NEW BUSINESS
MATTERS Your local business to business journal
Points of Interest in this Issue: • What are your calls worth (p6) • Cumberland Corporate: Are you a member yet? (p9) • Short Term Absence (p10) • What affects a website's ranking on Google? (p11) • How to own your own bank (p15) • Getting your business back on its feet (p21) • The Importance of Taking Time to Relax (p23)
BUSINESS TIPS & ADVICE! Issue 33/2014
June/July
ACCOUNTANCY MATTERS
June/July
Penalties for Late Filing of Accounts with the Registrar of Companies By James Hill, Director at Hill Osborne
It’s been several years since the Companies Act 2006 introduced the new late filing penalty regime, yet countless companies still deliver their accounts late to Companies House. For the 2013/14 tax year just shy of 158,000 accounts were delivered late in England and Wales, resulting in over £77 million of late filing penalties! Following the initial accounting period, private limited companies must deliver accounts within nine months from the end of its accounting reference date. If not the following penalties will apply: How late the accounts are delivered: Penalty (£) Not more than one month 150 More than one month but not more than three months 375 More than three months but not more than +LOO 2VERUQH six months 750 More than six months 1500 Note: The above penalties are doubled for any /RJR 9DULDQW
company that files late having also filed late for the previous year. TIP: The preparation of accounts for limited companies can take longer than you think, so give the accounting records to your accountant well before the filing deadline! CARE: It’s important to remember that this also applies to dormant companies, which are still required to deliver accounts to Companies House each year. Should your dormant company be subject to a late filing penalty it’s worth considering if you still wish to keep the company, as the cost to strike the company off the register can be substantially less than the late filing penalty. If you are looking to change your Accountant, or indeed appoint one for the first time, then why not contact Hill Osborne and take advantage of an initial FREE one-hour consultation. For further information please phone James Hill on 01202 678555 or send an email to james@hill-osborne.co.uk
C H A R T E R E D A C C O U N TA N T S & B U S I N E S S A D V I S E R S
Our aim is to provide you with the best possible service and we do this by giving you a direct access to the Director who is responsible for your affairs. This ensures that they will be able to develop a close relationship with you and establish a thorough understanding of your business. Clients can take advantage of a wide range of services as listed below. ‹ ‹ ‹ ‹ ‹
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Hill Osborne, Tower House, Parkstone Road, Poole, Dorset BH15 2JH Tel: 01202 678555 Fax: 01202 666071 Email: enquiries@hill-osborne.co.uk www.hill-osborne.co.uk
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To advertise in this local journal telephone 01202 233580
NEW BUSINESS MATTERS
Editor’s Note
Listen to what they say! In the last couple of issues I have been talking about the importance of getting yourself heard by others. But equally the skill of listening is vastly underrated by many. By hearing what others say, you can either adjust your sales pitch accordingly or perhaps pick up on potential opportunities for new business, be it for yourself (or others in your network). Often I have found it is those instances that we take time to listen to what someone else has to say that we can actually create business from places we might not expect. Or at the very least be able to offer some help that increases our profile in the other's eyes. Another situation when listening can be highly beneficial is when you hear experts talk about their fields of business. It is at these times when useful tips can be gleaned and later applied to your own business to boost efficiency or productivity. In the pages of this issue, we showcase some of those local experts in the field or profession. Do take a few moments to read the articles in this edition and look out for an invitation to our next networking party. We would love to hear your feedback and if there are any particular subjects in business that you would like more hints and tips about, then please do get in touch. We hope you have a great summer and as is mentioned in the final article. Do take time to relax! Best wishes,
June/July
CONTENTS 02 PENALTIES FOR LATE FILING 03 CONTENTS & EDITORS NOTES 04 20TH DORSET BUSINESS AWARDS 05 WHAT ARE YOUR CALLS WORTH? 06 KEEPING BRITAIN TIDY! 07 LISTENING IS MORE THAN HEARING 08 ENERGY MARKET IS UNFAIR 09 ARE YOU A MEMBER YET? 10 SHORT TERM ABSENCE 11 WHAT AFFECTS RANKING ON GOOGLE? 12 ACHIEVING SUSTAINABILITY 13 BOILER BROKEN - MY RIGHTS? 14 10 TOP MARKETING TIPS 15 MIXED TRADES MATTERS 16 HOW TO OWN YOUR OWN BANK 17 MY HEART BLEEDS 18 DESIGN & PRINT SERVICES 19 HOW TO PRINT YOUR BOOK 20 PUZZLE MATTERS 21 GET A BUSINESS BACK ON ITS FEET 22 MAKE PROFESSIONAL CONNECTIONS 23 IMPORTANCE OF RELAXING
Stephen Corney
You can be the only company of your trade or profession represented in this local business to business journal. For details on the ‘marketing packages’ available, please contact: Stephen Corney on 01202 233580 or email sales@newbusinessmatters.com New Business Matters UK Ltd 1 Moorlands Rise, West Moors, Ferndown, Dorset, BH22 0JR Tel: 01202 233580
24 SUSTAINABILITY & CUTTING COSTS! The information contained within this publication is not intended to be complete. Whilst the publisher endeavours to ensure the accuracy of the information contained within this publication, its accuracy cannot be guaranteed and the publisher accepts no liability for the use of, reliance on or the accuracy of such information. The views expressed do not necessarily reflect the views of the publisher and therefore the publisher accepts no responsibility for them. All artwork and editorial is copywrite and may not be reproduced without prior permission from the publisher. © New Business Matters UK Limited January 2009 Designed by: Stephen Corney Printed by: Remous Limited, Sherborne Published by: New Business Matters UK Limited
To receive a FREE copy go to www.newbusinessmatters.com
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AWARDS MATTERS
June/July
Celebrating two decades of business - 20th Dorset Business Awards By Carol Middleton of Liz Lean PR
Editor's Note: Following on from my notes in previous issues, the Dorset Business Awards are an excellent platform for gaining recognition locally. An opportunity to win or at least gain prestige in taking part can most definitely be something to shout about! Launched 20 years ago, the Dorset Business Awards is widely regarded as THE event of its kind in the region and continues to go from strength to strength. Bringing together the who’s who of the business community across the county, it rewards achievements, innovation and success across all industries. To celebrate two decades of recognising success stories the Award organisers, the Dorset Chamber of Commerce and Industry, are making preparations towards the launch event which will kick-start the 2014 Daily Echo-backed Dorset Business Awards. Past winners and sponsors will descend on Parley Manor on Wednesday June 18 to attend the event, sponsored by Tower Park-based Breeze Volkswagen, which will highlight achievements of Dorset Business Award holders and reveal this year’s Award categories. Guests will have the opportunity to network with other business professionals, listen to guest speakers and hear more about this year’s categories, which aim to recognise firms and individuals who have demonstrated commitment and determination to drive their business forward. Award sponsors confirmed for the 20th anniversary year are: Advanced Exchequer, Atlas Elektronik, Bournemouth University, the Dolphin Shopping Centre, the Dorset Chamber of Commerce and Industry, Hays Specialist Recruitment, J.P. Morgan, Lester Aldridge, Liz Lean PR, Nuffield Health Bournemouth Hospital, Princecroft Willis and Santander. The Bournemouth Daily Echo, Dorset Echo and Wave 105 remain on-board as media sponsors. RT Media will continue as the Dorset Business Award website sponsor. Ian Girling, chief executive of the Dorset Chamber of Commerce and Industry, says: “The Dorset Chamber of Commerce and Industry has organised this competition for nine years, and celebrating excellence remains at the heart of the Dorset Business Awards.
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“Whether it is recognising companies and individuals who go the extra mile to achieve success or acting as a motivator to encourage more firms to fulfil their potential, the core values of the Awards have not changed in 20 years.” He adds: “Each year, we never fail to be amazed by the standard of results achieved by businesses in this county and it is an honour to recognise them in this way. The Awards not only provide a local but also a national platform for companies to share successes with others. We strongly urge organisations of any size and stature to submit their details – many past winners have acknowledged the results as enormously beneficial.” John Corderoy, managing director at Breeze Volkswagen, says: “The Dorset Business Awards have gained a reputation as the most sought-after accolade in the business community. As such, we are delighted to be associated with the 2014 launch event for the third year running, which will kick-start entries to this year’s competition. The Dorset Business Awards are important to the region as it recognises what we are all trying to achieve – which is to be successful, innovative and distinctive.” From Monday June 23, the Awards website www.dorsetbusinessawards.co.uk will be open for businesses of every size operating in all industry sectors to put themselves forward for recognition. Entry will close on Friday September 12. Companies interested in finding out more about the launch event or Award categories should contact Shirley Ewart on 01202 714812.
Dorset Business Award Winners 2013
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CALL ANSWERING MATTERS
What are your calls worth? By Mark Scott of Technovox I heard someone say recently that he'd had to ring four potential suppliers before one of them answered in person. He then went on to say that the first three had lost out on over £1,000 worth of business. If you do business over the telephone, take a few moments to think about what your calls are worth. Start by totting up how many calls you get a day. How many of these are related to new business? Of these, how many of these can be turned into orders - i.e. your conversation rate? Now think about how much each order is worth to you and multiply this by 250 working days per year. Does the final figure make you feel uneasy about how much business may be slipping through your fingers when you don't answer the phone? It's not easy - you have many demands on your time - client meetings, travelling or perhaps working in a noisy or hazardous environment, where answering the phone is unprofessional or simply not possible. If employing a full time receptionist is not realistic, you could consider an answering service, where calls are handled in your company name professionally and consistently every time. They can weed out cold calls and pass on important messages by text or email. And compared with the business you might be losing, the cost can be quite reasonable. For help and advice please send an email to info@technovox.co.uk or call Mark at:
Tel: 01202 901888 Web: www.technovox.co.uk Isis Business Centre, Willis Way, Poole, BH15 3TB
June/July
MEET THE PEOPLE BEHIND THESE TIPS & ADVICE! Following the release of each new issue of New Business Matters, we hold an evening Networking Party for those who contribute to the articles in these pages and guests. This is just another way that we aim to help bring local businesses together and get new contacts made. Our next events will be held at the Suncliff Hotel on: Wednesday June 18th Wednesday August 20th For more information about these networking events or advertising contact: Stephen on 01202 233580 or send an email to sales@newbusinessmatters.com “I have to admit that I never look forward to networking, but your NBM Networking Parties always leave me on a high at the end of the meeting.” Jennie Deavin Days Hotel, Bournemouth
To receive a FREE copy go to www.newbusinessmatters.com
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COACHING MATTERS
June/July
Keeping Britain Tidy! By Ian Dickson, Performance Coach Change your attitude: A popular train of thought is that a messy desk denotes a creative person, but, in fact, it creates quite the opposite impression amongst your peers. It implies that you are an untidy person, and disorganised in your work. A tidy desk / filing system will not only create the impression of you being super-efficient, it leads to a tidy mind and allows you to focus on the job in hand. Don’t kid yourself that you don’t have the ‘time’ to do it. Changing means committing to daily tasks that help you to achieve your long-term aim.
Unless it has to be kept for legal reasons, then throw it away. If you do need it, scan it.
Make time: Set time aside each day to organise your desk, and stick to it. If you’re the forgetful sort, set a reminder on your PC organiser for each day, at a given time. That way, when you arrive the next morning you can start afresh and not have to tidy up yesterday’s mess.
Have a spring clean: The first thing to help you to achieve a tidier desk is to throw out the old (or file / archive it). What do you really need to hand in your daily work? What you may think is ‘essential’ information, such as supplier brochures, can be filed away for a time when you ‘might’ need them. Is your desk a dumping ground for files? Create a good filing system in a cabinet (not too far from your desk if the files will be used a lot), and put your files away at the end of each day, or on the completion of each task. Once a task is completed, don’t be afraid to throw your notes away. Page 6
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COMMUNITY MAG MATTERS
June/July
Listening is more than just hearing
By Stephen Corney, Director at Dorset Publications “We have two ears and one mouth so that we can listen twice as much as we speak.” - Epictetus Whilst in the last few issues I have been advising on the merits of speaking out, the reverse of this cycle is also extremely important. As the quote above mentions, the value of listening to others can be vital, especially in business. For example, should you go into a meeting with a potential new client and start by trying to say what your product or service does and how it could help them, you may well be missing their actual need (real or perceived). Whereas if you reverse this and start by asking them how they currently do things and what issues they may potentially be running into, you will then be in a far stronger position to “pitch” your product or service as the solution. Another scenario might be where you roll-out an “upgrade” of your product or service to existing clients and carefully give a “release note” with all the changes. If this is simply extra work that you
have done and are trying to “second guess” what their needs might be, you may again be missing the mark. However, if after careful survey of your clients where you listen to exactly how they use your product or service and what issues they have or additional needs that they would like, you then annouce the update with these benefits, it is much more likely to be well received. So do take advantage of the greater ratio of our listening equipment to not only increase the chance of new business, but also ensure the continued satisfaction of existing clients. One last point is that if you can assess who or what your target audience “listens” to, then this can help find the right medium to communicate from, by putting your message on an already accepted line. If you would like to hear how potential residential clients value the contacts in their local “bibles”, then give Stephen or Debbie a call at Dorset Publications on 01202 894397.
Would you like your business to reach 1000s of potential residential clients on a monthly basis? Full colour A5 glossy magazines distributed by our own team of distributors - you can rely on us! » Free artwork design » A free article, the same size as the advert booked in one of the months, with a 3 months booking » Free advertising on our magazine Facebook pages » A free listing on our Website Directory pages » Each magazine is fully uploaded every month on the internet via our website
Call Debbie or Stephen on
01202 894397 info@dorsetpublications.co.uk
West Moors • Ferndown & West Parley • Bournemouth • Poole • Southbourne • Christchurch To receive a FREE copy go to www.newbusinessmatters.com
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FSB MATTERS
June/July
The Federation of Small Businesses The FSB is Britain's leading business organisation with over 200,000 members. It exists to protect and promote the interests of the self-employed, and all those who run small businesses. The FSB in Dorset has 4,000 small businesses as members.
FSB Survey confirms that energy market unfair for small businesses In the first study of its kind since the Big Six energy suppliers pledged more support for small businesses by ending rollover contracts, the Federation of Small Businesses (FSB) has conducted an exclusive survey of over 1,400 of its local and national members to get a clearer picture of small energy for small businesses. The survey found that there is some way to go before energy suppliers regain the trust of their small business customers. Small firms desperately need the energy market to be fairer and more transparent. The FSB now wants energy companies to take action and publish easily comparable prices for small business customers, commit to not reintroducing rollover contracts and to ensure customers who want to switch can do so easily. The survey findings show: • Almost all (81%) of FSB members said energy suppliers don’t care about their needs. • Four in five (81%) firms agree that published tariffs would have a positive
impact on their business, with the main benefits being more competitive pricing and easier switching of accounts. • Two thirds (65%) of small businesses surveyed think it is difficult to switch energy supplier. Amongst those who attempted to switch the biggest problems cited were unclear notice periods, complicated contract terms and the speed of the switching process. • Only a quarter (27%) of small firms believe there is enough competition in the energy market Neil Eames, Development Manager for the FSB Wessex Region, said: “It’s clear from our research that many small businesses don’t trust the big energy suppliers to deliver a smarter, fairer and more transparent billing process. Small businesses won’t get a fair deal until all energy companies publish easily comparable fixed prices, have much clearer terms and conditions and operate in a more competitive and fair market.”
FSB Local Contacts: FSB Regional Office, Christchurch - Tel: 01425 280080 - Email: wessex@fsb.org.uk Neil Eames, Development Manager, Wessex Tel: 07920 846684 - Email: neil.eames@fsb.org.uk FSB website: www.fsb.org.uk/wessex - Twitter: @FSBWessex Page 8
To advertise in this local journal telephone 01202 233580
HOSPITALITY MATTERS
June/July
Cumberland Corporate: Are you a member yet?
By Becci Moynihan, Event & Functions Co-ordinator Why not turn business trips into pleasure, with a stay at Bournemouth’s highest rated, Deluxe 3« hotel? The Cumberland, up on East Cliff, is part of the Oceana Hotels group, and is undoubtedly Bournemouth’s most glamorous Art Deco Hotel. Just a 10 minute walk from the Town Centre, and 5 minutes from Bournemouth Central Train Station; the hotel offers FREE Wi-Fi throughout, FREE parking, and FREE access to leisure facilities, including swimming pool, gym and squash courts, and Oceana Day Spa (treatments chargeable). The hotel boasts two restaurants, one being the fantastic 2AA Rosette Awarded Ventana Grand Café, which has recently launched its new, mouthwatering Spring/Summer menu – NOT too be missed!! With a good night’s sleep guaranteed, excellent food and 5« service, you will have the feeling of being on holiday instead of a business trip!
Travel to Bournemouth regularly? Then why not become a valued member of our Corporate Scheme, where you will be guaranteed to receive fantastic benefits, such as: • Double or twin room for sole occupancy – ALWAYS! • FREE sea view balcony upgrade on arrival (if available) or guarantee from £20.00 per room per night • Priority late check out till noon. • Guaranteed all year round rates (Winter £59.25pppn inc breakfast, Summer (June-Sept) £69.85pppn inc breakfast) • Partner stays with you from only £28.25pppn B&B • FREE National Newspaper daily So how can you become a member? By contacting myself, Lisa or Brian in the Sales office on 01202 298350 or on sales@oceanahotels.co.uk We look forward to hearing from you soon.
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To receive a FREE copy go to www.newbusinessmatters.com
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HR MATTERS
June/July
Short Term Absence
ADVERTISE YOUR BUSINESS HERE?
By Chris Wilkinson from The HR Dept Managing frequent and short term absenteeism is frustrating. It’s best to nip it in the bud early on, as soon as a pattern is identified. Interviews can be used as an effective tool as part of an absence management process. On 11th June the HR Dept (Bournemouth) is providing businesses with free HR Administration workshop including absence management. Chris Wilkinson of the HR Dept (Bournemouth) says: “We often get calls from disgruntled employers who want to discipline staff for a high absence rate. However, if there aren’t clear records of the absenteeism the case will not be strong enough to enable the employer to sack their errant employee. Of course, business owners need evidence to support their allegation in case they are accused of unfair dismissal and taken to an employment tribunal. “Particular care should be taken when dealing with long term absence as it is likely to fall under the disability categorisation of the Equality Act.” At the end of 2013 it was announced that absence levels had increased by 20% over the last year alone and are now at a rate of 7.6 days per employee. This means absence levels are reaching the heights that they did in 2010 and 11. Now more than ever, staying on top of absenteeism is crucial to the smooth running of your business. Recording these absences as and when they happen will save a lot of hassle down the line. If all of your personnel admin is kept up to date it will ease a lot of the strain if queries are raised later on. Using a simple online personnel system like the HR Dept Toolkit, you can keep track of any absences. This allows you to detect any patterns early on saving you from a lot of hassle down the road. Contact Chris to talk about the Toolkit or to book your place on the workshop, 0845 1949294 or chris.wilkinson@hrdept.co.uk.
HR Dept (Bournemouth) 7 Summer Fields Verwood Dorset, BH31 6LG
Tel: 0845 194 9294 Web: www.hrdept.co.uk Page 10
SHOWCASE YOUR KNOWLEDGE AND EXPERIENCE! Block out the competition and be the only company of your trade or profession represented in this local business to business journal. For details on our ‘advertising packages’ and the ‘marketing packages’ available please contact: Stephen on 01202 233580 or send an email to sales@newbusinessmatters.com "I wanted to let you know that we have had a great response to our advert within the Oct/Nov edition of New Business Matters. During the first week of the publication we received the first enquiry, this is the first time we have advertised within NBM and look forward to a long and fruitful relationship." Simon Foster, Avonwood Developments Ltd
To advertise in this local journal telephone 01202 233580
INTERNET MATTERS
June/July
What affects a website’s ranking on Google?
By Gino Cirelli from Website Internet Marketing There are a number of factors that affect a website’s ranking in Google and these factors change regularly. It used to be that getting lots of links to a website from other sites would boost the rankings. Google have realised that some websites were buying in lots of links to help with this. So the rules were changed, now links still make a difference, but it is not the quantity of links but the quality of the links that make a difference. The best links to get are those that are relevant to the website and come from other well ranking websites. So if a business has a professional body, then it is worth getting a registration with a link from that body to the website. For example an Electrical Installation business may register with the National Inspection Council for Electrical Installation Contracting (NICEIC). On registration it is possible to complete a profile that can
be included in their register with a link to the Electrical Contractors website. Matt Cutts from Google said that Google are looking to give a better user experience, so having lots of links will not help this. It is worth noting that he also said that a good user experience also means that a website should be easy to use and to move around. This will mean that older sites that are difficult to move around will see their ranking drop as well. Making sure a website ranks well is known as Search Engine Optimisation or SEO and takes place both in the website such as making sure it is easy to move around in, as well as outside the website such as in getting other sites linked to the website. If you are offered SEO or a service to improve rankings be wary of SEO companies that offer to add many links. Call Gino on 023 8097 0351 or send an email to gino@webiml.co.uk for more information.
01425 200 678 To receive a FREE copy go to www.newbusinessmatters.com
Page 11
IT MATTERS
June/July
Achieving Environmental Sustainability with Reduced Costs By Ava Lambert from Copyrite Business Solutions
Copyrite solutions focus on the impact of paper and the efficiencies of digital workflows. Waste management is critical as all organisations generate paper, plastic and metal waste, which we strive to consume less and recycle more to reduce our environmental impact. While addressing environment issues, we also recognise our customers’ key business objectives: • Streamline service delivery • Deliver responsiveness, consistency & quality assurance • Achieve real value for money Recommendations for organisations to sustain the environment while reducing costs are included in our Green Office Tips and Benefits. Tips 1. Digitise paper & store in a Document Management System 2. Introduce electronic workflows 3. Virtualize server hardware 4. Consider Cloud Computing to move server hardware to datacentre 5. Redesign Print policy using Print Management Benefits
3. Reduced print costs 4. Efficiency and productivity gains 5. Use green credentials as a competitive differentiator We analyse an organisation’s print spend to determine the potential for reduced costs and efficiency gains. The analysis raises awareness of both the financial and environmental cost of printing and provides management with information that can be used for making intelligent decisions. If you would like a Free Print & Document Audit please visit our website at:
www.copyrite.co.uk/printaudit If you want to rate this article and/or place your vote for the next topic to be covered, then please go to:
www.copyrite.co.uk/itmatters
1. Spend less on electricity as number of physical servers is reduced 2. Greater security of documents while reducing paper waste Page 12
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LETTINGS MATTERS
June/July
Boiler not working - My rights!
By Sharon Canning from Move on Rentals Q: Earlier this year the combination boiler in our rented house stopped working, so we had no hot water or central heating. The only heating in the house was the electric fire in the front room. We rang our landlord and he said it had happened before and said we needed to top up the water pressure on the boiler via small tap on the boiler. We could not find this tap anywhere and called him back. He then said he was not prepared to pay a plumber to come out for such a small task and said he would come over the following day. Five days later he turned up saying he had got something in his eye and had to go to hospital and could not drive. Meanwhile we had had no heating and no hot water for almost a week during one of the wettest and coldest parts of the year. Can I refuse to pay rent for those five days or reduce my rent, or even end my contract early? A: It is the landlord's responsibility to ensure that the boiler is working correctly for the provision of hot water and heating - under the statute of section 11 of the Landlord & Tenant Act 1985. The landlord is expected to attend to the problem within a reasonable amount of time, once he is notified of the problem. In this case, it appears that the boiler cut out due to a drop in water pressure. The landlord should have attended to the problem by showing you how to
bring the water pressure up to the required level, and then you would have then known how to rectify the problem in the future. If the boiler keeps cutting out, there may be a fault and that will require the landlord to repair the problem under section 11. If the landlord does not attend to the repair for which he is liable under section 11, then the tenant's best option is to contact the local authority housing standards team or the environmental health team. They can inspect the property and contact the landlord about the repair. The landlord has now resolved this problem but you were without water and heating for five days. You could try and negotiate with the landlord about paying a lower rent for that period but I would not advise you to stop paying rent for that period as it would lead to rent arrears. If you are in a fixed term of the tenancy, and you leave early without the agreement of the landlord, you could be pursued, though court action, for any rent outstanding up until the end of the fixed term. If you would like a free up to date market appraisal on your property and advice on renting then please contact sharon@moveonrentals.com or telephone 01202 711169.
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MARKETING MATTERS
June/July
A whistle-stop tour of 10 top marketing tips By Dee Blick from The Marketing Gym
1. Before you start spending money put your products and services under the microscope. What are the deep underlying needs you are satisfying and where do you fall short? There is no time for puffing up your feathers and for ego to get in the way of making improvements. 2. Don’t claim to be unique if you are not. You don’t have to be unique to be successful. But you must communicate in a clear, positive and unambiguous way all that is great and good about what you offer. 3. Don’t overlook the importance of charm in your communications. Charm is being relevant and inspiring your audience with what you can do for them. It is about taking time over your communications so they are not a hurried afterthought. 4. Recognise that most of us do not arrive at the decision to buy immediately. You may have to play a long or a short waiting game. Look at how you can build value in your communication pipeline to keep prospects engaged. 5. Find out how people arrive at the decision to do business with you and, how many people are involved in the decision making process. Pitch to the right people in the right way. Be aware we all go through the stages of Awareness, Interest, Evaluation and Desire before Action when the sale is completed. Page 14
6. Don’t treat your target audiences as one big homogenous mass. You are communicating with individuals. Understand the needs that trigger an enquiry and, the needs that generate a sale. 7. Don’t jettison traditional marketing networking, advertising, PR, direct mail and so on in favour of a wholesale shift to social media. Look at adding value, enhancing the communication process and, reaching out to more people. The emperor’s new clothes are mighty fine, but the old clothing may be serving him just as well. 8. Communicate what you offer with passion and enthusiasm if you want to inspire others to do business with you. 9. If you want to build your business into a brand, you must focus on consistency - delivering a fabulous service to the same high standard every time; clarity making sure that your messages are clear, attractive and easy to understand and, visibility - ensuring that your logo, strap line, all imagery associated with your business is fantastic. No room for homemade creations. 10. If you want to grow, you must allocate time for marketing. How much? One day a month. Don’t snatch a minute here and there. Allocate quality thinking time. www.themarketinggym.org
To advertise in this local journal telephone 01202 233580
MIXED TRADE MATTERS
I.T. PLASTERING Professional Plastering Service
June/July
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PAY PER CLICK MATTERS
June/July
How to own your own bank Instructions from Adrian Stephenson at Done for You PPC Imagine you’ve just hired a salesman. He looks the part, speaks well and is very personable. At the end of the month you sit down and have a talk. You ask, “How have you done?” “Very well” Comes the reply. “I’ve been out, seen lots of people and had a great deal of interest.” “How many sales have you made?” You enquire. “I just told you; I’ve been out, seen lots of people and had a great deal of interest.” “Yes, but I need to know how many sales you’ve made. I hired you as a salesman and without sales you’re of no use to me.” And that’s like most websites I see today. No sales are made yet they are still paying for their website every week. How can they justify that to their accountant? Sales is not an expense it’s an investment. Without sales nothing happens in business. Why is it so many people overlook this obvious fact? Well, that and the next obvious fact.
A savvy spider is always looking for the business owner who doesn’t advertise, so he can spin his web over his door without any fear of being disturbed. Who it their right mind doesn’t advertise and doesn’t concentrate on making sales? Without either you don’t have a business, all you have is an expensive hobby. Online, the best way to succeed is with Google Adwords. It’s reliable, predictable, proven and practical. And you’ll make more money that you spend if you do it right. In fact, you can make double or even triple what you invest within two weeks or less. And I can show you how. It’s better than owning your own bank. For a FREE review of your web site’s potential to make money for you, or to find out whether Adwords would work for your business, call Adrian on 07956 908888 or send an email to adrian@doneforyouppc.co.uk
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To advertise in this local journal telephone 01202 233580
PC REPAIR MATTERS
June/July
My Heart Bleeds! By Clifford Johnson from PCs Made Simple Whether or not you're aware of the incredibly large vulnerability that has been discovered in OpenSSL or not, you are almost certainly affected. The vulnerability is being nicknamed the Heartbleed Bug. The bug affects OpenSSL which websites use to encrypts data so that no one else is able to view it, In other words, everything that you thought was secure on the internet can and may have been be stolen. The bug, which has existed for over two years now but has recently been discovered by Google. It allows an attacker to read the memory of any server that still uses the vulnerable software and obtain encryption keys, usernames, passwords and any actual content. Should I change my password? The issue has been fixed in the OpenSSL library
however, as there is no way to roll it out reciprocally, the websites have to do it manually themselves which many have done but a lot of smaller websites might not have yet. This means that if you were to change your password on a site that isn't secure yet you could be giving away your new password. You should contact website owners for more information on how there are dealing with it. As of now a large portion of common websites such as Google, Facebook, Amazon etc… are secure. If you would like to know more, please feel free to email us at info@simple-pcs.co.uk with the subject “Heartbleed” and we can send some information. Alternatively drop us a line on 01202 830121 or pop in for a chat.
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312 Ashley Road • Poole • Dorset • BH14 9DF
To receive a FREE copy go to www.newbusinessmatters.com
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Remous Limited, Wyvern Buildings, North Street, Milborne Port, Sherborne, Dorset, DT9 5EP
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To advertise in this local journal telephone 01202 233580
PRINTING MATTERS
June/July
How to print your book! By Alan Bunter, MD of Remous Limited It has been said that everyone has one book in them and perhaps you are no different? Over recent years this market place has seen a considerable increase in the number of people looking to publish their own book and if this is something you are considering doing then here are a few guidelines for you to follow. There are some key decisions you will need to make, which will have a big influence on the cost of the project, and you will need to take professional advice to get the best value for money. Books can be instruction manuals, fiction, user guides or memoirs, but in terms of production they are all held as a valuable piece of literature that requires due care and attention! So where do you start? • Size – The actual size of your book and the number of pages you are considering will play a big part in the value for money element of your project. If you can make your book fit a more available paper size and you are flexible on the number of pages you are writing you will be able to save money. • Colour – This is the big one! The more colour you have the more expensive it becomes, but you can be clever with colour and get more value for money by letting colour fall on the right pages; then it will come at minimal cost. • Paper – Different types of paper can lift and brighten up images or it can dull the text, so
you need to choose your paper carefully. Also different papers work better for different print processes, therefore careful consideration on how it will be printed is essential. • Printing – This could depend on your content, but basically if the quantity you require is small then from a cost point of view you would look at digital printing, but for larger quantities and the best quality then litho printing is best. • Binding – Most people choose Perfect Bound, which is like a paperback book and the fastest and most cost effective method. PUR Bound, which appears the same but is more durable, will have the pages sewn into one block and they can never come loose. This is the most durable method, but also the most expensive. Finally there is Case Bound, which involves making a hard case, sewing the pages together and then ‘casing in’ the book blocks similar to Encyclopedias and Dictionaries. These are some of the more important decisions you need to ponder before choosing a printer and if you are looking to ‘print your book’ then perhaps you should consider Remous as your print partner? We have been printing books for over 30 years and we have set up a production line to complete the whole process in-house, making us perfectly placed to help at the planning stage. Check our website at www.shortrunbooks.co.uk or even better our YouTube Channel at www.youtube.com/remousprint
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PUZZLE MATTERS
June/July
Put your feet up over coffee or lunch and have a go at these!
Pop the kettle on... 1
8 6
4
1 3 1
2
7
3
5
7
8
1
4
7 9 5
8 3
6 4
9
Across 1 Cooks with water vapor (6) 4 Lame (8) 10 Tongue-in-cheek (9) 11 A Siouan people (5) 12 Acclaim (5) 13 Gives evidence (9) 14 Voter (7) 16 Uttered aloud (4) 19 Wise men (4) 21 Incapable (7) 24 Souvenirs (9) 25 Dance bar (5) 26 An emperor of Japan (5) 27 Translate (9) 28 Less than expected (8) 29 Guided (6)
Down 1 Endured (8) 2 Surpassed (8) 3 Short choral composition (5) 5 Asserts (7) 6 A native of Australia (9)
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8
Crossword
7 Introductory section to a story (2 words) (6) 8 In fancy clothes (6) 9 He works with clay (6) 15 Carry (9) 17 Determined the size or amount (8)
18 Accompanied (8) 20 Intimation (7) 21 Makes angry (6) 22 Ice or roller (6) 23 Hut (6) 25 Song of mourning (5)
To advertise in this local journal telephone 01202 233580
RECOVERY MATTERS
June/July
BY GRAHAM DOWN | www.bscorprecovery.com
GETTING YOUR BUSINESS BACK ON ITS FEET Is your business under pressure? It’s hardly surprising given the tough few years that we’ve had. Perhaps, having been punished during the recession, you feel you’ve lost the energy, and don’t have the skills to put the business back on its feet. Here’s a quick step by step guide to getting things back on track: Be brutally honest. There’s no point in burying your head in the sand and pretending that there’s no crisis. Moving numbers around the accounts solves nothing, and don’t kid yourself that there’s some huge new profitable contract coming in next week. Ditch the false optimism and face reality. Understand your cash flow. It’s vital that you understand when your cash is coming in and when it’s going out. Make sure you have a carefully prepared cash flow forecast for at least the next three months, prepared on a weekly basis, and keep it up to date. Three months ought to be straightforward to predict; much longer than that and it may be like trying to gaze into a crystal ball. Be realistic in terms of what you’ll sell, and how long it will take customers to pay.
Make sure the cash is available for when it’s needed. Raise cash by getting rid of assets you don’t need, renegotiating terms with suppliers, and chasing overdue debts. Factoring or invoice discounting may be worth thinking about in some cases. Talk to HMRC before letting tax debts get into arrears – they’ll usually try to help when they can. And for goodness sake keep in touch with the bank and other lenders. Get a plan. The people working in the business usually have a fair idea between them of what’s wrong, and what needs to be done to fix it. So trust your staff and listen to what they have to say. It’s amazing the difference that communication and honesty can make. Of course some will have personal axes to grind, or indulge in blame and
arguments. You need to filter those out and that takes experience, but often it’s only a handful of changes that are needed to turn a business around. So put together a plan, get buy-in from everyone and make sure the plan’s on paper. Get support. The skills needed to manage a business in distress are very different to those needed when everything’s going swimmingly. That’s why you probably need the support of someone like an experienced insolvency practitioner; someone who’s been there, done it and got the t-shirt. We don’t charge for just listening to your problems and setting out some options. Call us for a free, no obligation conversation.
Cash flow problems …or worse? Clear, professional advice for you and your business when you need it most. CONTACT US FOR A FREE INITIAL CONSULTATION CALL: 01202 313624 | www.bscorprecovery.com 2nd Floor, Bristol & West House, Post Office Road, Bournemouth, BH1 1BL
To receive a FREE copy go to www.newbusinessmatters.com
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SOCIAL MEDIA MATTERS
June/July
LinkedIn - Making Professional Connections By Alison Reeves from Write to Win
If your business revolves more around the corporate or professional world, then LinkedIn is the place to be seen. It is a very productive place to connect with other businesses, market your brand and showcase your skills and expertise. LinkedIn is very well established and I find it is very rare that I can’t find someone I am looking for on LinkedIn. Here are some tips for running your LinkedIn Social Media: 1. LinkedIn requires you to have a personal profile, after which you can set up a business page. 2. Make sure you fill out all of the sections on your LinkedIn profile and your company page. It is often the first place a potential client may look to find you so you want to make a very good first impression. In the specialities section of your company page, use keywords about your business so that you will be found more easily in LinkedIn searches. 3. Write a strong company outline and compelling content — but try and make sure it isn’t boring or too formal. A certain level of formality is required as it is a professional platform, but people want to see some personality or an interesting story.
6. Make sure all your other social media accounts link to each other and LinkedIn. 7. Recommendations and endorsements are really big on LinkedIn — the idea is that it gives new customers some confidence in your abilities. Endorsements are where someone just clicks next to one of your services or products to say they endorse it. Recommendations are where a customer or colleague actually writes a piece to express their view of your product or service. These are much harder to get as it requires more effort on the part of the person recommending you. They are valuable and well worth asking for. 8. One of the features of LinkedIn is the ‘LinkedIn Status Update’ in your LinkedIn Profile. You can type this into the activity box located just below your picture on your ‘View My Profile’ page, or in your ‘Home Page’. EVERY time you update your status, the home page of ALL of your network connections displays your status update. Status updates are also distributed to your network via email when LinkedIn sends the weekly ‘Network Update’. Your latest status update is always displayed on your LinkedIn profile.
4. Optimise your LinkedIn pages with relevant keywords to rank higher with both Google and LinkedIn, but integrate them in a natural style. Also make sure you update your profile regularly as you gain new skills and expertise.
9. Updating your LinkedIn status is a great way to communicate to your network on a frequent and on-going basis. It is recommended that you update your status at least once each day with different types of information.
5. As with other social media sites, grab your vanity URL as early as possible and make sure you upload a suitable profile picture and company page cover photo.
Alison specialises in helping her customers to win more business by improving their business writing skills. Check out her website: www.writetowin.co.uk
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To advertise in this local journal telephone 01202 233580
TIME OUT MATTERS
June/July
The Importance of Taking Time to Relax By Jane Ball from Party Tub Hire
You may enjoy the work you do. Or some parts of it, at least. The rest probably becomes what you feel is a “necessary evil”. But hey, someone’s got to do it. That said, even if most of your ‘working day’ is filled with things you enjoy doing, it is most definitely still necessary to take some time off to relax. To tune out. Turn off. Shut down. And do something different. Running a business, even one that’s not too big, can be a roller-coaster ride. Exciting highs. Heart-breaking lows. And as we juggle responsibilities, fit all we have to do into a crowded and shrinking work day, shifting and adapting to a constantly changing playground, battling the effects of recessionary trends or hungry new competition, we experience stress. If it keeps on accumulating, we start to feel the ill effects. Sagging enthusiasm. Frequent tiredness. Fading optimism. Bleaker outlook for the future. Even serious health problems. Relaxing frequently has never been more important. Here are some reasons why: • De-stress: Functioning under a constant burden of stress is like trying to fly an airplane with the wheels unlocked and the flaps down. There’s more ‘drag’ and greater resistance against which much of your energy is wasted. • Get Creative: Your best ideas often pop-up when you’re most relaxed and in free thinking mode. While working under adverse conditions may provide an adrenaline surge to meet deadlines, it really isn’t a great way to spur creativity.
• Celebrate: Taking time in your hectic schedule to break away from work and rejoice in what you’ve accomplished can be a forceful drive to achieve even more. If you can’t do this daily, shoot for at least once a week. And if you can’t find something big to celebrate, why, revere the small ones! • Rejuvenate: A short ‘vacation’ from the hustle and bustle of your typical work-day can help ignite the passion and excitement that got you started and fired you up in the early days, when running a business wasn’t so much a chore as a joyous adventure. Capture that spirit, in a small way, through relaxing breaks from the routine. So now you’re convinced that you need to relax. But you’re wondering how to go about it. Ever thought about a hot tub? Why not hire one first and see! Whilst no “scientific” evidence can be given for the following benefits, enough feedback has been received to at least offer them as possibilities: • Regular use of a hot tub can help with stress relief, relaxation and general aches and pains. Spending quality time with family and friends in the fresh air can be very therapeutic. • After a hard day at work, what better way to relax than sitting in a hot tub and easing the stress of the day away. Our hot tubs come with a warning “a hot tub in your garden can seriously enhance your life”! For more information, contact Jane on 01590 688288 or go online and visit the website at www.partytubhire.co.uk.
A weekend hire (Thurs-Mon)
£210.00
A week hire
£250.00 8 person tub
T: 01590 688288 M: 07973 345913 www.partytubhire.co.uk
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