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Tag Archive for 'business'

With Great Power…Comes Great Responsibility

In the beginning of their business, the entrepreneurial restorer is involved in all aspects of their company, from the operational side to the marketing of the business and everything in between.

As the business grows, their ability to continue this intense level of owner involvement becomes more and more difficult. As the company grows from Point B to Point C, the owner becomes faced with the responsibility and challenges that come along with the onslaught of complexities found in every growing business: the need for, the decision to, and the implementation of new processes, employees, strategies and more to get them to the next stage of the company’s growth.

In the article, “With Great Power, Comes Great Responsibility” by Business Development Associates’s President, Tim Miller, this subject will be discussed in more detail, including what not to do as the company grows.

Click here to read the full article, which appeared in the June 2013 edition of Cleanfax Magazine.

Business Development Associates, Inc. is a full-service marketing and sales agency specializing in the restoration and cleaning industries. We are helping restorers and other businesses grow their companies using proven and proprietary programs, systems and services that are generating millions in new business. If you’re a restorer looking to grow your business, visit us here to learn more or call us at 847-386-6556.

Upcoming Seminar: “5 Stages of Small Business Growth for Restoration Contractors”

Join us at Contractor Connection on Wednesday, May 21st, for this exciting seminar presented by the President of Business Development Associates, Tim Miller.

Business growth often triggers other business challenges. Business owners tend to approach growing their company as one long continuum from the day they open to the day they retire. When in fact, there are distinct stages of growth, with different challenges, stressors, and potential outcomes. Growing companies can greatly profit from advanced knowledge of the challenges they are likely to face at each step.

This course will explore the five stages of growth for a small business while applying it to our specific industry. Detailed explanation of what each stage looks like, and suggested steps to successfully navigate those transitions, will be included in this course.

Upon Completion Of This Course, Attendees Will Be Able To Gain:
• The Ability To Identify Which Stage Your Business Is At In The 5 Stages of Small Business Growth
• What Obstacles Are In Their Way Of Growing Their Business At The Current Stage The Business Is In
• Suggested Steps To Be Taken In Order To Move Their Business To The Next Stage Of Growth
• What The Future Stages Of Growth Are To Come, and The Challenges, Stressors and Potential Outcomes of Each Stage

This course will be presented twice at Contractor Connection on Wednesday, May 21st, from 1PM-2PM and again from 2:15-3:15PM.

You can learn more about the upcoming Contractor Connection conference in San Antonio, Texas, by clicking here.

Unable to make it to San Antonio? Check out another upcoming workshop held in Columbus in August: “Sales Mastery for Restorers.” You can learn more by clicking here!

How To Maximize Your Networking

As a restoration contractor, (or any business professional for that matter), networking at trade shows and events can be an important part of your sales and marketing plan. To make the most of your time (and valuable resources), we’ve compiled five brief but powerful tips to help you maximize your efforts so you can make the most impact while attending these events.

One tip, as outlined in the Cleanfax Magazine article, “5 Tips for Maximizing Your Networking Efforts,” written by Tim Miller, President of Business Development Associates, Inc., advises to think about what you are going to say ahead of time.

Some people have the ability to not only be naturally outgoing and fearless of approaching new people, but they can often speak off the cuff. For a majority of people, the idea of meeting people and striking up conversation can be downright difficult. By having a polished and prepared conversation opener that is compelling and draws your listener in, you can draw the listener in and setup the conversation for one that is meaningful and engaging.

And for those that have anxiety in these types of situations, knowing what you are going to say beforehand can give you that ounce of “sales courage” you need to start the conversation or be prepared when approached by someone else. For the person who is naturally outgoing, a polished opening can give that extra edge to really engage the prospect or potential business partner into listening more about your service.

For more tips on maximizing your networking, you can view the article here.

And, if you are interested in learning about maximizing your overall sales and marketing plan, Business Development Associates may be the perfect fit for you. We are a sales and marketing agency helping restoration contractors across the country predictably grow their businesses with a proprietary blend of high-performance sales techniques, cross-media integration strategies and the ability to be a true implementation company.

For more information, visit us at www.gobda.com.

The Unreliable “Chicken Dip” Of the Restoration Industry

Superbowl weekend is upon us, and it’s time for many Americans to feast down on an array of game snack favorites, including the ever popular buffalo wing and what has become the current champion of SuperBowl snacks: Buffalo Chicken Dip.

Now, we’re defining the Buffalo Chicken Dip as the most popular football snack due to its popularity, evidenced by being the most searched keyword phrase on Google as compared to its game day counterparts, such as guacamole, chili, nachos, etc. According to a Wordstream research study on the seasonality and trends of keywords, “buffalo chicken dip” and “chicken wings” for that matter, have a direct correlation between the beginning and end date of the season and the increase in the search of those keywords.

“Buffalo Chicken Dip” for example, increases in keyword search significantly in September, peaks in December and again in February, which is the beginning and end of the regular football season, and then of course, the Superbowl.

As a restorer, you also have seasonal peaks that are busier than others. Or, as the owner of Wordstream would phrase it, the “chicken dip” of the restoration industry-when your business will have spikes due to seasonal changes. As consultants specializing in the restoration industry, we know that for most restorers, while weather can be a great source of sales for the year, it’s also highly unpredictable.

While vendors who sell wings might throw a lot of money at PPC and SEO during this football season, restorers might also be spending or thinking about spending their marketing dollars to capture some of that winter weather business when searches for your services might be peaking. PPC and many types of SEO techniques might lead to some increased activity if you have the time and resources to dedicate to it. Take caution though, you’re essentially counting on something unpredictable (i.e.: the weather,) to be a driving force of your sales and now, you’re spending dollars online to capture business from an unreliable source.

Now, if you do have the time and resources to properly implement a PPC campaign or advanced SEO, great! But let it be another piece of your overall sales and marketing strategy versus betting your hard-earned dollar on a horse that could go lame. Take a look at the recent NHL lockout, which caused many vendors to were bite their nails at the lost business (and if the NHL season didn’t start, probably lose some fingers eventually).

For every Bruins game that was cancelled, for example, bars and restaurants around TD Garden lost as much as $1M for every game cancelled. (In our industry, “The Winter that Wasn’t” is probably conjuring up similar nail-biting memories for you right now.)What would happen to wings and chicken dip if football (heaven forbid!) had a lockout? How many vendors would be biting nails then because they assumed that football would be there every season as their biggest source of income. We’ve found the same to be true with many restorers we talk to in regards to how they count on weather-related work every year as a substantial part of their income and in many of those cases were very disappointed with the season that wasn’t.

We’ve talked to a lot of restorers that have tried individual tactics, and while some had gotten a job or two out of it, the ROI they had received when it was said and done did not cover the expense of the tactic itself. Or worse, they got zero ROI. And we can usually attribute that to having no strategy driving and directing the tactics. Having your strategy, tactics and sales force all working towards the common goal, along with having an overall plan that predictably grows your business, versus counting on the “chicken dip” season of the year, can create incredible growth and success in your company.

For now, enjoy the game on Sunday, and see you next time on the BDA Blog! (By the way, If you’re interested in learning how to predictably grow your business and not count on weather, programs or good luck to be the main sources of your company’s growth , click here!)

How To Assume Without Assuming In Sales

Having the ability to know your prospect’s needs in a selling situation is important to not only retaining control during the sale, but it’s also vital to helping you prospect properly.

Asking assumptive questions, versus just assuming what their needs are, will help you communicate clearly and uncover the challenges you think they are having during the sale itself.

Assumptive questions (and the information that follows) combined with a unique value proposition will help you build a relationship that goes above and beyond just the services your company offers.

To read more about assumptive questions in the selling process, click here! Also, you might want to check out how Genuine Enthusiasm is crucial to the sales process as well!

If you are a restoration contractor looking for ways to predicatably grow your business, visit us at www.theBDAway.com today!



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