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Tag: Growth Strategies

  • 3 Kinds of Ecommerce Data Insights Brick-and-Mortar Retailers Must Use to See Significant Growth

    3 Kinds of Ecommerce Data Insights Brick-and-Mortar Retailers Must Use to See Significant Growth

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    Opinions expressed by Entrepreneur contributors are their own.

    Nowadays, it can sometimes feel like brick-and-mortar retailers are at a distinct disadvantage compared to their ecommerce peers. Reports of ecommerce’s global growth can make it seem like brick-and-mortar retailers are gradually going extinct.

    This isn’t the case. In fact, the National Retail Federation reports that retailers announced over 8,100 store openings in 2021 — more than double the 3,950 announced store closings. While shopper preferences clearly play a factor in the survival and success of brick-and-mortar retailers, so does a store’s ability to use the same kinds of data insights used by ecommerce businesses.

    By focusing on the right kinds of data, brick-and-mortar retailers can gain valuable insights into their customers, effectively helping them achieve even greater growth.

    Related: 4 Ways Brick-and-Mortar Stores Can Outsell Online Retailers

    1. Traffic patterns

    When it comes to tracking store traffic, ecommerce websites have it easy. Website analytics allow them to see how many people visit their website at any given time — and, of course, visitors can access their store 24/7.

    For brick-and-mortar retailers that can’t stay open around the clock, tracking foot traffic can be a bit more challenging yet even more important. Understanding how many customers enter your store at a particular time can help you understand when your store needs the most staff available and even determine key metrics like in-store conversion rates. This can help retailers understand when to run promotions or how to optimize shift scheduling — activities that directly influence sales numbers and customer satisfaction.

    One example of new tech that enables brick-and-mortar retailers to better track their foot traffic is Dor, a people-counting device that uses a thermal sensor to anonymously track how many people enter or exit a store — simply by being mounted over the entryway.

    By collecting traffic data, businesses have the baseline information they need to begin tracking conversion rates and improving their store operations, something that ecommerce retailers have long been able to take for granted.

    2. Tracking shopper behavior

    Ecommerce websites aren’t just able to track how many people visit the website. They can also track what pages they visit, what product promotions yield the most attention and more. Fortunately, brick-and-mortar retailers are increasingly gaining access to tools and devices that also allow them to see how shoppers behave in-store.

    One example of this comes from Shopic, which offers a clip-on smart cart device. In an interview with Cheddar News, Raz Golan, CEO of Shopic explained, “We have created a device that connects to standard shopping carts, turning them into smart carts only when shoppers are using it. So we’re basically allowing grocers to bring all the benefits of online shopping to their physical supermarkets. [In ecommerce], they can measure things online and know exactly what is happening — who clicked on what, how much time they spent, what page. We’re basically unveiling this data that was not available for them in the physical space.”

    The system is able to anonymously report on which items customers purchase, as well as create a heat map that shows which parts of the store they spent the most time in. Such information is helping grocers understand which products sell best at which times, as well as identify ways to optimize their store layout to maximize consumer purchases.

    Related: 67 Fascinating Facts About Ecommerce vs. Brick and Mortar (Infographic)

    3. Inventory management dashboards

    Brick-and-mortar businesses depend on having an adequate inventory of in-demand products. Optimizing in-store inventory allows retailers to restock items on a predictive basis, using analytics trends to identify when and how much to stock each item. This way, they won’t have low-selling items taking up space on store shelves or find that they didn’t order enough of an in-demand item.

    Business intelligence dashboards that provide predictive analytics based on current and past customer behavior can help brick-and-mortar retailers avoid the type of issues Target has experienced recently.

    As The New York Times reports, “[Target] had $15.3 billion in inventory, a 36% increase from a year earlier. As shoppers have curtailed their spending on items deemed discretionary, squeezed by higher-than-usual prices in essential categories like grocery and gas, Target was left with electronics and apparel that people were not buying. Target said it was solving the problem by using discounts and canceling orders for the fall with vendors, which would result in lower profit.”

    A business intelligence dashboard that links with suppliers and helps businesses adapt inventory restocks as needed can help reduce the risk of such occurrences. Reliable inventory tracking, when paired with predictive analytics, will improve profitability.

    Related: How to Survive as a Brick-and-Mortar Retail Store

    While implementing sound data collection practices for a brick-and-mortar retailer may be somewhat more challenging than they would be for an ecommerce store, there is no denying that data can still become a powerful resource for your physical store.

    By taking advantage of the tech integrations that provide ecommerce style data, brick-and-mortar retailers will be better positioned to understand shopper behaviors and market to them appropriately — while also boosting supply chain efficiency to lower operating costs.

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    Andres Tovar

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  • Three Things That Helped the Head of Gym Giant Barry’s Succeed

    Three Things That Helped the Head of Gym Giant Barry’s Succeed

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    Opinions expressed by Entrepreneur contributors are their own.

    Barry’s started in 1998 as a one-studio, Los Angeles-based boutique gym concept that went on to become a global fitness phenomenon.


    Barry’s

    At the helm of the company is Joey Gonzalez who started as a client, in 2003, but quickly embarked on a unique journey that resulted in CEO status as of 2015.

    Gonzalez has dedicated his life to expanding the brand around the world, fostering diverse communities across four continents. Barry’s now has more than 80 studios within 30 cities, throughout 14 countries, (including the US, Mexico, Europe, Australia and South East Asia). Each week they welcome over 150,000 clients through their doors.

    In 2018, Gonzalez was named to Fast Company‘s list of the “Most Creative People in Business” and in 2020, was named “EY Entrepreneur of the Year for Greater Los Angeles”.

    Here are excerpts from my interview with the man, himself, detailing how he made it happen in an epically small amount of time…

    Related: Jason Khalipa Grew a $10,000 Fitness Start-Up into a Business Goliath

    Servant leadership and overall values

    “My 4-dimensional journey from being a Barry’s client [in 2003] to instructor/manager, COO, and finally Global CEO [in 2015] had a huge impact on my style of leadership, which I refer to as servant leadership. I learned that you need to create a working environment that puts the needs of clients first and also supports the development of our instructors. This servant leadership style has resulted in a trustworthy employee base that is highly passionate about their jobs, which helps drive overall business success. I also dedicated a significant amount of time, effort and resources to developing Barry’s mission, vision and values which acts as a compass for the business. This…provides clarity to the entire employee base around expectations and path to success.”

    Related: Austin Cohen Makes Fitness Accessible To Everyone

    Hire people that challenge you

    “Who you surround yourself with is who you become, so choose wisely. I’ve always tried to hire key players who I believe I can learn from, share a positive outlook on life, have a hard work ethic and are passionate about Barry’s. This resulted in me not falling into a comfort zone but, instead, maintaining a growth zone. It has also impacted the way we recruit.”

    Related: How the Leaders of Trip Tribe Wellness Grew a Business Based on Their Shared Love of Health and Travel

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    Robert Tuchman

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  • 5 Ways to Improve Local SEO

    5 Ways to Improve Local SEO

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    Opinions expressed by Entrepreneur contributors are their own.

    Search engine optimization (SEO) is constantly evolving like any other industry. The struggle to stay on top of the ranking takes more than a post in a month. To stay rated and relevant, you must put in the time and conduct the research.

    Being easily searchable, informative and consistent is more crucial than ever for small businesses, and for that, businesses need local search engine optimization. It’s simpler than you might think to master local SEO. Here are five quick techniques to boost local SEO and make your small business rank above its rivals.

    Related: Struggling in Local Search? Here’s What Your Local SEO Strategy Needs

    1. Ensure the consistency of your NAP

    Name, Address, and Phone Number (NAP). Your local SEO approach may succeed or fail based on these three simple facts. Make sure to display this information on your website prominently.

    As it will show at the bottom of every page, the footer is an excellent location for your NAP. You can also make your NAP visible on service area pages and your contact page’s body.

    Consistency is key. Your essential company details must be consistent wherever potential clients may find you online.

    Related: 5 Tips to Improve Your Local SEO in 5 Hours

    2. Enhance the on-page content

    You can demonstrate that you are the industry leader in your field for the service you offer by using the content on your site. Along with your services in your region, include specifics like street names and landmarks.

    Explain to the customer why they would require your services in that particular location. Your customer’s user experience will be improved the more you sound like you belong.

    Related: This Important Website Feature Is Crucial For Your Business

    3. Get listed in local directories

    Getting featured in local directories is a fantastic additional strategy for enhancing your local SEO. There are a lot of web directories that are specifically designed for businesses in certain regions.

    Your chances of being discovered by potential clients looking for companies like yours are increased by having a listing in these directories.

    4. Optimize header tags

    Check out this resource on the best practices for using header tags if you haven’t already looked into the topic. By developing localized service pages, you have now gained more space to construct highly targeted header tags with local-based keywords.

    Good header tags provide a general picture of the page’s overall structure and what to expect as visitors browse through the content. It would look odd if you simply loaded keywords into the header tags.

    Related: How Should You Optimize for Branded Keywords?

    5. Create relevant backlinks

    Backlinks are one of the most significant ranking elements for any website, and it is the connections to your website made by other websites. Google views backlinks as endorsements — the higher the backlinks, the more they appear in search results.

    Prioritizing quality over number is crucial while developing backlinks. Look for chances to receive backlinks from reputable websites related to your business.

    Related: What Are Backlinks and Why Do You Need Them for Your SEO?

    Style preference for SEO

    • Use dashes with a space on either side.
    • Avoid serial commas: Cabbage, tomato, and potato.
    • End quote marks should be placed inside commas and periods, and there must be one space following a period.
    • Single quotes should only be used around other single quotes.
    • Include your personal hyperlinks and avoid placing citations or URLs in parentheses below the article.
    • Sparingly use one-sentence paragraphs. The ideal paragraph length is two or three sentences.
    • Subheads should have the same parallel format. They all need complete sentences if the initial heading is a full sentence. Subheads shouldn’t contain links. Just use them in your text. After the first word in a subhead, do not capitalize the following words.
    • If you must use “he,” use “she” as well. Pluralizing your pronouns will help you avoid this formulation, at least occasionally.
    • Never use the pronoun “they” to refer to a firm, organization, or government body.
    • Maintain consistency: If you begin with the pronoun “you,” don’t change it. It’s best to avoid using “we,” “I,” “he/she,” and “you” in the same sentence. Throughout the sentence, use the same verb tense. Keep in mind that the present perfect tense shows continual, habitual action.
    • Look for repetition of the same points, words, or themes.
    • All numbers less than ten (apart from percentages) are written out. Numbers 10 or more are represented by numerals.
    • Numbers are always used to express years. With numbers, use “greater than” rather than “over.” Instead of writing “percent,” use the % symbol.
    • Verify quotes using trustworthy sources.
    • Lay out any acronyms and abbreviations other people may not be familiar with on the first reference, followed by the abbreviation in parentheses.
    • In names for the first reference, use the complete name. Only the last name should be used in subsequent references.

    Final thoughts

    For promoting your local online business, you must include local SEO. You can increase your visibility in local search results by claiming and optimizing your Google My Business listing. By getting listed in local directories and adding location pages to your website, you can draw more clients to your company.

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    Sean Boyle

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  • How Retailers Can Win In a Post-Pandemic World

    How Retailers Can Win In a Post-Pandemic World

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    Opinions expressed by Entrepreneur contributors are their own.

    It has been an unprecedented few years for brick-and-mortar retailers, but in 2022, physical stores have started to bounce back. In October, nationwide foot traffic to shopping centers was up more than 18% from two years ago. Meanwhile, 54% of consumers prefer brick-and-mortar retail to any other channel, suggesting that people still love going to physical stores.

    There are bright spots for retailers, but it is important to note that while in-store shopping has surged, the industry has evolved since the pre-pandemic era. Recent consumer habits and preferences that emerged during the pandemic appear to be here to stay.

    Let’s explore these in more detail.

    Related: As Inflation Soars, Consumers Want More Rewards and Shopping Incentives. Here’s How to Give Them What They Want

    A lot of retail journeys start online but end in store

    According to Google, searches for “open now near me” have increased 400% Year-over-Year, which suggests that even those who love shopping offline rely on digital tools to point them in the right direction.

    That’s why it is essential to have a solid online presence in search engines and to improve your business’ discoverability by optimizing your listings in business directories and review platforms. To fully leverage this opportunity, you should ensure your business details are complete, add photos of your location and update your details when needed.

    Social platforms help drive offline traffic

    Social platforms like TikTok and Reels for Instagram and Facebook boomed during the pandemic and continue to be popular today. This is good news for retailers because you can leverage these platforms to drive brand awareness and foot traffic.

    Social apps and platforms are excellent product discovery tools — even for physical retailers, as 81% of shoppers have made an in-store purchase after seeing a product on social media. To stay relevant, you need to meet shoppers where they are, and for many of them, that means being on TikTok, Instagram and YouTube.

    Related: Why Social Media Platforms Are Adopting Ecommerce as a Saving Grace

    Product and order fulfillment expectations are higher than ever

    The rise of ecommerce, “Buy Online, Pay in Store” (BOPIS), and same-day delivery has increased shopper expectations regarding when and how they get their orders. Research and Markets forecast the BOPIS market will reach $703.18 billion by 2027 — representing a 19.3% compounded annual growth rate over six years.

    In-store (and curbside) pickup is here to stay; if you haven’t done so, it’s high time to implement these initiatives.

    That said, it is essential to remember that the success of your order fulfillment efforts will also depend on how well you forecast and manage inventory. Customers have little patience for “out-of-stocks,” as 50% of consumers report that they will switch products, brands or retailers when faced with shortages.

    This is why it is critical to stay on top of stock management. Invest in robust inventory and reporting tools that enable you to identify trends and make smarter ordering decisions.

    Related: The Future of Online Shopping Is ‘Buy Now, Pay Later’

    It’s more challenging to gain true customer loyalty

    The pandemic shook brand loyalty, and shoppers switched brands at an unprecedented rate. On average, US shoppers belong to 17 loyalty programs; but engagement is low, and less than 50% are active loyalty memberships.

    Winning the loyalty game is a challenge, but not an impossible one. The key to improving shopper loyalty is ensuring your brand aligns with your customer’s needs and values.

    Accomplishing that starts with obtaining the right customer insights. Knowing where your customers are from, why they buy from you and what their shopping preferences will enable you to make moves that are relevant to them.

    Omnichannel is now table stakes

    It is no longer enough to have a presence on different channels (e.g., online, in-store, social). You must seamlessly connect these channels to win over and fulfill today’s shopper’s needs, wherever they are.

    To do that, you need a solid commerce platform with omnichannel capabilities. Investing in a point-of-sale solution with built-in ecommerce functionality enables you to sell and manage multiple channels from one system.

    Another option is to choose a retail management platform that can integrate with other solutions. If you already have an existing POS system, set your sights on ecommerce platforms that can integrate with your current tools. Whichever route you take, see that sales, orders and inventory data flow smoothly from one channel to the next.

    The current retail landscape presents numerous challenges; the good news is there are plenty of opportunities for savvy retailers to thrive. Equipping yourself with the correct data and tools will put you in the best position to compete — now and in the future.

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    Ana Wight

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  • 3 Ways to Avoid Violating Federal Regulations (and Save Money)

    3 Ways to Avoid Violating Federal Regulations (and Save Money)

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    Opinions expressed by Entrepreneur contributors are their own.

    Ingenuity and the entrepreneurial spirit have always been integral components in what it takes to succeed and grow in a competitive marketplace. With the numerous tasks and considerations business owners must juggle when starting a business, there’s already a lot to worry about. Throw regulatory risk in the matrix of items businesses must face and that is an overwhelming total.

    According to a report by the U.S. Chamber of Commerce Foundation, it is estimated that federal regulations cost the American economy up to $1.9 trillion each year from direct costs, lost productivity and higher prices. On top of that, businesses that are non-compliant with regulations pay, on average, 2.71 times the amount they would on regulatory-conscious practices.

    Few industries are immune to regulatory risk. The manufacturing industry tops the list as the most regulated with over 200,000 regulations, according to Industry Today — and in the same report, finance and insurance are the second most regulated sectors with almost 128,000 relevant regulations. Additional domestic and international highly regulated industries in a list curated by Deloitte include health care, transportation, life sciences, energy, agriculture, construction, defense and postal services.

    Although compliance poses a headache, regulations do play an important role. Numerous governmental regulatory bodies — such as the Environmental Protection Agency (EPA), Food and Drug Administration (FDA), Securities and Exchange Commission (SEC) and Federal Trade Commission (FTC) — exist to protect consumers and the integrity of the domestic and abroad fiscal environment, as well as to promote fair and ethical practices. But with so many regulatory agencies and policies existing, it isn’t surprising countless businesses find themselves caught in potential regulatory violations.

    Having the tools to avoid non-compliance penalties and stay ahead of regulatory risk is critical to the financial health and longevity of your business. Regardless of your industry, regulatory risk is an ever-present threat due to robust and ever-changing policies that pose tremendous costs if you aren’t properly protected or completely compliant. The following practices position a business so it’s safeguarded against rising costs and increased risk of regulatory compliance.

    Related: Risk, the Entrepreneur and Intelligent Disobedience

    Start with a strong foundation

    Before anything else, make sure the people you employ model values and character you deem essential for your business. After all, regulatory compliance often comes down to trust — being able to trust that employees will respect and adhere to regulations and value the protection that regulations provide consumers and end-users.

    With government regulations and regulatory risk, that principle is a significant determining factor in how well your business can adhere to regulations enforced by governing bodies, especially since your employees carry out your business’s mission and their commitment can make adherence to federal regulations simpler when working together as a cohesive unit. Putting policies and policy/regulation training in place also helps ensure your employees stay aware of changes in regulatory standards and keep contributing in positive ways to your business.

    Stay compliant or risk everything

    Cutting to the chase, your business needs to conduct ongoing internal audits to determine points of weakness and see areas of current or future potential risk. Implementing a regulatory compliance team/officer is also a great idea to ensure your company follows mandates handed down by government agencies, lest you incur their wrath.

    From a penalty standpoint, Chron reports that a business unknowingly violating health regulations must pay a minimum of $5,000 for each infraction committed. A number that goes up to $70,000 per violation if the business is deemed to have willfully violated regulations. For small and mid-size businesses, this can devastate and seem like an uneven punishment given how little the fines affect larger businesses.

    A real-world example of a regulatory violation and its cost comes from Target and its General Data Protection Regulation (GDPR) fines from 2017. In 2013, Target’s system was hacked and 41 million of its customers’ payment card accounts were compromised. Subsequently, Target settled a class-action lawsuit with victims of the hack for $10 million. Although Target was not intentionally mishandling its customer data, it was a breach nonetheless.

    Given the tight regulations and restrictions that GDPR enforces, this cost Target a further $18.5 million from a multi-state settlement in 2017. In terms of penalties, healthcare and personal data-related breaches consistently result in tens of millions of dollars in fines.

    Related: Target’s Security Breach Stresses the Need for Better Cyber Security

    Insure your business

    In a report from McKinsey & Company, traditional insurance companies and their respective policies may be able to protect your business’s regulatory/compliance risks. While still behind the curve in getting new policies immediately out there, traditional insurance is working to keep up with rapidly changing economic and regulatory environments.

    Another option when transferring risk is captive insurance. A captive insurance company is owned by the company or company owner and is a form of self-insurance where premiums (minus claims) are retained as profit. For risks like regulatory compliance, captive insurance is uniquely suited to address the risk since the policies can be written more broadly and customized to address an evolving, complex threat such as regulatory risk. It can also fill the gaps in a traditional insurance policy and ensure an exclusion won’t prevent claims from being paid.

    Related: What Business and Government Should Do When Innovation Outpaces Regulation

    When growing a business within a highly-regulated industry, it’s extremely challenging to stay on top of evolving regulations and policies unless you have specific experts on your team dedicated to ensuring compliance. However, not all businesses have the capacity for a role such as this. Thus, it behooves businesses to follow best practices and have resources in place to properly address and mitigate the risk.

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    Randy Sadler

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  • 3 Ways You Can Pivot Your Business to Accelerate Your Growth

    3 Ways You Can Pivot Your Business to Accelerate Your Growth

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    Opinions expressed by Entrepreneur contributors are their own.

    Most people think that once you “niche down,” you’re stuck. It’s not true. When you run a successful niche business, you can speak to an incredibly specific audience on topics they care deeply about. That kind of personalization is increasingly sought these days, as 71% of consumers say they crave individualization from their brand interactions.

    But choosing a niche doesn’t mean you’re locked into your original choice forever. It’s not only possible but profitable to change lanes every once in a while — even if you’ve been driving on the same highway for a long time.

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    Drew McLellan

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  • Here’s What Really Builds Customer Loyalty in the B2B Industry

    Here’s What Really Builds Customer Loyalty in the B2B Industry

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    Opinions expressed by Entrepreneur contributors are their own.

    During the past couple of years, we’ve all had a front-row seat at the B2B digital transformation, and it has become clear that great B2B ecommerce buying experiences don’t just happen. They require a strategic investment of time and money — and an understanding of the psychological drivers that create experience loyalty in business buyers.

    While experience loyalty has been around the B2C world for decades, the B2B industry is now catching on that delighting customers doesn’t build loyalty. Instead, reducing buyer effort, or the work a buyer must do to get their problems solved, does. For today’s B2B customers, the “problem” that needs to be solved starts with the first purchase: Is it easy to start doing business with your company?

    Related: The Convergence of B2B and B2C: How to Create Epic Experiences in an Experience-driven Economy

    Over half of B2B buyers have switched all suppliers in one year

    Most B2B companies earn a large share of their revenue from ongoing sales to existing customers, making customer retention an important B2B business priority. As human encounters are replaced with digital ones, sellers are challenged to find new ways to keep clients sticky when the competition is just a click away.

    In 2021, 55% of US-based respondents in a global survey said they had switched suppliers for all business purchases in the 12 months preceding the survey. Another 41% said they had switched some suppliers for some business purchases. With nine of 10 respondents switching vendors, one can only conclude that great B2B buying experiences are not happening and likely falling further behind as the digital age progresses. Only a year earlier, in 2020, the comparable percentages were 20% for all purchases and 43% for some purchases.

    Although 2022 numbers aren’t out yet, it’s safe to assume that B2B buyers continue to have rising expectations based on their B2C ecommerce habits. That’s why B2B leaders need to understand that today’s key differentiator is their company’s ability to deliver the best possible B2B customer experience.

    Customer effort matters much more than delight

    Gartner has extensively studied experience loyalty, evaluating whether customer satisfaction can accurately predict future loyalty. Although counterintuitive, their conclusion is “no.” The data revealed that 20% of customers who reported that they were “satisfied” also expressed an intention to buy from someone else. And the delight strategy fares no better: “There was virtually no difference between the loyalty of customers whose expectations were exceeded and those whose expectations were simply met,” the report states. Instead, the true driver of customer loyalty is the amount of effort customers must use to resolve a problem: 96% of customers who had a high-effort experience reported being disloyal compared with 9% with low-effort experiences.

    As business leaders, we don’t want our customers to have problems with our products or services. But it doesn’t take a “big” problem to give a customer the feeling that a company is hard to do business with. Gartner identifies the key sources of customer effort as:

    It’s more likely that a “simple” customer request can reveal whether it’s genuinely easy to do business with your company.

    Related: 12 Golden Rules for Customer Experience Strategy

    B2B payments are complex, but the buying experience can be simple

    In evaluating today’s B2B customer journey, many B2B buyers find the purchase process complicated and time-consuming. It can be hard to select a supplier, and once chosen, the onboarding process can take days (or even weeks, in some industries) adding immense friction at the very beginning of the customer experience. This segment of the customer journey has historically been a manual and paper-based system. In my experience, many companies “digitize” payments by adding online forms, which does not improve or accelerate the manual underpinnings.

    Today’s buyers have much higher expectations and expect B2B ecommerce to be fully automated, instantly responsive and mobile-friendly. Furthermore, corporate customers increasingly want more self-service account options, which require robust portals or apps that allow them to access invoices, make payments, manage disputes and more in just a few clicks.

    Better B2B payments can remove a majority of the friction

    Today, business growth will likely include new digital channels, such as ecommerce, marketplaces and more. And although B2B customers enjoy these new channels, they want to continue purchasing the way they always have, with contracts, purchase orders (POs) and invoices. Why? Because contracts often include special pricing and other negotiated terms, and the POs and invoices are required to manage enterprise expenses.

    That’s why digital channels designed to offer a great B2B customer experience must include all the complexity required by buyers and their organizations. The key is that the complicated plumbing must sit behind a sleek, easy checkout experience.

    The good news is that the days of building these digital solutions in-house are long gone. Instead, B2B merchants can choose to join an existing B2B payments and invoicing network that is purpose-built to reduce many of the challenges organizations encounter as they strive to enhance experience loyalty. These proven B2B payments providers can provide:

    • Real-time trade credit decisioning in moments, not days, that keep prospective buyers engaged when they have decided to purchase

    • Right-sized corporate trade credit accounts

    • Automated accounts receivable to support new customer acquisition and onboarding

    • Digital invoices in formats that are easy for enterprise systems to digest

    • Fraud detection and mitigation during trade credit decisioning

    Related: The Ultimate Secret of Building a Loyal Customer Base

    A modern B2B payment process can create experience loyalty

    It’s the new reality: Most B2B buyers don’t want help during “the sales process” unless they ask for it. Instead of relying on salespeople to build sticky relationships, companies must grow customer loyalty in other ways. Investing in an easier payments experience is an excellent place to start.

    Many companies view their online payment experience as merely mechanical — it either works or not — and in the past, they were largely correct. But like it or not, today’s digital world is very different. With a world of merchants at their fingertips, buyers know they have choices and are quick to take their business elsewhere. That’s why suppliers that create a customer-centric checkout, designed to give B2B buyers an experience that is neither complicated nor time-consuming, can gain a significant competitive edge. According to McKinsey, B2B companies that transformed their customer experiences saw 10 to 15% revenue growth, higher client satisfaction scores, improved employee satisfaction and a 10-20% reduction in operational costs.

    Companies of all sizes can use this type of technology to their strategic advantage where loyalty-building B2B payments experiences are just a few APIs away. A comprehensive payments solution can significantly reduce the friction that new buyers encounter. Investing in a low-effort onboarding process can create a memorable relationship starter, build experience loyalty and differentiate your company — all the result of strategically investing time and money to create a great B2B ecommerce experience.

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    Brandon Spear

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  • How Employee Training Partnerships Can Benefit Your Business (and What to Look for in a Partner)

    How Employee Training Partnerships Can Benefit Your Business (and What to Look for in a Partner)

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    Opinions expressed by Entrepreneur contributors are their own.

    CEOs must feel like remaking their workforces is a full-time job. Recent research shows that 60% of employers said new graduates were not adequately prepared for the workforce, while other research warns that 58% of workers will need new skills to successfully do their jobs.

    These findings point to an important conclusion: Executives need to make sure that their workers are continually acquiring new skills and competencies. However, this mammoth task is not something that companies can adequately perform on their own. When it comes to training, companies must embrace partnerships with institutions that can deliver the skills their employees need to power their companies forward.

    Some of these skills will be industry-specific, whether it’s operating a lathe or coding in Python. Others will revolve around digital marketing skills or data analytics. Still, others will be more general business — the foundational skills employers want employees to have from day one, whether it’s putting together a proposal, understanding a budget or effectively working with Excel. This is where a training partner comes in.

    Related: You Should Invest In Upskilling Your Changing Workforce. Here’s Why.

    What to look for in a training partner

    Executives should look for a training partner who will listen to their needs and be willing to grow and pivot with them over time to develop relevant programming. After all, what a company needs today might not be what it needs 2 years, 3 years or 5 years down the road.

    Given the ever-changing business landscape, the right training partner can be useful in helping companies “see around corners.” Companies should pick a training partner that is constantly analyzing market trends and is in regular contact with multiple companies and CEOs. In this way, the partner can help the company understand what other companies are seeing and what trends are taking shape — and then work to develop the right programming to help keep their workforce competitive.

    It helps if the training partner has actual industry practitioners leading programs so companies are working and collaborating with instructors who are living and breathing industry issues on a daily basis. Likewise, a regional training partner — one with a physical presence near your company — is more likely to have their finger on the pulse of business needs in the region than a nationwide online learning provider with no local presence.

    It’s also worth mentioning that there tend to be better results and outcomes when learners come to class in person and participate, face-to-face with other people versus online-only learning. The networking opportunities are also much stronger in person. Because of this, there are advantages to selecting a training partner in your backyard.

    Related: How Organizations Stand to Gain a Lot By Reskilling Employees

    Other offerings to look for

    Regarding what kind of educational offerings to look for from a training partner, stackable credentials represent the future of professional development and continuous learning.

    In some organizations, providing tuition reimbursement so that an employee can pursue a master’s degree is being replaced with professional development dollars that support continuous learning. For those organizations, it makes sense to look for a training partner that offers a series of certifications and credentials that an employee can use to immediately gain fluency in a certain area and then build on over time. Think of an employee who takes a quick social media marketing course to top off their skills in this area and then takes enough additional marketing and business offerings over the span of a year or two to essentially accumulate a mini-MBA.

    This brings up another important point: When seeking out an ideal training partner, executives should look for a certain degree of rigor. This is not the time to partner with an institution where everyone gets a participation trophy just for showing up.

    Is the training partner taking a hard look at attendance, participation and level of understanding of the material? When an employee walks away from a certificate program in a particular area, can they put that skill set into practice? CEOs rightfully expect that if they’re investing in professional development, there will be a return on that investment in the form of enhanced skills. That ROI is important because skills are becoming obsolete faster than ever. The half-life of a skill today is around five years, meaning that the skill could be half as valuable five years from now as it is today.

    By embracing training partnerships, CEOs can proactively tackle the ongoing reskilling and upskilling challenge. In today’s fast-evolving business environment, that’s an investment that companies can’t afford not to make.

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    Eric Lloyd

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  • You Have to Tap Into Your Customers’ Subconscious to Keep Them Coming Back

    You Have to Tap Into Your Customers’ Subconscious to Keep Them Coming Back

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    Opinions expressed by Entrepreneur contributors are their own.

    When your app or website was just a small seedling of an idea, you probably had big plans for how people would use it. As you built and tested it, you imagined your product becoming as integral to users’ days as brushing their teeth or checking their emails. That was the hope, at least. But making your product a recurring part of users’ lives is easier said than done.

    To understand why we must first look at the mechanics of human behavior. Per the Society for Personality and Social Psychology, about 40% of people’s daily actions aren’t tied to conscious decision-making. Instead, they’re automatically initiated by situational cues and other triggers. This isn’t necessarily a bad thing. Rather, it’s a way to compartmentalize the myriad decisions we have to make every minute, hour and day. By eating the same thing for breakfast every morning, for example, we free up our mental capacity for more important decisions.

    The question is: How can you make your product so inviting that users have no choice but to incorporate it into their subconscious routines? This is especially important today, as McKinsey & Company found that more consumers have switched brands in 2022 compared to 2021 and 2020. What’s more, 90% of them plan to continue doing so. Here are three tips for creating product usage habits in your users, so they are more inclined to stick with your brand:

    Related: 5 Ways to Set Good Habits That Actually Stick

    1. Dig into your product usage data

    No amount of self-study or controlled testing will teach you more about your user journey — the good, the bad and the ugly — than product usage data (i.e., the information users generate as they interact with your product). From geolocation to session length to tasks completed, these rich insights span numerous types of data and actions.

    For instance, when you open the Grubhub app, it’s not just logging your food order. It’s also looking at where you were when you opened the app, which features you explored versus which ones you bypassed, how long it took you to decide between chicken nuggets and a burger and how long it took for your order to be fulfilled and delivered.

    If that sounds like a lot of data, it’s because it is. But when segmented and analyzed, this treasure trove of information can help you tap into your product’s habit-forming potential. To that end, you should plot two key product usage data points: frequency (i.e., how often users repeat a specific behavior) and perceived utility (i.e., how useful and rewarding users perceive that behavior to be).

    Plotting these points is only step one, however. Next, you need to understand the bigger story behind the actions and what they tell you about the user journey. For example, imagine users are clicking a specific button at a higher frequency. Can you link those button clicks to higher retention among that group? That might tell you the button is a “sticky feature,” or a dependable engagement driver that encourages repeat uses. With that information, you can more easily identify and clear the friction points in your product to deliver greater value and encourage recurrent use.

    Related: Using Data Analytics Will Transform Your Business. Here’s How.

    2. Deploy user-centric reminders

    Unfortunately, developing products isn’t a “build it, and they will come” situation. If you want your product to become second nature to users, you need to develop a messaging strategy that taps into intrinsic motivators and helps users bust through inertia.

    Take 15Five, for example. The team management software platform allows employers to keep a pulse on their employees’ goals through weekly check-ins. Employees must log in to their accounts on a specific day to answer a series of questions and set goals for the upcoming week. But how does 15Five build and maintain engagement in its platform beyond the check-in? Well, mid-way through the week, it sends every employee an email reminding them of their goals.

    Because employees were the ones who set the goals, the reminder acts as an intrinsic motivator to provoke action toward goal completion or adjustment. The messaging that 15Five uses is effective because it’s inherently user-centric: Review your goals. Plus, even if employees don’t go into the app itself, the email nudges them to at least think about their goal progress.

    We know this kind of messaging works. Language-learning platform Duolingo, for example, prompts users via notifications to practice every day and continue their learning streaks. The company’s research shows that these reminders and streaks are highly motivating for users.

    Related: People Love Playing Games. Use These 4 Psychological Hacks to Keep Customers Coming Back for More.

    3. Use hooks to turn behaviors into habits

    Turning conscious behaviors into subconscious habits ultimately comes down to repeatedly linking your users’ problems to your solution. This methodology is what tech entrepreneur Nir Eyal calls the “hook model” in his book “Hooked.” The hook model is made up of a four-phase process with consecutive cycles:

    The first phase is the internal (e.g., users’ intentions or goals) or external (e.g., a “buy now” button) triggers that cue a particular behavior. The second is the completed in-app behavior or action in anticipation of a reward. The third phase is the variable reward, or the result of taking action that leaves users wanting more (e.g., connectedness or physical products). Fourth is the investment that sweetens the deal for future cycles through the hook model.

    When building hooks, you need to get to the heart of each phase in the cycle. For instance, when looking at internal triggers, ask yourself what users want and what pain points your product alleviates. In contrast, if you’re brainstorming external triggers, focus on what brings people to your specific product.

    When looking at actions, try not to overcomplicate things. Instead, look for the simplest action users might take if a reward is involved. Remember, if users don’t have sufficient motivation or ability to complete the action, they won’t. When it comes to the variable reward phase, ask yourself how you can fulfill the reward without veering into finite variability territory. The last thing you want is your experience to become so predictable or boring that users have no reason to return.

    Although variable rewards are about immediate gratification, investments are more focused on long-term rewards. Therefore, think about how much work users are willing to put into your product to enjoy those lasting rewards. Consider a product such as Pinterest, for example. A user might find satisfaction in an individual image on the platform, but that image alone isn’t what builds lasting engagement. Instead, the collection of images across all their Pinterest boards makes the platform more valuable and harder to leave. That’s the investment.

    Every business owner’s dream is to lead a company that’s indispensable to customers’ lives — but doing so requires more than just a good product. Habits are made, not born. So, follow these three tips and see how customers start to incorporate your offering into their routines.

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    Nick Chasinov

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  • Worried About Raising Capital in a Recession? Give Your Company The Edge.

    Worried About Raising Capital in a Recession? Give Your Company The Edge.

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    Opinions expressed by Entrepreneur contributors are their own.

    Entrepreneurs and founders need to generate capital investment to grow and succeed, yet attracting such investment is daunting in this market. Amidst heavy competition and negative market forces, one frequently underutilized resource provides many companies an edge: effective PR or public relations.

    By generating positive media coverage, PR can create interest in a startup and make it more attractive to potential investors. Emphasize the R in PR to build relationships with key influencers and industry experts who can promote a startup to a broader audience. By using PR effectively, startups can overcome the challenge of declining investment and improve their odds in the current market.

    Start using PR as a strategy to attract investment

    One of the most important — and often overlooked — aspects of PR for startups is its role in attracting investment. A well-executed PR strategy can help raise awareness of your company and generate interest among potential investors. Here are some of the most effective ways to use PR to attract investment:

    1. Highlight your company’s unique selling points

    Beyond the problem you are solving and the solutions you offer, you need to promote what makes your company unique. Star by answering these questions: Why should investors put their money into your business? Why are you succeeding when perhaps others are failing? Make sure these points are clear in your PR.

    Any company, large or small, must clearly understand its unique selling points (USPs). These aspects of your business make you stand out from the competition and attract customers and investors. PR is essential for promoting your USPs and ensuring they are communicated effectively to your target audience. Without PR, your USPs may be lost in the marketplace noise, and you could miss out on vital growth opportunities.

    PR can help you clarify your USPs, identify the most effective channels for reaching your target audience, and craft messages that resonate with them. By promoting your unique selling points, PR can help you to win new customers, partners, and investors.

    Related: How PR Can Attract Investors and Add Value to Your Startup

    2. Use social media wisely

    Social media is an excellent way for startups to connect with potential investors and get their companies noticed. However, it’s essential to be strategic in your use of social media, ensuring that the content is received by different audiences continuously. Use social media to share news about your company’s progress, announcements about new products or services, or articles that showcase your company’s thought leadership. By sharing interesting and valuable content, you can attract the attention of potential investors and get your startup noticed. Always mix things up and keep new audiences engaged by consistently sharing various types of content.

    3. Stay focused and consistent

    Throughout this process, it’s crucial to maintain a high level of consistency and relevancy. Keep your communications clear and concise, and stay focused on continuously putting your startup’s message out. This can be a challenge, especially in the early stages when you’re still trying to figure out what your brand is all about. But it’s crucial to maintain a high level of consistency and relevancy. PR is all about building relationships with the media and the public, so they can become familiar with your startup and what it has to offer. If you’re not consistent, you will have difficulty building those relationships.

    Stay consistent, clearly grasp your brand’s story, and consistently push that story out. To start, narrow the focus to existing relationships and lean on your team, existing investors, and others involved in the startup. Go for faster wins, even if it means blogs and freelance writers first. Reinforce your message with social media content. From there, go for media coverage.

    4. Get media coverage

    Good press can be a powerful tool for attracting investment. High-quality media coverage can help to build trust and credibility with potential investors. This goes beyond just a few press releases, as quality media coverage includes getting articles, videos, and other extended content on your business. PR can be time-consuming and costly, but it is often worth the investment. High-quality media coverage can help to build trust and credibility with potential investors, making them more likely to invest in your business.

    High quality does not always mean an article is published in the largest media outlet. For example, a great story or article can run in a local television affiliate and spread from there. Many founders assume that PR means getting the brand’s story published in an internationally known publication. Sometimes the best way to start using PR is to get noticed locally and build a PR campaign.

    Related: Why You Need A PR Agency and How to Choose One Wisely

    5. Find a dedicated expert PR team to ensure your message is heard

    An experienced PR team can be invaluable in helping you to craft a story that will resonate with investors. They can also use their connections to help get your story in front of the right people. But most importantly, a good PR team can provide honest feedback and constructive criticism. They can help you identify potential weaknesses in your investment pitch and suggest ways to address them.

    Not all PR agencies are created equal. When choosing a PR agency to help with your investment round, look for these essential qualities:

    1. When choosing a PR agency, it’s crucial to find one with significant experience working with startups, preferably with a record of success with investment rounds for other startups. You’ll also want to look for an agency that is calm under pressure and able to adapt quickly to changes. And, of course, it’s essential to find an agency with which you can build a good rapport — after all, you’ll be working closely together.
    2. Second, they should deeply understand the investment process and what matters to investors. Ask for case studies of other startups they ran PR for during an investment round. A PR firm with a deep understanding of the investment process can help you craft a winning message highlighting your company’s strengths and ability to return investment quickly.
    3. Third, they should have a creative and unique approach to generating attention for your company. Yes, press releases are essential and often underutilized. However, a resourceful PR team will find ways to get articles published detailing and validating the purpose of your startup, why it matters, and why it is the right investment opportunity.

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    Adam Horlock

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  • 3 Ways Consumers are Driving Change in Retail Logistics for 2023

    3 Ways Consumers are Driving Change in Retail Logistics for 2023

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    Opinions expressed by Entrepreneur contributors are their own.

    Consumers are increasingly exhibiting preferences for ethical products, transparency, sustainable practices, personalization, convenience and digitization — and it’s driving big changes across the retail industry as brands take note and adapt.

    Across the board, consumer expectations are raising the bar for retailers. This leaves leaders with two choices: hesitate, reach a tipping point and be forced to pivot (and risk losing customers along the way), or stay in sync with consumers and make impactful operational changes now.

    On the logistics front, here are three ways retailers can embrace consumer cues on sustainability, transparency and customer service in 2023 and beyond:

    1. Sustainable shipping

    Consumers have come to expect environmental responsibility from the brands they shop. Across generations, consumers are even willing to pay more for sustainable products. In fact, 90% of Gen Z consumers said they are inclined to spend an extra 10% on sustainable options.

    Yet, despite this number being up from just over 34% two years prior, two-thirds of retail executives believe consumers wouldn’t pay more for sustainable products. Disconnects such as this present an opportunity for retailers to listen to what consumers are saying about the importance of sustainability and take action.

    For starters, consumers are growing mindful of the long-term impacts of their purchasing decisions, especially in this era of ecommerce and next-day offerings that increase delivery vehicle traffic, carbon emissions and packaging. According to Forrester, some 68% of highly empowered consumers plan to increase their efforts to identify brands that reduce their environmental impact, and 61% seek out energy-efficient labels when shopping.

    With retail supply chains responsible for roughly 25% of global emissions, brands have an opportunity to share in consumer values and adopt environmentally sound practices at every stage in their supply chain. This spans sourcing renewable or recycled materials, utilizing clean energy sources, adopting reusable bags and committing to sustainable last-mile deliveries.

    Take the Montreal-based sustainable fashion brand, Frank And Oak, for example. The company recently partnered with a sustainability-minded third-party logistics (3PL) provider to move its warehousing closer to its customers and offer shoppers carbon-neutral, same-day and next-day deliveries. Across major Canadian and U.S. markets, shoppers’ packages will be delivered via electric vehicles, and where EV deliveries aren’t possible, carbon offsets will be calculated and bought.

    Port to porch, retailers can execute greener shipping practices with 3PL providers that align their services with both brand and consumer sustainability goals.

    2. Increased transparency

    Increased transparency, such as from where materials are sourced to the environmental and actual costs of making products, helps shoppers decide whether to click “purchase” or not. The American clothing retailer, Everlane, calls this high level of visibility “radical transparency.” Founded on the mission of selling clothing with transparent pricing, Everlane reveals the true costs behind producing all of its products and provides insight into its sustainability initiatives and conscientious business practices across its operations.

    Consumers are now accustomed to this degree of transparency, and it goes beyond clicking “buy.” Once they’ve placed an online order, shoppers want to know exactly where their order is and when it will arrive at their doorstep.

    Within logistics, retailers can deliver complete transparency of their fulfillment and delivery operations. Tech-enabled 3PLs give retailers the ability to track thousands of SKUs housed, packed and shipped from centralized warehouses, then grant consumers access to in-depth order tracking right up until the minute their order is delivered.

    3. Better customer service

    Consumers are vocal about their experiences — especially when it comes to deliveries —and share their opinions by posting reviews, tagging brands on social media and flexing their spending muscle.

    Nearly 80% of U.S. consumers say speed, convenience, friendly service and knowledgeable help are key to a positive customer service experience. In fact, 32% of global consumers would walk away from a brand they love after just one bad experience.

    When retailers partner with a 3PL that supports every facet of their inventory, warehousing, order fulfillment, delivery and returns, companies remain in control of their entire logistics operation. And with so many pain points along the fulfillment journey where issues can arise, retailers need supply-chain partners with brand knowledge who can offer quick issue resolution at every step. By partnering with a 3PL that manages its end-to-end logistics, retailers can effectively deliver seamless customer service experiences from the time an order is placed to when it arrives at a consumer’s door.

    Consumers have always been powerful agents of progress. In response to the pandemic, supply chain issues and climate change, consumer needs and desires have shifted. Retailers would be wise to meet consumers where they are and embrace change, especially around sustainability, transparency and customer service.

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    Mark Ang

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  • 5 Things to Do Now to Propel Your Business in 2023

    5 Things to Do Now to Propel Your Business in 2023

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    Opinions expressed by Entrepreneur contributors are their own.

    Entrepreneurship is a daily leap of faith. In times of economic uncertainty, that leap may feel like a dive off a cliff. We are in one of those times. It likely will take months to fully re-adjust to the forces that have pummeled the world’s economy, and to entrepreneurs, months can feel like years.

    With the right playbook, entrepreneurs can survive and thrive in whatever economic scenario. Here are five things you can do to propel your business ahead now and through the difficulties of business cycles for years to come.

    1. Learn the lessons of more challenging times

    A rocky economy presents a unique opportunity to make tough decisions about the business plan. Everything is open to reexamination. How has the market changed? Are your customers facing challenges that create new opportunities for your solutions? How do new conditions change your assumptions, and what actions do you need to take in response?

    Critically evaluate your product roadmap. Is this the time to pivot or become more aggressive with your current plans? Prioritize the highest margin features that are achievable in the next twelve months. Push out projects that don’t make that list, and re-assign resources accordingly. Re-assess pricing. Even as inflation tiptoes back from the highest levels in forty years, raw material and transportation costs remain way up. What will impact your customers if you adjust the pricing or add surcharges to offset these costs, at least temporarily?

    It’s been a rough year for hiring. Many companies took the talent they could get. If there are employees or gig workers who would fare better in a different job, now is the time to let them go. Make tough-minded corrections that will pay off overall — corrections that might be avoidable in less challenging times.

    Related: How to Turn Inflation and Recession into Your Largest Business Opportunity

    2. Tighten your grip on cash

    Venture capitalists are pulling back. In the third quarter, Crunchbase reported that funding for startups in U.S. and Canada fell 50% year-over-year. Valuations are down across the board. If you are fortunate enough to be a later-stage startup that benefited from VC largess in 2021, make your last raise last longer than intended.

    Keep your dry powder dry, and put off going for another round until the markets even out. Reemphasize the basics for early-stage companies with less market validation and greater distance between now and a potential exit. Delay all capital expenditures. Leverage the hybrid work model if possible, to reduce rent and other office expenses. Continue with Zoom or Google Meet. Now is not the time to rack up travel costs. Re-negotiate fees and terms with service providers. Seek credit terms with key suppliers, in a word, bootstrap.

    3. Talk to customers, in person. Now.

    How have the business needs of your customers — whether paying or beta — changed over the last 18 months? Are there benefits to your solution that have more recognized value now? Nearly every business, for example, from corporates to startups, has been forced to re-learn the lessons of supply chain management. Startups that can help their customers make better business decisions based on artificial intelligence (AI), reduce costs by improving inventory management or protect against out-of-stock scenarios by identifying and building relationships with new, more local sources of supply will have an edge.

    Related: Finding Validation in Serving Customers

    4. Non-dilutive capital

    According to PitchBook, venture capitalists are showing greater interest in portfolio companies “whose satellite, robotics and software tools can do double duty” in military and commercial markets. International conflicts are one reason, of course.

    Another is that the defense and military security industries are generally viewed as recession-proof. Our firm routinely encourages portfolio companies to consider non-dilutive funding from the Small Business Administration — grants to support cutting-edge technologies range from $150,000 to more than $1 million.

    Navigating the application process isn’t for the faint of heart. A startup must be realistic about the work involved, but in many states, there are resources to help. Besides the funding, severe responses to agency requests for proposals are reviewed and evaluated by technologists. At a minimum, this can be terrific feedback and a great source of industry contacts.

    5. Blue-chip cultures attract blue-chip talent

    Company culture can be an asset or a liability. An inclusive, rich culture helps key hires say yes. Finding stakeholders that believe what you believe and are aligned with your team’s values significantly improves the odds that they will stick with you in good times or bad.

    After months of “great resignation” fever, the over-heated demand for talent may be cooling off. Maybe offers aren’t as fast or grand as they were a year ago. Maybe Twitter won’t be the only advanced technology business to let people go. Regardless, the search for great talent isn’t a faucet that a young company turns off and on. A startup might modulate the timing or the number of hires but stand at the ready to recruit and filter for culture fit.

    Related: 3 Ways to Stay Competitive in the War for Talent

    With the right mindset and intentional approach, an entrepreneur can make 2023 a year to strive and thrive. As Yogi Berra, my favorite baseball player of all time, said, “Swing at the strikes.” In business, like baseball, the right swing can turn even the most challenging pitch into a hit.

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    Tom Walker

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  • How to Create a Work Culture That Will Survive Anything

    How to Create a Work Culture That Will Survive Anything

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    Opinions expressed by Entrepreneur contributors are their own.

    In the age of the Great Resignation, executives are in a near-constant battle to attract and retain talent. Paramount to this issue is the importance of company culture. In fact, studies have found that a toxic corporate environment is over 10 times more impactful than compensation when it comes to an employee leaving their job.

    Forward-thinking companies must put the focus back on building and maintaining an engaging, rewarding company culture, to which employees feel empowered to contribute, strengthen, and support for the long haul — especially in times of challenge or change. Such is the definition of “regenerative” — to renew, restore and continuously come back stronger.

    But achieving this means maintaining a people-first mindset and nurturing your employees to be your number one advocates for each other and the company. Here are four fundamentals for building a regenerative workplace culture.

    Related: Your Employees Want Purpose — Not Ping Pong Tables. Here’s How to Thrive Through the Great Resignation.

    Align your employees with company values

    Successful organizations energize employees around core values, referring back to them in times of uncertainty and modeling them for clients, consumers, and the greater good. Establish your values early and explicitly, such that employees can understand them, act on them and identify them in others.

    A consistent and shared appreciation of company values allows your employees to engage with the organization on a deeper level, fostering a professional and personal investment that promotes greater ownership, agency and motivation toward company goals.

    One way to align your team around company values is to acknowledge and uplift them at every opportunity. It’s important to both recognize staff who exemplify company values and create incentives for those who uphold them. Another way is to ensure your company policies both reflect and reinforce your beliefs, thereby giving back to employees and demonstrating your sincerity.

    At NINE dot ARTS, we host regular arts-oriented social activities to lean into our “authentic” and “creative” values, as well as offer ongoing DEIB training and professional development opportunities so employees can embrace our “ethical” and “educational” values.

    When your company’s core tenets help to ground your team in the face of obstacles, guide shared decision-making and galvanize collective action, you will experience the kind of continued growth and affirmation necessary for a regenerative culture.

    Related: 5 Lessons for Early-Stage Entrepreneurs I Wish I Knew

    Focus on human connection

    Values alignment is critical for organizations because it also helps promote employee connection. Thus, it’s essential to create opportunities for your staff to recognize, celebrate and support one another around core beliefs and business goals. And given that approximately 50% of leaders are asking employees to return to an in-office environment, such connections may be easier than you think.

    In fact, despite the rise of office perks like ping pong tables or deluxe coffee drinks, new research by Enboarder found that 60% of respondents feel the most valuable element of working in an office is the opportunity for spontaneous interactions with coworkers. Other top activities from which employees derived the strongest feelings of connection were team meetings, one-on-ones and skill sharing with peers.

    Such findings mean good news for employers because these activities aren’t anything new. There’s no need for special events or unique “connection-building” programs. Instead, incentivizing staff to collaborate in person through simple meetings, coffee dates and even serendipitous interactions may be just the key to strengthening overall connections.

    And when the connection is strong, the research found, employee productivity, satisfaction and retention are strong , too — all contributing to a regenerative culture.

    Related: Here’s the Secret to Improving Employee Engagement That Every Company Can Afford

    Promote employee agency

    As a longtime entrepreneur and business leader, I truly believe that diverse, hard-working individuals who unite around shared values can produce new innovations and outstanding results.

    This begins in the hiring process. One of the greatest lessons learned in my career is to hire for your deficits. After all, even the best leaders have blind spots. Bringing together fresh perspectives, diverse life experiences and a range of expertise can make your organization stronger as a whole, helping to prevent siloed thinking, promote ingenuity and hold everyone accountable. And when diverse specialists share common values and feel connected to one another and your mission, the potential is endless.

    Further, knowing you have committed, specialized team members who balance each other out can allow you to delegate with trust and confidence, giving employees the agency they (and you) need to improve your organization.

    For instance, our employees create topical task forces around our core principles, presenting recommendations to leadership about policy changes in these areas — from sustainability measures to artist advocacy efforts. Meanwhile, with the support of leadership, employees are emboldened to take initiative on operational innovations, creating efficiencies and improvements that benefit our business success.

    Such employee agency is critical for seeing the kind of sustained problem-solving and improvements necessary for regenerative workplace culture.

    Related: Investing in Your Employees Is the Smartest Business Decision You Can Make

    Emphasize education

    Lastly, don’t forget to further your employees’ aspirations — both personal and professional. Oftentimes, employees who seek to enhance a certain skill set, passion or area of expertise will contribute their newfound strengths to your organization in meaningful ways.

    Start by including education in your staff training. For example, at NINE dot ARTS, all new team members complete three Courageous Allyship trainings and each year we have a company-wide session for all employees. This workshop gives our team a shared understanding and language around diversity, equity, inclusion and belonging — a core component of our ethos across every department.

    Additionally, provide continuing education stipends to fund workshops, lectures, conferences or other educational endeavors. And let your employees present their learnings from such opportunities to the company as a whole. Promoting your staff’s continuous advancement inspires each individual to have a growth-oriented mindset for themselves and the organization.

    Related: Is Your Employee Engagement Program Up to Snuff?

    Move beyond material perks

    In today’s hiring and retention landscape, we can’t underestimate the impact of workplace culture. Gone are the days when a mini fridge, coffee machine, branded merch or gym membership could entice talent to your organization. Instead, leaders need to focus on the foundational aspects of culture, like values alignment and human connection. Once these are solidified, empower employees to feel ownership, agency and a sense of purpose around their work — and provide educational opportunities to further that purpose. These are the building blocks of a regenerative culture — one that is adaptive, resilient and always improving on what’s been done before.

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    Martha Weidmann

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  • A Simple Brain Trick To Guarantee Success

    A Simple Brain Trick To Guarantee Success

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    Opinions expressed by Entrepreneur contributors are their own.

    As entrepreneurs, most of us are goal-driven, and we’ve learned how to set clear, juicy goals and then break them down into game plans of smaller projects and tasks. The challenge comes when it’s time for you and your team actually to follow those game plans.

    After the thrill of setting that awesome goal comes the day-to-day work that is often not so exciting. So how do you keep yourself and your team moving forward? How can you stay on track and consistently hit your daily, weekly and quarterly goals? One of the answers is in the simple brain hack that psychologists call “implementation intention.”

    Related: Brain Hacks to Boost Motivation and Beat the Work From Home Blues

    What the research shows

    A psychology professor at NY University, Peter Gollwitzer, first coined the term in the 1990s. He realized that many people set goals, but not many achieved them because they didn’t take the action they needed to take. Dr. Gollwitzer showed that the difference was not just motivation, as some people were highly motivated and still didn’t do what they needed to do. But people were much more likely to reach their goals by figuring out “pre-determined goal-directed behaviors” and turning them into habits.

    Rather than just coming up with a strategy to achieve a goal and then breaking it down into tasks, Dr. Gollwitzer found that people were more likely to succeed if they trained their brains to choose to do the things that they needed to do by using “if-then” statements (you can also use “when-then” statements).

    He and his colleagues ran over 400 studies using every type of goal — quitting smoking, voting, healthy eating, exercising and even using condoms! All the studies showed that implementation intentions made a massive difference in the results people got.

    Related: Setting Measurable Goals Is Critical to Your Strategic Plan (and Your Success). Here’s Why.

    Get to your goal using “when-then”

    How does it work? For example, let’s say that you want to grow your business and that getting lots of 5-star testimonials will help. So, you decide to get 100 testimonials this quarter (about eight per week), and you’ll get them by calling 20 past clients per week, just four every day.

    Sounds simple, right? But this kind of project easily gets lost in the shuffle. You mean to do it; you know it’s important, but other things that seem more urgent pop up. Eventually, you might even forget about
    getting those testimonials completely.

    With implementation intention, you start with the statement, “When _________, then I will ______.” You not only say what you will do but also give it a specific time and place. In this case, you might say, “When I get to the office, and before I even look at my emails, I’ll call four past clients for testimonials.” This tells your brain exactly when to be ready to make the calls. It sets up your energy and focus. By doing it over and over, your brain is automatically triggered to sit down and make calls as soon as you walk into your office.

    James Clear talks about this in his book Atomic Habits. He points out that setting up implementation intention keeps you from deciding whether to do something every single time. You don’t need to be super motivated that day, and you don’t need to use your willpower to get yourself to do it. You just do it because, after a while, it would feel weird not to do it, just like not brushing your teeth before bed would feel strange.

    Related: Your Problem Isn’t Laziness

    Overcome obstacles using “if-then”

    Implementation intention also helps you pre-plan for obstacles you might encounter and helps get you through them. Say you know that your morning calls will often get interrupted by team members who need your input. You know something like this is bound to happen, so before it does, you figure out, “If ___________, then I will ___________.”

    “If I get interrupted, I will ask the person (unless they are bleeding to death) to give me 15-20 minutes.” Or maybe you decide, “If I get interrupted in the morning, I will close the door and eat lunch at my desk to make my calls.” The strategy you use to handle the obstacle is up to you. The point is that you already have it figured out and know exactly how to stay on track despite anything that tries to get in the way.

    Athletes have used this for years. Marathon runners know they’ll run into “the wall” at about 18 to 20 miles. Rather than getting blindsided, they figure out ways to handle it before the race. They’ll slow their pace and take some sports gel. They’ll pay attention to the cheering crowd or focus on a certain mantra. They don’t try to figure out how to deal with the wall when it’s happening. They have a plan, so it doesn’t throw them off their goal.

    Related: 5 Things About Overcoming Adversity That Athletes Can Teach Entrepreneurs

    When I started coaching, I realized that many of my students hit a wall about three months in. They were learning and implementing different marketing strategies. But these strategies take some time, so they didn’t see any results yet. We learned to warn them ahead of time. “Hey, you might not see results for 4-5 months. That doesn’t mean you aren’t on track. If you’re doing the work, results will come soon.”

    Then we help them with “if-then” strategies. “If you feel stuck or discouraged, then call in
    during office hours.” An implementation intention is a brain-hack tool that helps you take the steps you need to take whether you’re feeling motivated or not. You set up the implementation intention by saying what you’ll do and precisely when you’ll do it, and you pre-plan how you’ll deal with obstacles to stay on track.

    James Clear wrote: “Anyone can work hard when they feel motivated. It’s the ability to keep going when work isn’t exciting that makes the difference.”

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    Krista Mashore

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  • How to Book Yourself on a Podcast

    How to Book Yourself on a Podcast

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    Opinions expressed by Entrepreneur contributors are their own.

    By 2023, it is predicted that there will be 465 million active podcast listeners across the globe. That is a lot of attention for business owners of all shapes and entrepreneurs to tap into. With more and more people busy and on the go, it’s no surprise that people are opting for audio-only listening — whether in the car, on a walk, on a plane or while cooking dinner. Podcasts are here to stay, and they’re only just getting started.

    When it comes to business, one of the most critical factors in your growth is the number of people you know, like and trust. Podcasts will help you tick all three of those boxes. If you’re not leveraging them as a part of your marketing, let today be the day that changes.

    You will get more reach and exposure as a direct result of the podcasts, and you can leverage the video content from the episode across your social media channels. One recorded podcast episode can produce a month worth of short-form video content for you. Boost Media Agency specializes in PR and podcast bookings, and here I share the exact strategy that we use to book our clients on podcasts and how you can do the same to get yourself on at least one podcast per week.

    Related: Podcasting is the New College

    1. Build a list

    When it comes to getting booked on podcasts, the best place to start is getting clear on the types of shows where you feel you can first reach the right people and, secondly, add the most value. Ensuring each podcast is aligned with your work will simplify the process. It goes without saying, but if you’re in the hair and beauty space, a finance podcast isn’t going to interview you.

    If you’ve never done podcasts before, start small. Trying to get onto Joe Rogan or Tony Robbins podcast if you’re just starting might dampen your spirits. Try to find podcasts that have between 500-5000 listeners per episode, as these will be your best shot, and build a list of at least 20 podcasts.

    Related: Listen up! 4 Reasons Why Podcasts are One of the Best Life Hacks

    2. Connect with the host directly

    It goes without saying, but podcast hosts get pitched — a lot. If you want to skyrocket the chances of a host booking you, the best place to start is to connect with them on social media. Doing so starts the relationship by giving, which is far more likely to end with the host reciprocating.

    So, take the time to listen to an episode, drop them a friend request or follow, and send them a message telling them that you love their show and that a particular message resonated with you.

    3. Create your pitch

    Crafting a pitch can seem like a daunting task. The best place to start is your talking points. What are 2-3 things that, from your experience, you know better than anyone else? Try to get a little more creative than”Scaling to 6-figures,” — as you’ll sound like everyone else. Lean into your uniqueness and story here, as that will sell the host on having you on their show. Remember to keep your pitch short. Here is a basic framework: Compliment, Story, Value and Call To Action.

    Compliment: Who doesn’t love a compliment? Start with this to ensure the host knows it’s personalized and not a mass pitch. E.g., “Loved your episode with John Smith. The message about growing from within really resonated with me.

    Story: Your story is what will sell them. Share the unique parts of you and your story in 1-3 sentences.

    Value: Podcast hosts want to hear the value you have to provide. Share your 2-3 unique talking points with them in bullet format.

    Call to action (CTA): You’ll never know if you don’t ask. Ask them if they’d like to have you as a guest. For example: “I’d love to share these insights with your audience. If you think this would be valuable for them, would you be open to scheduling a time?”

    Related: Betting Big and Crafting a Winning Elevator Pitch

    4. Press send and automate the follow-up

    So you’ve got your list, your pitch, so here comes the exciting part. Pressing send! Whether pitching the media, or a podcast, in this case, sending emails can be time-consuming, particularly the follow-up. That being said, there are some great email tools that you can leverage, such as Lemlist or Omni.us, where you can create custom email campaigns with automated follow-up sequences.

    We all know that not every email gets replied to, and often the host won’t reply until the second or third email — and trust me, persistence pays off. Make sure to keep the follow-ups around 3-4 days apart, as no one likes to be bombarded daily. We all get enough emails as it is.

    There’s no doubt that podcasts are a great way to build authority, reach new audiences, and ultimately, grow your brand and bottom line. This 4-step process is all you need to book yourself onto great podcasts regularly.

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    Lewis Schenk

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  • 3 Crucial Misconceptions About Manifestation

    3 Crucial Misconceptions About Manifestation

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    Opinions expressed by Entrepreneur contributors are their own.

    I bet you’re sick of being told that: “you can manifest anything your heart desires…if you just buy this twelve-step program!” There are many people out there who prey upon our common misconceptions about manifesting and the law of attraction.

    It’s big business!

    Life Coaching has been the second-largest growth industry in the US for twelve consecutive years and is estimated to be worth around $2 billion!

    It is no wonder that people will do anything to “bottle” this information and sell it to a market. How do you know what you’re being sold is the truth, though? It’s very easy to palm off any shortfall as a result of something you did wrong.

    Here, then, are three common misconceptions about manifesting and the law of attraction. By bringing these to your awareness, you’ll have a better idea of whether or not a particular practice, program or modality is right for you.

    Related: How Meditation Can Transform Your Business

    1. Manifesting is a purely passive process

    Whenever I see someone tell a tale of how they wrote themselves a check and stuck it on the fridge, only for them to receive a million dollars sometime later (Jim Carrey, I’m looking at you), it gets my back up.

    Not that this isn’t possible, but it paints a picture of this being the only necessary action. Worse yet, some claim that meditation or prayer is all that is required. “Focus on what you want. Hold it in your mind’s eye, and it will appear for you!!”

    No! These are all beneficial practices — please don’t misunderstand what I’m saying, but only so far as they better inform your actions.

    Without taking any action — nothing is going to show up for you. Per definition: when something manifests itself, it simply makes itself known to the physical world. This could be climate change, an electoral outcome or a million dollars landing in your account.

    The point is that these things already existed, and the moment they became a physical reality is what we call “manifesting.” Action is still very much required.

    Related: Stop Planning and Take Action

    2. The cookie-cutter approach

    This is a huge reason why so many of these programs “fail” to work for the vast majority of people who buy them. It’s not that they don’t work, but they only work for the creator of the program and anyone else who just so happens to be already aligned with it.

    Very few actually take the time to recognize that we are all individuals and tailor themselves accordingly.

    If you come across any such program that doesn’t start by trying to get you to analyze who you are and what you’re about: don’t bother. You’ll most likely hit a brick wall and give up under the misconception that it must be your fault for “not getting it.”

    Related: 11 Mindset Traits of Successful Entrepreneurs

    3. Manifesting and the law of attraction are purely esoteric and mystical practices

    This is nonsense. There is a lot of scientific data, research and theory to back up our ability to manifest or attract consciously chosen outcomes in our life.

    Even anecdotally, if you cast your mind back to something you set your mind to, however mundane it may seem, you already know how it works. It could be as simple as thinking you want a cup of coffee. All the actions required to manifest that coffee in your hands are simple, but you still have to go through them.

    The same is true of becoming a millionaire. The steps might be more complicated (or not), but the process is the same.

    In the case of manifesting a million bucks: the problem most folks have is that they’ve never done it. You’ve made coffee before; that’s why when you get up from your desk and embark upon the ‘journey’ to barista town, none of it overwhelms you.

    You’ve made coffee before — more times than you can count. So manifesting yet another flat white causes no anxiety whatsoever.

    However, things get tricky when it comes to generating sums of money that are outside of the usual purview. You’ve never done it before, and you know that most haven’t either. You’re in uncharted territory, and your subconscious ‘lizard brain’ does not like it!

    It’s a subject for another day, but suffice it to say: your subconscious has one job to do, keeping you safe. Though prehistoric, it doesn’t understand logic or language and operates on the assumption that change equals danger. It is this that the unscrupulous prey upon.

    They know full well that you’ve never made a million dollars or found the love of your life. If you had, you wouldn’t need their course after all. They can exploit this to get themselves and their programs off the hook by essentially insinuating that you “just didn’t get it.”

    Don’t be fooled.

    Instead, recognize just how mundane the law of attraction is and how much of an everyday occurrence manifesting is. You can create a dream life as assuredly as making that cup of coffee.

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    Daniel Mangena

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  • The Ultimate Guide to Succeeding With Marketing Analytics

    The Ultimate Guide to Succeeding With Marketing Analytics

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    Opinions expressed by Entrepreneur contributors are their own.

    There is no one-size-fits-all answer to the question of how to succeed in marketing analytics, as the field is constantly evolving, and the best practices for success are always changing. However, some essential tips can help you get started on the right foot and set you up for success in this exciting and ever-changing field. In this ultimate guide, we’ll define marketing analytics, review the different types of marketing analytics, discuss how to use marketing analytics to improve your business, explain what data/tools you need to succeed, and ultimately, learn how to use marketing analytics effectively.

    So, what is marketing analytics? The process consists of measuring, managing and analyzing marketing performance to optimize marketing campaigns and improve ROI. Marketing analytics can track any marketing metric, including brand awareness, website traffic, conversion rates, lead generation and sales. To succeed in marketing analytics, you must have a strong understanding of data analysis and interpretation. You also need to be able to use data-driven insights to improve your marketing strategy.

    Related: 5 of the Easiest Ways to Make Data an Integral Part of Your Business’ Digital Marketing

    The different types of marketing analytics

    There are many different types of marketing analytics, each with its advantages and disadvantages. Here is a brief overview of some of the most commonly used types:

    1. Descriptive analytics: This type of analytics focuses on understanding what has happened in the past. It can be used to identify trends and patterns and to understand why certain events occurred. However, it cannot be used to predict future events.

    2. Predictive analytics: This type of analytics uses past data to predict future events. It can identify potential risks and opportunities and decide where to allocate resources.

    3. Prescriptive analytics: This type of analytics goes beyond prediction and prescribes actions that should be taken to achieve specific goals. It can be used to optimize marketing campaigns and automate decision-making processes.

    4. Social media analytics: This type of analytics analyzes social media data to understand customer sentiment and behavior. It can be used to improve customer service and to create targeted marketing campaigns.

    5. Web analytics: This type of analytics analyzes website data to understand how users interact. It can be used to improve website design and to identify which marketing campaigns are most effective.

    How to use marketing analytics to improve your business

    Marketing analytics can help you understand how your customers respond to your marketing campaigns and identify areas where you need to adjust your strategy. It can also help you track the progress of your marketing efforts over time to see whether they’re achieving their goals. There are a few things that you need to take into account when using marketing analytics:

    • It’s best to understand your customers’ needs and wants clearly.

    • You need to know what kind of message will most likely reach them and why.

    • You’ll want to track which elements of your campaign are working best and which ones aren’t.

    • You need to determine what changes (if any) you should make to improve results.

    • You need to be able to act on the findings promptly so that you don’t lose momentum or hit a plateau in your campaign.

    Overall, marketing analytics is essential for any business looking to improve its performance. Using this information, you can better target your marketing campaigns and boost sales figures accordingly.

    Related: 5 Analytics Tools to Supercharge Your Marketing Strategy

    Types of data you need to track in order to succeed with marketing analytics

    Before you can start tracking your marketing data, you need to know what kind of data you need to collect. There are a few different types of data that are essential for effective marketing analytics:

    • Demographic data: This includes information about your customers’ age, sex, income, etc. Understanding your target audience and creating tailored campaigns that appeal to them is essential.

    • Qualitative data: Qualitative research captures user feedback and opinion to better understand customer attitudes and preferences. This information is especially useful in creating new products or services.

    • Quantitative data: Quantitative research measures the performance of your campaigns using numerical measurements like clicks or conversions. This information can improve your campaigns and help you make informed decisions about the best ones.

    You can track this data in several ways, but the most reliable method is using a tool like Google Analytics or Mixpanel. These tools allow you to easily collect and store all your data in one place to access it whenever you need it.

    The tools and software that can help you achieve your goals with marketing analytics

    If you’re new to marketing analytics, the first step is to determine your needs. Are you looking for insights into how your campaigns are performing? Do you want to track customer behavior over time? Are you looking for ways to optimize your content or advertising? Once you know what you need, the next step is to find the right tool or software for the job. There are several different options available, and choosing the one that will fit your specific needs is essential.

    Some popular marketing analytics tools include reporting tools like Google Analytics and ClickStream, web tracking tools like CrazyEgg, social media analysis platforms like Mixpanel and email tracking tools like GetResponse. There’s also a wealth of software specifically designed for marketing professionals, such as Salesforce Marketing Cloud and HubSpot CRM. However, it’s important to note that not all of these programs are perfect for every business; testing out different options is essential to see which one suits your needs best.

    Related: To Better Understand Your Users, Learn About These 4 Categories of Marketing Analytics Tools

    Tips for using marketing analytics effectively

    Here are a few tips for using marketing analytics effectively:

    • Measure everything: Start by measuring the most important things to you, and then add more metrics as you realize how valuable they are. By tracking multiple channels and data points, you’ll get a complete picture of how your campaigns are performing.

    • Use data visualization tools: Seeing data in a way that’s easy to understand will help you make better decisions about where to focus your efforts. Some popular data visualization tools include Tableau Public and Google Sheets.

    • Compare and contrast results: Once you’ve gathered some data, it’s essential to compare it against previous versions of the same campaign or product. This will help you identify any changes or improvements you may have made and areas where further improvement is needed.

    • Don’t be afraid to experiment: If a marketing strategy isn’t working as intended, don’t be scared to try something new. However, ensure that you test the new approach in a limited way to monitor its performance closely.

    Marketing is one of the most important aspects of running a business, and if done right, can lead to exponential growth for your business. Once you better understand the field and its needs, you can put your best foot forward and optimize marketing campaigns to boost ROI.

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    Piyanka Jain

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  • How to Give Customers the Digital Experience They Crave

    How to Give Customers the Digital Experience They Crave

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    Opinions expressed by Entrepreneur contributors are their own.

    The discrepancy between the quality of digital experiences customers report and what businesses believe they are delivering online is proving to be more significant than previously thought.

    Only 10% of global customers agree that brands provide a good digital experience, while 82% of marketers believe they are meeting customer experience (CX) expectations. This abysmal statistic serves as a call to action for businesses everywhere — they must prioritize and optimize their online customer experience to meet customer expectations or risk revenue losses and a damaged reputation.

    Anticipating what customers want out of their digital experience through rigorous analysis can have a significant impact on a brand’s success. By adopting best practices, strategies and tooling, businesses across industries can close the gap between what they think they are delivering and what customers report experiencing.

    Related: What Customers Expect Out of Their Digital Experience

    Digital experience makes or breaks a brand

    The digital experience is essential to a company’s profitability and longevity, yet customers feel as though their expectations are not being met on digital platforms. A total of 54% of U.S. customers say the user experience (UX) of brand websites needs improvement. Brands must listen to customers and understand all issues within digital experiences, taking swift steps to address points of friction.

    Responding to problems as they arise is crucial, but it is just as important to be proactive when developing digital experiences. Brands must work to anticipate customer needs and design platforms with evolving customer preferences in mind.

    Eliminating company blindspots through CX enhancements

    Every company has blind spots — business leaders do not understand customers’ wants and needs, so they invest in the wrong areas. Knowing exactly where customers are experiencing pain points instead of guessing is key to delivering a better CX. Executives must take steps to investigate and close this “digital experience gap.”

    Using tools to surface hidden problem areas provides an opportunity to rectify them — giving customers a reason to come back and stay loyal to one’s brand and website. A recent Emplfi study broke down several key areas where customers experience the biggest pain points:

    • Nearly 20% of customers will abandon a website after just one bad experience.
    • Having a previous positive experience with a brand influences where they make a new purchase.
    • Half of customers will abandon a brand they have been loyal to for over a year due to poor CX.
    • Poor CX and low-quality products are equally harmful to a brand.
    • The main contributors to a negative CX are slow response times and a lack of 24/7 customer service. Customers expect a response within an hour.
    • Customers across the board want access to self-service options to resolve issues independently.

    All it takes is one wrong move for a customer to abandon goodwill toward a brand. Companies are increasingly relying on modern digital tools to help identify sources of customer frustrations and mitigate site abandonment.

    Related: 5 Ways to Show Your Customers You Understand Them in a Digital-First World

    Proven strategies to tackle problem CX areas

    A total of 86% of customers say that they are ready to pay more for a better customer experience, making digital experience improvements a revenue-driving opportunity. Implementing technology that can help businesses anticipate customer needs and respond to user issues in real time can lead to increased conversions and enhanced efficiency. Proven strategies include:

    • Leverage AI: Implementing an AI-driven digital experience analytics platform enables businesses to proactively identify and resolve problems surfaced through customer feedback and interactions data.
    • Prioritize a self-service model: Customers expect immediate answers to any issues they may encounter without having to deal with customer service representatives. Incorporating a chatbot, dynamic FAQs and semantic search engines help customers find their answers with ease.
    • Individualization: An individualized digital experience for each customer is essential, as nearly three-quarters of customers expect personalized interactions. Furthermore, 76% are frustrated when personal interactions aren’t delivered.

    The power of data and analytics

    Businesses cannot close the digital experience gap and meet their customers’ expectations if they do not have a thorough understanding of how customers are navigating their digital platforms. To achieve that understanding, they can integrate analytics solutions such as a Digital Experience Intelligence (DXI) platform to capture and analyze 100% of customer interactions across channels.

    As a DXI platform serves as a single source of truth, the analyses can be used by various teams, helping businesses prioritize and quickly make data-driven decisions about customer experience improvements. Teams are immediately alerted to technical issues on a brand’s website or mobile app so they can be solved before significantly impacting revenue or the customer experience, ensuring a frictionless journey.

    Related: 3 Tips for Using Consumer Data to Create More Personalized Experiences

    Improve digital experiences now for the future

    It has never been more important to close the digital experience gap. The customer journey is invaluable; maintaining an exceptional digital experience requires teams to work diligently behind the scenes to tackle any possible issues before they escalate.

    Implementing strategies that prioritize anticipating and meeting customer needs ensures long-term brand success. Through best practices, businesses across industries will soon deliver the quality experience customers say has been missing from their digital journeys.

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    Asim Zaheer

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  • Are You Treating Customers Right? Ask Yourself These Questions

    Are You Treating Customers Right? Ask Yourself These Questions

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    Opinions expressed by Entrepreneur contributors are their own.

    We hear it all the time: Businesses are more digital than ever before, and this continues to affect almost every aspect of how things are run within a company. But even in a “post”-Covid-19 world, what is something we will (hopefully) never replace with digital? Human interaction.

    Connecting with others remains crucial to pretty much any successful relationship, business or otherwise. Strong customer relationships are the crux of just about every business out there — that one-on-one relationship helps them to know what their customer needs and anticipate problems before they arise. It’s one of the only things that really separates a company from its competitors, especially as new ones seem to pop up every day.

    So what techniques do businesses need to be implementing so that they continue to foster personalized relationships in the midst of all things digital? Here are three questions every business owner should be asking themselves.

    Related: The 7 Stages Of Customer Relationship Management

    Question #1: Do we have a single, comprehensive view of our customer data, interactions and information that is shared across the entire company?

    To begin, you need to assess where your company is at when it comes to having a single view of the customer and their journey with your organization. All internal teams that ladder into each customer relationship should have information that is in real-time. You need to not only know which products they are using but also any problems they’ve had, what their ultimate goals are for their organizations and their communication preferences — anything and everything. Further, once you have all of that information available to you, everyone needs to access it; your sales, marketing, customer support and operations folks all need access to the same set of data.

    Recently, we surveyed 500 B2B sales, marketing, customer success and operations professionals from mid-market organizations to find out how teams are leveraging CRM for a better customer experience. When asked what their strategic priorities were for the year ahead, only 17% cited aligned departments as a top priority, yet 55% cited improving the customer experience.

    What many don’t realize is you simply cannot have one without the other. Real-time feedback and aligning your business’s data and departments have a direct effect on customer experience and of those surveyed, the businesses that reported the best customer service were 2.5 times more likely to report significant revenue growth. Simply put, a focus on customer experience makes a huge difference.

    Related: Customer Relationship Management: It’s More Than Just Conversions

    Question #2: How can we go deeper with our personalization tactics?

    Once you’ve got your data from real-time feedback that has been shared across all internal departments, you’re ready to get personal. And in case you’re not caught up, personalization in sales and marketing today has gone way beyond using a customer’s first name in an email campaign.

    Personalized interactions and service will allow for those exceptional one-on-one relationships mentioned above. How can you possibly serve your customers with exceptional service if you are not addressing their very individualized wants and needs? You need to know what their pain points are, what their successes are and what they need most in order to make things happen.

    In short, do your research, then craft your personalized outreach. Note: There is no shortcut here. The calories you burn doing research or merging data will result in better outcomes.

    Further, personalization can help mitigate any tone-deaf missteps in communication. If a customer is having an issue with something, the last thing you want is your marketing team sending them an email with an offer or an upsell. Plus, you should always be procuring and incorporating as much direct customer feedback as you can — field surveys, post questions and polls on social media and ask direct questions. One tactic is to have your customer service team host quarterly business reviews with customers. A 30-minute meeting once per quarter can mitigate issues before they snowball, while also looking for upsell opportunities. Once you get the answers, as mentioned earlier, that data should get shared across internal departments so your employees can continue making personal interactions.

    Related: Staying Ahead of the Curve: How the Customer Experience Is Evolving

    Question #3: Are we taking every opportunity to have a human touch?

    When we do have a chance to share our human sides, we should excel at it.

    Virtual backgrounds were all the rage early on in video conferencing because they presented a neat, homogenized view of every caller. Guess what? That’s boring, and it could be a missed opportunity for a better, deeper connection. Let your clients see your real background. Is that a guitar? A piece of art you admire? A plant that you are tending to or a book you’re reading?

    How can we use these cues to start real conversations and connect as humans? While there were likely some exceptions early on in the pandemic when people rushed home to haphazard and makeshift workspaces, today’s remote worker will likely have a space that reflects his/her personality and can add value to an interaction.

    Another place to be more human is LinkedIn. If I’m going to do business with you and I visit your LinkedIn profile, what will I see? A laundry list of your qualifications is good, but I’d love a short story as to why you chose this field, what successes you have had and where your passion lies. Don’t miss out on these chances to inject humanity into the digital world.

    Related: How to Create Authentic Relationships and Build Customer Trust

    Moving forward

    By implementing these tactics within your organization, you will be better poised to foster successful customer relationships as things continue to move more and more towards digital, because let’s not forget what’s most important: human interaction.

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    Chip House

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  • Is Your Hybrid Model Working? Use These Success Metrics to Find Out.

    Is Your Hybrid Model Working? Use These Success Metrics to Find Out.

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    Opinions expressed by Entrepreneur contributors are their own.

    With 74% of U.S. companies transitioning to a permanent hybrid model, leaders are turning their attention to measuring the success of their hybrid work model. That’s because there’s a single traditional office-centric model of Monday to Friday, 9 to 5 in the office, but there are many ways to do hybrid work. Moreover, what works well for one company’s culture and working style may not work well elsewhere, even within the same industry. So how should a leader evaluate whether the model they adopted is optimal for their company’s needs — or whether those needs require refinement?

    The first step involves establishing clear success metrics. Unfortunately, relatively few companies measure important aspects of the hybrid work transition. For example, a new report from Omdia suggests that 54% of organizations find that productivity improved from adopting a more hybrid working style, but only 22% of organizations established metrics to quantify productivity improvements from hybrid work.

    Related: They Say Remote Work Is Bad For Employees, But Most Research Suggests Otherwise — A Behavioral Economist Explains.

    Hybrid work is a strategic decision

    From my experience helping 21 organizations transition to hybrid work, it’s important for the whole C-suite to be actively involved in formulating the metrics and for the board to approve them. Too often, busy executives feel the natural inclination to throw it in HR’s lap and have them figure it out.

    That’s a mistake. A transition to a permanent hybrid work model requires attention and care at the highest levels of an organization. Otherwise, the C-suite will not be coordinated and fail to get on the same page about what counts as “success” in hybrid work and find themselves in a mess six months after their hybrid work transition.

    It’s a best practice for the C-suite to determine the metrics at an offsite where they can distance themselves from the day-to-day bustle and make long-term strategic choices. Prior to the offsite, it’s valuable to get initial internal metrics, including getting a baseline of quantitative and objective measures. While there are plenty of external metrics on hybrid work, each company has a unique culture, systems and processes and talent.

    Which success metrics matter in the hybrid work transition?

    Based on the experience of my clients, companies focus on a variety of success metrics, each of which may be more or less important. Each of these metrics should be measured before establishing a permanent hybrid work policy, to get a baseline. Then, the metrics need to be evaluated every quarter, to evaluate the impact of refinements to the hybrid work policy.

    Retention offers a clear-to-measure hard success metric, one both quantitative and objective. A related metric, recruitment, is a softer metric: it’s harder to measure and more qualitative in nature. External benchmarks definitely indicate offering more remote work facilitates both retention and recruitment.

    Thus, if the C-suite chooses to adopt a more flexible policy, I recommend my clients put it on their website’s “Join Us” page, as did one of my clients, the University of Southern California’s Information Sciences Institute. HR will inevitably find they get an uptick in inquiries from job applicants referencing this policy, as well as, potential hires showing enthusiasm for it in interviews. That enthusiasm is something that can be measured.

    A key metric, performance, may be harder or easier to measure depending on the nature of the work. For instance, a study published in the National Bureau of Economic Review reported on a randomized control trial comparing the performance of software engineers assigned to a hybrid schedule vs. an office-centric schedule. Engineers who worked in a hybrid model wrote 8% more code over a six-month period. If there is no option to have such clear performance measurement, use regular weekly assessments of performance from supervisors.

    Collaboration and innovation are critical metrics for effective team performance, but measuring them isn’t easy. Evaluating them requires relying on more qualitative assessments from team leaders and team members. Moreover, by training teams in effective hybrid innovation and collaboration techniques, you can improve these metrics.

    Several hard-to-measure metrics are important for an organization’s culture and talent management: morale, engagement, well-being, happiness, burnout, intent to leave and quiet quitting. Getting at these metrics requires the use of more qualitative and subjective approaches, such as customized surveys specifically adapted to hybrid and remote work policies. As part of doing the survey, it’s helpful to ask respondents to opt into participating in focus groups around these issues. Then, in the focus groups, you can dig deeper into the survey questions and get at people’s underlying feelings and motivations.

    One way to measure the wellbeing and burnout of your employees involves a hard metric: employees taking sick days. By measuring how that changes over time — seasonally adjusted — you can evaluate the impact of your policies on employee mental and physical health.

    Related: You Should Let Your Team Decide Their Approach to Hybrid Work. A Behavioral Economist Explains Why and How You Should Do It.

    Diversity, equity and inclusion represent an often overlooked but critically important metric impacted by hybrid work. We know that underrepresented groups strongly prefer more remote work. Thus, my clients who chose to have a mostly office-centric schedule had to invest substantial resources into boosting their DEI to compensate for the inevitable loss of underrepresented talent.

    Measuring DEI is quite easy and objective: look at the retention of underrepresented rank-and-file staff and leaders as the hybrid work strategy gets implemented. Also, make sure that your surveys allow staff to self-identify relevant demographic categories so that you can measure DEI as it relates to engagement, morale, and so on.

    Last, but far from least, my clients also consider professional and leadership development and onboarding and integration of junior team members. A Conference Board survey finds 58% of employees would leave without adequate professional development, and that applies even more so to underrepresented groups. Leadership development is critical to the long-term continuity of any company. And onboarding and integration of junior staff is a fundamental need for success. Yet most companies struggle with figuring out how to do these well in a hybrid setting.

    Measuring professional development is best done through more subjective tools, such as surveys and focus groups. You can also assess how much staff improve in the areas where they received professional development and compare in-person vs. remote modalities of delivering learning. Evaluating leadership development is easier and more quantitative and objective. Assess how well your newly-promoted leaders succeed based on performance evaluations and 360-degree reviews. Onboarding and integrating new staff involves performance evaluations by supervisors and measurements of their productivity.

    Conclusion

    Once you have the baseline data from these diverse metrics, at the offsite the C-suite needs to determine which metrics matter most to your organization. Choose the top three to five metrics, and weigh their importance relative to each other. Using these metrics, the C-suite can then decide on a course of action on hybrid work that would best optimize for their desired outcomes. Next, determine a plan of action to implement this new policy, including using appropriate metrics to measure success. As you implement the policy, if you find the metrics aren’t as good as you’d like, revise the policy and see how that revision impacts your metrics. Likewise, consider running experiments to compare alternative versions of the hybrid policy. For instance, you can have one day a week in the office in one location and two days in another, and assess how that impacts your metrics. Reassess and revise your approach once a month for the first three months, and then once a quarter going forward. By adopting this approach, my clients found they can most effectively reach the metrics they set out for their permanent hybrid model.

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    Gleb Tsipursky

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