Class Details:

NextStep Business Growth is a cycle of 5 one-day intensive courses that help small business owners improve critical business operations for existing businesses. NextStep Business Growth courses focus on better business practices that yield sustainable business success, better results from internal operations, growth of near-term revenues, improvements to near-term profitability, and effective management of the growing enterprise.

This is one of five intensive days in the NextStep Business Growth series.

Growing Results From Current Customer: Increasing Retention, Repeat Buying, and Recurring Revenues Overview

Small businesses thrive on customers that: seek fairly-priced value, want service that improves their purchasing experience; and appreciate relationships that go beyond details retained in the business data-base. The most successful small businesses treat customers as neighbors and members of a very special community.
• Buyers are individuals and neighbors worth knowing.
• Repeat buyers are “regulars” and are easily recognized.
• Frequent buyers get offered special deals.
• And, bigger spenders earn desirable privileges.

Best practices learning objectives:

• Serve customers with a TCE (Total Customer Experience) mindset
• Establish business process interactions that exhibit respect, care and trust between the business and its customers
• Approach distinct customer types appropriately (i.e. suspects, prospects, shoppers, customers _ advocates)
• Identify _ mitigate factors that provoke “customer attrition” (i.e. product/service offerings, customer service, business processes).
• Grow the number of ways customers can do more business with you
• Increase revenue per transaction.
• Expand base of repeat buyers.
• Create and add recurring purchase options.

Sign up for 4 and get your 5th one FREE! 

How to get the course for free: 50% is paid on initial registration of both course 1 and 2 then 50% paid within 60 days for course 3 and 4 or before that start of the 3rd course.
September 24, 2014 - Navigating Business Growth: Business Opportunities, Targets _ Challenges
TBD - Preparing Operations to Serve More Customers: Improving Processes, Methods _ Systems
TBD - Growing Results From Current Customers: Increasing Retention, Repeat Buying, and Recurring Revenues
TBD - Expanding Your Customer Base: Adding New Customers
September 10, 2014 - Building Durable Success: Company Management Practices For Sustainable Satisfying Results

About the facilitator:

Bob Dunn’s focus and passion is defining, spreading the word and increasing adoption of effective practices for Durable Success for small business. He has been building businesses and advising investors and entrepreneurs since the mid-1970s. Today, after building other people's businesses and his own previous companies, he is operating Enterprise Solutions International LLC as a vehicle to offer specialized business services (i.e. BizCrafting, ESI Advisors, ESI Coaching) to existing business ready to grow revenues and scale-up operations to their next level. He captured some of his experiences in two recent books: "Durable Success and the Business of Business" (for entrepreneurs) and "3E Power Coaching: Guiding Entrepreneurs Beyond Strategy _ Plans to Durable Success" (for advisors to entrepreneurs).

Educated as a mathematician and computer system engineer, his early work included developing communication systems, software technologies, man-machine interface design and software tools for computer-aided design, engineering and manufacturing companies. In 1982, he turned towards serving entrepreneurs, business owners, corporate executives, investors and economic development interests across a wide variety of industries including: telecommunications, information technology, business services, retail services, food services, food manufacturing, manual crafts, e-commerce, entertainment, medical services and biosciences. He continues to serve in a variety of other capacities: as a partner or Director in several companies (e.g. food production, solar energy solutions and retail consumer services). For 7 years, he served as Director, Consulting and Senior Business Advisor for Mountain BizWorks. Previously, he served as Blue Ridge Sustainability Institute Program Manager for its project on Community Electricity Markets, and Board member for Handmade in America.

Through his work, he developed a contact network spanning the US, Canada, Mexico, El Salvador, Great Britain, Holland, Greece, France, Germany, Finland and Austria.