Category: entrepreneur

ࡱ> 
-/
,5@ bjbj22 ”&XXPPPPPPPdd6
~
  $R P PP 
PP  .A PP nL

:Y  
06
a ,8 ddPPPPP ( dddT:dd

865 words
Guerilla Marketing vs. Big Bucks

Many entrepreneurs market via outreach events, be it trade shows or presenting seminars, and budgets to schmooze clients and impress friends are getting tight.

Now that the economy is back in the spotlight, with gasoline at $2.60+ a gal., big companies announcing layoffs, and prices rising across the board, the time is here to tighten our belts and squeeze that marketing dollar until it squeals. Believe me the rhetoric that the economy is getting better is just that political rhetoric, and isnt coming from the business community in the trenches. We know better!

Even though lavish budgets are history, the creative entrepreneur can still use events as a marketing tool if he/she rolls up sleeves and goes into guerilla marketing mode. Creativity is the key! The time for promoting an event and waiting to see who registers within 6 to 8 weeks is past. The firsts thing to remember, is that no amount of cajoling, marketing, or freebies will compel attendance at your event if it doesnt offer real value to the attendee.

People expect to be exposed to valuable content, and arent attending just for the networking. With that as a given, let me give you some guerilla marketing tips.

Save the expensive advertising you usually do 6 to 8 weeks before the event and use referrals. Many of your pasts attendees are either employees of companies or in business themselves, and have contacts and friends they talk with regularly. This source is often overlooked, and youve got direct access to them. Send them an invitation as if they were customers, and ask them to pass it on to one or two people they know that might be interested. You could even make it more enticing by having a form at the door for attendees that asks who referred them, and providing some incentive for the person that referred the most attendees.

Dont overlook clubs, associations or other local groups. Many not-for-profit groups have charters that state their members will be informed about opportunities that will enhance their membership, career and education. Put together a promotional kit announcing your event, an agenda, and offering a discount to the groups members. You can also offer the association something for free a full registration, print ad, magazine rack, exhibit space or a sponsoring logo on your Website whatever is feasible in you line of business. Dont miss the opportunity of offering your services as a speaker at some of the group or association meetings, and even bringing some event brochures with you after you have the leaders approval.

Local business the bookmark brigade. If your event relies heavily on local participation, then work through the businesses used every day. A most successful and fun outreach program is to implement a Bookmark Brigade on behalf of the businesses. These are special announcement bookmarks printed with the name of the event, dates, location, and Website on one side and the local business name on the other. Make them big and bright, and get a team loaded with bookmarks to visit every business shop, coffee shop, bookstore, grocery stores, newsstands, cleaners, music stores, and libraries all over the area. Some stores may even let you hang a poster. Give something to the manager or in-store sales personnel as you do this. Maybe a free T-shirt, or pass to the event. The printing bill is bound to run less than half or full-page ads in the relevant weekend newspapers.

Your event sponsors and exhibitors are your best allies, as well as a support network of resources for recruiting attendees. Twenty percent of them will support your event because they can, the rest wont due to limited resources or conflicting agendas. Use any of the tools already mentioned with your partners, or trade a contact database of theirs to be used for telemarketing for promoting the sponsor in the telephone blitz. Offer this database a discounted rate and attribute the discount to the sponsor for their client. Everyone wins!

Offer your sponsors tools like posters or tabletop signs they can post in their lobbies. Visitors can learn about the event while waiting for their appointments. This expands your word of mouth, and may even draw additional sponsors. Of course, youve already negotiated an event logo and listing presence on your sponsors website havent you?

Some key points to remember in any outreach promotion are to build in a tracking method on each marketing piece, such as unique URLs and/or codes on registration. Be ready to offer incentives such as discounts or gifts to gain access to clubs or sponsors members, lists or audience. Lastly, have the appropriate marketing tool kit ready before you start. It should contain such things as Web banners, email templates, sample sales copy, and special offer announcements packaged for easy access.

In good times or bad, these tips will help any entrepreneur draw more interest in their activity or event. A good outreach program promotes special relationships with your sponsors, community and attendees better than any other marketing activity can before the event. Using guerilla marketing tactics in lieu of bucks takes creativity, elbow grease, and luck.


,h)Ehx!5>*
hx!
+,j
k
<=bcBCD:;-.h
^h
gdx! &F
gdx!$
a$
gdx!gdx!




1h
/ =!"#$%
@`@x!NormalCJ_H
aJmH sH tH DAD
Default Paragraph FontRiR
Table Normal4
l4
a(k@(
No ListB

B
TOC 11$7$8$H$5CJOJQJDZ@

D Plain TextCJOJQJ^JaJF

F
TOC 21$7$8$H$^CJOJQJJ

J
TOC 3
1$7$8$H$^
6CJOJQJ & +,jk<=bcB C D :;-.000p000000000
00
0
00
00
000
00p00p00pSZluqu3333  **Gina Gaudio-Graves
b

h

^`o(hH.

h

^`hH
.

h
pL
p^p`LhH.

h
@
@^@`hH.

h

^`hH.

h
L
^`LhH.

h

^`hH.

h

^`hH.

h
PL
P^P`LhH.
b

ޛ        x!)E4@

@
Unknown

G
z 
Times New Roman5


Symbol3&
z 
Arial5&
za

Tahoma?5
 z 
Courier NewQ&
{a

Microsoft Sans Serif"h
)0-0

i1
Vi1
V$24d
3QH 

?4 865 wordsGina Gaudio-GravesGina Gaudio-Graves


Oh+'0

 
$
@
L
X
d
l
t
|
 865 words 
65 Gina Gaudio-Graves
ina
inaNormaluGina Gaudio-Graves1naMicrosoft Word 10.0@F#@a
@#

i1

՜.+,0

hp The Abundance Group, LLCuVA 
865 wordsTitle

   !"#%&'()*+.Root Entry
 FpZ
01Table
WordDocument

"&SummaryInformation(
DocumentSummaryInformation8
$
CompObjj

  FMicrosoft Word Document MSWordDocWord.Document.89q

ࡱ> 
(*
’5@ bjbj22 ”XXPPPPPPPd((((4de ~
LLLLLLLL$
R5

PLLLLL
PPLL LPLPLL.lPPL@HRͣ
(b(5 0e ,

ddPPPP
P,LLLLLLL

dd(dd(

555 words
Prioritize, Prioritize, Prioritize!

I have a friend whose favorite slogan is, Organize, Deputize, and Terrorize, and Id add Prioritize to that group.

Now it sounds fairly simple at the outset, but as you begin to put it on paper strange things begin to happen. Entrepreneurs will begin to see their ideas take form and direction, and even identify some stumbling blocks.

As entrepreneurs, we have this strange system of keeping our goals, visions, and modus operandi in our heads and not on paper. Thats not a sure path to failure, but think of the time when you need a stand-in for your business. You wouldnt be able to have one take over until they spent about a week in training with you. Instead, lets put that slogan to work now and get it on paper before we have that need.

ORGANIZE Put your present operating procedures down on paper in the order to be done. Any format that pleases you will do it may begin with the time to open the office/store or the order in which to accomplish daily tasks. Whatever your particular business needs to function and produce. Think of how and what you do everyday that leads to you being successful, and put it on paper. Here is where youll also include your goals and your plan for achieving them.

PRIORITIZE Heres where Id insert this item. Once you know what it takes to run the day-to-day operations of your business, you can prioritize the tasks by their importance. What must be done first, and what second. To explain it simply, you cant open a store for business before you have the change money in the cash register. Apply this line of reasoning to your business operations.

DEPUTIZE This is the next item on your paper that tells who will/does accomplish which job or task. What is expected of them each day, and who takes over if theyre not available? If you havent assigned particular responsibilities to your staff, perhaps now is the time to evaluate each person to determine who would do which job the best. (As entrepreneurs, we have a tendency to think that nobody else could do a task better than ourselves, but you cant do everything and now is the time to delegate.)

TERRORIZE Perhaps this is too harsh a word to use. What I really mean is that once youve assigned a task to someone let them run with it, dont get in their way but keep track of the progress. If you assign a particular job to a person, let them handle it but keep a tickler file so that you can follow-up to see that its been done. This is not playing Big Brother, but making sure that the ball isnt dropped and disaster is diverted.

Once you go through this exercise, youd be amazed at how clearly you begin to see how many of the goals you had at the outset of your business have been successfully accomplished, and which ones still need work in the coming months. You might even surprise yourself at how well youve done thus far.

As entrepreneurs we all like to be the Captain of our ship, but remember even a Captain needs a crew to sail the boat and bring it safely to port.


/
h)Eh3 h35 hp5
./ %&GHvw

h
^h
gd3
&F
gd3gd3


1h
/ =!”#$%
@`@3NormalCJ_H
aJmH sH tH DAD
Default Paragraph FontRiR
Table Normal4

l4
a(k(
No ListB

B

TOC 11$7$8$H$5CJOJQJDZ@

D
Plain TextCJOJQJ^JaJF

F

TOC 21$7$8$H$^CJOJQJJ

J

TOC 3
1$7$8$H$^
6CJOJQJ
./

%&G
H
vw
000p0000000
00
0
0
00
0000p0p0p0p
 
”,33/M

Gina Gaudio-Graves
jR89d

h


^`hH.

h


^`hH
.

h

pL
p^p`LhH.

h

@
@^@`hH.

h


^`hH.

h

L
^`LhH.

h


^`hH.

h


^`hH.

h

PL
P^P`LhH.
jR8

         )E43p@

D0]


`@
Unknown

G
z 
Times New Roman5


Symbol3&
z 
Arial5&
za

Tahoma?5
 z 
Courier NewQ&
{a

Microsoft Sans Serif”h
rLM

1
41
424d
3QH 

?4 555 wordsGina Gaudio-GravesGina Gaudio-Graves


Oh+’0

 
$

@
L

X
d
l
t
|

555 words 
55 Gina Gaudio-Graves
ina
inaNormaluGina Gaudio-Graves1naMicrosoft Word 10.0@F#@4<
@Fͣ

1 

՜.+,0

hp The Abundance Group, LLCu4A 
555 wordsTitle

   !"#$%&)Root Entry
 Fy`ͣ
+1Table
WordDocument

"SummaryInformation(
DocumentSummaryInformation8

CompObjj

  FMicrosoft Word Document MSWordDocWord.Document.89q

ࡱ> 
%’
$` `bjbjss .

`%’’’’’’$h dKK`%%
E
%v0(
(
(
,KK
Chargebacks

If there is one word most Internet marketers quiver at the sound of, it is chargebacks. A chargeback is a dispute over a charge -usually an unauthorized or fraudulent charge- between the customer and the company. The merchant must pay back the entire amount along with any credit card fees. This amount is automatically deducted from your merchant account. There are three main problems about chargebacks that concern the merchant: 1. they lose the payment -and also the inventory if it was sent, 2. the fees associated with every chargeback are between $15 to $25, and worse of all 3. chargebacks dont look good, and you may lose your merchant account. Merchant services are pretty finicky; they do not just hand out accounts to anyone.

The customer could either be dissatisfied with the product, or there could be a duplicate order, or it could be fraud. Whatever the reason may be, it is crucial to your online business to keep chargebacks to a minimum. One way to stop chargebacks is to stop fraudulent orders by checking to make sure the order seems legit. This may mean you may have to call each customer to confirm the order. You do not want to accept an order if it appears fraudulent. Be suspicious, because in the end, receiving too many chargebacks will damage your profit line.

If, on the other hand, your customer is simply dissatisfied with the product, give them a call and send them an email. Ask them what it is they didnt like about the product. Ask them if there is anything you can do for them to satisfy them. If they still seem reluctant to drop the chargeback, your last resort would be to ask them if they wouldnt mind dropping the chargeback and you can offer them a full refund. Most people wouldnt mind this option. You will find that a simple phone call to the upset customer may actually turn things around in your favor.
o



&
`hZ{hxh`9h:


&
’
`
`


,1h
/ =!”#$%
@@@NormalCJ_H
aJmH sH tH DADDefault Paragraph FontRiRTable Normal4

l4
a(k(No List`
&’b0000000`` `
8


@

0(

B

S


 ?



b

b3_b
bDC$`9x:Z{@

q

`@@
Unknown

G
z 
Times New Roman5


Symbol3&
z 
Arial”h
O;&;
%
;
%
!
24dXX2HX)

?:2Chargebacks Tim Erway Tim Erway

Oh+’0x

 


4
@

L
X
`
h
p
ChargebacksTim ErwayNormalTim Erway2Microsoft Office Word@q@]
@rE

;
%

՜.+,0
hp|
X
ChargebacksTitle



 !”#&Root Entry
 F`2E
(1Table
WordDocument

.SummaryInformation(
DocumentSummaryInformation8

CompObjq


 FMicrosoft Office Word Document
MSWordDocWord.Document.89q

How Do You Treat Your Women?

Marketing wisdom tells us that 80% of all household purchases are made by women, and no business owner can ignore them. Marketers of kids’ gear, food, cosmetics and clothes are good at reaching women, but women buy gender-neutral stuff too, like cars, auto services, technology and just about everything except Viagra.

Yankelovich marketing consulting firm reports that 60% of women 16 and older are working. They comprise over half of all college students and about 38% of small business owners according to the 2002 figures of the Bureau of Labor Statistics. A February 2002 study by Prudential Financial found that of 400 American women surveyed, 37% live in households with incomes of $50,000 – $100,000, and 12% were in the $100,000 annual income range.

No business owner can afford to ignore this market, but not ignoring them is not the same as attracting them. Attracting them is not the same as winning their loyalty, either. There is definitely a difference in dealing with women because they notice the small stuff. While men tend to make judgments based on first impressions and key interactions, women never stop gathering information.

Women develop a collage of impressions about a business from a hundred small factors; everything from its cleanliness to the design of the shopping bag. Smart business owners turn this to their advantage by investing in small amenities women can appreciate. Many young women today are much wiser than the boomers were at the same age. They have traveled widely and are accomplished and picky consumers.

The key to winning the loyalty of women shoppers and your share of this market is to offer carefully selected choices rather than a plethora of everything from A-to-Z that overwhelms them Eileen Fisher, designer of
women’s clothes, adopted this strategy and offers simple clothes in a limited palette. Furniture stores such as Storehouse Furniture in Atlanta have pared their selections to an “everything goes with everything else” array. Even house paint companies are adhering to this strategy of paring down and offering carefully selected choices.

Look! Women have so many work and family responsibilities they don’t have time to research and ponder every buying decision. They also aren’t trying to impress their friends by having the most toys. While a man may want 16 different size screwdrivers in his toolbox, you show a woman a tool with 16 interchangeable heads and she’ll buy it. Now she has one instrument which takes up less room but accomplishes the same thing, costs less in the end, and does the same job.

Whether buying for themselves of for the business they own or manage, women make final purchasing decisions based on the relationship with the seller, not on statistics and voluminous data. Given a choice on two nearly identical products, women will choose based on customer service and relationship with the vendor.

Men want to buy the product and leave, while women want to know how it works. Prescott True Value in Arizona has a loyal following of women running households on their own due to divorce or widowhood. By having enough staff to guide the customer and answer questions they have good to unequaled repeat business from women. Andy Andre, the owner of Prescott Arizona True Value store has learned that customer service is respect. “It’s taking the time to explain things to a customer and not talk down to them” he says.

Entrepreneurs assume that marketing to women is all about discounts and giveaways, but care and creativity is what really attracts women. If a man is ignored by a sales clerk he thinks, “What a jerk.” A woman will think, “I hate this company.” It’s the small things, good and bad, that make the impact on women customers. Learn this, and you’ve got a handle on your share of a growing niche.

An Online Newsletter

When you start an online newsletter you have the opportunity to collect opt-in email addresses to build your subscription base and establish creditability with your subscribers so that they may want to purchase products from you, a trusting source. The best part about an online newsletter is that it is free to start up. With an online newsletter you can offer your subscribers juicy daily or weekly information and they will love it. It will slowly build up their curiosity and they may purchase a monthly membership or products from you because they love receiving the information you supply. Now, if you send them junk, the complete opposite will occur, so having an online newsletter takes work, but you can always pay someone to do it for you. So, with all this work put into it should you consider charging for subscription. That depends on what you want to accomplish. Do you want to attract visitors and entice them to your main product. Or are you only offering an online newsletter with no products. How often do you send out autoresponders and how in depth and valuable is your newsletter. Is this information easily found free somewhere else on the Internet.

Free newsletters are much easier because you can get a lot of people opt-in and you can sell them a subscription in the future. Everyone loves free stuff. Occasionally, at the end of the email you may want to offer special subscriber only promotions or notify your subscribers of new products or services. You could even offer special subscriber only bonuses with a purchase.

By the way, if you send your subscribers what begins to look like sales letters, they will opt out quicker than you can say wait! Be careful because this is your potential customer crowd and it is like gold to you.

ࡱ> 
35
2Q@ bjbj͘ ) >
>
>
>
>
>
>
R
 R
* * * * * 


^^^5II%$ZR I>





I>
>
* * ^
>
* >
* 
(>
>
(*  g
(Ht0(2!2!(R
R
>
>
>
>
2!>
( 
”’
?
S



IIR
R
R
R


Make Money on What Other People Throw Away
Your Own Junk Hauling and Removal Service.

America is a throw-away society. We all know that. We all have a lot of
junk that we do not need, and just about all of us have things piling up
relentlessly in out attics, garages, basements, closets and even in the
wide open of the back yard.

A lot of people try to ignore the problem until they can no longer get into
their garage, or when they find it impossible to squeeze one more item into
the attic. They have too much junk and they need to get rid of it. Often,
they will pay someone to do just that. This means an opportunity for you.
You can make a decent living by helping people get rid of their junk.

To get started, you need a strong back and something to haul with, such as
a pick-up or a small trailer to pull behind your car. That’s about it. If
you don’t have a pick-up, consider buying a used one cheap. You could
easily find something for less than $1,000. An even less expensive
alternative is a small trailer for your car. Trailers can be had for just
a couple hundred bucks or less.

How To Get Started:

This is generally a very community or neighborhood oriented business. Take
out an ad in your community newspaper saying that you will haul away
unwanted items or that you will clean garages, basements or attics for a
fee. You can also print up a one-page flyer and place them on houses
door-to-door, or on the windshields of cars.

What You Need to Know

You will need to find a place for all the junk you collect and remove.
Find out where the local landfills are and what their policies are. They
may charge you a fee for bring stuff is, but you can charge that fee back
to you clients. You also may need dumping permits in some areas, so check
with your local city or county offices.

It’s also a good idea to learn about dumping regulation. Some items are
more difficult to get rid of than others. For example, you can’t just dump
a refrigerator or an old stove anywhere. Old tires are another hard-to-
dump item. There are specific places for specific things. Find out what
goes where. Once you have it all down, however, you have it made.

You should be able to earn from $7 to $10 an hour. You will not be able to
charge by the hour, however, because people may give you a problem about
the pace at which you work, and how much time they feel you should take to
get the job done. Instead, make an estimate based on your own judgment on
how long it will take you to clean out that garage or attic. Once you have
done a few, you will have a good idea about the time involved. Then give
an upfront estimate. If it will take you a complete day, or eight hours,
ask for $80 to $100.

Remember also that one man’s trash is another man’s treasure. You may find
a market for some of the items many people just want to get rid off. So
explore the option of sales to second hand stores, or the possibility of
starting up a second-hand store of your own. Such stores can be lucrative
like you would not believe. There’s big money in junk – and in getting rid
of it. It takes no special knowledge or education, and you can get started
with a minimum investment. All that’s left for you now it to get busy!

-30-
Xh4CJOJQJaJh4h4CJOJQJaJh4h45CJOJQJaJ-XY4 P Q 5



^4TUijD



$
a$
gd4






ahG kLA!
!m
’;0APBP/ =!”#$%
H@HNormal5$7$8$9DH$_H
mH sH tH DA@D
Default Paragraph FontVi@V
Table Normal :V4
4

la(k@(
No List
-XY4
P
Q


5^4TUijDahG k 
L




A!m0000000000000000000000000000000000000000000000000000000000000
!
8


@

0(

B

S


 ?


`#
dP`#

d
wYY
``
9*urn:schemas-microsoft-com:office:smarttagsplaceB
*urn:schemas-microsoft-com:office:smarttagscountry-region


-W4
O


Gtw4SDHhGRL
`
!’m333333333333333333

4-30@hp psc 1200 seriesNe02:winspoolhp psc 1200 serieshp psc 1200 seriesseries,Local
!@m߀


BeRLd

Arial8
tBe
ںںREMShp psc 1200 series,LocalOnly,DrvConvert
hp psc 1200 seriesseries,Local
!@m߀


BeRLd

Arial8
tBe
ںںREMShp psc 1200 series,LocalOnly,DrvConvert



@
Unknown

G
z 
Times New Roman5


Symbol3&
z 
Arial#F#F






!xx
24
3H(

?4,Make Money on What Other People Throw Away 



Oh+’0t

 


0
<
H
T

d
l
-Make Money on What Other People Throw Away d 1
ake ke
keNormaln rm2rmMicrosoft Word 10.0@F#@J=J
@J=J


 

՜.+,0

hp|  MA 
-Make Money on What Other People Throw Away Title

   !#$%&'()+,-./014Root Entry
 Fg
61Table
2!WordDocument

) SummaryInformation(
"DocumentSummaryInformation8
*
CompObjj

  FMicrosoft Word Document MSWordDocWord.Document.89q

583 words
Need Clients? Take Ten!

The art of getting new business is no mystery. In fact it’s so simple we miss the forest for the trees. Here are 10 tips to remind you how to build more client base.

1. Get New Business From Old. Ask existing clients for more biz before you try warming up a stone cold lead. Ask the happy clients for referrals to people they know that you don’t – and be sure to keep track of who referred whom.

2. Pitch a Stranger. It’s like bad advertising when you blow hot air when pitching to a new prospect. In face-to-face mediating you’ve got to know what to say, and say it with conviction.

3. Give It To Me Straight. No one has time for the “warm-up”. Prepare well honed phrases and practice them in front of a mirror. People like it when you can get to the point rapidly and intelligently. If it’s by email, make sure they don’t have to scroll down to read it all.

4. Talk About Your Failures. Seriously! It builds credibility. Everyone can’t be perfect all the time, and when you can tell a prospect why you lost a client and what you’ve learned it’s a welcome change. They appreciate not getting the usual hot air & razzle-dazzle.

5. Offer a “Loss-Leader”. People are less and less apt to buy impulsively from a person if they don’t have a good feeling about them. Offering a loss-leader allows the relationship to mature over time. This is very important in B2B clients. (Loss-leader is the practice of offering a product or service at a considerable discount and loss of profit to attract future business.)

6. Get Sold Yourself. Pick the most successful competitors in your area and let them sell you. Play customer and be aware of how you feel during each step, and see why their approach works so well. Auto-makers buy each others cars and break them down to nuts and bolts. You can do the same thing in your space.

7. Pitch an Enemy. Find the most disagreeable son of a gun you can find and pitch him or her. Let them be as nasty as they please, then analyze later if anything they said had any merit. Be totally unemotional, and don’t defend anything. You’ll learn where you’re lacking after doing this.

8. Start an E-mail Newsletter. This is much like #5. Give them useful information week in and week out, or month in and month out. Make them happy to see your name in the “from” field. If they only hear from you when you want something, they’ll turn you off when they hear from you.

9. Offer Testimonials. Satisfied clients or customers can say things about you that you can never believable say about yourself. Use the person’s full name if possible when doing this. “KM from Buffalo” isn’t nearly as strong as “Kenneth Moore from Buffalo”.

10. Ask Questions. I can’t emphasize enough how important and how underused this tip is in business. Simply allowing people to verbalize their needs makes them happy and tells them you listen. It also allows you to hone in on the points to make when it’s your turn to talk.

It’s strange, but we become so busy doing business that we have a tendency to overlook what’s in front of our noses. Most of the tips listed, would come about if we ever had the time to visit with our customers while doing business.

ࡱ> 
IK
HQ@ ’bjbj͘ ):>
>
>
>
>
>
>
R
vvvv<R
.5I &IR.$/R2tv.>
v.>
>
.AAA
>
>
AAAM>
>
Mo
v#
Mm.0.M2-
2MR
R
>
>
>
>
2>
M 0”A
v.v.R
R
$v7
R
R
v

10 STEPS TO SUCCESS IN DIRECT SALES

Every year thousands of men and women across America sign on with
direct selling firm-Tupperware, Amway, or a cosmetic
company-hoping to make money enough for new draperies, a new
davenport, or some new clothes. They sell a little merchandise to
a few relatives and close friends. Then they are through. They
quit before they give themselves a chance to learn the basics of
success in sales. “I am simply not a born salesperson,” they
often say.

No one is born a salesperson, any more than one is born a doctor
or born a lawyer. Sales is a profession. To be successful in any
profession one must learn not only the basic techniques, but also
how to apply those techniques. Success in sales makes use of all
the abilities one is born with, plus all those acquired through
education and experience.

If you are looking for a career opportunity or “extra income” to
help with the family budget, direct selling offers you
dream-fulfilling possibilities. However, you must give yourself
time to learn the techniques of sales. Ask yourself. “How long
does a doctor to be study? A lawyer to be study?”

WHAT IS DIRECT SELLING?

Direct selling is marketing a product directly to the consumer
with no middleman involved. Most reliable firms are members of
the National Association of Direct Selling
Companies. They bring to the public fine products that are
modestly priced in order to insure mass consumption.

Most direct selling companies furnish their representatives with
a starter kit and essential supplies below-cost prices. In many
instances the investment is under $100.

There is an old adage which says “Give a man a fish and you feed
him for a day. Teach a man to fish and you feed him for a
lifetime.”

Many of them were able to change their lives for the better. They
took their families on nice vacations. They purchased a piano or
an organ and provided music lessons for their children. They
saved money for college education. They redecorated their homes,
bought needed furniture. One highly successful saleslady built a
new home.

The rewards of direct selling are many

1. You can be your own boss.
2. You can set your own hours.
3. You can own your own businesses with little or no investment.
4. You can pay yourself more than any boss would ever pay you.
5. You can give yourself regular raises as your business grows.

It is only fair to tell you that there are failures, too. There
are people who will not work for themselves. When working for a
boss, they rise early, are well-groomed, and get to the office on
time. However, when they are their own boss, they are still in a
bathrobe, drinking one more cup of coffee at 11:00 A.M.

If you can be your own boss and discipline yourself to do what
has to be done when it has to be done, direct selling offers a
most unusual earning opportunity.

THE TEN STEPS

Here are ten steps that will assure your success:

1. BE A GOAL SETTER. What do you want to accomplish? Do you want
to save for college education for your children? A new car? A
new home? You can have whatever you want, but you must want it
enough to do the things that have to be done to get it. Whatever
your goal, write it down and set a target date for reaching it.
Divide the time period into blocks of achievement that are
reachable. Work consistently toward accomplishing each day, each
week, each month what you set out to do. Goal-setting is a must
in every area of life. Little is ever accomplished without
definite goals.

2. BE A LIST MAKER. Each evening list all the things you want to
get done the following day. That gives you an organized approach
to each day. As each task is finished, mark it off your list. It
is amazing how much gets done when one works with a
“things-to-do” list. Also, have a notebook listing appointments,
potential clients, repeat clients, and referrals, and keep it
with you at all times. You will be adding to it constantly.

3. BE ENTHUSIASTIC. Enthusiasm is the high-octane “fuel” that
salespeople run on. Enthusiasm generates its own energy. Energy
and good health are synonymous with busy, happy people, people
who are achieving.

4. RECOGNIZE THAT THE MAGIC WORD IN SALES IS “ASK.” In direct
sales we don’t have to wait for business to come to us. We create
our own business by asking for it. Ask for appointments, then you
can do business. Ask for business, then you will close sales. Ask
for referrals, then you always have a full list of potential
clients. Be quietly, yet firmly aggressive.

5. EXPECT NO’S. Realize that no’s are not personal. In sales, as
perhaps nowhere else, the law of averages works. Every no gets
you closer to a yes. Keep track of your ratio. It will help
improve your techniques. Are you getting ten no’s to one yes? Is
your ratio five to one? Remember, the yes’s are your income. Also
remember that “no” does not necessarily mean “no.” Often a “no”
is simply a stall for more time to think. It may be a request for
more information about your product or your service. What your
client is actually buying is assurance. Assure here by your
helpful attitude and your complete honesty, that you want what is
best for her. She will most likely respect you and do business
with you.

6. SCHEDULE TIME WISELY. A schedule is the roadmap by which
salespeople travel. It takes the frustration out of the day. It
assures that the necessary things get done and get done on time.
Plan your work then work your plan.

7. BE POSITIVE IN YOUR ATTITUDE. Success in sales, as in all
areas of life is 90 percent attitude and 10 percent aptitude. All
of us must work at developing habits of constructive thinking. I
am proud to be a salesperson. Sales make the wheels of our
economy turn. Bernard Baruch, advisor to several presidents, is
quoted as saying, “If every salesperson sat down and took no
orders for twenty-four hours, it would bankrupt our country!”
Every company that manufactures any kind of product depends upon
salespeople to move that product. Without salespeople business
would be paralyzed.

Remember, sales is one of the highest paid of all professions.
Statistics show that good salespeople enjoy incomes far above the
average.

8. HAVE AN OFFICE AREA. Most direct salespeople work from their
own homes, but it is essential to have a place where you can work
in a organized and efficient manner. An office plus a strict
working schedule gives you dignity. Both are absolutely essential
for efficient operation and accurate record keeping, so important
to the success of any business.

9. BE INVOLVED. Most sales organization offer contests to
stimulate production. Include winning contests as part of your
business goals. Contests make your business fun as well as adding
considerable dollar value to your income.

10. LEARN TO HANDLE MONEY INTELLIGENTLY. A regular nine-to-five
job usually means a paycheck at the end of the second week.
Direct sales “reps” handle money constantly. Direct sales is
instant income and constant income. Therefore. it is absolutely
necessary to become an efficient money manager.

Deposit every penny collected from
clients into a checking account set up especially for its
business. Since bank statements show an exact record of all
monies collected, and business expenses can be verified by
canceled checks, record keeping becomes simple and accurate.
Everything except a few “petty cash” transactions can be directly
taken from bank statements.

Money saved regularly and put at interest, soon develops a second
income in addition to earned income. A long-term goal, which is
realistic in direct sales, is to be able to live in retirement
off the interest earned on savings.

Would financial security mean a lot to you? If so, ask yourself
these questions:

* Am I honest?
* Do I really like people?
* Am I willing to learn?
* Am I willing to work?
* Am I capable of being my own boss?

If your answers are yes, to find a good product
for the direct sales market, one that you like, one that fills
the need of a lot of people, and go to work for yourself! .You
can turn dreams into reality.
#$’h+$h+$CJOJQJaJh+$h+$CJOJQJaJh+$h+$5CJOJQJaJ$%g Z %
f


)CD;mn$a$gd+$$
a$
gd+$’



0
k



”JKV GHeDE$a$gd+$EH!”01cd”c_-n$a$gd+$n!]^./m3pY^Z$a$gd+$Zde”FGB>}   ] !`!!$a$gd+$!!!!<"g"h"""!#a#####+$f$$$
%%D%%%%%(&9&;&$a$gd+$;&J&e&~&&&&&+'j''$a$gd+$ ';0APBP/ =!"#$%
H@HNormal5$7$8$9DH$_H
mH sH tH DA@D
Default Paragraph FontVi@V
Table Normal :V4
4
la(k@(
No List@:?$%g
Z




%f)CD;mn0k"JKV GHe D E  H !"01cd"c _ -n!]^./m3pY^Zde"FGB>}]`<gh!a+f
D(9;Je~+j0

00000000000000000000000000000000000000 00 00 00 00 0000000000000000000000000000000000000000 00 0 0 0 0000000000000000000000000000000000000000000000000000000000000000000000000000000000000'EnZ!;&''8


@

0(
 B 
S


 ?


|`#
䒖}`#

$~`#
RRu 

YY 
8
*urn:schemas-microsoft-com:office:smarttagstime9*urn:schemas-microsoft-com:office:smarttagsplaceB*urn:schemas-microsoft-com:office:smarttagscountry-region


011HourMinute



%67?)B"Vl0:k;   H   G _ u -9
px1?E^(Zc!$BO>_}` <e!DEOafDhj3333333333333333333333333333333333333333333333333333333333333333

+$IRfj
@hp psc 1200 seriesNe02:winspoolhp psc 1200 serieshp psc 1200 seriesseries,Local
!@m߀


BeRLd

Arial8
tBe
ںںREMShp psc 1200 series,LocalOnly,DrvConvert
hp psc 1200 seriesseries,Local
!@m߀


BeRLd

Arial8
tBe
ںںREMShp psc 1200 series,LocalOnly,DrvConvert

NN@
Unknown

G
z 
Times New Roman5


Symbol3&
z 
ArialC 
MS Sans Serif$F$F

9
9!xx
24yy
3H(

?+$#10 STEPS TO SUCCESS IN DIRECT SALES



Oh+'0h

 
$
0
<
H
P
X
`
$10 STEPS TO SUCCESS IN DIRECT SALES
0 S S
SNormalS rm2rmMicrosoft Word 10.0@F#@<$j
@<$j



՜.+,0

hp|  E9yA 
$10 STEPS TO SUCCESS IN DIRECT SALESTitle

   !"#$%&'()*+,-./012345679:;<=>?ABCDEFGJRoot Entry
 F
L1Table
2WordDocument

):SummaryInformation(
8DocumentSummaryInformation8
@
CompObjj


 FMicrosoft Word Document
MSWordDocWord.Document.89q


Safe Way to Start Your Own Business

Hopefully, you took my advice last week and you have a handy-dandy list now of what you want to do. We know you want to start your own business; hopefully you now know what it will be.

Being used to a steady paycheck from a regular job, with a family or other financial obligations, makes stepping out of your comfort zone a little risky. It doesn’t seem to matter how miserable you are in that job, the alternative scares the pants off many of us. There is a safer way of jumping off that cliff and it entails your current boss.

Your employer could be your ticket to a successful freelance business, if his business doesn’t conflict with your dreams. If you were thinking of starting a freelance copywriting business, you could negotiate a contract with your current employer for 50% of your time for the first year after you leave. This would give you a springboard for finding other clients while still covering your monthly expenses.

You’re probably wondering about now, why your employer would agree to sign a contract for half of your time? There are a number of reasons, and they can result in a “win-win” situation for both of you.

If you’re on good terms with your employer, chances are he doesn’t want to lose you. It takes time to train someone to fill your job and train them to the company’s way of being productive.

Even if he decides to replace you, it can take months to gather resumes, interview candidates, and hire the right person. During that time you can be performing job functions from your home office, perhaps even training your replacement and providing your boss with a smoother transition by minimizing the disruption to his business.

If you’re not on good terms with your boss and the company is downsizing, merging, or being bought out, you can help them avoid the unpleasantness and cost of firing you. You are actually doing them a favor by restructuring this in the form of a contract for services that can be “stretched out” for a period of time if needed.

Frankly, if an employer has to choose between letting you go and paying severance and benefits versus signing a contract for a time period, which do you think they’d prefer? Signing and getting tangible work and services in return without the costs associated with terminating you is a much better deal for him. The contract may even be allocated from a different budget category, making it more affordable for the company.

There’s another reason your boss may opt for a contract, and that is your knowledge. You are already familiar with the company, its clients and services. You’re able to provide the services they need and you understand what has to be done. Many creative people have used this logic in approaching their bosses to negotiate their first contract and go out on their own.

If you’re interested in starting your own business your current job can provide the security you need in your first year. What better way to get started on your dream?

ࡱ> 
tv
sQ@ >bjbj͘ )6>
>
>
>
>
>
>
R
6,6,6,6,B,dR
b,,,,,---QQQQ5QIZIWb$cRe{b>
M--MM{b>
>
,,bFQFQFQM>
,>
,QFQMQFQFQRQ>
>
RQ,,O粟
6,@NRQrQb0bRQffPFffRQR
R
>
>
>
>
ff>
RQ -8FQo@LF---{b{bR
R
*6,))))),,%-&-;;W=X=N>>>h=W%hBLCJOJQJaJhBLCJOJQJaJh=W%CJOJQJaJh=W%h=W%CJOJQJaJh=W%h=W%5CJOJQJaJ0/01~ Z 5
6
[



4<=e2 3 Z [
>




7’(DE_`>G*v
v[e67LM*tV7
$fG1{ DEdG
  ) J K g { 2!p!q!!”N””””#G###$$
$N$$$$%S%T%%%6&~&&’@’A’}’~’’(Z(((()R))))*I*
I********
+ +6+7+p+q+z+{+++++,,,, ,<,M,a,b,,
,,,,,,,,7-8-A-B-^-p--------.#.6.7.o.p.y.z..
......../)/@/A/z/{///////00$0%0A0S0l0m000
00000011;1<1112a22222@333 4T44445/505I5
I5J555$6j666667M77777D8888 9X9997:::::=;
=;;;;;#<j<<<<=`====>K>L>M>N>>>>>>
’;0APBP/ =!”#$%
H@HNormal5$7$8$9DH$_H
mH sH tH DA@D
Default Paragraph FontViV
Table Normal :V4
4

la(k(
No List6/01~
Z


56[4<=e23Z[7'(DE_`> G





*v[

e


67LM*tV7$fG1{ DEdG)JKg{2pqNGN$ST6~@A}~ Z !R!!!!”I””””””””
# #6#7#p#q#z#{#####$$$$ $<$M$a$b$$$$$$$$$7%8%A%B%^%p%%%%%%%%&#&6&7&o&p&y&z&&&&&&&&&')'@'A'z'{'''''''(($(%(A(S(l(m(((((((());)<)))*a*****@+++ ,T,,,,-/-0-I-J---$.j...../M/////D0000 1X111722222=33333#4j44445`55556K6L6M6N6666660
000000000000000000000000000000 0 00 00(0 0 0 0 000 0 0 00(0 000000000000000000000000000000 0 00 0 000 00 00(0 00 0000 0000000000000000000000000000 00 0 0 0 00(0 0 0 0 00000 00000000000000000000000000000 000 00 00 0 0 0 0 00 00 00 00 0 000000000000000000000000 000000 00 0 0 00 00(00 00 0 0800 0000000000000000000000000000000000000000000000(0000000000000000000000000000000 00 000 00 00 00 00 0000000000000000000000000> 
v$I*,.0I5=;>!#$%&’()*+,->”8


@

0(

B

S


 ?


`#
T`#

s`#
D7`#

`#
`#

`#

`#

{`#
l~`#

`#
̆`#


`#
`#

`#

*`#

`#
`#

<`#
`#

 `#
 `#

T`#
T`#

 `#

0`#

`#

`#
4:`#

$`#
`#

d`#
`#

Ե~`#

<_`#

d``#
,~`#

~`#
4&`#

%`#
|{`#

{`#
{`#

T{ `#

d!`#

"`#

#`#

.$`#
l-%`#

,&`#
l'`#

(`#
)`#

*`#
+`#

,`#
$-`#

.`#
L/`#

0`#

`#
TS?`#

~@`#
A`#

B`#
C`#

m|D`#
~E`#
$~F`#

eG`#

|{H`#

I`#
dJ`#

zK`#
L`#

M`#
t?N`#

 O`#
$P`#

TQ`#
R`#

S`#
̧T`#

TU`#
{V`#

,pW`#
~X`#

Y`#
Z`#

{[`#
`#

l]`#

d^`#

_`#
“#

ܿa`#
$2b`#

<c`#
td`#

e`#
f`#

4Tg`#
Lh`#

˅i`#
$j`#

2k`#
>l`#

9m`#

3n`#

L*o`#
z{p`#

dmq`#
tr`#

l!s`#
t`#

u`#
v`#

ww`#
x`#

,y`#
6z`#
{`#

~|`#

4{}`#

|~`#
|`#

T~`#
{`#

`#
d;`#

<`#
$~`#

T`#
`#

t`#
6`#

>`#

``#

4`#
̞`#

`#
]`#

O`#
$`#

`#
L`#

~`#
,~`#

`#
`#

`#
d9`#

Z`#
D`#

䆀`#

$~`#

tI`#
|0`#

h{`#

LQ`#
LM`#

`#
t8`#

`#

`#
`#

`#
`#

Dkx`#

~`#

{`#
F`#

D`#
TR`#

`#
{`#

d{`#
”`#

ܵ`#
,`#

`#

D`#

M`#

`#
`#

`#

`#

T7`#

C55AAgg{{%”%”a”a”i”s”{“”””” # #,#0#?#?###f#f###############$$M$M$W$[$v$v$$$$$$$$$%%%%%%)%)%h%p%p%y%}%%%%%%%%%%%%%%%%%&&#&#&,&0&@&@&J&J&T&T&_&_&e&e&&&&&&&&&&&&&&&’’)’/’/’6’:’I’I’S’S’^’^’j’j’t’t’’’’’’’’’’’’’((((A(A(S(S(b(f(v(v(}(((((((((((((((((())*****,,,,
-6
 

! ”#$%&’(+)*,-./012345678;9:<=>?
@
CABDEFGHIJKLMNO
RPQSTUVWXYZ[]^_`abcdehfgijklmnopqrstuxvwyz{|}~
;;HHzz2″2″h”r”z”””””””*#.#5#5#S#S#d#d#n#n#############
$
$$$U$Y$`$`$~$~$$$$$$$%%%%%%’%’%6%6%k%w%{%%%%%%%%%%%%%%%%%%%!&!&*&.&5&5&H&H&R&R&]&]&c&c&n&n&&&&&&&&&&&&&&&(‘(‘.’4’8’?’?’Q’Q’’’h’h’r’r’y’y’’’’’’’’’’’
(
(((((R(R(`(d(k(k({((((((((((((((((((
)
)
)
)*****,,,--6











!
”#$%&’(*
+
),-./012345678:
;
9<=>?@B
C
ADEFGHIJKLMNOQ
R
PSTUVWXYZ[]^_`abcdeg
h
fijklmnopqrstuw
x
vyz{|}~















9*urn:schemas-microsoft-com:office:smarttagsState9*urn:schemas-microsoft-com:office:smarttagsplace8*urn:schemas-microsoft-com:office:smarttagsCityB*urn:schemas-microsoft-com:office:smarttagscountry-region;*urn:schemas-microsoft-com:office:smarttagsaddress=*urn:schemas-microsoft-com:office:smarttags PlaceName=*urn:schemas-microsoft-com:office:smarttags PlaceType:*urn:schemas-microsoft-com:office:smarttagsStreet>*urn:schemas-microsoft-com:office:smarttags
PostalCode

b
d
xzlt#$k$m$$$**,,6Z
y

44;#er_7@&fn. [o
VZfqG{{GWG6A~? !!7#o#**T,,,--.-/?/D0Y0X1_1122233j44445+5`556J66333333333333333333333333333333333333333333333333333333333fs4!R!!!
,T,N6666

=W%BL
$6
A0@hp psc 1200 seriesNe02:winspoolhp psc 1200 serieshp psc 1200 seriesseries,Local
!@m߀


BeRLd

Arial8
tBe
ںںREMShp psc 1200 series,LocalOnly,DrvConvert
hp psc 1200 seriesseries,Local
!@m߀


BeRLd

Arial8
tBe
ںںREMShp psc 1200 series,LocalOnly,DrvConvert

33

336@
Unknown

G
z 
Times New Roman5


Symbol3&
z 
ArialA#F#F
$m.
c$m.
cxx
24dv6v6
3H,

?=W%.How to Make Money Buying and Selling used Cars


Oh+’0




(

D
P


h
p
x

/How to Make Money Buying and Selling used Cars1
ow 
ow 
ow 
ow NormalM rm1rmMicrosoft Word 10.0@q@w
@Ѳ

$m.

՜.+,0

hp|
 ocv6A


/How to Make Money Buying and Selling used CarsTitle



 !”#$%&’()*+,-.0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[]^_`abdefghijlmnopqruRoot Entry
 FpkY粟
w1Table
/ffWordDocument

)SummaryInformation(
cDocumentSummaryInformation8
k
CompObjj


 FMicrosoft Word Document
MSWordDocWord.Document.89q