Small Business Advice Daily

How To Make Stunning Brochures

2011-02-18T16:16:00.000-05:00

By Troy Duff

Brochures can tell a lot about you and the company or product you represent. And it is one of those rare print advertisements that your customers are likely to keep or take home.

So what would you do to make stunning brochures? Here are some tips to get your desired results.

Printing tools. If you are going to print your own brochure, you will have to make use of software tools like Adobe Photoshop, Illustrator, Quark Xpress, and Microsoft Publisher that help in brochure printing. You can look for printing reviews such as that of printplace reviews to have an in-depth knowledge on these tools. Using these tools and the tips given below, you can come up with a chic yet professional brochure that looks very authentic. Is the idea of color brochures worrying you? There’s really no need to worry as these tools and tips apply to color brochure printing as well.

Size matters. If you don't give the correct setup size for your brochures then the printing service will return it to you and ask you to set it up for the proper output size. If you want to prevent this, double check to see that the setup size and the paper size match exactly. When a printing service detects a flaw it will stretch or shrink the brochure layout to fit the paper, thus, adversely affecting the quality of the product.

Don’t forget the bleed. What do we mean by print bleed? Printplace reviews define print bleed as a process that is followed to make the final printed brochure look its best. Brochures are printed together in a bunch, and then cut up into individual units. When you use a blade to cut over thousands of pieces over time it's going to lose its accuracy and begin to falter. How can this be remedied? By elongating or stretching out the brochure design a little beyond the set page borders, you'll continue to have solid ink coverage from side to side even when you cut each page. Do this especially if you are planning to have a photo, color, or pattern that will be prominently shown on the extreme side of your brochure layout. Experts recommend keeping an extra 1/8th inch of coverage beyond each edge in your brochure.

Resolution should be at its best. Do you want a very professional looking brochure as your final output? Online printer reviews suggest using high-resolution images in your layout. Color plays a crucial role in your brochure. Colors must be realistic and recognizable. What happens if you don't use the proper resolution? Your images turn out to be soft, hazy, or even pixilated. Images are affected when you have low resolution. It may look faded or dull. If this is the result of the printed brochures, it defeats your purpose.

There is a difference between the images that are displayed on the computer monitor which are only 72 dpi (dots-per-inch) and those that appear on paper. In the case of a full color brochure printing, images will be a laborious chore as the images you see on the monitor simply do not get converted satisfactorily to the hard copy. Visit websites that sell you affordable, high - resolution, royalty-free images that you can implement in your brochure designs.

By following these, no doubt you will have stunning brochures every time.

Building Trust in Customers For Your Ecommerce Site

2011-01-05T19:05:00.000-05:00

Getting new visitors to visit your website is not very difficult task, but if you want them to lure them to become your customers then they should be coming back to make a purchase, in short grab their attention and trust. This thing becomes more difficult for visitors who are new to online shopping concept and have not purchased anything online. As soon as a customer makes a purchase a default email stating that their order is important should come up. In case your shopping cart software does not have this facility then, send your customers personalized email thanking them for placing an order with them and choosing their website for shopping online. After the order of the customer is dispatched then mail another email informing them about the date it was sent and the shipping method had been deployed.

Along with these details mail the tracking number too. If sometimes there is any delay in processing the customer’s order, then let them know in advance. This is very essential as customers who are new to this concept would be confused and irritated if there order is not delivered on time, and also if you have their financial information. Prior informing about any delay builds up trust and good rapport with the clients.

Be very prompt in reverting back to the customers’ queries. All target customers would prefer an ecommerce website that is prompt in answering back their inquires in prompt manner. Always address a customer by their name or Sir/Madam in the mail or on telephone. Communicate in such a manner that they feel that they are talking to the real person behind your website. Do not give stereotype answers to the questions of the customers, it would put them off. Keep your dealings professional yet make your customers feel that they are receiving personalized attention.

First time customers should be asked for their consent them sending them email. If you sent indistinct newsletter to the prospective clients than it would create negative impression about your company. In your mail to first time customers let them know about the special offers, discount coupons or any other scheme which they can avail for greater benefits. Do not forget to include your company name whenever you do email marketing campaign. Customers would be motivated to make another from an ecommerce website if they got good services and product offering. They can also refer your site to their family and friends by spreading positive word of mouth.

SPINX - is a Leading Web Development and Los Angeles Web Design company providing different services of Ecommerce Web Design Los Angeles, Website Design and Graphic Design in Californian and worldwide.

How Can I Get Repeat Web Traffic?

2010-12-24T16:10:00.000-05:00

Getting visitors to your website is half the battle. The other half is getting them to come back! Find out how with this article on how to get repeat web traffic.

By John Beaumont

You don’t want your new visitors to your website to disappear again so how can you get them to keep visiting your website?

So you have received some visitors to your brand new website but how do you get them to return?

Always make sure you offer additional value first. What do I mean by additional value? One example would be to place links to affiliate and partner sites and request that they do the same for you. If their products are related to your particular industry but not in direct competition with yours then why not advertise their books/videos? With most you should be able to earn some commission and also get repeat traffic.

Give customers the ability to “opt in” for any special discounts/offers. Consider offering a regular newsletter?

Besides adding a link to your primary page asking your visitor to “book mark” or “add to favourites” also add a link asking them to recommend to a friend. It would also be advisable to include a prewritten title such as “I’m sure that this will interest you” just by clicking on it.

An “Our Policy” page clearly defining your business ethics and principles must be included. This will include a privacy policy so that clients feel secure when visiting your site.

Ensure that you site is branded using consistent logos, colours etc so that visitors always know they are on your site. However this doesn’t mean that you neglect to update the pages of your website on a frequent basis as you don’t want to create a stale image but rather an interesting exciting up to the minute site. This will help you get the repeat traffic.

A FAQ page should be created which addresses most of the doubts that you feel your potential client might have and this can be used to also clarify your product/company further.

It is also important that the potential customer can find their way back to your site in the event that they lose the book mark by ensuring that each page has appropriate keywords and titles.

Finally but perhaps most important of all never, never spam any client who has opted in for newsletters with unsolicited emails. Always allow them the option to “opt out” of the mailings and ensure that you honour this request. If they like your products they may come back but they are very unlikely to do so if their email box is flooded with information they no longer wish to receive. Don’t forget you are after repeat traffic

So take care when setting up your website and when done properly you should gain a regular enthusiastic client base who will continue to return to your site on a regular basis. Brilliant! You now have repeat traffic.

To your success!

John Beaumont Internet Marketer

Do you want to know the truth behind the hype? Then sign up to receive your free report about the truth of My Internet Business here

What If You Really Could Start From Scratch?

2010-12-10T11:57:00.000-05:00

Everyone has their favorite of excuse for not wanting to change or start something new. The more resistant to change, the more excuses. Making significant changes in your life is hard work!

By Robin Rushlo

Everyone has their favorite of excuse for not wanting to change or start something new. The more resistant to change, the more excuses. Making significant changes in your life is hard work!

But what if you really could start from scratch? What if you put aside everything from your past, all your current problems, and just started over?

Starting over doesn’t mean you have to take a vow of poverty, divorce your current spouse, or forget about your kids. Starting over means there is some aspect or aspects of your life that you would like to change. What are willing to do to change? What does starting from scratch really mean?

Starting over can mean starting small while having a very specific goal. If your finances are the problem, maybe you start by packing your lunch one extra day a week. Or maybe you don’t buy any new clothes for a month.

Maybe you are not happy with your weight or the way your body looks. Maybe you have tried lots of diets and none of them work. Maybe you are just out of shape.

It is very easy to say “well, I’ve been like this all my life and now I’m (whatever age) and I’m not going to change now.” What if you woke up one morning and sat down and really thought about making some change.

Starting from scratch working on your body to make the changes you want might be difficult, but it could certainly be done. What resources would you need? How committed could you be? What is your dream body? Could you just start by eating one healthier meal a day?

What about changing your career? What about starting a new business? Why not start with a small investment in a new business?

In this age of instant gratification, we often think that it is too late to start over. We lose our patience if things don’t happen immediately and we are afraid of wasting our time and resources.

Starting over can give you a whole new perspective in your life. Starting over can also open doors you thought were closed forever. Don’t make yourself older, sicker, or later by being afraid to start over.

Never too old, never too sick, never too bad, never too late to start from scratch and begin again. Bikram Choudhury

You are never too old to set another goal or to dream a new dream. C.S. Lewis

"Dr. Robin Rushlo", is a well known MLM Radio personality and is nationally recognized as an expert in the network marketing business.He is the current host of the radio show, "Networking with the Blindguy"live daily. Visit his sites athttp://www.robintrushlo.com .Free report at http://my-green-future.info

The Safest Investment Yielding The Biggest Return ... Law Of Attraction

2010-11-30T13:29:00.000-05:00

Investing in the principles of the law of attraction offers hope for those struggling with the problems our society is facing.

By Denny Hagel

Unemployment, foreclosures, lost retirement accounts, and rise in health care costs.....How did we get here? Republicans blame the democrats and the democrats blame the republicans. The truth is that “we the people” have passively allowed the “powers that be” to lead us straight into this economic storm that is devastating so many lives.

It has become a nightly ritual in many homes to watch the evening news, hoping for positive news from the people that have promised us solutions.

We are afraid. We want something to happen.

Well, it can and it will. We each have what it takes to turn our situation around. We don’t have to wait for “them” out “there” to find the right formula that will get us back on track.

Several years ago, Rhonda Byrne’s program, The Secret, hit the market and became a phenomenon. Through her program we learned about the universal law of attraction. Like the universal law of gravity, the law of attraction works all the time for everyone.

The universal law of gravity states, “what goes up must come down”. We don’t have to do anything....it just happens.

The universal law of attraction states, “what you think will become reality”. It doesn’t matter what we do or don’t do....it just happens.

However! We can choose what we think. With some investment of effort on our part, we can decide to think positive thoughts. We can choose to rid our minds of negative thoughts. Why do we want to do this? We want our lives to improve. We want solutions to our problems. The law of attraction states that our thoughts create our reality.

We trust strangers with our hard-earned money to invest. We place our confidence in those we send to Washington to work on our behalf, and we take pride in our dedication to our jobs.

These all involve risk....will my money investments grow and be safe? (Does Bernie Madoff ring a bell?). Will my government representatives remain loyal to me or be influenced by the big money lobbyists? Will my dedication and hard work guarantee me job security?

Why not invest in the one thing you KNOW you can control? The one thing you KNOW is a safe bet...and therefore yields the highest return? YOURSELF.

Whether you believe it or not, the law of attraction affects your life. So why not “risk” applying the effort to focus on only positive thoughts such as,” I have more than enough money”, “I will enjoy a secure retirement”, or I am secure in my job.”

To minimize the “risk” you need confidence in yourself, be able to trust that the Universe, God, the Divine or whatever word you choose will respond to your positive thoughts, and you must believe that you are worthy of receiving what you desire to have in your life.

When you throw a ball straight up in the air, you don’t wonder if it will come back down to you. It will. It works the same way with the law of attraction. When you think positive thoughts and focus on what you do want in your life, it will happen.

Our business is in the construction field. Many experts say that the decline in the economy is a direct result of the plummeting housing market. We live in the state of Florida, a state with one of the highest unemployment rates in the country.

We have witnessed many longstanding businesses in all areas of construction lay off hundreds of workers and close their doors in the last year. We have close friends facing foreclosure and losing their jobs. Every level of society feels the pressures and the problems and our community is no exception.

And yet, our business is thriving. Our company continues to have a full work load and been able to avoid laying off our crew. Why?

We believe that it is a direct result of our decision a couple of years ago when we made the commitment to maintain a positive mindset. Everyday we are grateful for everything we have. We KNOW we will continue to have jobs come in and we will be successful regardless of what is happening around us...and we are!

Invest in yourself and the power of choice we each have within ourselves. Your return will be immeasurable.

And then, pass this knowledge on to your children. Empower them with the knowledge that they have the power to choose.Encourage them to choose positive thoughts by explaining the benefits that they will receive!

About the Author: Denny Hagel is co-author of The Law of Attraction: The Next Generation and co-owner of Innovative Parenting LLC, a company dedicated to teaching parents how to raise their children using the principles of the law of attraction. For more information and insights click on: =>www.InnovativeParentingLLC.com

Get In The $500 Billion Game

2010-11-24T15:24:00.000-05:00

The Business-to-Government (B2G) market focuses on the biggest whale of a customer found anywhere in the world. Over 1700 different agencies spend $500 billion annually and Congress mandate 23% of all federal contracts be set aside for small businesses. In order to limit competition to small businesses, contracting officers require two qualified responses from small businesses. Get in the game and develop a B2G marketing plan.

By Randall Mauldin

The Business-to-Government (B2G) market focuses on the biggest whale of a customer found anywhere in the world. In business, whales are clients that can turn small businesses into large corporations through rapid growth, and the federal government has been the source of exponential growth for companies that understand the rules and how to play the B2G game. Currently, over 33,000 opportunities are active in the federal business database, FedBizOpps.gov, of which over 12,000 are set aside for small business. Small companies can compete in a national market throughout the United States, thus a business in Brevard County, Florida can compete for and win a contract in Mechanicsburg, Pennsylvania.

In order to limit competition, contracting officers require two qualified responses from small businesses, but contract officers cannot set aside an opportunity unless small firms respond. In addition to the government, large businesses with multi-million dollar federal contracts have small business set aside goals written into their contracts. This means corporations such as Harris, Lockheed Martin, and DRS, need small businesses as vendors to achieve those goals. The same requirements for the government are necessary to do business with large prime contractors. Get in the game with the appropriate registrations and market to government procurement officials in order to gain an advantage in the B2G market. At a minimum, small businesses should register in the Central Contractor Registration (CCR) and Small Business Administration (SBA) databases to position their company for opportunities presented in the federal market.

The government buys everything the small business community offers at one time or another. The federal government purchases about $500 billion worth of goods and services each year, from office supplies to aircraft carriers. The top five industries in 2009 were manufacturing, professional services, administrative services, construction, and wholesale goods. The Department of Defense is the largest federal buyers with over $350 billion in purchases each year, of which $100 billion went to small business in 2009. Over 1700 different agencies spend the remaining $150 billion where statutory goals set by Congress mandate 23% of all federal contracts be set aside for small businesses.

The time to get in the game and establish a foundation for working with the government is better than ever. Small businesses must be more active in the B2G market to provide prime contractors and government buyers services and products from the small business community. Registration is not enough to win contracts. Businesses need optimize database profiles and develop targeted one-page capabilities statements to pitch their business. The ticket to get in the game is to complete the basic registrations and develop a marketing plan using the same techniques from the commercial market where you determine the needs of the customer and provide solutions for those needs.

Our goal is to help those with the entrepreneurial spirit achieve success through government opportunities. Get in the game with Jack Quinn Solutions, LLC. We provide solutions for small businesses. Learn about the B2G market at "Get in the Game - B2G for Small Business" where we discuss the federal market and provide information about how to register your business in the federal database. For more information: http://www.b2gsolutions.org

The Benefit Of Coaching

2010-11-20T10:36:00.000-05:00

Coaching has become a fad that many leaders and managers still do not fully understand. Yet, when practiced with skill it can have a huge and positive effect on the performance of people in organizations.

By Ian Henderson

Most high performance teams and companies use the principle of coaching. Yet, even today the skills and practice of coaching are much misunderstood by many people.

Put in its simplest form, it is an exercise in collaborative interaction, involving the building of trust, the use of empowering (solution focused) questions, empathic listening and the honest and open sharing of views.

If practiced effectively, it will not only to generate new options for tackling problems but also to reinforce what is working well.

But, coaching should not be seen as a quick fix solution to problems. It takes time but it is a key ingredient of change in culture. Many organizations, particularly those who are owned and led by entrepreneurial people - often with a very direct, telling style - spend much of their time dealing with problems and not learning. This in turn limits the time and energy the leader has to address the key behavioural and performance issues that will ultimately determine the future of the company.

By adopting a coaching style to empower and develop staff, leaders find that not only are staff prepared to take more responsibility, but they will work together more effectively, be more satisfied in their work and more likely to stay with the organisation in the long term.

Coaching may be delivered by leaders or managers within a company or by external consultants. External coaches may be more appropriate at very senior level to address business and strategic problems, or to train internal coaches but most organisations will not perform at their best without coaching.

For most organizations the traditional command and control style of management is a route to organizational suicide in the current climate of rapid change in both technology and attitudes to work when the need to secure the discretionary effort of people has never been greater.

To coach effectively, you need to:

- build and maintain rapport with the person being coached

- be present and focused solely on the person being coached and the process (not easy but imperative)

- be curious rather than judgmental

- ask questions that focus on the solution rather than the problem

- listen to the answers given (often for what is not said)

- be observant

- give effective feedback

The coaching approach encourages continuous learning, stimulates creativity and builds a climate of trust and respect for the individual. Investment in coaching is enlightened self interest as a culture where individuals feel genuinely empowered and accept ownership and responsibility for their own performance can encourage the delivery of superior performance and results.

Ian Henderson is a highly experienced facilitator, trainer, consultant and speaker. In a 20 year career he has worked with thousands of people from a wide range of organisations in the UK, the USA, Europe and Africa. He is the director of training of Eagle Training Ltd, one of the UK's leadingmanagement, leadership and personal development training companies. For more information go to http://www.eagletraining.co.uk

The Secrets Of Successful Advertising

2010-11-11T12:27:00.000-05:00

Did you know that a single advert, properly targeted, with the right headline and offer, costing say 200, can bring returns of perhaps 1000% or more within days? Advertising can be one of the most cost effective ways to generate new enquiries. Or it can be a complete waste of money. What makes a successful advert? Quite simply - one that gets results.

By Melina Abbott

I was reminded this week of Sir Alan Sugar’s comment “I have written books on advertising - Cheque Books” which probably sums up most business owners experience of advertising. It’s expensive!

Does it work?

Well, did you know that a single advert, properly targeted, with the right headline and offer, costing say 200, can bring returns of perhaps 1000% or more within days?

Advertising can be one of the most cost effective ways to generate new enquiries. Or it can be a complete waste of money.

What makes a successful advert? Quite simply - one that gets results.

I advocate that EACH advert has to be accountable - i.e. if you place an advert it must do one of two things:

1. Make a sale

2. Get someone to contact you to find out more

And, if your advert doesn’t do either of those you are wasting money.

Take a look at most adverts. They are all very similar. They have a big headline (usually the company name), a great logo, they list the products or services on offer, there might be a photo or two, maybe a strap line - something like “you can always be assured of a great service”, “a superb range”, “free quote”, etc

Have a look at your local newspaper now - am I right?

I know that most of these adverts do not work. I know that, because when my clients start to monitor where their enquiries come from, they realise that most of their new enquiries are through referrals or from the sign writing on their vans. The sales they do get from the newspaper or magazine advertising do not even cover the cost of the adverts - let alone make a profit. Now, I’m not advocating that you go out and cancel all your adverts. However there are some simple steps you can take to make your advert more effective:

1. Before placing your advert, decide what you want your prospect to do. Do you want them to: buy something from you, call for more information or visit your website? An advert which is trying to sell something will be very different to one simply asking a prospect to call for more information.

2. Your entire advert should be devoted to getting your prospect to take the next step. You need to give them all the information they need to do so. If you want the prospect to buy something you need to highlight all the benefits of your product or service, and overcome all the likely objections so that they can make an informed decision. Won’t it be too wordy? Well, would you tell a sales person to go and visit a prospect and say you’ve got 20 seconds to persuade this person to buy your product? No, of course not, you wouldn’t put him or her under that much pressure. So why put yourself under that pressure in trying to sell something in a tiny advert.

3. People do not buy newspapers or magazines to read the adverts - they buy them for the news and articles. The more your advert looks like an editorial feature - the more it will be read. So disguise your advert - make it look like a news article.

4. Try a 2 step approach. Advertising can be very expensive - so don’t even attempt to sell in a tiny advert - offer your prospect some free information in exchange for contact details - e.g.:

Homeowners Decorating Guide. For your FREE guide to choosing colour combinations of paint, tiles and wall paper Visit www…

How to sell your house faster and for more money? Call 0800 ... for your free report and audio CD.

Then, when you send your free information - include your sales literature detailing all the benefits of your product or service. You now have a qualified lead and have plenty of time and opportunity to follow up and make a sale.

5. Have a compelling headline - your company name is not a headline - people don’t care what you are called or how long you have been in business - they just want to know what you can do for them. Your headline should be the biggest benefit you offer prospective customers.

6. Test & Monitor each and every advert you run. Most businesses don’t monitor their adverts or sales promotions - they continue to run the same advert over and over - regardless of whether it pulls for them. Did you know that a change in headline has been tested to increase the response of an ad by up to nineteen times?

7. Once you’ve found an advert which works continue to run it until it stops generating a profit. Don’t stop it just because you’re bored with it and want to change it. Remember that you may see your advert every day - but your prospects are seeing it for the first time.

There you have it - 7 steps to successful advertising. Good luck.

If you'd like to attract more new customers to your business - download Melina's Free Bulletin - How to Attract New Customers in 7 Easy Steps - at http://www.businessbyresults.com

7 Reasons You Upgrade Your Selling Skills

2010-11-08T11:49:00.000-05:00

Today's sales climate has ungone major changes which means sales people need to change their approach and methodologies. Here are seven reasons you need to upgrade your sales approach.

By Kelley Robertson

Today’s business world has changed significantly. Buying decisions that used to take a few days can now take weeks, sometimes months. Decision makers and buyers have changed the way they manage their operations. And business has become more complex. This all means that it is critical that you upgrade your selling skills if you want to achieve long-term success in your sales career. Here are seven reasons you need to upgrade your selling skills.

1. The business climate has changed. In the last few years the business world has dramatically changed. Companies are leaner which means employees need to accomplish more with fewer resources. The decision making process often takes much longer than it used to. And, the people you deal with and sell to, are much busier. See point 5 for more detail on this.

2. Selling is becoming more difficult. If you are like many sales people, you have probably discovered that selling is more challenging than ever. It is more difficult to connect with executives and decision makers. It is more challenging to stand out from the competition. Products often change with increasing frequency which makes it more difficult to stay current. The volume of information you have to retain and manage can be overwhelming. And the number of accounts you have to juggle is likely taxing too.

3. Your customers and prospects are more savvy. Buyers are immune to tired, outdated sales tactics that manipulate people into making buying decisions. I’m not suggesting that you use these tactics; however, they have caused corporate decision makers to paint all sales people with the same brush. If your voice mail message sounds anything remotely like the others your contact hears, then you are destined for failure. If your presentation sounds like everything else they have heard, you will not close the sale.

4. What used to work is no longer as effective. A generic presentation that starts with an overview of your company, your position in the market place, the organizations that you have worked with, or the awards that you have won, simply doesn’t cut it anymore. I actually don’t know if this approach was ever very effective but I know for certain that it doesn’t work in today’s new economy.

5. Aversion to risk has increased. Many buyers have been burned over-zealous sales people who made false promises and unrealistic claims. People have purchased products and solutions that failed to achieve the desired results. They have signed agreements only to discover that the system they wanted required an unexpected investment of time and money. And they have made decisions that caused them embarrassment.

6. Key decision makers are busier than ever. Five years ago it used to take 6-8 calls to connect with a senior level decision maker. Now, it can take as many as 15 attempts. A typical executive has more than 40 hours of unfinished work on their desk at any given time. An average of 150 emails clog their in-box and they constantly have to deal with changing priorities. One executive I know said, “I can’t possible talk to a sales person because I already have too many projects on the go.” Another told me, “Just when I think I can’t get any busier, I do.”

7. Competition has increased. Virtually every industry has seen an explosion of competition. Low-cost products manufactured and shipped from overseas to local competitors trying to carve a slice of market share from you. This increase—and change—in competition means you need to improve your sales skills so you can position your product more effectively.

The majority of top performing sales people invest time and money in their personal development. They read books, listen to audio programs and they attend conferences and online events to improve and fine-tune their skills. If their company doesn’t sponsor or fund this development, they use their own money because they know that they will always get a return on this investment.

If you want to succeed in today’s business world and enjoy a long-term career in sales, it is essential that you constantly upgrade your selling skills. I don’t know who originally stated this quote but it is certainly applicable to this topic, “If you always do what you have always done, you will always get what you have gotten.”

Get your FREE copy of 100 Ways to Increase Your Sales by subscribing to Kelley's free newsletter, "59 Seconds to Sales Success" athttp://www.Fearless-Selling.ca. Kelley Robertson conducts sales training programs and speaks on sales at conferences and meetings. Contact him at 905-633-7750 or Kelley@Fearless-Selling.ca.

Bookkeeping For Small Businesses - Information & Advice

2010-10-28T12:32:00.000-04:00

There are three options for small businesses when it comes to bookkeeping. These are to either do it yourself, use special bookkeeping software or hire a bookkeeper to do it for you. Either way, bookkeeping is not something that can simply be ignored, as it is a legal requirement for businesses to keep track of and make available their financial records.

By Rheza Sulaiman

If a small business owner chooses to do their bookkeeping themselves, either with a pen and paper or using a standard computer spreadsheet (such as Excel), then they must feel confident in their ability to deal with numbers and to understand and comply with the financial regulations in their country. The good news is that for very small businesses, doing this is not rocket science, and most businessmen capable of running and managing a business have the skills required to adequately produce the bookkeeping records.

When it comes to managing the information manually there’s 1 unique drawback, if you make a mistake, which is something that can happen, otherwise you misread or perhaps misplace particular paperwork, it is possible to encounter fines for affirming the wrong taxes financial obligations or profits. There is also the fact that an individual experienced within taxes regulations are going to be proficient of all the ways you save cash, as apposed to a business owner simply doing taxation on their own.

The use of bookkeeping software can make life easier for a business owner, this software will guide you through the process and show you what information is required to go where. Once it has all been filled in the software will create all the finance reports you need to take care of your taxes, they will be in the appropriate format and everything will be exactly where it needs to be.

You can find a couple of difficulty with taxes computer software even though. Firstly, it can be really complicated to use for first time users, especially for those who usually are not particularly adept with personal computers in general. Second of all, even though great bookkeeping software program will tell you just what data to feedback and also wherever to be able to input it, it’s no way of knowing if your data you could have contained is actually incorrect. As a result, much like performing taxes personally, a person constantly be in danger of errors of rich.

A final option you could have is always to employ an expert bookkeeper. The huge benefits to achieving this will most likely outweigh the initial price in order to employing this particular bookkeeper. In fact, you will sometimes help to make your money back in the foreseeable future because of the accountant having the particulars of the actual program and also understanding how far better spend less. In addition to this the business enterprise proprietor may throw open their own period to pay attention to other more considerations.

For information click here. Read On : Blacktown Bookkeepers.

Believing And Achieving

2010-10-27T10:43:00.000-04:00

Bet you that you've never realized that you are achieving what you believe in right here, right now! Our subconscious mind, where we store our beliefs, dictates our behaviour and creates our lives. Problm is that normal people live down to normal expectations. You've got to change your beliefs, to impress your subconscious mind with the belief of what you really want out of life. After that your subconscious mind will simply bring it about.

By Willie Horton

How would you feel about the proposition that you can achieve anything - absolutely anything - in which you can believe? Well, whether you realize it or not, that’s what you’re actually doing at the moment - you’re living the life that you believe you can live. Years of research in various fields of psychology lead to the inexorable conclusion that normal people perceive only what they expect to perceive and experience only what they expect to experience. This psychological fact present us with a major stumbling block because, unfortunately, as a result of our socialisation into a normal world and upbringing by normal parents, we have normal expectations and these normal expectations are way short of where we could set our sights. In other words, at this very moment in time, you are living down to your expectations - and you’re not even aware of it.

Psychology also explains that our lives are created by our subconscious mind’s view of the world. We learn our perceptions of how the world works, who we are, what we’re capable and incapable of, our strengths and weaknesses, in short, our own self image during our formative years. These perceptions, which over time gradually become deeply held beliefs, are stored in the deep recesses of our subconscious mind and, in later life, when faced with a situation in which we have to take action, our actions will be dictated not be what is actually happening but by what we perceive is happening based on those subconscious beliefs. In this way, we constantly replay the repetitive behaviours that we learned during our formative years and stop ourselves in our tracks. Worse that that, we are unable to spot opportunity when it stares them us the face, because it’s not something that we are expecting and, therefore, we are simply unable to see it.

The result of all this is that our subconscious perceptions, learned during our childhood, are our beliefs. These drive our expectations and our behaviour and, in this way, our beliefs create our lives. Or, put another way, we achieve what we believe. The obvious corollary of this is that, if we change our beliefs, we will live a completely different life.

Effectively, you have to give yourself new beliefs - these new beliefs should, quite obviously, focus on the things that you really, really want out of life - not the mundane in which you currently believe by default. You have to be able to make a big enough impression on your subconscious mind to enable it focus on what you want to achieve to the extent that it believes that it is part and parcel of who you are and what you’re capable of. If you can make that impression on your subconscious mind, it will simply see the life that you really want and the things that you really want to achieve as the logical step up from your current life.

So, what does it take to believe? Believing is not wishing hoping and wanting - these aspirations mean absolutely nothing to a subconscious mind that is driven by its inner programming. Rather, believing is seeing, feeling, hearing smelling and tasting. Yes, that’s right - your five senses, which are your sole interface with the world, are the mechanisms by which the subconscious mind creates your life. They are the very ingredients that you used to form your views of how the world works, life in general and your own self-image, during your formative years. As adults, we pay little or no attention to our five senses, preferring to use what we learned during our childhood to make sense of today - and, in the process, make a complete nonsense of it!

To change your life, you really only have to take some simple steps to provide your subconscious mind with a new belief system. To do this, you’ve got to explain to your subconscious mind what it would be like to achieve your goal. You’ve got to explain to it what It is like to see, feel, hear, smell and taste the life that you really want - as if you already have it. Nothing could be simpler, nothing could be more powerful. You’ve got to immerse yourself in your desired outcome, imagining that you have arrived at that outcome already. But the subconscious mind - as distinct from your conscious, thinking mind - has to take it on board, it has to be deeply impressed and excited by your desired outcome. You can make the necessary impression on your subconscious mind by handwriting the experience of the outcome, as if you’re there already, using all five senses, writing only in the present tense - because you’re already there! The hand-eye coordination that handwriting requires captures an abnormal amount of your subconscious attention - you become ‘young and impressionable’ when you handwrite.

But, something this powerful comes with a very large Government Health Warning! You need to be careful what you wish for, because a focused subconscious will effortlessly set about its task of bringing about what it believes to be the life that you live - after all, that’s what its’ doing already.

Willie Horton enables his clients live their dream - since he launched his acclaimed Personal Development Seminars in 1996. His clients include major corporations: Pfizer, Deloitte, Nestle, Wyeth, KPMG, G4S & Allergan. An Irishman, he lives in the French Alps and travels the world as a much sought after speaker and mentor. In 2008 he launched Gurdy.Net home to his Online Personal Development Seminars, Change Your Life & No More Stress

Email Marketing Is The Best Way To Promote Your Product!

2010-10-26T12:24:00.000-04:00

It is a concept developed by marketers to remove the disadvantages of email marketing. Apart from email marketing you need to look at the other way you can promote your products online.

By Steve Duval

Direct email marketing can be an effective tool to promote yourself and for various other reasons. Every email that is created and blasted to your customers has some purpose to achieve it.

An email can just be for promotional purpose which you usually get to see in your inbox from even companies that you don’t know. But there are companies who keep on reminding their customers about their new offers so that they make a repeat visit and get benefited by the new products that they are offering.

In such case these companies have your details of what you are interested and what you had bought from them last time. So every time they have something new to offer their customers they would be blasting emails detailing about the new product and offers they have for you. If a company has its customers’ data they make sure they keep on building their relationship through the email marketing. The company will make sure whatever news or offers they have would be informed to their pre-existing customers.

There are companies who do email marketing to get new customers. Such email marketing are basically would involve information about the offers that are different from their competitors. And only by providing such offers they know that they can win new customers. There are a bunch of people who try to earn by email marketing. For example, if your portal is very popular, obviously there might be many who might have registered to get news letters from you in the form of emails. You might have noticed that when you get an email or a new letter that is online there are many advertisements below it.

These are also the paid advertisement and this way company the portal makes some revenue. Email marketing is very popular among many companies for varied reasons, and these include: it is said that the exact return on investment can be tracked. Some take it email marketing seriously and it is usually second only to search marketing in terms of effective online marketing ways. Secondly, you are blasting email to only those who have subscribed for the service and hence such customers would show real interest in your products. While email marketing, make sure you are not violating any law. You need to take permission for email marketing. In the contract it would be mentioned that the advertising via e-mail whereby the recipient of the advertisement has consented to receive it.

It is a concept developed by marketers to remove the disadvantages of email marketing. Apart from email marketing you need to look at the other way you can promote your products online. If you do little bit of research on the internet you would get many ways bring traffic to your website. Although email marketing is just one way of promoting things online, but to get a better result you need to make sure that while planning to do online marketing, you need to do a mix of different ways of online marketing.

Steve Duval is an internet entrepreneur who is showing others the many ways of making money online today. He teaches simple techniques that anyone can use to earn money online http://www.expressincomes.com

5 Reasons Why Business Owners Need A Will

2010-10-22T20:19:00.000-04:00

Are you a business owner who doesn't have a valid will? What will happen to your business if you die without one? There are many reasons why you should make a will - here are the five most important.

By Tim Bishop

Up to 70% of people are without the protection of a valid or up-to-date will. Many of these will be business owners or directors. Failing to make a will can create a serious risk to family and business partners. Make sure that you are not one of them and that not only do you have a valid will but that it is updated at least once every five years to take account of changing personal, tax and business circumstances. As a business owner, you should make sure that in particular your will ensures that:

1. Your business continues to run after you die - failing to clarify who should inherit your business interests or how your business should be divided upon sale, could leave the entire venture in chaos.

2. That your business interests are inherited, within or outside the family, as you would wish. In particular, your will and any partnership, shareholders agreement or company documentation should adequately provide that your intended beneficiaries correctly inherit whatever company shares or part of your business you wish to leave them - this is particularly important as business documentation such as a partnership agreement can take precedence over your will in case of conflict between the two.

3. The will maximizes potentially significant tax savings including inheritance tax and various forms of business tax relief. Whilst good tax advice from an experienced wills solicitor can be highly complex, it can also be relatively simple and does not have to be expensive. However failure to make the most of tax relief for your business could prove incredibly costly—make sure you don’t leave most of your inheritance to the tax man.

4. A will properly drafted by a solicitor will help to prevent potentially highly divisive and expensive claims on your estate - claims even against your share of the business. Unnecessary litigation is absolutely lost thing your business needs after you pass on. Sadly arguments over who should inherit are becoming increasingly common, and can split families as well as destroy businesses.

5. There is adequate succession planning for directors.

A properly drafted will need not be expensive and even the most complex will is nowhere near as expensive as the cost of court proceedings to decide how to divide an estate following a challenge to the will or an invalid will. If you are a company director or own your own business, make sure your will is accurate, up-to-date and actually reflects your wishes - or get a new will drafted by a wills solicitor as soon as possible.

Tim Bishop is senior partner of Bonallack & Bishop, a firm of UK wills solicitors with offices in the south-west, offering legal services to private and business clients. Tim has headed the firm's expansion, seeing it grow by 1000% in the last 12 years. He is responsible for major and strategic decisions and sees himself as an entrepeneur who owns a law firm. Tim has firm plans for continued growth of the firm.

Branding, Publicity and Marketing Success Secrets

2010-10-19T17:27:00.000-04:00

Discover the secrets to career and business success using publicity outreach for branding and marketing. Find out how to showcase your credentials, experience, wisdom and expertise using publicity success principles and strategy.

By Annie Jennings

Is there a secret to success? Is there more than one? Yes! Let’s find out what successful people, consultants and business pros believe and do that helps them achieve their optimal potential. What is it that they have in common, whether it’s in their beliefs or in their actions that makes them successful?

First of all they use resources available to them including publicity, self-promotion, branding and marketing to create their outstanding advantage in the marketplace. The rest comes naturally. The major opportunities go to the ones who are visible, making a difference, seen and heard by their target market.

Successful people know that they have to take responsibility and follow it up by taking action. You set you own limits. You are defined by the intensity of your commitment and the depths of your knowledge. In other words, commitment without knowledge can equal frustration and limit your potential. The idea is to add the right knowledge to your ambition so you can climb the ladder for yourself.

Those who make it big believe certain things and do certain things to back up their beliefs. They are ready to invest in themselves. They believe that they are they best investment. Successful people create a business model that meets the demands of their target market. Successful people are ready for action, they are committed and they are willing to go for it with gusto.

Showcase your knowledge. Showcase your talent using media outreach. Your clients will love seeing you out there in the media sharing what you know and commenting on the issues. They enjoy hiring a tried and true professional who understands how to deliver the specific outcome. By doing publicity, marketing and promotion, you let your clients get an idea of your knowledge, wisdom and experience. You client will want to hire you. Clients want certainty. They want to hire the best. In the end, your clients want to buy outcomes and are happy to pay for your services if you are able to define the return on investment and clearly state how your services can help your clients.

Content is critical when showcasing yourself and your knowledge. The media is your opportunity to shine. Do an outstanding job, pack your commentary with valuable content and share your wisdom and experience in all of your marketing materials including your email newsletters. Be sure your website helps you educate your visitors and your clients.

Success is in your own hands. Taking responsibility for both the successes and failures empowers you to make the changes necessary to turn the situation around or to expand on your success. If you feel powerless in both the good and the bad, you will get stuck in your thinking and in your progress.

Have a terrific attitude. Commit to proven publicity, branding and marketing strategies. Do not fight success the whole way. Be optimistic. Success will come easily to you and it will seem as if everything you do has a terrific outcome. Have confidence in yourself. Go with your gut, your intuition and your instincts when making choices. Be high energy. Be ready for success & take action. P.S. Don’t stop until you get enough success!

Access tremendous publicity resources for both your career and your business at Annie Jennings PR. Free publicity, branding and business marketing special reports are available as well as free MP3 audio recordings to empower your corporate communications strategy. Contact Annie Jennings PR at 908-281-6201

Do You Know Who You're Dealing With?

2010-10-15T11:42:00.000-04:00

If you are thinking about joining a business, or if you are just out prospecting in the internet, it is always a good idea to do a little research on anyone that you are planning to contact, or anyone that contacts you. There are a few reasons why this is a good idea.

By Robin Rushlo

Copyright (c) 2010 Soaring Eagle Companies LLC

If you are thinking about joining a business, or if you are just out prospecting in the internet, it is always a good idea to do a little research on anyone that you are planning to contact, or anyone that contacts you. There are a few reasons why this is a good idea.

The information that is available about individuals on the web is pretty extensive. Just by Googling a name, you can get a lot of information. Go to almost any of the social websites and you can sometimes find ever more. So, there is really no excuse for not doing some research to find out a little information about a person.

First, if you are thinking of contacting someone about your business, it would be important make sure there is no information that would make the person a bad match for your business. As an extreme example, you probably don’t want to contact the president of the Christian Women’s League about your multi-level marketing company that puts pornographic movies into hotels or a counselor who runs Alcoholics Anonymous (and is a former alcoholic himself) an opportunity in your wine company. You never, know, but it is unlikely that these would be a good matches.

You also really want someone that will use your products. You can’t promote a product you don’t like or don’t use. So trying to add someone to your business that can’t or won’t use your products doesn’t really make good business sense. Conversely, you don’t want to get into a business that has products you don’t like or won’t use. It will be a lose-lose situation for everyone.

While there is a lot of information on the web about individuals, you do have do your due diligence. Anyone can put anything on the web and it usually stays there forever whether it is true or not. So take into account the source of the information before you make a decision based on something you found on the web.

Knowing who you are dealing with can save you a lot of problems over the long run. The big time network marketer that you would like to bring into your business will not bring in the numbers if they are not a good match for your product or your business philosophy. Contacting someone about a business that a little research would have revealed is something that they are totally opposed to can bring you a lot of anger.

Be careful who you contact and about who is contacting you. At the very least, you can look pretty silly. At the worst, you can anger someone that might be an asset to you later.

Risk comes from not knowing what you’re doing. Warren Buffett

Self Help Books That Don't Help!

2010-10-12T15:26:00.000-04:00

Reading and doing are two completely different things. You could read every travel book in the world without ever leaving the comfort of your own home - but you won't have lived the experience. Life is about living and living is done in the here and now. You need to awaken your subconscious mind from its automatic state and start living now. No leap of faith is required - no major action is needed. Small daily steps will change your life.

By Willie Horton

Are you an avid reader of self help or self improvement books? Because many people that I know are constantly reading, constantly learning, constantly searching, constantly gaining a deeper understanding of what it takes to change your life. Unfortunately, however, it is not reading that changes your life, but doing - and far too many people are content with the feel good factor that self help books often give you, whilst nothing concrete actually changes for the better in their lives.

The constant reading of self help books is very similar to collecting a large number of brochures and travel guides about some beautiful place that you would really love to visit. You pour over the descriptions and other people’s experiences, you admire the beautiful photographs, read and re-read all the reviews, imagine what it would be like to be there, immerse yourself in this wonderful voyage that you so dearly want to take. But you never actually make the reservation or purchase the ticket - you never commit to taking the trip yourself. What’s my point? Reading about how to achieve the life that you really want and doing something about it are two entirely different things. Reading all those feel-good stories about how others have changed their minds and, as a consequence, changed their lives, may well give you that warm feeling inside, you may even fully understand and appreciate how they’ve done it and how you could do it. But tomorrow morning, when you drag yourself out of bed for another day’s drudgery, what has changed? Precious little! When you face another day of worry, doubt, stress, financial difficulty, low self-esteem or simply even boredom, what good will all that reading have done you? If anything, it will have made you even more restless and more dissatisfied than you were in the first place.

Reading, understanding and intellectually appreciating what it takes to change your life is going to make no difference to your life until you put your learning into practice - and daily practice at that! And therein lies the problem for the vast majority of us so-called normal people - we’re afraid of stepping outside our cocoon of normality, we’re afraid to be different, we’re fearful of standing up and being counted. In short, we are afraid to take what we perceive as some risk-laden leap of faith.

On the other hand, if you’ve managed to come across a self help book (or a really good website for that matter!) that gives you simple and practical step-by-step instructions on how to change your life (and there aren’t many of them - most of them are ‘feel-good books’ or ‘treble your income in six weeks’ nonsense) then it should have dawned on you by now that there is no leap of faith required. All you need to take is take small daily - there’s that word again ‘daily’ - steps that shake you out of the stupor in which most normal people are just about existing. This stupor is the net result of a normal subconscious mind that operates your life on automatic pilot so that you keep doing the same things the same way. As a result, your life will never change until you take some simple practical action.

To change your life, you’ve got to change the way you’re living the life that you have at present. In other words, you’ve got to find some way of grabbing your subconscious mind’s attention, to bring it back to reality, to switch off that automatic pilot. As I said, no leap of faith is required. Indeed, no major action is required of you at all. All you have to do is to start small - by doing something as simple as changing your morning routine - because small things shock your subconscious mind out of its comfort zone. Your success and happiness - an end to all worry and the creation of the life that you would really like to live - depends on your ability to focus your mind or, to put it more simply, to pay attention - not to what you want out of life, but to pay attention to the all important business of living in the only place and time that you can actually live - the here and now. Something as apparently insignificant as dressing yourself the other way (think about it, you always put the same leg into your pants first, you always lead with the same arm when putting on your shirt) will do for starters.

Because once you begin to do anything differently, once you begin to call your subconscious mind to attention, once out of your routine, you will begin to realize that absolutely everything in your life can be done differently. When this realization dawns upon you, you will find yourself in a completely different place - where things that were otherwise unconscionable suddenly become obvious - and easily doable. And where anything and everything great in life can come about. I know this to be true, my clients or even people that have read a couple of my articles or watched some of my videos, know this to be not just true, but the key to happiness and effortless success. At the end of the day, however, it’s up to you to start doing the things that will change your life, to stop reading and start doing.

Willie Horton enables his clients live their dream - since he launched his acclaimed Personal Development Seminars in 1996. His clients include major corporations: Pfizer, Deloitte, Nestle, Wyeth, KPMG, G4S & Allergan. An Irishman, he lives in the French Alps and travels the world as a much sought after speaker and mentor. In 2008 he launched Gurdy.Net home to his Online Personal Development Seminars, Change Your Life & No More Stress

The 9 P's Of Productive Meetings

2010-10-08T13:08:00.002-04:00

Organizations waste vast amounts of time and money through poorly designed and implemented meetings. This article provides a template to ensure more effective and productive meetings.

By Ian Henderson

“Meetings bloody meetings!” Meetings, the place where people take minutes and waste hours! These are just two critical views of meetings as being an unpleasant and unproductive part of organizational life. Given that a meeting is important, and that’s not always the case, the following 9 steps are guaranteed to make your meetings more effective.

1. Purpose. Why are you having this meeting? If you are having trouble answering this question you might want to question the need to have it at all. So much time is wasted by people attending meetings to which they contribute little if anything and from which they get no value (perhaps other than to catch up on lost sleep).

2. Prioritized. If the meeting is essential, the next step is to make sure that the items on the agenda are prioritized in terms of their importance to those present. If the meeting does run out of time (see punctual, below), it will be the less important items that will be left off or rearranged to a later date.

3. People - Ensure that the ‘right’ people attend. This means those who are decision makers, key influencers or have a significant input should be invited. Most organizations have professional meeting goers, people who spend much of their time attending meetings in order to avoid doing any real work. Also, avoid inviting anyone looking to jump on a hobbyhorse as they will almost certainly hijack the meeting.

4. Prepared. Those who do attend should ensure that they are properly prepared and bring along copies of a report or a product that the meeting needs to have demonstrated. Many hours are lost by attendees being unprepared. It is inconsiderate and a waste of valuable time.

5. Punctual. Perhaps the most radical suggestion of all. Start and finish on time! Organizations develop a meetings culture and it often becomes acceptable to turn up late and expect the other attendees to wait for your grand entrance. Why not reward the attendees who have made the effort to get there on time and punish the ones who are late, not the other way around? But, if you do start on time you must finish on time (see prioritized above).

6. Process. How is the meeting going to be managed? Some meetings have a chairperson through whom all points are made. Some others have a facilitator or moderator who maintains a looser grip on proceedings but who still controls the meeting dynamics. Some effective meetings have delegates sign up to a set of groundrules.

7. Participative. To get the most from the meeting everyone present should be encouraged to have their say. There will doubtless be those who want to have more than their say and some who will not feel comfortable challenging for input. The Chair or facilitator must ensure that the quieter ones have their say as it is often the case that they have a great idea that can unlock a problem. Also, the meeting should not be swayed by those who talk loudly and confidently but who might well be incorrect in their assumptions.

8. Polite. The flip side of people being encouraged to participate is that they should also be encouraged to listen to the other members of the meeting and not interrupt or hold side meetings.

9. Plans. Finally, the output of the meetings in the form of action plans must be agreed and circulated. Ensure that anyone who has been tasked to complete an action but who was not present at the meeting understands what needs doing and why they have been selected.

Ian Henderson is a highly experienced trainer, consultant and speaker. In a 20 year career he has worked with thousands of people from a wide range of organisations in the UK, the USA, Europe and Africa. He is the director of training of Eagle Training Ltd, one of the UK's leading management and leadership training companies. For more information go to http://www.eagletraining.co.uk

How To Use Autoresponders To Build Your Internet Business

2010-10-04T13:10:00.003-04:00

Ever wondered what a Auto Responder is and how it can benefit your online Business? Find out more in this article!

By John Beaumont

What is an autoresponder? As the name suggests it is an automatic response email which is a very important internet tool.

You may have heard many people recommend them to you, but why use an autoresponder? To be honest the question really should be why? But rather how can you not use an autoresponder? In fact it is difficult to see in this day and age how you could build an active list without one.

Basically an autoresponder is a system for sending out emails on a regular pre-determined basis to people who have opted in to receiving your information. Sure you could type out an individual email every time someone contacted you but, hey, would you have the time or more importantly the inclination to do that?

By writing an email once you are able to send it automatically to numerous enquirers quickly and efficiently.

The disadvantage, of course, is that it is a general information email rather than a personal one. However in most cases this does not matter as most people require the same type of information initially.

You should of course word the email to sound as friendly and personal as possible. Your potential customer will hopefully contact you if they have further questions and you can then send them the requested answer via a personal email, phone or whatever.

So what should you put in your autoresponder email? Obviously pertinent information regarding the offer you are making and why they should buy from YOU but more importantly a “call to action”. You are building a business after all and you need to build up trust and a good relationship but you also need your potential customer to take ACTION.

Always remember that people buy from others whom they trust. Other things to put in your emails should be:-

- A thank you for requesting information

- A brief explanation about using the internet for sales

- How you can help them

- How to contact you

- Testimonials Etc.

The art is to spread out your information over several emails stressing different advantages in each one.

So how many emails should you send? It is a rough “rule of thumb” that, in general, people do not buy until approached around seven times. There is of course no limit to the number of emails you can send assuming that your reader does not request to be removed from your mailing list. This is an important point. If they do request removal then ensure that you carry this out immediately. There is automatic software available to take care of this situation.

The frequency of your autoresponder campaign is another important consideration. Personally I do not like receiving emails too often. To me this is counterproductive in as much as you can “over egg the custard” and put people off. However I know that other internet marketers disagree with me on this point and some even inundate their potential clients. So the choice is yours. Why not experiment with different timing of submissions?

My recommendation would be to send your emails at 2/3 day intervals initially. Long term you could also send reminders after 3/6 months and maybe again after a year. Often people’s circumstances change and whilst your offer may not be appreciated initially after a while it may become more of interest to them especially if their financial situation changes.

Bear in mind also that if you have several products you can automatically make different offers through your autoresponders. If they are not interested in product A then you can offer product B in the same niche. This might be just what they are looking for. Also you can use a few of the autoresponder emails to give free pertinent information to your contacts thus building up trust. Not every email needs to be promoting your offer(s) of course.

So where do you get your vital autoresponder? There are a number of companies offering their services on the internet so the choice is yours.

I like more Internet Marketers have found my preferred autoresponder through a matter of trial and error. The Most important thing is to find the autoresponder that works for you. So do a search and with due diligence, you’ll soon find yours.

To YOUR success

John Beaumont Internet Marketer

Get your FREE! "6 Pages To 6 Figures Special Report which Reveals EXACTLY How to Build a long lasting and Passive $100,000/yr Online Business here

The Benefits Of Outsourcing

2010-09-30T12:22:00.003-04:00

To be competitive, many companies are already utilizing their workforce to the maximum levels. This stream of constant manufacturing leaves little area for expansion and injects fatigue over the workforce. In an effort to increase manufacturing, a company can outsource portions of the needed work or tasks to a smaller more focused group of individuals who can provide an accurate and easier outcome.

By Steve Duval

The concept of outsourcing has erupted in popularity in the 21st century. Many corporations and small businesses reap the advantages of outsourcing their manufacturing or production needs to maintain their competitive edge. As employment in many countries contracts, there are people who look at the benefits of outsourcing as damaging to an economy.

The main argument is reducing the labor costs involved in producing goods or services. On the surface, American employees view outsourcing as a threat to their own jobs. However, this argument is easily overshadowed by the many benefits of outsourcing in today’s economy.

1. Increased Manufacturing

To be competitive, many companies are already utilizing their workforce to the maximum levels. This stream of constant manufacturing leaves little area for expansion and injects fatigue over the workforce. In an effort to increase manufacturing, a company can outsource portions of the needed work or tasks to a smaller more focused group of individuals who can provide an accurate and easier outcome.

2. Continued Innovation

Many businesses focus too much on the task at hand rather than updating their information or procedures. Technology constantly expands and is perfected in other areas of the world. Companies can become more innovative and learn new techniques for improving their tasks and output from new specialists acquired by outsourcing.

3. Focused Control

Fewer employees is not a bad thing. In fact, it is easier to focus on each section of the process, because there are less chances of failure or defects. Many companies must wade through a tangled area of management to solve even simple problems. Having a higher degree of focus can increase production, marketing and profits.

4. Low Expansion Costs

No construction or building contracts are required. There is no need to hire a new department or setup expensive equipment. A company can save thousands of dollars by expanding into outsourcing.

5. Lower Costs; Higher Profits

Companies can benefit from workers who live in under developed economies. If manufacturing costs are reduced, companies will receive higher profits. A benefit to this method is the range of highly skilled workers in other areas of the world who are available for immediate work.

6. Fast Turnaround and Reduced Risk

Due to time zone differences throughout the world, work can still be completed when your company is closed for the day. This method consistently increases output and achieves a faster turnaround. The specialization of a diverse workforce can improve manufacturing, company culture and business relationships. The risks are extremely reduced when work is outsourced. Projects can be started immediately without the need for training new employees or negotiating expert salaries.

7. Lower Consumer Cost

Consumers will benefit from this method of manufacturing and production. Typically, when a company can lower it’s cost to produce goods or services the cost savings are passed directly to the consumer. This provides an increase in sales for the company and a lower cost for consumers in and out of an economic downturn.

In conclusion, outsourcing is a fantastic way for any business to compete in the global future.

Steve Duval is an internet entrepreneur who is showing others the many ways of making money online today. He teaches simple techniques that anyone can use to earn money online http://www.expressincomes.com

Is Your Business At The Bottom Of Your To-Do-List?

2010-09-29T17:47:00.003-04:00

Solo professionals fail in business because of one of three things. The first is lack of clarity and focus about what they do, how it benefits others, and how much time they must invest to create a business that both serves others and makes a profit. In this article, Sue discusses what happens when your business is at the bottom of your to-do list.

By Sue Painter

If you are a female solo professional, chances are that your business is not making as much money as you’d like it to. Perhaps when you got the thought to go out on your own you held a vision of more flexibility, a freer schedule, and making at least as much money as you were making working for someone else. Perhaps you even secretly thought that you had the chance to make it big, pulling in much more money, paying off your mortgage, easily paying for a child’s college education.

Let me ask you.....where is your business now, compared to that vision? Where is it compared to your secret thought? Have you given up on that dream?

I read a story about makeovers in a recent edition of O magazine that made me think about how women so often put their business at the bottom of their to-do list. We do it to ourselves and our businesses, actually. We think we’re being unselfish and giving, taking care of others before ourselves. But are we, really? Listen to one comment from the O makeover article:

“With the new looks came a new attitude. What a makeover does for all of us is point out that there are BIG possibilities for us all. Maybe we’ll get the idea that from a makeover, we can take another step toward change in other areas of our lives.”

Lack of attention to one’s self is no way to teach our children to stand up and be counted, is it? Making sure that everyone else has new clothes while we schlep around in last year’s sweats only makes us both look and feel at the bottom of the barrel. Paying for private lessons for our children while refusing to spend the money to take a workshop for ourselves sells ourselves and our business short.

Think about it. If you fail to give yourself and your business the nurturing you both deserve, you send a silent message that you are not worth your own time and care, and that your business isn’t important enough to make a difference in anyone’s life. Is that the truth? I doubt it. But you are showing how little you believe you can make it really big when you continue to play safe and small. You are refusing to serve others with your business, in a way that only you can uniquely serve.

When you really tune in to your old business vision what does it look like? Have you lost your early enthusiasm? How can you get it back? And if you did, how much cleaner and better would you see the way to that secret vision you have? How much more freedom would you have to be with your friends and family? How much less worry over financial matters would you have? What kind of example would you set for family and friends and other entrepreneurs if you kick-started your business again and made it provide for you at a high level? It would be a powerful message, wouldn’t it?

That’s just not going to happen if you take care of everyone else’s current needs first. Take care of yourself and your business, so that you have the wealth needed to take care of those you love. You aren’t here to serve your family and friends everything on a platter. In fact, if you do, they will learn directly from you to lean on others rather than themselves. Is that what you want?

I heard a quote last week that really made me stop and think. “A strong focus now creates a different future later.” How do you focus now on your business, so that you can have that different future? Here are three ways:

* Change your lifestyle and your schedule around so that you are spending at least two hours every single day building your business. No excuses. You are in business for yourself, right? Two hours a day is a bare minimum. Otherwise, your business is nothing more than a hobby. You can work part time, but you can’t work no time. Two hours, minimum, every day.

* Create a calendar for the entire year. Plan in your vacation weeks, at least three long weekend retreat times for yourself to focus solely on your business, and time for learning what you don’t know but need to know in order to build your income. If you are running out of hours in the week, get help for the low-level stuff and keep your eye on the stuff that creates future income.

* Get a mentor or a coach. Virtually every single wealthy business owner works with someone who can pull them out of the weeds when they need it, give them perspective, and save them a lot of time in mastering new tasks. No excuses. Don’t tell yourself you can’t afford it, tell yourself the cost of doing without is much higher than what you’ll pay. Think return on investment, not cost. That’s how a business owner thinks, after all. Are you one, or not?

Sue Painter is a marketing therapist whose expertise is finding the dark and murky under-places that keep your business from succeeding. She develops business plans that work, and strategic marketing plans that take dead aim at your target market. You can subscribe to her Marketing Tips e-zine at http://www.confidentmarketer.com .

The Art Of Negotiating With Spiritual Wisdom

2010-09-28T13:25:00.003-04:00

A psychiatrist discusses a way to negotiate with spiritual wisdom

By Dr Russell Razzaque

The British public are being treated to an entirely novel view this year; politicians talking to each other. Instead of exaggerating and emphasizing, through loud speakers, the differences between each other, they are actually sitting down and treating one another with mutual respect. Straight after the general election, the Conservative and Liberal Democratic parties started negotiating a compromise program. This form of negotiation is, as the Prime Minister, Gordon Brown, himself acknowledged the morning after the election a scenario “unknown to this generation of political leaders”.

The result of the 2010 UK general election was a hung parliament. This means that no one party has an overall majority in parliament, which is something Britain is not used to. Unlike in continental Europe, where coalition governments are the norm because of their electoral system, the UK political system is almost entirely adversarial where one party usually holds all the power and the opposition has none and, as a result, vehement confrontation tends to be the order of the day. The weekly clash of Prime Ministers’ questions - the world’s first prime time reality TV show - is the most visible manifestation of this.

The sight of our politicians apparently growing up over night to engage in mature adult conversation with each other is truly refreshing and one that much of the public are reacting to favourably.

The impulse to descend back into the confrontational default is, however, never too far from the surface. After all ours is a system that goes back several hundred years. The key to success in this new form of adult politics, however, is almost a spiritual one; it’s all about honouring the tribal instinct within while at the same time remaining anchored to the calm centre that sits within us all.

This is where negotiation can indeed become a form of spiritual practise for anyone engaged in it - especially politicians. The fact is that there are two dimensions to all of our personalities; one part - whether we call it the ego, lower self or, as I prefer, the outer self - that wants drama, material reward, excitement, popularity and pleasure, and another part - our higher self as some refer to it, or inner self as I prefer - that is detached from the roller coaster of the outer realm and that is our core centre of peace, acceptance and stillness. We constantly bridge these two parts of our inner world - the part that wants change, and the part that is acceptance - and progress is only really possible when we are able to embrace both these contradictory elements of our inner world.

This is why, If the negotiator is able to simultaneously remain in touch with the side of his/her self that yearns for change and fast impatient action, as well as the deeper layer of the self that maintains an acceptance for all that is, genuine expansion can occur in both the outer and inner worlds. It is for this reason that all negotiated progress is incremental. Just as it should be.

This is what progressive political change is all about and it is a great relief that this time Britain’s politicians have been forced by the public to practise it.

Dr Russell Razzaque is a London based medical doctor & psychiatrist. If you liked this article you may benefit from his online self help program. Sileotherapy is a combination of internet therapy and self improvement.

Knowing The Difference Between Marketing and Advertising

2010-09-23T15:21:00.002-04:00

Any online business will surely get a taste of success with the right Internet marketing and advertising tactics.

By Valerie Parson

Advertising and marketing are two different words with two different meanings, but more often than not, they are used interchangeably. For a person who has a limited background on Internet marketing or even on marketing alone, the two words can be connoted as one and may even be understood as two words with no difference at all. If you want your business to be on the right track, you need to differentiate one from the other.

What Is Advertising?
Advertising is a common yet effective way to market a particular product or service. It is one of the essential aspects of marketing wherein a sponsor pays the services of an advertising firm just to promote or popularize his product or service to reach as many target clients as possible. The advertisers simply endorse the product for mere purposes of endorsing the product and is no longer concerned of its outcome or if it would gain the intended sales and profit of the sponsor for as long as it was able to deliver its advertising job. Advertising can have the following medium:
* Direct mail
* Newspapers and broadsheets
* By using billboards
* Internet
* Radio
* Through the television

What Marketing Is
Marketing is looking at a particular business on a larger scale. Marketing largely focuses on strategies in making a particular business a successful one. It involves various aspects that operates independently but has to work together with the other marketing elements to achieve a wider and a much bigger goal. The usual marketing goal is to determine which product or services is suitable to particular target clients, what strategies can be effective, and how the company would develop and grow through these strategies. Some of the most essential elements of an effective marketing involve any of the following:
* Advertising
* Customer satisfaction support
* Sales strategies
* Product and service pricing
* Market research
* Economic analysis
* Distribution of products
* Public relations
* Involvement of community
* Media planning strategies

Applications of Marketing and Advertising
Marketing and advertising are both useful in making a particular business a hit among its intended clients and the public. In general, a business cannot, in one way or the other, survive without the two. By mere smiling or saying “good morning” to a customer is already a marketing strategy, while a mere mentioning of a product in a social gathering can be a form of advertising. In essence, marketing and advertising can be applied anywhere at any given time as long as there is a need to sell a product or patronize a service. One of the most in-demand forms of marketing nowadays is the so-called Internet marketing where all the benefits of Internet technology are applied to come up with an effective advertising and a successful marketing process. Some of the benefits of Internet marketing include the following:
* Provides immediate response for product concerns
* Fast exchange of communication between clients and service provider
* Convenient and hassle-free commercial transaction for both parties
* Inexpensive access to products
* It provides measurable outcomes and outputs.
* Traditional working hours are not followed.

If you plan to succeed in your online business, having a good grasp of Internet marketing and knowing the difference between advertising and marketing will give you a healthy jump-start. Know how your business can get ahead with the tough competition online.

10 Fatal Sales Networking Blunders That Cost You Money

2010-09-22T17:57:00.003-04:00

Networking is a vital component of a successful career in sales. However, many people make networking mistakes that prevent them from achieving their desired results. Here are 10 sales networking mistakes you need to avoid.

By Kelley Robertson

Networking is a critical skill sales people; after all, the more people you connect with the more you sales opportunities you create. However, many sales people make a variety of mistakes that prevent them from maximizing the power of networking. Here are ten blunders and mistakes you need to avoid.

1. Attending the wrong networking events. When I first started my business I attended as many local networking events as I could fit into my schedule. However, I quickly noticed that I encountered the same people at these events—other small business owners out looking for business. These people were not my target market and very few of them interacted with the type of decision-maker I usually worked with so I realized that I was going to the wrong events. Get the most from your networking opportunities by showing up at events that your prospects attend.

2. Waiting for people to introduce themselves. Let’s face it; the vast majority of people are reluctant or hesitant to approach strangers. However, if you take the initiative to introduce yourself to others you will be perceived as a person of authority and power. Not to mention that the other person will be relieved that they didn’t have to make the first approach.

3. Spending too much time talking. One of the most fatal mistakes is to dominate the conversation. If you truly want to make a great impression, limit the amount you talk to no more than 40 percent of the airtime. Remember, networking events are not the appropriate setting to sell your solution. However, they are perfect situations to uncover potential sales opportunities.

4. Failing to ask other people questions. The most effective way to create a connection with someone is to ask them questions about their business and what they do. Ask them about the challenges they face and what they enjoy most about their work. High-value questions encourage people to share information and help you position yourself as an expert and a great networker.

5. Becoming distracted by other people. Have you ever had a conversation with someone who constantly watched the room instead of paying attention to what you were saying? If so, you likely felt ignored and unimportant. I also suspect that you would not refer business to that person. Don’t make the same mistake. Pay close attention to every person you meet and learn how you might be able to help them.

6. Focusing on your self-interest. This follows the last point. If you make the effort to find out how you can help someone else, the chances are they will reciprocate. In the words of motivational guru, Zig Ziglar, “You can anything you want in life if you just are willing to help enough other people get what they want.”

7. Failing to articulate your value proposition. I once spoke with a small business owner at a networking event and after a 20 minute conversation I still had no idea what she did because she was unable to clearly articulate the purpose of her company and her ideal client.

8. Failing to establish a connection. Effective networking means connecting with people. Although you will not connect with everyone you meet, you can improve your results by making great eye contact, smiling, asking questions, and showing interest in the other person.

9. Executing the “meet & move” strategy. We’ve all encountered the person at a networking event who introduces themselves, gives you their business card, asks for yours in return, and immediately moves on to repeat the process with another victim. You get much better results by connecting with a small number of people rather than trying to meet as many people as you can.

10. Failing to follow-up afterwards. Post-event follow-up is critical. However, don’t make the mistake of calling someone three months after a networking meeting and saying something like, “We met a few months ago and I thought I’d touch base with you.” This approach simply does not add any type of value to the relationship. Here two follow-up strategies to consider:

- When you meet a potential customer, arrange to contact them shortly after the event. Mark it in your calendar and make sure you contact them on the agreed-upon day and time.

- After you meet someone who is NOT a prospect, look for opportunities to refer business to them. You can also help them by sending articles or information related to their business.

Networking effectively can have a dramatic impact on your sales providing it is done correctly. Avoid these fatal networking mistakes and improve your results.

Get your FREE copy of 100 Ways to Increase Your Sales by subscribing to Kelley's free newsletter, "59 Seconds to Sales Success" at http://www.Fearless-Selling.ca. Kelley Robertson conducts sales training programs and speaks on sales at conferences and meetings. Contact him at 905-633-7750 or Kelley@Fearless-Selling.ca.

Pioneer Marketing For Small Business Owners

2010-09-21T16:52:00.003-04:00

The hot new thing in big marketing these days is "relationship marketing." The truth is, that's not new at all. In this article, Sue talks about Pioneer Marketing and going back to business that is based on an immutable law of human nature.

By Sue Painter

When I was a kid living (briefly) in Oklahoma, one of my favorite times was the local “Pioneer Days.” Everyone dressed up in pioneer clothing, old Conestoga wagons were brought out of barns, and re-enactments of the early days of the town were carried out in the town square and at the fairgrounds. Everything was “old-timey“—the way it used to be. Some of the men would even grow their hair long and sport the old fashion handlebar mustache and side lamb chops.

I’m convinced that we are now in the pioneer days for marketing. If I’ve read one article about how push marketing doesn’t work anymore and that it is now all about building relationships with the consumer, I’ve read twenty. And every time I read one I shake my head and wonder why no one writes that this is back to marketing’s pioneer days. We now have “Pioneer Marketing.” It’s what our forebears did in every single city and town, and what the best and wisest businesses still do.

Pioneer Marketing (I think I just coined a new term) has one main tenet, and that tenet is infallible. It works every time because it is based on a law of human nature. What’s the law? “People respond positively and in a timely manner when they are treated with respect, courtesy, honesty, and in a way that has their best interests at heart.” That one law, rigidly adhered to, will win out every time. Your attention may be diverted by aggressive and shiny marketing for a while, but in the end you will go where that law of human nature is adhered to.

Simply put, our prospects and existing customers don’t want to be sold into a product or service that serves the seller and doesn’t serve the buyer. They are tired of push marketing coupled with shoddy goods and lacking customer service. And this is one huge reason that you, as an entrepreneur, have it over the big guys. The big guys have used push marketing, shoddy goods, and lacking customer service for so long that they are scrambling right now to turn huge, bloated, bureacratic businesses around to save their sales. Meanwhile, you and I can “float like a butterfly and sting like a bee,” meeting and forming relationships with our prospects, selling our expertise, servicing our customers, and making the transaction into a win-win rather than a win-lose. We have memorable and recognizable faces. Large, bloated businesses give you a new and usually non-caring face every time you walk in their door or buy from them online.

Family-owned businesses, solo professionals, and entrepreneurs can step up and capture market share right now. Most of us have a familiar face to our prospects and customers. Many of the big guys don’t, and now that they realize that, they are all about “relationship marketing,” thinking they have discovered a whole new world. It isn’t a whole new world at all, it’s the world that many small business owners never left, the one that our pioneer forebears lived in. Everyone knew the business owners up and down the street and how they treated customers. Everyone knew who to avoid and who to buy from. Business was good or bad depending on the business owner’s savvy and her ability to form and keep relationships. Reputation was everything, and was based on something real, not something manipulated by copious marketing.

People respond to Pioneer Marketing because it is in our human nature. We are wired for relationships. On the frontier, relationships and trust in others meant survival. In the marketplace, it means survival for you, the business owner. And it is coupled with a sense of trust and satisfaction in our customers, as well.

You don’t have to put on a pioneer costume or grow a mustache to use Pioneer Marketing. Just plaster that one law of human nature up where you can see it, and build your business from that place. Let your marketing, advertising, customer service, and sales be aligned with that law. Couple that with good business skills, and you are good to go. The next time you hear about the new “relationship marketing” just smile. You are already there. So hip, so pioneer. That’s you!

Sue Painter coaching mindset and marketing for solopreneurs. Check out her marketing tips at http://www.confidentmarketer.com and on the YouTube channel confidentmarketer. Sue's marketing expertise and strong insight leads her clients to call her a marketing therapist. She can help you build your business from the inside out.

The One Strategy That Doesn't Get Said

2010-09-20T14:43:00.004-04:00

There are many skills it takes to grow, sustain, and build a business. Everything from marketing, mindset, and math has to be in play to make real money and a real difference. All of the education, time, and money you have put into growing your business won't much matter if you don't embody this - tenacity!

By Suzanne Evans

Never give up. Never quit.

People always want to know how I did it and what the one big shift was that happened.

It’s simple.

I didn’t stop. I didn’t stop when:
* People said No.
* I ran out of money.
* I got tired.
* I went dry creatively.
* Someone hurt my feelings.
* Someone no showed.
* People discouraged me.
* I felt I wasn’t enough.
* I was told I wasn’t enough.
* The clients I did have left.
* No one new came.
* The car broke down.
* A family member died.
* I was confused.
* I was scared.

I didn’t stop.

The greatest business skill set you need is tenacity. All the other stuff just make this path easier. Tenacity makes the path possible.

Now, here’s what you do:

When the money runs out… Get a job! (I like to call it a business loan) Fund your dream...if you believe in it enough, find the income stream to support it.

When people leave… Find new people! Clients leave for a reason. They are often afraid of success and some leave because they are complete. Let them go, take a breath, and ASK - find new people to share your message. Don’t stop.

When you are scared… Go through it! The only way out is through. There is no magic pill. There is no step-by-step system for fear. When you do it it gets easier… when you build that muscle you get braver. Courage is a learned skill.

When you get tired… Ask for help! No man is an island. I didn’t build this alone and neither can you. You need to only work in your brilliance and delegate the rest.

When someone hurts your feelings… Remember who you are! I didn’t get in this business to make friends. I do this to make a difference. Not everyone will like me, my style, or my methods. There are other coaches for them. I know who I am.

When you feel you aren’t enough… Know the truth. You are a child of God. You are here to let your light shine and you are enough. If you are reading this email it means you believe in possibility. Share that possibility for it is love.

Tenacity. The only business skill you ever need to know.

Suzanne Evans is best known as the 'action expert' and has coached hundreds of solopreneurs to model her multiple six figure business. Learn how you can help more people, make more money and have more fun doing what you love by signing up for your free copy of the 5-Part Mini-Course 'Awakening Your Authentic Entrepreneur' at http://www.helpmorepeople.com

Use The Law Of Attraction To Gain Self Confidence

2010-09-17T18:39:00.001-04:00

If you feel that you are lacking self confidence you should take the step to learn how to use the law of attraction to help you overcome this problem. You will find that by just taking some time to consider what you need to address and then applying the law of attraction, your self confidence will increase, and you will restore your life back to what you would like it to be.

By Michael G Thompson

Do you consider that it is self confidence that you are lacking? If you do, then it is definitely time for you to stop for a short while and allow yourself time for you to think carefully about yourself. Utilize this a period of time you have given yourself to take a look carefully at everything and anything that relates to you as well as what you carry out in your life before you begin to use the power of the law of attraction. You simply must decide just what is actually taking place within your everyday life and come to a decision on just precisely what is actually working as well as what is not . You have to carefully consider the way you cope with tasks and life right now as well as how you believe you ought to deal with them in the future. Simply by using a little bit of time take into account everything you believe you ought to deal with and by making use of the power of the law of attraction, you are going to be on your path to improving your confidence.

When using the law of attraction you will start to discover your self confidence and identify a way to just accept yourself for what you are. You have got to take into account that you have numerous issues with yourself which you may or may not like, however you will need to get yourself to the particular position where by you acknowledge equally your own perfection and flaws. You’ll discover that there is really a tremendous amount to gain from the law of attraction and you will also realize that there is a lot that you will need to contribute to ensure that you achieve the self confidence that you desire.

To make use of the law of attraction in this instance you will need to consider yourself as well as your energy. Since the law of attraction is reliant upon energy you will need to improve yourself a little. The key factor is to manage to keep out the damaging negative energy and take hold of the positive energy. If you would like to find techniques to achieve this, begin with a Yoga class or perhaps try out a Pilate’s class. You will see an enormous change for better as you carry out these types of activities. There are many alternative techniques that will help you to relax and purge yourself of the negative energy. You may choose to experience a specialty massage that pin points your energy levels and it will be possible to clear up all of the undesirable negative energy that may be preventing your success and destroying your confidence. Another thing to consider would be acupuncture because it will unquestionably assist you to boost positive energy within your body as well as your mind.

Furthermore, by using the law of attraction you will have the ability to enable yourself to be your own personal life guide and you will discover ways to not permit other people to manipulate your life. You must learn to do things simply for yourself and you will find that the law of attraction is going to help you discover the self-confidence and the energy you feel you are lacking to be able to run your own life. The law of attraction will unquestionably help you in several ways to restore your life back to what you have decided you would like it to be. You will want to keep in mind that the energy that you have is very different when you take control of your own life.

Bear in mind that the law of attraction, although it will assist you to make the changes that you desire, you will most certainly need to spend some time to evaluate exactly what it is you want to achieve. If you do this you will find that the law of attraction will certainly help you. As a result of carrying out the process you will see that the empowering feelings that you will get will certainly provide you with a lot more self-confidence, having said that, you will have to focus on yourself and who you are to persevere your degree of self-confidence. Understand that the law of attraction is definitely not a joke, but it is something which must be considered very seriously in order for it to work for you properly.

Find out more about the Covenant of Timeless Wisdom and begin making use of the Law of Attraction to accomplish everything you desire from life. Well-being, Happiness, and Wealth can easily be yours as you discover how the Law of Attraction can work to suit your needs. For more information click http://www.the-timeless-secret.co.uk

Your Client Attraction Secret: Speaking!

2010-09-15T13:56:00.003-04:00

How you can create comfortable and interactive speaking engagements that attract clients!

By Chris Makell

I won’t go into all of the strategies and facts on speaking and how it’s the thing people least like to do even more than dying. Or, how it’s just too hard and nerve racking to do. You’ve heard it all.

I will say that how you approach speaking will either make this true for you or not. I have spent many years in corporate, delivering presentations to as few as one senior vice president to a group of 50+. No matter how well I knew every word and bullet on my transparency, or foil (remember those?), slide or PowerPoint, it was not always an easy thing to do. I was nervous, every time. Because this was something I wanted to be better at, I’ve taken fabulous presentation courses and improved my delivery as a result. It’s created more confidence and less nervousness.

Now that I’m leading my own business, speaking for me is, very, very different. No longer do I need to convince someone that I know what I’m talking about and that my recommendations will help them have better results. I have the opportunity to take a much different approach. And I guarantee you that if you add these simple strategies to your speaking toolkit, you’ll achieve the client attraction success I have experienced.

Strategy #1: Approach the presentation with a desire to share your knowledge

Ever wonder why teachers don’t get nervous each day in front of the classroom. I’m sure some do that first day… Though I don’t know this for a fact, I do know that having a desire to help others learn can erase that nervousness and give you the passionate energy that all great speakers thrive on. When you’re putting together your presentation, ask yourself what am I teaching my audience? How can I help them achieve success from what I’m about to share? Just using this approach will shape the tone and texture of your presentation and build your passionate (not nervous) energy!

Strategy #2: Select a topic that will be of interest to your specific audience

So that means you can’t use a “canned” presentation. You have to demonstrate your ability to connect with an audience where they are. As a result they’ll see that you are able to address their specific client challenges.

Strategy #3: Put your audience to work!

Use handouts that keep them on track with your presentation and that requires them to take notes so that they are active and learning during your presentation. Ask your audience what they got from the presentation at the end, to deepen the learning and keep them connected to you.

Strategy #4: Create a way to “stay connected”

Bring your business cards, sign up sheet for your newsletter, brochure, announcement of an upcoming event you’re hosting, etc. Give the audience a way to stay connected to you after your fabulous presentation!

Using these simple strategies will make you and your business more “client attractive”. And you’ll get an incredible rush from sharing your knowledge, expertise and passionate energy!

Break a leg and get a client!

Chris Makell helps coaches, consultants, and other solopreneurs who want to live their life's purpose transition smoothly from unfulfilled full-time employees to successful full-time entrepreneurs. To learn how to make more money doing what you love, visit www.RadianceMarketing.com to claim your free special report, "7 Surefire Ways to Get the Most Out of Your Time and Marketing Dollar."

The Social Media Marketing Age Has Arrived

2010-09-09T14:14:00.004-04:00

Social media gives the strategic marketer a veritable treasure trove worth of tools to make use of. While many people think of social media just being made up of website such as Facebook and Twitter, the full-range of the spectrum proves that there are hundreds of options for the social media marketer to take advantage of.

By Steve Duval

Marketing is an industry that changes drastically as every year goes by. Over the course of the past few years, the industry has seen a shift like it hasn’t seen since its inception. The advent of the Internet certainly shook the world, but it took the introduction of social media to really blow the roof off. Social media has changed the way many people live their lives, and has certainly changed marketing to a drastic degree. One thing is for sure, and that is if you aren’t involved in social media marketing, your business may very well be doomed. Welcome to the next generation.

Many people wonder what the term “social media” really means. After all, it is a fairly loose, catchall umbrella term. While this may bear some truth, it should not work to underestimate social media’s importance. In general, social media is thought to be any virtual platform that allows the user to take control and actually broadcast about his or her life. Whether the reason behind this is that people love to talk about themselves or that people love to hear others talk about themselves (it’s probably a combination of both), social media is here to stay. Ignoring the trend is no different than ignoring the automobile; we’re not going back in time in the near future.

Social media gives the strategic marketer a veritable treasure trove worth of tools to make use of. While many people think of social media just being made up of website such as Facebook and Twitter, the full-range of the spectrum proves that there are hundreds of options for the social media marketer to take advantage of. Take blogging, for instance. Many people view blogs as being sources of either hard fact or personal accounts, and don’t take into account the fact that blogging can be used to promote products & services. A smart company will have an interesting, accessible blog, as this will heighten the interest of the consumer. Learning to use blogging technology can take your business to levels unforeseen.

While blogging is useful, there’s a reason why sites like Facebook and Twitter define social media - they’re extremely popular, and each holds millions of members that are all targets for various forms of marketing. Sure, posting banner ads on Facebook will likely get your website more traffic and may even help to increase business. The real potential, however, is setting up a Facebook page devoted to your products or services. As with blogging, you’ll want your Facebook page to be attractive and interesting to read, complete with pictures and commentary.

Have you ever considered how effective a simple tweet about a new product you’ve released can be? Many people don’t even think about how useful Twitter can be to a marketing campaign. The bottom line is that Twitter’s popularity is higher than it has ever been, and making use of the service for marketing can be very effective.

Start using social media today and watch business increase!

Steve Duval is an internet entrepreneur who is showing others the many ways of making money online today. He teaches simple techniques that anyone can use to earn money online http://www.expressincomes.com

Promotional Products Get Your Logo Seen

2010-09-02T14:36:00.004-04:00

Promotional products like pens, hats, mugs and water bottles, are better than traditional advertising because they can be targeted to a specific audience. Also, people tend to keep most promotional products for about a year, which means your corporate logo will be seen more often for less money.

By Julie Austin
Copyright (c) 2010 Julie Austin

Promotional products are usually useful and unique things that most people would use anyway. If they have a corporate logo on them then more people see the logo.

With promotional products you know which people got them because you control the distribution. An ad might not always get to the audience you’re targeting. Your customers will be more likely to keep your promotional product around if it’s something they would use anyway.

Your customers will remember your name if they see it on a product that you give them. Think about how many times you’ve worn a T-shirt or hat that has a company’s logo on it. The more you see a logo on a promotional product, the more likely you are to remember the name of the company. Advertising will also get you to remember a corporation’s name, but it’s much, much more expensive to have to constantly advertise. A promotional product does the same thing for a fraction of the price.

Over 50% of people keep their promotional products for over a year. Your logo is being seen over and over again. The more it’s seen, the less the actual cost is to you in the long run.

Choose promotional products that have long-lasting value and are products your customers would be interested in. Imprinted golf balls or golf bags would be a good thing to give to your customers who are golfers. Whenever they use the printed golf balls they will remember you fondly. People who are coffee drinkers would use a mug every day, and if it has your logo on it they will be seeing your logo constantly. Calendars with your name on it are a good product to give customers because they will keep it around for at least a year.

Offer your customers unique promotional products that they wouldn’t be able to find themselves. Something unusual and useful will stand out in their mind and they will associate your company name with it. It’s more likely that customers who receive promotional products will place bigger orders.

Promotional products allow you to target your advertising to a specific group for less money.

Julie Austin is the inventor of swiggies, wrist water bottles for runners. They are hands-free, hold 11 ounces of water or sports drink, and can also be frozen to lower body temperature. http://www.swiggies.com

How To Obtain Small Business Financing Help When Banks Say No

2010-08-31T20:37:00.003-04:00

This article provides some realistic small business financing options for commercial borrowers to consider if their bank cannot help. What to do if their bank says no to a request for commercial loans and working capital is on a growing list of problems that small businesses cannot ignore in the face of commercial banking difficulties.

By Stephen Bush

Because of a deteriorating commercial lending environment, some of our earlier advice is now likely to be especially relevant for many businesses. Banks are currently saying “no” more frequently than they have in decades, and we provided advice a few years ago about what actions business owners should consider if their bank rejected a small business financing request.

A bank saying “no” can actually lead to an overall improvement in commercial financing options under many circumstances, although a business owner is not likely to hope for the business loan rejection in the first place. With requests for needed business financing and working capital, small business owners are increasingly hearing their bank say “no”. Most commercial borrowers are often not sure what to do next since such an awkward situation represents uncharted waters for them.

Banks are routinely saying “no” to small businesses which are both profitable and long-term customers. Because this has become such a widespread commercial lending problem, it is now common to hear phrases such as “business loans without banks” and “thinking outside the bank” when talking about strategies small business owners might need to analyze.

There are two financing situations that businesses should especially be prepared for banks saying “no”. One of these involves working capital loans (including commercial lines of credit) and the other commercial real estate financing. While a small number of banks are still proving to be reliable sources for some business financing options, recent nationwide commercial lending reports clearly show a drastic reduction in commercial loans for commercial real estate financing and working capital loans.

Small businesses have only rarely pursued the option of replacing their bank. There is little recourse but to pursue such a path when their bank says “no” to routine requests for business financing, and astute business owners need to quickly accept this harsh reality. Improvements to the overall financial health of a business will be achieved in a pleasantly surprising number of cases even though this search for new commercial finance alternatives is undertaken under protest by most commercial borrowers. Keep in mind that in many cities and communities, one or two banks frequently operate in a near monopoly environment. When small business owners have literally been forced to find new business finance options, they are often pleased to discover that they can not only replace existing bank financing satisfactorily but also improve their bottom line in the transition.

A prudent starting point for commercial borrowers to adequately evaluate how to get working capital and other business loans when their bank says “no” is likely to be a lengthy conversation with a small business financing expert. A critical step to eventual success in formulating a strategy for obtaining new sources of effective commercial finance funding is likely to be finding and selecting such an expert, but it should be realized that this is not likely to be a quick or easy task for business owners. Ensuring that the commercial financing expert chosen is totally independent and not affiliated in any way with the bank which said “no” is an especially crucial aspect not to be overlooked in locating a reliable expert to help.

Stephen Bush has provided candid advice to business owners for 30 years and is a commercial loan expert. AEX Commercial Financing Group offers small business financing and working capital options

What Type Of Character Is Your Customer?

2010-08-30T10:23:00.003-04:00

This article looks at the FACE model of customer types and shows how sales people can adjust their approach so they are more effective and better able to sell to the four personality types identified.

By Richard Stone

New sales people often ask their sales training tutor, “Why do I need to learn more than one sales approach?” or “Why does my approach work well with one client, but leaves the next disinterested in my product?” The answer given to such questions by the tutor is: “It’s to do with your customer’s personality!” Selling, they will be told, is the art of persuasion; it involves the sales person persuading their potential customer that what they are offering meets the customer’s needs best. Every customer will be different, that is why nothing works with every customer all of the time. To be effective your sales talk must address different customers in different ways. That is you will have to tailor your sales talk to best fit the style of the customer in front of you. An important part of your job as a professional in sales is to identify what type of customer you are selling to.

The FACE model, as taught on sales training programmes, helps us to understand the different types of customer we come across. The model analyses a person’s personality using two interacting scales of how assertive and how emotional they are. This gives rise to the four basic personality types described by the FACE model.

We all spend between 65% and 72% using one particular style and this is known as our natural style. However, no one is exclusively just one personality type and we all use the different FACE styles from time to time.

The first personality type is the ‘Friendly’ personality. These types are emotional and responsive people who are essentially led by the needs of others and are people orientated. You could imagine that selling to this type of person would be easy. They’re friendly and open, so what’s the problem? The difficulty is that they want to get on with everyone and say yes to everything. This will make them delay any decision making that might upset anyone, including upsetting the supplier. So what can be done? It’s vital to get to know this person really well. Building rapport is essential. The impact of change should be minimised, particularly if people are invloved. Place emphasis on the benifits and do not be tempted to try to rush them. Their attitude is one of “Reassure me that this is right for my colleagues and me”.

The second personality type is the ‘Analytical’ personality. Such people are described as unemotional and responsive. This type of personality is extremely wary of sales people - they can’t see that any value is being added by the sales function. As you may expect, to sell to them requires the provision of a great deal of information - therefore, preparation is critical. Like the ‘Friendly’ type, they decide slowly, so allow them time for consideration. Don’t exaggerate - that will only arouse suspicion. Be prepared to present the downside of your offer as the ‘Analytical’ considers nothing to be perfect. Remain cool, calm and factual. Present proofs if possible.

The third type of personality is the unemotional and assertive type known as the ‘Commander’. Commanders focus on time, results and action. Selling to the ‘Commander’ requires preparation. They will regard any shortfall in a presentation as sloppiness and will decide against it very quickly. Time is of the essence - If they can not see where the meeting is going, they are likely to end it. The sales person must stress the result for them and their organisation - profits first, then people. It is also criticle that the “commander” sees the salesman as a firm and decisive business partner - any hint of uncertainty will tip the scales against them.

Finally we have the ‘Extroverts’, defined as both emotional and assertive they are gregarious people who love to be at the centre of whatever’s going on. They can be huge fun to meet with but be careful that they do not take too much of your time. Keep your sales talk light and short because details bore them. They may need more attention than the other types, so you should keep in touch by phone, email or letter. Sell to extroverts by stressing the benefits of a new, different approach. But whatever you do, do it enthusiastically!

The real benefit of sales training that includes the FACE model is that by knowing how each prospect or customer thinks and acts we can alter our sales approach and so become more effective sales professionals.

Richard Stone is a Director for Spearhead Training Limited that specialises in running management and sales training courses to improve business performance. Richard provides consultancy advice for numerous world leading companies.

A Three Step Formula For Overcoming Objections And Closing Sales

2010-08-27T13:02:00.003-04:00

This article describes a simple three step process used by professional sales people for handling customer objections. Following this process will help you close more business.

By Richard Stone

Even the most experienced sales professionals have to face objections as part and parcel of their sales job. Whilst I wouldn’t be so bold as to say that you can overcome them all, the formula that follows, which forms the foundation of consultative selling techniques as taught on our sales training courses, will give you a much higher chance of handling such objections well. And if you handle objections well you will be able to close mutually beneficial business for both sides and this in turn will lead to greater job satisfaction for you.

Some clients raise clear unambiguous objections during your sales presentation, such as “I want delivery on Monday not Tuesday”. These objections are easy for the sales person to handle and rarely cause issues on sales training courses. However, very often, the objection is articulated less clearly by the customer using a phrase such as, “I don’t think it’s right for us”, or, “the men on the shop floor wouldn’t wear it”. Whilst they are themselves valid as objections, they are far too vague for a sales person to handle immediately. This is where the three stage formula for handling objections can be particularly useful.

The first step in the three stage formula is to refine the customer’s objection. This is to make it meaningful, specific, or quantifiable so you can deal with it. You can do this by asking a question such as “Do you mind if I ask why you say that?” By using this type of question we make the client re-phrase their objection and disclose its real underlying meaning. If you can do this you are well on your way to handling the objection.

Having refined the objection we now want to be sure that this is the only reason why our prospect is reluctant to proceed with the purchase. It would be a complete waste of your and the client’s time if you solved the objection and were then greeted by a load more. So the second step in the three stage formula is to isolate the objection. This can be acomplished by asking the client another question along the lines of “if we overcome that can we go ahead”?” The answer given by the customer will quickly indicate to us if there are any more skeletons in the cupboard that we need to deal with. If there are no others, then the end point is in view.

Now that we know the reason for the objection and we have established that it’s the one thing preventing the sale from taking place, we must move into the final stage of the three stage formula. In this stage we now need to take a pro-active stance with the customer, using justification. This means repositioning the customer’s argument. Instead of focusing on the reason not to buy, our presentation to the customer should now help them focus on, and consider, the extra benefit they will get which arises from their area of concern. So, for example, if the objection is “Too dear”, they really want to know what extra gain will come their way by proceeding with our more expensive offer and we should explain this. If, on the other hand, they state that “Its too large”, they are enquiring as to why it is constructed in that way and what they will get for their money. Again we need to address these concerns.

So, in summary, the three step process for managing objections well means refining the objection, ensuring it is the only bjection the client has and then overcoming the objection using pro-active justification. By adhering to this three-step process, as demonstrated on our sales training courses, you will be well down the path to developing the skills needed to become a professional salesperson.

Richard Stone, Director of Spearhead Training specialising in management and sales training courses to improve business performance. Richard also provides consultancy advice for many leading companies. View further information at => http://www.spearhead-training.co.uk

Presentation Success: How You Can Own The Room

2010-08-24T10:52:00.003-04:00

A successful presentation starts with the presenter owning the room. When you know and own the room, you will be a more powerful and confident presenter. That leads to more successful presentations for you. What can you do to own the room?

By George Torok

Consider this

While strolling in your neighborhood you will feel more comfortable and confident than in a strange town. A sports team usually feels stronger when playing at home. Delivering a presentation is certainly a competitive sport. Why not do it on your home turf?

As a presenter, how do you own the room? “Owning the room” is a feeling that you can generate within yourself by knowing the room. How do you know the room?

Know the room

Knowing the room for your presentation might mean arriving the day before your presentation. At the very least, arrive one hour before your presentation. Don’t breeze in 10 minutes before you speak and expect to “own the room”.

Get into the room before your presentation - preferably when no one else is there. This will allow you to make the following preparations.

You can see the room and start visualizing how you will present and how your audience will look. Visualizing yourself presenting in the room is an effective way to prepare for your presentation. You will feel more comfortable and more powerful if you’ve been in the room before your presentation.

If the room is not the right size for the audience expected you can plan what to do to alter the room to make it appear to be smaller or arrange for another room.

You can check the setup of the room. Become familiar with the layout of the seating, tables, doors, curtains and other characteristics of the room. Walk around the room and sit in different seats so you understand better how the audience might or might not see you and your visuals during your presentation. Look for blind spots.

Arrange for the seating to be changed to your preferred arrangement. Sometimes this might mean making those changes yourself. (I’ve done this the night before an important presentation.)

Play with the switches. Test all the lights, AV and climate control switches. Tape the ones that should not be changed. Discover the ones that give you the settings you want so you can set it quickly or explain to an assistant how to do it.

Check all the doors to learn which ones are noisy - so you can tape the latches with duct tape. Which are the outer halls that need a “Do Not Enter” sign taped on the outside? Where are the washrooms so you can direct people? hich are the emergency exits in case they are needed?

Rehearse walking on and off the stage so you don’t trip. I’ve done it and seen it happen. It’s surprising how simple things like walking on stage can be nerve wracking when you are giving a presentation.

Stand on the stage and deliver parts of your presentation. Move about the stage to feel comfortable and find the cracks or creaky boards that you will need to avoid. Check the position of the speakers while speaking on the microphone to avoid feedback. Test the microphone when the AV people are there. Often they test the microphone with one of their staff then they disappear.

One More Presentation Tip

Change or move something to make the room yours. Close the curtains, move some chairs, put a small table on stage… It might not be much but any small change that you make can help you feel better when you take the stage.

I’ve delivered over 1,000 presentations and I’ve noticed that a good room setup can influence the energy of the audience and success of your presentation.

Know the room and you will own the room. Your audience will marvel at your confidence and presentation power.

© George Torok helps business leaders, managers & sales professionals deliver million-dollar presentations. He offers presentation skills coaching and presentation skills training. For more free presentation tips visithttp://www.Presentation-Skills-Success.com To arrange a media interviews call 905-335-1997

Why Some Entrepreneurs Don't Make Much Money

2010-08-18T11:36:00.004-04:00

When an entrepreneur isn't making much money, it's usually a mixture of lack of business skills and a mindset about money that needs to change. In this article, Sue tells a story about one entrepreneur who is going broke, and what that entrepreneur really needs to change if she wants to make money.

By Sue Painter

Here’s a quick test for you...let’s say I hand you a C-note. Close your eyes and feel that hundred dollar bill in your hand. Now, watch your thoughts and see where you mind goes. Just watch, until you get a thought that comes up about this money in your hands. What is the thought?

* A good number of people will have a thought something like “I better put this away, I don’t want to lose this money.”

* Fewer people will get a thought that goes “this is a gift, truly found money. How should I use this, what can I do?”

If your thought was about keeping the money safe, I’ll wager that you think of money as potential loss rather than potential gain. And that mindset isn’t going to help you create a business where money automatically comes in and goes out, just like the tide. You can’t stop the tide. If you constantly try, you still get the inevitable but you are much more miserable over it than if you just let that tide go out and enjoy watching it as it goes. Same with money!

The other day I had someone contact me who was interested, she said, in coaching for her small business. Actually, she had two businesses, had them both for several years. The very first statement out of her mouth was not about her businesses but about her money. “I make less than $100 a month with these businesses,” she said. She didn’t tell me about her businesses, ask me how I might help her, or what she hoped to gain in working with me. Instead, she came at me from a place of lack, focusing on what she doesn’t have. That lack is fear-based, contracted energy. Behind it is a poor-me mentality. That creates a constant story of lack, a negative energy. It literally “pulls” others toward that lack. While we didn’t get far in talking about working together, she right away let me know she had little money and probably could not afford to work with me. Underneath that statement was a subtle pull on me, to join her in her financial lack by cutting a deal to work with her for less money, or to sit there and spend an hour of my time for free while she talked about her financial lack rather than asking me how I could help her go where she wanted to go. Then, we both could lack and she would have a “community of lack” going. Do you see? Very subtle, but very powerful. Watch for that from others, and don’t let that energy go to work on you.

Let’s think about this solopreneur who has two businesses that are both several years old and who makes about $100 a month from both of them together. Does she need to be more profitable? Obviously, yes. She probably needs to focus down on one of the businesses, build that to an ongoing profit, and then bring the second business on-line. She may need to ditch one — I don’t know her well enough to say. I do know, though, that it doesn’t work to approach me about working with you and ask me first thing what I charge. The money isn’t the issue. The issue is what would this $100 a month entrepreneur GAIN in working with me (or someone else) rather than what she would LOSE. If I can’t get her to focus on the gain, she won’t engage in what I suggest to her. She’ll be thinking about that money she’s losing by paying me (or someone else) rather than what she is GETTING in the process.

There are a lot of reasons why many solopreneurs and small business owners are not profitable. Many lack knowledge about the basic tools of business. These things are skills that one can easily get through classes, reading, having a mentor or a coach, or going to workshops. The bigger barrier to making money is your own mind set about money. If you focus on how little you have it will absolutely never grow. If, instead, you focus on what you can gain with the money you have (no matter how little or large that amount) you will be OK.

Here’s what I wrote to this woman. “You know, it’s never about the money, it’s about what will happen if you do NOT change and learn to invest in building your business. When people e-mail me and ask only what it costs to hire me, I know they are trying to decide only on cost. The wiser decision is based on value or what it will cost them if they keep on the road they are on. See, it would benefit you to know more about what we might do for those three months, but instead of asking me that, or asking when we might talk about it, I see that you are asking only what it will cost you, not what you will gain. So there you have a little bit of coaching for free. If you change to put your attention on gain rather than loss, you will begin to shift your thinking and your business from cost to benefit, both for yourself and for those you wish to serve.”

If you are not profitable through lack of focus, bad planning, or lack of business skills you can fix it. It takes risk, self-honesty, willingness to feel a little uncomfortable as you learn new skills and behaviors. It takes faith! But the biggest thing it takes is shifting your mind set from lack to gain. Or, from a poverty mentality to an abundant mentality. Or, from fear to love. Not only will you benefit, but those you serve will benefit.

This week, practice not leading with money questions. Practice focusing on what you gain rather than what you lose. It will shift your mind set, and in time it will shift your bank account, too!

Sue Painter is a marketing therapist whose expertise is finding the dark and murky under-places that keep your business from succeeding. She develops business plans that work, and strategic marketing plans that take dead aim at your target market. You can subscribe to her Marketing Tips e-zine at http://www.confidentmarketer.com .

Why A Top Ranking Google Website Will Determine Your Success

2010-08-09T12:39:00.002-04:00

Having a website is like advertising your business in the yellow pages of yesteryears. A top Google ranking website lets you reach potential customers and pre-sells your products and services. What is the price of not having a website in today's business context? A lot!

By Azmi Adnan

For every business entity that exists today, there is a website that goes along with it. Having a website is like advertising your business in the yellow pages of yesteryears. A top Google ranking website lets you reach potential customers and pre-sells your products and services. What is the price of not having a website in today’s business context? Seriously, a lot. It is something that no business can do without.

When previously we visit a travel agent to purchase our plane tickets, today we do it at a click of a mouse on our home computer from service providers such as priceline.com and at a cheaper price too. In some cases, we can even choose our preferred seats and our in-flight meals. We used to book our hotel rooms from travel agents too but now when can do it directly from the hotel website or from discount wholesalers such as hotel.com. The business gameplan has changed. Today, business is conducted at the speed of thought.

Unless you are a big entity that everyone knows about such as American Airlines, Citibank, or Amazon, letting your customers find you in the crowded world wide web can be complicated. Firstly, you need to understand the surfing habits of people looking for information. Surfers hardly go beyond the first page of a search engine and even if they do click on your link to view you site, you generally have about 7 seconds to engage them before they leave. Unless you are very good at copywriting and designing web pages, I suggest you outsource this task to people who are experts in this field, and there are plenty of them around.

Besides the importance of having a top Google ranking or having a top 3 positions in the generic search result of the search engines, there are also other ways of letting your customers reach you. If you own a specialist store for wines for example, you can distribute flyers to your customers and let them know where you can be found in cyberspace. You can even collect email addresses of your customers and start sending ezines and updates on your products and services to them. The idea is not to sell to everyone, but to a select group of people who has shown and interest in your business and keep selling to them. The fact that your customers visited your store pre-qualifies them.

This article is to establish that if you need to survive in today’s business environment, a website is an essential instrument to reach to your customers. If your are building a new customer base based on your presence in cyberspace, than having a top Google ranking or a first page ranking in the other search engines is your priority task. However, you can also take advantage of your current customers who visit your store and build a relation with them through newsletters with a link to your site. In any case, in this digital age, you need to reach out to your customers and offer greater convenience and value through the world wide web.

Is Job Stress Affecting You? - Overcome Anxiety And Help Your Heart!

2010-07-30T17:15:00.003-04:00

Workplace stress has been proven to be associated with increased rates of heart attacks. This article looks at some of the signs of anxiety and ways to begin to overcome it.

By Maria Parkinson

How to overcome anxiety at work is a vital topic for Executives to focus on. More and more anxious workers are looking at potential heart problems, due to job insecurity, long working hours, unreasonable workloads and tight deadlines.

According to various studies in America, higher workplace-stress levels have been proven to be associated with increased rates of heart attack and hypertension and have also been linked to nervousness, anxiety and depression.

The American Institute of Stress Cites that,it is so well-accepted in New York and Los Angeles that, police officers who suffer a heart attack on or off duty, are assumed to have a work-related injury and are compensated accordingly(including a heart attack sustained while fishing on vacation or gambling in Las Vegas!).

It is believed that, we have learned to respond with anxiety to situations. Whilst that makes sense, our response also depends on what kind of person we are and the type of environment we find ourselves in. Both of the former aspects contribute to our stress levels in many ways.

If we are a very sensitive person, who likes peace and calm and find ourselves working in a chaotic, noisy place then this may affect us. We have different personalities and tolerance levels.

Firstly, learning to overcome anxiety involves being consciously aware of, what type of person we are and what type of environment is conducive to our peace of mind.

Secondly, recognizing and acknowledging when we are anxious, and taking action to help ourselves is a sign of strength, not of weakness.

Here are some early warning signs of stress:

1. headaches
2. difficulty sleeping
3. difficulty concentrating
4. irritability and anger
5. becoming withdrawn
6. upset stomach
7. low morale
8. nail biting
9. weight loss or weight gain
10. feeling powerless to change anything
11. turning to food,alcohol,drugs or caffeine as an escape
12. chronic fatigue
13. cravings for sugar and chocolate
14. excess energy,can’t relax
15. heart palpitations,shortness of breath

We need to stop, sit down, and identify how we are feeling, what is creating the problem and what we want to do about it, before it is too late and the decision has been made unconsciously.

It is vital to make a conscious effort to recognize the triggers and overcome anxiety quickly, so that you do not internalize it, where it can play havoc with your body.

Is the job more important than your health? If you die of a heart attack, you will be replaced at work but your family, your life and your heart cannot be replaced.

Make a conscious decision to overcome anxiety and live a long and fruitful life.
OVERCOME ANXIETY - If you would like to learn more about eliminating anxiety and stress from your life permanently, you can do so here: http://www.stoppanicattackspermanently.com

Set Up A Time Sensitive Database To Grow Your Sales

2010-07-29T09:38:00.002-04:00

If your prospect will need to purchase your service or product tomorrow and you call him today good things happen. The most important of which is his belief in your opinion of the importance of his issues (hard sentence, important point). You knew he would need you tomorrow and you called today. That's the company he wants to do business with!

By Thomas Anthony

When I stop at the traffic light and the man approaches me saying “Hey buddy, wanna get her some flowers?”, I just close the window. I have absolutely no reason to talk with that man today and I really wish he would leave me alone. But……. when he came over to my car the day I was going to see my girlfriend and apologize…. well that’s another story! I quickly paid his $20.00 and said “thank you” with a truly genuine tone.

“The squeaky wheel gets the grease”. Truer words have never been spoken and understanding how that phrase applies to your business is absolutely mandatory! Squeek at the right time and get even more grease! Your company may be the strongest, most professional, most experienced and most capable player in your market for a particular task, but if you are the only person that knows that information…. well… you get the idea.

Every business needs to advertise to grow and establish a client base. Always remember your client base is where your consistent cash flow and your referrals come from. Whether it’s signs, uniforms, print, radio or Internet advertising, telemarketing or direct sales, you need to do something to fuel your business. Telemarketing is the subject of this article, so I’ll touch on it here.

The brief overview of a telemarketing effort would be the understanding of who you are, what your immediate goals are and exactly who you should communicate that information to. As an example, if I were to be cold calling from a list of Facility Managers:

“Good morning, my name is Thomas Anthony and I’m with Facility Support Services. We are commercial cleaning vendors and I’m interested in competing for the cleaning business with your company. Who would be the person I need to speak with?” I wouldn’t offer any other information, unless asked, until I connect with their decision maker. When I do connect with the decision maker I would repeat the above sentences again to him/her followed by:

Are your cleaning requirements re-evaluated and bid annually or only as necessary? Their answer to that question gives you your action date. Forward them a little information about your company and add their information to your time sensitive prospect file. Their contract isn’t available for bid right now, so taking too much of their time now would be annoying and unprofessional (like the guy with the flowers). Set an approximate date with them for your follow up call (never more than 60-90 days), thank them for their time and send a follow up thank you letter/e-mail including brief company information. If your company has a strong client base, include it as footer to most of your correspondence.

A time sensitive database of all the prospects in your area is an incredibly valuable tool. Your time is much better spent, and your closing ratio is substantially greater, when you are sharing information about your company’s abilities with a decision maker at the time their looking for it (again the flowers). Every contact you have should reside in this database and you should check and update it daily. Soon it will be directing you towards new business and new cash flow streams. Try to include every prospect with a short “he said-she said” in the database to refresh your memory as necessary. Always remember the rule of SW:

SW: some will

SW: some won’t

SW: so what!... next! … and pick up the phone again.

Good luck with your prospecting!

Mr. Anthony’s service industry websites include: Facility Support Services and Staffing Tracker

How To Mess Up A Cold Call

2010-07-16T09:36:00.004-04:00

A lot of people think that cold calling doesn't work anymore. A lot of people think that cold calling never worked. A lot of people think that cold calling doesn't and won't work for them. A lot of speakers are making a lot of money perpetuating this myth (watch out for my forthcoming video series where I set the stall straight on that one!).

By Gavin Ingham
Copyright (c) 2010 Gavin Ingham

“I would like to invite you to an event?” is the message the cold caller has left for me for the past few days. We finally spoke today and he launched into a series of questions (which weren’t all bad) and then a reasonably well crafted and well presented pitch. This guy should be making a lot of sales but, whether he does or not, I bet that he does a lot of head banging on a daily basis and he could do a lot better…

Why?

Lack of research, planning and preparation. You might ask how I know he wasn’t prepared properly? Well, these two little gems to start with…
1.His opening gambit, “I don’t know much about your company”. For that, read, he knows nothing.
2.Having the nerve to ask me, “What are the main products and services you sell?” Seriously, can you believe that? And to a sales motivational speaker too. He needs to attend one of my sales seminars!

Intrigued, I asked him how he got my details. The answer was not clear but it was something like, “Well, I have a list that came from research and my manager recommended you and I had a look and...” Oh, come on. No, you didn’t and no he didn’t and we both know that someone bought a list of numbers from somewhere and you rang it without a second thought. You’ve done nothing.

A lot of people think that cold calling doesn’t work anymore. A lot of people think that cold calling never worked. A lot of people think that cold calling doesn’t and won’t work for them. A lot of speakers are making a lot of money perpetuating this myth (watch out for my forthcoming video series where I set the stall straight on that one!).

The truth is that cold calling does not work for many salespeople. And it doesn’t work for several reasons…

1.They’re not in the right state of mind.

2.They don’t make enough calls.

3.They don’t know enough about their prospects.

4.They don’t personalize their calls for every individual.

5.They don’t ask enough questions.

6.They don’t know how they are most likely to be able to help that prospect.

7.They don’t listen.

8.They don’t tailor their solutions.

9.They don’t offer up enough(any)value.

10.They give up too easily. Cold calling can and does work.

I am not going to bore you talking about the clients that I have helped to explode their sales results, nor am I going to drone on about how I have helped individuals to create and sustain the lives they desire by being able to attend more proactive sales meetings and sell more when they get there. Instead, I am going to share with you the success a friend of mine, Clifton, who led a professional services sales team by running powerful sales meetings stemming from professional cold calling techniques…

They grew a division taking 700 meetings a year and turning £7m pa to a team running 1000 meetings a year and turning £25m pa within 2 years. On one specific project they had 250 meetings (gained through cold calling) and won £22m worth of revenues.

Cold calling doesn’t work when coupled with powerful sales strategies? As Bart would say, “Eat my shorts!”

But cold calling has to be coupled with powerful, proven sales strategies and it also has to be professional, purposeful and legitimate and this requires effective planning and preparation to even get off the starting line. If you review my list of the 10 reasons cold calling doesn’t work you will see that at least 8 of them (if not arguably all of them) could be addressed or massively improved by doing the right preparation in the first place.

I hope my cold caller reads this article. It might help him. It probably won’t as I don’t think he will think to check my blog, certainly not now… I’m just the guy who spoiled his morning and said that I wasn’t interested.

To read Gavin's acclaimed sales training blog visit www.gaviningham.com/blog/ now.

Like-minded Connections ... "the Best Stuff" To Explode Your Business Results

2010-07-14T16:02:00.004-04:00

Masterminds are powerful tools for the solo entrepreneur. So how do you create one or join one? Here are three quick strategies to help you get started!

By Chris Makell

Just by virtue of its title, the solopreneur or solo entrepreneur can be a lonely job. You’re primarily heads down, with “one focus” to create value for your customers and delivering it with just two hands or maybe with a small team. And yet, there are the times when you pause and begin to wonder:

Is there anyone else facing the same challenges?

Are they hitting the brick wall on ideas?

Have they reached a plateau?

Can they be searching for new and fresh ideas to re-ignite their business?

Have they lost some of their passion?

Yes, it can be tough being a “one person” show. But it’s also pretty cool, right? You get to call ALL the shots. You say, go “left” and you don’t have to get 3 levels of approval on the use and relevance of the word “left”! It’s exhilarating to be able to shape your own destiny. You can deliver “the promise”, in the way your clients want and deserve. And you get to fully enjoy the exchange of money for the service you deliver! Yes!

And when you’re at a place where routine has set in and you’re craving something new, you can always read more or attend a teleseminar or workshop. But nothing beats being with and around those in your same field, industry or as part of an issue-based forum, be it virtually or in person.

When you connect with these like-minded individuals, in this case solopreneurs, there is a charge, a spark of electricity that ignites new strategies and a call to action! You hear the new ideas and approaches in a fresh way and the inspiration just surges through your brain. You’re seeing a whole new way to deliver value to your clients and to re-energize your passion around your business.

Let me give you a quick example!

Tom still loved and spoke passionately about his business; however he didn’t know what else he could do to bring in more clients beyond networking and speaking. He had heard about the power of masterminding with other successful business owners to learn more successful strategies. And he thought the accountability and support would help him achieve better results, faster.

He asked his network about how he could find a group of like-minded business owners who were in a mastermind or who could direct him to one. Having found his mastermind, Tom began actively participating with members of the group who opened his eyes to additional approaches to attracting new clients, based on their success.

By engaging in a mastermind group with others in his industry, he learned about more value-based offering his clients would be interested in. He just hadn’t thought anyone else was successfully doing it! The group gave Tom the insight and the steps to take immediate action. As a result, he’s launched a new campaign that brings him more clients than he anticipated!

Connecting with like-minded individuals in a well managed and facilitated mastermind can create untold business opportunities for you, because it leverages the powerful knowledge and experience of a team.

Here are 3 strategies to help you connect with like-minded solopreneurs, today, and create greater value for your business and your clients.

Strategy #1:

Plan to attend a one or two day conference in 2010, if you haven’t already. You will establish new connections to call on and learn new strategies for your business. And by the way, it will pay for itself in new ideas and actions to attract and deliver value to your clients and increase your income.

Strategy #2:

Do a search (either online or ask others while networking) and find associations/communities of solopreneurs in your industry, specialty, etc. Attend their meetings to learn more and leverage their knowledge. Request an opportunity to speak or contribute an article, so that others learn from you and recognize your expertise.

Strategy #3:

Look for and participate in a mastermind group. This collection of like-minded individuals will help you explode your results in a powerful and highly supported way. You can check in with your current network, as Tom did!

Connect with like-minded individuals and build the mastermind that takes you and your business to more profitable levels easily.

Chris Makell helps coaches, consultants, and other solopreneurs who want to live their life's purpose transition smoothly from unfulfilled full-time employees to successful full-time entrepreneurs. To learn how to make more money doing what you love, visit www.RadianceMarketing.com to claim your free special report, "7 Surefire Ways to Get the Most Out of Your Time and Marketing Dollar."

First Law Of Networking: Scratch My Back And I'll Scratch Yours

2010-07-05T21:22:00.004-04:00

The law of reciprocity says that after you do something for me I will feel obligated to pay you back. Say hello and I answer you back. Ask me how I feel and I respond in kind. Hold a door for me to enter and I will thank you and be more inclined to hold it for the next person. This is the most important principle of networking.

By George Torok

The law of reciprocity says that after you do something for me I will feel obligated to pay you back. Say hello and I answer you back. Ask me how I feel and I respond in kind. Hold a door for me to enter and I will thank you and be more inclined to hold it for the next person. This is the most important principle of networking.

Give me a business lead and I’ll start thinking about who I can refer to you. That’s the fundamental principle of business networking.

You can apply this law in two ways. You could wait for someone to do you a favor. After they do, you can pay them back. That makes you even. But is your goal to be even?

I suggest that in networking your goal is to be uneven. Not only uneven but to keep increasing the balance of what is owed to you. Every time that you do a favor for someone in your network you write an IOU. They owe you a favor. This is like building your bank account.

Build your bank account of IOUs by doing favors for others in your network. The more favors you hand out, the more people will feel obligated to pay you back. Not everyone will pay you back. Don’t worry about that. Instead realize that if you give out nothing till you get something you might never be out of pocket and your bank account will be zero.

Your networking bank account grows by the number of favors that others owe you. Keep depositing into this bank account because some will pay you back and some will pay back with interest.

How can you use your time wisely so you get the best return on your investment?

Imagine that you attended a networking event, walked around the room and gave everyone a dollar. You told them the dollar is a gift. You told each person that they can keep the dollar as long as they want. If fact they don’t need to return it because it was a gift. If they wish to they are welcome to give the money back to you with or without interest.

That would probably freak a lot of people out. Some would return the money. Some would keep it.

But consider the obligations and goodwill that you would build with every dollar you gave away. The main limitation on you would be your supply of dollars.

Now imagine a similar scenario but instead of giving away dollars you gave away favors - leads, referrals, introductions, advice and news. Now the limitation on investment is removed. You can give an almost unlimited number of favors. The only limitation is in using your time wisely.

Instead of giving out dollars, give more favors and watch your networking bank account and business grow.

Business networking works on the principle that if you scratch my back I’ll scratch yours. Get out there and scratch more backs.

© George Torok is the author of "Your Guide to Networking Success". Discover how to build a more profitable network in 30 days at http://www.powermarketing.ca/networking_success.html Find more free networking tips at http://www.Business-Networking-Tips.net To arrange for George Torok to speak to your conference or business team call 905-335-1997

Obstacles and Keys To Effective Team Coaching

2010-06-29T11:49:00.004-04:00

Learn about the common obstacles to effective coaching, and essential skills necessary for managers to build their authority and successfully coach their teams to great results.

By Rick Kirschner

The most common obstacle to building and projecting your authority in coaching others is the idea that coaching is about talking, that somehow talking takes priority over listening to understand.

I understand how this happens. In fast paced environments, it’s a natural tendency to put the pedal to the metal, to try harder, move faster, do more. The problem is that you wind up talking at your people instead of with them and to them. And the obstacle this lack of understanding creates is that without knowing what motivates your people, you can’t engage them where it counts.

When you understand what motivates your people, and it’s different for different people, you can speak with authority that is recognized as authority, because it is relevant and conveys experience and knowledge.

The next most common obstacle is the confidence problem. When managers come off as tentative, hesitant or uncertain, it tends to evoke these responses in the people around them. This problem is the side effect of at least two missing pieces: you first have to know your own motivation, and you must be prepared to speak when it’s time to speak. The fact is, people want to be led, not managed, and they need to get that sense of authority from you, because it gives them confidence to do what needs to be done. They believe it when you believe it.

Now, it’s a legitimate question, confidence in what? After all, in these changing times, nobody really knows what’s coming next. And some degree of introspection is prudent for anyone wanting to thrive instead of merely survive. But you can have confidence in your motivations. You can have confidence in what you do know. And you can have confidence that under the right conditions, people will want to give you their best, to do their best.

So, what are the key listening and communication skills that you can improve upon as you work to develop and strengthen others?

Fundamental to success in coaching are two essential skills. The first is blending, the second is asking questions.

Blending is the foundation of all successful relationships. It happens whenever you reduce the differences between yourself and another person. It happens whenever you send signals of similarity and commonality. And because nobody cooperates with anybody who seems to be against them, a failure to blend is the root cause of most conflict. If perception is everything in relationships, then sending blending signals is how you create the perception of partnering with your people in a process or project.

As for questions, I believe it was the stoic philosopher, Epicetus, who said “We have two ears and one mouth so that we can listen twice as much as we speak.” Maybe this is the apt metaphor for the way we’re built, but I’ve observed that too many people just don’t get it. Although they certainly think they do. Ask just about anyone if they’re a good listener, and they’ll tell you yes. But most people do a meager job of it at best, instead drawing conclusions and then making statements instead of engaging people by asking questions.

Maybe the people who don’t ask very many questions are afraid of looking stupid. Maybe they think it makes them seem weak. Or maybe they think they’re supposed to have all the answers. Maybe it’s just a function of the fact that we can think faster, at 500 words a minute, than most people talk, which is about 130 words a minute. It’s not uncommon for our minds to wander to what we want to say when its our turn to talk, so it’s pretty easy to get ahead of what we’re hearing.

But a great coach understands the limits of his or her knowledge about another person, and explores that boundary to build the connection, rather than building the boundary and weakening the relationship. The key is curiosity. The less you think you know, the more you find out. The more value you place on what you can learn by listening, the less distracted you’ll be with your own thoughts.

Have you ever heard someone say “There is no such thing as a stupid question?’.’ That’s a great guide when it comes to everyone other than you! You can’t afford to ask dumb questions if you want to bring out the best in your people. When someone asks me a question, no matter how trite, simplistic or off the point, I welcome it and find the opportunity in it.

I do think there are dumb questions to avoid, when it’s me asking the questions. They’re dumb if they fail to take into account things people have said. They’re dumb if they’re closed ended instead of open ended, unless I intend to bring something to a close. I want my questions to serve an intelligent purpose. A person’s motivations and positions are in the deep structure, so that’s where I want to go. I want to learn about their goals and aspirations, their desires and fears. Asking questions is a great way of leading people to their own resourcefulness. Just as their answers inform me, I want my questions to inform them.

As a coach, the more you know, the more likely it is that you will know exactly what you need to know in order to elicit comfort confidence and credibility.

©Dr. Rick Kirschner. Dr. Rick is a bestselling author and speaker, coach and trainer, with clients that include Heineken, Providence Healthcare, and Texas Instruments. Author of 'Insider's Guide To The Art Of Persuasion.' Free for a limited time, a $49 value audio on Dealing With Difficult People. Go to http://theartofchange.com/promo for details.

Why Do Your Customers Buy From You

2010-06-24T06:32:00.002-04:00

Entrepreneurs and small business owners need to know why their products attract buyers and why they don't. This article shows a quick way to think about why customers buy and how to design your offers to take advantage of their reasons.

By Sue Painter

Here’s a fun way to figure out why people are willing to get out their credit card to buy from you, a small business owner. Ready? Sit down and think about why YOU bought the last dozen items you spent money on. You might be surprised at the reasons, and you can use the insight to help structure the offers you make to your own customers.

I just spent over $200 on Magellan’s travel supplies website. Why?

1. I got their new spring catalog in the mail (direct mail, timing was right as I have several trips coming up, the catalog renewed my TOMA (top of mind awareness) about Magellan’s.) The key here? Timing! I regularly receive Magellan’s catalog and most usually pitch it without looking. But I’m excited about upcoming travel, and I needed to refresh a few things. LESSON LEARNED: Keeping in touch with your customers over time is critical, even if they haven’t bought from you in a while.

2. A notice on the catalog’s front cover offered free shipping on orders over $100. I figured almost any order would come to that amount, and free shipping saves me money. A deadline on the free shipping (May 9th) spurred me to take action now rather than put it off. LESSON LEARNED: Make your special offers time-limited, with a relatively short time frame.

3. Let’s look at what I ordered and my reason for each purchase.

Spill-proof pouch - because the last time I was on a plane one of my face care products leaked out into my cosmetic bag. This pouch SOLVES A PROBLEM.

Electronics travel case - I didn’t go looking for this item, but I saw it browsing the catalog. I’m thinking “Hmm, I’m sure tired of all my various chargers and USB cables getting into a big knot at the bottom of my briefcase, so maybe I’ll try this. This purchase SOLVES A PROBLEM and was a win for Magellan’s because of 1) A GOOD IDEA and 2) SUGGESTED SELLING.

Personalized Luggage Strap - This is actually a gift for my husband. His luggage looks similar to many, and more than once he’s picked up someone else’s at the airport. The strap WORKS AS A GIFT and helps SOLVE A PROBLEM.

Extra-large mesh pack-it cube - These things are hard to find in large sizes, so Magellan’s gets a star for carrying them. They allow me to pack clothing inside my luggage and quickly pull out what I need without digging around. And if you get stopped for inspection, you can easily pull these out without re-shuffling and wrinkling your clothing. For years now I’ve used 2 gallon kitchen zipper bags, but the zippers don’t hold up to being open and closed over and over again, and for some reason the 2 gallon size is now hard to find. These mesh cubes SOLVE A PROBLEM but also GAVE ME A FEELING OF LUXURY. I get to graduate from packing my clothes in baggies.

Blackberry pouch - When I’m sight-seeing I try hard not to lug around a purse, but I often need my phone and camera with me. This handy little pouch hangs around the neck and will hold both my Blackberry and my small camera. Perfect! Again, solves a problem and makes something easier for me.

Walk stool - One of the downsides of having a new knee is that it’s still hard for me to stand on concrete for very long without pain. This innovative product offers a sturdy, foldable instant stool but weights only a pound and can hang off a belt, a backpack, a purse, or my shoulder. Next time I think I better not go on a walking tour because we’ll stand and listen to a guide for 15 minutes, I’ll be able to go and know I can sit when I need to. HUGE problem solved for me and a solution I can live with (not too heavy or too bulky, small and easy to pack).

Blow-up neck pillow - I use this on planes all the time, and foolishly over inflated mine a few trips ago. POW! It burst at 30,000 feet and that was the end of that! I’ve looked around in airports but balked at paying $30.00 or so. Magellan’s had one on sale for $12.99. What sold me? REASONABLE PRICING and PROBLEM SOLVED.

As you can see, I’m a buyer who will spend for solving problems. I also respond to suggested selling and to the feeling of having something a little fancier for myself. But these are not the only reasons Magellan’s got $200 from me.

1. Their website is easy to maneuver and loads quickly.

2. They offer customer reviews of their products, which talked me into the stool and the Blackberry pouch.

3. Their page for each item tells me immediately that the item is in stock. (One of my pet peeves is ordering online only to find that the item isn’t due in for 30 days or so.)

4. Their page for each item offers more pictures than the catalog, allowing me to “look” at items in detail.

5. Their check-out process is easy. I’ve jumped off of more than one website that was hard to maneuver or had excessive checkout procedures, and I’ll bet you have, too.

Take a look at what you’ve spent money on and list the reasons why you bought. You can then look at what you offer to others and think about whether your offers are attractive for those same reasons. If they don’t, tweak them and your sales copy, and see if your sales improve. Knowing why you buy and turning it around will help you to see why some of your customers buy from you.

Sue Painter is a marketing therapist whose expertise is finding the dark and murky under-places that keep your business from succeeding. She develops business plans that work, and strategic marketing plans that take dead aim at your target market. You can subscribe to her Marketing Tips e-zine at http://www.confidentmarketer.com .

Small Business Coaching On Why Leads May Not Be Converting

2010-06-21T12:06:00.003-04:00

For a lot of small business owners, leads may not be a problem. They may be receiving lots of leads. It's the conversion of those leads that may be the problem. So in this article, let's explore 4 reasons your leads may not be converting and what you can do about it.

By Allison Babb

1. Lead or Prospect Mismatch
Some people believe you have to get LOADS of random leads then some may shake out to be your ideal customer or target market. That’s a laborious process and it also produces false leads - people who were never really interested in what you have in the first place.

Leads may not be converting because they truly aren’t your ideal customer and they never were. If that’s the case, evaluate who those leads are, and check that they match the profile of your target market . If they’re not an ideal prospect, don’t waste time following up. Instead focus on generating more qualified leads that truly reflect your target market who is hungry for what you offer.

2. Follow-Up Fortunes
One of the things I discuss with clients is setting up a follow-up process for their business. There’s a fortune in the follow up, and honestly, there may be people out there just waiting to whip out their credit cards if only you’d pick up the phone and follow up with them.

When we’re pondering how to sell services, it’s important to create great follow-up systems that produce sales. A clear set of steps you take to follow up with someone who expressed interest in what you have to offer but hasn’t made a buying decision yet. The thing to remember is that customers buy not when we want them to buy; they buy when they are ready to buy. And this is why it’s important to have a follow-up system where you continue to provide value and you also remind them of how you can help.

My weekly Ezine is a good example of a follow-up system. It shows up every week with valuable information in response to subscriber questions, and it’s also a reminder of how I can help further if you’re interested in going deeper on any of the topics I discuss.

3. The Sting Rejection
Sometimes when we follow up, we essentially get a “No thanks, I’m not interested.” Ouch. But is it really an ouch? To me, sales is all about genuinely finding out the customer’s need is first, and listening very well to see if I truly have a solution to those problems/challenges. If I do have a solution that can help, then I’ll share what options exist. And I do so by giving the prospect all the information they need to make a decision.

Sometimes we are not converting leads because we’re very afraid to follow up. Afraid of rejection. Afraid of bothering or pestering people. I’d invite you to embrace that the sale is not about us (as small business owners). It’s about the prospect or client. Avoid getting emotionally attached to the outcome of following up.

If you know you can help someone eliminate a challenge or frustration by what you offer, then why not follow up to let them know. Sometimes that requires that you shift your thinking from someone trying to “get a sale” to becoming a provider of solutions. And if that follow-up leads into having a sales conversation where you’re sharing specifics about your offerings, sure, they may say “no.” Their decision is simply a choice and not a rejection of you. All that said, however, you do need an effective sales conversion process… which brings me to my next point.

4. Sales Conversion Process
Prospects convert to paying clients more easily when you have a clear sales process through which you can take them. If you don’t have a clear, step-by-step method to take a prospect from interest to purchase, this may be why you’re not converting them. Sometimes we get stuck because we’re staring the list of prospects but we really don’t know what we would say if we did follow up with them. So we procrastinate and we don’t take action.

And now I'd like to offer you the FREE one-hour audio seminar for solo entrepreneurs on "How to Create a Steady Stream of Clients For Your Solo Business" at: http://www.moreclientsaudio.com Allison Babb is an author, speaker and Small Business Coach to solo entrepreneurs at: http://www.GreatSmallBusinessAdvice.com

Be #1 On MSN Bing By Christmas. Really!

2010-06-18T10:01:00.003-04:00

MSN Bing is probably the most profitable search engine you can be found on. Unlike Google, it attracts many more adults eager to buy than kids just playing around. And very unlike Google, you can get to number one on MSN Bing using the simple method revealed in this article.

By Michael Small

MSN’s new counterpart Bing is rewriting search engine history. Touted by Microsoft as the first ever “decision engine” it’s picking up steam like Yahoo in its heyday and is in place to give Google a serious run for its money.

Speaking of “serious”; it’s important to mention that MSN and now Bing are the search engine of choice for most credit card carrying adults. In fact, MSN Bing is the default search engine on every new Windows PC sold. That’s Big! A lot of people go to Google for playing around but stick to Bing when they mean business. And that’s great for you!

I recently obtained ten (out of 10!) top five placements on MSN Bing using a simple formula I can share right now. It took me only a few hours to do all the work, including the domain purchase and setting up hosting. Here is that magic formula:

* Focus on just one keyword for the site. Make it your most important.

* Use the exact keyword phrase as your domain name and be sure it ends in .com, .net, or .org. It is fine to use dashes between each or any combination of words in the domain name. They are treated as spaces by the search engine and are typically much easier to get than domains without dashes.

* Pay for two or more years when you register the domain. They appear to be using Google’s trick of checking registration dates and giving preference to those registered for more than one year.

* Post just one or two pages. If you need more than a home page, add a contact page or something else light on text. Note: You can use your site as a landing page and create links to all of your main site’s pages.

* Keep your home page text between 250 and 400 words. If you need to say more, add images that contain the text you want displayed.

* Put your keywords in the headings but do not use “head tags” or “strong tags.” Just make the text big and bold using the “bold tag.”

* Use your keyword phrase up to two times per one hundred words of text, but do not go over five full mentions for the entire page of text (plus up to two more for headings.)

* Mention your full keyword phrase once toward the beginning of the first paragraph and again within the first one third of the page text. Then use it once near the end of the page text. The other mentions can go anywhere in between.

* If you decide to go the software route to get faster results (still using these tips), stick with one that works well for MSN Bing. Many do not. Note: I developed the method above by using the tool I found at http://www.SEOeliteWeb.com.

Results: Here’s one example… I took one local client’s main keyword phrase of “richmond auto repair”, separated each word with a dash and registered the dotcom version. Within two weeks it became number one on MSN Bing for that keyword phrase and has stayed there as a gateway to the main site. It’s been four months now and I’ve done this for dozens of keywords, with my last experiment yielding 10 for 10 using just the tips listed here.

You can do it too.

Mike Small is the SEO Specialist for Marketing Considerations, LLC. Based in Richmond Virginia, Marketing Considerations helps clients from all over the US, Japan, Germany and the UK with their search engine optimization needs.

3 Marketing Mistakes That Sink A Business During A Recession

2010-06-16T08:34:00.003-04:00

A recession does not mean the end of your business unless you navigate those rough waters blindly. Here are three rocks that can sink your business ship unless you avoid them while navigating the dangerous waters of a tough market. You might get wet but no need to capsize.

By George Torok

A recession does not mean the end of your business unless you navigate those rough waters blindly. Here are three rocks that can sink your business ship unless you avoid them while navigating the dangerous waters of a tough market. You might get wet but no need to capsize.

Cut expenses across the board

Cut marketing. Cut staff. Cut all expenditures! This siren call is the most common and foolish mistake. It’s common because it is a knee jerk reaction that requires no thinking. It’s foolish for the same reasons. Making across the board cuts is a political response. It’s not a smart business strategy. If cutting across the board in tough times was smart then raising all expenses in good times would also be smart.

Instead, review all expenditures and categorize each line item into A, B and C categories in terms of ROI. “A” items are those expenditures where you can measure a strong return. Continue spending and maybe even increase these investments. “B” items are those that you believe are good but you haven’t yet developed an accurate measurement. Continue these activities, improve the tactics and improve the measurement. “C” items are losers. Stop these completely.

Cut your prices

You will be asked to cut your price. Don’t act like that is a surprise. And don’t pretend that this is the first time. So prepare for an onslaught of such requests. Prepare to deal with the price issue strategically not as a prisoner. Don’t cut price - without an equivalent exchange in value or a reduction in your costs. For example you might allow a discount for early payment or a larger order.

Another way to deal with price resistance is to introduce a lower value product. At the same time introduce a higher value product so the original product which is now in the middle looks more attractive. This is a variation of the good-better-best positioning. If you can’t afford a Lexus you can always buy a Toyota.

Hide

Imagine how it looks when you stop attending trade shows, discontinue your advertising, shelve your newsletter, stop meeting with clients and avoid networking events. Imagine what your clients will think, what your competitors can say and what prospects might believe. None of it will be positive for you or your business.

When times are bad, people need to hear from you more often. Especially make a point of connecting with your best clients and advocates more often. Make your connections more personable so they can feel your confidence.

For the rest of your clients and contacts find efficient ways to stay connected. Maybe it’s a good time to launch your newsletter - or publish it more often. Explore the tools on the Internet that allow you to stay in touch with people easier and more cost effectively. It might be a good time to launch your blog, build your FaceBook page or post videos on YouTube.

A recession can be tough. No need to panic. It’s time to think and act smart with your marketing. Keep your business off the rocks while aiming for the deeper waters beyond. Don’t stop paddling until you are clear of the rocks.

© George Torok is the co-author of the bestselling Secrets of Power Marketing. It's published in at least seven countries. He helps small and medium businesses gain an unfair advantage over the competition. Get your free copy of "50 Power Marketing Ideas" at http://www.PowerMarketing.ca Arrange for Torok to speak at your conference by visiting http:///www.Torok.com For media interviews call 905-335-1997

The 5 Secrets Of Motivating Your Sales Team

2010-06-14T10:57:00.005-04:00

How do you motivate a sales team? If you're looking for effective and inexpensive ways to get the most production out of your sales team, then you'll love these five proven steps.

By Mike Brooks
Copyright (c) 2010 Mr. Inside Sales

Motivation seems to be one of the toughest areas to get a handle on. Many managers tell me that some of their reps are already motivated and don’t need their help in that area (usually the Top 20%), but that the majority seem to need constant motivating, mentoring, counseling, or out right babysitting. Sound familiar?

When asked what to do, I tell them there is only so much they can do because true motivation comes from within—in other words, each member of their team is already motivated. There are, however, 5 things you can do to get the most out of your sales team and keep motivation and morale high. Here’s what they are --

#1) Make your monthly revenue goal, and each reps part of that goal, crystal clear. I’m sure you have a monthly revenue goal, but does each member of your sales team know what their specific part of that goal is? (Hint—it’s not all equal). Recognize that some reps will produce much more of the overall goal than others, but also make sure each one is clear on what their part of that overall goal is.

#2) Individualize the bonuses or prizes. The problem with most bonus programs is that as soon as they are released, over one-half of the sales team knows they can’t win so they are more discouraged than encouraged to produce. Customize each reps bonus based on their individual production goal. This ensures every body has a chance to win and thus will be motivated.

#3) Get out of your office and close some deals. Most managers are way too busy in meetings, or reporting, or just plain hiding out to be really effective. Remember one thing—as the manager, you are the leader. And leaders lead by example. Want to motivate your team, make your numbers, and create real value for yourself?

Go onto the floor and close business for some of your sales reps and help them make their revenue goals. This is the most important thing you can do not only for your bottom line, but for your team's motivation as well.

#4) Invest $100 in a couple of trophies. The best money you’ll ever spend—make one a “Weekly most improved” or “Best effort” and hand it out each Monday morning. Each winner gets to keep it on their desk that week. The other trophy can be either “Most deals,” or “Most new clients” or whatever other category everyone has a chance to win (as long as it is revenue related).

Again, hand it out in your Monday morning sales meeting, and each week the winner gets to keep it on their desk. Rule #1 in motivating: recognition among peers is almost always more important than money.

#5) Have some fun! Go to a toy store and buy one of those beanbag tosses, and after lunch on Friday make some teams and have some fun playing as a team. Tack on $50 for good measure and watch the competition and fun build your team and dissolve stress. This works ? try it!

So there you have it. Inexpensive, proven techniques to build morale, motivate and make more money.

Mike Brooks, Mr. Inside Sales, helps sales reps close more business over the phone. Learn how to sell more today by downloading the Special Report, "Ten Techniques to Instantly Become a Better Closer".

Successful Corporate Gift Buying Basics

2010-06-09T11:06:00.003-04:00

As a retired manager in a multi-country company, I have found that buying the right corporate gift for employee reward programs, customers or for corporate celebrations in general, can become a challenging task. Giving it is worse since you have the intention to gain business ties, connect with clients, and send your message of giving thanks. Although there are no definitive rules, knowing the following corporate gift buying basics will increase your chances of attaining your goals.

Ask this: "What particular office item does he or she lack?" Any person would appreciate when he or she receives something that sparks his or her interest. For example, your boss or your business partner loves cigars. Think of something that he or she can use together with his or her cigar. It can be a cigar lighter, leather cigar case, or a box of cigar from the best brand you can find. For someone who likes to collect watches, you can consider a leather watch case or another watch to add his or her collection.

Avoid gender discrimination. Obviously, you will choose your gift according to gender but make sure that you treat each of them equally. Do not buy a $50-gift for men and a $10 gift for women. Keep it equal. Better yet, choose an item that will suit both men and women and give it to all.

Corporate gift packaging is important. This can make it or break it when it comes to the first impression to the receiver. An appropriate packaging will send a message to the recipient that she or he is important to you. A gift with poor packaging on the other hand will tell the recipient that the item inside is not that important, or worse, the recipient may think that she or he is not important. So regardless of the price of the gift inside, it is inevitable that a corporate gift should be packed appropriately.

Make sure you check company policies on corporate gifts to employees and clients or customers. Some companies prohibit gift giving at all; some have dollar limits on the gift item; while other don't have limits at all. By checking your company's policies on this matter you will know how much you have to spend on a particular gift item to avoid your gift being sent back to you. If the gift if for a client, it pays to find out their policy as well. It will be a short call that saves you a lot of potential hassle.

If you are giving gifts to selected few, be discreet. If in case you only plan to give gifts to a chosen few like your assistant, few clerks, and the receptionists, do not tell everyone about your plan. Keep it silent and hand your gifts when no one else who can see; it may be out of the office. You can be charged with favoritism if you are not careful enough.

Buying a corporate gift can sometimes become a daunting task, but with experience, common sense and by following corporate gift buying essentials will increase your chances of a successful and rewarding experience for all parties.

3 Vital Tools In Your Manifestation Toolbox

2010-06-03T10:14:00.002-04:00

There are 3 vital tools that can help you to grow and become successful in whatever you wish. Self-Reliance and learning to think for yourselves and expanding our education continuously is one vital tool. We must first know what our passion is and what we enjoy doing. Finally, determination, do we have what it takes to keep at it until we become successful.

By Valerie A Dawson

Mastering the conscious use of the Law of Attraction depends on your ability to expand your own confidence, knowledge and skill. Developing the three qualities below will help you form a solid foundation upon which your success can grow:

Self-Reliance
Do you sometimes feel as if you need to take a formal “course” in manifestation to master it? We often turn over much of our power to institutions and programs and that dispense knowledge and forget that we ourselves can be our greatest teachers - and this is especially true when it comes to attracting abundance into our lives. Formal education is certainly a valuable and positive way to enhance our opportunities in life, but it often falls short by failing to emphasize the importance of thinking for ourselves and expanding our education continuously. Self-education can be more lucrative than limiting ourselves to what others teach us. If we make an effort to learn from every experience, we will embark on a journey of consistent inner growth and evolvement that will pay off forever. Not only will we find it easier to make more money, we will expand and enrich every aspect of our lives.

Passion
We cannot become wildly successful at something we don’t enjoy. Yet many of us start out trying to do just that. We see a person who is successful at a specific activity and we think that we could attain success too if we just follow their example. Eventually we realize that success has nothing to do with the activity, but has everything to do with the person who is performing the activity.

Another challenge is that many of us have no idea what we love to do - or how to earn money doing it even if we do have an idea. This is where self-reflection can be a useful tool, because deep inside we truly do know the answers to both of these questions. We simply have to ask and listen for the guidance that inevitably follows.

Determination
When we look back at past goals we set and never achieved, it is often clear that we made poor progress because we didn’t care enough to put forth a strong intensity of effort. Conversely, there may have been things we wanted so desperately that we did whatever it took to make them happen. Failure was simply not an option with those goals. Which category do your current goals and aspirations fall into? Are you truly willing to do whatever it takes to achieve them, or do you often find yourself losing determination or procrastinating when it comes time to work on them? If it’s the latter, you may want to spend some time tweaking your goal until it becomes so important that you can’t NOT achieve it.

Can it be this easy? Is this all it takes to create wealth in your life? The answer will surprise you. Grab your complimentary "The 7 Biggest Mistakes People Make with the Law of Attraction and Money and How YOU Can Avoid Them" http://www.thinkrichclub.com Valerie Dawson is the Founder of TheDawsonMethod.

The Right "Sales" Attitude

2010-06-01T12:32:00.004-04:00

As marketers and sales professionals our attitudes are constantly being tested and it is sometimes difficult to stay positive and focused so I want to dedicate some time to the topic of "attitude."

By Omar Martin

All of these sales secrets that I share with you have made me incredibly successful. But none of them will help you if you have a poor and crappy attitude.
I live by this saying: “Your attitude will determine your altitude.”
I like to believe that attitude is everything. Why is it everything? Well, if your thoughts are not maintaining a positive outlook then there is no way that you can achieve anything you set out to do.

It’s an individual’s mental attitude that helps them overcome their challenges in life. Whether the challenge is making more sales, hitting your goals or overcoming an obstacle, it’s your mentality that will get you through it. Selling is 90% mental and only 10% physical. Simply put, your attitude is the reason why you either make the sale or fail.

Along my journey of sales training, developing and motivating; I’ve learned that there are 6 keys to developing and maintaining a positive mental attitude. They are as follows:

Belief: Believe in what you are selling. For example, is your product something that you’d buy for yourself? Is it something that you honestly believe can help people? Do you believe that they can actually benefit from your product? If you answered yes then you are going in the right direction. If you answered no, then maybe you should consider a different product.

You have to believe in yourself. Believe that you can see it through until you’ve reached your goal. Believe that you CAN and WILL succeed. You must have the belief that you and your family deserve to have the good things life has to offer. None of that is possible if you don’t believe in your product..

Faith: Have blind faith. Even though you can’t see it physically in front of you, you must be able to envision it in your future. You can’t see oxygen right? But you breath it in every day don’t you? You’ve got to have faith that you will achieve your goal because blind faith manifests itself as self confidence.

You should never defeat yourself in your minds eye. Always envision yourself succeeding instead of failing. If you don’t believe in yourself do you think others will? Answer is, probably not. How will you be able to close a sale if your prospects can’t believe in you.

Determination: Do you have determination? If you don’t or if you just aren’t that sure then that’s okay, now is the time to find that determination though. A positive attitude is not something you can flick on and off like a light switch, its a way of life. Having a positive attitude is nothing more than a conscious decision.

Once you choose to have a positive attitude you will begin to see positive results, this will increase your determination to succeed. Look at your setbacks as learning experiences and keep focused, pick yourself up and try harder!

Dedication: You must be dedicated, dedicated to your success and your goals. Set SMART goals. That means: Specific, Measurable, Attainable, Realistic, & Timely goals. Make a commitment to see it through. The best way to do this without burning yourself out is to keep a daily planner. Set up a weekly schedule for yourself and review your progress daily. This sort of dedication will help you to develop good habits which ultimately result in long term success.

Drive: You have to have that inner drive to help keep you going. Sit down and make a list of things that motivate you. What are the top three things you want to achieve in your life? What will your sales successes enable you to finally do that you have been unable to do before? Is there a loved one in your life that you want to make happy? Is there a specific object that you are trying to buy?

What ever this motivating factor is for you, keep a picture of it on you daily. Look at it often. Whenever your attitude or determination begin to falter, pull it out and look at it. This will serve as a reminder of why you’re doing it all and will help you activate that inner drive.

Desire: You must have the fire in your eyes. You must want it, to achieve it. You must eat, sleep and breathe success in order to become successful. Ever want something so bad it hurt? If you have, then you have to feel that in order to push yourself to reach your goals. If you’ve never felt that way, then it’s about time you do.

You have to want it so bad that it’s all you can think about. For as long as I can remember I’ve wanted to be successful. I have always looked to see how I can convert things into money. Don’t get me wrong, I don’t believe that money is the most important thing in life, but on my list of necessities I put it up there with oxygen! You need it to survive. That is reality. Anyone who says money is the root of all evil has never had any. It is money that will put your child through college, or pay for the best doctor if someone in your family becomes ill.

No one is made of steel. Every body has a point when they get discouraged. It happens, it’s happened to me many times. It’s not why you got discouraged that is important; it’s how fast it takes you to get back in the game that counts. There are many ways that you can safeguard your attitude. It’s different for everyone. It all depends on what motivates you.

For example, if you are motivated by family, and you have reached a discouraging point, then maybe you need to take a moment to spend time with your family and remind yourself why you started your journey in the first place. If your motivated by freedom or retirement, maybe you need to take a weekend trip to remind you of what you would like to have the freedom to do when money just isn’t the deciding factor of what you can do in your life.

For a very long time I squirmed whenever I heard someone talk about these types of things. I began to think of it as ... blah ... blah ... blah. I would want the speaker or the author to just cut to the chase and tell me how to make more money. It’s not that I didn’t believe in “being positive” or having determination. It’s just that it never seemed to work for me. I just kept defeating myself. I was only looking for the shortcut to making money without all of the “positivity” mumbo jumbo. LOL

Omar Martin is an internet marketing and sales expert. Omar & his partner Mike Filsaime help internet marketing newbies succeed online through 1 on 1 mentorship and coaching visit http://higherlevelstrategies.com/ . You can get their Cd-Rom delivered right to your doorstep at: http://InternetSellingForNewbies.com

Do you Play Positive Politics?

2010-05-31T15:39:00.004-04:00

Have you have heard the expression positive politics? Yes, politics in the work environment can be positive!

By Marsha Egan

How many of you have heard the expression positive politics? This is the opposite negative politics and I believe you can see a shift in political positioning and behavior as your move to the higher levels in just about any organization.

As you go up the corporate ladder, or any organizational structural ladder, you’re going to find that the people who are higher to the top are rarely engaged in what I consider to be negative politicking. Negative politicking is where the overt “back stabbing” occurs. That’s where people drop hints about peoples’ shortcomings or mistakes. That’s where people corner others in meetings, without warning. People who are inexperienced in organizational dynamics have not yet learned the risk of tattle tailing, or talking someone down. They mistakenly believe that by knocking their competition down, they will rise. Oh, how untrue.

The people who rise have learned the skill of positive promotion. In other words, they don’t find things wrong with people any more. That’s what the people at the lower levels of the organizations do. Instead, they work at collaboration and doing positive things for others who are deserving.

What I’m talking about is positive politicking. You can recognize it when you see it. As an example, in a group a people who are working together, a valuable project comes available. And all of a sudden, one of those people is given the project by another person that they’ve worked with. This visible project is not only a reward for excellent prior work, it can be the result of collaborative relationships built with the leader of the group.

This is a reality in organizational America, whether it’s corporate or not. What we want to get ourselves in position to do is to award that kind of positive visibility to other people, and we will ultimately be a beneficiary of it as well.

We want to position ourselves to make positive opportunities available to people within our organizations. We want to do this regularly. We want to hand things off instead of keeping it selfishly for ourselves. These kinds things come back tenfold for people who do it.

This strategy is not only project based, it can be as simple as complimenting a job well done to senior executives. Sincere, unselfish and altruistic behaviors are noticed, and most times rewarded.

We rarely forget the time we were uncomfortably cornered and embarrassed in an organizational setting. It breeds a long term reluctance to help that person. The converse is true. I’m sure every one of you can think about a time when somebody did something positive for you and your career and how appreciative you were. And since that time, if that person asks you to do just about anything, you’ll do it for them. Well, this is the way positive politicking works. And this is how we can create our own luck within our organizational structures.

So, out with negative politicking, we don’t want to rat out people for things that they’ve done wrong. That behavior actually makes the “rat” look even worse than “victim.” That behavior happens with the people at the lower end of their organizations.

What we want to do is do positive things for other people. And this is the way that we can further the aims of the organization, and find some luck in it for ourselves. Because, most good deeds are returned.

Marsha Egan, CPCU, PCC is CEO of The Egan Group, Inc., a Reading, PA based professional coaching firm. She is a certified executive coach and professional speaker, specializing in leadership development and can be reached at marsha@marshaegan.com or visit http://www.marshaegan.com .

Embrace Personal Accountability Or Choose Failure

2010-05-24T09:38:00.003-04:00

Recently Dan Stamp the CEO of Priority Management Systems sent out an article titled," Ten Most Common Causes of Failure. " Number one on the list was, blaming other people for problems rather than accepting personal accountability.

By Ted Gulas

Twenty years in the professional development business can confirm that this blame game is indeed the road to failure. Here is a list of a few of the areas that lack of personal accountability, “blame game” creates failure in the workplace: sales development, time management, communication, emotional intelligence, project management, team work, goal setting, personnel recruiting, and change management.

Let’s explore three related areas where the” blame game” creates havoc for growing revenues. These areas are sales development, goal setting and time management. A typical sales person needs to grow revenues by maintaining existing accounts and adding new accounts to their portfolio. As a New Year begins some sales people realize just how time consuming it is just to maintain their existing accounts. They begin to rationalize that they can get no assistance from the corporation in the way of resources. This perceived lack of resources creates a feeling there is no need or no real sense of urgency to set meaningful goals for the New Year. In addition the last time they set some meaningful goals they did not happen, so why set themselves up for the guilt and failure.

The thinking is why should I break my back to prospect, I can just get the increases in sales from existing accounts so there is no need to face rejection and ask for new business. In fact if the company would provide me some training on prospecting and closing plus the staff to delegate too I could spend more time prospecting. The conclusion then is because they will not help me I now can blame them on my lack of success in opening new accounts in the New Year. This typical salesperson has just embraced complacency and failure for the next year.

Here are some reasons why complacency set in. Number one the sales person did not challenge their comfort zone by creating a dream to motivate them in a way to overcome any barriers to sales production. From that dream create a goals setting event with a action items, dates ,rewards and deadlines. Despite the lack of resources this sales person could use creativity and innovation to discover ways to leverage the existing staff with delegation and collaboration skills.

Pointing fingers and blaming the company will not lead to any new development skills in and around prospecting, delegation and time management. What if this sales person invested in themselves? For instance most banks now pays 1 to 2% return on your money. If the sales person would take some of their own savings savings and invested it in themselves to learn how time management could provide an additional hour a day of productive time. During that additional twenty hours a month the sales person could prospect for new business and set a goal to open ten new accounts per month for a total of 120 new accounts annually. Assuming the sales person receives a 20% commission an average sale of $5000 per account that is total revenue of $50,000 times twelve months for total revenue of $600,000 times 20% or $120,000 on this initial investment. By sulking and blaming the company for not providing the resources and not investing in you this sales person lost $120,000 Most of us would classify that as choosing failure.

What could you do in this New Year that is fast approaching to invest in yourself?

Want more information on classes that can make you more creative and innovative Working Smart with Microsoft Outlook Working Smart with Lotus Notes

Not Getting The Business

2010-05-19T00:40:00.004-04:00

Imagine you have just completed the best sales presentation you could possibly give. Your prospect is very happy with what you've told them and they are happy with the price. It's pretty much a done deal but for some reason you don't ask for the Business.

By Steve King

I don’t really know the reason that would make sales people go through a whole sales presentation, getting to know their prospect, the prospects’ needs, matching the needs of the prospect to the product or service they are selling and then not asking for the business.

I don’t believe it.

Well I am in total agreement with you, it should never happen - but you will be very surprised to hear that this happens all of the time and sometimes from very experienced sales people. To be perfectly honest, I don’t really know the reason that would make sales people go through a whole sales presentation, getting to know their prospect, the prospects’ needs, matching the needs of the prospect to the product or service they are selling and then not asking for the business.

Some Sales People get themselves all worked up when they know they have to try to close a sale. I know it sounds crazy, but it’s the best reason I can offer. Closing is a feared word in sales for some Salespeople but it really doesn’t need to be. If you always follow a proven sales process it’s not a problem because when you get to the end of it, it should be the one thing that you do automatically.

At the end of your presentation, it’s really easy to ask you prospect a straight forward question 'would they like to go ahead?'

If you have followed your sales process properly, you will have already dealt with any objections or reasons not to buy, so there should be no problem in getting a positive response. You’re not going to convert every sales pitch that you make but by asking for the business you will increase your chances.

You may have heard the phrase - by not asking you may not get - this is very true in sales. always make sure you ask for the business, especially if you have taken the time to do a full sales presentation - or you’ll find that you have just wasted your time snd your prospects.

Always ask for the business, even if you think you’re not going to get it -you may well surprise yourself. There have been many occassions that I have got the business by asking for it, even though I had inwardly thought that there was no sale to be made. So always, always ask for the business.

Looking for a new career? Get into Sales and let Steve King help you become a success. http://www.beginnersguidetosales.com . You can find out more from Steve at his blog http://www.steveking.biz

The Secret To Motivation: Recognition!

2010-05-14T13:30:00.002-04:00

Recognition and appreciation are not "once and done" events. Learn tips to create a recognition culture both at work and at home. You'll be surprised at the positive results!

By Marsha Egan

If you’d like to have energized and motivated employees or members, people who love what they are doing, and a thriving organization, then ask yourself how much of a recognition culture you have in your organization.

Recognition and appreciation are not “once and done” events. To build a recognition culture in your organization, you need to do it regularly and often. And not only you. If you have a recognition culture in your organization, people at all levels of the organization regularly thank and appreciate others for notable deeds.

And the difference between culture and procedure is huge. It is a procedure to have a performance bonus program; it is a culture to have people regularly high fiving each other, sending emails, and appreciating people publicly in meetings over even the smallest accomplishments.

Most people in business or volunteer organizations agree that they would benefit from a recognition culture. Recognition is one of the easiest, least expensive ways to motivate and energize volunteers and employees. Actually, it is mostly free! Why then, can so few boast this attribute? It might be because showing recognition is an “important but not urgent” action—the crises of the day can get in the way of someone taking a moment to appreciate an accomplishment. It might be because the people in charge believe that their employees are well paid, and that is all the motivation they need. It might be just because they forget.

I like to challenge my executive coaching clients to make recognition a habit. The more you do it, the more comfortable you will feel doing it. And the more recognition you infuse into the organization, the more positive motivation and energy you can generate within the organization. It ultimately circles back, and can actually energize YOU!

Here are some ideas you can use:

- Set a brief time each day to reflect on who accomplished a noteworthy deed. By doing this, you can “force yourself” to get in the habit of recognizing people. I like to do this at the end of my day.

- Send an email or leave a handwritten note for the person who deserves the “attagal” or “attaguy.” - Start your meetings with sincere appreciation for even the smallest accomplishments.

- Compliment people mentioning specific results in front of others.

- Publish a “hats off” column in your newsletter; encourage everyone in the organization to contribute

- Tell a person’s boss what a great job he or she did. Compliment your superior for a task well done. - Celebrate the completion of big projects.

Oh, and this works at home, too. When was the last time you thanked or appreciated your spouse or children for doing a difficult task?

If you remind yourself regularly to actively appreciate the behavior you want to see repeated, you’ll change your habits and embrace recognition and appreciation in your daily routine. And it IS contagious. The more you recognize and appreciate behavior you want to see repeated, the greater chance that it will be repeated. Recognition cultures are energized, proactive cultures. In this day and age, we need to move forward quickly. And recognition can supply the energy for that effort. It all goes to the bottom line, doesn’t it?

Marsha Egan, CPCU, PCC is CEO of The Egan Group, Inc., a Reading, PA based professional coaching firm. She is a certified executive coach and professional speaker, specializing in leadership development and can be reached at marsha@marshaegan.com or visit http://www.marshaegan.com .

Making The Most Of Your Down Business Cycle

2010-05-11T20:47:00.004-04:00

Learn how to build an accurate income forecast for your business while creatively taking advantage of your slower months.

By Leah Grant

When I first started coaching my mentor coach warned me that August and December tended to be slow months while January, April and September were the busiest months in terms of clients seeking coaches. Armed with this information, I was able to build a realistic income forecast for my business as well as plan personal downtime.

Planning around my business cycles is one key way I have been able to stay in business for 12 years.

Unfortunately, too many people believe that the amount they make one month will translate to all months and then they’re in trouble when that’s not the case. I have seen it too many times. A business owner will have a big party and overspend after having a great month then they are short when a lean month comes along.

Most businesses have an annual cycle and it’s imperative to know what that cycle is for your business.

Determining The Cycle

If you have been in business for a year or more, go back in your records and chart the amount of business each month. Is it steady? Are some months much higher while others much lower? Use this information to define your business cycle.

If you are just starting out, do some informational interviews with other people in your industry. Ask what the busiest times of the year are and what the slowest are. Ask what affects people’s decisions in buying.

It’s important to make the distinction that the business cycle I’m speaking of in this article is not dictated by the economy but rather by the buying habits of your clients and the seasonality of your market. Slow periods created by a down economy require additional measures be taken to generate business.

Making The Most Of Your Business Cycle

Once you determine your business cycle, brainstorm ways to leverage or minimize the slow times. Here are some ideas:

* Do side work - For example, I teach classes at a virtual university. During slow client months I keep my calendar full by teaching more classes and replace the client cash flow with teaching cash flow. This minimizes the impact of client’s taking vacations and breaks that month.

I would recommend that the side work either relates to your main business, compliment your main business or feed a passion in you. The point is to stay engaged, not to start something completely new and different.

* Catch-up. Although it’s great to think we get everything done we need and would like to, the reality is we often don’t. Make a list of unfinished projects such as scanning business cards, calling old contacts, updating addresses, hiring a new CPA and plan to knock out the list during a slow month.

* Create. Design new products, set-up partnerships or create a marketing campaign that will roll out following the slow cycle.

* Plan. It seems easier to take time to think, plan and strategize when there are fewer day-to-day activities happening.

* Update systems. When fewer people are using the systems you have in place it’s easier to transition to newer, better ones. Some systems to review: credit card processing, database, newsletter provider and communications among your team.

* Schedule doctor’s appointments. I book all my annual doctor’s appointments during my slow months. Doing so keeps appointments from conflicting with my client call schedules and gives me more wriggle room around the appointment so I don’t feel rushed to get back to the office.

* Connect. Meeting friends for coffee or taking the time to have lunch with your spouse can be a luxury during a busy month, so plan some outings when you can.

* Rejuvenate. Slow months can be the perfect time for you to get away because fewer clients will miss you. I take two to three weeks off in December to spend quality time with my family in Colorado. I find that during this time I can turn off my computer completely and enjoy really quality downtime to refresh my creative juices.

To offset the weeks without work, I offer clients the opportunity to pay upfront for the following year’s sessions if they need more tax write-offs in the current year. Typically, two to three clients take advantage of this offer that helps to keep my December income balanced with other months.

No matter how you choose to use the extra time during slower months, make sure you do use it efficiently. Time is a commodity for small business owners.

(c) 2009 Leah Grant Enterprises LLC.

New Business Mentor Leah Grant publishes Startup Success, a weekly enewsletter. If you're thinking about starting a new business or are in the early phases of entrepreneurship get your FREE New Business Startup Kit including the Secrets of Successful Business Owners audio.

Taking Small Steps Will Get You There

2010-05-07T08:36:00.003-04:00

Inch by inch, life's a cinch. Yard by yard, it is real hard.

By Jeannette Samanen PhD

Are you procrastinating, overwhelmed by the size of an important task you need to complete? When faced with a big job, think small.

It’s easy to become paralyzed when the job you need to do seems too big to handle. In those situations it is helpful to remember the salami image. There’s no way in the world you can stuff an entire salami in your mouth, but you can polish it off easily one slice at a time. The thinner the slices, the easier it is to do.

It’s crucial to break any big job into doable steps. When faced with a daunting task, first identify the steps necessary to reach your goal. The smaller the steps, the easier they are to accomplish. Once you get moving by taking baby steps, you develop momentum. That momentum will help you move forward, enjoying the task as you go.

The operative word here is “doable.” Most people stymie themselves with unrealistic demands. Unwilling to be satisfied with small steps, they end up doing nothing. It is important to delight in any progress you make while working toward a goal, no matter how small that progress may seem.

A client came to me recently seeking help to finish his doctoral dissertation. He needed a Ph.D. in order to get the job he wanted and he couldn’t get his Ph.D. until his dissertation was complete. He had been working on the dissertation for over a year. By the time he came to see me he had done no work on it at all for several months and was completely stuck.

My client and I identified fifteen small steps that would enable him to move forward. We determined that he could reasonably expect to complete the first two of those steps by our next session.

“I could not be happy with that,” he protested. “I would feel like I hadn’t done enough if THAT were all I accomplished! I’d need to get at least five of those steps done to feel satisfied.”

Of course, accomplishing just one of those steps would be an improvement over the inertia he’d been experiencing for months. However, even three of the steps we had identified would have been too much to realistically accomplish in one week, let alone five of them. Overwhelmed with so much, my client would have fallen back into his old pattern of doing nothing.

How often are you like my client? Unable to live up to unrealistic expectations, do you end up doing nothing at all?

If there is an important project that you are stuck on, ask yourself, “Am I insisting on too much from myself?” If your expectations are unrealistic, you may thwart your own progress.

Examine whatever daunting task you are facing. Break it down into the smallest possible steps. Set realistic goals related to accomplishing those steps. By giving yourself permission to take baby steps, you’ll begin moving in the right direction. Your progress will encourage you to keep going. In this way you will eventually achieve your goal.

In fact, my client felt great after completing the two small steps he set out to do that first week. Getting at least something done was a definite improvement over the inactivity of the previous months. The following week he accomplished the next small segment. It wasn’t long before he was rolling ahead toward completing his dissertation.

If you allow yourself to be satisfied with baby steps, you, too, will achieve your goals and make your good life better.

Drawing on skills and expertise developed over 30 years experience, Philadelphia life coach Jeannette Samanen PhD provides effective life coaching, empowering you to achieve your goals. You will receive her free article "5 Easy Steps to Access Your Inner Wisdom" when you subscribe to her "Make Your Good Life Better" newsletter at www.achieveyourgoals.com.

Five Secrets To Exercising Authority

2010-05-05T10:25:00.002-04:00

If you are in a position of leadership at your company, then you need to know how to inspire, train, motivate and lead people - all at the same time! By following these five secrets to exercising authority, you'll learn how to this starting today!

By Mike Brooks
Copyright (c) 2010 Mr. Inside Sales

If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you.

Managers struggle with this all the time, and many would be leaders lose their ability to successfully direct their teams because they are afraid of exercising this authority for fear of alienating other team members.

The problem is that most managers and other figures of authority - Directors, V.P.’s, and Business Owners—have never been taught how to properly exercise authority and command respect as leaders.

If you find yourself in this position, follow this proven, 5-step method for exercising authority. It will not only get results, but it will establish, or re-establish, your role as leader of your sales team or department.

1) Make sure your instructions are clear. Having ambiguous goals, or methods of achieving them, automatically undermines your authority and dooms many projects from the beginning. Rule #1 - be clear on the goal and the instructions on how to accomplish it. After you have delivered them, ask your team if they have any questions about what is required, so problems can be cleared up from the beginning.

2) Encourage people to approach you if they run into problems. Establishing open communication and feedback early on is crucial to avoid big disappointments later. Helping team members resolve problems as they arise ensures quick resolution, continued progress, and good morale.

3) Take action quickly when you learn of any real problems. Failing to act quickly once you learn of a problem, or putting it off for days or weeks, not only undermines your authority, but also kills morale and confidence. Problems tend to get bigger the longer they go unresolved, and your job as a leader is to solve problems not avoid them.

4) Insist your team report all the news—good and bad. So many companies treat bad news like the plague. Sales teams are taught to “always be positive,” but an attitude of “always be accurate and let’s find a way to succeed,” is more productive (and realistic). In meetings and one-on-ones, your goal should be to motivate as well as problem solve. Always encourage your team to report all the news.

5) Use crises as an opportunity to develop people. You are a leader for a reason! Rather than shy away from a crisis (a big deal lost, unexpected bad news, major delay in delivery, etc.), teach your team members how to find opportunity in crises and how to grow as professionals and as people. Focus on the skills or attitudes that are needed to overcome the situation, and work with them to develop and strengthen them.

This 5-step method to exercising authority is powerful and will establish you as a leader and as the “Go To” person in your company. And isn’t that why you are in a position of authority to begin with? Redefine your position of leadership by using and expanding on the 5 secrets above, and involve and build your team while you lead them to greater heights.

Learn how to close more sales by Downloading this Free Report: "Ten Techniques to Instantly Become a Better Closer". You'll find word for word scripts and techniques that you can begin using today to overcome objections and close more sales.

Shaping Your Team

2010-05-04T15:07:00.002-04:00

Whether you are a team of one or hundreds of thousands, your team has a certain shape all its own. Do you have control over how it grows? The answer is yes. However, the key to a successful team lies not in the control, but in the willingness to let the team take on its own shape without your strict direction.

By Karen Kay
Copyright (c) 2007 Karen Kay

Every team has its own shape, no matter how larger or small. Where do you fit in the team mold as the leader? Does it grow with or without your help? It can, if you don’t try to hard to control the shape of the team. Leading without control is the key to your success as a team builder.

Think of each member as contributing him or herself as a bit of raw clay. As our team starts to meld into a unit, we may tend to try to force members to follow our own ideas as to how the group should proceed. The very terms “upline”, “downline”, “sidelines” etc. can damage our self-determination as leaders to our team.

If everyone on my team becomes a leader, then I am at the absolute pinnacle of my game. How can I do that if I try to dictate everything they do? I have found that effective leadership is more in listening, and less in telling.

While one member may be making solid contributions to the shape of the team, another may simply slip through making barely a nick in the surface i.e. the whole concept flows through them with no real substance. Yet another may be that diamond in the rough. The thing is, in order for clay to mold into an attractive vessel, each of these characteristics need to be present. This keeps your team from becoming dry, or too stale, or without shape at all.

Letting yourself be open to your team is what helps the team form its vessel. This is a delicate balance between hard and soft. Raw clay is sensitive, bendable, yet strong enough to hold together.

Some “hardness”, is necessary. Confidence and a thick skin can keep a leader strong. Not allowing the team to form itself however can leave it cracked and brittle.

There is no right and wrong when helping your team to find its shape. This progression is continual. As your team vessel grows, it makes changes that may surprise you in new, even simplistic ways, because you allow members to contribute the best of themselves.

Ask your members to emulate, not imitate, what you and other leaders within the group do…. To invigorate them with your own way of bringing out their best. Be the best “you” you can be, and allow them to find the strength in their own being to get to the best contribution for the good of the team, ultimately, the betterment of themselves.

For more information on team building, please visit Karen's website at http://www.lifeteambuilders.com . There you be able to sign up for her newsletter and visit her team site for more information on team building and leadership. Posts are welcome at the lifeteambuilders forum at http://lifeteambuilders.serenityday.com

Networking Strategies For Busy Business Owners

2010-05-03T09:22:00.004-04:00

The average business owners realize that they need to network, but they don't know how to get started. After learning a couple quick tips, it is easy to jump out there and get noticed!

By Cori Chaffee

Networking is perhaps the single-most important thing you can do for the success of your business. Most people understand that they need to ‘network’, but the idea confuses them. They aren’t sure exactly how to go about it. So, let’s take a look at the concept!

To get started, you will need to narrow down your target customer. You cannot effectively market to everyone and you can’t effectively network with everyone, either. Decide who your target market is, then determine where you best reach them. For instance, if you are a hair stylist with a small salon in your home, your target customer will most likely be women. (Yes, I know, you are fully qualified to cut men and children’s hair, too. But think about it… if you can get the woman of the house to come in to your shop, it is likely that she will bring her children and husband, too! ). So, you would focus on capturing the attention of women. Consider these questions: Where do women go, what do they do, what do they like? The answers will tell you where to market.

Next, after determining your target client, you need to establish your networks. The average person, given a choice, will go with the person that he/she knows and trusts. This means, you’ve got to put yourself in the position where he/she knows and trusts you! Get involved! Join the networks and civic clubs that your target client will be in. If you are a hair stylist with women as your clients, google women’s associations in your area. Contact your Chamber of Commerce. You will want to be a member, of course, but they also might have great ideas on effective networks for you to operate in.

The next step is to really be involved in these groups. It is not enough to simply be a member and be listed in their directories. This is the most common mistake that people make. They feel it is sufficient to simply be listed in directories. Um, no. There is no way that people can get to know you by reading your name on a list! The goal here is to become known and trusted, remember? The ONLY way to do this, is to become personally involved. You have to put yourself in front of people.

Consider everyone that comes into contact with you as a potential client or an acquaintance of a potential client. Why? Because you never know when someone will refer you to someone else who needs your services. Position yourself so that YOU are the person who jumps into their mind when someone else asks them “Do you know anyone who _____?” This is why you should treat everyone as a potential client.

Another thing you can do is to set up networks with people in complimentary businesses. For instance, if you are hair stylist, set up networks with people like florists. Agree to refer people back and forth. Why a florist, you ask? Because florists and hair stylists are both necessary for weddings. You have to always think outside of the box, and consider every angle of your marketing strategy. I realize that many people don’t like to speak in public. Not many people truly enjoy it, but the fact is, it is a necessary part of life, particularly when you own a business. Contact your local associations (the ones that you have already targeted), in addition to libraries and industry associations and get scheduled to speak at their meetings. You need for people to see you, learn about your business and see firsthand what type of person you are.

Write articles, just as I am doing now. Don’t focus on writing specifically about your industry and the services that you provide, but write helpful articles about issues that your potential clients face. Showcase your expertise by offering helpful solutions for these issues. If you are a hairstylist, write articles about how to avoid split-ends and the most becoming hair styles for different face shapes. Submit your articles to online publications, along with not only your name but your company’s website. The goal is to direct traffic to you and your services.

If your industry has trade shows, participate. Also participate in trade shows for complementary fields. For instance, hair stylists would want to participate in bridal expos. Don’t sit in your booth and play with your iPhone (although that is quite entertaining). Instead, speak to as many people as you can. Develop short relationships with people so that they remember who you are when they look at your card in the future.

As you can see, the only way to successfully network is to do it personally, do it often and never stop doing it. You are a business owner until you decide to close your business. Therefore, you will always be a marketer. Think like one! The importance of networking is proven in the business world. Dive in and make yourself known. It is the only way you will truly become successful.

Cori Chaffee is a female entrepreneur who owns a full-service virtual assistant company. The Perfect Admin, LLC offers a full-range of administrative services, from writing articles, editing and proof-reading to more complex marketing plans. Cori holds a Bachelor's degree in Business Administration. To learn more, visit her at http://theperfectadmin.com

Public Speaking - Which Is Most Important, Delivery or Content?

2010-04-28T12:16:00.004-04:00

When making a presentation, is it the content of your talk, or your delivery of it that will contribute the most to the success of your talk? In short, the answer is both.

By Bob Malloney

Many presenters have been misled by presentation skills trainers into thinking that delivery is all-important. This is based on a misunderstanding of research carried out by Albert Merhabian into face-to-face communication. Merhabian concluded that the impact of your message is delivered by:

Words 7% - Tone of voice 38% - Body language 55%

Taking this research at face value, many presentation skills trainers therefore argue that what you say is relatively unimportant compared to how you sound and how you look. Undoubtedly it is true that if you look very nervous and mumble in a monotone voice, the audience will probably not listen to what you are saying. However, if you want to give a presentation that achieves something and is valued by the audience, this is a dangerous conclusion. The research really applies to the emotional nature of communication. For example, if I told you I was happy, but I looked and sounded sad, you would not believe my words (7%), but would instead believe my tone of voice and body language (93%).

To be successful, your presentation has to provide value to your audience. If you audience does nothing differently as a result of listening to your talk, my argument is, what was the point of you giving the talk? If the world is the same at the end of your talk as it was before your talk, what was the point in giving it?

To provide value then, your talk has got to achieve something and to do that it must have the right content. It is no use just having a ‘subject’ to talk about, you need to have a mission! For example, don’t give talks just to provide information. So many presenters just tell their audience about what they do. No audience will be interested in this and consequently will do nothing as a result of listening to it. All the audience are interested in is ‘What’s in it for me’. So don’t just tell them what you do, tell them what you can do for them.

Once you have sorted out your content, you can then concentrate on the delivery. To keep people’s interest you need to vary your tone of voice, just as you do in normal conversation. If you feel strongly about something we need to ‘hear’ that it’s important to you, as well as take onboard the words. The answer to presenting with emotional variety is to keep your language very simple. If you use complex or formal language, you will become so concerned with getting your words out fluently that you will sound serious and lacking in emotional variety.

You also need to look and sound confident. Have a strong ‘mission’ for your talk and keeping the language simple will make it far more likely that you will be more confident in your delivery. To make it even easier to deliver your messages, try to wrap as many of your messages as possible into stories or examples. Don’t give abstract examples; make them real, add some human interest and if you can, some humour as well.

So, by keeping to a few simple messages that provide value to your audience, you give yourself a chance to deliver them with confidence and emotional variety and achieve something by getting the audience to do something as a result of listening to you.

Bob Malloney, a personal and business skills trainer for over 20 years, can help you to make a real difference to your working life, all from the comfort and convenience of your PC. Streaming video courses that replicate instructor-led training in Personal Organisation, Presentation Skills, Relationship Selling and Negotiating Skills. Register now for a free, no obligation 7-day trial at > http://www.videocoaching.tv

Think About Networking In A NEW WAY

2010-04-26T14:04:00.004-04:00

If networking isn't about collecting business cards, then what is it?

By Marsha Egan

Instead of thinking about a network, let’s envision a net.

If you place yourself at the center of this net, you can see how your direct links, or connections, extends outward. And each of those links extend outward as well. Yet they are all interconnected. This is what we want our net to look like, and even more, to “work.”

I meet too many entrepreneurs and business people who believe or act as though their selling efforts are all direct one on one transactions with their prospects and customers. What they don’t realize is that when they build a network, much of the selling and prospecting can actually be done by other people. A network helps you multiply yourself.

In my networking workshops, I ask the question, “ How many friends and acquaintances, conservatively, do you think you have?” The answer usually ranges between 200 and 500. My next question is, “How many people do you think each of those people know?” Then we do the math. Conservatively, if each of these people knows only 200 people, that person is “ connected” to 40,000 people, only one person removed! Just imagine the numbers with the second and third levels of connection!

So the first hurdle to overcome in building a network is to recognize how powerful connections can be. This is the very important people side of the business that many have a hard time acknowledging or understanding.

In any business, there are relationships to be built. These enable positive progress. We call these relationships a network. People’s careers rarely progress solely through individual work; there are usually several people involved in an individual’s successful career or business.

Many people cringe at the suggestion of “networking.” They feel that they may be building insincere relationships or compromising their true selves by rubbing shoulders with higher-ups in the organization. So, out of principle, some very capable people don’t network.

So, let’s set the record straight. Networking is not about collecting business cards. It is not about pretending to like someone that you aren’t. It is not about catering insincerely to a boss or potential clients.

Networking is about building reciprocal, synergistic relationships with people throughout your organization, your business community, and your life. It is caring about others’ progress more than you care about your own. It is establishing trustful, supportive bonds with people who share your goals, or your business goals.

The powerful side of building this network comes with your delivering excellent quality and service. As you build your network, and you provide great service, your network will start to work for you. People will talk to people. Satisfied clients will refer you to others. You are net will actually work.

So, when we look at networking as a sincere effort to build mutually beneficial relationships, it can actually be fun! When you take the focus off of yourself, and place it on others, your whole picture of building relationships can change. You become other directed, rather than selfish. You become caring rather than self—absorbed. You become interesting rather than boring. Doesn’t this sound better?

This approach puts a different focus or in how you can build and enjoy your networks. Instead of collecting as many business cards as you can, and writing the obligatory mail merge letter the next day, you can give yourself permission to have one or two more lengthy, other-focused conversations with people at a networking event.

“Other focused” is a key word in this equation. Many people make the error of trying to get the person to know about their business, as their primary objective of the conversation. People see through this immediately. If you show a true interest in the other person, and avoid trying to talk about yourself in the first several minutes of the conversation, you will go a long way to building what can be a mutually beneficial relationship.

The reality is that the strong majority of people will turn around and ask you about your business, after you have shown a true interest in theirs. This is how reciprocal relationships are built.

One word of caution. Reciprocal relationships don’t necessarily mean immediate benefits. You’ve got to be patient. A network is built over years. One person at a time.

And the more sincere, and helpful you are, and the better quality you deliver, the more mutually beneficial (and and fun) your network will be. Yours will be a net that works!

Marsha Egan, CPCU, PCC is CEO of The Egan Group, Inc., a Reading, PA based professional coaching firm. She is a certified executive coach and professional speaker, specializing in leadership development and can be reached at marsha@marshaegan.com or visit http://www.marshaegan.com .

Tweeting Your Business To The Next Level

2010-04-23T10:28:00.003-04:00

Twitter should be the newest addition to your marketing campaigns. Check out this article for some tips on how to get started.

By Anton Pearce

Twitter Marketing for a Small Business

The newest player on the social networking scene is Twitter. Marketing in this venue still relatively new, and for the owners of small businesses especially, this type of advertising is not only cost effective but just plain effective. It’s easy to use Twitter even if you don’t know much about computers or social marketing.

Twitter is like a mini blogging site. You can send tiny messages of 140 characters or less to whomever you wish. The newest flavor in social networking sites, Twitter can be used to build personal networks or business networks.

Different Ways to Use Twitter Marketing

While there are many different ways to incorporate Twitter into your marketing campaign, some of the more common uses are strictly to share information. Since you can share tiny blurbs of information with a huge number of people at the click of a button, Twitter is great for keeping your Twitter followers updated. It can be used to share public service announcements, news updates, business news and friend and family updates. It is built for disseminating information almost constantly.

Because Twitter is designed to constantly feed current updates to your followers, it is a natural for marketing a business. The proper way to share business information over Twitter is to tweet a link for a website containing the complete information. For business owners sharing their information over Twitter lets your prospects and customers discover you. Twitter does have very strict etiquette when it comes to advertising, and by offending the protocol, you can quickly alienate followers and potentially damage your brand.

Twitter is a great tool for promoting your company’s events. Twitter is designed to share timely news, so promoting today’s lunch special would be appropriate, but tweeting about month old news is not appropriate. Keep your tweets conversational and very personal in tone. Any advertising should be in a ‘by the way’ fashion, not ‘in your face’ advertising.

Twitter Marketing can have Lots of Personality

The more personality that your brand has, the easier it will be to tweet about. A unique voice will make your tweets entertaining. You can always wrap your tweets around a kernel of important information, and then deliver them in an entertaining and conversational manner. Your followers will look forward to hearing from you, and you will be able to get your message out constantly which is a great way to market your small business.

Another place where Twitter is incredibly valuable is with your customer contact. Twitter is designed to be conversational, and it is a great way to keep a dialogue going with your customers and prospects. You can head off service problems before they escalate, and you can solicit feedback from your customers. This is particularly helpful to make sure that you are building a good reputation for your company. Twitter allows you to correct problems and retain customers.

For more advanced guidance, sign up for Anton Pearce's 'Clients on Tap' ezine. It's absolutely free and will show how to implement systems that generate all the clients you need for your professional practice. You can do it yourself or get it done for you, either way this ezine is essential reading if you want to get your online marketing systems set up right without wasting a lot of time and money.