Casual Articles - Business

You Can Actually Forecast Your Client Flow
If you’re like most people in business for themselves, you market yourself in an ad hoc fashion: when you have time, when you think of it or only when a specific opportunity comes along. But wouldn’t you agree with me that inconsistency in marketing creates inconsistency in new client flow? That seems to be the bain of existence for most self-employed people like us.So, is there such a thing as being able to PREDICT how many new clients you’ll get next month or next year? I say YES!You see, I’m able to predict (with certain accuracy) that I have a full practice at most times; therefore, how much revenue comes in for each month of this year. For example, I

sell, pitching to people as they come to your booth is not the way to do it.

Here’s a truth: people do not make purchasing decisions based on information. I know this comes as a shock to those of you who regularly stand at booths at trade shows and pitch your hearts (and lungs) out. I’ll say it again: pitching product, making data about your product available, will not make a sale. Oh, it will help close the sale once the buyer is at that point in the sales cycle that s/he needs data to complete his/her picture. But it will not make a

How To Make Some Extra Money
When applying for a job, one of the questions might be how much is the desired salary. If the asking price is too high, the chances of being called back for a another interview or being accepted are slim. Should it be low, the applicant might get it and is probably selling oneself short.This can be avoided by doing some research. There are salary indexes available from various sources, which could tell the individual the right amount for the desired position.No matter what happens, it may not be enough for the employee. It is too early to ask for a raise so something has to be done to make some make extra money. Here are some ideas for those who don’t mind getting a sideline.<

You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. But the worst part of doing a trade show is losing your voice.

Each visitor that stops by your booth gets your pitch. You feel compelled to tell each person why your product is great, why it’s different from the competition (which might be located directly across from your booth and getting a lot more attention than you’re getting). You’ve learned the elevator spiel and how to do a pitch in 30 seconds, so the person passing by will 1. be captivated by your information, 2. stop, and 3. make a purchase. And you do this for each and every person passing by.

Why?

WHAT IS YOUR OBJECTIVE?

Let’s start with figuring out why you’re even at the trade show. You’re probably there to get some brand recognition (sales are usually not completed at trade shows) and get your material and pitch into the hands of buyers. The visitors are, after all, self-selected hot prospects.

Or are they? In reality, you have no idea why a person is walking by your booth. I’ve walked around trade shows just to see how people are selling. And each time I’ve come within a few feet of the booth, I get barraged with a pitch, data, and more information than I know what to do with. Do the sales folks know why I’m there? Nope. Do they ask? Nope. They just pitch and pitch and pitch. And are they cheery!

If your objective is to brand your product, just being there with a great presence is carrying your visual brand forward. For that you don’t need anything more than to stand there and look professional.

Why else might you be there? To sell product? OK. Let’s take a look at this. Odds are that you’re not going to make a sale at the show itself. You might walk away with business cards, but that doesn’t mean people are buyers.

HOW TO SELL AT A TRADE SHOW

If you want to sell, pitching to people as they come to your booth is not the way to do it.

Loss Leaders For Extra Profits
That statement might sound a little confusing at first glance, but think about it again.The concept of Loss Leaders is nothing new. Shopkeepers have been offering reduced specials at the entrance to their stores from the time retailing started. Customers love bargains and Loss Leaders are great for drawing store traffic.However, you can put them to much better effect by doing a whole lot more. Use the exercise to talk to your customers. Introduce products which have just arrived in the store and may be of interest to them. You never know when an add-on sale opportunity may arise.A friend of mine remembers the day he started working in a shop which sold soft goods. The

r product is great, why it’s different from the competition (which might be located directly across from your booth and getting a lot more attention than you’re getting). You’ve learned the elevator spiel and how to do a pitch in 30 seconds, so the person passing by will 1. be captivated by your information, 2. stop, and 3. make a purchase. And you do this for each and every person passing by.

Why?

WHAT IS YOUR OBJECTIVE?

HOW TO SELL AT A TRADE SHOW

If you want to sell, pitching to people as they come to your booth is not the way to do it.

Top Ten Tips For Better Business Presentations To Asian Audiences
Audiences around the world are all different. Cultural, social and religious differences impact on how people learn, take in information and interact with presenters.After delivering three presentations to managers and franchisees from the largest fast food company in the Philippines, these are my thoughts on how to make an impact.This is the result of extensive feedback and practical knowledge of what works and what doesn't after delivering business presentations throughout Asia.Here are 10 Tips on Delivering Better Business Presentations to Asian Audiences.1. Do Your Research.Find out as much as you can about the country and organisation you are working

and recognition (sales are usually not completed at trade shows) and get your material and pitch into the hands of buyers. The visitors are, after all, self-selected hot prospects.

HOW TO SELL AT A TRADE SHOW

If you want to sell, pitching to people as they come to your booth is not the way to do it.

Viral Marketing: Putting Your Networking On Steroids
Viral marketing is a term that has been floating around for nearly a decade. It is a form of marketing that relies on creating a message or a product that is so captivating and so compelling that it is almost impossible for recipients not to pass it along to their networking contacts, who in turn, will pass it along to their networking contacts, etc., etc., etc. until there is a huge surge in brand awareness and demand for your product or service.The classic example of viral marketing is Hotmail, which, as you know, offers a f.r.e.e e-mail service to people on the Internet. Unfortunately, when Hotmail started out, not too many people knew about it.To remedy that, the powers

st pitch and pitch and pitch. And are they cheery!

HOW TO SELL AT A TRADE SHOW

If you want to sell, pitching to people as they come to your booth is not the way to do it.

Are the Yellow Pages a Dinosaur?
As I write my 64th article about the Yellow Pages, it reminds me of how the best things continue to stick around. For example, the YP were started as a pamphlet in Wyoming over 100 years ago. It became an easy way to keep track of a small number of local businesses. Today, they are a household name. They are still the book picked up when someone has a need. There are few service businesses that don’t have an ad in the good ole YP.With the advent of the Internet, most nay-sayers have doomed the YP to the way of the dinosaur. They claim that people prefer the speed of the digital age. They point to more surfers using online newspapers and magazines as their first choice. But there is a

sell, pitching to people as they come to your booth is not the way to do it.

A sale gets made when a buyer decides to make a purchase. Selling and buying are two different activities. For some reason, sellers believe that if they sell, buyers should know how and why to buy. But that’s not true.

Sellers concentrate on finding buyers who probably have a need, and creating some means to present their product in a way that well-chosen buyers might understand or recognize a need. In other words, it’s a crap shoot.

Buyers focus on finding solutions that will optimize their status quo. To do this they must recognize any outstanding issues that are getting in the way of an optimized work space, seek to easily correct what might be lacking, and to manage whatever changes will occur once a corrective solution is discovered.

Pitching a product will address none of the above - unless the buyer has already completed all of the above actions and is seeking out a solution with parameters that will match their unique dynamics. In other words, when you focus your sale on product information, you’re playing a numbers game.

Why are people at trade shows? Let’s see if I can count a few of the reasons:

1. they are in town for the day and had nothing better to do;

2. they are in your field and want to see what the competition is doing;

3. they are deciding to buy a new company and want to garner promotion ideas;

4. they think they might have a problem that a product similar to yours might solve, but aren’t sure what a solution would look like and are running around the trade show to collect possible solutions.

None of the above reasons would close a sale for you.

HOW TO USE YOUR PRESENCE EFFECTIVELY

Trade shows are wonderful opportunities to ferret out prospective buyers (usually in category #4 above) and teach them how to decide what a solution would look like.

As a visitor approaches your booth, as a facilitative question that gets them to determine what’s missing from their status quo that, if corrected, would create an optimal solution for them. For #1-3 above, they will shift the conversation to something more personal, and you’ll have saved your breath sin

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Consider the following situation: you have an upcoming fundraiser. You have a choice between using rubber silicone wristbands and customizable t-shirts, both of which are good promotional materials. But what promotional material would you prefer? Thought so: you will opt for the rubber silicone wristbands.

Many new franchisors fall down in the franchisee set-up phase. This is the phase where the new franchisee has paid their fees and is now entering the system. They will either be getting equipment or building out a location.

Need To Fill A Position? Here's A Step-By-Step Approach To Getting The Right Person For The Job

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