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How to Clone Your Favorite Clients How to Clone Your Favorite Clients By Lisa Engelmann, CEO, Revved Results, Inc. In down times, most small businesses head down the wrong road. They broaden their marketing strategy thinking that the broader the range of people that hear about what you offer, the better. That sounds logical but unfortunately, it isn’t profitable. What you really want to do is focus your energy on what works with getting clients like your favorite client in the door -- and then do more of it. Get focused with your marketing and sales efforts to attract a certain type of client. Here are the steps to make it happen. Read more... Back to top Embracing Workspacism, Co-Working and "The 3rd Wave": Tackling the Myths, Misconceptions and Fears...and How to Add Co-Working to Your OBC/Serviced Office Menu By Ray Lindenberg, Director of Branding, Select Office Suites Back in the 80’s, the 1st full Wave of modern workspacism, a movement whereby companies sought alternatives to the traditional way of approaching work and the workspace, started to take root. Companies on the West Coast started pushing back on the IBM shirt and tie dress standard around that time. The 2nd full Wave of workspacism hit in the mid-to-late 90’s, when dot-coms started to proliferate, and even more open spaces and jeans became acceptable and en vogue across corporate America. Read more... What Every Executive Should Ask About Cloud Computing Preparation & Implementation By Yehuda Cagen, Director of Client Services, Xvand Technology Corporation If you’ve spent any time on the Internet or conduct business with those who do, you’ve likely heard about cloud computing. Perhaps you’ve heard about it from an associate or an IT provider trying to sell you their cloud-based offerings. While cloud computing implementation has certainly become more prevalent in small and mid-size organizations, executives should be cautioned against moving to the cloud based solely on its recent popularity. Read more... Finding the "Silver Lining" of Cloud Computing: Selling Cloud Services to Office Business Center Clients By Andy Stack, Co-Founder & President, SkySuite Last month, at the Annual OBCAI (now Global Workspace Association) Conference in Las Vegas, I had the pleasure of leading a panel discussion on Cloud Computing. Joining me were Donny Lamey from SkySuite, Josh Waldo from Microsoft and Doug Marinaro from LiquidSpace. I opened the discussion with this request, “Please give your definition of Cloud Computing”. The three panelists shared their perspective by talking about software as a service (SaaS) and infrastructure as a service (IaaS). I then shared my definition by trying to put it more in context with our industry. Read more... Should I stay, or should I Logo? By Lance Wood, Director of Sales, Cloud Virtual Offices Having worked for over five years as a Web Broker to the Executive Suite industry before I joined Cloud Virtual Offices, the idea of identifying the centers we work with by name and logo on our web site seemed preposterous. So much so, that when the idea was first suggested to me, my immediate reaction was to disregard it instantly. However, if our partner brands stand for something, then isn't it useful information to bring to our clients? If we are to build trust and a mutually beneficial relationship with our center-partners, why should we fear transparency? Read more... Turning Your OBC'$ Video Conferencing Room into a Reliable Profit Center By Duffie White, Founder & CEO, TelePresence Tech The past 10 years have seen video conferencing evolve from an expensive, unreliable luxury, into an affordable, reliable necessity that is dramatically enhancing the efficiency, effectiveness and economy of business communications. This is especially true for business professionals wishing to conduct high-quality, face-to-face meetings with colleagues and clients across the globe, while at the same time reducing the normal hassles, downtime and expense of business travel (i.e. costly airfare, hotels, meals, car rental, lost luggage, jet lag, etc). It’s hard to imagine that, not so long ago, the world’s most advanced communication devices were the telephone and fax machine. In today’s budget-conscious, and technologically advanced environment, providing state-of-the-art video conferencing services not only provides OBC’s a competitive edge, it is also an expectation of their business clients. Read more... Maximizing Your Sales Funnel By Karen Condi, Principal & Executive Director, Alliance Office Strategies Understanding your sales funnel and its key components is critical before you can begin to evaluate and improve results starting from leads all the way through to closing sales opportunities. If we start at the top of the funnel and explore leads for the business center industry, you must understand the main sources of leads. For over a decade, there have been 3 primary sources of leads for the industry that have remained constant: signage, web, and referral. Certainly, there are many other lead sources but we’ll just address these three for this article. Read more... Moving Locations is Painful but Often Necessary: What You Should Consider By Dave Myers, Founder, OfficeKey In 2004, OfficeKey moved its downtown location to have better parking. Prior to the move, the Landlord put flyers under the doors of OfficeKey clients offering to duplicate the service after OfficeKey moved. OfficeKey had to convince each client it was better to move than stay put. OfficeKey had to make some price concessions, lost a few clients but is still benefiting from a better location. In 2011, OfficeKey moved its northern Cincinnati location to have more dedicated offices. Clients moved in the first day, and then were denied access the next day and the next day, and so on for a week. Read more... Cause Marketing: Do a Good Deed to Get a Good Deed By Vertical Response, Self-Service Direct Marketing Is your company giving back to the community or donating to a charity in one form or another? If so, kudos! If not, you might want to consider a cause marketing campaign. In a nutshell, cause marketing is when you encourage people to do something and when they do, your company will contribute to a cause. A few things happen as a result of this; people are more likely to support a business if they know that it gives back to worthy causes or the community, and it could be a great generator of "buzz" for you, hopefully increasing overall sales. Read more...
For the downloadable PDF version of THIS issue, To receive your FREE copy shipped quarterly, email info@revvedresults.com with "Subscribe" in the (For those residing outside of North America, there is a minimal annual subscription fee to cover shipping costs.) Executive Suite Success Archive: Volume I, Issue 1 (Feb 2010)
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