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Articles filed under Kendall, Jim

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  • Process for business’ potential sale moves forward Jun 16, 2014 6:11 AM
    A small business owner shares his thoughts and experiences so other entrepreneurs thinking of selling have some information.

  • How to protect your business from hackers Jun 9, 2014 4:55 AM
    Apparently there’s no such thing as being too small a business to be hacked. Columnist Jim Kendall looks at this trend and what to do to prevent hacking.

  • Decision to move business ‘was not easy,’ partner says Jun 2, 2014 5:02 AM
    There are certain steps common to most business moves. Small Business Columnist Jim Kendall talks to a motorcycle dealership about his move.

  • Owner mines LinkedIn for connections, prospects May 26, 2014 5:00 AM
    Ned Miller is a LinkedIn believer, calling the business social media site “a God send for the small business owner.” Small Business Columnis Jim Kendall looks at the issue.

  • A disconnect: What you say, what employees hear May 19, 2014 5:07 AM
    Aargh! The strategic approach you described to your sales team on Monday became five different approaches on Tuesday, though each sales person believed he, or she, was in step with the program.

  • One question every start up entrepreneur must answer May 12, 2014 7:49 AM
    Regardless of the product or service, every starting-up entrepreneur must answer this question: Will someone write a check — actually buy the great idea you’re planning to bring to the marketplace?

  • Owners could be missing out on retirement dollars May 5, 2014 4:56 AM
    Business owners could be leaving mounds of retirement dollars behind, simply because they don’t know all the options.Small Business Columnis Jim Kendall looks at the topic.

  • Senior creates senior services Web company Apr 28, 2014 5:54 AM
    Mark Snow has introduced two cloud-based document storage services based on his own needs, which may turn out to be a nice happenstance for others as well.

  • Try selling your solution, not your product Apr 21, 2014 9:01 AM
    Not quite random thoughts about small businesses: • Remember what you’re selling, which for the more successful among us most often is a solution to a customer’s problem. If you run a hardware store, you’re helping customers solve plumbing problems or lawn care issues. If you’re a sales consultant, you’re selling a way to help your prospect’s sales team improve its numbers, not a sales training package. Selling a solution to a problem is different from pitching a widget or other product — and requires a different selling approach. You have to know what’s bothering your prospect; the glories of your widgets aren’t enough. I like the question manufacturing sage Paul Heinze (Paul M. Heinze Co., Barrington Hills) asks early in his conversations: What keeps you awake at night? • Form strategic alliances. Own a restaurant? Offer the most popular flavors sold by the local ice cream parlor for dessert; promote them with a tent card on your tables. In return, the store can put up a poster for your restaurant and each week hold a drawing for a free dinner at your place. If yours is a breakfast stop, work a similar alliance with an up-and-coming local bakery. • Know your referrers and treat them like the important people they are. For many of us, especially service providers, our referral base is the key to success. That means a thank-you note to the accountant who referred one of her clients to you; the same to a municipal economic planner who suggested your services to a potential new business in town and to the consultant who brought you in on an assignment. Treat your best referral sources to lunch. Remember, however, that the best thank you is a return referral: If you have a client looking for IT help or a reliable auto repair shop, think first of the folks who’ve helped you. • More mothers are staying home with the kids, although 71 percent of all U.S. mothers work outside the home. And, perhaps sadly, a growing number of Moms are home because they can’t find a job — six percent today compared to one percent in 2000 according to the Pew Research Center, Washington, D.C. Still, if Moms are your market, there might be an opportunity in, for example, Mother-and-baby exercise classes or baby-sitting services. With annual household incomes of about $130,000, working mothers not surprisingly have more money to spend. Trying offering many of the same services evenings or weekends. • Know your market, not only so you can provide the products or services your customers want but so you know how to reach them. Sell to seniors? Provide senior-oriented services? You likely can reach the 65-plus crowd on the Internet. Pew says that almost 60 percent of seniors use the Internet; more than 70 percent are on every day. Slightly more than 25 percent even use social networking sites. Ideas perking yet? • © 2014 Kendall Communications, Inc. Follow Jim Kendall on LinkedIn and Twitter, and at Kendall Communications on Facebook. Write him at Jim@kendallcom.com.

  • The Millennials are coming. Will we be ready? Apr 14, 2014 5:00 AM
    More than preceding generations, maybe even more than the Baby Boomers, Millennials will impact how we manage our businesses. Small Business Columnist Jim Kendall looks at the topic.

  • How one entrepreneur is selling his business Apr 7, 2014 6:04 AM
    Small Business Columnist Jim Kendall evaluates how one owner is selling his business.

  • Business owners become social media marketing believers Mar 31, 2014 5:04 AM
    Small Business Columnist Jim Kendall looks at the topic that social media could be one of your business’ most effective marketing tools.

  • From 'incredibly awkward' to making more money Mar 24, 2014 7:32 AM
    Small Business Columnist Jim Kendall looks at the GGOB: From 'incredibly awkward' to making more money.

  • The Great Game of Business is a game you might want to play Mar 17, 2014 5:16 AM
    The Great Game of Business really isn’t a game. Columnist Jim Kendall looks at the principles developed by Jack Stack in a desperate (and successful) attempt to turn around a failing International Harvester remanufacturing facility.

  • Good news: The speaker being introduced is you Mar 10, 2014 9:36 AM
    Small Business Columnist Jim Kendall talks to two experts about their thoughts on successful speech giving.

  • Successful team building needs strategic goals right team Mar 3, 2014 5:46 AM
    There's nothing like the word “team building” to get conversation going at a business luncheon — or, apparently, to provide fodder for business and management book authors and other assorted gurus. Small Business Columnist Jim Kendall looks at the topic.

  • Feeling isolated? Peer groups provide support Feb 24, 2014 7:52 AM
    Small business columnist Jim Kendall takes a look at peer groups where noncompeting business owners gather to share insights and experiences.

  • How to find business on LinkedIn: Target market Feb 17, 2014 4:41 AM
    LinkedIn is supposed to get me business, right? Not necessarily. Small Busines Columnist Jim Kendall expores this issue with experts.

  • Sorting iPads, Google Voice, tablets, ransomware, Windows 8 Feb 10, 2014 5:00 AM
    Small Business Columnist Jim Kendall asks the experts about Sorting iPads, Google Voice, tablets, ransomware, Windows 8.

  • Expert sees ‘lots of opportunities’ for indie retailers Feb 3, 2014 5:00 AM
    “Independent retailers bring a heartbeat to our communities,” one Geneva expert tells Small Business Columnist Jim Kendall in his weekly column.

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