Casual Articles - Business

To MBA, or not to MBA - Is that the Question
I was attending a Seminar a short while ago being headed by Simon Woodroffe (the driving force behind Yo!Sushi). Simon is a very entertaining speaker and touched on an interesting idea. That idea was central to those people who consider that to be a true entrepreneur you need the prerequisite of a selection of qualifications. In this case, the difference between an MBA or, as Simon put it, ‘attending the University of Life' (a great expression). This p

ll to a regular advertiser, with the call objective being to increase the ad size.

“This is Matt French from Super Ford Magazine. I'm calling this morning in regards to the current ad you are running with us. I've noticed you have quite a few products in your 2/3 page ad, and I was wondering, depending on how much you plan on growing your business this year, if you would have a few minutes to discuss the opportunities that exist in gaining more market share by increasing your ad size?”

First, referring to the cus

Newspaper Inserts - A Great Medium
Newspaper inserts are a great way to advertise for retailers and services businesses. While it costs more than run-of-press newspaper advertising, it costs much less than direct mail. Regular newspaper advertising tend to get lost in the mix of black and white ads and dull color newsprint ads. However, inserts are full color glossy ads that fall out of the paper and into your potential customer's hands. This gives your advertising more impact and a bet

For attendees of my Telesales Rep Colleges, and customized training programs for clients, I have a standing offer of evaluating their opening statements afterward. Here are a few submitted by the pros at Dobbs Publishing, a group of niched magazines for auto enthusiasts.

Joe Galloway faxed over several openers. The first one: “Good morning Mr. Grabowski, my name is Joe Galloway. I am with Dobbs Publishing and Super Ford magazine. If I've caught you at a good time I'd like to discuss your mail order program to determine if we might be able to help increase your profitability in this area of your business.”

Not bad, but we can make it better. First, this opener touches on the time issue before mentioning the possible result the prospect will get. Although I like this method of respecting the listener's time, I suggest it appear after the possible benefit.

Although the remainder of it has a better chance of creating interest than resistance, let's spice it up by getting a bit more specific with the possible benefits.

Here's a suggestion.

After introducing himself and the magazine, Joe could say, “I notice that you target Ford enthusiasts with your mail and phone order ads. Our magazine reaches proven direct marketing buyers, and if I've caught you at a good time, I'd like to discuss some potential opportunities to promote to Ford owners who you might not be reaching now.”

Here's another Joe submitted.

“I'm Joe Galloway with Dobbs Publishing. We specialize in reaching mail order customers through seven very targeted automotive magazines. If I've caught you at a good time, I'd like to review the opportunities that these titles might afford you to strengthen your mail order programs, and ultimately maximize your profitability.”

I like the first part, but the second half got a bit wordy and formal. Let's make it more conversational with “If I've caught you at a good time, I'd like to discuss some ways you might be able to get more catalog and mail order customers.”

A Call to an Existing Customer

Matt French submitted one for a call to a regular advertiser, with the call objective being to increase the ad size.

First, referring to the cust

8 Dumb Things to NOT DO on the Job During the Holidays
If you work in one of the majority of offices that sees extremely slow business and low productivity during the holiday season, it can be mighty tempting to ‘make use’ of all that downtime. But if you want to end up the year in good standing and shine in the new year, here are eight dumb things to not do while on the job during the holidays:1. Shop online: this might be the biggest temptation of them all. Maybe you have a much faster co

ne if we might be able to help increase your profitability in this area of your business.”

Although the remainder of it has a better chance of creating interest than resistance, let's spice it up by getting a bit more specific with the possible benefits.

Here's a suggestion.

Here's another Joe submitted.

A Call to an Existing Customer

Matt French submitted one for a call to a regular advertiser, with the call objective being to increase the ad size.

First, referring to the cus

Writing a Successful Radio Commercial
When you enter the copy department of a radio station you see stress and creativity intersecting to form a radio commercial. This is an art form that is developed over time. When I was nineteen, there was an opening in the copy department of the regions number one station. The commercial load was heavy. It goes without saying, the station with the most ads is typically the favorite station. Advertisers need to reach the perspective consumers, and the b

's a suggestion.

Here's another Joe submitted.

A Call to an Existing Customer

Matt French submitted one for a call to a regular advertiser, with the call objective being to increase the ad size.

First, referring to the cus

CEO's Role in Family Business
I first met Roland (not his real name) in 1972. He was a high school student working a summer job in his father’s business.“We’re teaching him the business from the ground up,” his father told me proudly as he introduced me to the tall good looking kid. We shook hands, exchanged a few words, then Roland jumped on a fork lift and was off to stage another delivery.The next time I saw Roland, he was approaching 40 years of age and had serv

ve magazines. If I've caught you at a good time, I'd like to review the opportunities that these titles might afford you to strengthen your mail order programs, and ultimately maximize your profitability.”

A Call to an Existing Customer

Matt French submitted one for a call to a regular advertiser, with the call objective being to increase the ad size.

First, referring to the cus

Being a Great Boss
Are you one of those bosses that people just love to hate? Maybe successful, maybe very intelligent, maybe organized and moving forward but just can't get along with people. Communication and other people skills are as important to the success of your business as your talent, knowledge and entrepreneurial drive. After all, you cannot do it all by yourself and you need good people.I remember being a very arrogant and egotistical program director

ll to a regular advertiser, with the call objective being to increase the ad size.

First, referring to the customer's existing situation is good, since it lets him know you're actually thinking about him as opposed to just “smilin and dialin.” What I would avoid, though, is any mention in the opening statement about increasing ad size. They're not ready yet; they'll look at that as an expense, not at the potential return.

Here's an alternative. “I was reviewing the products in the ad you're now running with us, and came up with some ideas. Depending on what your growth and promotional plans are for the next year or so, I might have a few options worth considering to generate more revenue from your ads.”

Notice that instead of talking about increasing ad size, we mention increasing the revenue, which is really all the advertiser is interested in. After getting into the questioning part of the call, then we can make the recommendation on the larger ad size, and he'll be much more receptive to it, since we will have explained how it will increase the revenue.

Overall, nice job guys.

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The essence of rewarding, which is a sign of reciprocal appreciation, is to inspire individuals to unleash their potential and substantiate them in a self-fulfilling manner. Diverse are the means and ways to express one's gratefulness towards his or her associates.

Inflation and economic trends require families to have two incomes just to stay even with their expenses. It may be that, in the future, even two incomes will not be sufficient. It is a good idea to be prepared for bad economic times rather than to simply hope for the best and suffer if the best does not come. Families should have multiple flows of income to guard against facing an insecure future. It is very important to have a source of extra income.

Is your management team able to protect proprietary information? You have to be in this day and age of Corporate Espionage. Not to mention the laws on identity theft. If you lose valuable employee personal information you could be sued or worse yet be sued by the government, as there are now rules and regulations that you must protect your company’s employees information.

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