• 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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Steve Marr Blog

Steve Marr's contributions
Jun 01

Understanding Buyers’ Motivations

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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 28

Entry Barriers

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When I meet with entrepreneurs looking to start a business I ask them to identify their main entry barriers.

A person who wants to start a new airline will experience formidable barriers to entry. The cost of aircraft is only the first step. One must acquire gate space at major airports which is costly and difficult because most gates are leased long term.  In addition, there is the cost of hiring pilots, cabin attendants and setting up a reservation and ticketing system. While it isn’t impossible to start a new airline, the entry barriers are significant.

May 21

Clear Advertising

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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 12

Drop Inefficiency

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You may have seen the recent news reports about how British schools were dropping analog clocks.  They are replacing the clocks with those big and little hands with digital clocks because most students can't tell time the old way. Initially I was disgusted thinking about it.  “Good grief,” I thought, “is it true that kids can't read a clock face anymore?”  I wondered if the next step was to change Big Ben in England.

Then I wondered how important was it for somebody to know the time by reading the hands of clock?  Does it really matter whether they read the clock by hands or simply numbers? No. People don't need to keep time my way; they just need to keep time.

May 07

Selling What People Want

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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.