Seamus Hayes at Geary’s Bar in Charleville

We had the pleasure of listening to Seamus Hayes at the last BEN meeting. He spoke about some of the basics of selling for small businesses. Here are some of my notes from the evening.

He covered the segmentation of markets and how important it is to identify where the best return can be made and to concentrate on that segment. Keeping your offerings up-to-date by offering your customers something new at least once a year is vital as selling to an existing customer is a lot easier than selling to a prospective customer. Unearthing possible market partnerships using some innovative thinking can result in big changes. Deciding on and changing your business model can make or break a business – “If I had asked the public what they wanted, they would have said a faster horse” Henry Ford.

80% of sales people give up after 3 calls but 80% of business is done after the 4th call! So be persistent!

5 phases of a sales call:

1.    Opening the Call (Greeting & Introduction)
2.    Building Rapport & Identifying Customer Need (Question)
3.    Collecting/Verifying of Information – (Paraphrase)
4.    Provide Customer Solutions, Alternatives or Information
5.    Get Customer Buy-in, Establish Next Steps, Close the call (Summarize)

Speak about how the features will benefit the specific person/business you are speaking to instead of speaking about the features and general benefits alone. Do your research on the business you are calling, and ask questions to see if there are specific benefits you can concentrate on – this is called the “you appeal”.

Thanks again Seamus!
Niamh, current Chair of BEN

Contact details for Seamus:
Seamus Hayes
053-9146618
Fitzwilliam Training & Consulting
Business Development Specialists
Archer Business Centre
Peter Street
Wexford
Ireland

And a wee plug for Geary’s Bar also – They provided a back room with great facilities, atmosphere, and comfort! Our presenter was able to plug into the wall mounted flat screen tv to do his powerpoint presentation with no problems.

Presentation by Seamus Hayes on Sales and Marketing

The next BEN meeting has changed venue. It is now being held in Goughs (Geary’s Bar) Charleville 8-9pm, on the 9th December, in the back room.

Seamus Hayes of www.FTC.ie will be presenting a Sales and Marketing for SMEs talk. It is free to attend and all are welcome.

Bring a friend!

Synergetic Networking – Reduce Marketing Costs and Boost Sales

During the 11th November Meeting of the Ballyhoura Enterprising Network at Fitzgerald’s Bar in Killmallock the group discussed the topic Unearthing Connections.

We asked Pat O’Hara of O’Hara Video Production to present his Synergetic Network and explain how it works.

Pat has grouped together with other product and service providers who cater to Weddings as part of their business. They allow only one type of business, for example, one photographer, one videographer, one dressmaker, one baker, one car hire, etc. The group is called Elite Wedding Services.

They have benefited from forming this group in the following ways:

• ­Natural Referrals – Due to their natural connection (weddings), their business referral rates are higher and of better quality.
• ­Power in Numbers – They have more leverage to negotiate with their service and product suppliers, requesting reductions in price as a group of individual customers.
• ­Advertising Under a Group Name – Online and in print, advertising under their group name ensures additional exposure at a vastly reduced cost as each business pays a portion of that cost.
• ­Raising the Bar – Being part of a group can raise the profile of each of those businesses (so long as the quality of the members is carefully vetted!).
• ­Industry Support – Members can support each other more effectively due to having similar industry knowledge and experience.

Synergetic Networking can work for any business – in some cases it make take some imaginative thinking to come up with the common connection.

 

Synergetic Networking – Reduce Marketing Costs and Boost Sales

During the 11th November Meeting of the Ballyhoura Enterprising Network at Fitzgerald’s Bar in Killmallock the group discussed the topic Unearthing Connections.

We asked Pat O’Hara of O’Hara Video Productions to present his Synergetic Network and explain how it works.

Pat has grouped together with other product and service providers who cater to Weddings as part of their business. They allow only one type of business, for example, one photographer, one videographer, one dressmaker, one baker, one car hire, etc. The group is called Elite Wedding Services.

They have benefitted from forming this group in the following ways:

­ Natural Referrals – Due to their natural connection (weddings), their business referral rates are higher and of better quality.

­ Power in Numbers – They have more leverage to negotiate with their service and product suppliers, requesting reductions in price as a group of individual customers.

­ Advertising Under a Group Name – Online and in print, advertising under their group name ensures additional exposure at a vastly reduced cost as each business pays a portion of that cost.

­ Raising the Bar – Being part of a group can raise the profile of each of those businesses (so long as the quality of the members is carefully vetted!).

­ Industry Support – Members can support each other more effectively due to having similar industry knowledge and experience.

Synergetic Networking can work for any business – in some cases it make take some imaginative thinking to come up with the common connection.

End of Year Networking Event 2009

 

 

The North Cork Enterprise Board in association with the North Cork Business Alliance will hold a Business Information and Speed Networking Evening for local Business Owners, on:

Tuesday, 1st December 2009
In
Springfort Hall, Mallow
At 6.30 p.m.

Admission:    Free
****************

Guest Speaker:

Gareth Fitzgerald C.E.O.
Munster Rugby

Our Evening will include light Refreshments , Speed Networking, Socialising and… Recital by Duhallow Choral Group

If you would like to book a place please contact The North Cork Enterprise Board on 022 43235

All businesses and business network members are very welcome to attend.  Please spread the word.

Sales and Marketing on a Budget

A Summary of information from the meeting on the 28th of October 2009.

The general theme of the night was “challenges facing small business”. Each member of the group was asked to write their current challenge in business on a piece of paper (anonymously). These were collected up and sorted into general topics.

The majority of issues were related to or centred around “sales and marketing on a budget”. Support by way of ideas and shared experiences came to light and here they are:

Liam O’Rourke, FRS Network, Bruree, Limerick:

Liam uses a database that he frequently adds to, calling clients/new leads, around 30-35 calls a day resulting in a good amount of business. With the right phone package this can be done fairly cheaply.

Pat O’Hara, Video Production, Charleville, Cork:

Pat sends out his brochure, around 100 every two weeks, to private individuals in hand written envelopes. He says he gets a very favourable response this way and that they appreciate the personal touch even though it is just a flyer inside the envelope. Of course having to take the flyer out ensures more than a cursory glance.

Pat also uses newspaper advertising regularly and strategically. He has also teamed up with industry related businesses to use the power of group advertising and promotion to reduce costs and make a bigger impact. He uses both his business website along with his groups website, expanding his exposure online.

Frank Wharton, Accountant and Tax Consultant, Killmallock, Limerick:

Frank targets a specific industry at a time, sending out personalised letters to each business. He also submits useful articles to the Limerick Leader for publication, thus promoting his vast knowledge of all things Tax related.

Garry Lowe, Whizzkids, Limerick/Cork:

Garry uploads interesting/topical/entertaining movies to his site and to www.youtube.com ensuring his company is included in the credits for all to see. He also uses social networking websites such as www.linkedin.com, www.facebook.com, and writes blogs and mini blogs (www.twitter.com). All of which are free of charge. Garry also sends his flyers to schools and events where parents and kids are likely to attend.

Michael McCarthy, Mac School of Motoring:

Michael uses newspaper advertising regularly, delivers flyers to shops/schools/supermarkets and is currently organising his attendance at exhibitions and agricultural shows.

Thomas Bibby, Ballyhoura Development ltd, Kilfinane, Limerick

Thomas is a strong believer in networking, both in person and online. Using your contacts and your contacts’s contacts, constantly widening your network so that when you need a specific resource, it is at your figertips.

Anne Murphy, Tir na nOg Children’s Adventure, Activity & Fitness Centre, Charleville:

Anne uses text messages to alert her customers to upcoming events and offers.

Niamh Ni Chearbhaill, Spiralli Web Design, Mallow, Cork:

Niamh uses formal and informal networking, word-of-mouth, and the internet. Similar to Whizzkids, Spiralli also blogs online, uses www.twitter.com, www.linkedin.com, www.naymz.com, www.boards.ie, other forums and directories, and Google Adwords as well as their own website.

There are many ways to market your business free or for low cost depending on how hard you search and how much time you put into it. There are ways and means so remember the only bad question is one that isn’t asked.

The specific challenges collected in this exercise will be passed on to the Sales and Marketing expert speaker in December for further and more detailed discussion.

Please feel free to post a comment, especially if you have a low cost tip!

Useful Links for SMEs – Happy Browsing!

http://www.etenders.gov.ie
http://johnbeckett.wordpress.com
http://www.smallbusinesscan.com
http://www.retailrehab.co.uk
http://www.entrepreneur.com
http://www.expertmagnet.com
http://www.krishnade.com/blog/bizgrowthlive
http://sales.quickanddirtytips.com
http://www.ted.com
http://creativedynamic.blogspot.com
http://www.strategicbusinessdesigner.com
http://www.marketingdonut.co.uk
http://www.itcork.ie
http://www.swoponomics.com
http://www.bizextra.biz
http://www.hiddentargets.com
http://frontofficebox.com
http://www.irishbusinesswomen.com
http://www.businesslink.gov.uk
http://www.trafficvault.com/members/blog
http://www.youngentrepreneur.com
http://www.tenderme.com
http://www.dynamicbusinessplan.com/category.asp?ID=1
http://www.zoho.com
http://www.score.org
http://www.sba.gov
http://www.myobpod.com
http://www.everywoman.com
http://www.everywomannetwork.com
http://www.linkedin.com/groups?about=&gid=1212107&trk=anet_ug_grppro
http://www.hubforce.com
http://www.freelanceswitch.com
http://www.smallbiztrends.com
http://www.sweetsuccessradio.com
http://www.marketing-strategies101.com
http://www.smetoolkit.org
http://www.wipo.int/sme/en/
http://www.oecd.org/department/0,3355,en_2649_34197_1_1_1_1_1,00.html
http://www.smeweb.com
http://www.pinsme.eu
http://thevirtualentrepreneur.info/about-my-blog/
http://rhodanmc.blogspot.com
http://www.whateyedo.com
http://www.Loopthing.com
http://www.theentrepreneursyoda.blogspot.com
http://www.dynamicbusinessplan.com

http://www.successionplus.com.au

http://spagobi.eng.it/ecm/faces/public/guest/home/solutions/spagobi

http://www.blogtrepreneur.com/
http://www.launchx.com/business-startup-articles.html
http://blog.launchx.com
http://www.launchx.com/states.html
http://walkercorporatelaw.com/blog/

Comments welcome…

BEN Meetings – Future Dates Confirmed!

11th November:
Fitzgerald’s Bar, Killmallock 8-9pm
Unearthing Connections

25th November:
Cantwell’s Bar, (back room), Croom 8-9pm
Methods of Attraction

9th December:
Bridge Bar, Ballyhea 8-9pm
Sales/Marketing talk (speaker pending)

16th December:
Friar’s Gate Theatre, Killmallock
Meeting time: 8-9pm (committee meets at 7.30pm)
Networking/Party: about 30 – 45mins (leave when it suits)

Formal meeting including the election of the next Chair
Followed by a short informal networking Christmas party – coffee/tea/sweeties! and a bit of craic.

Next Network Meeting: 28th October 2009, Charleville Park Hotel Bar

We’re happy to confirm the next meeting of the Ballyhoura Enterprising Network:

Date: 28th October 2009

Venue: Charleville Park Hotel Bar

Time: 8pm

Topic: Brainstorming of solutions to problems that we’re all facing

Bring: Business cards, flyers, notebook, a pen, a friend, a challenge to be shared (anonymously) with the group, and a positive attitude!

Looking forward to seeing everyone there.

How the Meeting Went

Just got back from the first new format BEN meeting in Ballyhea. A good number of businesses turned up including some new faces.

We focused on each business and how we can find referrals for them. Many connections were made which was very exciting and positive. We look forward to some official referrals in two weeks time at the next meeting.

The venue (lounge of the Bridge Bar, Ballyhea) was a pleasure and perfect for our meeting – quiet, comfortable and informal. I believe the relaxed atmosphere allowed people to participate easily and without reservation resulting in new ideas and new connections between businesses.

I look forward to the next meeting where we will focus on current common business challenges. It will be an open format discussion where we will brainstorm possible solutions.

Just got back from the first new format BEN meeting in Ballyhea. A good number of businesses turned up including some new faces.

We focused on each business and how we can find referrals for them. Many connections were made which was very exciting and positive. We look forward to some official referrals in two weeks time at the next meeting.

The venue (lounge of the Bridge Bar, Ballyhea) was a pleasure and perfect for our meeting – quiet, comfortable and informal. I believe the relaxed atmosphere allowed people to participate easily and without reservation resulting in new ideas and new connections between businesses.

I look forward to the next meeting where we will focus on current common business challenges. It will be an open format discussion where we will brainstorm possible solutions.

BEN Network Meeting 14/10/2009

The next BEN Network meeting is being held in the Bridge Bar, Ballyhea on Wednesday. The meeting will run from 8pm to 9pm and will concentrate on generating referrals.

Please bring a note pad and pen, a business person who may wish to join BEN, or a friend/family member to help you with referrals. Please also bring your business cards – if you don’t have any please bring your name, business and phone number on pieces of paper until you can get some.

As Chairman of the group and organiser of the meeting, I hope to see each member leaving the meeting with a positive and action-focused mindset. To achieve this we will do some brain storming on sources of referrals for each member focusing on one member at a time.

Put your war-paint on – we are now recession-killers. I look forward to seeing you all on Wednesday – Let’s get down to business!

Niamh Ni Chearbhaill

Directions to the Bridge Bar: Coming from Charleville on the Cork/Limerick Road, Ballyhea is about 3 miles from Charleville. The right turn off for the Bridge bar is about another mile after Ballyhea. There is an immediate left turn. The lounge is the door on the left as you enter.