Tag Archives: Small business tips

The Ultimate Guide to Using Instagram as a Business: Beginner’s Edition

On October 6th 2010, two friends launched a social media platform to be used specifically for uploading beautiful photographs and sharing them with friends, and so Instagram was born. Instagram, derived from a combination of the words ‘instant camera’ and ‘telegram’, now has an astronomical 300 million active users, with 75 million using the site every single day. It has long surpassed social media giant Twitter who lags behind with just 288 million active users (pfft!), and is available in 25 languages across the globe. Instagram users love the site so much that they spend, on average, 257 hours per month on the site (which is pretty impressive considering they are pretty much just browsing through photos!).

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After looking at statistics like these, it would be difficult for any small business owner to think of a reason not to join Instagram! This beginner’s manual will guide you through the ins and outs of creating an Instagram business account, as well as providing you with some useful hints and tips to make sure that you get the best out of your Insta-perience (did that work? I’m just going to leave it in regardless…).

Anyway, without further ado, here is the ultimate guide to running an Instagram account for business! (Beginner’s edition).

1. Setting up your account

You can download the Instagram app for free from the Apple App Store (or ‘Google Play Store’ if you are one of those Android users).

With Instagram, like any other social media platform, you have to set up an account in order to use it. Even if you already have a personal Instagram account (and if you do you will already know quite a lot of what is in this beginner’s guide already), it is strongly advisable to open a separate account purely for your business. Not only will this avoid customer confusion, it will also reduce any chances of personal photos affecting your brand’s image (which, believe me, is more common than you think).

Instagram

 

When choosing your username, simplicity is key. Avoid the temptation to create a crazy username (save this for your personal account), and simply go with your company name. So, if your company is called ‘Susan’s Florist’, your username should be ‘susansflorist’. If, for whatever reason, that username has been taken, try different but still professional variations. In this instance; ‘susansfloristuk’, ‘susans_florist and ‘susansfloristmcr’ (or another location abbreviation) would all be suitable alternatives. It’s just so that your customers will be able to find your company quickly and easily. If you have a company Twitter account, it is a good idea to have your Instagram username the same as your Twitter handle.

Adding your company profile picture & bio

Once you have created your account you will be prompted to add a profile picture and description, or ‘bio’, to your profile. Once you have written your company bio, it’s time to upload a profile picture. As is the case with other social media platforms, this is really important as it is no secret that users with a profile photo get up to ten times more engagement than those without one. When choosing your profile picture, avoid a selfie of yourself (again, this should be saved for your personal account). Instead, have a photograph of something relevant to your business (so if you are a florist, a photo of your nicest bouquet should do the trick!) or even your company logo.

The temptation may be to just whack in your company website address and have done with it which, in fairness, would be a lot easier and less hassle than thinking of a short and snappy way to capture your brand’s message. It would also more than likely fail to capture the interest of the nice folk that view your page. Your company bio is the first thing that Instagram users are going to notice when they tap onto your profile, and they want to see that you have put some thought into how you welcome them to your brand!

So, what makes a good Instagram bio? First and foremost, you want to make sure that it captures your company’s culture and ethics. This might seem like a bit of a pipe dream considering you only have 150 characters to make your mark. Don’t despair, however, just look at these fabulous bios from designer Kate Spade and insanely popular sports brand Adidas Originals:

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Try not to think of the 150 character limit as a negative, and start to think of it as your friend, a friend that allows you to keep your introduction clear and to the point, and stops you from waffling on. Instagram is about having fun and giving your followers an insight into what life is like in the world of your brand. Don’t be afraid to let your followers know that, if they follow you, they will have the inside scoop on what goes on behind the scenes and might even grab some special offers as they browse your photos!

2. Taking & uploading your first photos

Okay, so now for the fun part! The reason that you have decided to join Instagram in the first place; taking some snaps! But the pressure mounts when you start to think about what you type of photograph you should upload first. Well, the rules are, there are no rules (just keep it clean!), so the Instagram world really is your oyster with this one. However, if you want to come out on top, here are some tips to help you along the way to Instagram greatness!

Avoid the hard sell. Nobody wants to engage with a brand that is continuously bombarding its followers with boring imagery of its products. Don’t get me wrong, uploading photographs of products is fine every now and again, as long as they are photographed in an artistic way. However, for your first post, try to stick to something a little bit more imaginative.

Keep it relevant. It is important for your first photo upload to be creative, but it is equally important for it to be relevant. If you run a small boutique clothing store and your first Instagram post is of your Yorkshire terrier asleep in front of your fireplace, you run the risk of confusing your viewers. Instead, try posting a photo of said dog looking cute inside your shop. That way, you remain true to your brand, whilst also taking advantage of the cuteness factor! (Always a sure fire winner with Instagram users).

Give users an idea of what is to come. Even if it is just inkling that you have lots more photos in the pipeline, or that your creative juices are flowing, it is always a good idea to post a picture that holds a promise of what to expect from your Instagram.

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Once you have decided on a photo to upload, simply press the blue camera icon in the bottom centre of your Instagram home screen, and select the photo you wish to upload by pressing the square on the bottom left hand side of that screen. You should then be greeted with a screen that looks like this:

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The three icons underneath your photograph allow you to select if you want to add a filter or adjust the brightness and other settings. The squares at the bottom with the odd words underneath them are your filters. Now, this is where the fun really starts…

Filters

Being able to filter your photos is one of the main reasons that many social media users choose Instagram as their main photo sharing platform. Choosing the right filter can really enhance the features of your photograph, making it look effortlessly professional. Good news for you, on 12th May, Instagram introduced three brand new filters. Lark, Reyes and Juno are now available to use. On these screenshots taken directly from the Instagram app, the thin blue line at the bottom of the screen indicates which filter is being shown:

New Filters

Lark: This filter desaturates reds and brighten blues, making it perfect for photographs of landscapes and scenery.

Reyes: A dusty filter that creates a vintage feel for your photographs. Great for photos of antiques or anything that would benefit from looking a little faded.

Juno: Brightens the entire image and increases contrast. A great choice for photographs of people.

Worry not; however, Instagram still has all the old filters so you have a huge selection to choose from:

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The choice of which filter you use for your photographs really is yours, it’s just a case of whichever one you think is the most effective. Different filters have different moods. For example, for a vibrant, happy photograph of a colourful bunch of flowers; a colour brightening filter such as X-pro II or Lo-fi is your best bet. However, if it is a more moody style that you are looking for then the creamy but sharp filters Crema and Brannan are bang on for creating those edgy photographs we all love.

Just in case you don’t trust yourself to choose your Instagram filter all on your own, here is a quick, honest and easy breakdown to help:

Normal/No filter: This one is exactly what it says on the tin. Allows you to simply upload your photo without filtering it. Surprisingly, this is the most popular ‘filter’ on Instagram.

Slumber: Introduced at the beginning of the year, Slumber is a warm filter that gives your photographs a honeyed, golden hue spread across them. It’s a great choice for warming up rainy days and creating a homely atmosphere in an otherwise dull world.

Crema: A slightly edgy, creamy filter. Great for landscapes. Even better for selfies (if you like that kind of thing).

Ludwig: This filter darkens colours whilst enhancing light, leaving you with a wonderfully dusky feel perfect for those shots that contain less activity.

Aden: A warm filter that makes everything look rather autumnal. Great for portrait and outside photographs, not much good for anything else.

Perpetua: An unusual filter that brings out blue and green tones. Great for photographs of metal-based scenes (for example, trains or computers).

Amaro: Adds a lot of light and slight exposure to your image. Basically the rule with this one is, the darker the image the higher chance that Amaro will have a positive effect.

Mayfair: The second most popular Instagram filter (after ‘normal’), it brightens the centre of the photograph and has a warm pink tone that looks great on warmer images.

Rise: Gives your photographs a yellowy tone and shows them in a more forgiving light. Great for portrait photos.

Hudson: A very cold filter that is not used very often. The only photographs that look half decent with this one are ones focusing on architecture. It just makes everything else look rather chilly.

Valencia: One of the most popular filters. Has a warm tone that softly brightens up your photographs. A great filter for beginners. If in doubt, use Valencia!

X-Pro II: Adds a juicy, pop-art style burst of colours to your photographs. Fantastic for any image that involves lots of colour.

Sierra: It’s low contrast and high exposure makes this filter add a daydream element to your photographs. However, use with caution as it can make photos look washed out if you’re not careful.

Willow: A black and white filter with a soft edge. Very forgiving as black and white hides a lot of flaws. Great for anything that isn’t quite camera ready, or creating an old-fashioned edge to your photograph.

Lo-Fi: Similar to X-Pro II, but even more extreme. Using this filter on your photographs can either make them look amazing or horrific. Use with caution.

Earlybird: A flattering filter with a hint of sepia, it’s no surprise that it is one of the most popular and celebrated filters on Instagram. Great for pretty much any photograph.

Brannan: A high contrast filter with a metallic base. Perfect for creating a bit of drama. Gives your photo a bit of a mood swing.

Inkwell: A no fuss black and white version of your original photograph.

Hefe: Very similar to Lo-fi and X-pro II, but with slightly less exposure. Great for warming up bright colours.

Nashville: A popular filter with high exposure that adds a pastel effect to your photos. Great for romantic, spring style photos. Perfect for pink flowers.

3. Hashtags

Ahh the hashtag. Used by many. Understood by… not as many. Lots of people don’t even know what they are. If you are one of those people then don’t worry! This guide is here to help you understand hashtags and soon you’ll wonder how you ever used social media without them.

So, what is a hashtag? A hashtag is basically a word preceded with the hash symbol and is used to make it easier for users to find a piece of content that is related to a specific theme. For example, look at the hashtags that have been used on the photograph below:

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As you can see, this user has used #californiabound in her caption. This means that anyone who has searched the #californiabound hashtag has a chance of seeing this post, which is great as the user is using the hashtag to ask advice from other travellers. If you were to click on the hashtag, you would see other posts that have used it, with the most recent ones at the top of the page, like this (you can see the above photo is the second of the top row):

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Many brands opt to create their own hashtags which become associated with them, such as #justdoit from Nike, which many Instagrammers use as a motivational community.

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Other brands use hashtags in different ways. Popular clothing brand Zara uses #zaradaily to make their fashion-conscious followers aware of new items that are available. Motor company Ford uses the ever popular #ThrowbackThursday hashtag to create a sense of nostalgia for their car loving followers whilst also encouraging them to post photos of their own using the #FordTBT hashtag.

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In case you’re curious, here is a list of some of the most popular hashtags on Instagram at the moment (taken from top-hashtags.com):

#love 893,829,534 posts
#instagood 407,396,838 posts
#me 366,849,334 posts
#tbt 343,388,046 posts
#cute 329,171,430 posts
#follow 327,653,106 posts
#followme 316,056,563 posts
#photooftheday 309,735,074 posts

 Why not try and come up with some hashtags for your brand?

4. Engagement

So, you’re pretty much all set to start using Instagram to promote your business. Just one more thing: what is the most effective way to guarantee engagement from followers? Well, there’s no direct answer to this I’m afraid, but I can give you some helpful tips to help!

Introduce new products over Instagram. As you saw earlier with the #zaradaily hashtag, many brands choose to debut some or all of their products over Instagram, and for good reason! This is a particularly effective method that drives customer engagement as your followers feel that they are being given special treatment (and everyone loves to feel special!). Take the lead from fashion brand I love Stone Fox and give your followers that all important sneak peek!

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Give your followers exclusive offers off your ecommerce products. Again, this makes your followers feel as though you are giving them special treatment. Plus, it will lead them directly to your online store so that they will spend their money on your products. Kaaaaching!

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Interact with other Instagram users: Whether it’s your followers (you should definitely interact with them regularly) or people who use similar hashtags to your brand, interacting with other Instagram users on a regular basis is important to you creating a strong Insta-presence. So get liking and commenting, and watch your customer engagement soar!

5. Set yourself a target.

Well, actually, I’m going to set you one. Create your Instagram profile for your business and, using the information from this guide, upload four photos using relevant hashtags (or even one of your own!) and see if you can gain 20 quality followers. Happy Instagramming!

Look out for part 2: The Advanced Guide to Using Instagram for Business – Coming soon!

Small Business Spotlight – All Sealed Up

Here at 123Print UK we’re big fans of small business. You’re the backbone of our business and the backbone of our country. Because of this we’ve decided to dedicate part of our blog to you, giving you the chance to talk about your business and tell others how you got started and what makes you great…

SmallBusinessSpotlight
In our spotlight this week is paperwork fairies All Sealed Up. Read on as Head Paperwork Fairy, Liz Barnes explains how she became inspired to take the entrepreneur route, as well as what makes All Sealed Up such a fantastic British business.

AllSealedUp Continue reading Small Business Spotlight — All Sealed Up

Infographic of the A-Z of Business Networking

The A-Z of Business Networking [Infographic]

With an economy that seems to be tightening its belt at every quarter, more competitors throwing their hats into your niche and people flocking in droves from high street to online shopping; it would seem that for small UK businesses networking is becoming an essential part of daily life.

Gone are the days when networking only applied to the more egotistical entrepreneur! Today every small business owner has to understand the rules of networking and the potential clientèle and sales that every meeting can promise to produce.

With suggestions from our Twitter and Facebook page we decided to make a little info graphic listing the top tips from our very own fans. Enjoy!

Infographic of the A-Z of Business Networking
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The “A-Z of Business Networking” infographic was designed by 123Print UK, We make printing business cards, address labels, postcards etc. affordable, fun, and easy. Straightforward pricing with no tricks. We’re on your side!Do you have any of your own tips for networking? Share them below or post on our Facebook page!

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Nurture your business

Building your first small business

You might not think that, given the current economic uncertainty, now would be the most opportune time to start your own business. However, provided you have a solid business plan and are prepared to persevere, you could well prosper if you take the leap and try to build a small business of your own. Of course there are risks involved – this is always the case, no matter how healthy the wider economy is – and much careful forethought and consideration is required beforehand. Nevertheless, building a small firm up from scratch can be as rewarding as it is challenging. Indeed, at a time when good jobs are so few and far between, perhaps you could reap the rewards from taking that risk.

It’s often said that those who dare, win – and there are certainly plenty of successful small businesspeople who can testify to that. Whether you’re a recent graduate who’s grown frustrated by the graduate jobs market or you find yourself stuck in a rut and want to break out of your current career trajectory, starting a small business could be the ideal option for you. Obviously, you need to know just what market you’re planning to target and you also need to think carefully about what your rivals are doing so you can steal a march on them. If you’re tempted by the idea of starting your own small business, here are a few suggestions you may wish to bear in mind.

Getting started in business

Starting a small business after leaving uni

There’s been much talk about how challenging the graduate jobs market is. Indeed, good graduate jobs have come at a premium ever since the global financial crisis first struck in 2008. It should go without saying that this has caused much frustration among graduates eager to take that first step on the career ladder. Many graduates plug away for months or perhaps even longer in search of that all-important first post-uni job – many, of course, end up stuck in apprenticeships (often unpaid) and still others get sidetracked in jobs which have no relation to the career they really want to pursue.

Man tearing up his CVWith all that in mind, then, maybe becoming your own boss could be just the right move for you. A useful article from Studential.com offers some tips for those graduates pondering the possibility of setting up their own small business. First and foremost, you can’t – or you shouldn’t, at any rate – go into business without a solid business plan behind you. You really need to know what you’re looking to achieve with your business, and how you intend to reach your chosen goals. There’s always the temptation to plunge right in, but it’s best to be analytical. This should enable you to build a platform for lasting success. This isn’t just true of graduates looking to establish startups, of course, but it’s also crucial for all would-be entrepreneurs.

 

Furthermore, it’s essential that you’re aware of your own limitations as a graduate businessperson. The biggest problem you’re likely to face, at least to begin with, is your own lack Nurture your businessof experience.

However much business acumen you think you’ve got, it helps to be able to tap into someone else’s experience while you’re finding your feet. This is where a mentor could come in very useful. Having another businessperson on hand to guide you through the early stages of establishing your business could prove crucial further down the line. Don’t just assume you already know everything there is to know – this is likely to prove a fatal error for your business.

 

When starting out in business, it’s best to start slowly, so don’t get ahead of yourself. You need to carry out thorough research into your target market, and find out how you can differentiate yourself from your competitors. There’s more to this than just doing a quick Google search – it really does take effort and diligence. Social media offer new startups an opportunity to connect with potential customers, but there’s really no substitute for talking to people face to face. Perhaps the most important thing to remember, though, is that it’s really best to do something which genuinely interests you. That way, at least it’ll be easier to motivate yourself to keep persevering through all the challenges you’re likely to encounter.

Starting a small business as a change of career

If you’re fed up in your current job and you fancy a change of scene, then perhaps starting your own business could provide you with a new sense of purpose and give you somewhere to really channel your energies. Much of what we discussed in the previous section will apply to those of you thinking of establishing a startup as part of a career change – you’ll need to do something that interests you, carry out thorough research beforehand, and remain aware of your limitations – but unlike most young graduates, you probably have other things to worry about as well. Maybe you have a mortgage to pay off, or a family to think about. This does complicate matters somewhat, but it doesn’t mean these barriers are in any way insurmountable.

 

An article from About.com offers some tips for those considering starting up their own business. Firstly, you need to be willing to take risks if you’re to make your small business succeed. This might sound like an obvious statement, but you’d be surprised just how many people fail to appreciate just how much risk is involved with starting up a new business from scratch. You should also make sure that you’re honest with those closest to you about just what you’re getting involved in. Don’t try to pull the wool over their eyes, because they’ll only resent you for it later on if things don’t work out as anticipated.

 

Some people are unwilling to walk away from their job altogether to concentrate on building a new business up, of course. This is understandable, and if you don’t feel you can commit fully to your fledgling business then maybe it might be best to put the idea on the backburner until such time as you feel confident enough to take the plunge. However, if you do start a new business and you find your finances are stretched, it might be worth considering taking a second job – maybe a part-time one – or doing some freelance work on the side. This should at least help to ensure that the money keeps coming in while you put in the hard graft to ensure your business’ foundations are secure.

 

Laying firm foundations for your business

 

When you first get it into your head that you want to set up your own business, there’s always the temptation to just rush out and plough straight into it. However, if you set up a business in haste, then you’re likely to find yourself repenting at leisure later on – so it’s well worth taking a step back and thinking about just what you want your business to achieve, and when. This is where a coherent business plan is likely to come in very handy. A business plan can lay the foundations for your small business, giving you something solid to build on. However, there’s much to consider when drawing up your business plan, so here are some suggestions.

 

Drawing up a business plan

 

As this BBC article observes, your business plan needs to encapsulate your firm’s strategic, financial and operational aims. You need to include details of the products or services your business is going to offer, an initial executive summary and a written overview of your goals for your business, financial forecasts and information about the makeup of its management team. You need to think carefully about what you really want for your business before you get straight into writing up a business plan. Think about what your ambitions are – do you want rapid expansion or are you content to maintain a steadier pace of growth? Consider how you intend to differentiate your business from its rivals, and include that in your business plan. It’s also a good idea to include some basic market research in your business plan, so look at what your potential rivals are doing and think about how you can better it.

 

You also need to discuss your marketing strategy, and how your products are going to be priced. No new business is going to get anywhere without having the right finance behind it, so you’ll also need to include financial forecasts and use these to determine how much money your firm will require. You should also include a sales forecast, cashflow forecast and projected profit and loss account for up to five years into the future. When you’re drawing these forecasts up, it’s best to err on the side of caution – don’t succumb to the temptation of over-optimism – and make sure you get a qualified accountant involved in helping you to prepare them.

 

An article from the Guardian, meanwhile, also offers some more tips for those getting ready to draw a business plan up. It stresses the importance of thorough market research, and suggests really thinking carefully about what your business is going to offer that its rivals can’t. Consider where there’s a gap in the market which your business can occupy, and how it’s going to do so. Of course, even if you do see a gap in a particular market, that doesn’t necessarily signify a golden opportunity – it may be that others have tried and failed to make that territory their own. It may be that there isn’t a great deal of money in a certain sector in a particular area, of course. You should look at why previous firms have failed, so you can avoid falling into the same pitfalls as they did.

 

The steps to successIn addition, you should also be prepared to go back to your business plan every so often and revise it as and when you need to. Your business plan needn’t be set in stone – in fact, it shouldn’t be. It’s best to reconsider as and when your circumstances change or the market changes, so that you can adapt your own strategy accordingly. This kind of flexibility and willingness to adapt could prove crucial in ensuring your firm’s long-term success.

 

 

 


How to avoid potential pitfalls

No matter what market you go into, the chances are that there are countless businesses which have gone before you – and many if not most of these firms will have crashed and burned. It’s up to you, therefore, to ensure that your own firm doesn’t go the same way as its less successful predecessors. Again, this is where thorough research is likely to prove crucial to the prospects of your business. Whether you’re a total beginner or you’ve had some experience of running businesses in the past, you need to take great care before entering into each new venture if you’re to stand a realistic chance of making it a success.

 

Writing for the Publicbeta blog, Mohit Pawar reflects on his own experiences as a businessman, and offers advice to those looking to avoid making the same mistakes he did in the past. In particular, he stresses the importance of putting in the hard work – some people have a tendency to fall in love with the idea of being an entrepreneur to such an extent that they have an inflated view of their business and neglect some of the basic fundamentals. Unless you’re prepared to put your energies wholeheartedly into making your business a success, you will most likely be running the risk of failure.

 

It’s also worth having a backup plan just in case. This way, if your original plan for building your business up hits an unexpected snag, you can take an alternative approach and see how this works out for you. Don’t become reliant on a small number of key clients – look to make new contacts continually and branch out. Complacency has been the downfall of countless small business over the years, and it’s a trap you most definitely need to avoid falling into.

 

You should also be very wary of getting stuck in your comfort zone. It may be that you’ve opted to start a new business as part of an effort to get out of your previous rut – so, presumably, the last thing you want is to find yourself stuck in a new one as a businessperson. It’s also very important to make sure that you don’t get ahead of yourself. Some people take to running a business like a duck to water, but that doesn’t mean they’re guaranteed continued success. Take small steps – of course excessive hesitancy is best avoided, but a degree of caution is advisable.

 

Promoting your business

 

You could have the greatest small business in your field, but that’s unlikely to do you too many favours unless it has an adequate marketing operation behind it. It’s absolutely essential that you really put your business out there, and make sure that any potential customers know what you have to offer and where they can find you. It’s your responsibility as a businessperson to make the case to potential customers as to why they should give their custom to your firm rather than a competitor.

 

An article from Startupnation.com offers a number of tips in this regard. It pointsThe Importance of Social Media out that start-up businesses should make the effort to reach out to customers via social media. Given the sheer number of people who regularly use social networking sites such as Twitter and Facebook, it would be foolish not to take advantage of what these resources can offer your business. Indeed, consumers have largely come to expect to be able to interact with their favourite businesses and brands via social media, and you need to ensure your business is responsive to this demand.

 

It helps to know, also, just what your firm’s strengths are and how you can play to them. This can, in turn, help you market your business more effectively to potential customers. Consider what differentiates your business from its competitors, and emphasise these factors in your marketing. Think about how your customers can benefit from what you have to offer, and why they should opt for your business rather than any of its rivals.

 

Having said that, a degree of cooperation with other small firms in your field could serve your business well in the long run – you needn’t be at one another’s throats all the time, after all. If there are ways in which you can work alongside other companies in your area of expertise, then don’t be afraid to pursue them. You might be surprised at how receptive your putative competitors are to this kind of approach.

 

How to work out when your business is doing well

 

So you’ve got your business set up and your marketing tactics in place. But just how do you work out when your business is doing well? Naturally, the bottom line usually gives aspiring entrepreneurs a reliable indication, but that’s not all there is to it. An Openforum.com article notes that it can be confusing when you’re running a small business to work out just how your plan is proceeding. There are however a number of ways in which you can ascertain how successful your firm has been, and not all of them revolve around finance.

 

Customer Feedback is VitalCustomer feedback is crucial for any business, so it’s important to seek the opinions of the people who buy your products and services. This way, you can work out just what they make of the standard of service they’ve received or the quality of the products they’ve bought from you. You can then tweak your offering accordingly if you feel the criticisms you’ve received have some grounding in reality. If customers are coming back to you and reporting that your services of products have made a positive difference to their lives, then this is a surefire sign that you’re moving in the right direction – as well as being one of the most rewarding things about running your own business.

 

Even seemingly minor things like seeing your business crop up on the first page of an internet search can give you some idea of how much progress your business has made. When customers or clients come to your business from further afield, it’s likely to be a reliable sign that your business is moving in the right direction and that positive word-of-mouth discussion is being generated. Customers who are happy with services or products are likely to recommend the businesses they’ve received them from to friends and family. This can be very important for new businesses.

 

When you find for the first time that certain regular customers are coming back to your business time and time again, you can probably deduce from this that your firm is doing something right. You may also find that local media have started to pick up on your business, and provide it with useful coverage and publicity. These are all indications that your firm is on the right track. That doesn’t mean you can afford to get complacent, of course, but it should give you that encouragement you need to continue to build and expand your business.