• Do you treat company property well?

    17 Jul 2018 | 12:00 am

    Jesus taught, "If you have not been faithful in the use of that which is another's, who will give you which is your own?" (Luke 16:12, NASB). Often we treat company property poorly. We need to realize that we have[…]


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Category >> Getting and Keeping Customers
Jun 14

Creating Business Relationships

Posted by Steve Marr in Untagged 

I belong to Business Network International or BNI (https://www.bni.com/), an international network group designed to help each other grow their business. Members are encouraged to share what they do, learn about other members, and refer business to other members of the network. I often recommend this as a marketing step for businesses and have found it to be effective.

BNI teaches three steps to success: visibility, credibility, and profitability. These are steps we need to utilize in our general marketing.

Jun 12

Too Many Choices

Posted by Steve Marr in Untagged 

I was looking over a restaurant’s menu of multiple pages and was struggling to figure out what to order. After a few moments I found an old stand-by. It was a safe choice, and I placed my order. Others at the table had similar challenges.  There were just too many choices.

A study published by Ragan’s PR Daily offered one group of shoppers 24 different samples of jams while another group was offered only six possible selections. Interestingly, the customers with six choices chose 20% more product than those with 24 choices. Sometimes by offering fewer options we increase our chances of making the sale. Too many choices may make the customer indecisive and confused.

Jun 01

Understanding Buyers’ Motivations

Posted by Steve Marr in Untagged 

In our businesses we need to understand why a customer clicks to buy on their computer or picks up a product and buys it in a store. I understand why I make purchases, but I'm not everyone. I need to understand what motivates my customers to buy. This is not easy.

I am involved in a damage restoration business.  The motivation of the customer is pretty obvious.  A sewer backup pushed water into the bathroom, into the molding, wall and into the bedroom carpet. The customer’s motivation is to get the problem cleaned up as quickly as possible. Closing the sale is not difficult if you are the first one to connect to the customer with a good solution.

May 21

Clear Advertising

Posted by Steve Marr in Untagged 

I tend to look at ads even though I know most of us avoid them.  I am always looking for examples of good advertising. Sometimes I am not able to tell for sure what an ad is selling or marketing.   This is a mistake. An excellent marketer, Dan Rosenthal, provided a clear example of a marketing headline, “Duck for Sale.” Some see it as an oversimplification, but to me the headline is clear and simple.  You know what is for sale, and you're able to respond if you want duck. 

May 07

Selling What People Want

Posted by Steve Marr in Untagged 

I like to visit the annual Spring Boating and Outdoor Show in my area. Climbing in and out of RVs, new boats and checking out the latest fishing equipment makes for an enjoyable Saturday afternoon. For the most part, I am more of a looker than buyer. 

I also like to watch the interaction between customers and salespeople. I don't want this to sound judgmental, but few people need a new boat even though many may want a new boat. If one can afford a boat without going into debt and boating is a family recreational activity, I see no problem with buying a boat. However, the boat is still want, not a need.