October 2008

Contact: www.businessperformance.com.au | www.robhartnett.com
Email: rob@businessperformance.com.au
Office: 61 3 9887 6967

Introduction

Well after crossing many oceans and state borders we come to the October edition of Sales Rev. My take on the economy is that there is not a crisis of credit but a crisis of confidence. Finance types including major banks and Institutions have simply lost faith in each other and an era of uncertainty and volatility will be with us for some time by all accounts. Should that stop you?

No, focus on your business, don't react to anecdotes and hearsay and look after your customers. As I was recently advised "no one ever did badly by getting closer to their customers". Sound advice.

Best of luck this month,
Rob

Contents

• My Business TV
• Kochies Business Builders
• Back Yourself!
• Are You Making Enough Mistakes?
• Speaking
• The Big Marketing Day
• Follow Rob on Twitter
• Sales & Marketing Resources
• Do you sell to big business?
• Stop Press

My Business TV

On Sunday November 23rd I will appear on My Business TV on the Seven Network assisting small business owner Shannon Harcourt and her fantastic business. Check out her business at www.littleflamingo.com.au.

Kochies Business Builders

I am now writing regularly for David Koch's Kochies Business Builders web site on Yahoo!. Check out the latest Sales Tip at: smallbusiness.yahoo.com.au/Category/Sales

Back Yourself!

I have spoken to a number of business owners recently who wanted me to look at the marketing of their business. However on further discussion I found what these business owners needed was not a marketing plan but a serious shot of confidence. In all cases they knew what they had to do and just wanted someone to say "you're right that's the best strategy".

So if you are proud of your job, passionate about your product then get out there and tell people. Pitch you business and don't say yes to any deal offered.

Here is why. People buy along the following lines according to a 2006 World Business Forum:

• Salesperson 50%
• Brand 38%
• Price 12%

Are You Making Enough Mistakes?

Well in Melbourne we have just had the Grand Final and the team of the century Geelong (according to the media) was beaten by Hawthorn. Here is an interesting fact about Hawthorn start full forward Lance "Buddy" Franklin. Yes you probably know he was the leagues leading goal scorer this year. But did you also know that according to the Herald-Sun Lance also won the competition for the most clangers (mistakes)? Learn the lesson people - to be a winner you have to make some mistakes along the way.

Speaking

I have just finished a number of speaking engagements across Australia for Bayside Business Group, Carrier New Zealand, The Victorian Government, KTM Sportsmotorcycles and the Institute of Management Consultants. Speaking is a great way to communicate your message to a wide group of people in a short time.

If you have event coming up that you are looking for a speaker for then contact the office on 61 3 9887 6967 or rob@businessperformance.com.au to see how we can assist.

"Rob is an excellent speaker. His two hour presentation was concise and poignant, punctuated with humour and good audience participation. He came well prepared and knowledgeable about our business and our clients. His material was well targeted to address key issues in our Dealer Channel and some sound advise for each of our Dealers on how to develop their own business's. Very beneficial and well received, highly recommended." Vijay Dravid, Carrier Air Conditioning

The Big Marketing Day

In September I was part of the Victorian Governments Big Marketing Day Panel at the Melbourne Town Hall. It was a great experience with over 500 people attending. The Big Marketing Day was sponsored by Sensis, Australia Post, MYOB & the Herald Sun.

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Follow Rob on Twitter

I am always being asked "where are you" or "what have you been up to". Well now you don't have to ask as you can simply follow me on the social networking site Twitter. Check out www.twitter.com/robhartnett

Sales & Marketing Resources

We have our online store up and running. You can pick up the full range of Miller Heiman books and cd's, my books and Better Business Institute marketing resources. The best selling item currently is the Ultimate Sales Companion combination of Strategic Selling & Conceptual Selling by Bob Miller and Stephen Heiman pictured above. Check out the store at businesspe.cart.net.au

Do you sell to big business?

Do you sell to large organisations and

• Find it hard reach key decision makers?
• See sales cycles getting longer?
• Find it difficult to get business across the line?

Stop Press