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 Selling "item and price"; a sure recipe for disaster for any small business regardless of whether you sell products, services, or both. It is a game you cannot win. Most everything you sell or provide falls into the category of "discretionary spending". This means the customer is spending money they do not have to spend. Therefore, this spending is for enjoyment of the product, the service and/or the experience of spending the money. Selling begins with your deciding you are going to enjoy the process so that your employees and your customers can also do so. We can see many businesses selling the wrong stuff, and a few businesses selling the right stuff. It does not matter if the business is selling a product, a service, or a combination of the two. PROFITS PLUS, FOUNDER OF...
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JUNE 2026
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With over 25 years of frontline experience Tom Shay is America's leading Small Business Management Expert. He's a "Must Have" for your next event.
Small Business
Marketing talks about finding your target customer. Unfortunately, those customers are not wearing a shirt with a bullseye on them to help you make that determination. The June Small Business Advisory offers an alternative method for understanding where your customer lives.
Small Business
It is countdown to the start of the 24th Independent Retailer Month beginning July 1. We work to promote the celebration from a different prospective; that of telling the public of the benefits they receive because they shop at a locally owned independent retailer. We also share reseach that shows the many positive feelings that consumers have about locally owned independent retailers and why they prefer to shop with you.
Remeber Struther Martin in Cool Hand Luke as he said, "What we have here is a failure to communicate"?
We are going to apply that expression to the software you use in your business. Are you getting what you need from that software?
Think of how Harley Davidson, Apple, and Campbell's Soup are perceived. Each have a very devout following. We call that cult branding. This month's book we review is, "The Power of Cult Branding", by B.J. Bueno.
All this plus the Internet Tool for Your Business and a staff incentive idea for your business.
