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Casual Articles - Not Listening Can Hurt Your Small Business
Are You In Business Leads Collection or Closing Sales?
Business leads are what keep businesses surviving and ultimately thriving. Business owners to executives to sales teams regularly reap networking leads, conferences leads and trade shows leads. Direct mail pieces are regularly sent. The question is what is happening to all of these business leads generated by these massive efforts? In many cases, the honest answer to this question is nothing.For example, if you attended a networking event, did you follow-up on every lead? Yes, you may have made one call and left a voice mail. But did you call back until you reached that individual. This is real follow-up. One of the key sales skills necessary in closing a sale for increase sales.Possibly, you displayed at a local trade show. Your fishbowl was loaded with business cards. Did you contact every business from those cards immediately after the event. One of my colleague pre-addresses thank-you notes and mails these cards on the same night of the trade show. In many cases, these card arrives before the individuals return to their offices.Then, what action did you take? Did you fo
, experts realize that they might as well save their breath and hope that the business owner will eventBusiness leads are what keep businesses surviving and ultimately thriving. Business owners to executives to sales teams regularly reap networking leads, conferences leads and trade shows leads. Direct mail pieces are regularly sent. The question is what is happening to all of these business leads generated by these massive efforts? In many cases, the honest answer to this question is nothing.For example, if you attended a networking event, did you follow-up on every lead? Yes, you may have made one call and left a voice mail. But did you call back until you reached that individual. This is real follow-up. One of the key sales skills necessary in closing a sale for increase sales.Possibly, you displayed at a local trade show. Your fishbowl was loaded with business cards. Did you contact every business from those cards immediately after the event. One of my colleague pre-addresses thank-you notes and mails these cards on the same night of the trade show. In many cases, these card arrives before the individuals return to their offices.Then, what action did you take? Did you fo
The Art of UpSelling: Three Tips to Generate More Sales Effortlessly and 3 Ways People Blow It
Here is the good news. The hardest sale you will ever make to a customer is the first one. With the first sale, if you deliver on your promise to the customer, you establish a mutually-beneficial relationship. The customer gets what he or she wants, and you get what you want. Also, once you have received a "yes" commitment from a customer, it's easier to continue the positive pattern of continued "yeses". The customer finds it hard to break the affirmative sequence. You then will have the opportunity to Upsell them.Upselling refers to when you help a customer decide to buy a little extra or “up-grade” slightly the final purchase. A car dealer, for example, might inform customers at the time of ordering about upholstery protection and undercoating. A shoe salesperson might suggest that when you buy a pair of shoes that you also use some weather protectant spray. These are usually small purchases that the buyer doesn’t have to put a lot of thought into. The bonus is they can be extremely profitable for you as the sales person and for your organization.Following are three key tips to effectiv
Most small business owners seek advisors who can help them improve their businesses. They want advice from those who have the experience and really know what they’re talking about. But they can only benefit from the sound counsel if they listen to the expert’s guidance. Unfortunately, there are some entrepreneurs who aren’t going to hear the professionals out or follow a plan no matter what. At that point, experts realize that they might as well save their breath and hope that the business owner will eventHere is the good news. The hardest sale you will ever make to a customer is the first one. With the first sale, if you deliver on your promise to the customer, you establish a mutually-beneficial relationship. The customer gets what he or she wants, and you get what you want. Also, once you have received a "yes" commitment from a customer, it's easier to continue the positive pattern of continued "yeses". The customer finds it hard to break the affirmative sequence. You then will have the opportunity to Upsell them.Upselling refers to when you help a customer decide to buy a little extra or “up-grade” slightly the final purchase. A car dealer, for example, might inform customers at the time of ordering about upholstery protection and undercoating. A shoe salesperson might suggest that when you buy a pair of shoes that you also use some weather protectant spray. These are usually small purchases that the buyer doesn’t have to put a lot of thought into. The bonus is they can be extremely profitable for you as the sales person and for your organization.Following are three key tips to effectiv
Is There Something About Your Small Business That Keeps You Up At Night?
One of the great things about being an employee and working for someone else is that when the clock hits five you are basically done for the day and you jump in your car and you are gone. You do not have to worry about anything until the next day when work starts again. Your mind is free and you own it.When you own a small business it really owns you and there is always some aspect of your business on your mind. But sometimes this can cause stress. Is there something about your small business that keeps you up that night? If there is there are ways to deal with this and ignoring it will not help you, as it only will make things worse.The easiest way to the alleviate stress in your small business is to get back to basics. Re-read your mission statement and business plan. Does it say all you want to say? Maybe it is time to revise it? Write down all the things that you want to accomplish and your goals for this month and the following month. Write down anything that you believe might be keeping you towards achieving these results.Now compare your mission statement and your busi
from those who have the experience and really know what they’re talking about. But they can only benefit from the sound counsel if they listen to the expert’s guidance. Unfortunately, there are some entrepreneurs who aren’t going to hear the professionals out or follow a plan no matter what. At that point, experts realize that they might as well save their breath and hope that the business owner will eventOne of the great things about being an employee and working for someone else is that when the clock hits five you are basically done for the day and you jump in your car and you are gone. You do not have to worry about anything until the next day when work starts again. Your mind is free and you own it.When you own a small business it really owns you and there is always some aspect of your business on your mind. But sometimes this can cause stress. Is there something about your small business that keeps you up that night? If there is there are ways to deal with this and ignoring it will not help you, as it only will make things worse.The easiest way to the alleviate stress in your small business is to get back to basics. Re-read your mission statement and business plan. Does it say all you want to say? Maybe it is time to revise it? Write down all the things that you want to accomplish and your goals for this month and the following month. Write down anything that you believe might be keeping you towards achieving these results.Now compare your mission statement and your busi
You Can't See Their Eyes Roll: The Challenges With Presenting In A Virtual Environment
When you are presenting in person, you can constantly monitor your audience for engagement. Are they with me? Do they disagree with the plan I am presenting? Do they understand what I am talking about? If you see someone open their laptop and start checking email, you can call on them to participate or move closer to them to pull them back in, but what happens when your audience is on the phone? You don’t see them sleeping. You can’t see them working on another project and you definitely can’t see their eyes roll.Another challenge in a virtual meeting is making sure everyone is participating. You typically have a few dominant people who take over while the quiet ones on the team sit back and endure another “waste-of-time-meeting.” There are a few things you can do to ensure your meetings and presentations are more effective when you can’t see the faces of your audience.1. If your attendee list is less than 25, draw an imaginary conference table on a white board or piece of paper at your desk. Now write everyone’s name as if they were sitting around the table. (Yes, I know, you can ju
it from the sound counsel if they listen to the expert’s guidance. Unfortunately, there are some entrepreneurs who aren’t going to hear the professionals out or follow a plan no matter what. At that point, experts realize that they might as well save their breath and hope that the business owner will eventWhen you are presenting in person, you can constantly monitor your audience for engagement. Are they with me? Do they disagree with the plan I am presenting? Do they understand what I am talking about? If you see someone open their laptop and start checking email, you can call on them to participate or move closer to them to pull them back in, but what happens when your audience is on the phone? You don’t see them sleeping. You can’t see them working on another project and you definitely can’t see their eyes roll.Another challenge in a virtual meeting is making sure everyone is participating. You typically have a few dominant people who take over while the quiet ones on the team sit back and endure another “waste-of-time-meeting.” There are a few things you can do to ensure your meetings and presentations are more effective when you can’t see the faces of your audience.1. If your attendee list is less than 25, draw an imaginary conference table on a white board or piece of paper at your desk. Now write everyone’s name as if they were sitting around the table. (Yes, I know, you can ju
How to Spellbind Your Prospects in 10 Seconds!
You've got yourself 10 seconds to HOOK your prospects or LOSE them!If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your competitors!And how do you do this?**Just write HARD-TO-RESIST headlines!It works just like dating online. There are hundreds and even thousands of your potential dates floating on the net, waiting for you to pick for your Saturday dinner. You can't date them all at once. And you can't just read all of their ads either!So what would you do?IF YOU WERE A GUY, which lady would you "pick", and which one would you "pass" -- just by reading what they say in their headlines?2 ladies post their photos, both looking like Jennifer Lopez. Which lady would you ask out?Between the one that says "28 single latin lady, looking for a kind and sincere gentleman!"And the one that says "Dance salsa with me, and you'll know I was born to surprise you!"Wow!! I don't know about you, but I CE
preneurs who aren’t going to hear the professionals out or follow a plan no matter what. At that point, experts realize that they might as well save their breath and hope that the business owner will eventYou've got yourself 10 seconds to HOOK your prospects or LOSE them!If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your competitors!And how do you do this?**Just write HARD-TO-RESIST headlines!It works just like dating online. There are hundreds and even thousands of your potential dates floating on the net, waiting for you to pick for your Saturday dinner. You can't date them all at once. And you can't just read all of their ads either!So what would you do?IF YOU WERE A GUY, which lady would you "pick", and which one would you "pass" -- just by reading what they say in their headlines?2 ladies post their photos, both looking like Jennifer Lopez. Which lady would you ask out?Between the one that says "28 single latin lady, looking for a kind and sincere gentleman!"And the one that says "Dance salsa with me, and you'll know I was born to surprise you!"Wow!! I don't know about you, but I CE
Can The Employer Make The Notice Date The Last Day Of Work?
When an employee gives a two-week notice of resignation, is the company required to honor it? Alternatively, can the employer make the notice date the last day of work?Employers are not required to honor an employee’s resignation notice period. However, there are several issues to consider before making the notice date an employee’s last day of work. However, before making the notice date of a resignation the last days of work consider how it will affect the following.1. Other Employees will wonder what the reasons were for an early tenure. Consider the impact this would have on your remaining employees. An immediate separation could reinforce poor attitudes toward the company and cause other employees to forego the practice of giving two weeks’ notice of resignation.2. The employee’s resignation could now be considered an involuntary separation from the company. This may entitle the employee to unemployment insurance benefits that she or he otherwise would not have been entitled to receive.3. Consider whether company policy requires employees to give two weeks’ notice, if s
, experts realize that they might as well save their breath and hope that the business owner will eventually see the error of their ways before it’s too late.When an employee gives a two-week notice of resignation, is the company required to honor it? Alternatively, can the employer make the notice date the last day of work?Employers are not required to honor an employee’s resignation notice period. However, there are several issues to consider before making the notice date an employee’s last day of work. However, before making the notice date of a resignation the last days of work consider how it will affect the following.1. Other Employees will wonder what the reasons were for an early tenure. Consider the impact this would have on your remaining employees. An immediate separation could reinforce poor attitudes toward the company and cause other employees to forego the practice of giving two weeks’ notice of resignation.2. The employee’s resignation could now be considered an involuntary separation from the company. This may entitle the employee to unemployment insurance benefits that she or he otherwise would not have been entitled to receive.3. Consider whether company policy requires employees to give two weeks’ notice, if s
When it comes to offering his advice, franchisee Sam Badgley is very up front with his Fiducial clients in Williamstown, WV. He tells them exactly what he expects and makes it very clear what they need to do to follow his recommendations. If he encounters someone who repeatedly ignores everything he’s been telling them which is a total waste of h
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