Category: entrepreneur

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Help for Entrepreneurs Theres good news for entrepreneurs who need help but arent ready to hire full-time employees. Between January and July 2004, the ranks of part-time workers grew from 24.3 million to 25.5 million according to the Bureau of Labor Statistics. It was also learned that from June to July the increase came from people who wanted to work part-time and not because they couldnt find full-time employment. It seems that 1.7 million part-timers hold two or more part-time jobs, and do this by choice. Such workers will be harder to convert to full-time employees because they like the diversity of different jobs. This all translates into benefits for the entrepreneur who needs help but cant hire full-time employees. The employment gurus dont expect this part-time preference to pass anytime soon. It seems that the appeal of a reduced schedule is strong both for seniors and baby boomers nearing retirement. Parents who have interrupted careers to care for their children but still want to work may also explain the boom. Entrepreneurs should eagerly look to this pool of workers and eagerly employ part-time help. A big reason is that employer-paid health insurance and other benefits add costs equal to more than 50 percent of the average employees gross earnings. A part-time employer can get by with a low-cost factor, and still find somebody reliable and efficient. Looking at the boom of part-timers seems like a win-win situation for entrepreneurs and workers alike. Check the prospect out with your accountant and you may find that you come out a winner and less stressed. PQhthLhL5>*
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ARE YOU PADDLING OR FLOATING?

Ask yourself are you paddling or floating your canoe down the river of your business life? If you’re floating then you’re on the defense, if you’re paddling then you’re on the offense – where do you want to be?

In today’s business climate if you’re not on the offensive then you’re being whipped and buffeted from every side by the obstacles you encounter. If something isn’t working in your advertising and you’re a floater then you just wait until next week, or next month and see if it improves. But if you’re paddling and guiding your business, then you’re busy working out how to fix what’s not working.

Take for instance that big boulder in the river known as “competitive intelligence”, which refers to the knowledge needed to implement successful competitive strategies. If you haven’t got a handle on this it can spell disaster to your business. Let’s look at an example of what I mean.

Suppose you find out that a competitor has dropped the price on a product competing directly with your business’ highest gross margin item. Before you drop your price to match, ask yourself whether this could affect your ability to compete. If the answer is “yes”, you should do a bit of sleuthing to answer some key questions like:
• Is the price cut an unequivocal comparison, or have certain features/services been modified?
• Is the price drop sufficient to overcome customer inertia to change?
• Does the competitor have the capacity to handle increased demand without damaging customer satisfaction?
• Is the price change restricted to one territory or account, or is it across-the-board?

Effective strategy covers product design, branding, services, and a host of other variables that, in total, comprise your competitive edge. Protecting your edge requires a real-time stream of knowledge about the changing competitive landscape. The most significant fund of ongoing information, on an ongoing basis is your sales force.

Salespeople have the most direct contact with customers, and have customer feedback on the competition which is both real and perceived. However, their job is to sell, so it’s important that you make them aware of their importance and involvement in gathering competitive intelligence.

For the successful collecting of information from the sales force, you must prove to them and their sales managers that the process is of value to them. This means you have some homework to do which is gathering information that is already available internally. Look at and analyze call reports, won-lost reports, and sales records for red flags and trends. A competitive move in one territory may seem insignificant until added to information from other territories, or as part of a global rollout strategy.

Augment these finding with public data from published sources and industry analysts, and you can offer your sales force tips on competing more successfully. By initiating the information sharing process, you will encourage reciprocity on the part of sales once they see what’s in it for them.

In addition to the sales force, people from other functions in your firm are often repositories of useful competitor information. Accounting, procurement, HR, and other functions attend professional meetings with competitor counterparts and may have bits and pieces of the competitive landscape puzzle. Do they know how important this data is, and have you motivated them to share it?

This is but one little corner of your business life, but unless you’re on the offense – paddling instead of floating – you’ll lose your edge and be left in the dust by your competitors. Personally, I’d rather be paddling my little heart out instead of being tossed by whatever winds blow my way.

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ACHIEVE EXCELLENCE IN SALES

Most people are always striving to better themselves. It’s the
“American Way”. For proof, check the sales figures on the
number of self-improvement books sold each year. This is not a
pitch for you to jump in and start selling these kinds of books,
but it is a indication of people’s awareness that in order to
better themselves, they have to continue improving their
personal selling abilities.

To excel in any selling situation, you must have confidence, and
confidence comes, first and foremost, from knowledge. You have
to know and understand yourself and your goals. You have to
recognize and accept your weaknesses as well as your special
talents. This requires a kind of personal honesty that not
everyone is capable of exercising.

In addition to knowing yourself, you must continue learning
about people. Just as with yourself, you must be caring,
forgiving and laudatory with others. In any sales effort, you
must accept other people as they are, not as you would like for
them to be. One of the most common faults of sales people is
impatience when the prospective customer is slow to understand
or make a decision. The successful salesperson handles these
situations the same as he would if he were asking a girl for a
date, or even applying for a new job.

Learning your product, making a clear presentation to qualified
prospects, and closing more sales will take a lot less time once
you know your own capabilities and failings, and understand and
care about the prospects you are calling upon.

Our society is predicated upon selling, and all of us are
selling something all the time. We move up or stand still in
direct relation to our sales efforts. Everyone is included,
whether we’re attempting to be a friend to a co-worker, a
neighbor, or selling multi-million dollar real estate projects.
Accepting these facts will enable you to understand that there
is no such thing as a born salesman. Indeed, in selling, we all
begin at the same starting point, and we all have the same finish
line as the goal – a successful sale.

Most assuredly, anyone can sell anything to anybody. As a
qualification to this statement, let us say that some things are
easier to sell than others, and some people work harder at
selling than others. But regardless of what you’re selling, or
even how you’re attempting to sell it, the odds are in your
favor. If you make your presentation to enough people, you’ll
find a buyer. The problem with most people seems to be in
making contact – getting their sales presentation seen by, read
by, or heard by enough people. But this really shouldn’t be a
problem, as we’ll explain later. There is a problem of
impatience, but this too can be harnessed to work in the
salesperson’s favor.

We have established that we’re all sales people in one way or
another. So whether we’re attempting to move up from forklift
driver to warehouse manager, waitress to hostess, salesman to
sales manager or from mail order dealer to president of the
largest sales organization in the world, it’s vitally important
that we continue learning.

Getting up out of bed in the morning; doing what has to be done
in order to sell more units of your product; keeping records,
updating your materials; planning the direction of further sales
efforts; and all the while increasing your own knowledge—all
this very definitely requires a great deal of personal
motivation, discipline, and energy. But then the rewards can be
beyond your wildest dreams, for make no mistake about it, the
selling profession is the highest paid occupation in the world!

Selling is challenging. It demands the utmost of your
creativity and innovative thinking. The more success you want,
and the more dedicated you are to achieving your goals, the more
you’ll sell. Hundreds of people the world over become
millionaires each month through selling. Many of them were flat
broke and unable to find a “regular” job when they began their
selling careers. Yet they’ve done it, and you can do it too!

Remember, it’s the surest way to all the wealth you could ever
want. You get paid according to your own efforts, skill, and
knowledge of people. If you’re ready to become rich, then think
seriously about selling a product or service (preferably
something exclusively yours) – something that you “pull out of
your brain”; something that you write, manufacture or produce
for the benefit of other people. But failing this, the want ads
are full of opportunities for ambitious sales people. You can
start there, study, learn from experience, and watch for the
chance that will allow you to move ahead by leaps and bounds.

Here are some guidelines that will definitely improve your gross
sales, and quite naturally, your gross income. Here are the
Strategic Salesmanship Commandments. Look them over;
give some thought to each of them; and adapt those that you can
to your own selling efforts.

1. If the product you’re selling is something your prospect can
hold in his hands, get it into his hands as quickly as possible.
In other words, get the prospect “into the act”. Let him feel
it, weigh it, admire it.

2. Don’t stand or sit alongside your prospect. Instead, face
him while you’re pointing out the important advantages of your
product. This will enable you to watch his facial expressions
and determine whether and when you should go for the close. In
handling sales literature, hold it by the top of the page, at
the proper angle, so that your prospect can read it as you’re
highlighting the important points.

Regarding your sales literature, don’t release your hold on it,
because you want to control the specific parts you want the
prospect to read. In other words, you want the prospect to read
or see only the parts of the sales material you’re telling him
about at a given time.

3. With prospects who won’t talk with you: When you can get no
feedback to yours sales presentation, you must dramatize your
presentation to get him involved. Stop and ask questions such
as, “Now, don’t you agree that this product can help you or
would be of benefit to you?” After you’ve asked a question such
as this, stop talking and wait for the prospect to answer. It’s
a proven fact that following such a question, the one who talks
first will lose, so don’t say anything until after the prospect
has given you some kind of answer. Wait him out!

4. Prospects who are themselves sales people, and prospects who
imagine they know a lot about selling sometimes present
difficult selling obstacles, especially for the novice. But
believe me, these prospects can be the easiest of all to sell.
Simply give your sales presentation, and instead of trying for a
close, toss out a challenge such as, “I don’t know, Mr.
Prospect – after watching your reactions to what I’ve been
showing and telling you about my product, I’m very doubtful as
to how this product can truthfully be of benefit to you”.

Then wait a few seconds, just looking at him and waiting for him
to say something. Then, start packing up your sales materials
as if you are about to leave. In almost every instance, your
“tough nut” will quickly ask you, Why? These people are
generally so filled with their own importance, that they just
have to prove you wrong. When they start on this tangent, they
will sell themselves. The more skeptical you are relative to
their ability to make your product work to their benefit, the
more they’ll demand that you sell it to them.

If you find that this prospect will not rise to your challenge,
then go ahead with the packing of your sales materials and leave
quickly. Some people are so convinced of their own importance
that it is a poor use of your valuable time to attempt to
convince them.

5. Remember that in selling, time is money! Therefore, you
must allocate only so much time to each prospect. The prospect
who asks you to call back next week, or wants to ramble on about
similar products, prices or previous experiences, is costing you
money. Learn to quickly get your prospect interested in, and
wanting your product, and then systematically present your sales
pitch through to the close, when he signs on the dotted line,
and reaches for his checkbook.

After the introductory call on your prospect, you should be
selling products and collecting money. Any callbacks should be
only for reorders, or to sell him related products from your
line. In other words, you can waste an introductory call on a
prospect to qualify him, but you’re going to be wasting money if
you continue calling on him to sell him the first unit of your
product. When faced with a reply such as, “Your product looks
pretty good, but I’ll have to give some thought”, you should
quickly jump in and ask him what specifically about your product
does he feel he needs to give more thought. Let him explain,
and that’s when you go back into your sales presentation and
make everything crystal clear for him. If he still balks, then
you can either tell him that you think he product will really
benefit him, or it’s purchase be to his benefit.

You must spend as much time as possible calling on new
prospects. Therefore, your first call should be a selling call
with follow-up calls by mail or telephone (once every month or
so in person) to sign him for re-orders and other items from
your product line.

6. Review your sales presentation, your sales materials, and
your prospecting efforts. Make sure you have a “door-opener”
that arouses interest and “forces” a purchase the first time
around. This can be a $2 interest stimulator so that you can
show him your full line, or a special marked-down price on an
item that everybody wants; but the important thing is to get
the prospect on your “buying customer” list, and then follow up
via mail or telephone with related, but more profitable products
you have to offer.

If you accept our statement that there are no born salesmen, you
can readily absorb these “commandments”. Study them, as well as
all the material in this report. When you realize your first
successes, you will truly know that “salesmen are MADE – not
born”.

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Cheap Web Site Traffic

Every online company knows that without traffic to their site, they go broke, quickly. There are many ways to get cheap web site traffic. One way is pay per click advertising, where you pay per click through to your site, but you do not know if the customer is going to purchase your product, so you do lose some money with that. Another way is to request links from other relevant, high traffic sites. Links to other well established sites is like personal recommendations, where you establish credibility fast, which increases the chances that they will buy your product. You must be persistent enough with some sites, though. You want to download the alexa toolbar, which gives you information about a website, such as traffic rating, ranking, contact info, site stats, related links, etc.

You can get free advertising by giving away free expert content to relevant sites itching for some new, fresh content. Web site owners are always looking for fresh content. Make sure you write a bit about the author and your web site or product. As long as it is not competing with theirs, they will not mind. You can post on these sites:

 HYPERLINK “http://www.ezinearticles.com”
www.ezinearticles.com
 HYPERLINK “http://www.freesticky.com”
www.freesticky.com
 HYPERLINK “http://www.ideamarketers.com”
www.ideamarketers.com
 HYPERLINK “http://www.findsticky.com”
www.findsticky.com

You can become an active expert in a newsgroup that is industry related. A newsgroup is an online forum where people share information and common interests. When you post, you are literally talking to your potential customers. These people do not want to be sold something; they want information from gurus, about the topic they are interested in. Make sure you have a sig file, or signature and start establishing relationships and prove your expertise. Stay with newsgroups that do not accept advertisements. This is also a great way to gather feedback from your website, straight from the horses mouth. You can reinvent it if you need to and fix it accordingly. When you post informative articles, people will begin to look forward to your posts, and eventually you may want to direct these people to your brand new newsletter.




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ADVERTISING WITH LITTLE OR NO MONEY

GET 6,000 CIRCULARS PRINTED AND MAILED FREE

HERE IS THE PLAN THAT WILL ENABLE YOU TO GET YOUR CIRCULARS
PRINTED AND MAILED FREE, PLUS REDUCE THE COST OF YOUR OWN MAILING TO NOTHING.

LOCATE AN OFFSET PRINTER IN YOUR AREA, OR BY MAIL ORDER IN ONE OF THE MANY MAIL ORDER PUBLICATIONS, WHO WILL PRINT BOTH SIDES OF A 81/2 X 11 SHEET FOR $25.0 PER 1,000, THEN RUN THE FOLLOWING AD OVER YOUR NAME IN VARIOUS MAIL ORDER PUBLICATIONS:

“CO-OP PRINTING (our ad on back side) 1,000
2 1/2 X5 1/2, ONLY $ 5.00. SEND CAMERA-READY
COPY TO: (your name and address).”

“CIRCULARS PRINTED (our ad on back side).
1,000 3X6, ONLY $ 5.00 SEND CAMERA-READY
COPY TO: (your name and address).

ON AN 8 1/2 X 11 SHEET OF PAPER, YOU CAN GET SIX 3X6 CIRCULARS,
RECEIVED FROM RESPONSES TO YOUR AD, PLUS SIX 3X6’S ON THE OTHER SIDE, FREE!

HAVE THE PRINTER CUT THEM INTO SIX 3X6’S, 1,000 EACH. SEND 1,000
TO EACH OF YOUR CUSTOMERS. YOU GET 6,000 OF YOUR SIDE PRINTED
FREE AND MAILED BY YOUR CUSTOMERS FREE!

SIX RESPONSES TO YOUR AD WILL GIVE YOU $30.00; $25.00 FOR
PRINTING AND CUTTING AND $ 5.00 FOR MAILING CIRCULARS TO YOUR
CUSTOMERS. WHEN PRINTING AND POSTAGE COSTS GO UP AGAIN, ADJUST YOUR PRICE ACCORDINGLY.

CHECK THE MAIL ORDER PUBLICATIONS TO SEE WHAT OTHERS ARE GETTING FOR SIMILAR PROGRAMS. STAY WITH THE COMPETITION IN PRICES.

THERE IS ANOTHER WAY TO GET YOUR CIRCULARS MAILED FREE. AS SOON AS YOU CAN AFFORD IT, BECOME A SUPPLIER OF COMMISSION CIRCULARS. THE EASIEST WAY TO DO THIS IS TO TAKE “ALL PROFIT” OFFERS AND HAVE CIRCULARS PRINTED ON TWO SIDES. ON THE ONE SIDE, HAVE YOUR OWN NAME AND ADDRESS PRINTED. ON THE OTHER SIDE, LEAVE A SPACE FOR A RUBBER STAMP IMPRINT.

OFFER THESE CIRCULARS TO CIRCULAR MAILERS ON A COMMISSION BASIS.
THEY KEEP A COMMISSION FROM 50% TO 100% ON THE ONE SIDE AND YOU MAKE YOUR PROFIT ON THE OTHER. USE THE SAME METHOD FOR ANY OFFERS THAT YOU DEVELOP FOR YOURSELF.

YOU CAN REACH THESE MAILERS BY ADVERTISING IN OR SUBSCRIBING TO SEVERAL MAIL ORDER TRADE MAGAZINES AND AD SHEETS. ANOTHER WAY TO LOCATE MAILERS FOR YOUR LITERATURE IS TO NOTICE THE ADS BY MAILERS. USUALLY, AT THE BOTTOM OF THEIR ADS THEY STATE “COMMISSION CIRCULARS MAILED FREE”, WHICH MEANS THEY GET ONE SIDE AND YOU GET THE OTHER, AS ABOVE.

IF YOU REALLY WANT TO GET ROLLING USING THIS METHOD, TAKE TWO
“ALL PROFIT” OFFERS, ONE ON EACH SIDE, AND GIVE THE MAILER 100% ON ONE SIDE. YOU STILL MAKE YOUR PROFIT ON THE OTHER OFFER.

IF YOU ARE INTERESTED IN OBTAINING ADDITIONAL COMMISSION
CIRCULARS FOR YOURSELF, INCLUDE “COMMISSION CIRCULARS MAILED FREE”, IN YOUR OWN ADS.

STILL AN OTHER WAY TO GET YOUR LITERATURE MAILED FREE IS TO
INCLUDE THIS LITTLE NOTE IN ALL YOUR ADVERTISING – AT THE END OF
THE COPY – “STAMP APPRECIATED”. IT ONLY COSTS YOU TWO WORDS, BUT IT COULD SAVE YOU A GREAT DEAL IN POSTAGE. IF YOUR ARE
ADVERTISING IN TRADE PUBLICATIONS OR ADSHEETS USE “S.A.S.E” WHICH MEANS SELF ADDRESSED STAMPED ENVELOPE. THE SAVINGS FOR ENVELOPES, ADDRESSING LABOR AND POSTAGE CAN ADD UP FAST. MANY SMALL DEALERS USE THIS METHOD EXCLUSIVELY, EVEN IN LARGE CIRCULATION MAGAZINES. THEY HAVE BEEN USING IT FOR YEARS AND IT STILL WORKS!

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Refund Requests It doesnt matter if you have the most top notch ebook written about potty training your child. 99.9 percent of your customers will be completely head over heels satisfied, with awesome testimonials you can use in your sales copy. But, lets face it, there will always been that customer that doesnt like the product, for whatever reason. So, how do you avoid refund requests. Good question. Always offer a great product or service to begin with. Make sure your customers are getting what they paid for. Make sure your product lives up to the customers expectations after reading your sales letter too. Go a bit further and deliver more than promised to ensure ecstatic customers. Nothing makes a customer happier than tons of bonuses, especially ones they do not expect. Have excellent customer service with a very fast turnaround time. Hint: befriend your customers and have all your employees read: How to win friends and influence people by Dale Carnegie. Make sure you give a 1800 number that actually goes to a real live person or that you call the customer back. It can get pretty aggravating to never speak with a human in this technological world. Provide an immediate confirmation autoresponder email so that the buyers anxiety about purchasing the product is relieved. Lets say you have done your homework and yet still you get a few refunds, what do you do. You use it to your advantage and you collect data as to why they requested a refund. Make sure you document all phone calls, collect data through email, and also a web form. See if you can address your customers problem or concern. You may be able to resolve the refund request. In the end, always honor your guarantee to refund for any complaints. Offer the customer free trials or giveaways anyway, let them keep the bonus products and you will leave them happy. They may decide to purchase a different product from you in the future because of this great treatment. W~m   S s ),K] } h~0hVh`9hs" # 



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Reduce Costs Anchor More Sales

I bet that got your attention! Its something that every business owner knows, but it seems to get lost in the shuffle of our day-to-day doing business.

Im not going to give you a lot of rhetoric on the subject. Instead Im going to simply give you a list of 10 points on each that will jog your business memory.

Lets start with some savvy ways to reduce the cost of you doing business:

Barter You should be bartering goods or services with other businesses. Try to trade for something before you buy it.
Network Could you trade leads or mailing lists with another business similar to your? This will cut down on your marketing/advertising costs. If you dont have a leads list, try bartering your goods/services for their leads.
Wholesale/Bulk Buying You can save money buying your business supplies in bulk quantities. Get a membership at a wholesale warehouse (such as Costco, Sams Club, etc.) or buy through a mail order wholesaler. I buy most of my office supplies/paper through mail order vendors which saves me money, and also delivers them to my door. No lugging from store to car to office, and saving money too! What a deal.
Free Stuff Try visiting the thousands of freebie sites on the Internet before buying business supplies. You can find free software, graphics, legal forms, online business services, etc.
Borrow/Rent Have you purchased a piece of business equipment and only needed it for a short period of time? You could have borrowed the equipment from someone else or rented it from a rental store.
Online/Offline Auctions You can find office furniture, equipment, and even cars and trucks at online and offline auctions. Pay special attention to those held by law enforcement agencies or IRS that auctions off items seized from offenders. Im not saying all the time, but before you pay retail for some big ticket items try bidding on them.
Plan Ahead Make a list of supplies or equipment that youll need in the future. Watch for stores that have big sales, and purchase your items when they go on sale before you need them.
Used but Not Abused If you equipment and supplies dont need to be new, buy them used. Cars, desks, file cabinets, etc. can be found at yard and garage sales, used stores, on message boards, and free publications. Some excellent items are sometimes offered when a business decides to relocate or is closing.
Negotiate, negotiate, negotiate! This has become a lost art. You should always try to negotiate a lower price for any business equipment or supplies. It doesnt hurt to try. Pretend youre talking to a used car salesman.
Search You can always be searching for new suppliers for your needs. Look for suppliers with lower prices and better quality. When you find one, try pointing the difference out to your current supplier. You may get a better deal from him and not have to change. Dont be satisfied with just a few. You never know when your favorite supplier may decide to go out of business.

If youre a native Californian, you might find these things Ive discussed a little hard to swallow. Let me tell you, being a native New Yorker, these are things that you learn from doing business there, and at an early age.

Just remember! Every millionaire didnt acquire their wealth through inheritance; some were shrewd business dealers.

In next Saturdays column Ill give you the other half of the equation. How to anchor down more sales.

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Dispelling 8 Misconceptions of Organization

Some people were born organized and then there are those of us who struggle with organizing every year at this time. It seems that it’s always at the end of the year when that little annoying bug begins nudging you to clear things up and start the new year organized.

Well, I’ve read just about everybody’s directions, books, and helpful hints about getting organized (in fact, I’m thinking of writing one myself), and I’ve got to tell you there are some misconceptions being fostered by every organizational guru. It will be my pleasure to give you the “skinny” on that in today’s column.

Here are the 8 misconceptions that we can throw out:

1. Handle paper once. This is not only impossible, but in most cases it’s unrealistic. Instead of handling paper once, get in the habit of doing something with each piece of paper to move it forward. If you get some information about an upcoming seminar/trade show, for example, decide if you’ll attend or not. If you’re to attend then note the date on your calendar and sign up. If not, then toss the information immediately. If you want to wait to sign up, then make a note in your planner to respond well before the deadline and file the paper in your “to-do” file.

2. Always keep papers stored out of sight: Some of us work better when their desk is clear, whereas others feel stifled if they aren’t surrounded by stacks of paper. If you’re an “out of sight – out of mind” type, keep papers you use often nearby in files or stacking bins. They’ll be accessible, yet not clutter your desk. When working on a project, spread out the papers related to it, and when you’re done put them away together in one place.

3. Everyone should be organized to the same degree. Different people work differently. Don’t feel that you have to work the same as someone else. Find a comfortable level of being organized, and make the necessary changes to maintain that level. I usually draw that line when I’m looking for something and can’t find it; that’s when I know things need to get reorganized.

4. Soon we’ll be a “paperless” society. Don’t you believe it. Experts have been saying that for years, and we won’t be paperless for a long time. It’s not technology that’s the problem, it is human nature that’s the culprit. We’re creatures of habit and used to seeing things in print rather than on a computer screen. The younger generation is now being trained on computers at an early age, so when they join the workforce, the “paperless” society will have a better chance of becoming a reality.

5. One planning system should fit everyone. When used correctly, daily planners are an ideal way to stay organized. Keep in mind, however, they are designed by a few for many users. When buying a planner, whether paper-based or electronic, determine what you want it to do and choose a system accordingly. If you can’t find one to suit your system, design your own based on your individual needs.

6. You have to be born organized to be organized. We learn both good and bad habits at an early age. It’s possible to change any bad habit, including disorganization. Youngsters raised in an organized environment sometimes rebel as adults by being disorganized. The opposite is also true, but neither is carved in stone and behavior can be modified.

7. You MUST use a “to-do” list. Planning day-to-day is not realistic for everyone. Someone may do the same task every week, but others find their plans changing daily. Consider your particular need, then plan by the day or the week.

8. Being organized means being a perfectionist. A perfectionist may spend time on insignificant details while disregarding the big picture. When others complete a project quickly and on time, the perfectionist continues to work until the project is perfect. A perfectionist becomes more effective when he/she lowers his/her standards slightly and concentrates on ways to increase productivity.

Misinformation, when taken seriously, can hinder you from doing what you want. The next time you hear one of those “Organizational Gurus” espousing one of the above misconceptions, consider its value and work to develop your own style of organizing.

Success Secrets Still Valid

Author Michael Jeffreys personally interviewed 15 top motivational gurus in 1997 for his then upcoming book. After talking to gurus from Brian Tracy to Dr. Wayne Dyer, he distilled 8 Secrets to Success they all agreed upon. These secrets are still good today and are as follows:

1. Take 100% Responsibility for Your Life – In a society where people blame everything from their parents to the government for failure, those who don’t buy into this mentality or succumb to the “victim” thinking succeed. To blame something or somebody outside yourself is saying they have control of your life and not you. Someone else’s opinion of you doesn’t have to become your reality.
2. Live Your Life On Purpose – What separates motivational thinkers from the unsuccessful is that they believe they’re doing what they were put her to do. The difference between this and just living, is that the latter is just getting through the week with the least problems. But when you live your life on purpose, your main concern is doing the job right. For the entrepreneur this means finding a cause you believe in and building your business around it.
3. Be Willing to Pay the Price – Be willing to pay the price for your dreams. Wanting a big house, a luxury car, and a million dollars in the bank is all very nice, and everyone wants these things – but are you willing to pay the price to get them? This is one of the major differences between the successful and unsuccessful.
4. Stay Focused – Every day we’re bombarded with hundreds of tasks, phone calls, messages, and everyone competing for our time. Focusing requires giving up something in the present because you are investing your time in something that will pay off big-time down the road. Jack Canfield and Mark Hanson were turned by 30 publishers when they submitted the first “Chicken Soup for the Soul” book. Instead of giving up, they stayed focused on their goal and did four or five interviews per day for radio, TV, and newspapers, for five days a week for a whole year. Eventually, a small publisher decided to take a chance, and of course now it’s a best-seller that spawned an entire series that have sold more than 10 million copies.
5. Become An Expert in Your Field One striking factor all successful people have in common is how seriously they take their profession. They strive to be the best at what they do, and do almost anything to improve. If someone followed you around all day with a video camera at your business, would it be a tape you’d be proud of or embarrassed about? Make the decision today to work at being the best in your field. How? By finding out what the “best” in your field are doing, and do what they do.
6. Write Out a Plan for Achieving Your Goals – Write out an action plan/map for how you’re going to achieve your goals. Trying to reach your goals without a plan is like trying to drive from Los Angeles to Chicago without a map. A goal that isn’t written down is merely a wish or fantasy.
7. Never Give Up – Never, never, never give up. When you’re fully committed to achieving your goal, giving up is not an option. You must be willing do whatever it takes to make it happen. The power of perseverance is an awesome force. As someone once said, “inch by inch it’s a cinch”. Think of the lowly inchworm – if it pondered the length of the trip from start to finish before it started, it probably would never move. To a worm’s point-of-view, the garden path must look like a trip to Mars. Never give up! Keep on going like the Eveready battery bunny, and pretty soon you’re there.
8. Don’t Delay – Nobody knows how much time they have left to accomplish their dreams, and we must remember that we don’t have forever. The clock is ticking, and sooner or later your number comes up and you’re gone. Successful achievers know this too, but they don’t view it as a “negative”. Achievers use it to “spur them on”. They go after what they want as energetically and as passionately as possible, for as long as they have.

I had a friend who used to say, “Today is a check – cash it! Yesterday is an I.O.U. – forget it! Tomorrow is a promissory note, don’t bank on it!” I think that’s a pretty good summation of life, so go out there and cash in on that “today” check.

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Life is a sales job from beginning to end

Strange as it may seem, our life is made up of a series of sales presentations. Sales may not be your gig, but if youre the boss youre making presentations everyday. Be it a pitch to your Board, announcing a policy change to employees, selling an idea to your spouse, or just trying to win others over to your point of view you need to punch up your people skills for winning pitches.

Like it or not we are all salesmen. Our lives are made up of a series of sales presentations, otherwise known as presenting ones self in the best light possible. Whether were out for a job interview, trying for a raise, or just convincing our employees that a job must be accomplished you are making a presentation.

To become masterful at it can be summed up in the acronym IPRESENT!

I involve your audience

Human nature is such that people support solutions that they help create, so involve them by allowing your audience to participate with questions or ideas. It goes without saying that to not involve key people is risky, because messages can be misunderstood. Your plans may be derailed before they begin if sufficient buy-in is lacking. Use lots of open-ended questions in your presentation to draw out the silent type.

P prepare your audience

Preparation is a key to success. Prepare your listeners to whats coming during or before your presentation. Try these pre-meeting tactics:

Assign task-related pre-work. This could be pre-reading or study of a problem, and the preparations of possible solutions. An example could be, go and visit three kinds of accounts before the meeting.
Make pre-meeting contacts with those invited by email, phone, or in person. You might want to try an informal survey to get peoples position on the issues at hand.

Remember support on key or controversial matters can be established ahead of time by lobbying, if you know where to lobby.

R research your arsenal

Do your research! People who make it look easy and are effective presenters have a hidden arsenal. This is an arsenal of up-to-date, organized material that can be accessed quickly in ready-to-use form when needed. They have the stats to back up their ideas, and they have a mental arsenal of stories, examples, jokes, and ice-breakers to use when needed.

Your physical presentation could include tangible items relating to the issue such as recent articles clipped from newspapers or magazines, photographs, reports, and demonstration property. To become masterful in this art learn to maintain resources you can access for just the right thing at the right time.

E explain Why?

The next thing you must do is to explain why? The single most powerful thing you can do to convince your audience of something is to provide a convincing reason why they should do what you suggest or believe what you say. People want and need a clear WIIFM whats in it for me? to be able to react positively to what you want them to do. Its extremely important that you deliver a vision of benefits. Hearing the why wont automatically generate a yes to your proposition, but itll open the door for receptivity to your idea.

Knowing and accepting the why satisfies a basic need that we all have to understand the purpose of our actions. Use the words because or so that in your presentation and then finish the phrase. When your subject matter is controversial or likely to generate emotions, it is essential that your whys be tested in advance. Ask some people you trust or that are on your team to play devils advocate to help you with your logic and arguments.

These are just the first four points for making successful presentations. There are eight of them in total, and well look at the other four in my column next week. For now, let me leave you with this thought.

Life is a sales job from beginning to end. From the moment that we discern how to get approval as children, winning friends at school, getting our first beau, getting our first (and subsequent) job, getting engaged and married, achieving our goals, and anything else you can think of in between were selling ourselves or our ideas all along the way. Who said you werent a salesperson?

S stands for State (mental) Management. The mental state of the successful presenter must be congruent with the message. If you dont believe that, try giving a pep talk to your sales force when youre depressed it wont work! You must be aware of and manage your own mental state and that of your listeners or communication channels will not be open. I dont have space to elaborate on methods of doing this, but here are a few key hints. First, AAI act as if. Act the way you want to feel, its amazing how this works. Use music to set the mood if necessary, dress the part, and reduce your anxiety by whatever method works for you. Remember that youre the one in charge, and presentation mastery isnt about being perfect its about achieving your objective.

E is for eliminating the unknowns. Fear of public speaking ranks high on most peoples list of worst fears. You may find youre unusually nervous, develop poor voice tone or negative body language, and be unable to respond to audience feedback. Managing your anxiety permits you to focus on your audience and their needs. The basic approach to do this is the asking ourselves a list of what if? questions. Another way to overcome our fear is to take ownership of the situation. Rehearse, rehearse, rehearse. Double check your notes, and prepare yourself.

N is fudging a little by using the second letter of the word know as in kNow Your Audience. Whether it is one person or many that you are presenting to you must do three basic things: Meet their needs, reduce tension, and avoid mistakes. A good knowledge of the listeners will give you a chance to tailor your objectives to meet their needs. This also allows you to reduce the audience-presenter tension so they will focus on what youre saying. With a clear knowledge of your audiences views youll be sensitive to potential hot buttons.

T stands for Tailor Your Presentation Throughout. Boring listeners leads to missed objectives or total failure. You must be flexible and responsive to your audience. To do this you need to use techniques that will give you audience feedback; you must diagnose the cause of the problem youre addressing, and finally you must choose the solution to act upon.

When youre presenting watch for non-verbal behavior such as clock-watching, foot-tapping, and cat-napping. When any of these are present get some feedback with, Is it too warm in here? or Should I pick up the pace? That breaks the attention or lack of, of the audience and brings them back to your talk. One important thing to remember is that the mind can absorb no more than the seat can endure. Sometimes a simple thing like taking a short stretch break will solve the problem.

The techniques for achieving your most desired outcomes are at your fingertips, when you remember that life is a series of presentations.


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