Franchising for Entrepreneurs

As an entrepreneur, you eat, drink and sleep your business. It’s your passion — it keeps you going; it keeps you exploring; it keeps you growing.

So, it shouldn’t be any surprise that many entrepreneurs, just like you — somewhere in their business lifetime — tip their toes into franchising, either as a franchisee or a franchisor. Why? Because it can be a very effective method for:

  • Trying another type of business;
  • Investing in a proven brand;
  • Generating new or additional sources of revenue; and
  • Building lifelong business relationships.

It’s for these reasons that in BusinessCast podcast episdode #94 — Franchising for Entrepreneurs — Robert and I sat down with Lorraine MacLachlan, the President and CEO of the Canadian Franchise Association (CFA). Lorraine leads a team of dedicated professionals who share a core value with all of the BusinessCast podcast guests and loyal listeners: they want to see entrepreneurs succeed!

As a result, the CFA provides some great resources to help you determine if, when and how franchising is right for you.

Make sure you check out some of the CFA’s current research and publications and join us at the Canadian Franchise Show on February 21 and 22.  As recognized members of the business media, we’ll be gathering real-life stories ‘live’ at the show and sharing them with you.

BTW, keep an ear open for our podcast in two weeks (February 14), we’ll be hosting Email Marketing for Entrepreneurs – Bootcamp — Part 2. Matthew Vernhout, the email marketing guru from emailkarma.net will be back. Matthew will share practical tips to get your email successfully delivered, opened, acted upon and measured. Email Marketing for Entrepreneurs – Bootcamp — Part 1 was a huge hit! So, you won’t want to miss out on the additional insights that will ensure the success of your future email marketing campaigns.

Remember: Subscribe to the BusinessCast Podcast at iTunes

Overrule Any Sales Objections

Sales Objections. They’re part of any sales process. And, how you deal with them can make the difference between you having a banner sales year or falling into a sales slump.

That’s why, Robert and I sat down with Nicole Jansen — a Toronto representative from Sales Partners Worldwide. In BusinessCast episode #86 – Winning the Sales Fight — Nicole gave us some tips that anyone can use when confronted with the most common sales objections.

But, because dealing with sales objections effectively is such an important topic, Robert and I put our heads together, did some research and summarize here some of the most fundamental principles you should use prior to, during and after a sales conversation when confronting objections:

1) Keep in-mind there is no “silver bullet” response to any real customer/prospect objection. Addressing real customer objections takes time, patience and commitment to understanding their priorities.

2) Anticipate objections. That means, prepare for ALL of the major objections and the subtle nuances that come with them. Role play with colleagues, friends and relatives. Don’t try to develop an ‘out of the box’ script. Rather, rehearse tackling each objection from several different angles.

3) The more you learn about the prospect/customer before your sales discussion, the more success you are likely to have dealing with objections. This also shows respect for your customer/prospect and helps to demonstrate that you care about helping them succeed.

4) Recognize that regardless of how well you probe, there are simply some objections that you cannot overcome during a particular conversation. That’s okay. Not everyone is going to be a customer in the short-term.

5) How you deal with sales objections sends a very strong message to your customer/prospect. As a result, always be respectful, enthusiastic, courteous, professional and honest.

6) Don’t take any sales objection personally. Objections are not a reflection of you or your product/service.

7) Apply what you learn through the discussion about the objections in subsequent discussions. That means, make sure that you always leave the door open to carry on the discussion at an other time. That means promise some kind of follow-up deliverable and meet that deadline.

Finally, while there are literally thousands of “how to deal with sales objections” resources available, here are a couple of the most practical:

Remember: Subscribe to the BusinessCast Podcast at iTunes

Re-Wind: The Recession Sessions

When Robert and I began our successful Podcast partnership, we promised ourselves, and you our listeners, that we would provide practical advice for entrepreneurs — recognizing that this often meant tackling unpopular, contentious or difficult subjects.

That’s why, 10 months ago, long before the current upheaval in the financial markets, Robert and I started dealing head-on with the recession. Our position was painfully practical: Entrepreneurs can emerge from the economic downturn only by acknowledging, addressing and planning for a recession rather than hoping it will never happen.

So, here we are ten months later and we’re in a global recession. If you haven’t yet heard them, give a listen to some of the BusinessCast episodes that were designed specifically to help you, the entrepreneur, successfully navigate through the recession storm – no matter how fierce it turns out to be:

#42  The Recession Session Part 1 – with Gold ‘n’ Brown

#43  The Recession Session Part 2 – with Gold ‘n’ Brown

#44  How To Achieve Business Success – with Gold ‘n’ Brown

#45  OMG Wow Client Service – with Gold ‘n’ Brown

#46  Firing A Client Before You Get Burned – with Gold ‘n’ Brown

#49  Steal Your Next Customer! – with Gold ‘n’ Brown – and Guest Alex Allan of Alex Allan Integrated (www.AlexAllanIntegrated.com)
 

Mobile Marketing for Entrepreneurs: Part 1

Mobile marketing – it’s more than those ‘short codes’ you punch in your phone to vote for your favourite Canadian Idol. Mobile search, mobile advertising, mobile payment, mobile browsing….well, you get the point.

In fact, if you have any of the newest generations of ‘smart phones’, you have in the palm of your hand a communications/business tool that will very soon dramatically change the way you market to your customers.

But how do you take full advantage of this mobile technology and all of the new marketing opportunities that it creates? To get a handle on the current/upcoming opportunities, take two simple steps:

1) Review Mobile Marketing – Part 1 – a blog post that includes a handful of very focused resources to get you comfortable with mobile marketing fundamentals;

and

2) Listen to the BusinessCast Podcast Episode #75 – Don’t Hang Up: Mobile Marketing for Entrepreneurs.

Our very special podcast guest is Michael Younder — one of the senior product marketers at Research In Motion (R.I.M.) — home of the ubiquitous Blackberry!

Michael shares entertaining stories, insights and trends about mobile marketing, product development and branding. At the same time, Michael — along with Robert and I — highlight those lessons relevant for every business entrepreneur.

Remember: Subscribe to the BusinessCast Podcast at iTunes

Great Book Give-Away (September, 2008)

Robert and I are offering our BusinessCast podcast listeners (and blog readers) leading-edge business resources — for FREE!

Currently the BusinessCast Podcast ‘Great Book Give-Away‘ includes the following titles — mostly from the folks at McGraw Hill:

  • The Four Pillars of Profit-Driven Marketing (2009) – Leslie Moeller and Edward Landry
  • Turn Small Talk Into Big Deals (2009) – Don Gabor
  • How to Talk to Anyone: 92 Little Tricks for Big Success in Relationships (2008) – Leil Lowndes (OUT OF STOCK)
  • Financial Intelligence for Entrepreneurs (2009) – Karen Berman and Joe Knight(OUT OF STOCK)
  • Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach (2009) – Linda Richardson
  • The Inspiring Leader (2009) – John Zenger, Joseph Folkman and Scott Edinger
  • Blogging for Fame and Fortune (2009) – Jason Rich (OUT OF STOCK)
  • Business Lessons from the Edge (2009) – Jim McCormick and Maryann Karinch
  • Smart Networking (2009) – Liz Lynch
  • The Customer Rules: The 14 Indispensable, Irrefutable and Indisputable Qualities of the Greatest Service Companies in the World (2009) – C. Britt Beemer and Robert L. Shook
  • Groundswell: Winning in a World Transformed by Social Technologies (2009) – Charlene Li and Josh Bernoff (OUT OF STOCK)
  • The Extraordinary Leader (2009) – Joseph Zenger & Joseph Folkman
  • Get Content Get Customers (2009) – Joe Pulizzi and Newt Barrett
  • Am I the Only Sane One Working Here (2009) – Albert Bernstein
  • The Organizational Champion (2009) – Mike Thompson
  • The Purpose Linked Organization (2009) – Alaina Love and Marc Cugnon
  • Every Family’s Business (2009) – Thomas William Deans
  • Performance Intelligence at Work (2009) – Julie Bell
  • Databases: A Beginner’s Guide (2009) – Andy Oppel
  • Digital Strategies for Powerful Corporate Communications (2009) – Paul Argenti
  • Winning Sales Letters (2009) – Ralph Allora
  • PowerPoint Presentations That Sell (2009) – Adam Cooper
  • Mastering Communication at Work (2009)
  • Fearless Leadership (2009) – Loretta Malandro
  • Click: 10 Truths for Building Extraordinary Relationships (2009) – George Fraser
  • Financial Statements Demystified (2009) – Bonita Kramer and Christine Johnson
  • Upstarts: How Gen Y Entrepreneurs Are Rocking the World of Business (2009) – Donna Fenn
  • Succession and the Family Business (2009) – John Geddes
  • Loops: The Seven Keys to Small Business Success (2009) – Mike Chaet and Stephen Lundin

Some of these books or so new they aren’t even available in stores yet! So, why not get a jump on your competitors by sending an email to Robert (Robert@BusinessCast.ca) to get a FREE copy of one of these business tools.

*Note: These titles are among the BusinessCast Business Book Essentials List.

Remember: Subscribe to the BusinessCast Podcast at iTunes

Mobile Marketing For Entrepreneurs: Pick Up! Opportunity is Calling!

Have you ever wondered how you were going to leverage the ‘next big thing‘?

Well, it’s here and it’s time! It’s mobile marketing!

Mobile marketing is quickly becoming one of those rare phenomenon in business where a number of technologies and markets converge so powerfully that thousands of new and exciting opportunities emerge for entrepreneurs– semingly overnight.

So, to get a handle on the current/upcoming opportunities, take two simple steps:

1) Review Mobile Marketing – Part 1 – a blog post that includes a handful of very focused resources to get you comfortable with mobile marketing fundamentals;

and

2) Listen to the BusinessCast Podcast (Episode #75 – Don’t Hang Up: Mobile Marketing for Entrepreneurs) which will be posted on the BusinessCast Archives on Sunday, September 21, 2008.

Our very special podcast guest is Michael Younder — one of the many ‘movers and shakers’ at Research In Motion (R.I.M.) — home of the ubiquitous Blackberry!

Michael shares entertaining stories, insights and trends about mobile marketing, product development and branding. At the same time, Michael — along with Robert and I — highlight those lessons relevant for every business entrepreneur.

Remember: Subscribe to the BusinessCast Podcast at iTunes

Lessons from Serial Entrepreneurs

Every entrepreneur eats and sleeps business. That means that even when your business is thriving you continue to search for and tackle new business challenges. That’s just who you are. But, are you a ‘serial entrepreneur‘ — someone who embraces one business after another with an insatiable thirst and passion?

Robert and I have gathered lessons for success from several members of this particular breed of entrepreneurs. For example, listen to BusinessCast Podcast episode #44 where we interviewed Sheldon Waters, President, DSM Computing Solutions. You can also get some additional insights from nine of Canada’s leading serial entrepreneurs.

**Make sure you check out the BusinessCast Podcast ‘Blog Review’ Episode where we outline how you can get some practical business books for free!**

Remember: Subscribe to the BusinessCast Podcast at iTunes