to accomplish in the ensuing year. This ritual occurs in December, often around the holidays, but always before January 1st. These goals are written on a small piece of paper, added to prior annual goals, neatly folded and placed in a bedside drawer. From time to time I review these goals, usually once or twice during the year. I often flip back to prior years to ponder where my priorities might have been at that time, if they have evolved in any meaningful way, and if I missed something from years past which should reappear in the future. Granted my goals may seem modest to some and perhaps challenging to others. Regardless of exogenous perspective, the annual goal list seems to work for me, and may work for others too.

Typically my goals include some mix of personal, business, health,  family and charitable. Last year, some of my goals included:

  • Write a second business book
  • Take 3 interesting vacations with family
  • Spend at least two weeks in a warm climate
  • Publish at least 25 articles – 15 on Agency Marketing
  • Wake up weight of 180

As the New Year is upon us, I decided to review my goals for the year, and ponder priorities for 2012.  My second business book was completed with the help of three colleagues. It is called Sell More & Work Less and will finally ship in January. This sales and marketing tips book was fun to write and moved along at a faster clip than my first book. I was able to take four trips this year, including Sweden/Denmark, Newport Beach, CA, Naples, FL and Seattle, WA, in part because StartUpSelling, Inc. is a completely virtual business allowing for the time and flexibility to travel.

I published 35 articles (20 related to agency marketing), safely eclipsing my goal, gaining momentum and motivation as I neared and subsequently surpassed the 100 article notch from efforts over the last three years, hardly Hemingway, but my attempt at providing some interesting content for others to consume. Which brings us to the final goal on the list, a seemingly simple yet illusory target. Repeating a similar performance to last year, the scale read 183 on this the 30th of December. Granted, some extra effort over the next 48 hours and a disciplined two day diet regimen might put this goal within reach. Unfortunately, as we all know, the holidays tend to be a better time to gain than shed. The former sentence sounds good as I write it, though the latter seems an obvious rationalization and a meager attempt to excuse this near miss again.

And what are some of the goals on my 2012 New Years Goals List?

  • Write a 3rd business book
  • Start on my first novel (that will be a radical departure from business writing)
  • Finalize a television show script (now completed but undergoing refinements)
  • Three weeks in a warm climate (with friends and family)
  • Wake up weight of 180 pounds

I find this annual goal ritual to be helpful and rewarding, motivating and humbling. It helps keep me on track and measure my results during the year and from year to year. Try it and you might find it helpful too. I’d like to wish all of my family, friends, colleagues, contractors and clients a happy and healthy New Year!

Are the Days of Direct Mail Marketing Dead For B2B Insurance Agencies?

Posted on December 28th, 2011 by Alan Blume

This blog is based on one of my most viewed blogs and articles called, “Are the Days of Direct Mail Marketing Dead For Insurance Agencies?” It was written in June 2010 and discussed the demise of direct mail as an effective, or at least long term insurance agency marketing solution. The US Postal Service was a prominent feature in the discussion, running massive deficits at that time, which as of yet appear unabated.

I received interesting comments, as some marketing agencies, service organizations and insurance agencies continued to extol the virtues of direct mail. But I think most of them today, would agree, there are much better, more efficient and environmentally friendly means to reach prospects. Some of these include:

  • eMarketing
  • Social Media Marketing
  • Web Seminar Marketing
  • Blogging
  • Video (including YouTube)
  • Insurance Agency SEO

For B2B insurance agencies, there are even more compelling reasons to go digital and eschew any thoughts of Direct Mail, which is appropriately called snail mail in this context. Direct mail is slow, difficult to measure in many ways including how many are opened by your target audience. And it’s difficult to determine if the physical mailer reached the person intended. Direct mail will continue to get slower (First Class mail will no longer be delivered next day) and more costly, as the inherent inefficiencies in the model continue to act as an economic anchor on the entire process.

The simple conclusion for B2B Insurance Agencies… If you haven’t stopped direct mail – do so – and do so now! Invest in your future with digital marketing, particularly methods that build a foundation for your future success. For more information, go to: Insurance Agency Marketing -  http://www.startupselling.com/insurance-agency-marketing.html

My 2011 Reading List In Retrospect, Shall We Call It “Dark Unbroken Amazonian Hornet’s Nests with Coke”?

Posted on December 17th, 2011 by Alan Blume

As an early adopter of the original Kindle, and the new and improved Kindle Fire, I find it faster, easier and more convenient to read. As noted in blogs of days gone by, I try to read a mix of books from business topics to inspirational stories to those offering rewards merely from an entertainment perspective. I like to read at least a book a month, I read 15 this year, a dozen of which are listed below, in no particular order.

  • The River of Doubt: Theodore Roosevelt’s Darkest Journey, Millard, Candice
  • 50 Ways To Love Your Startup, Mancinelli, Bruce 
    Sell More & Work - January 2012
  • Mountains Beyond Mountains, Kidder, Tracy
  • Dark Tide: The Great Molasses Flood of 1919, Puleo, Stephen
  • Google Places Success, Towland, Chris
  • Unbroken: A World War II Story of Survival, Resilience, and Redemption, Hillenbrand, Laura
  • The Autobiography of Benjamin Franklin, Franklin, Benjamin
  • The Girl Who Kicked the Hornet’s Nest, Larsson, Stieg
  • The Coke Machine, The Dirty Truth Behind the World’s Favorite Soft Drink, Blanding, Michael
  • The Secret Life of Houdini, The Making of America’s First Superhero, Kalush, William and Sloman, Lary
  • A Splendid Exchange, How Trade Shaped the World, Bernstein, William
  • Sell More & Work Less, Web Selling Techniques Everyone Should Use, A. Blume, J. Scranton, M. Lauducci, A.J. Blume

These books range from truly inspirational stories of triumph over hardship (Unbroken and River of Doubt for example) to small business best practices (50 Ways to Love Your Startup). Some were fast and easy reads like The Girl Who Kicked the Hornet’s Nest, while others like Franklin’s autobiography and Houdini’s life offered granular detail amidst historic context. Dark Tide and Unbroken fall under their own unique category as in, “are you kidding me – do these things really happen”? And my most recent read arguably falls into the same genre, with Roosevelt’s (of the Bull Moose variety) journey through the Amazon. The book I spent the most time reading this year, was the book which I was writing this year. With the assistance of three colleagues, we put the finishing touches on Sell More & Work Less, Web Selling Techniques Everyone Should Use this past week and hope to see it finally hit the virtual Amazon book shelves in January. Writing and publishing requires multiple read through cycles, and I expect the final cycle to happen this month. Sell More & Work Less is just over half the number of words when compared to my first book, Your Virtual Success, but the reading cycles were certainly comparable. The latter was over 60,000 words while the former, a more succinct “web selling tips book”, is only 35,000 words.

My recently purchased Kindle Fire helped me rip through The River of Doubt, the crisp text and improved user interface makes it really fast and easy to read (at least for this user). These days, I find both reading and writing enlightening and cathartic and wished that I read more when I was younger, compelling me to think of the famous Shaw quote, “youth is wasted on the young”. Will the day come that most of youths will be using Electronic Reading devices? And upon such a day will that help them read and assimilate more information? Only time will tell, then again technology may be an enabler, but it isn’t necessarily a motivator.

Three of these books were gifts (The Coke Machine, The Secret Life of Houdini and A Splendid Exchange) of the “paper” variety, the rest were downloaded to my Kindle. I can recommend all of the books on this list, though my favorites were Unbroken, River of Doubt and Dark Tide). And it is with obvious prejudice that the last item is even included on the list. As my years progress, I’m gaining momentum with writing and hope to publish another book around the end of 2012, then a novel in 2013 or 2014. The novel would be a departure for me as most of my works have been in the business genre. It’s a challenge I look forward to, mundane in comparison to the challenges faced in Unbroken or River of Doubt (or Mountain’s Beyond Mountains), but a challenge nonetheless. Sell More & Work Less will be available in January.

 

Top 12 Insurance Agency Marketing New Year Resolutions

Posted on November 21st, 2011 by Alan Blume

Here is a list of 12 important things to consider for your Insurance Agency Marketing New Year Resolutions.

Insurance Agency Marketing New Year Resolutions

Insurance Agency Marketing New Year Resolutions

  1. Your Insurance Agency Website is Updated & Current.
  2. Your Website leverages SEO best practices.
  3. Your Agency Value Proposition is prominently displayed and rapidly understood.
  4. You have a prominent Call to Action (above the fold) on your Insurance Agency Website.
  5. You have a professional and consistent Insurance Agency eMarketing Program.
  6. You have a Quality Prospect List with X-Dates.
  7. Your agency (or an insurance agency marketing firm) makes over 500 outbound calls per producer per month to targeted prospects (or you have another type of “drip” campaign in place to offset this marketing initiative).
  8. You have an Insurance Agency Social Media Initiative in place with LinkedIn and Facebook company pages and a professional LinkedIn profile for all your agency employees (and an Insurance Agency Blog).
  9. You have your own YouTube channel with pithy videos about your agency, products, services, solutions and perhaps some client testimonials too.
  10. You’ve rehearsed your elevator, telephone and voice mail pitch. You can quickly differentiate your agency and have a clearly understood “big 3″ list of differentiators.
  11. You have a clear and efficient (and documented) lead handling process.
  12. Your eCollateral is Branded & Updated.

And you have determined how to increase your book of business with a clear and concise insurance agency marketing plan for the New Year.

For more information visit: Insurance Agency Web Marketing