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"/> 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href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/noscript.aspx" onclick="window.print(); return false;" id="tool-print">Print Page</a><a href="/web/20130510111113/http://about.sensis.com.au/Email-a-Friend/?link=8o%2byyoSy1NO%2f4QJZAqD2kCfVB29zPny7yAMxjSct7K9PjpTzqsveMoSd%2bweybao9DpW7QM6AZ1eBx%2bsY7B%2fg%2fg%3d%3d" id="tool-email">Email a Friend</a></div> <div id="content"> <h1>Free 'Small Business, Big Opportunity' Guide</h1> <p>In 2006 we teamed up with best-selling business author, Rob Hartnett, to produce Small Business, Big Opportunity, a book full of s<img height="141" alt="" hspace="5" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/uploads/images/t_SmallBusiness_BigOpportunity.jpg" width="100" align="right" vspace="5" border="0"/>mall business advertising and marketing advice to help small businesses grow.</p> <p>A second edition with new chapters around online advertising and marketing came out in 2008.</p> <p> </p> <p>Following are the chapter summaries from the Small Business, Big Opportunity book.</p> <h4>Chapter 1: Small Business in Australia</h4> <p>Discover the big issues affecting your business and what type of business owner you are. </p> <ul> <li>Home-based and medium sized business</li> <li>Small business success</li> <li>The real causes of business failure</li> <li>Business owner types </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=109" target="_blank"> Download Chapter 1: Small Business in Australia (169.13kB)</a></p> <h4>Chapter 2: The entrepreneurial approach</h4> <p>Learn how to turn your ideas into vision, measure your success and refine your approach.</p> <ul> <li>Entrepreneurial business development</li> <li>Turning ideas into vision</li> <li>Measuring marketing and advertising </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=110" target="_blank"> Download Chapter 2: The entrepreneurial approach (174.20kB)</a></p> <h4>Chapter 3: Marketing to drive profits</h4> <p>Learn what marketing is and why it's tighly linked to sales. Discover how to create value for customers and why you should advertise. </p> <ul> <li>The basics of marketing</li> <li>How marketing affects sales value</li> <li>Strategies for increasing sales value</li> <li>Increasing prices</li> <li>Why advertise? </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=111" target="_blank"> Download Chapter 3: Marketing to drive profits (238.62kB)</a></p> <h4>Chapter 4: Marketing systems</h4> <p>Learn how a good marketing strategy and a tight set of systems will help you find and retain the "right" customers. </p> <ul> <li>The right systems for your business</li> <li>A marketing systems checklist </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=112" target="_blank"> Download Chapter 4: Marketing systems (125.09kB)</a></p> <h4>Chapter 5: How image and brand drive sales</h4> <p>Learn to promote your brand and get your customers talking.</p> <ul> <li>Where did branding come from?</li> <li>What are image and brand all about?</li> <li>Why do you need a brand and image?</li> <li>Developing and promoting your brand </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=113" target="_blank"> Download Chapter 5: How image and brand drive sales (144.32kB)</a></p> <h4>Chapter 6: Developing your unique buying reason</h4> <p>What is it about your offer? Learn to market from your customers' view by asking 'who is it for?' and 'what do they want?' </p> <ul> <li>Defining your promise</li> <li>Developing your Unique Buying Reason</li> <li>Look at your business from a customer perspective</li> <li>Positioning statements </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=114" target="_blank"> Download Chapter 6: Developing your unique buying reason (104.54kB)</a></p> <h4>Chapter 7: Getting the "right" customers</h4> <p>Do you know the profile of your ideal customer? Identify your target market, know your customer inside out and the low-cost ways to reach them. </p> <ul> <li>Target the right customer</li> <li>Know your customer</li> <li>Customer segmentation</li> <li>Investment on new customers </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=115" target="_blank"> Download Chapter 7: Finding more of the right customers (199.68kB)</a></p> <h4>Chapter 8: Turning browsers into buyers</h4> <p>Learn the secrets to building customer rapport and satisfaction. </p> <ul> <li>Stop selling</li> <li>Why people do and don't buy</li> <li>Establishing trust</li> <li>Turn browsers into buyers</li> <li>Guarantees</li> <li>Phone scripts </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=116" target="_blank"> Dowload Chapter 8: Turning browsers into buyers (189.28kB)</a></p> <h4>Chapter 9: Winning the customer's heart</h4> <p>Learn how simple it is to estimate what you need to spend to serve customers. </p> <ul> <li>Think like a premium brand</li> <li>The value of a customer</li> <li>Loyalty programs </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=117" target="_blank"> Download Chapter 9: Winning your customer's heart (140.45kB)</a></p> <h4>Chapter 10: Creating advertising that sells</h4> <p>Learn how to write ads and slogans and use our design brief template to have your ads looking fantastic.</p> <ul> <li>Get the message right</li> <li>Writing ads</li> <li>Slogans</li> <li>Graphic design tips and template </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=118" target="_blank"> Download Chapter 10: Creating advertising that sells (143.44kB)</a></p> <h4>Chapter 11: Getting your message out there</h4> <p>From the web to SMS, which media and advertising channels best suit your needs? </p> <ul> <li>Using media channels</li> <li>Navigating a complex market</li> <li>Media planning template </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=119" target="_blank"> Download Chapter 11: Making your message seen (186.91kB)</a></p> <h4>Chapter 12: Local area marketing</h4> <p>Work out the best local media channels. </p> <ul> <li>Community newspapers</li> <li>Local search marketing</li> <li>Outdoor signage</li> <li>Local directories</li> <li>Shopping dockets and word of mouth </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=120" target="_blank"> Download Chapter 12: Local area marketing (89.52kB)</a></p> <h4>Chapter 13: Direct marketing</h4> <p>Direct marketing - it's important to get direct marketing right. Update your database and learn how to reach the greatest number of customers easily and creatively. </p> <ul> <li>Database management</li> <li>Direct marketing tips</li> <li>Telemarketing </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=121" target="_blank"> Download Chapter 13: Direct marketing (181.91kB)</a></p> <h4>Chapter 14: Driving results with directory advertising</h4> <p>Customers generally use directory advertising once they've made a decision to buy. Learn how to create the most effective directory ad for print and web. </p> <ul> <li>Buyers not browsers</li> <li>Yellow Pages® and White Pages® directories</li> <li>Creating directory ads</li> <li>Why should people buy from you? </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=122" target="_blank"> Download Chapter 14: Driving results with directory advertising (147.16kB)</a></p> <h4>Chapter 15: Virtual profits - an overview of digital marketing</h4> <p>Learn why internet marketing works and pick up a few  web design strategies. </p> <ul> <li>Online growth</li> <li>Why do people shop online?</li> <li>Design a website</li> <li>Email and viral marketing</li> <li>Mobile marketing</li> <li>Competitions</li> <li>Voice broadcast</li> <li>SMS </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=123" target="_blank"> Download Chapter 15: Virtual profits - an overview of digital (274.34kB)</a></p> <h4>Chapter 16: Search engine marketing</h4> <p>Learn how to benefit from search engines and how to engage a search expert. </p> <ul> <li>What is search engine marketing?</li> <li>How search engines work?</li> <li>Tips to successful search engine copywriting</li> <li>Protect your brand online</li> <li>Tips on engaging a search expert </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=124" target="_blank"> Download Chapter 16: Search engine marketing (132.75kB)</a></p> <h4>Chapter 17: Broadcast media</h4> <p>Lights, camera, action! Make TV and radio work for you. We explain the benefits of advertising with both mediums and the ways to keep costs to a minimum. </p> <ul> <li>Free to air TV</li> <li>Making a TV ad</li> <li>Write a media brief</li> <li>Make radio work </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=125" target="_blank"> Download Chapter 17: Broadcast media (195.33kB)</a></p> <h4>Chapter 18: Print media</h4> <p>Learn to for identify the most suitable newspapers and magazines for your business and how to get your ads placed in the best spots. </p> <ul> <li>Newspaper advertising- placement, features, colour</li> <li>Magazines </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=126" target="_blank"> Download Chapter 18: Print media (138.44kB)</a></p> <h4>Chapter 19: Outdoor advertising</h4> <p>Learn the advantages of outdoor advertising and some design 'do's' and 'don'ts'. </p> <ul> <li>Does it work?</li> <li>Advantages of outdoor</li> <li>Design</li> <li>Measurement and future enhancements</li> <li>Advertising in non-traditional places </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=127" target="_blank"> Download Chapter 19: Outdoor advertising (103.00kB)</a></p> <h4>Chapter 20: Public relations</h4> <p>Learn the best way to handle radio, tv and print and how to promote your business through conferences and events. </p> <ul> <li>Working with the media: newspapers, radio and TV</li> <li>Media training</li> <li>Writing an article or press release</li> <li>Photos and events</li> <li>Sponsorship</li> <li>Agencies </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=128" target="_blank"> Download Chapter 20: Public Relations (85.43kB)</a></p> <h4>Chapter 21: The road ahead </h4> <p>Do you know how critical people and technology are to your business? </p> <ul> <li>People and technology </li> </ul> <p> <img alt="pdf icon" src="https://web.archive.org/web/20130510111113im_/http://about.sensis.com.au/IgnitionSuite/images/iconpdf.gif"/> <a href="https://web.archive.org/web/20130510111113/http://about.sensis.com.au/DownloadDocument.ashx?DocumentID=129" target="_blank"> Download Chapter 21: The road ahead (91.09kB)</a><br/></p> 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