Government Contracting - Is it an Option for Your Firm?

While it may seem that only large corporations have a shot at profitable military contracts, the Defense Department actually awards more than half of its available contracts, or $55 billion, to small businesses. Additionally, the recently passed $787 billion stimulus plan promises to make even more money available through the Defense Department and other government agencies.

Although the hurdles to becoming a military vendor can at times be overwhelming and frustrating, small-business owners who persevere agree that it is tremendously profitable and in times like our current economic conditions, even essential to survival. With the U.S. currently in the midst of two wars and a multitude of other security concerns, small business owners say the military is a recession-proof customer that has insulated them from the current economic downturn. Those interested in learning more about pursuing government contracts, click HERE for more information, as well as checking the Small Business Links section on this blog for additional resources that can assist you with this process.
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The author, Linda Daichendt, is Founder, CEO and Managing Consultant at Strategic Growth Concepts, a consulting firm specializing in start-up, small and mid-sized businesses. She is a recognized small business expert with 20+ years experience in providing Marketing, Operations, HR, and Strategic planning services to start-up, small and mid-sized businesses. Linda can be contacted at linda@strategicgrowthconcepts.com and the company website can be viewed at www.strategicgrowthconcepts.com.

Grow Your Business by Building Your Credibility as an Expert

In today's world of 5-person or less small businesses, oftentimes building demand for your business requires building demand for your expertise as the owner and a subject-matter expert in your field. With the many resources available today, online and elsewhere, the opportunities to showcase your expertise and build your personal "brand", as well as that of your company, are almost limitless. On our website find an article that will provide you with tips to utilize some of these opportunities to your best advantage for growing your business. Learn how to maximize the opportunities presented by blogging, social media, public speaking, teaching, portfolio presentation, and publishing in your efforts to grow your business.

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The author, Linda Daichendt, is Founder, CEO and Managing Consultant at Strategic Growth Concepts, a consulting firm specializing in start-up, small and mid-sized businesses. She is a recognized expert with 20+ years experience in providing Marketing, Operations, HR, and Strategic planning services to start-up, small and mid-sized businesses. Linda can be contacted at linda@strategicgrowthconcepts.com and the company website can be viewed at http://www.strategicgrowthconcepts.com/.

5 Tips to Maximize the First Appointment with a Prospective B2B Customer

It's often said that you don't get a second chance to make a first impression. It's definitely true when it comes to B2B sales. When you set up an appointment with a prospective customer, you should leave no details to chance.

1. Research:

Know your customer and their needs as much as you can prior to the meeting. It personalizes your customer service, and your potential customer will be pleased that you took the time to find out about their business.

2. Have passion and confidence:
Remember that every appointment is like a job interview. You may be invited back or eliminated from the competition. Remember to show your passion for the business and your confidence in your ability to fulfill their needs.

3. Ask qualifying questions:

Have a list of "qualifying questions" prepared to take with you. Some of these should be specific to their industry, and some to their specific business, so you can identify the problems they are having and come up with solutions to solve them.

4. Sell solutions and benefits, don't push product:

Don't try to "sell them" at the first meeting. Use this as an information-gathering session. Take a "consultative" selling approach. Your job is to pull information out of them and then educate them on the solutions and benefits your company can provide.

5. Offer to hold the meeting at their office:
Be on time, well-researched and prepared for any questions. Meet the client at their business location. They will appreciate you taking the time and saving theirs.