Guest post from Emma Jones, Founder of Enterprise Nation and author of ‘Spare Room Start Up - how to start a business from home’.  

Without a sale we’re not in business and ongoing sales will spur the business to grow. Emma Jones offers five steps on how to make a sale and keep the cash flowing.

Step 1: Prepare

Research, supply and demand, ie spend time looking at what the market wants and how you can supply this in a way that will set you apart from the crowd. Before making a first approach to the potential client, carry out a search so you’re happy you have the right person, their correct name, and possibly a news item highlighting their demand eg a first note may be ‘Dear Andrew, having seen you quoted in a recent article in ABC press, I understand you are looking to move to new office premises. I am writing to introduce you to my interiors company ….’

Step 2: Present

Present the client proposition in a professional manner. This applies whether it be sending a first email (as above), distributing flyers or making a call to a prospect. Present the benefits of buying you and your product/service. How will it make the client’s life easier/who else has bought/what does it cost/who can they call if interested. These are all useful points to cover in a first approach.

Step 3: Persist

There’s a delicate line between persistence and becoming a pest! Saying that, unless your potential customer has an immediate need for what you offer on the day on which you make the approach, then it’s likely you’ll present yourself and then have to spend a bit of time following up. Submit the proposal, follow-up with a delicate prompt a week later and, if still no response, keep in regular contact with friendly emails and calls along the lines of ‘Hi, just like to keep you updated on what’s happening here .. would love to do business with you when you’re ready..’  

Step 4: Perform

You’ve won the gig! It’s time to deliver on all the goodness sold and promises made. Perform to a high level so reality meets expectation. Along the way, check the new client is happy with the service they’re receiving.

Step 5: Promote

Sales means testimonials and this leads to credibility. A growing roster of quality clients will give others the confidence to trade with you. Promote new sales and client wins; through a press release, via testimonials on the site, or social media such as Twitter.  

Taking these steps can be eased by using software such as Salesforce.com which keeps track of sales leads and the business development pipeline. Or, do what I do, which is to use an excel spreadsheet and a handwritten list that’s regularly updated and always carried with me!

Source: Microsoft Small Business

Ex- Dragon’s Den panel member and Doug Richard recently held a seminar at the British Library in London for all aspiring entrepreneurs, offering his six top start-up tips.

Here’s a very brief summary of the start-up tips he discussed - it’s well worth reading the full story because he offers pertinent, relevant advice.

• 
  
  How attractive is my product to my customer? You might think is absolutely wonderful but that’s not the point - you need others to think  so too or you won’t sell anything.


• 
  
  How attractive is the market to me? Do you want to earn a fortune, slave every hour of the day, or carve a lifestyle?


• 
  
  Can I sustain my advantage? What makes you better than your competitors?


• How attractive is my industry? Are you entering an already crowded marketplace?


• 
  
  Do we have the skills and experience? The secret of success is to hire really good people


• 
  
  How connected are we? You need to get out and about and make your presence felt.

Food for thought!

Related posts: Be better than your competitors;

Source: Microsoft Small Business

There’s an interesting story on the BBC website today on how a small retail business is not just coping but succeeding in the recession by adapting to market changes. Like every other business owner, Carl Bradley, owner of a computer and TV shop n Eastbourne, East Sussex, experienced a drastic fall in sales and income last year and was forced to put expansion plans (plus new home) on hold to adjust to the falling economy.

With some clever strategic changes to the stock he holds and brining new lines, he is now seeing the benefits. A flexible business model, using contractors instead of employees, also gives the business room to manoeuvre. Read the story in full: Firm’s recession roller coaster ride.

Source: Microsoft Small Business

July 10 is the first Green Britain Day – an initiative sponsored by EDF energy, the first sustainability partner of the London 2012 Olympic and Paralympic Games as part of the lead-up to the 2012 Olympic Games in London.

EDF Energy is encouraging people, including schools around Britain, to ‘do something green for the team’ on Green Britain Day, creating a wave of tangible action across Britain.

People are invited to join Team Green Britain, a community aimed at harnessing the power of collective action. Developed in association with the Eden Project, the website suggests new actions to take on Green Britain Day. The innovative website features five areas of interest – Home and Garden, Food, Lifestyle, Travel and Money – with teams within each, offering practical and effective ways to live lower carbon lives. Team Green Britain will provide ongoing support to help people make long-term, low-carbon lifestyle changes on the journey to 2012 and beyond.

Team Green Britain is about encouraging all of us – at home, work, or play, to make a positive difference and show the world that Britain is leading the fight against climate change. You can learn more and get involved here: http://www.teamgreenbritain.org/home.

Source: Microsoft Small Business

Our ‘Ask the Expert’ question for June is answered by Ann Merrick, Managing Director of Infineo, a Microsoft Partner and Small Business Specialist.

The question is: We’re a small group of busy people trying to grow our business as quickly as possible. We’re conscious that we need to use technology to help achieve this, but we haven’t got the expertise or the time to get too involved in that side of things. And we don’t really want to hire an in-house IT specialist right now. Is there a low-cost, low-hassle answer?
Ann talks through the benefits of hosted technology for small businesses who perhaps don’t have the skills or the time to get too involved in technology and don’t have the resources to hire an in-house expert, but who nevertheless understand that they need to have the technology to back up their business offering.
“As long as you have broadband connectivity, there are enormous benefits to be gained by setting up a ‘virtual office’ - using software which lives online instead of on your PC. Firstly, this means you don’t have to be in the same place as your colleagues to collaborate with them effectively - some companies even dispense with traditional office buildings altogether. Equally important for any smaller operation, the virtual office reduces the expense of your technology because you simply ‘rent’ what you need.
 
“By combining several server technologies in this way under one Microsoft licence, hosted Small Business Server offers small businesses like yours the best of both worlds - a business workhorse to keep pace with your expansion, plus very welcome cost savings. A virtual office based on hosted solutions also means that someone else takes care of your IT - allowing you to get on with running your business.”

Read the article in full: Hosted technology based on SBS is affordable and hassle-free and find out more from Infineo.

Related posts: Subscribe to online hosted services and cut overheads: Ask the Experts: Cloud computing and mobile working

Source: Microsoft Small Business

Guest post from Emma Jone, Founder of Enterprise Nation and author of ‘Spare Room Start Up - how to start a business from home’.  

Many studies are carried out on the number of people starting businesses and the success of those ventures but few researchers have investigated whether business is the secret to a long and healthy life. Emma Jones offers a few examples that point to a connection.

Celebrating a centenary

It was two recent insertions in the Obituaries column that got me thinking about this idea of business leading to a long life. The insertions marked the passing away of two great businessmen; Daniel Carasso, founder of Danone, the world’s leading yoghurt maker, and Wall Street veteran Albert Hamilton Gordon, who rebuilt investment banking firm Kidder Peabody after the crash. Mr Carsso was 103. Al Hamilton Gordon was 107.

What I’m suggesting is that their business was very much responsible for keeping them going until a ripe old age. It gave a reason to get up each morning, with both men still very much involved in the running of the business until literally the day they died.

Saying that, when questioned at the age of 103, Al Hamilton Gordon said:

“My longevity I attribute to, number one, excessive exercise!”

The feature reports:

‘On business trips to Los Angeles, he would carry his own bags — from the airport to downtown, walking all 18 miles. At 82, he ran the London Marathon — and finished in a little more than six hours.’  

The young kid on the block  

Looking almost youthful in comparison, and still very much alive, Gerald Ronson was recently profiled and praised for his stamina and ongoing business success:  

“The 70 year old has no plans to moderate his workload, which still consists of six and a half days a week, more than 12 hours a day, and with regular travel across the nine countries in his £1.5bn development programme’

In his own words, Ronson said:

“I have more energy at 70 than two 35 year olds. I have no intention of slowing down or retiring. I don’t do what I do for the money. I do it because I enjoy it.”

And I guess, at the end of the day, this is the crux. It’s doing something you enjoy that gives the energy to stay alive. That, plus a little exercise on the side!

Enterprise Nation is racing to follow every home business on Twitter by Home Enterprise Day on Friday 20th November at www.twitter.com/e_nation

Source: Microsoft Small Business

More than 60% of small businesses are now started from home and an estimated 8 million people will earn an income from home this year alone. In recognition of this growing business trend, NFEA - the national enterprise network, has launched the first ever Home Enterprise Week, running from the 6 - 10 July.

To raise awareness of home based business, NFEA will be providing comment and opinion on a national scale during the NFEA Home Enterprise Week to draw attention to home business topics, issues and opportunities. Plus, tailored events will be running across England throughout the week, delivered by the NFEA network of enterprise support organisations. Activity will be focused on giving existing home businesses the profile and support they need, as well as introducing the home enterprise concept to current and future start up businesses. Those looking to start or grow a business from home will be able to access information, seek inspiration and meet other home business owners from their local area. 

The NFEA network of enterprise support organisations is committed to supporting anyone looking to start or grow a business but the NFEA Home Enterprise Week is an opportunity to place a significant and well deserved focus on home based enterprises. 

Commenting on the launch of this dedicated activity, NFEA Chief Executive George Derbyshire said: ”It’s not generally appreciated that most small businesses are based in the owner’s home - and that brings its own challenges as well as opportunities. As the national enterprise network, it’s only right that NFEA should be giving special attention to this sector, and we hope both new and existing home based businesses will benefit from this week of unique activity.”

The NFEA Home Enterprise Week has also received ringing endorsement from Enterprise Nation - the UK’s largest website for people starting and growing a business from home. Founder Emma Jones said “I’m delighted to see NFEA support the home business sector in such a strong way and Enterprise Nation offers its full support to the NFEA Home Enterprise Week.” 

This is not the first enterprise theme week NFEA has developed. Home Enterprise Week comes on the back of the successful NFEA Credit Crunch Week in April 2008 and the Over’s 50’s Enterprise Week in November 2008.

Related posts: The race is on!

Source: Microsoft Small Business

BT Business is hosting a free week-long BT Business Experience event from 29th June to 3rd July 2009 at The Farmiloe, London, EC1M 4AY. An all-new event taking place in central London, it has been specifically created to show businesses how the very latest technology and business thinking can help them manage their costs, market their business more effectively and make them more competitive especially in the current environment.

• See Peter Jones’ view on the latest issues facing small businesses


• Bill Murphy, MD BT Business will be present to talk about how they are working with customers to overcome these challenges


• Hear first hand from small business owners on how technology is helping them thrive


• Find out more about the BT Business Essence of the Entrepreneur competition which celebrates the UK’s inspiring entrepreneurs


• Meet leading business experts to find out the following issues can help small business owners:




• Flexible Working


• Social networking for business


• Cloud Computing


• Next Generation Access

BT Business will be making key press announcements during the week, plus there is the opportunity for interviews with senior representatives from BT Business and Peter Jones.

Enter two exciting competitions at the event:

• A start up business has the chance to win a £10,000 grant, a great boost to any new company. Applicants can enter this competition directly at the event. Finalists will be selected and judged by a panel and then a winner selected


• Enter the BT Business Essence of the Entrepreneur competition - celebrating the achievement of inspiring UK entrepreneurs - Twenty winners will be selected to have their portrait captured by renowned photographer Rankin plus one business will win a £10,000 business grant towards the continued success of their company


• Take a look at Peter Jones talking about the BT Business Experience and how to thrive in the current climate on YouTube


• Find out more about BT Business Experience 2009 at http://www.btbusinessexperience.com/ and follow us on Twitter at www.twitter.com/bizexperience

Source: Microsoft Small Business

Book of the month for June is Microsoft Office Outlook 2007 Inside Out on sale with a 50% discount at £18.01.

Most of us stick to what we know when it comes to software but delve a bit deeper and you find all sorts of hidden treasures that make a real difference to how you work. A colleague at work introduced me to colour categories for example, which immediately transformed my inbox into an organised filing system. (For more on colour categories take a look at the 60-second business insider ‘Using colour categories in Outlook‘.)

Microsoft Office Outlook 2007 Inside Out is a great reference book, packed with hundreds of time-saving solutions, trouble-shooting tips, and work-arounds. It also features a 40-page section dedicated to Business Contact Manager, offering guidance and help on how to manage customer and prospect information, develop professional marketing campaigns, and keep tabs on project-related information.

Source: Microsoft Small Business

Guest post from Emma Jones, Founder of Enterprise Nation and author of ‘Spare Room Start Up - how to start a business from home’.

Working from home gives you the opportunity to set up an office that perfectly suits you and your business. Emma Jones offers her top four tips on creating the right environment.

1. Make some space - you’ll work much better if you have dedicated office space. That way, you can work without distraction, and close the door at the end of the working day. This space could be the spare room, the attic or even the garden shed. Working at the end of the garden path is becoming increasingly popular and the garden office industry is booming on the back of it.
   Wherever you choose, make sure it has plenty of natural light and decorate it with soft tones of blues and greens as these colours will make a home office, and you, work particularly well.
   


2. Furnish - Once you’ve identified the space, whether inside or outside the house, it’s time to furnish it and the two most important pieces of furniture are those you’ll spend most time at - your chair and desk.
   Buy a chair that is designed for computer use and try it out. Sitting awkwardly for any length of time will put your body under stress and make you work less efficiently, so make sure your chair is fully adjustable. Ideally, your feet should be flat on the floor and your back straight. Getting this right will make working from home so much more comfortable.
   Invest in a good, sturdy desk that offers you sufficient working space and can also accommodate your computer, monitor, keyboard and mouse. The top of your monitor should be at eye level and the monitor itself about an arm’s length away.
   Scale furniture to the size of the room to avoid any sense of claustrophobia and keep furnishings an inch or two away from the wall.
   


3. Cut out the clutter - it’s difficult to work effectively amidst chaos, so try to keep your workspace free of clutter. If necessary, invest in some good storage but always buy boxes with lids and make sure you label them well. If you have a lot of boxes or files it can be distracting so consider buying a screen or a box seat for visitors to hide them from view.
   


4. Final touches - to make your home office complete, consider adding a plant to help reduce any feelings of isolation, or a vision board to remind you of your business goals and priorities each time you enter and leave the room. And a decent sound system to provide some background music or something to dance to when celebrating a new deal!

Enterprise Nation is racing to follow every home business on Twitter by Home Enterprise Day on Friday 20th November at www.twitter.com/e_nation  

Source: Microsoft Small Business