Biz Tip of The Day: Lay Groundwork for Initial Networking Rapport

Lay the groundwork for your conversation with a new networking prospect. Use techniques that work. One tried-and-true technique is the echo technique is an effective way to engage someone and keep them talking at a networking meeting while you gather further Intel about your prospect. Surveilling should always be a part of your technique, as well, so you can later use such knowledge of the needs and desires of your prospects.

Don't get carried away using the echo technique; use it for no more than two or three times in a row, or the other person will become annoyed.

Prospect: “... my partner and I opened another store.”

You: “Opened another store?”

Prospect: “Yes, we were doing so well we thought another key location would double our intake.”

You: “Double your intake?

Prospect: “Yes, we did all the demographics and moved forward to ...”

You: (Time to abandon the echo technique) “Alright, you have my attention. I'd like to hear more about how you accomplished that.”

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Your Success is Our Business 

Happy Halloween! Scare your competition, not your clients. 

Biz Tip of The Day: Find Ways to Thank Your Customers

Customers may like your product, but all it may take for them to switch to dealing with your competitor is a little special attention. You captured them and you want to keep them as your customers. One way to keep them is to build a relationship by having dialogue or constant contacts, or nudges by mail or by phone. They will remember you in a pleasant manner if you show your appreciation for them, so find says to thank your customers.

After a day of shopping, that evening I was putting some Stein Mart purchases away when I found a personal handwritten note in the bag from the cashier. It was a note telling me how important I was as a customer to Stein Mart and thanking me for my business. What a great way to thank a customer. I will remember that cashier, and Stein Mart when I start my Christmas shopping.  

Use your ingenuity unique to your own business to thank your customers. One important thing to do is to train your employees to do the same.

“When someone comes along who genuinely thanks us, we will follow that person a very long way.”

Alan Loy McGinnis

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Biz Tip of The Day: Even a Correct Decision is Wrong When it was Taken too Late ...

“Even a correct decision is wrong when it was taken too late.”

Lee Iacocca, Father of the Ford Mustang and CEO of Chrysler

Make your decision now to write your first non-fiction book to promote yourself or your wares:

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Success by Design, Not by Chance!

Biz Tip of The Day: Small Businesses Need to be Able to Operate Unencumbered

Small businesses need to be able to operate unencumbered by so many crippling government regulations, fees and heavy taxes the same as individuals. 

 

If left to operate more freely entrepreneurship would bring back economic prosperity. We need local, state and a federal government moving to create a business-friendly atmosphere. After the stage is set society has the opportunity to thrive, producing more people with more income, thus more taxpayers producing more tax revenue for government. When businesses thrive, workers thrive and government thrives. It is a win, win, win situation for the future.

Business people get it; why doesn't most of government get it?

From one small business:

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If you put the federal government in charge of the Sahara Desert, in 5 years there'd be a shortage of sand:

Milton Friedman

Champion of economic freedom and recipient of the Noble Prize for Economics. 

 

Look at the long list of important people Milton Friedman influenced: (You will find this on Wikipedia):

Margaret Thatcher, Augusto Pinochet, Alan Greenspan, David D. Friedman, Anna J. Schwartz, Ben Bernanke, Gary Becker, Thomas Sowell, Harry Markowitz, Chicago Boys, William F. Buckley, Jr., Cato Institute

Biz Tip of The Day: RUB Marketing (Repetitive, Uniform and Basic)

Biz tip of the day: RUB Marketing (Repetitive, Uniform and Basic)

Get a glimpse of tried-and-true, old-and-new business basics designed to turn your company into a more profitable business: the following is an excerpt from my award-winning book, “Buzz Your Business & Be The Best,” by Marguerite Cavanaugh:

RUB Marketing (Repetitive, Uniform and Basic)

“Repetitive” advertising is the most effective. This is the first part of RUB marketing. One time advertising is a waste of money. Advertising professionals know ads must be reached by the same people at least eight times before it sinks in enough to become effective. Whether it is an advertising campaign using flyers, TV, radio, newspaper, etc., make sure you blitz your ideal client list at least eight or more times. You may mix it up using a combination of media at the same time.

      It is recommended you try using colored paper for the flyer portion of your blitz. Splash a different headline on each one and take not of which one attracts the most business. Have each customer refer to a code number which should be unique to each different advertisement. You have approximately three seconds to grab a reader's attention with your headline and keep it in the first paragraph. The name of your business as the headline doesn't cut it.

Someone may not need you when first exposed to your ads but the seed has been planted for down the road when they may need your advertised services. TOMA (Top of the Mind Awareness) comes into play. It's a beautiful thing, even when it sometimes takes weeks, or months for the sale to materialize,

      “Uniformity” is the middle piece of RUB marketing. Your ads must maintain a sameness to make it recognizable and identifiable with you or our product. You are projecting a constant snapshot instilling your image. Use your logo, colors, font and anything else related to your branding.

      “Basic,” easy to read with the right amount of pleasing white space helps to add the last part of RUB marketing. Be direct and list the benefits and results your readers can expect by buying from you; this will give your readers a reason to do business with you when they need what you are offering. You can be clever but dispense with over the top, cutesy ads. (End of excerpt).

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Biz Tip of The Day: Technology is Always Evolving

“Technology is always evolving, and companies … can't be afraid to take advantage of change.”

Eric Schmidt, Google

Bix Tip of The Day: Have You Ever Had a Salesman Get Angry With You?

Have you ever had a salesman get angry with you? If so, did you buy from him? Chances are you did not, no matter what the reason.

Sales people out there, please never get angry with a customer or a prospective customer. Learn well thought out, gentle retorts to combat resistance by using emotional appeal, such as, “I understand your concern. Let me put you at ease by ….” Practice Pull Marketing techniques.

Success by Design, Not by Chance!

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Biz Tip of The Day: First Know Your Product

First know your product inside out before you present it to a prospective customer. If it is feasible, use it yourself so you can give a firsthand testimonial. Be prepared to answer any negative or positive questions about the product. Be enthusiastic. This may seem basic to you, but sometimes our sales team needs to be reminded just how important the basics are as part of getting someone to buy from them -- Pull Marketing has to be rehearsed over and over to make it work. Persuasion is an art form and this is simply part of it. It takes training and practice to be a successful salesperson.

Success by Design, Not by Chance!

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Check out our Home Study Program to write your first non-fiction book.
Your book becomes a great selling tool!

Biz Tip of The Day: Let Customers Buy From You

Let customer buy from you; don't sell to them. You can accomplish this by following three basic steps. It's called Pull Marketing:

1. Let prospects know what they will gain from your wares.
2. Let prospects know why they would be better off buying from you and not your competitor.
3. Let them know that your price is fair given the added value you include.

Practice the emotional appeal to combat resistance we talked about a couple of days ago and you will find yourself using Pull Marketing – that's when the customer buys from you after you've made your spiel. You allow what you have presented to make them want to buy from you.

Success by Design, Not by Chance!

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Biz Tip of The Day: Write a Book to Persuade Your Clientele or Certain Groups of People

Write a book to persuade your clientele or certain groups of people:

1. Research your targeted audience and visualize yourself in their shoes.
2. Address your readers in a personal way, seriously or humorously. Capture their attention however you reasonably can given your subject matter.
3. Include useful, factual information. Build trust by showing you are well experienced and researched in your field of expertise. Spell out examples and testimonials to gain their confidence,
4. Give arguments to points without belittling the reader.
5. Include a call for action at the end. Create a sense of urgency and include follow-up contacts.

All of these things need to be followed in order to write a non-fiction book, especially to be used as a prime selling tool for you, your product or your business. When you know you have something to make other peoples lives better it is no good unless you share it.

Make a small investment, and follow the instructions with all the value added perks: Find out how by using the Business Owners Writing System™ Home Study Program :

Success by Design, Not by Chance!

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Your Success is Our Business

Biz Tip of The Day: Better Writing in Three Steps

Better writing in three steps:

1. Learn and practice good grammar and punctuation.

2. First plan, then draft, and last edit.
3. When finished, proofread, then read it aloud.

If this sounds far too simple to turn out a good non-fiction book, for example, it is. A far better way is to invest in the Business Owners Writing System™ Home Study Program to guide you through, step by step. Please check it out at:

Success by Design, Not by Chance!

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Biz Tip of The Day: Use Emotional Appeal to Combat Resistance

Use emotional appeal to combat resistance in sales. By attacking someone's feeling about something you are denying them those feelings. Instead, there are better ways to handle it:

Prospect: “I hate to spend the money.”

Salesman: “Too bad you feel that way.”

Better answer: “I understand how you feel, unless you look at the benefits and how much our program can save you in a matter of weeks. You will get back your one time investment and many times over if a matter of months”

or

Prospect: “I think it's a waste of time to do the training you suggest.”

Salesman: “You are the only one who thinks that.”

Better answer: “Initially it takes more time. Later your team can train themselves and by that time they will be outselling your competitor. Here are the statistics from two of our program users to bear this out.”

Your better answers, of course, must be truthful and you have to be willing to back them up.

Success by Design, Not by Chance!

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“In business you get what you want by giving other people what they want.”

Alice MacDougal