Imagine spending 5 hours a week on the telephone and earning a monthly income of $6,000. Do the math. It is possible (5 groups x 10 people each x paying $120/month). If you want to multiply your profit - work less and earn more - then consider e-learning virtual groups.
E-Learning, in the form of teleclasses, teleseminars, distance learning, virtual groups, and virtual classrooms from K to college, is exploding in popularity. There are many different terms describing this emerging business opportunity. One definition of e-learning is from the Utah Education Network: "E-learning is a term covering a wide set of applications and processes, such as web-based learning, computer-based learning, virtual classrooms, and digital collaboration."
Virtual Groups:
Definition: A virtual group is one form of e-learning. A virtual group is simply a group without a geographical boundary or face to face/in person meetings. The group is united virtually via technology such as interactive audio- teleconference. A virtual group can be conducted simply by using the telephone and the internet. Groups may use additional technology such as webinars, chat, list serves, blogs, Facebook, Linked in, Twitter or other Web 2.0 tools.
Benefits: E-learning virtual groups are a natural for the nutrition and health industry. We live in a virtual world and people turn to the internet to get their medical and nutrition information already. Virtual groups are simple, cost effective, convenient, and green (no venue, no travel, etc.) With virtual groups your market is the globe! Don't be left behind with the e-learning explosion.
Distinction: Although the terms are related, an important distinction between a virtual group and teleconference or teleclass is the latter is often a one time event versus a virtual group that meets many times over weeks, months or even years. Very different dynamics are in play in in a virtual group and leaders have to do things differently. In a well functioning virtual group the group itself takes on a life of its own.
Leader Skills: Leading a face to face group is similar to leading a virtual group. However, running a great virtual group requires some special skills. You don't have your physical presence and body language to convey competence so your voice - words, tone, tempo, take on additional significance. You want to assure your voice communicates your expertise and also your passion and connect with the group. This is more challenging when there is no face to face communication. It is OK for the leader to 'sit' in the background and be invisible at times and allow the group interaction to thrive.
A closing word for those who may be aspiring entrepreneurs..this is a great way to get started while keeping your day job. Offer a virtual group in the evening.
Checklist to guide your planning. Virtual Group Checklist and Timing ( prior to launching group)
1. Identify Target market, Title, Topic 6-8 weeks
2. Develop content, syllabus, tools, enrollment tools, handouts, payment methodology 6 weeks 3. Secure/ prep guest speakers 6 weeks 3. Confirm Logistics: Dates; time,technology 6 weeks
Develop marketing and pricing strategy, tactics, tools. 6 weeks 5. Begin to market and enroll participants. Social media is an ideal way to find customers and market virtual programs. 4-6 weeks 6. Begin pre-program communication with participants 2-3 week 7. Conduct the program ongoing 8. Graduate participants or re-invigorate group varies 9. Post group communication 2 days - 2 weeks 10. Leverage and repeat ongoing
By Jean Caton
Thursday, May 21, 2009
Coaches - You Can Grow Your Business With Virtual Groups
Imagine spending 5 hours a week on the telephone and earning a monthly income of $6,000. Do the math. It is possible (5 groups x 10 people each x paying $120/month). If you want to multiply your profit - work less and earn more - then consider e-learning virtual groups.
E-Learning, in the form of teleclasses, teleseminars, distance learning, virtual groups, and virtual classrooms from K to college, is exploding in popularity. There are many different terms describing this emerging business opportunity. One definition of e-learning is from the Utah Education Network: "E-learning is a term covering a wide set of applications and processes, such as web-based learning, computer-based learning, virtual classrooms, and digital collaboration."
Virtual Groups:
Definition: A virtual group is one form of e-learning. A virtual group is simply a group without a geographical boundary or face to face/in person meetings. The group is united virtually via technology such as interactive audio- teleconference. A virtual group can be conducted simply by using the telephone and the internet. Groups may use additional technology such as webinars, chat, list serves, blogs, Facebook, Linked in, Twitter or other Web 2.0 tools.
Benefits: E-learning virtual groups are a natural for the nutrition and health industry. We live in a virtual world and people turn to the internet to get their medical and nutrition information already. Virtual groups are simple, cost effective, convenient, and green (no venue, no travel, etc.) With virtual groups your market is the globe! Don't be left behind with the e-learning explosion.
Distinction: Although the terms are related, an important distinction between a virtual group and teleconference or teleclass is the latter is often a one time event versus a virtual group that meets many times over weeks, months or even years. Very different dynamics are in play in in a virtual group and leaders have to do things differently. In a well functioning virtual group the group itself takes on a life of its own.
Leader Skills: Leading a face to face group is similar to leading a virtual group. However, running a great virtual group requires some special skills. You don't have your physical presence and body language to convey competence so your voice - words, tone, tempo, take on additional significance. You want to assure your voice communicates your expertise and also your passion and connect with the group. This is more challenging when there is no face to face communication. It is OK for the leader to 'sit' in the background and be invisible at times and allow the group interaction to thrive.
A closing word for those who may be aspiring entrepreneurs..this is a great way to get started while keeping your day job. Offer a virtual group in the evening.
Checklist to guide your planning. Virtual Group Checklist and Timing ( prior to launching group)
1. Identify Target market, Title, Topic 6-8 weeks
2. Develop content, syllabus, tools, enrollment tools, handouts, payment methodology 6 weeks
3. Secure/ prep guest speakers 6 weeks
4. Confirm Logistics: Dates; time,technology 6 weeks
Develop marketing and pricing strategy, tactics, tools. 6 weeks
5. Begin to market and enroll participants. Social media is an ideal way to find
customers and market virtual programs. 4-6 weeks
6. Begin pre-program communication with participants 2-3 week
7. Conduct the program ongoing
8. Graduate participants or re-invigorate group varies
9. Post group communication 2 days - 2 weeks
10. Leverage and repeat ongoing
By Jean Caton
E-Learning, in the form of teleclasses, teleseminars, distance learning, virtual groups, and virtual classrooms from K to college, is exploding in popularity. There are many different terms describing this emerging business opportunity. One definition of e-learning is from the Utah Education Network: "E-learning is a term covering a wide set of applications and processes, such as web-based learning, computer-based learning, virtual classrooms, and digital collaboration."
Virtual Groups:
Definition: A virtual group is one form of e-learning. A virtual group is simply a group without a geographical boundary or face to face/in person meetings. The group is united virtually via technology such as interactive audio- teleconference. A virtual group can be conducted simply by using the telephone and the internet. Groups may use additional technology such as webinars, chat, list serves, blogs, Facebook, Linked in, Twitter or other Web 2.0 tools.
Benefits: E-learning virtual groups are a natural for the nutrition and health industry. We live in a virtual world and people turn to the internet to get their medical and nutrition information already. Virtual groups are simple, cost effective, convenient, and green (no venue, no travel, etc.) With virtual groups your market is the globe! Don't be left behind with the e-learning explosion.
Distinction: Although the terms are related, an important distinction between a virtual group and teleconference or teleclass is the latter is often a one time event versus a virtual group that meets many times over weeks, months or even years. Very different dynamics are in play in in a virtual group and leaders have to do things differently. In a well functioning virtual group the group itself takes on a life of its own.
Leader Skills: Leading a face to face group is similar to leading a virtual group. However, running a great virtual group requires some special skills. You don't have your physical presence and body language to convey competence so your voice - words, tone, tempo, take on additional significance. You want to assure your voice communicates your expertise and also your passion and connect with the group. This is more challenging when there is no face to face communication. It is OK for the leader to 'sit' in the background and be invisible at times and allow the group interaction to thrive.
A closing word for those who may be aspiring entrepreneurs..this is a great way to get started while keeping your day job. Offer a virtual group in the evening.
Checklist to guide your planning. Virtual Group Checklist and Timing ( prior to launching group)
1. Identify Target market, Title, Topic 6-8 weeks
2. Develop content, syllabus, tools, enrollment tools, handouts, payment methodology 6 weeks
3. Secure/ prep guest speakers 6 weeks
4. Confirm Logistics: Dates; time,technology 6 weeks
Develop marketing and pricing strategy, tactics, tools. 6 weeks
5. Begin to market and enroll participants. Social media is an ideal way to find
customers and market virtual programs. 4-6 weeks
6. Begin pre-program communication with participants 2-3 week
7. Conduct the program ongoing
8. Graduate participants or re-invigorate group varies
9. Post group communication 2 days - 2 weeks
10. Leverage and repeat ongoing
By Jean Caton
Uncover 6 Easy Ways to Jumpstart Your Leadership Training
Do you have the ability to unlock the full potentials of individuals or even a team so they achieve concrete business results? Then, you can sink your teeth into leadership coaching. Here's what you need to get started:
1. Assess your skills and your expertise. You cannot simply sink your teeth into leadership coaching just because you want to or just because you find it fascinating. As this endeavor requires high level of skills and awareness, you need to make sure that you have what it takes before you get started in this field. Aside from relevant educational background, you must also have at least 5 years related experience and have attended various trainings and seminars.
2. Obtain more information. Do your research and learn as much as you can about leadership coaching. Right now, there are quite a few websites that can offer you with in-depth information about this field. You may also opt to take advantage of high ticket coaching programs or seminars that can help you get more valuable information about leadership coaching. Sign up with those people who have proven track record in this field to ensure that you'll get great value for your money.
3. Know your audience. You need to understand that each of your clients is different. Thus, they need varied set of information, assistance, and advice. Before you design your coaching programs, make sure that you get to know these people on a deeper level. This is the only way to make your programs highly focused and targeted.
4. Practice what you preach. You need to be a good role model to your clients if you want them to follow your instructions. If you want them to open their minds to possibilities and if you want them to remain grounded, they must see you as somebody who possesses these qualities.
5. Communication skills. As a coach, it is very important that you have exceptional communication skills. You must be able to articulate your thoughts and ideas pretty good without causing confusion. I recommend that you practice on a daily basis and expand your vocabulary. It pays to be able to put your thoughts using the most appropriate words.
6. Keep a positive attitude. As a coach for future leaders, you need to have a positive mental attitude. You must be able to see the bright side of things and you must not dwell on those elements that can pull you down.
By Sean R Mize
1. Assess your skills and your expertise. You cannot simply sink your teeth into leadership coaching just because you want to or just because you find it fascinating. As this endeavor requires high level of skills and awareness, you need to make sure that you have what it takes before you get started in this field. Aside from relevant educational background, you must also have at least 5 years related experience and have attended various trainings and seminars.
2. Obtain more information. Do your research and learn as much as you can about leadership coaching. Right now, there are quite a few websites that can offer you with in-depth information about this field. You may also opt to take advantage of high ticket coaching programs or seminars that can help you get more valuable information about leadership coaching. Sign up with those people who have proven track record in this field to ensure that you'll get great value for your money.
3. Know your audience. You need to understand that each of your clients is different. Thus, they need varied set of information, assistance, and advice. Before you design your coaching programs, make sure that you get to know these people on a deeper level. This is the only way to make your programs highly focused and targeted.
4. Practice what you preach. You need to be a good role model to your clients if you want them to follow your instructions. If you want them to open their minds to possibilities and if you want them to remain grounded, they must see you as somebody who possesses these qualities.
5. Communication skills. As a coach, it is very important that you have exceptional communication skills. You must be able to articulate your thoughts and ideas pretty good without causing confusion. I recommend that you practice on a daily basis and expand your vocabulary. It pays to be able to put your thoughts using the most appropriate words.
6. Keep a positive attitude. As a coach for future leaders, you need to have a positive mental attitude. You must be able to see the bright side of things and you must not dwell on those elements that can pull you down.
By Sean R Mize
Be Your Own Authority
It's not true what you've heard. Those who say you can't accomplish what you're passionate to achieve, and that you shouldn't even bother trying. Or those that remind you of others that are already doing something like what you've got in mind. As if it were true, there's only so much room for success.
Too long the critics and critical voices have dominated our thinking, and left us in a semi powerless state.
Somewhere between I might and I'll try.
That way of thinking and I became good friends. I always knew if I didn't finish something, or shied away from accomplishing my goal, my inner critic would applaud me and remind me to take a seat.
Are you with me on this? How many times have we believed others have our answers? How many times have we thought something, kept it to ourself, only to find out that we did know! How much of our passion has been lost by sharing our vision with those who judge us, rather than empower us?
Question is, how much longer will you hold back? No one will know about your authority if you keep quiet. Time to venture out. Step up to the plate. Take a few swings. Pretty soon you'll find comfort holding your own. It takes patience with yourself, and a safe place to let your gifts unfold.
Life needs cheerleaders. Those who understand that encouragement breeds greatness. In the presence of those who see us as whole, complete and blooming, we flower. Surround yourself with kindness, even if you know just one source. Visit it often. This acceptance will open you up to YOUR voice, YOUR Wisdom. YOUR Authority within.
As a highly sought after Spiritual Life Coach, Mind/Body Cleansing Coach, Hara lectures coast to coast on the importance of whole body cleansing, diet, detox and transforming old unproductive patterns.
Hara has trained with some of todays' top Holistic Doctors and Spiritual Teachers to learn the latest therapies and treatments available to cure the body of illness and the mind of limitation. In 2003, Hara founded Get Centered, a wellness center located in NYC offering the latest tools for life enhancement. Get Centered has been featured in many publications including Harper's Bazaar, In-Style and Quest Magazine. Hara has been interviewed on "Trend Watch", Vogue Magazines nationally syndicated TV segment, Good News Broadcast and German TV Morning Show for her innovative services.
By Hara L Taicher
Too long the critics and critical voices have dominated our thinking, and left us in a semi powerless state.
Somewhere between I might and I'll try.
That way of thinking and I became good friends. I always knew if I didn't finish something, or shied away from accomplishing my goal, my inner critic would applaud me and remind me to take a seat.
Are you with me on this? How many times have we believed others have our answers? How many times have we thought something, kept it to ourself, only to find out that we did know! How much of our passion has been lost by sharing our vision with those who judge us, rather than empower us?
Question is, how much longer will you hold back? No one will know about your authority if you keep quiet. Time to venture out. Step up to the plate. Take a few swings. Pretty soon you'll find comfort holding your own. It takes patience with yourself, and a safe place to let your gifts unfold.
Life needs cheerleaders. Those who understand that encouragement breeds greatness. In the presence of those who see us as whole, complete and blooming, we flower. Surround yourself with kindness, even if you know just one source. Visit it often. This acceptance will open you up to YOUR voice, YOUR Wisdom. YOUR Authority within.
As a highly sought after Spiritual Life Coach, Mind/Body Cleansing Coach, Hara lectures coast to coast on the importance of whole body cleansing, diet, detox and transforming old unproductive patterns.
Hara has trained with some of todays' top Holistic Doctors and Spiritual Teachers to learn the latest therapies and treatments available to cure the body of illness and the mind of limitation. In 2003, Hara founded Get Centered, a wellness center located in NYC offering the latest tools for life enhancement. Get Centered has been featured in many publications including Harper's Bazaar, In-Style and Quest Magazine. Hara has been interviewed on "Trend Watch", Vogue Magazines nationally syndicated TV segment, Good News Broadcast and German TV Morning Show for her innovative services.
By Hara L Taicher
Live by Design, Not by Default - 7 Practical Actions Steps to Take Control of Your Life
Learn to take control of your time and find the success you desire and deserve! When you choose to take charge of the actions in each day and plan for success every day you will take charge of your life. Doing so will reduce the interruptions and distractions and put you back in control of your life. You will be designing the life you desire.
7 Actions Steps for Taking Control of Your Life:
1. Know your goals. What do you truly want to accomplish in your life? Write out your goals and become one of the top 10% of the people in the world! Catapult your success by knowing your goals and reviewing them regularly.
2. Plan your action. When you know your goals you have a target to shoot for. Now you need to plan the action steps that it will take to fulfill those goals. Till you take the action to accomplish those goals you only have wishes. Continuous action leads to fulfilled goals.
3. Live on purpose. Each day determine to set your course in the direction of achieved goals. Living on purpose takes deliberate decision to act on your goals and live on purpose.
4. Avoid interruptions. Interruptions steer you off course. Be sure in your own mind of the things you want to accomplish and then send out that message with your actions. You determine who or what you allow to take your time. Guard your days to avoid meaningless interruptions and fulfill your dreams.
5. Measure your progress. Do you know how close you are to reaching your goals? Devise ways of keeping track of your progress. Review your actions at the end of each week. Evaluate your accomplishments and learn from your mistakes. Choose your actions for the following week that will progress you toward your goals.
6. Enjoy the moments. You have this moment. This is the moment that determines tomorrow and the following days and years. Enjoy what you do and set the course for an enjoyable future.
7. Make a difference. How would you like to impact other people's lives? What do you want to be known for? Don't let life pass by before you've influenced the people who need you to do so.
By Pat L Anderson
7 Actions Steps for Taking Control of Your Life:
1. Know your goals. What do you truly want to accomplish in your life? Write out your goals and become one of the top 10% of the people in the world! Catapult your success by knowing your goals and reviewing them regularly.
2. Plan your action. When you know your goals you have a target to shoot for. Now you need to plan the action steps that it will take to fulfill those goals. Till you take the action to accomplish those goals you only have wishes. Continuous action leads to fulfilled goals.
3. Live on purpose. Each day determine to set your course in the direction of achieved goals. Living on purpose takes deliberate decision to act on your goals and live on purpose.
4. Avoid interruptions. Interruptions steer you off course. Be sure in your own mind of the things you want to accomplish and then send out that message with your actions. You determine who or what you allow to take your time. Guard your days to avoid meaningless interruptions and fulfill your dreams.
5. Measure your progress. Do you know how close you are to reaching your goals? Devise ways of keeping track of your progress. Review your actions at the end of each week. Evaluate your accomplishments and learn from your mistakes. Choose your actions for the following week that will progress you toward your goals.
6. Enjoy the moments. You have this moment. This is the moment that determines tomorrow and the following days and years. Enjoy what you do and set the course for an enjoyable future.
7. Make a difference. How would you like to impact other people's lives? What do you want to be known for? Don't let life pass by before you've influenced the people who need you to do so.
By Pat L Anderson
Self Empowerment - Understand and Use the Emotional Ladder to Raise Your Level of Personal Power
True personal power comes from the art of mastering one's emotions. You cannot operate effectively and joyfully in this game of life, if you have not learned how to work with your emotional guidance system.
Part of developing self empowerment is learning how to move from a negative emotion to an emotion that is of a higher vibrational nature. Feelings can be calibrated. They can also be perceived as being rungs on a ladder; with the lower rungs representing the negative emotions and each higher rung representing a higher emotional state.
The idea of an emotional ladder is useful in understanding where you might currently find yourself in relation to your love life, your career, your finances and overall well being. It will then assist you in understanding which emotions you will need to move up and through in order to get to the higher vibrational states and hence attract more of what you desire, such as joy, peace and love.
Negative emotion is your indication from your Inner Being that the action you are considering is not in harmony with your greater intentions. - Abraham Hicks from The Astonishing Power of Emotions.
Dr. David Hawkins in his work, Power vs Force calibrates the emotions on a scale of 20 - 700+; the lower emotions being those of shame, guilt, apathy, grief, and fear and then moving up the scale to courage at 200 and the all the way up to love, joy and peace. It is important to know that this rating is not an arithmetic type of scale but rather a logarithmic progression. It suffices to say that moving a few points up the ladder is enormous as far as the potential it holds to increase your personal power, and well being.
An emotion that vibrates under 200 is considered a negative emotion, and it has an undesirable impact on the body, mind and soul connection.
The time a woman spends moving up to the next higher emotional state may or may not take a long time depending on various factors and whether she chooses to consciously work through a particular state. For example, choosing to blame others, and not taking responsibility for your life experience will slow your progress through the various states. There are ladies who get stuck at a certain emotional level for a very long time, in fact for many years.
If you have ever lost a loved one and felt grief, you may recall that at a later point in time, you felt better once you had moved up through anger. Those around you may have preferred it when you were in grief, as you might of been easier to handle when in grief rather than in anger. However it was necessary for you to move up through anger to then get to the level of courage, and then further up the ladder still, to acceptance and so on.
When women are experiencing very negative emotions, frequently those around them do not know how to help them, and therefore consciously or subconsciously they try to control and manage the women, and their emotions.
It is important to note that if you do not believe that it is ok to express your anger and therefore you push yourself back down the emotional ladder, you will cause a yoyo effect. Every time you come up to the state of anger you will cause yourself to go back down to states such as fear and grief. You could actually come up and go down repeatedly, keeping yourself stuck for a long time. Be aware that having old emotional baggage come up while working a particular state is normal. You will be well served by implementing strategies that can assist you through your climb up the emotional ladder.
No matter where you might find yourself on the emotional ladder, what you want to do is work at feeling better and experience some relief from the current state.
When climbing a real ladder you would not think of going from the bottom rung to the top rung in one step, you would go up incrementally, and it is the same idea with the emotional ladder. Besides, if you were to try and move through all the emotional states quickly, you would likely be an emotional basket case. Therefore, chances are you will find yourself taking many steps on the way up this emotional ladder.
Each step up the emotional ladder will increase your awareness of self and others, and allow you to navigate your life with greater ease. With greater ease by your side, and by feeling better you will be able to manifest more of what you want and less of what you do not want. You will actually be increasing your personal power.
By Lynette Chartier
Part of developing self empowerment is learning how to move from a negative emotion to an emotion that is of a higher vibrational nature. Feelings can be calibrated. They can also be perceived as being rungs on a ladder; with the lower rungs representing the negative emotions and each higher rung representing a higher emotional state.
The idea of an emotional ladder is useful in understanding where you might currently find yourself in relation to your love life, your career, your finances and overall well being. It will then assist you in understanding which emotions you will need to move up and through in order to get to the higher vibrational states and hence attract more of what you desire, such as joy, peace and love.
Negative emotion is your indication from your Inner Being that the action you are considering is not in harmony with your greater intentions. - Abraham Hicks from The Astonishing Power of Emotions.
Dr. David Hawkins in his work, Power vs Force calibrates the emotions on a scale of 20 - 700+; the lower emotions being those of shame, guilt, apathy, grief, and fear and then moving up the scale to courage at 200 and the all the way up to love, joy and peace. It is important to know that this rating is not an arithmetic type of scale but rather a logarithmic progression. It suffices to say that moving a few points up the ladder is enormous as far as the potential it holds to increase your personal power, and well being.
An emotion that vibrates under 200 is considered a negative emotion, and it has an undesirable impact on the body, mind and soul connection.
The time a woman spends moving up to the next higher emotional state may or may not take a long time depending on various factors and whether she chooses to consciously work through a particular state. For example, choosing to blame others, and not taking responsibility for your life experience will slow your progress through the various states. There are ladies who get stuck at a certain emotional level for a very long time, in fact for many years.
If you have ever lost a loved one and felt grief, you may recall that at a later point in time, you felt better once you had moved up through anger. Those around you may have preferred it when you were in grief, as you might of been easier to handle when in grief rather than in anger. However it was necessary for you to move up through anger to then get to the level of courage, and then further up the ladder still, to acceptance and so on.
When women are experiencing very negative emotions, frequently those around them do not know how to help them, and therefore consciously or subconsciously they try to control and manage the women, and their emotions.
It is important to note that if you do not believe that it is ok to express your anger and therefore you push yourself back down the emotional ladder, you will cause a yoyo effect. Every time you come up to the state of anger you will cause yourself to go back down to states such as fear and grief. You could actually come up and go down repeatedly, keeping yourself stuck for a long time. Be aware that having old emotional baggage come up while working a particular state is normal. You will be well served by implementing strategies that can assist you through your climb up the emotional ladder.
No matter where you might find yourself on the emotional ladder, what you want to do is work at feeling better and experience some relief from the current state.
When climbing a real ladder you would not think of going from the bottom rung to the top rung in one step, you would go up incrementally, and it is the same idea with the emotional ladder. Besides, if you were to try and move through all the emotional states quickly, you would likely be an emotional basket case. Therefore, chances are you will find yourself taking many steps on the way up this emotional ladder.
Each step up the emotional ladder will increase your awareness of self and others, and allow you to navigate your life with greater ease. With greater ease by your side, and by feeling better you will be able to manifest more of what you want and less of what you do not want. You will actually be increasing your personal power.
By Lynette Chartier
Wednesday, May 20, 2009
What's in a Marketing and Sales System?
Marketing and sales are critical components of a successful business. Appreciating the difference between the two is essential to building a thriving business that is sustainable.
Marketing is what attracts prospective clients to your business and makes them want to purchase your products and services. An effective sales process is what "seals the deal." Both are essential to your success and each requires a system for consistent results.
Marketing Power: Let's explore three ways to boost your marketing power.
*On your Internet real estate (i.e., your website or blog), include a way to capture the names and contact information of visitors who want to stay in touch with you. I suggest using a service like Aweber or Constant Contact.
*Use an autoresponder service (like those provided by the companies listed above) to schedule the delivery of tips and short articles to members of your target market who have indicated their interest in your business by signing up for your updates.
*Deliver relevant information to your database once a week. This allows to you stay "top of mind", without inundating your database with messages. You can deliver information in the form of a short newsletter, weekly tips or even weekly words of inspiration and motivation. The format is not nearly as important as your commitment to delivering relevant information on a consistent basis. Your delivery of timely, useful information is what will attract fans, friends and followers - and, convert them to paying clients. If in the past, you have not been as consistent in communicating with your database as you would like, do not despair. Get started again ASAP and make a commitment to stay connected.
Success in Sales: Develop a proven sales conversion guide to convert more clients in less time.
This is the essence of sales success! Let's explore how to build a sales conversion guide.
* Pay attention to exactly what happens when you convert a prospective client into a paying client.
*Document the process in a detailed step-by-step checklist and sales script. This document becomes your sales conversion guide.
*Repeat the process and refine your sales conversation guide as necessary.
*When you are comfortable that you have documented a sales conversion process that works, train new team members to follow your sales conversion guide and delegate this business activity.
Marketing and Sales Systems = More Time and More Money
Once you have automated a portion of your marketing and delegated the sales conversation process, invest your time and energy in projects that require your creative action: developing new business offerings and serving clients.
Marketing is what attracts prospective clients to your business and makes them want to purchase your products and services. An effective sales process is what "seals the deal." Both are essential to your success and each requires a system for consistent results.
Marketing Power: Let's explore three ways to boost your marketing power.
*On your Internet real estate (i.e., your website or blog), include a way to capture the names and contact information of visitors who want to stay in touch with you. I suggest using a service like Aweber or Constant Contact.
*Use an autoresponder service (like those provided by the companies listed above) to schedule the delivery of tips and short articles to members of your target market who have indicated their interest in your business by signing up for your updates.
*Deliver relevant information to your database once a week. This allows to you stay "top of mind", without inundating your database with messages. You can deliver information in the form of a short newsletter, weekly tips or even weekly words of inspiration and motivation. The format is not nearly as important as your commitment to delivering relevant information on a consistent basis. Your delivery of timely, useful information is what will attract fans, friends and followers - and, convert them to paying clients. If in the past, you have not been as consistent in communicating with your database as you would like, do not despair. Get started again ASAP and make a commitment to stay connected.
Success in Sales: Develop a proven sales conversion guide to convert more clients in less time.
This is the essence of sales success! Let's explore how to build a sales conversion guide.
* Pay attention to exactly what happens when you convert a prospective client into a paying client.
*Document the process in a detailed step-by-step checklist and sales script. This document becomes your sales conversion guide.
*Repeat the process and refine your sales conversation guide as necessary.
*When you are comfortable that you have documented a sales conversion process that works, train new team members to follow your sales conversion guide and delegate this business activity.
Marketing and Sales Systems = More Time and More Money
Once you have automated a portion of your marketing and delegated the sales conversation process, invest your time and energy in projects that require your creative action: developing new business offerings and serving clients.
Monday, May 18, 2009
The First Step Toward Success- The Starting Point
Salespersons are coached in the power of a first impression. Orators devote hours to opening statements. Journalists are admonished never to bury the lead. Sprinters practice racing out of the starting blocks. Interviewees are taught the importance of their initial handshake with a potential employer.
In leadership, as in many other areas of life, the beginning often determines the end. False starts and weak foundations can be ruinous. Here are five insights to help you start successfully.
HOW TO START SUCCESSFULLY
1. Start With Yourself
As Gandhi famously said, "Be the change you want to be in the world." By starting with yourself, you build the self-confidence needed to attract and inspire others. Leading yourself well is a precursor to accomplishment, and accomplishment earns respect. In order to make deposits in the lives of followers, you have to have a beginning balance in your leadership account. Start leading by proving your mettle - to yourself and to prospective followers.
2. Start early
Sadly, many leaders squander their early years and spend the rest of their careers trying to make up for lost time. In leadership, as with finances, decisions made early in life accrue the most interest. When we choose poorly or establish bad habits, we put ourselves in debt. Then, we must not only repay our loans, but the interest on them as well. On the flip side, when we invest our time and talent wisely from a young age, we reap the benefits of compounding interest on our leadership.
Specifically, where should leaders start? What areas should take precedence at the beginning? From my experience there are 10 things you should do as a leader prior to reaching age 40:
Know yourself
Settle your family life
Determine your priorities
Develop your philosophy of life
Get physically fit
Learn your trade
Pay the price
Develop solid relationships
Prepare for the future
Find purpose for your life
If you're over 40, it's never to late to make improvements. Unfortunately, an old dog doesn't easily learn new tricks. Undoing years of misplaced priorities and poor self-management will take extra effort.
3. Start Small
Don't expect to understand what it takes to get to the top, just take the next step. Think big, but start small. Doing so encourages you to get started, and keeps you from being frozen by the magnitude of the vision in front of you. When you accomplish a small step, you gain confidence that you can accomplish the next step.
The success found in starting small comes when you diligently apply the lessons you learn. As my friend, Dick Biggs, has said, "The greatest gap is between knowing and doing." Commit to mastering the details under your control, and follow through when experience has given you instruction.
4. Start with the end in view
"Most people spend more time planning their grocery shopping than designing their future."~ Tom James, Personal Development Coach.
You can also reach me by sending mail to noahtoyintayo@yahoo.com
In leadership, as in many other areas of life, the beginning often determines the end. False starts and weak foundations can be ruinous. Here are five insights to help you start successfully.
HOW TO START SUCCESSFULLY
1. Start With Yourself
As Gandhi famously said, "Be the change you want to be in the world." By starting with yourself, you build the self-confidence needed to attract and inspire others. Leading yourself well is a precursor to accomplishment, and accomplishment earns respect. In order to make deposits in the lives of followers, you have to have a beginning balance in your leadership account. Start leading by proving your mettle - to yourself and to prospective followers.
2. Start early
Sadly, many leaders squander their early years and spend the rest of their careers trying to make up for lost time. In leadership, as with finances, decisions made early in life accrue the most interest. When we choose poorly or establish bad habits, we put ourselves in debt. Then, we must not only repay our loans, but the interest on them as well. On the flip side, when we invest our time and talent wisely from a young age, we reap the benefits of compounding interest on our leadership.
Specifically, where should leaders start? What areas should take precedence at the beginning? From my experience there are 10 things you should do as a leader prior to reaching age 40:
Know yourself
Settle your family life
Determine your priorities
Develop your philosophy of life
Get physically fit
Learn your trade
Pay the price
Develop solid relationships
Prepare for the future
Find purpose for your life
If you're over 40, it's never to late to make improvements. Unfortunately, an old dog doesn't easily learn new tricks. Undoing years of misplaced priorities and poor self-management will take extra effort.
3. Start Small
Don't expect to understand what it takes to get to the top, just take the next step. Think big, but start small. Doing so encourages you to get started, and keeps you from being frozen by the magnitude of the vision in front of you. When you accomplish a small step, you gain confidence that you can accomplish the next step.
The success found in starting small comes when you diligently apply the lessons you learn. As my friend, Dick Biggs, has said, "The greatest gap is between knowing and doing." Commit to mastering the details under your control, and follow through when experience has given you instruction.
4. Start with the end in view
"Most people spend more time planning their grocery shopping than designing their future."~ Tom James, Personal Development Coach.
You can also reach me by sending mail to noahtoyintayo@yahoo.com
Thursday, May 14, 2009
The Secret to Accomplishing More - It's All About Timing
Now more than ever, it's critical to accomplish more with less. Less money, less time, less help...
There is never enough time for everything, but there is always enough time to do the most important things. What are they?
In Eat That Frog!, Brian Tracy says that your "frog" should be the most difficult item on your things to do list, the one where you're most likely to procrastinate; because, if you eat that first, it'll give you energy and momentum for the rest of the day. But, if you don't...and let him sit there on the plate and stare at you while you do a hundred unimportant things, it can drain your energy and you won't even know it.
"Eat a live frog every morning, and nothing worse can happen to you the rest of the day." --Mark Twain
To be more productive, try this. Identify that one task that you need to do which will make a difference and take steps to do it right away with urgency. This will provide you with the fuel and motivation to do the less painful items.
What Not To Do First
Avoid doing your easiest task or most favorite task first. We've all had those mornings where we start with great intentions of making those phone calls, writing that letter, or updating the database--but then we first check our email or browse the headlines of your favorite news source. Two hours later, your enthusiasm is gone, along with valuable time you could have used getting stuff done. Somehow, this sets the tone for the rest of the day.
What To Do Instead
Plan every day in advance. Think on paper. Every minute spent in planning can save 5-10 minutes in execution.
Step 1 Create a list of your tasks for the day. Start each day with a clean plate. Focus on key result areas. Identify and determine the results that you absolutely, positively must have. Put each task into one of four categories:
a. Things you don't want to do, but really need to do.
b. Things you want to do and really need to do.
c. Things you want to do, but really don't need to do.
d. Things you don't want to do, and really don't need to do.
Step 2 Narrow your list to ten items or less. You should not reasonably expect to do more--though if you find yourself having completed all ten tasks, you can simply add more.
Step 3 Out of those ten items, pick the three tasks that once accomplished will move you closer to your goals. Consider the consequences. Most important tasks and priorities are those with most serious consequences. Focus on them. Put a star beside them. These are your most important tasks.
Step 4 Out of those three items, pick the worst one. Circle it. Make that your frog. Do that task first.
Step 5 Out of your list of ten, pick your favorite or easiest item.
Whatever you do, don't do that task first. In fact, don't do that task until you get all three of your most important tasks done. Make doing that task your reward.
So, here's your assignment: for the next 30 days take a look at your list, circle the frog, and eat that first. I'd like to know more about your frog-eating experience.
By Sandy Horner
There is never enough time for everything, but there is always enough time to do the most important things. What are they?
In Eat That Frog!, Brian Tracy says that your "frog" should be the most difficult item on your things to do list, the one where you're most likely to procrastinate; because, if you eat that first, it'll give you energy and momentum for the rest of the day. But, if you don't...and let him sit there on the plate and stare at you while you do a hundred unimportant things, it can drain your energy and you won't even know it.
"Eat a live frog every morning, and nothing worse can happen to you the rest of the day." --Mark Twain
To be more productive, try this. Identify that one task that you need to do which will make a difference and take steps to do it right away with urgency. This will provide you with the fuel and motivation to do the less painful items.
What Not To Do First
Avoid doing your easiest task or most favorite task first. We've all had those mornings where we start with great intentions of making those phone calls, writing that letter, or updating the database--but then we first check our email or browse the headlines of your favorite news source. Two hours later, your enthusiasm is gone, along with valuable time you could have used getting stuff done. Somehow, this sets the tone for the rest of the day.
What To Do Instead
Plan every day in advance. Think on paper. Every minute spent in planning can save 5-10 minutes in execution.
Step 1 Create a list of your tasks for the day. Start each day with a clean plate. Focus on key result areas. Identify and determine the results that you absolutely, positively must have. Put each task into one of four categories:
a. Things you don't want to do, but really need to do.
b. Things you want to do and really need to do.
c. Things you want to do, but really don't need to do.
d. Things you don't want to do, and really don't need to do.
Step 2 Narrow your list to ten items or less. You should not reasonably expect to do more--though if you find yourself having completed all ten tasks, you can simply add more.
Step 3 Out of those ten items, pick the three tasks that once accomplished will move you closer to your goals. Consider the consequences. Most important tasks and priorities are those with most serious consequences. Focus on them. Put a star beside them. These are your most important tasks.
Step 4 Out of those three items, pick the worst one. Circle it. Make that your frog. Do that task first.
Step 5 Out of your list of ten, pick your favorite or easiest item.
Whatever you do, don't do that task first. In fact, don't do that task until you get all three of your most important tasks done. Make doing that task your reward.
So, here's your assignment: for the next 30 days take a look at your list, circle the frog, and eat that first. I'd like to know more about your frog-eating experience.
By Sandy Horner
Time Management Strategies For Project Managers - And Anyone Else
Of the resources available to a project manager to get a job done, the most precious resource is time. Not using your time wisely is almost a guarantee for project failure. Fortunately, you can learn to manage your time effectively by systematically applying a few basic time management strategies.
Time Management Strategy 1: Know how you spend your time
Just like someone getting ready to diet keeps a record of what they eat now, so they know where to begin cutting calories, you must know how your time is spent in a typical day to understand where time is being wasted. Keep an activity log that includes: how many phone calls you initiate and receive; how many emails; how much time is spent on status, planning, budgeting, supervising and meeting.
Time Management Strategy 2: Know where you get your data
I spend so much of my time getting data, understanding the implications to the project of the data collected, and applying that data to decision making. The data comes to me from so many disparate sources: emails, meetings, phone calls, hallway conversations, and even SMS. Knowing where you get data now will help you optimize future data collection to save time and improve effectiveness, especially in trying to narrow down the collection points (see below).
Time Management Strategy 3: Organize your data
Do you have hundreds of emails in your inbox? Is your desk littered with pieces of paper or your computer monitor covered with yellow sticky notes? You can waste many hours in the five minute increments you spend looking for the right piece of paper or email. It is essential that you develop a reference system to tag your disparate information bits for easy retrieval.
Time Management Strategy 4: Use the features of Microsoft Outlook to improve your organization
Outlook should be your primary collection point for incoming work and status information. Integrate Outlook with your reference system by using its folders and subfolders. You can use Outlook rules to automatically move email into the correct folders or color code email by category and action requirements. You can also use the Outlook task pad to place upcoming tasks or commitments onto your calendar. Outlook can even help you schedule meetings, invite participants, and track attendees.
Time Management Strategy 5: Learn the value of closed lists
Instead of maintaining an open to-do list that grows continuously and leaves you feeling as if you can never do it all and are never done, commit to using a closed list of tasks. A closed list is valuable because it ensures that you finish the day with a sense of accomplishment and it keeps you from jumping from one emerging fire to another. Make it a hard-and-fast rule to finish your closed list every day. When a new to-do comes in, place that task on the closed list for the following day or to a category named "below the line" for completing after the closed list; do not just add it to the current list.
Just using one of these strategies will result in a huge gain in time and unburdening the clutter in your mind. Unburdening the clutter in your mind will go a long way to restoring work - life balance.
By Rick Haywood
Time Management Strategy 1: Know how you spend your time
Just like someone getting ready to diet keeps a record of what they eat now, so they know where to begin cutting calories, you must know how your time is spent in a typical day to understand where time is being wasted. Keep an activity log that includes: how many phone calls you initiate and receive; how many emails; how much time is spent on status, planning, budgeting, supervising and meeting.
Time Management Strategy 2: Know where you get your data
I spend so much of my time getting data, understanding the implications to the project of the data collected, and applying that data to decision making. The data comes to me from so many disparate sources: emails, meetings, phone calls, hallway conversations, and even SMS. Knowing where you get data now will help you optimize future data collection to save time and improve effectiveness, especially in trying to narrow down the collection points (see below).
Time Management Strategy 3: Organize your data
Do you have hundreds of emails in your inbox? Is your desk littered with pieces of paper or your computer monitor covered with yellow sticky notes? You can waste many hours in the five minute increments you spend looking for the right piece of paper or email. It is essential that you develop a reference system to tag your disparate information bits for easy retrieval.
Time Management Strategy 4: Use the features of Microsoft Outlook to improve your organization
Outlook should be your primary collection point for incoming work and status information. Integrate Outlook with your reference system by using its folders and subfolders. You can use Outlook rules to automatically move email into the correct folders or color code email by category and action requirements. You can also use the Outlook task pad to place upcoming tasks or commitments onto your calendar. Outlook can even help you schedule meetings, invite participants, and track attendees.
Time Management Strategy 5: Learn the value of closed lists
Instead of maintaining an open to-do list that grows continuously and leaves you feeling as if you can never do it all and are never done, commit to using a closed list of tasks. A closed list is valuable because it ensures that you finish the day with a sense of accomplishment and it keeps you from jumping from one emerging fire to another. Make it a hard-and-fast rule to finish your closed list every day. When a new to-do comes in, place that task on the closed list for the following day or to a category named "below the line" for completing after the closed list; do not just add it to the current list.
Just using one of these strategies will result in a huge gain in time and unburdening the clutter in your mind. Unburdening the clutter in your mind will go a long way to restoring work - life balance.
By Rick Haywood
Work Life Balance Tips For Tough Economic Times
With stories of economic distress commanding the airways, balance can seem more elusive than ever. But in tough times, it becomes more important that ever to take care of ourselves. It also gives us a great opportunity to reconsider what is most important. Consider these tips for achieving a better balance between your work and the rest of your life.
Work-Life Balance in Tough Economic Times
Tip #1:
Prioritize. If you want balance, you simply must know what your priorities are and make good choices. Consider all the things competing for your time and decide what will stay and what will go. Decide which things are the absolute most important and make sure that is where you spend your time. This is a level of discipline that does not come easily to most people.
Tip #2:
Telecommute. Explore your company's policy regarding telecommuting or flexible hours. Telecommuting even one day a week will immediately pay returns in more time and reduced stress. Sell your boss on what's in it for him/her ""I love my job, and feel I am an asset. I'd like to discuss ways that I can be even more productive. I'm in a not-so-unique situation of caring for my elderly parents (or whatever your particular situation is), and working from home once or twice a week would give me much-needed extra time. I believe I'd be more focused and deliver even higher quality work."
Tip #3:
Control Technology-Don't let it control you. Technology is there to make your life easier, not to rule it. Establish times, like dinner, when your household must remain tech-free. During that hour no one can answer the phones, e-mails or text messages. Let everyone know about your tech free times. This will help you manage the boundaries and be a model to others.
Tip #4:
Create back-up. Having a support system of friends, family, neighbors and co-workers who are willing to jump in and help when something unexpected arises will shift a crisis into a manageable situation. Be willing to reciprocate for them too.
Tip #5:
Schedule Down Time. You won't function well if you are on the go all the time. Schedule time to relax and preserve these appointments with yourself. With money tight, this is the perfect time to shift from spending to finding joy in slowing down and enjoying the little things in life. When we slow down, we discover that much of what we run around doing, isn't as necessary or rewarding as we thought.
Women's Success Coach, Minna Keller, empowers successful professional women with demanding schedules, to achieve better business results faster, AND have more time more fun and less stress.
Minna Keller
Work-Life Balance in Tough Economic Times
Tip #1:
Prioritize. If you want balance, you simply must know what your priorities are and make good choices. Consider all the things competing for your time and decide what will stay and what will go. Decide which things are the absolute most important and make sure that is where you spend your time. This is a level of discipline that does not come easily to most people.
Tip #2:
Telecommute. Explore your company's policy regarding telecommuting or flexible hours. Telecommuting even one day a week will immediately pay returns in more time and reduced stress. Sell your boss on what's in it for him/her ""I love my job, and feel I am an asset. I'd like to discuss ways that I can be even more productive. I'm in a not-so-unique situation of caring for my elderly parents (or whatever your particular situation is), and working from home once or twice a week would give me much-needed extra time. I believe I'd be more focused and deliver even higher quality work."
Tip #3:
Control Technology-Don't let it control you. Technology is there to make your life easier, not to rule it. Establish times, like dinner, when your household must remain tech-free. During that hour no one can answer the phones, e-mails or text messages. Let everyone know about your tech free times. This will help you manage the boundaries and be a model to others.
Tip #4:
Create back-up. Having a support system of friends, family, neighbors and co-workers who are willing to jump in and help when something unexpected arises will shift a crisis into a manageable situation. Be willing to reciprocate for them too.
Tip #5:
Schedule Down Time. You won't function well if you are on the go all the time. Schedule time to relax and preserve these appointments with yourself. With money tight, this is the perfect time to shift from spending to finding joy in slowing down and enjoying the little things in life. When we slow down, we discover that much of what we run around doing, isn't as necessary or rewarding as we thought.
Women's Success Coach, Minna Keller, empowers successful professional women with demanding schedules, to achieve better business results faster, AND have more time more fun and less stress.
Minna Keller
Monday, May 11, 2009
Strategic Selling Skills For a Tough Economy - Follow the Money
If you were to distill the essential wisdom from all of the sales books and articles published in 2009 to one key golden nugget, your mission statement would become "Find the people with money and custom-tailor your value statement to those people."
Of course, that's pretty conventional wisdom for even the best of times. But in the current economy, the people who are willing to spend money on your products or services might exist outside of your "sales comfort zone." Therein lies the first step...if you are willing to surrender any notion of the false concept of a "sales comfort zone" (or a comfort zone in any area of life, for that matter) you are already miles ahead of the rest of your competition.
As an example, you might be very comfortable with the "walk in / drop in" method of in-person cold calling. In the world of strip malls and "Mom & Pop" businesses, it's one of the easiest ways to get directly in front of your prospect. In most situations, it is also "gatekeeper-free." You simply walk in, strike up a conversation, and you're selling. If you are uncomfortable on the phone, you will not face that issue. If you are articulate, well-groomed and professional, there is a good possibility of quickly building rapport and entering into a sales cycle within moments. You might secure an appointment for a follow-up conversation, or you might close the sale on the spot. During times when the "Mom & Pop" stores lining Main Street in Anytown U.S.A. are thriving, it's a veritable harvest waiting to be plucked.
We are not in those times. Sole proprietors, Mom & Pop, small business owners...these are the prospects who are reading the newspapers, watching TV, surfing on the Web and witnessing unrelenting doom and gloom and a hundred reasons a day to keep their wallets in their pockets.
That does not mean that every small business owner has mentally shut down when it comes to spending. It simply means that if this is your area of sales expertise, the basket which holds all of your eggs, and the one trick your pony has mastered...you've got a problem.
In the current economy, as a professional salesperson, you have two key objectives: find the money and go after the money. You cannot chase and hope to catch something which does not exist. In thriving economic times, "persuasion skills" and a bit of cat and mouse might help you turn the corner with hesitant prospects. In tough times, you are potentially dealing with prospects living in fear, in panic, in "survival mode." The extended effort you waste in attempting to "persuade" them keeps you away from other, more qualified prospects.
A colleague phoned me recently. He's a small business owner who specializes in incentive gifts...items like coffee mugs emblazoned with a corporate logo. He bemoaned the fact that "things are tough out there right now." He asked if I had any clients who might have a need for his products and services. I explained that many of the business owners I've spoken with in recent days are hesitant to spend a single penny on what they consider to be "non-essential purchases." An additional problem lies in their definition of the things they consider to be "essential." That includes expenditures which might, ironically, help them survive...marketing, advertising, and promotion. I told my colleague that unless he is able to approach a prospective customer and clearly articulate how his products and services will make them money, save them money, or bring them new customers, he most likely will not get an extended audience with them.
In this scenario, my colleague has an overwhelmingly tough uphill climb. He can find the money by stepping out of his current comfort zone of small business owners into a broader corporate playing field, but once he's standing on it, he will still face the challenge of crafting his value proposition. At this particular point in time, companies don't have to provide perks for their employees. They simply need to point to the headlines and the daily stories of layoffs. The climb must go higher, up through the first level of clouds, up through the first few levels of people who have the money to spend.
Once that level is reached, a new challenge presents itself. Perhaps the "incentive gifts" determined to be appropriate for small business owners won't pass muster in larger companies. That calls for a new offering, and with it, a new value proposition.
It all begins with finding the money and conducting thorough research on the person or company in possession of it. The second step is to identify all areas of growth or challenge that the person or company is currently facing. The third step is to craft a value proposition, preferably laced with detailed and enthusiastic testimonials from current customers, which clearly and unquestionably translates into making money for the prospect, saving them money, or bringing in new customers.
A salesperson who can accomplish that is a salesperson who can sell successfully in any economy. The remaining salespeople need to internalize all of the elements outlined above and aggressively put them into practice. Consistency of effort will yield the desired results, but more importantly, will also result in a "sifting" process which empowers the salesperson to identify the best markets and the best approach in each. Let go of the familiar. Step outside of the comfort zone. Take a deep breath, put a smile on your face, and go to work.
Article by: Michael DeAngelis
Of course, that's pretty conventional wisdom for even the best of times. But in the current economy, the people who are willing to spend money on your products or services might exist outside of your "sales comfort zone." Therein lies the first step...if you are willing to surrender any notion of the false concept of a "sales comfort zone" (or a comfort zone in any area of life, for that matter) you are already miles ahead of the rest of your competition.
As an example, you might be very comfortable with the "walk in / drop in" method of in-person cold calling. In the world of strip malls and "Mom & Pop" businesses, it's one of the easiest ways to get directly in front of your prospect. In most situations, it is also "gatekeeper-free." You simply walk in, strike up a conversation, and you're selling. If you are uncomfortable on the phone, you will not face that issue. If you are articulate, well-groomed and professional, there is a good possibility of quickly building rapport and entering into a sales cycle within moments. You might secure an appointment for a follow-up conversation, or you might close the sale on the spot. During times when the "Mom & Pop" stores lining Main Street in Anytown U.S.A. are thriving, it's a veritable harvest waiting to be plucked.
We are not in those times. Sole proprietors, Mom & Pop, small business owners...these are the prospects who are reading the newspapers, watching TV, surfing on the Web and witnessing unrelenting doom and gloom and a hundred reasons a day to keep their wallets in their pockets.
That does not mean that every small business owner has mentally shut down when it comes to spending. It simply means that if this is your area of sales expertise, the basket which holds all of your eggs, and the one trick your pony has mastered...you've got a problem.
In the current economy, as a professional salesperson, you have two key objectives: find the money and go after the money. You cannot chase and hope to catch something which does not exist. In thriving economic times, "persuasion skills" and a bit of cat and mouse might help you turn the corner with hesitant prospects. In tough times, you are potentially dealing with prospects living in fear, in panic, in "survival mode." The extended effort you waste in attempting to "persuade" them keeps you away from other, more qualified prospects.
A colleague phoned me recently. He's a small business owner who specializes in incentive gifts...items like coffee mugs emblazoned with a corporate logo. He bemoaned the fact that "things are tough out there right now." He asked if I had any clients who might have a need for his products and services. I explained that many of the business owners I've spoken with in recent days are hesitant to spend a single penny on what they consider to be "non-essential purchases." An additional problem lies in their definition of the things they consider to be "essential." That includes expenditures which might, ironically, help them survive...marketing, advertising, and promotion. I told my colleague that unless he is able to approach a prospective customer and clearly articulate how his products and services will make them money, save them money, or bring them new customers, he most likely will not get an extended audience with them.
In this scenario, my colleague has an overwhelmingly tough uphill climb. He can find the money by stepping out of his current comfort zone of small business owners into a broader corporate playing field, but once he's standing on it, he will still face the challenge of crafting his value proposition. At this particular point in time, companies don't have to provide perks for their employees. They simply need to point to the headlines and the daily stories of layoffs. The climb must go higher, up through the first level of clouds, up through the first few levels of people who have the money to spend.
Once that level is reached, a new challenge presents itself. Perhaps the "incentive gifts" determined to be appropriate for small business owners won't pass muster in larger companies. That calls for a new offering, and with it, a new value proposition.
It all begins with finding the money and conducting thorough research on the person or company in possession of it. The second step is to identify all areas of growth or challenge that the person or company is currently facing. The third step is to craft a value proposition, preferably laced with detailed and enthusiastic testimonials from current customers, which clearly and unquestionably translates into making money for the prospect, saving them money, or bringing in new customers.
A salesperson who can accomplish that is a salesperson who can sell successfully in any economy. The remaining salespeople need to internalize all of the elements outlined above and aggressively put them into practice. Consistency of effort will yield the desired results, but more importantly, will also result in a "sifting" process which empowers the salesperson to identify the best markets and the best approach in each. Let go of the familiar. Step outside of the comfort zone. Take a deep breath, put a smile on your face, and go to work.
Article by: Michael DeAngelis
Why Most Sales and Marketing Techniques Don't Really Work
Saw a pretty cool movie recently with my wife.
A movie that explains why a LOT of customers don't buy. And reveals a sales and marketing "secret" that can dramatically increase your profits.
Anyway, the movie is called "Fire Proof".
It is an unabashedly Christian movie about a fireman and his wife on the path to divorce -- but whose hearts are changed by a 40-day "test" the fireman's father gives him.
Whoa!
I can ALREADY see some peoples' eyes rolling reading this.
"C'mon Ben! Why are you wasting my time with this!"
Patience, grasshopper.
All will be revealed in a second.
You see, there are many themes running through this movie. Some are obvious (such as, "never leave your partner behind, especially in a fire".) And some are not-so-obvious.
The sales lesson is one of the not-so-obvious ones.
It goes like this:
When the main character (the fireman) first tries to save his marriage, he only goes through the motions as he follows his dad's 40-day plan. In fact, he goes the first 20 days without his heart being in it at all -- only thinking of what he will gain from his efforts.
His wife (not surprisingly) sees right through him.
She doesn't buy his act.
And as a result, she DISTRUSTS him even more.
Which is where the sales lesson comes in:
How many of us go through the motions like this when selling? Without truly CARING about our prospects? Without caring about their pain and challenges? Without caring about anything except "sucking as much money as possible from their bank accounts"?
I'm not saying this attitude can't work.
Especially when selling to the low-hanging fruit (who buy anything).
But most people see right through it. And will naturally distrust you (and not buy from you) as a result. This is why I believe if someone wants to take their business to the "next level" they can't just go through the motions.
You must CARE about your customers.
Your heart has to be into helping THEM first.
And you have to believe (REALLY believe) what you're selling is going to change their lives for the better.
I realize this is a little "touchy feely".
But when your heart is into helping your customers like this, success is almost automatic.
You automatically do what's in your customer's best interest. Automatically create (or pick) the BEST products to sell. And automatically do things that POSITION you as someone who cares -- and is therefore trusted and believed.
This caring stuff isn't always "sexy."
But it works like gangbusters.
And in most cases, your competition is probably NOT doing it.
Article by: Ben Settle
A movie that explains why a LOT of customers don't buy. And reveals a sales and marketing "secret" that can dramatically increase your profits.
Anyway, the movie is called "Fire Proof".
It is an unabashedly Christian movie about a fireman and his wife on the path to divorce -- but whose hearts are changed by a 40-day "test" the fireman's father gives him.
Whoa!
I can ALREADY see some peoples' eyes rolling reading this.
"C'mon Ben! Why are you wasting my time with this!"
Patience, grasshopper.
All will be revealed in a second.
You see, there are many themes running through this movie. Some are obvious (such as, "never leave your partner behind, especially in a fire".) And some are not-so-obvious.
The sales lesson is one of the not-so-obvious ones.
It goes like this:
When the main character (the fireman) first tries to save his marriage, he only goes through the motions as he follows his dad's 40-day plan. In fact, he goes the first 20 days without his heart being in it at all -- only thinking of what he will gain from his efforts.
His wife (not surprisingly) sees right through him.
She doesn't buy his act.
And as a result, she DISTRUSTS him even more.
Which is where the sales lesson comes in:
How many of us go through the motions like this when selling? Without truly CARING about our prospects? Without caring about their pain and challenges? Without caring about anything except "sucking as much money as possible from their bank accounts"?
I'm not saying this attitude can't work.
Especially when selling to the low-hanging fruit (who buy anything).
But most people see right through it. And will naturally distrust you (and not buy from you) as a result. This is why I believe if someone wants to take their business to the "next level" they can't just go through the motions.
You must CARE about your customers.
Your heart has to be into helping THEM first.
And you have to believe (REALLY believe) what you're selling is going to change their lives for the better.
I realize this is a little "touchy feely".
But when your heart is into helping your customers like this, success is almost automatic.
You automatically do what's in your customer's best interest. Automatically create (or pick) the BEST products to sell. And automatically do things that POSITION you as someone who cares -- and is therefore trusted and believed.
This caring stuff isn't always "sexy."
But it works like gangbusters.
And in most cases, your competition is probably NOT doing it.
Article by: Ben Settle
Sales Motivation - Revealed - 4 Rewarding Methods to Motivate Your Sales Team to Make Enormous Sales
The main objective of any business organization is to secure profits -- the more profits, the better and there is only one way to achieve this -- increase the number of sales. As a sales manager, it is your responsibility to motivate and boost the morale of your entire sales team. Keep in mind that of all the people in the organization, the people who are in the front lines are the ones who need the motivation the most as they are the ones who bring business to the company.
Here's how you can motivate your sales teams:
1. Include your team in goal setting. Include your team in the process of setting sales goals and make them feel accountable in reaching these. You can meet with them at the start of the month and discuss how many exact sales you want them to make for the entire month. Ask if they have any questions or suggestions then seek for agreement.
2. Proper training. Your sales team will be most likely to feel confident in transacting with customers if they possess skills that are needed in closing a sale. Conduct several trainings on building product value, customer service skills, communication and persuasion skills, handling objections, presenting rebuttals, and negotiation skills.
3. Product knowledge. Your sales team must have in-depth knowledge on products and services that they are selling. Conduct seminars where these people will be able to get to know the company's offerings inside out. Tell them how the products were made, their limitations (if any), their selling points, and the benefits that they offer. When your sales team knows these information, they can easily create a need for your products or present them as the most appropriate solutions to the problems being faced by your customers.
4. Reward system. There is no better way to motivate your team to secure more sales than rewarding them for their efforts and contribution. Launch an employee reward program where top sellers will be recognized and will be given exciting prizes and rewards. For best result, I recommend that you involve your team in conceptualizing the reward program. You can send them a survey to determine the items or rewards they would like to get. They may want monetary rewards, vacation packages, gadgets, etc. Go with the vote of the majority. Since these people will have the chance to get what they really want, you can bet that they'll try their hardest to make as many sales as possible.
Article by : Sean R Mize
Here's how you can motivate your sales teams:
1. Include your team in goal setting. Include your team in the process of setting sales goals and make them feel accountable in reaching these. You can meet with them at the start of the month and discuss how many exact sales you want them to make for the entire month. Ask if they have any questions or suggestions then seek for agreement.
2. Proper training. Your sales team will be most likely to feel confident in transacting with customers if they possess skills that are needed in closing a sale. Conduct several trainings on building product value, customer service skills, communication and persuasion skills, handling objections, presenting rebuttals, and negotiation skills.
3. Product knowledge. Your sales team must have in-depth knowledge on products and services that they are selling. Conduct seminars where these people will be able to get to know the company's offerings inside out. Tell them how the products were made, their limitations (if any), their selling points, and the benefits that they offer. When your sales team knows these information, they can easily create a need for your products or present them as the most appropriate solutions to the problems being faced by your customers.
4. Reward system. There is no better way to motivate your team to secure more sales than rewarding them for their efforts and contribution. Launch an employee reward program where top sellers will be recognized and will be given exciting prizes and rewards. For best result, I recommend that you involve your team in conceptualizing the reward program. You can send them a survey to determine the items or rewards they would like to get. They may want monetary rewards, vacation packages, gadgets, etc. Go with the vote of the majority. Since these people will have the chance to get what they really want, you can bet that they'll try their hardest to make as many sales as possible.
Article by : Sean R Mize
Winning in the Relationship Economy
We are living in a "relationship economy" where you need to have more than just skills to find success. There are many people with talent, as that is the currency you are expected to pay with to have a seat at the table. Talent and education are important, but they are not enough.
Hard work is good, but again, in the current global financial climate, everyone is working hard. There are still only 24 hours in the day. Time is the great equalizer in the current situation. No matter how hard you want to pretend you are working, others can match your effort.
Decision makers are facing hard choices in all areas and they cannot afford to make mistakes. Those selecting vendors or making hiring decisions are frightened as their own futures might be hanging in the balance. They are confused, as they have multiple options. They will use their heads to gather information, but will make the final choice with their heart.
It comes down to your reputation and how they "feel" about you. This can be your individual or corporate brand in the community, but in this "relationship economy" it is all about perception.
This angers some. One person I know with an MBA was dumbfounded when a promotion he coveted went to a co-worker who had never finished college, but had come up through the ranks in the company where they both worked. It never dawned on him that her relationships could trump his sheepskin in the world of the corner office.
A sales professional friend recently lost a deal to his competitor because an executive at the prospective client "liked" the owner of the other company. He did not even know how to compete in this arena, since he worked for a larger out-of-town corporation, thus he had no local boss.
The mistake that many people make is they put too much faith in the "USP" (Unique Selling Proposition) of their product or service, without regards to what the marketplace values. If you are selling a commodity (or if your clients can remotely see your product or service as a commodity.... remember, perception IS reality!), then you are wasting time in how you are pursuing business.
Relationships matter.
Do not rationalize your way around this.
Look at your competition. Do people know them better? Do referral sources like them better? Are they winning business? Are they opening new accounts that you are not aware were seeking your services until after the fact?
If you answered "yes" to the above four questions, or discovered yourself focused on the subjective nature of the words "know", "like", "winning" and "opening"...then you are in trouble in the new "relationship economy". I am not kidding. This is a problem.
With business environments changing, too many executives are hoping that the changes are not real. But the "relationship economy" is not a fad. People do business with those they know, like and trust. This has always been true, but now they know more people. The internet, social media and other technologies make introductions, communications and information more pervasive. "Like and trust" are now head and shoulders above "know". It is easy to be known, but harder to reach the deeper levels that are needed these days.
You cannot rely on prospective customers hearing what you are saying, as there is too much noise out there. You must enlist the community at large to help cultivate your reputation by making you part of the ongoing discussion. Both live and online, if nobody is talking about you, then nobody else is thinking about you. Out of sight is out of mind, and that equals death.
So what can you do? Make this a major priority NOW. There is no time to waste if you think your competition is currently engaged in creating strong personal connections with those who have the ear of your business community. Either you control the conversation or you allow others to dictate what is said about you and your industry.
For real impact you might need to have paradigm shifts. Who in your organization is leading the charge for your outreach? (in person and online). It does not need to be the CEO, but a person must be publicly acknowledged as the "face of the firm". This individual has to have the visible support of the company management internally and externally. They must be seen as the credible spokesperson and have the respect of their co-workers.
The effort to expand your reach has to be an agenda item at all meetings going forward. When a company makes their image and visibility a priority they will see results. If they are just giving lip service to the topic or think there is a short term fix, they are destined to fail.
Finally, you must make a financial and time investment in your plan. You cannot reach the highest levels of reputation prevalence without an entertainment and education budget. Hosting informational and social events for clients, prospects and referral sources are key to extending your reach. A combination of live events and online webinars along with newsletters, blogs, PR and participation in social media will all work together. A pre-planned schedule with mixed activities will allow you to touch everyone you desire in a variety of ways.
In the end, success in the "relationship economy" depends on your taking ownership of your relationships.
By: Thom Singer
Hard work is good, but again, in the current global financial climate, everyone is working hard. There are still only 24 hours in the day. Time is the great equalizer in the current situation. No matter how hard you want to pretend you are working, others can match your effort.
Decision makers are facing hard choices in all areas and they cannot afford to make mistakes. Those selecting vendors or making hiring decisions are frightened as their own futures might be hanging in the balance. They are confused, as they have multiple options. They will use their heads to gather information, but will make the final choice with their heart.
It comes down to your reputation and how they "feel" about you. This can be your individual or corporate brand in the community, but in this "relationship economy" it is all about perception.
This angers some. One person I know with an MBA was dumbfounded when a promotion he coveted went to a co-worker who had never finished college, but had come up through the ranks in the company where they both worked. It never dawned on him that her relationships could trump his sheepskin in the world of the corner office.
A sales professional friend recently lost a deal to his competitor because an executive at the prospective client "liked" the owner of the other company. He did not even know how to compete in this arena, since he worked for a larger out-of-town corporation, thus he had no local boss.
The mistake that many people make is they put too much faith in the "USP" (Unique Selling Proposition) of their product or service, without regards to what the marketplace values. If you are selling a commodity (or if your clients can remotely see your product or service as a commodity.... remember, perception IS reality!), then you are wasting time in how you are pursuing business.
Relationships matter.
Do not rationalize your way around this.
Look at your competition. Do people know them better? Do referral sources like them better? Are they winning business? Are they opening new accounts that you are not aware were seeking your services until after the fact?
If you answered "yes" to the above four questions, or discovered yourself focused on the subjective nature of the words "know", "like", "winning" and "opening"...then you are in trouble in the new "relationship economy". I am not kidding. This is a problem.
With business environments changing, too many executives are hoping that the changes are not real. But the "relationship economy" is not a fad. People do business with those they know, like and trust. This has always been true, but now they know more people. The internet, social media and other technologies make introductions, communications and information more pervasive. "Like and trust" are now head and shoulders above "know". It is easy to be known, but harder to reach the deeper levels that are needed these days.
You cannot rely on prospective customers hearing what you are saying, as there is too much noise out there. You must enlist the community at large to help cultivate your reputation by making you part of the ongoing discussion. Both live and online, if nobody is talking about you, then nobody else is thinking about you. Out of sight is out of mind, and that equals death.
So what can you do? Make this a major priority NOW. There is no time to waste if you think your competition is currently engaged in creating strong personal connections with those who have the ear of your business community. Either you control the conversation or you allow others to dictate what is said about you and your industry.
For real impact you might need to have paradigm shifts. Who in your organization is leading the charge for your outreach? (in person and online). It does not need to be the CEO, but a person must be publicly acknowledged as the "face of the firm". This individual has to have the visible support of the company management internally and externally. They must be seen as the credible spokesperson and have the respect of their co-workers.
The effort to expand your reach has to be an agenda item at all meetings going forward. When a company makes their image and visibility a priority they will see results. If they are just giving lip service to the topic or think there is a short term fix, they are destined to fail.
Finally, you must make a financial and time investment in your plan. You cannot reach the highest levels of reputation prevalence without an entertainment and education budget. Hosting informational and social events for clients, prospects and referral sources are key to extending your reach. A combination of live events and online webinars along with newsletters, blogs, PR and participation in social media will all work together. A pre-planned schedule with mixed activities will allow you to touch everyone you desire in a variety of ways.
In the end, success in the "relationship economy" depends on your taking ownership of your relationships.
By: Thom Singer
Selling Skills - Latest 6 Big Ways to Develop Selling Skills
Sinking your teeth into the field of selling or taking a job as a sales person requires exceptional selling skills.
Here's how you can develop that particular skill:
1. If you are just starting out in this field, I personally recommend that you choose a product or a service that you really believe in -- this will surely make the process of selling a lot easier for you. On top of that, you'll surely increase your chances of making a sale as you'll sound enthusiastic and believable when pitching your offerings to your clients.
2. Product knowledge. You'll most likely to feel more confident in talking about your products or services if you know them inside out. It will feel really awkward if your prospects ask about certain feature and you are virtually clueless about it. So, read and learn as much as possible about the product that you sell. If possible, use them to get first-hand experience.
3. Be passionate. You can easily influence the buying decisions of your target market if you show enthusiasm or passion each time you pitch your products or services. You wouldn't surely buy from a sales person who does not show interest on his own product, right?
4. Be genuinely interested with your customers. Focus your sales pitch on the needs and demands of your prospects. Make these people feel that more than making a sale, you are truly interested in helping them out. If you think that they don't really need your product, tell them so. Yes, you won't be able to make a sale but I am pretty sure that this will help you widen your network as the people you have helped will surely recommend you to their friends and family members.
5. Practice makes perfect. Try talking to strangers about your products and services. See if you can get these people to take interest on what you are selling. Each time you do so, list down the techniques that works for you and those that do not. By doing so, you can refine a sales process that can bring difference to your sales.
6. Learn from the experts. Each time a salesperson try to sell you a product, listen. Learn the elements that they are using and be conscious on all their selling techniques. Make a mental note of what might work to your sales process and try them when you get the opportunity.
Article by: sean R Mize
Here's how you can develop that particular skill:
1. If you are just starting out in this field, I personally recommend that you choose a product or a service that you really believe in -- this will surely make the process of selling a lot easier for you. On top of that, you'll surely increase your chances of making a sale as you'll sound enthusiastic and believable when pitching your offerings to your clients.
2. Product knowledge. You'll most likely to feel more confident in talking about your products or services if you know them inside out. It will feel really awkward if your prospects ask about certain feature and you are virtually clueless about it. So, read and learn as much as possible about the product that you sell. If possible, use them to get first-hand experience.
3. Be passionate. You can easily influence the buying decisions of your target market if you show enthusiasm or passion each time you pitch your products or services. You wouldn't surely buy from a sales person who does not show interest on his own product, right?
4. Be genuinely interested with your customers. Focus your sales pitch on the needs and demands of your prospects. Make these people feel that more than making a sale, you are truly interested in helping them out. If you think that they don't really need your product, tell them so. Yes, you won't be able to make a sale but I am pretty sure that this will help you widen your network as the people you have helped will surely recommend you to their friends and family members.
5. Practice makes perfect. Try talking to strangers about your products and services. See if you can get these people to take interest on what you are selling. Each time you do so, list down the techniques that works for you and those that do not. By doing so, you can refine a sales process that can bring difference to your sales.
6. Learn from the experts. Each time a salesperson try to sell you a product, listen. Learn the elements that they are using and be conscious on all their selling techniques. Make a mental note of what might work to your sales process and try them when you get the opportunity.
Article by: sean R Mize
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