• Are you objective with your entire staff?

    16 Aug 2018 | 12:00 am

    Scripture relates, "To show partiality is not good" (Proverbs 28:21 NASB). A common business issue is to desire to be best friends with staff members. The danger is if we become too close to those who report to us, we[…]

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Steve Marr Blog

Steve Marr's contributions
Aug 13
2018

Delegation and Accountability

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Delegation and accountability is important for any business. We see a clear example of delegation in scripture. “When Jesus had called the Twelve together, he gave them power and authority to drive out all demons and to cure diseases, and he sent them out to proclaim the kingdom of God and to heal the sick. He told them: ‘Take nothing for the journey—no staff, no bag, no bread, no money, no extra shirt.’” (Luke 9:1-3, NIV)  The scriptures are clear that Jesus gave the disciples power and authority to drive out demons and cure disease.  He also told them what to take and what not to take.

Aug 09
2018

Taking Advice

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I was asked to review an online training program selling for $199.00. The organization asked for advice on how to improve marketing for this product. My feedback acknowledged it was an excellent product with good value for the money.  I could see how buyers would receive the training well. However, I pointed out that the marketing materials included no evidence concerning how well the product worked.

Aug 06
2018

$500 Dollar Brain Surgery?

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“Keith” was explaining what a good bargainer he was and how he always got the lowest price. I asked Keith if he needed brain surgery would he would take a $500 surgery bid over a $35,000 bid from a qualified specialist.  Of course Ken would take the specialist.  Then, I asked if one specialist was $35,000 and the other $33,000, would you simply take the lower bid and move on or would you check into qualifications, patient outcomes, and patient satisfaction? Of course he would decide evaluate all factors before making a decision. The key is to determine which provider has the best value rather than just the lowest price. 

Aug 01
2018

Responding to Rejections in Sales

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When I was a teenager, I made quite a bit of extra money selling Christmas cards. After I hit up my relatives, I contacted my parents’ friends and the parents of my friends to see if I could sell Christmas cards to them. When those prospects were exhausted, I went door-to-door pulling my albums in an old American Flyer wagon.  Each time I rang the doorbell I was hopeful I'd find a great prospect that would look over my albums and place in order. However, this was not always the case. I developed a habit of thinking that my next doorbell would be more productive. After each “no,” I resolved to keep going until I found a receptive prospect that would place an order.

As I became older, I began to experience more no’s from potential customers. Some days I would become so discouraged that I just wanted go home.  However, I learned a different and better response.

First, I understood that sales are partly a numbers game. The more sales calls I made, the more likely I was to make sales. In the Christmas card business I learned that out of every seven or eight houses, I would find a customer. If I quit after the first few negative responses, I'd go home empty. However, by continuing to knock on doors; sooner or later I'd bring home an order every afternoon after school.

Jul 30
2018

Direct Customer Communication

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For over two years I belonged to a local Business Network International. This group is dedicated to helping members grow their businesses through generating referrals. I understand these networking groups are not for everyone or for every business.  However, in many instances they have significant value.

One value of them is that at each meeting members give a 60-second commercial regarding their business or another selected topic. I've noticed that some members significantly improve their commercials. One fellow would stand up and say “I build houses,” and sit down. After a number of meetings, he started talking about additions and specific construction details which could entice someone to use his services.