When Steve Jobs walked the iconic stage to reveal the first generation iPad two years ago, a light bulb went off in Boston Scientific CIO Rich Adduci’s head.

“Trying to show innovative therapies in a way that is easy to understand and see was challenging in the old world, particularly as health care professionals’ time was increasingly difficult to come by,” Adduci said. “When we saw the iPad, we all thought, ‘that’s it!’”

Immediately, the company scrapped all mobile development plans and zeroed in on the iPad. They purchased more than 2,000 devices and launched what would become their most ambitious outside sales plan yet. When asked today about the initiative, Adduci said it wasn’t the iPad that made the biggest difference in their sales afterwards. It was the strategy.

Below are several tips from experts for companies beginning their iPad implementation strategy:

• Monitor Usage—Specify utilization goals and performance indicators for measuring success. For example, if you launch a new product, mandate the team go through training videos, view competitive analyses, and download marketing materials. Then, watch which marketing assets (shown on the iPad) lead to the the most conversions and shift attention to those with the best success rate. This can be done with tools such as SAVO Mobile, Jive Mobile, or any other sales enablement software.
• Go Beyond PowerPoint—One of the iPad’s most powerful assets for sales is its vivid display. Sales and marketing leaders should work together to craft presentations that make full use of flip, swipe, pinch, and rotating maneuvers. Myriad companies now offer presentation generators specifically for tablets, such as MediaFly, Showpad, and Upsync. These solutions integrate interactivity, sharing buttons, video, HTML5, and other tools for dressing up your digital assets. They can also serve up material on the fly so presentations can be catered to a specific client.
• Think Big—Don’t just mobilize CRM or create one app for your team right out of the gate. Involve a mobile solutions developer that can create a platform specifically for your team. Too often companies just want to create something immediately and end up spending excessive time and money on disparate apps that frustrate more than enable sales. The best solutions to unify all of the sales processes into one portal.

When implemented into the selling process with careful planning, iPads can be a useful tool for any sales rep. But skimp on the proper strategizing and your investment could go to waste.

This post was contributed by guest author Ashley Furness. Furness is a Market Analyst and Blogger for research firm Software Advice, where she reports on CRM software, sales, marketing, and other business topics. Previously, she worked for six years as a business reporter for publications in Texas and California.

TAGS: ashley furness, expert tips, html, ipad, ipad sales, ipads, jive mobile, market analyst, mediafly, mobile, powerpoint, sales strategy, savo mobile, showpad, software, software advice, upsync

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“Going green” is more than a passing fad. It’s a new way of life—a veritable green revolution—and businesses and consumers alike are jumping on board the green business train.

Now, you’re as earth-conscious as the next person, but as a small business owner, you just don’t have the funds yet to make the “green business” leap. Right?

Wrong.

In fact, thinking about adopting a green business model in terms of “making a leap” is a fallacy. Sure, there are steps you can take that do require upfront investment, if you’ve been bitten hard by the green business bug and you’re up to the challenge—but there are smaller steps, steps that you could implement this very afternoon, that can reduce your small business’s carbon footprint while simultaneously improving your bottom line.

Don’t believe me? Try implementing one, two, or even all three of the steps below today. Keep an eye on your shrinking electric bill, and just try not to do a happy dance in your office as you watch your expenses shrink!

You can thank me later.

1. Take a look at your waste.

Even in 2012, it’s not unusual to find company offices that use styrofoam coffee cups, plastic silverware, and paper towels, which can add up to some serious waste.

How to cut down?

But the kitchen isn’t the only place that could benefit from a commitment to reducing waste—how’s your packing department?

Using green packing supplies that are biodegradable and made of post-consumer recycled products (rather than those ubiquitous styrofoam packing peanuts—which contain toxins that are horrible for the earth, not to mention being annoying to deal with as a recipient) does a few things. Obviously, it reduces the amount of toxic chemicals from styrofoam you’d otherwise be throwing out somewhere. But when you take steps to reduce your carbon footprint and energy consumption, you’re allowed to brag a little.

Unless you’ve been living under a rock for the last few years, you’re aware that going green is a hot trend with consumers. People are paying more attention to what they’re putting into their bodies, cars, and homes, where the raw materials are coming from, and what they’re giving off into the environment than ever before. And there are consumers out there (myself included) who will not place a second order at a company that sent the last item in a too-large box filled with toxic chemicals styrofoam.

2. Encourage working from home.

I used to live 9.3 miles from my office. Not the longest commute in the world, but consider how it can add up: for a typical 40-hour-a-week job, that’s a total of 93 miles per week.

But I don’t drive 93 miles per week for my job. By working from home part of the week and ultimately moving closer to my job, I’m now spending gas on my commute for only about 17 miles every week. Savings for me, savings for my carbon emissions—and (I know you were waiting for this) savings for my employer, who enjoys lower costs because it doesn’t have to pay for my computer and lights to be on all day when I’m not there.

Of course, not all forms of employment lend themselves well to working from home: construction, for instance, or any other sort of hands-on group-effort kind of job. And not all employers are completely comfortable with giving their employees free reign to control their own work environment. What if they slack off? What if they aren’t working when they’re supposed to?

Here’s a better question: do you think that you’re the type of person who wouldn’t notice if your employees sat at home doing nothing but watching Star Wars all day? Wouldn’t their output drop dramatically? And . . . aren’t you in a position to do something about that if it does happen?

If it’s that difficult to trust your employees, it sounds like you could either use more trust, or more trustworthy employees. I’m writing this in my home office right now, and I’m publishing it on time—without anyone but my dog looking over my shoulder.

3. Turn things off when they aren’t being used.

Until renewable energy is cost-effective for everyone, there’s a simple way you can reduce your company’s power consumption and lower costs—turn lights, computers, and other unnecessary items off before you use them.

And you can forget everything you’ve ever heard about leaving your computer on at night because it uses more power booting it up than it does just leaving it on. Computers these days use vastly less energy than those big hulky CRT monitors of the past  (Wait—you mean you’re still using one of those? Get with the program!), and that’s no longer a valid excuse for leaving your appliances and electronics running unused for long periods of time.

And if you’re still not convinced, ask yourself this—Why do you think your mother always used to nag you about turning the lights off if you weren’t using them? She knew what many small business owners tend to forget: energy costs money.

Of course, despite how easy it is to start making a difference, for some people, saving money on energy consumption isn’t enough. For some business owners, the main question is: Why should I care enough to change?

This is, of course, a valid point. You started a business to make money, not to change the world.

But the thing is, going green is compatible with your financial goals. In fact, there are many financial incentives in the form of government kickbacks. Some green initiatives do require an investment upfront (solar panels, for example), but these are things that do pay for themselves a few years down the line, and with greater efficiency than ever before. Additionally, since more and more consumers are turning into advocates of clean energy and reduced waste, you can’t afford not to pay attention, or you’ll be left in the dust.

And you know what? As it turns out, a business can make money and change the world. Isn’t that lovely?

 

Tell us what your business has done to reduce its impact on the environment. Has the investment saved you ongoing costs?

 

TAGS: financial incentives, going green, green business, green incentives, green packing supplies, lower costs, reduce carbon emissions, reducing waste, styrofoam, waste, work from home, working from home

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Heads up, Nevada business owners! If you’re doing business in southern Nevada, there’s an event going on in Las Vegas next weekend that you won’t want to miss—new and existing business owners alike.

You already know that SCORE brings you valuable free resources, including free local mentoring (don’t you?). Now, SCORE has partnered with the Clark County Department of Business License to put on “Doing Business In Southern Nevada,” a conference of business professionals and experts, on May 11th, 2012.

Among the topics that will be covered by expert panelists in this free conference are:

• jurisdictional business license requirements
• micro-loan programs
• state and federal tax requirements
• venture capital and angel investors
• business incubation programs
• free local resources for business advice

If you’d like, you can download the full schedule as a PDF.

While the 2012 “Doing Business in Southern Nevada” conference is free, registration is required. The conference is broken into three panel sessions; you can attend anywhere from one to all three panel sessions.

Make sure to visit the official website for more information on the 2012 “Doing Business In Southern Nevada” conference held in Clark County, Nevada. Don’t miss this great day of free business tips and advice from the experts!

 

TAGS: business owners, clark county, conference, doing business, doing business in southern nevada, nevada, panel, SCORE

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Small businesses don’t always have the ability to hire a full staff to get things done—but with online business tools (many of which are free to use), you can organize your business, cut strategic corners, and take care of more day-to-day tasks than you ever thought possible.

Here are a few fantastic resources that can help you take control of your small business’s progress, brought to you by top leaders in the online business arena. Take a look at what these online business tools can do for you!

• “11 Tools & Resources to Help You Discover Content to Share Online“ by Blue Kite Marketing

If you haven’t heard of StrawberryJ.am, LinkedIn Today, or AllTop—what are you waiting for? You may think you’re trucking along just fine on your own, but consider how much time some of these shortcuts could save you—time that could be better spent running your business.

• “The Ultimate List Of Online Tools & Resources For Small Business“ by BizSugar

One of the most comprehensive lists we’ve seen. BizSugar provides an excellent list of tools—many of them free—to help give your business that forward momentum and keep it going!

• “How to Build a Billion-Dollar Startup” by Steve Blank

This post puts the movers and shakers in the social media arena in perspective. A mere decade ago, no one ever could have imagined how “social media” (whatever that is) would help launch businesses into the lives of their customers. But whatever the shifting format, the goals remain the same: value and connections.

TAGS: business tools, cut corners, how to, online business, online tools, running your business, share online, Small Business, small businesses, social media, startup, tools & resources

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This week, we’re all about e-commerce! As usual, we’ve collected some amazing blog posts from around the interwebs for some light weekend reading. Come back to work Monday morning refreshed, rejuvenated, and ready to rake in those online sales!

• “Six Ways to Grow Your E-Commerce Site” by Noobpreneur

From site-to-site collaboration to foreign expansion, this excellent post by the Noobpreneur team has some great ideas for any online business looking to increase sales.

• “Use Scarcity Tactics to Increase Sales” by Small Biz Viewpoints

Are your margins shrinking because your prices are too low? Take a cue from infomercials, auctions, and other out-of-the-box sales strategies to foster a spirit of competition among your customers—with your business as the prize!

•  “How to Design a Killer Mobile E-Commerce Website That Will Boost Sales” by MyWifeQuitHerJob.com

It’s the Age of the Smartphones, and guess where many consumers are doing a growing amount of their shopping? Take Steve’s down-to-earth advice and develop a solid mobile version of your website for this set of savvy shoppers—or they’ll find a competitor that does!

• “5 Things You Can Do to Start Driving Traffic to Your Site Fast” by Small Biz Bee

The title says it all—and best of all, most of the online tools recommended here are free!

Happy weekend!

TAGS: customer, customers, e-commerce, ecommerce, friday favorites, increase sales, mobile website, noobpreneur, online business, sales, sales strategies, scarcity tactics

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If you’re a small business owner, you may or may not have an actual “customer service” team. Odds are, you’re wearing many hats in your organization, as might your employees, and customer service is likely just one of those hats. And sometimes it’s easy to get so wrapped up in product development and business plans that you’re completely flummoxed when faced with an angry customer.

It’s tough enough to find new customers—make sure you’re doing what you can to keep the ones you already have! Here’s how.

1. Find out what happened. Make sure you understand the whole story first; is that “difficult customer” actually being difficult, or do they have a legitimate problem? Or could they simply be reacting to a negative customer service experience? Make sure to interview all of the relevant parties, including your own employees who may have been aware of or involved with the situation, so you have a solid understanding of what’s going on, where the problem originated, and what caused it.
2. Ask what you can do to help. This simple question can go a long way toward smoothing down ruffled feathers—sometimes, just the act of listening with a sympathetic ear when the customer is expecting you to go on the defensive can work wonders. And staying calm and collected when you feel attacked will help the customer stay calm as well.
3. Offer a solution. If a product arrived broken, offer to replace or fix it. If the customer considers services unsatisfactory, a partial refund might be in the cards (or a full refund, if it comes to that). If the customer has an issue with how they were treated, consider offering a discount on future services (and consider meeting with your team to reinforce the importance of good customer service!). And remember: a heartfelt, handwritten letter of apology can help turn a disgruntled customer into a happy one.

These three simple steps apply regardless of whether the customer is blasting you on social media networks, sending you angry emails, or yelling at you to your face. If you can show that you’re sympathetic and that you’re actually working toward an equitable solution, however specific cases are resolved, you’ll create a reputation for your business of providing good customer service—and, in general, when you’re competing against big-box corporations who straight up have you beat on prices, good customer service is an area where your small business has the opportunity to excel.

What about you? How have you resolved difficult customer service issues in the past—or, if you’re the customer, what actions has a business taken to address your concerns and make you feel valued?

TAGS: angry customer, Business Owner, customer service, difficult customer, refund, Small Business, solution

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