4 Steps To Understanding Your Customers

Understanding and connecting with your customers can determine whether your business is successful or not. Fortunately, there are several ways you can collect information on your customers so you can get a 360-degree understanding of what they’re looking for in a business. Here’s how to get started:

(Curated from Pittsburgh Business Times)

1. Study Customer Data

Collecting and analyzing customer data is one of the easiest ways to begin understanding your audience. Provide your sales team with the tools they need to properly record every interaction they have with customers.

“Customer data, if easily accessible and understood, can be used to improve and expand customer service efforts, and 58 percent of customers who receive exceptional service are willing to invest more with that business. You might consider contact management software or other tools for your small business that will give insight into interactions, contact preferences and anything else an employee needs to drive successful interactions with your customers.”

2. Conduct Email Marketing

Email marketing is one of the easiest marketing strategies to implement. Nearly 90% of marketers use email marketing as their primary channel for reaching their customers.

“If you want a marketing strategy that is effective, has the ability to be implemented quickly and gives you a better view of your customers, then your answer is email marketing. This tried-and-true tactic has evolved with the times, so it’s important that you stay up on some of the latest trends.”

3. Adapt to Mobile

Incorporating the flexibility that mobile allows into your business will let work from anywhere and stay connected throughout the day. You will be able to respond to and solve problems for your customers where you go.

“This year, to keep up with your customers, running your business means going mobile. About 80 percent of businesses surveyed said that mobile devices would be an integral part of their future success, so it is time to start the year with a technological advantage.”

4. Connect Via Social Media

Social media platforms like Facebook, Twitter, Instagram, and LinkedIn are free marketing platforms. Social media never sleeps and neither will your brand as you reach more and more customers everyday by posting relevant content and engaging with your audience.

“When a social media interaction is positive, 71 percent of customers will recommend the business to their friends and family. Expand your small business’ visibility and pay attention to those customers interacting with you on social. It will help customer insight.”

What else can businesses do to stay connected with and maintain an understanding of their customers?

How To Become A Better Salesperson

If you’re an entrepreneur it’s highly likely you already have the skills of a decent salesperson. But if you’re an exceptional salesperson then you’re always looking for ways to challenge yourself and develop new skills. Here are a few tips for setting yourself apart from the competition and fostering unparalleled sales skills:

(Curated from Entrepreneur.com)

1. Start with a Question

“Some of the best communicators that I have ever come across would always lead with questions. I have written a lot about the importance of questions, and it also certainly applies to becoming a better communicator and salesperson as well.

“In your next sales meeting or interaction with someone, try to lead the conversation with great questions. Do your research and come prepared with great questions ready to be asked.

“When you ask good questions, you are doing two things that will help you in the long run. Number one, you display a sense of humility that will always serve you in a positive way. Number two, you will start to receive key answers that you would normally not have been able to find out. There is nothing more powerful on both sides when great questions are asked. Lead with questions during every interaction from here on out.”

2. Have a Positive Perception of Sales

“I can’t tell you how many people I have encountered that had nothing good to say about sales. They couldn’t understand why anyone would want to do such a thing, or that being in sales meant that you couldn’t find a job anywhere else.

“To succeed in sales, you must first change your perception about sales. Instead of looking at it as a negative, start viewing it in a totally different light. Sales is all about serving and helping others get to where they want to go. In sales, you only succeed when you help others succeed.

“It’s quite difficult to succeed in sales and successfully sell your product or service if you keep telling yourself how much you hate sales and never try to change your negative perception of what sales really stands for.”

What tips do you have to help entrepreneurs develop their skills as salespeople?

Motivation Tips for Entrepreneurs

Once you decide to become your own boss, you take on more responsibility. You no longer have someone to hold you accountable when you’re supposed to do something. Here are some tips to help you become self-sufficient and stay self-motivated:

(Curated from Entrepreneur.com)

• You’re your own boss now so you have to decide what you want to get out of your endeavor as an entrepreneur. Set goals and come up with a mission statement for yourself. When things seem tough, you can refer to your mission statement to make sure you’re on track.

“Every business has or should have a mission or vision statement, something that describes the organization’s broader goals, culture and underlying core values. It is primarily used to set the direction of the organization and motivate stakeholders. For the these same reasons, every entrepreneur should set his or her own personal mission statement.”

• Once you set personal goals for yourself, you need to figure out how to achieve them. So, create a business plan for yourself.

“Just as in business, a mission statement is useless without a plan to execute on it. You too should develop and write down your personal and professional plan, including short term and long term goals. This plan will not and should not be penned and framed, as it is organic and will change as your personal and professional circumstances change. The purpose here is to have a clear understanding of what you want to accomplish personally and how you will achieve it.”

• Getting started is the most difficult part so develop a morning routine that gets you up and motivated.

“Getting yourself motivated is about getting started. For this reason, you should start every day with a great morning routine, which will help your mind and body to be alert, focused and prepared to create new habits. As part of your routine every morning, you should spend time reviewing and refining your plan, or what John Meyer refers to as your 8 for the Day routine.”

• Reward yourself when something goes well or when you meet successfully meet a deadline.

“We are naturally wired to react to incentives, so be prepared to reward yourself for accomplishing a goal or maintaining a habit. Just like in business, you should recognize and reward small victories along the way to long-term, broader goals.”

What helps you stay focused and motivated as an entrepreneur? Let us know!

How To License Your Product

Many entrepreneurs with innovative new products can benefit from product licensing. Product licensing is when the brand of one organization is used in association with the product of another organization. When the characters on your favorite TV show reference or use a specific product that is example of product licensing. While most startups don’t have their products featured on TV shows, here are a few tips from product licensing pro Travis Lubinsky that entrepreneurs can use to facilitate product licensing:

(Curated from Inc.com)

1. While any kind of product licensing sounds like it would be useful, you should make sure you’re partnering with a brand relevant to your audience.

“Make sure you are hyper focused on who actually needs and will use your product. Otherwise, you are just wasting your time and money. Lubinsky says, "Your product needs to be targeted at a specific demographic that will pay top dollar to own it."

2. You also don’t want to partner with a brand that has a bad reputation.

"It is important to ensure that the brand you are looking to reach a deal with is established, respected, and most importantly, popular. If they don't meet that criteria, there is little benefit in partnering with them."

3. Before you approach any brand with a product licensing pitch, make sure you do your research.

“If you are trying to do a deal with an established brand name, you better come prepared and have a marketing plan that will sell the product. "Demonstrating that you have a plan can alleviate concerns that these big brands have in working with young entrepreneurs," says Lubinsky.”

4. It’s unlikely that you’ll be able to get an established brand interested in your product if you don’t have sales.

“The more sales you have, the more influence you can have on the licensing negotiations. Brands like to be linked to successes; showing that you are already successful can greatly increase your chances of a successful licensing agreement. On his success, Lubinsky says, "I quickly learned the biggest factor to a successful licensing campaign was distribution and sales."

5. After you get your first licensing deal, you may find more opportunities become available to you.

“The entire goal of one licensing deal should be to leverage that to get another deal. Lubinsky says, "Use each license as a stepping stone to the next biggest thing." With forward momentum you can constantly get bigger licensing deals with bigger brands.”

Do you have a good product licensing story to share with other entrepreneurs? Let us know!

How To Enjoy February In Pittsburgh

It may be a leap year, but there still aren’t enough days in February for all of the fun events Pittsburgh has to offer. You don’t need a Valentine’s Day date to enjoy February in the Steel City. Here are a few things to mark in your calendar this month:

(Curated from NextPittsburgh)

1. Fun-A-Day Art Show

This art show will get you out of the house and help you forget your cabin fever. At the Fun-A-Day event, local artists and creators collaborate on a different project every day. You can attend the free opening reception on February 6 at TechSoup to see the initiation of this year’s project.

“Each year during the month of January, local makers bond together via a creative challenge dubbed Fun-A-Day. That means participants choose one art project to work on every day for the entire month. This year, 60-plus industrious Pittsburghers heeded the call. You can see all of the creative results—from plush dolls and 3D printed objects, to poetry and tattoos—at Fun-A-Day’s culminating exhibition. A staunch grassroots ethos underscores the group’s inclusive welcoming mission: Fun-A-Day is always free, all-ages and un-juried.”

2. Alternative Souper Bowl

Before the big game on February 7, you can enjoy free entertainment and celebrate independent music at the Carnegie Library.

“The free afternoon of live music (noon to 3:00)  at Carnegie Library’s main branch features performances by renowned percussionist and Rusted Root co-founder Jim Donovan, alt-country band City Dwelling Nature Seekers and indie rock quartet Lofi Delphi. Be sure to bring non-perishable food items and household products to donate. For its 16th annual installment, WYEP is joining forces with these local musical luminaries to help tackle hunger, with a donation drive benefiting HEARTH, a North Hills-based shelter that provides services to families experiencing homelessness and fleeing domestic violence.”

3. Ginger Whiskey Weekend

Wigle Whiskey will release its new Afterglow Ginger Whiskey on February 12 during an epic weekend-long celebration. You can spend Valentine’s Day trying the new ginger drink and enjoying themed festivities.

“The festivities double as a terrific date with that someone special, with three days of ginger-themed fun spanning Valentine’s Day weekend. Get a first sip on Friday, Feb. 12th when the distillery teams up with Brooklyn Brewery to host Spicy Soirée, featuring exclusive Ginger Whiskey samples, spiced beers and tasty tacos from Smoke. Head to the free, family-friendly Ginger Whiskey Weekend Feb. 13 & 14 for ample samplings, Valentine’s Day card-making, DJs, ginger-inspired pizza from Proper and whiskey truffles from Mon Amiee Chocolat. Concocted locally from PA baby ginger grown at Chatham’s Eden Hall campus and The Frick Pittsburgh’s greenhouse—along with a custom blend of pot-distilled multigrain whiskey—Afterglow is brightly spicy, lightly sweet and gently warming. Read: the ideal antidote to frigid February nights.”

Check out the rest of Pittsburgh’s February activities at NextPittsburgh.com and let us know what you’re looking forward to most this month!

How To Save Money At Your Startup

Founding a startup company is not an inexpensive venture. As the founder of your own business, you don’t want to break the bank with your company’s growing expenses so what can you do to save money and keep your startup going?

(Curated from Tech.Co)

• Take Advantage of B2B Marketplaces

Joining a B2B marketplace is a great way to network and learn more about your industry. These marketplaces also offer new resources that your startup can use to save money.

“This is what many small business owners do not even consider: most startups should use B2B marketplaces. Such a partnership is valuable because of so many reasons. For starters, you manage to meet new people in your industry. That can help you to set up barters and save even more.

“Another thing that we should mention is that B2B marketplaces can also help you to save money that you would spend on marketing campaigns. That is because of all the free advertising that becomes available. This is especially the case when referring to online B2B marketplaces.”

• Try Online Marketing

Moving your startup’s operations online will also help you save money. Digital advertising and marketing is easier than you think and easier on the wallet.

“One of the really easy ways for a startup to minimize business operation costs is to focus on promoting online or even on selling online. Many successful startups launched in 2015 were actually based online.

“Most business owners think that they cannot use the online world. This is incorrect. There is no business out there that would not benefit from having some sort of online presence. You can set up a website in order to promote the services offered or even to sell products/services when that is possible. When you use the online channels, you manage to save huge amounts of money and you can usually completely avoid investments made in regular advertising channels.”

• Give Repeat Customers Attention

Focusing on keeping customers that have already shown interest in what your startup has to offer is less expensive than pursuing new customers. It’s also a great way to establish a customer base and build a reputation for good customer service.  

“Most novice startup owners do not know this, but it is a lot cheaper to get repeat business than getting new clients. This is something that is highly important because when you manage to develop a strong repeat customer base, the advertising budget necessary to get new clients can be limited.

“The problem is that it is sometimes difficult to make people keep buying from you. This means that you need to have a good customer support service already set up and you want to make the current clients feel valuable. Brand loyalty is not what it used to be.”

Do you have any tips for entrepreneurs on how to save money while founding a startup?

Start 2016 Right With These Pittsburgh Events

Image by Navin Rajagopalan

There’s always something to do in Pittsburgh and this month isn’t any different. Despite the winter weather, Pittsburgh residents have several options when it comes to finding entertainment in January. Here are a few of the top events you don’t want to miss:

(Curated from NextPittsburgh)

1. Arcade Comedy Theatre Hosts Todd Glass

You don’t want to miss out on Pittsburgh’s up-and-coming comedy scene and there’s no better show to start with than Todd Glass who’s performing January 7 - 9 at Arcade Comedy Theatre. Glass’s career as a comedian began with stand-up on Comedy Central.

“Every Glass show is different, blending elements of improv, personal anecdotes and signature Glass witticisms. Packed with irreverent satire, explosive routines and plenty of squirm-in-your-seat audience interaction, Glass’s Arcade Comedy shows will be accompanied by Pittsburgh musicians James Rushin (piano) and Ross Antonich (drums). Make sure you’re in the audience for the hilarity, because Glass is working on new material for an upcoming comedy special to air in 2016.”

2. Chatham Baroque’s Twelfth Night Gala

Chatham Baroque celebrates its 25th anniversary with a chic musical event at the Ace Hotel on January 9. This benefit will also celebrate William Shakespeare’s influence on arts and culture.

“Kick off the winter night from 6 to 8 p.m. with a nod to Midsummer Night’s Dream during the VIP Oberon’s Feast catered by The Whitfield, followed by main event festivities from 8 to 11 p.m. Revelers will be treated to performances by Chatham Baroque and can bid on artwork in a silent auction curated by Jessica Beck of The Warhol Museum—all set against the backdrop of Pittsburgh’s newest boutique hotel. Performing locally and around the globe, Chatham Baroque features Andrew Fouts (baroque violin), Patricia Halverson (viola da gamba) and Scott Pauley (theorbo and baroque guitar) who bring technical prowess, period instruments and vibrant interpretations to 17th- and 18th-century music. Purchase tickets.”

3. The Winter Installment of Pittsburgh Restaurant Week

Pittsburgh Restaurant Week from January 11 - 17 is the perfect time to start eating your way through the #1 food city in the U.S.

“Zagat just named Pittsburgh a #1 food city and this is your chance to see why. For its winter installment, Pittsburgh Restaurant Week celebrates “New Dishes for the New Year” with a kickoff party on January 7th, preview weekend January 8-10 and 50-plus dining destinations spanning seven days and the entire city—from Paris 66 to Avenue B. Helping to boost the local restaurant economy during a slower time of year, diners will enjoy special multi-course menus, cleverly priced $20.16 specialty items and prix fixe meals from area eateries—all while experiencing Pittsburgh’s eclectic neighborhoods and taking in the city’s dining landscape without breaking the bank.”

Find more exciting events to attend at NextPittsburgh and let us know what event you’re looking forward to the most!