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Sales Techniques & The Death of The Sales Call

davidguide — Mon, 29 Mar 2010 04:50:23 +0000

Sales techniques
A Google search on sales techniques or strategies (including more specific searches like a search on real estate sales technique or prospecting techniques or marketing tips or motivation strategies) will yield over a million results instantly. Even with so much information at your finger tips it is not any easier to perfect your sales techniques or advertising techniques. Even when you refine your search to terms like sales closing techniques, motivation techniques, presentation techniques, sales skills, and so on and so forth, it is rather hard to narrow down your search any further from among the million odd articles.
A Crisis of Individuality
The more one depends on the strategy ‘gurus’ or experts whether online, in books or wherever, the more one loses that individual touch, those carefully tested out personal skills and strategies. And it is this quality—individuality—that is very important in the environment we now live in—one of extreme competition. Your buyer would be looking out for that something extra, something off the beaten track, as it were. There are going to be numerous conventions, seminars and the like; breeding conformity. The gut feeling that makes you successful in dealings is your key to success. The important thing is to follow your instincts rather than blindly emulate the jargon spewing sales advisors.
Pick and Choose
That is not to say that all such sales tips should be avoid—far from it. Do learn from as many sources as you can but without forgetting your own self, because that is what makes you different from l the rest of the huge crowd. Business dealings depend on trust. So it is important to focus on your human side. Only then can you convince the other person that it is going to be a fair deal. As some put it, “the trust factor that is the bedrock to any sales or selling relationship”. It is here that modern sales strategies fail. Their failure lies in their negligence of the human elements. To be convincing and to build up trustfulness, you have focus on your own personality rather than worrying about various external factors.
Focus
The focus, and we simply can not say it too many times, should be on making your buyer feel good, convincing him, ergo, trust building. Selling is essentially, when reduced to its elementary, most basic precepts a deal or a pact between two like minded people or parties. Let us also not forget that trust goes a long way. The same buyer, if and when convinced and satisfied with the sales, will come back and maybe also bring in other buyers. This is a very fundamental precept of the sales technique. And the one on which you can always fall back up on in times of trouble!

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Article Source:http://www.articlesbase.com/sales-articles/sales-techniques-the-death-of-the-sales-call-1297122.html

Small Business Grants – How to Get One

James Copper — Sun, 01 Nov 2009 23:10:25 +0000

Every new entrepreneur dreams to take his business to huge heights but most of them fail to realize their goals. Lack of capital is a very important reason along with poor plans and marketing. But if the marketing ways are good enough, then it would be really unfair if their business fails only because of low funds. For this, many grants are available so as to boost their business.

It is necessary to realize which type of finance is most required and the extent to which funding is important. Then one can approach government grants, banks, big investors etc. for the capital.

Importance of business plans-

The business plan can be said as the key to small business grants. The plans give a clear idea of your goals and vision and the also the path and speed you intend to uptake to reach the target. The potential in your business is shown in your business plan and it is the plan itself, which increases the confidence of the grant distributors in you.

Presentation of the business plan-

The next important step is the presentation. Any small business grant distributor will be interested in how the money is planned to be used by you in the most efficient and economic manner, how much profit is expected with the input. Bank loaners will want to find how you intend to repay. So presentation and explanation of all these can improve the chances of grant sanction. Small business Grants are also available by rich investors. But they look out for your confidence your own business So it is important to invest one’s own personal money into the business for these investors to sanction the funding.

Eligibility for small business grants sanction-

The location of the enterprise is one big reason for sanction of small business grants. The government wants decentralization of industries in order to avoid migration toward cities. So the small business grants are extended to those, preferably, who own a business in rural areas. Also, since it helps to raise the standard of living of the rural people, the government grant sanctioners are less rigid.

Small business grants are readily extended to small business industries to help them grow, only if they have a potential.

Small business grants bodies have their own objectives and give grants to those satisfying them in the best possible manner.

Reasons for failure of sanction-

If the grant bodies do not see potential in the business or if the field of research is nowhere connected to their objectives or if the business plan seems to be unreal, grant is not sanctioned to such small businesses.

It is said that help comes only if you look for it in the right place and only if you deserve one. And this is equally true for a grant to be sanctioned. State governments, trustee bodies etc. groups sanction grants from time to time to those who really need them. The only necessity is to prove one’s own potential to them. Sometimes these grants turn small aspirants into powerful, ruling businessmen.

Author: James Copper
Article Source: EzineArticles.com
Provided by: How Electric Pressure Cookers Work

Five Crucial Components of a Business Plan

davidguide — Fri, 16 Oct 2009 22:51:05 +0000

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photo credit: bru76

The format of a Business Plan is something that has been
developed and refined over the years and is something that should
not be changed. Like a good recipe, a business plan needs to
include certain ingredients to make it work.

When you create a business plan, don’t attempt to recreate its
format. Those reviewing this type of document have expectations
you must meet. If they do not see those crucial decision-making
components, they’ll see no reason to proceed with their review of
your business plan, no matter how great your business idea.

Executive Summary Section

Every business plan must begin with an Executive Summary section.
A well-written Executive Summary is critical to the success of
the rest of the document. Here is where you need to capture the
attention of your audience so that they will be compelled to read
on. Remember, it’s a summary, so each and every word must be
carefully selected and presented.

Use the Executive Summary section of your business plan to
accurately describe the nature of your business venture including
the need that you plan to fill. Show the reasons why people need
your product or service. Show this by including a brief analysis
of the characteristics of your potential market.

Describe the organization of your business including your
management team. Also, briefly describe your sales and marketing
plan or approach. Finally include the numbers that those
reviewing your business plan want to see – the amount of capital
you seek, the carefully calculated sales projections and your
plan to repay the loan.

If you’ve captured your audience so far they’ll read on.
Otherwise, they’ll close the document and add your business plan
to the heap of other rejected ideas.

Devote the balance of your business plan to providing details of
the items outlined in the Executive Summary.

The Business Section

Be sure to include the legal name, physical address and detailed
description of the nature of your business. It’s important to
keep the description easy to read using common terminology. Never
assume that those reading your business plan have the same level
of technical knowledge that you do. Describe how you plan to
better serve your market than your competition is currently
doing.

Market Analysis Section

An analysis of the market shows that you have done your homework.
This section is basically a summary of your Marketing Plan. It
needs to show the demand for your product or service, the
proposed market, trends within the industry, a description of
your pricing plan and packaging and a description of your company
policies.

Financing Section

The Financing section must show that you are as committed to your
business venture as you expect those reading your business plan
to be. Show the amount of personal funds you are contributing and
their source. Also include the amount of capital you need and
your plan to repay this debt. Include all pertinent financial
worksheets in this section: annual income projections, a
break-even worksheet, projected cash flow statements and a
balance sheet.

Management Section

Outline your organizational structure and management team here.
Include the legal structure of your business whether it is a
partnership, corporation or limited liability corporation.
Include resumes and biographies of key players on your management
team. Show staffing projection data for the next few years.

By now you’re probably thinking that you don’t need Business Plan
just yet. Well you do, and there is business plan building
software that can help you through this immense project. These
software packages are easy to use and affordable. Use one today
and produce a professional-quality Business Plan – including all
critical components – tomorrow!

Copyright © 2004 Cavyl Stewart. Get more software tips, strategies and recommendations to help you create your business plan by signing up for my Exclusive 100% free, 100% original content ecourse: “How To Failure-Proof Your Business Instantly.” To sign up please visit: http://www.find-small-business-software.com/bizplan-ecourse.html

7 Steps on How to Start a Window Cleaning Business That is Successful!

davidguide — Fri, 16 Oct 2009 10:49:04 +0000

photo credit: Francois Schnell

Before listing the 7 steps on how to start a window cleaning business below, I’d like to first say that I’m going to assume you know that you need to register a business name (preferably with the term “window cleaning service” or “window washing service” in the name). OK…let’s move on…

1. Image – In order to grow your window cleaning business the way you want to grow it, you MUST establish a high quality image. There are window cleaners all over the place that look “average”. They show up to do a window washing estimate and they look like they just rolled out of bed. Put yourself in a prospect’s shoes. 3 window cleaners show up to provide ‘em an estimate. Only one of them (hopefully you) is in company uniform (polo shirt/logo) and presents a nice estimate presentation package (references, cover letter, etc.) with a written estimate (most window cleaners provide verbal estimates with no references). Who do you think the prospect will choose to clean their windows. Um…let me think. YOU!

2. Market – Do some initial research into your target market of prospects and what subdivisions/areas where they live. My markets were generally higher income homeowners and retirees. Then distribute flyers into these areas. Flyers are cheap and they generate activity, calls, and jobs. You can expect on average about a 1% return, so don’t just put out 100 flyers and think you’re good to go. Sorry. It doesn’t work like that. You can eventually reinvest into postcards to automate more of your marketing.

3. Market…Again! – This is actually what separates the successful window cleaners from the not so successful window cleaners. You need to absolutely repeat your marketing efforts to the SAME prospects over and over again. Repeat, consistent flyer distributions, postcard mailings, etc., is what will make your business and window cleaning customer base skyrocket. The first time someone sees your flyer, they say “oh hum, who are you?” The next time they see your flyer, now they know your company. The 3rd time they see your flyer, they begin to trust you. And now is about the time they’ll call you if they need their windows cleaned. And it gets better and better each time you market to them. Sure…you’ll get calls the very first flyer distribution you do, but it’ll be your weakest response. It goes up from there.

Hot Tip: When I first started marketing to an area/subdivision, I would do it once every 3 or 4 weeks to this same subdivision for the first 3 months. No exceptions! At the end of this 3 months, you’ll be well known in these particular subdivisions and you will have plenty of jobs on your calendar.

4. Reliability – When you and a customer agree to a job time, be on time. Elementary and I shouldn’t even have to mention it, but unfortunately I do. And if you’re running late, call the customer. No one likes to wait. So it’s a great way to make the wrong impression by being late. Do it too many times and you’ll see your customer base start dwindling.

5. Get Insured – I saw a video on Youtube the other day where this window cleaner recommended that you don’t carry insurance. His reasoning? It’s too expensive. That is the dumbest thing I’ve heard in a long time. You’re exposing yourself and your company w/o the proper insurance coverage. If you’re in the window cleaning business for the long haul, then why risk it all? But you also need to understand that you can charge more if you’re insured. So the insurance premiums are paid for by the extra profits you’ll make. At the end of every estimate presentation I made to a prospect, I always said: Oh by the way , I’m fully insured and bonded.

6. Be thorough – I know window cleaners who refuse to open up the windows that they’re cleaning. In my opinion these window cleaners are not doing a complete and thorough window cleaning job. A window cleaning service has to consist of cleaning the glass, tracks, frames, sills, screens, etc. If any one of these are not done, then what’s the point? No sense having clean glass and dirty screens, right?

7. Communicate – The window cleaning business is a repeat business. That’s what makes it the ideal business. BUT you have to treat it as such. Don’t “forget” about your customers after the job is done and you have your money. First, you should always send them a “thank you” letter a day or two after the job is done. And next you should stay in touch throughout the year by sending greeting cards regularly. Too much work you say? Maybe. But every single time w/o fail that I sent out a batch of greeting cards to my customers, I walked away with exceptional profits. So…is worth it? Yeah…I think so.

Repeat 1 through 7 over and over again, and when they build a Hall of Fame for window cleaners, you’ll be in it. It’ll take you from a so-so, average window cleaning business to a successful, extremely profitable business that you’ll be proud to call your own.

It would take much more room than I have here in this article to go over everything, so visit my website for more free window cleaning tips. And if you’ve been looking for a resource on how to start a window cleaning business, my manual How To Start Your Own Residential Window Cleaning Business is available for a limited time.

Marketing Your Small Business Online Or Offline – Why Marketing Should Become Part of Your Routine

davidguide — Thu, 15 Oct 2009 09:16:53 +0000

photo credit: justinlai

Marketing will become the area that will make the difference between success and mediocrity, no matter what field you are in. The definition of marketing is simply the process of telling other people what you do so that they have an opportunity to do business with you.

It used to be that you only marketed for your business when times were slow. Small businesses, both online and off, would wait until they had very little business and then employ marketing techniques to attract more prospects and clients.

Those days are long gone. Now it is best to make this a part of your daily work schedule and to learn as much as possible about online techniques and methods.

There are so many ways to let people know who you are and what you do. Article marketing is one of the best, but it takes some time to start working. You write a three hundred word article that discusses an aspect of your business. Submit that article to the free directories and it will circulate all over the internet.

Internet radio is another good way to use online marketing. Have someone interview you for thirty minutes to give you a chance to tell the world about your business. That recording can then be sent out as a podcast or given out as a link on your blog or website. This is a completely free service.

Blogging is probably one of the very best ways that you can market yourself and your business. Every time you make a post to your blog you give people another opportunity to find out more about you and what you do. Blogging also allows clients and prospects to make comments, bringing them in and involving them in the conversation.

Think of marketing as part of your daily routine and you will have as much business as you want, without having to think about it.

Download a free teleseminar on building your online business by visiting http://www.EbookWritingandMarketingSecrets.com to learn how to write articles, blog, become involved in social networking and learn the technology needed to build a profitable online business.

Connie Ragen Green has been online since 2005 and teaches people how to build their own online business in record time, offering free teleseminars weekly, as well as online courses in a workshop environment with webinars.

Make Easy 100 Dollars A Day Online

davidguide — Sat, 10 Oct 2009 19:51:02 +0000

Ways how to make 100 dollars a day online that work are very hard to find! The place is full of MLM and get rich quick scams that don’t work and give the internet marketing concept a BAD name! There are ways how to make 100 dollars a day online that actually work out there, but first of all before you discover those you need to learn how to filter all the scams and hyped up promises! We are about to give you a few tips what to look out for when you are searching for ways how to make 100 dollars a day online.

First of all, no MLM ! If you are new to the whole concept of making money and you are unfamiliar how this all works then i strongly suggest you stay away from MLM or Network Marketing for now. It is very tough to make money with MLM simply because it involves a lot of product selling and customer referring which is very hard to do simply because their products that they make you sell are really expensive and the sign up fees are also over $250 ! If you are a newbie to MLM you will fork out the $250 to sign up to the company and then you need to sign up a certain number of other members before you get paid your certain ammount! About 85% of the people that try MLM never even get their sign up money back let alone make money from it.

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Stay well clear from get rich quick schemes, they are for fools and all they will do is take your money and run and you will be left with a sucky bunch of e books that don’t explain a thing about making money online, but instead they confuse you and frustrate you and leave you searching for other ways how to make 100 dollars a day doing something else online!

Making money online is possible, all you need to do first up is to steer clear from MLM and get rich quick scams ok? I will tell you every thing you need to know to start making money online at my special ways how to make 100 dollars a day and more page here…

Follow the link to that page and i will see you there! There is plenty more info waiting for you there and i will point you where you need to start to be able to learn how to make money online.

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Article Source:http://www.articlesbase.com/sales-articles/make-easy-100-dollars-a-day-online-1322601.html

Making Your Beauty Business Survive During a Recession

davidguide — Sun, 04 Oct 2009 10:01:00 +0000

photo credit: Kecko

With today’s economic challenges everyone is pinching pennies and cutting back. The first to get cut from the spending budget are nail technicians, cosmetologist, personal trainers, massage therapists and hair stylists to name a few. Often when these services are cut, it’s due to people not seeing the value in maintaining these services when money is a little “thin”.

Now, more than ever, is the time to spruce up your marketing! Just because it’s a recession does not mean your services are not needed! Folks are looking for ways to feel good, cheer up, and escape from the headaches that a recession can bring. Also, people are looking for jobs and want to look good when they go in for an interview! Help your business survive by maintaining a high level of quality service that has value and worth every penny of your clients hard earned money!

Create value by being Different and giving your client an Experience when they come in to see you. Make your salon a place to get away from it all, get pampered, relax and unwind, for example. Serve them a beverage and/or some fruit. Give a spa-like hand treatment with a hot towel wrap, give a spa foot massage, or give a 5 minute shoulder/neck message with their regular service. Over delivering on your services and giving customers more than what they expected is a great way to create value and worth.

To keep current clients coming back, have customer loyalty programs in place. Reward continued service with freebies and discounts. Customer loyalty programs such as punch cards that give the 10th visit free or at a deep discount is a great way to tell a client “Thank you” for their business. The idea is to make it easy for them to keep seeing you and being able to “afford” the services they like. Always ask for referrals and make it worth their time to refer someone by offering them a free service, discount or gift when they bring you new business.

If you are not busy, use your downtime to call on past clients you have not seen in a while and invite them back for their favorite service at a discount. Email your client list with your “weekly specials” announcement to entice them to come in. Soon you’ll see your efforts payoff when folks start coming in from your phone calls and emails. Just this little bit of effort is all it takes to get people in to see you!

When you are out, talk to people you come in contact with about your salon and offer a free mini service to everyone you talk to. Try to get as many folks through the door as you can. Once their in, don’t forget to book the next appointment and turn them into a paying client.

Whether you work in a beauty salon, nail salon, or spa use these tips to stay focused and motivated. Yes, your business can survive a recession! Just being a little proactive will help you and your business get through these tough economic times!

Much Success!

Want to know how Successful Nail Technicians and Cosmetologist Market Their Business to Make Money? Check out Nail Tech Cash for the Hottest Tips and Strategies to Make Money in the Beauty Industry.

http://www.FitnessProTips.Typepad.com/NailTechCash/

Written by Candace Harrison NailTechCash

Double Your Small Business’ Revenue by Using 11 Secrets

davidguide — Wed, 30 Sep 2009 18:11:10 +0000

photo credit: nayrb7

I would like to talk to small business owners for a minute. Take some time out of your busy schedules to hear a few things that more than likely will catapult your business to the next level if you apply yourself. I have recently come across an online course that will teach you Step-by-Step How to DOUBLE Your Small Business’ Revenue by Using 11 Secrets that Your Competitors DON’T KNOW about the Power of the Internet to Attract a Stampede of New Customers to Your Business.

This is truly an amazing course. I have been involved in internet marketing for a few years now after
being tired of the same boring routine at my 9 to 5 working for crumbs. I decided to explore ways online
to get some extra cash. With having NO knowledge of using the tools of the internet such as youtube,
craigslist, article marketing, etc.

I was actually able to make some money using just a few of these principles taught in this course. At the time I started internet marketing this particular course was not around. I was learning a few of
these secret strategies from one of the men who created this course though. So I was basically watching what he did, putting my own little spin on it so I was comfortable with it, and next thing you know I suprisingly started to see some money come in.

Now if a young man like myself with no type of experience in any type of business could start making
money in a few weeks after using these exact strategies, imagine what a business owner who more than likely has a degree and plenty of experience in their field could do? The possibilities are amazing!

+ This course in a nutshell is going to get your mind used to a new way of thinking and promoting so that you can use the internet to skyrocket your small business to the next level, while your competitors
suffer.

+ The days of newspaper ads are DEAD, phonebooks are ancient, people dont even look at TV commercials anymore.

+ Radio? You can’t be serious. All of these old methods of advertising and promotion are just not working anymore.

+ So you as the business owner needs to come up with a plan that will make you recession proof and keep your investment from being wasted, and losing your business.

+ The men who created this great easy to follow course have the proof of their earnings and traffic
levels to show you exactly how successful you can be after using these secrets that other business
owners have no clue about.

+ Put yourself in a position to be a dominant force. The internet is the way to go in this day and age.

Nine out of ten people today will get on their phone or laptop to get directions, a phone number, to
shop, or any other task they need completed. This is the exact reason why you need to be where all of
the people are. What is the point of placing ads on the radio, television, newspaper? No one is there! I
can’t think of any reason why a business owner would not benefit from the principles taught in this
course. No matter what level you are on, from small, all the way up to extremely established.

The secrets these guys have to share with you are just simply amazing and have brought them 8 MILLION visitors per month to four of their websites! That number is crazy. Now imagine how much money they were able to make from getting that traffic. I would say a lot! So if you think you are ready to learn the methods these guys use to stay above the competition visit the link below and give this program a try. I highly doubt you will be disappointed.

Thank you for reading.

Sincerely,

Ryan Harris

http://www.smallbizsuccess.cjb.net