Closing the Deal – How To Sweeten Pot

Negotiating is A tough business these days!  Everyones purse strings are tight.  No one wants to pay too much and vendors don’t want to give away the farm!  Here are some tips that will help close the deal without going broke!

• Be prepared!  Go into a negotiating meeting anticipating that you will need to use an extra widget to close the deal
• Be creative – color outside the lines and do something unexpected but valuable
• Make sure your offer protects the integrity of your brand and your product

To get your creative juices flowing, take a look at these free or low cost options to use when your client asks for a discount:

• Offer an unconditional money back guarantee
• Free Shipping
• Payment Terms/Pay in Installments
• Payment With Credit Card
• Free Product Training by you or your training staff
• Free webinar/teleseminar for training or FAQ session
• Future volume discounts
• Offer to feature your client in your next newsletter
• Feature your client on a prominent page of your website

There are so many options.  Take some time to brainstorm.  Figure out what works for your company, brand, client base and your bottom line.  What is it that really turns your clients on?  What are your competitors offering?  Can you sweeten the pot?

Happy Clo$ing$!

Develop Your Business Through Branding & Networking

Happy Monday! I look forward to working with you on building your business and contact database. So let’s jump right into it!

You need a brand and the brand is YOU…Here’s how to do it!

 Become the brand of your business
 Become the only person who can do what you do in your industry
 Be an expert and tell the world!

If, for example you are a Real Estate agent, the competition is fierce. You are probably thinking; “There are a million people out there doing what I do!” Maybe there are. But, here’s where the difference is…YOU!

Take a look at yourself, your industry and your current business. Being totally and completely honest, fill out the following profile to determine what your brand is:

Your Name: _____________________________________________________

Your Business Name: ______________________________________________

Describe your personality. Use only adjectives and list as many as you can.

What do you consider fun and what makes you happy? Use only adjectives and list as many as you can.

Why did you pursue your current career?

Describe the type of friends and acquaintances you have? Use only adjectives. What is the common thread or characteristic of those people?

What makes you good at what you do?

What do you offer that no one else can offer within your industry?

The point of these questions is to get you to recognize how you interact with people on a daily basis. This is how you operate, this is your brand.

Your brand is the following:

Your Name
The personality adjective that best describes you from above – your trademark style
The type of people you attract – your niche
Why you are in your current field – what makes you stand out from the others in your field

We have the foundation of your brand sketched out. Now we need to position and package your brand, add some features and benefits and then, tell the world! Once you have complete this essential strategic part of building your brand, you become the only person who could successfully deliver your brand consistently.

Here’s how:
1. Position yourself as an expert in what you do: Stay in touch with your customers and potential customers on a REGULAR, CONSISTENT basis. Offer them the latest news in your industry or product. Show them that you know your stuff, that it’s important, and that you have the best of the information that’s out there regarding it. After all, YOU are the expert…right? This is best done through newsletters, e-zines, phone calls, etc.
2. Always provide solutions for customers and potential customers: Whenever you communicate with your customers and prospects, provide answers and tips. This reinforces your position as an expert.
3. Offer ways for customers and prospects to be more efficient and productive with your product or service. Sometimes we forget our customers and potential customers are not as proficient in our products or services as we are. We assume they know everything there is to know. If you know a short cut or a way to use your product or service even more efficiently let your customers know about it!

Now it’s time to start a network base.  There are some key ingredients to having a sound network base.  Here’s a couple for you to investigate in your local area:

Create A Business Network
Step 1: Be Known!
 Contact the Chambers of Commerce in your area.
 Join as many as you can afford AND that you can commit your time to
 Then, use every aspect of the organization that you can. Get to be well known in the chamber.

Step 2: Join as many networking groups in your area as possible.
 Search on the internet “local business networking groups” and see what comes up.
 Most networking groups will let you visit a couple of times before you decide whether or not the group would be beneficial for you to join.

Now that we’ve identified a starting place for you to find customers, we’ve defined your brand and we understand the importance of consistent and regular communication with your customers, we are going to explore the many vehicles you can use to get your message out.

Until next time, refine your brand, start collecting business cards and get ready to be heard and make connections!

Sales Series: Generating and Managing Leads

I am so excited to start this new series on my blog! I am going to lead you through a plan to organize and strategize for a stellar sales year!

Organize Yourself!

I know I am stating the obvious but it’s amazing how many people are unorganized. Most are unsure of how to get ready to receive and give sales leads.

Once you have an organized plan and get used to some of the techniques I use on a daily basis, you will not even realize you’re networking, selling, or advertising. It will become so natural to you and will no longer feel like a job. As a matter of fact, you will be having fun!

Take the time to pick a system that works for you. It may be Outlook or some other application you are familiar with.

I came across a free system on the internet that lets you manage your:

r Calendar

r Contact Information

r Company Details

r Call Lists

r Email campaigns

r Tasks

r Current Promotions you may have running

r Knowledge base

r Project timelines

The program offers a project team view as well. Check out www.FreeCRM.cim and sign up for their free member mode.

Homework:

Oh yeah, I forgot to mention that you will be getting homework over the next little while. The good news is I won’t be grading you on it, your paycheck will. So, if you want to be successful in sales and leads, you might want to take your homework seriously!

Your homework over the next day or is for you to:

r Select a contact/lead management system

r Set it up and get it in working order

r Update and create your current contact list.

If you are just starting out and you don’t have a contact list, don’t worry. We will get you taken care of right away. Just spend the next day getting your system in place so you are ready to get your contacts in order and start closing sales.

Stay tuned…our next topic will be all about getting and keeping your contacts.

To Tweet or Not To Tweet: Making Twitter Work For You and Your Business

For those of you who haven\’t hopped on to the Twitter Band Wagon, you might just want to consider it.  What was once reserved for social interaction is now turning into an arena where contacts are being made, business deals are in the works, and people are learning more about different industries, topics and occupations than ever before.

So, what are the benefits to Twitter and Tweeting on a regular basis?

• Marketing: A great way to create ‘BUZZ’ about products and services!
• 140 Characters: Some may dislike being capped at just 140 characters.  Personally, I love it!  I know I have the full attention of the reader to get my message across and not lose my reader mid-post
• Indicators: Take a look at how many and who are following you.  The more followers you have indicates how interested people are in your business, your products, and what you can offer
• Relationships: Networking and lead building – the potential is endless if done correctly

How do you get followers and make an impact?  It\’s all in the content!  Here are some key items to keep in mind when posting a Tweet on Twitter:

• Create Tweets with usable content
• Write for the benefit your readers
• Avoid constantly selling yourself – Don’t earn a SPAM reputation
  
• Offer sound tips
• Promote others and give endorsements
• Fill out your Twitter profile completely – make sure to include your website & blog

So, give Twitter a try!

…and by the way,

you can follow me on

Twitter at:  http://twitter.com/VirtualAssist09 or just click on the blue birds to your left!

Staying In Touch With Customers Through Email Marketing

You’ve decided to take the plunge and finally kick-off an e-mail marketing campaign. Starting it is the hardest part. Especially since it’s your first campaign and your not really sure how to go about it. You may flirt with sending an email to your contact list with an attachment…if you are PLEASE DON’T HIT SEND! That is email and brand suicide!

If you are going to take the time to educate your clients, prospects and audience, take the time to make it look professional and make it easy for your reader, not yourself. Remember, whatever you put out on the internet and whatever other vehicles you use to advertise your business…it all reflects your brand.

You only have 1 opportunity to make a first impression.  Make It count!

Here are some steps you can apply to ensure your email marketing campaign is optimized for the best branding results, best readability, and the best way to engage your audience:

Step 1 – Email Marketing Provider:

• There are many inexpensive options available on the internet for designing and maintaining email programs
  
• Many offer the capabilities of contact database management, polls, stock images and so much more!
  
• Many have free trials
  
• I recommend that you test drive a couple to see which is the most compatible for you and your business
  
• A couple for you to check out are : www.icontact.com and www.constantcontact.com

Step 2 -The DO’s and DON’Ts of Design:

• Once you have selected an email marketing program, it’s time to design your email newsletter
  
• Do match the template design to your industry, topic and brand
  
• Do go for simple, easy to read and eye catching formats
  
• Do use images complimenting your topic, brand or product
• Do use a clean and crisp template or design * Don’t try to be too fancy – the object is to get your message heard!

Step 3 – Content is Key!

• Before writing your email newsletter have a plan
  
• Determine what your topic will be – be specific and stay focused
  
• Make your content high quality and useful information for your readers
• Don’t try to send all your messages out in one edition – save some topics and messages for upcoming newsletters
  
• Consider creating several ’snippet’ type sections used to back up your main topic.  For example, you’re newsletter may include the following:
  

Section A – Introduction/Greeting announcing what the focus of the newsletter will be – INCLUDE A CALL TO ACTION! (click here to buy…, call now for…)
Section B – An in depth look at the topic Section C – Positive testimonials regarding the topic
Section D – Any promotions or current offers available
Section E – Closing with a sneak peak of what can be expected in the next issue

• When writing to your audience, try not to overwhelm them with too much, non-essential information or technical talk
• The best way to write is to the masses – write as if you are talking directly to your customer.  Not only is it easier for you but your customers will appreciate it and stay engaged!
  
• Whenever possible, opt for bullet point forms of communication
  
• People are busy and are bombarded with tons of email – something that is easy to read with loaded with valuable info is more likely to be read and even passed on (viral marketing)

Take some time today and research email based marketing websites, collect email addresses, and draft an outline of your first newsletter.

Stay tuned to learn how to get your readers attention and keep them engaged!

Follow me on Twitter for daily business building “Tweets”: http://twitter.com/VirtualAssist09

The Big Picture

 

 

 

 

What Makes The BIG Picture?

 

 

 

 

 

Is it the small stuff we forget about or is it the BIG stuff that we labor over that makes it count in the end? 

 

Every day we are bombarded with choices to make:

·        What should I wear?

·        Which route shall I take to work today?

·        What should I eat?

·        How should I respond to my family, friends, co-workers and neighbors?

·        Should I take the promotion?

·        Should I relocate for my job?

 

Many choices seem routine with little consequence while others can be life altering.  Some may argue we must only pay attention to the life altering and the small stuff will take care of itself. 

 

Interesting… 

 

Is this really true? 

 

What makes you confident in knowing the final outcome of the path you are taking?  Are you sure you won’t suffer consequences in 5 minutes, 5 years or for eternity based on the path you chosen?

 

Have you ever sat down and thought about how you make decisions and how you determine which decisions are life altering and which are inconsequential?

 

Truthfully, I used to “wing it”.  Really, I used to operate by the seat of my pants and the catch phrase “Live fast, love hard, drive exotic cars…No GUTS…No GLORY!”  I made all my decisions on that and whether or not I would get caught.  And, if I did, begging for forgiveness was always better than asking for permission.

 

Should we only pay attention to the decisions we decide are life altering and not spend much time on the little choices that come our way?

 

Let’s explore…

Take a look at what these small, not so life altering decisions did.

 

Have any of these small decisions made by others impacted your life?  If so, were they:

·        Life saving? 

·        Did they make your life more efficient? 

·        Have they made your life more enjoyable?

Post-it Notes appeared as a result of an unlucky experiment when Spencer Silver from 3M attempted to make the commonplace adhesive tape even stickier in 1968. During the experiment the researcher got thick substance that did not sink into surfaces meant for adhesion and could not be used in the adhesive tape production.

The find was pretty much forgotten until Spencer’s colleague suddenly remembered the not-so-sticky substance.

The man sang in a church choir when he had spare time. He was irritated when bookmarks in his hymnal slipped out and made it a problem to access various hymns.

He managed to solve his problem by DECIDING to give the sticky substance invented by his colleague a try.  The Result:  The substance helped stick bookmarks in the hymnal without spoiling the pages. Post-it Notes were first put on the market in 1980.

Coca-Cola was the result of an accident. In 1886 a pharmacist named John Pemberton cooked up a medicinal syrup in a large brass kettle hung over an open fire, and stirring it with an oar. When he was done, he figured he had created a fine tonic for people who were tired, nervous, or plagued with sore teeth.

 

He and his assistant mixed it with ice water, sipped it, and liked the flavor. They wanted some more, and the assistant accidentally MADE A WRONG DECISION and used carbonated water to mix the second batch. Instead of medicine, these men had created a fizzy beverage–one that is now consumed around the world.

 

Penicillin is another famous example of a small decision gone wrong. In 1928 scientist Alexander Fleming noticed that mold spores had contaminated one of the bacteria samples he DECIDED to leave by an open window. Instead of discarding his ruined experiment, he decided to take a close look and noticed the mold was dissolving the harmful bacteria. And that’s how we got penicillin, which helps people around the world recover from infections.

 

 

In the past, I Rarely pondered my value system, morals and faith before I made a decision.  As I get older, more mature and watch the profound impact consequences do have, I operate differently.  I now know what my life values and morals are and what my faith means to me; where it’s leading me.  I do my best each and every day to live and make decisions based on my belief system.

 

How do you make decisions?  Do you follow a process, a belief system, or God?  Or, do you do what “feels” right at the moment; living fast, loving hard and driving exotic cars?

Make a choice today as to how you are going to make decisions from this point forward.  Everything you do today has an effect on your present and future.  Keep that in mind the next time you decide to…

·        Go for a walk

·        Call a friend

·        Or even read an article…

It may just change your life and the lives of the people around you.  Everything you do is important and has life implicating results.  Decide wisely.

Visit:  www.GPXTabs.com

Are You In Control – 3 Steps To Getting In Control

I read an interesting article the other day.  It really got me thinking about my life both personally and professionally. 

The author made a statement which I arrogantly skimmed over, believing I was not one of “them”.  The statement was…  “Whoever is controlling your mind is controlling your life”.  I was so sure I was in control of my life.  I didn’t think anyone else or any other factors contributed to who I was.  I challenged myself to peel back the layers of the preverbial “onion” and take a deeper look.

I thought about what and who besides me could possibly control my life.  So much of what we see and do are not a result of who we are but of those who communicate to us.  It’s not just the ads we see, read and hear.  It’s the flood of messages we get everyday from:

• Email
• Spam
• Pop-ups
• Billboards
• News headlines
• Text messages
• Commercials
• Radio
• Commercials
• Friends
• Family
• Health providers
• Webinars

Everyone one who contacts you regardless of your relationship with them or the vehicle they use, wants to influence YOU and how you operate.  Think about these situations and how you are influenced by them:

• Your boss and job performance
• Your spouse and money issues
• ME; right now, you are reading my post and I am hopeful that I will influence you to make your personal and professional life the best it can be.

Use these 3 steps to STOP others from controlling you:

1. Determine the areas in your life you are aware you haven given up control on (eating habits, health choices, brand awareness, etc.)
2. Identify how those areas left your control (media influences, social influences, etc.) – be keenly aware of this in your day to day life to prevent this from happening again
3. Make a list of what YOUR values, standards and morals are.  Operate to that list and stay true to it.

If you are completely aware of who you are, you will operate with confidence that you are doing what is best for you, your family and your business.  Don’t allow others to compromise what you believe is right.  You know when you are being asked to compromise – it will be even clearer to you when you list it on paper.

What’s In Your Branding Toolbox?

Personal Branding…What Is It and Why Do I Need It?

What exactly is personal branding and why is it so important?  If you think about major corporate brands like Coca Cola, Wal-Mart, Nike, etc. you know exactly what you are going to get if you visit their stores or purchase any of their products.

 

Small business owners must work on branding themselves too in order to be successful in such a competitive market like we are experiencing today.  The population as a whole is not spending like they used to and when they do spend, they are taking their time, researching the product or service and finding the best price.  As a small business owner, whether you like it or not, you are your business’s brand.  Overall, your customers want to know they are going to be taken care of by you and if it can’t be you it must be someone who resembles you, your values and ethics. 

 

In this type of economy you have a wonderful opportunity to set yourself apart from the rest.  How you ask?  By branding yourself and making your audience aware of who you are and why you are so special.

 

When starting a branding campaign, think in terms of positioning you and your business in the following manner:

• Identify Your Audiences:  I use the plural on purpose.  You probably have serveral demographics that make up your audience.  You must speak to each of them using the language, ideals and concepts they are used to using.  
• Rank Your Audiences:  Once you have a list of your audiences, rank them as to how important they are to your business and brand to the biggest audience first - identifying what their needs, wants and desires are.  Brand to those things.

 What branding is: 

• Expert Status: You know your industry and product best.  Position yourself in the community as an expert.  Do be afraid to toot your own horn.  Your audience wants to know who they can trust and count on in your industry
• Creating Buzz and Demand:  Make what you do and who you are compelling.  Position you and your business as a necessity rather than a want.
• Be Innovative:  Go against the grain of what everyone else is doing in your industry. 
• Always bring VALUE:  Give a little extra in your service or product to stand out above the rest.  This increases return customers and new customers.  Established customers will tell their friends what an amazing value you provide.
• Set the Standard:  Turn up the heat on your competition.  Set a new standard in your industry
• Be a Community Resource:  Make sure the community knows you are there.  Contact local media and let them know you are available if the ever need expert quotes or interviews

Stay tuned because I have more on Personal Branding to offer you!

Tips for Tough Times

Today’s business climate is volatile at best. 

 

What are we to do to keep our heads above water. 

 

 

Try these tips. 

They may seem simple and based on common sense but in a climate like this, we sometimes panic and forget the most obvious:

1. Monitor cash flow and receivables – DAILY!  I know, it’s not fun but it needs to be done.  Especially if you need the funds to complete a project you know is going to propel your business.
2. Watch expenses – Make sure you are spending money only where it is necessary.  Put a value on your expenses.  If you spend $x.00, to complete something, or take a client out to lunch, what is your potential ROI?
3. Review your business plan!  If you don’t have one, make a New Year’s Resolution for 2009 stating that you will complete one.  A business plan is essential for keeping you and your employees on track with all eyes on the overall goal, making adjustments as necessary.
4. Be MORE Marketable!  Continue your professional education.  There is ALWAYS something new to learn no matter what industry you are in.  If you are up to date on the latest and greatest techniques, that puts you leaps and bounds ahead of your competition.
5. Outsource projects and work at a cheaper rate.  The benefits to outsourcing is to paying by the hour or by the job at a pre-negotiated rate.  Don’t forget, these types of employees are independent contractors operating on a 1099.
6. Start a blog.  There’s no better way to market yourself than with a blog.  What was that?  You don’t have enough time to blog?  This is one of those projects that is easily outsourced!  I blog for many people and industries.  When hiring a blogger, make sure you are hiring someone who is ready to learn and research about your company and industry.  Blogging doesn’t have to happen every day but three times a week is ideal.
7. Keep marketing.  Many businesses that are experiencing slow times want to cut the marketing budget first.  How will people find you if they don’t know about you.  Look for cost effective alternatives to your marketing plan.  There are many out there that you probably haven’t thought of. 

 Stay tuned for more information and tips on business survival during these tough economic times.

Virtually yours, Lora

Need A Business Idea?

Someone very close to me became ill and could no longer hold a full time job.  This person needed to take care of themselves and rest when they needed it.  But, being driven and loving business, it was hard to sit home and watch the world pass by.  I gave this close person in my life some advice.  My advice was start a business designed to fit their needs. 

What?  No way, start a business that would allow for them to rest, take care of themselves and work from home.  That almost sounds like nirvana.  Impossible.  Plus, what business is out there to start that hasn’t already been done?

My belief is there are as many career ideas as there are individuals in the world.  We just need to slow down and look around.

Here are some ideas to get your creative juices flowing and who knows, what you think of might just be the next “Big Idea”

• Make a list of the talents or skills you excel at
• Play a game…if you could do anything in the world that you love to do more than anything else, what would it be?  Don’t worry about money, failure, confidence, just have fun and use your creativity.  Have fun and just be free in your thinking…Need help?  Ask yourself these questions:  What did you love as a kid?  What was your most favorite day so far in life?  Why?  What made it special?  Who are you jealous of?  Now, how can you make a career out of that?  Brainstorm products, services, systems, that are sell-able
• Investigate each of them closely – how could you make a business out of those skills?
• Stay current – what is going on around you and how could you be of service to these events and changes in your community, state, country or the world?
• What do you struggle with?  We all experience something that just doesn’t seem to work well for us.  What would you do to fix it?  Is there a new program, aide, system or product you know would be a great solution to the situation?  If you need it, doesn’t everyone else need it?  How do you think seal-able baggies, post-it notes, crocs, jibbitz, etc. came to be?  The inventors knew they could make a difference in quality of life if they just could make…

So what did that person in my life do?  Found their niche, and created a career that provides and fulfills.