FRAM SYSTEMS ^blog

Pundits everywhere are spewing out sentiments and speculation about the causes of the current economic crisis. As we begin to feel the impact on our own individual conditions and to see the effects on businesses and people around us we are asking why? What fault, what flaw allowed this to happen? Haven’t we learned [...]

In the world of the service, perception is reality

In the world of the service, the client’s perception is reality. What your client perceives will ultimately guide his decision when the time comes to part with money for the result your product provides. Even though the quality of your product or service may be mediocre when [...]

I’m sure you’ve heard it said that people buy the results of the product and not the product itself. An example I’ve often heard is that a drill is bought because the need was for the hole, not the drill itself. Businesses acquire inventory systems not because they want to buy software but because they [...]

In my last post I talked about how our knowledge of those we work with is the basis for giving a good referral. Today I’ll address how the same knowledge of our customers and our potential customers can help us build and grow our businesses.
No business can be all things to all people. It’s neither [...]

Referral Essentials
It’s not only who know or what you know, it’s what you about whom and how you relay it that makes a good referral.
Let’s face it, everyone likes getting referrals, especially those that lead to profitable relationships, but how many know what makes a good referral? Moreover, how many have a system in place [...]

A sale can be simple and easy or arduous and complex. For a gas station or newsstand, the sale is easy, they have what you need when you need it and you make a purchase based on convenience. Business to Business sales can, on the other hand, be very complex, requiring many inter-related fields and [...]

First, the Diatribe
Green. The color of grass, Kermit the Frog and money. With the rising awareness of the impact of human industrial endeavor on the ecology of our planet, awareness is also rising about the impact on the world economy. Let’s face it, we as a species have been takers for far too long. We [...]

All of us have heard of the term ‘USP’. It stands for Unique Selling Proposition” and we’ve all heard we need to have one. What is that one thing that makes your business or service unique in the market place? What makes you or your company stand above the rest?
If you’ve heard it that’s great [...]

What do we, as people need to survive? Air, food and water are absolutely essential and without any of them we will certainly die, some faster and some slower.
Why do businesses die? We’ve seen lots of businesses come and go and being ‘BIG’ as in ‘AIG’ does not ensure that your company will be long [...]

When times are good and your stores are busy you may not pay very close attention to every sale person’s performance. When time are tough you had better scrutinize how each of your sales people are doing. This is important not only for your bottom line sales, it also gives you the opportunity to grow [...]