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The recent economic downturn has decreased the number of incoming leads for many service businesses. With less business to go around, forward-thinking business owners engage with prospective customers rather than waiting for the phone to ring. Those who adapt to the new slower economy will have a better chance of surviving a business downturn.

Before you read on, get a pen and pad of paper - the ultimate survival tool. Then, schedule some time to think.

Step 1 - Identify Your Strengths

Even though your business is declining, your first line of defense is to remember what makes your business great. Customers probably rave about your attention to detail, your quality, and your responsive service. Take some time to review your most rewarding customer relationships for clues to your strengths. Usually, the strengths of your business are directly related to your own personal motivation and values, and motivation is at a premium when facing difficulty.

Answer the following questions in writing:

1. What customers do you most enjoy serving? Why?
2. What problems did you solve for these customers?
3. Are there other customers facing problems that your business can solve?
4. Who are the top three prospective customers you can approach confidently with a solution to one of their problems?

Step 2 - Create Written Proposals

Create a written proposal that describes how you intend to solve each of your potential customers' problems. Proposals can be only a paragraph or two, or they can be many pages depending on the complexity and cost of your services. Whatever form your proposal takes, it will be a valuable way for you to think through exactly how your gifts can benefit potential clients. This is a great exercise in positive affirmation that will get your mind off a silent telephone and empty email inbox.

Step 3 - Make Contact

Planning and wishing for better times is no substitute for action. If you are an introvert, reaching out to potential customers can be overwhelming. For you, it is especially important to reach out as quickly as possible. Do not wait for perfectly formed ideas before you pick up the phone to make a call.

1. Contact each customer for whom you have prepared a proposal. I recommend emailing the prospect first with a few main points from your proposal and a notice that you will be calling soon to speak with them. Include your phone number and address in your email.
2. When you call, confirm that your offering meets the needs of your prospect.
3. Schedule a meeting to discuss your proposal in detail. Get specifics - date and time are required. No vague follow-up request will do!

Step 4 - The Meeting

You have done your research, polished your proposal, and set a meeting time. Now, it's time to put the finishing touches on your proposal.

1. Think through any objections your prospect might raise to your proposal and answer them in writing or verbally using a friend who understands your business. Don't try to memorize your answers or the questions, you are doing this to ready your mind for real dialog, not to provide canned answers.
2. At your meeting, discuss your proposal to confirm once again that you are meeting a real need for your prospect.
3. If you are confident that your proposal is on target, discuss pricing and ask for a buying decision.

Step 5 - Close the Sale

1. If your prospect does not feel ready to purchase, ask questions to determine the part of your proposal to which they object.
2. Address any concerns in detail and ask for the sale.
3. If the customer does not want to buy, you may either keep pushing though the cycle of answering objections or use another cycle of proposal writing to address your prospect's objections formally.
4. Never leave the meeting without either closing the sale or setting a date and time for your followup proposal review meeting.

The steps I have outlined above will get you moving towards making sales for your business even in the hardest of economic times. You may need to work for less money than you want. You may have to do more work than you prefer, but you can still make sales. When you truly believe in what you do, you owe it to your potential customers to sell them on your services!

Harvey A. Ramer is a small business marketing consultant and web developer.

Seven Reasons You Might Need Mold Testing

Think you don’t need mold testing? You might reconsider after reading about these common mold concerns. Here are the top reasons you might need mold testing and no even know it.

Reason #1
: You love antiques! Few people associate mold with art lovers but the fact remains, your love of antiques and heirloom quality rugs, fine furniture or other common tapestry items might put your home or office at risk for mold contamination. That musty odor often associated with age is often mold hidden deep in the fibers of fabrics, furnishing and other fine tapestries or linens. Mold spores are hardy – they can lay dormant for years until the right condition presents itself then viola’ – the spores have spread and you are now at risk.

Reason #2
: You found a slow leak. Whether it was a leaky roof or broken pipe, slow leaks may cause a humid environment that makes the perfect breeding ground for mold spores especially if located near organic materials like wood or even carpet padding and fibers. Mold cleanup and a thorough inspection should be conducted to make sure the problem is eliminated.

Reason #3
: You had a major flood. Major flooding – whether from burst pipes or storm damage – can result in the growth of mold and mildew in as little as 40 to 72 hours. Time is of the essence when dealing with water related damage – consider testing for mold anytime you have experienced major flooding.

Reason #4
: You have a humid area of the home. Basements are notorious for high humidity levels so in addition to performing a mold inspection, it is a good idea to consider mold testing to verify what the naked eye might miss.

Reason #5
: You are buying a home that you know little about. Any time you don’t know much about a home or piece of real estate it is a good idea to perform an inspection – unfortunately, most building inspections don’t routinely test for mold. It is usually a separate inspection or test. Take time to have it done anyway – it could save you more money in the long term.

Reason #6
: You have unusual allergic or other health symptoms that could be caused by mold. A mold test is a good way to rule out potential health related issues stemming from your home. It’s a small price for peace of mind.

Reason #7
: You are selling a home. Don’t be caught off-guard by unpleasant surprises – instead, find out about any potential problems in advance then take care of them to make sure you get top price and don’t frighten away would be buyers. Go with a reputable company like Kiwi services that provides
Mold Testing
,
Mold removal
services to handle your every need with just one quick call. From mold remediation to floor cleaning, your home will look its best and be ready for sale in no time at all.
About the Author

Elizabeth, Marketing manager for Kiwiservices: http://www.kiwiservices.com/mold_testing.htm

I had some water seep into my basement and got the rubber padding a little wet but not the carpet. What to do?

I had some water seep down to the floor of my basement. I have new carpet and rubber padding put in. The carpet is not wet, but some of the padding got wet. I put a dehumidifier down there. What else can I do? Am I at risk for mold?

SHE PROBABLY SQUIRTED

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