Finding the Heart of Sales Success
پیدا کردن قلب از موفقیت در فروش
Gary writes:
A clearly defined purpose is essential in helping you achieve your goals. Anything you set out to accomplish in the sales process will
require you to deal with failures, disappointments and setbacks. Being able to overcome these challenges requires a clearly defined purpose. It is your "why!"
Whether it is your service to others or the things you are trying to achieve in your personal life, knowing "why" you are doing it give your the power to persevere.
Years back, I recall my mentor in sales - David Whitener - visiting at my location. I was the Sales Director and he the VP of Sales. Some of our team members were struggling as we approached the holidays. Sales were lagging and the holidays became the excuse of the day for poor performance.
David, with his commanding presence, calmly addressed our group - speaking as if all was well with the world. He looked at one young man and asked, "What do you suppose the problem is?"
The new sales representative began his litany of excuses. David listened patiently. I, on the other hand, could hardly stay in my seat. Not only had we had declining sales, but here this guy was whining. I couldn't believe my ears.
David's next questions set the tone for the turn that was to take place and take place quickly. "Why did you come to work for our company?" The answer was one of the pat answers that most people learn from the interviewing skill section of Monster.com or some other "how to get the job you want" skill program on the internet.
But David, not happy with his response, probed further. Asking the question in a different way...and then again, in a way other than that, David finally found this young man's "why." In that meeting David went on to share with the group a story about his most successful sales person - a middle aged female who outsold everyone else on her team and, in fact, the region. The secret to her success? She clearly knew her "Why!"
As you read this take two actions before you retire tonight:
1. Answer for yourself, "Why" do you do what you do? Put another way, what is your personal motivation for working? And, in do this simple task, do yourself a favor - don't give yourself some "pat" answer, like you might give me. Be real with yourself and dig deep to find out what your "WHY" is.
2. Ask yourself as you review your efforts today, "have I done all I could do to achieve the reasons I work?"
When you tap into the real reason you do what you do - you'll find that you will have renewed energy to push on toward success. We all have a "why" - the difference between those who are highly successful and those who keep struggling seems to be that the Sales Successful know their "why" and tap into their personal power to succeed.
by Chuck Gallagher
Reference: success.com
ادامه مطلب
10Tips On Writing An IT Resume
10Tips در نوشتن IT رزومه
The IT job market is still one of the hottest markets and commands the highest resume response from job seekers. Given the sheer volume of resumes that a
hiring manager has to sift through for each position, only the strongest resumes actually get past the initial 30 second screening. The national average for resumes received for each IT position advertised is 300 and increasing.
1. Make Your Resume Searchable: Using the right keywords is the key for making your IT resume web searchable. It is not enough to mention the skill sets you have, but you must also use them effectively. For example, if ORACLE and VB.NET is your forte, then you should use phrases such as "database programming" and "testing". Another thing about keywords is that resumes these days are simply being scanned electronically for inclusion into company databases. If you are not using the right IT keywords for the position advertised, your resume may not even see a human being.
2. Choose The Right Format: Although different formats have pros and cons, for IT positions, the functional resume format is ideal for its effectiveness in highlighting your skills and experiences. This saves time for hiring managers and you stand a better chance of getting shortlisted.
3. Emphasize Your Skills: The key to cracking the IT job market is really your skills. Emphasize your skills with short sentences such as "programmer with 8 years experience in COBOL and Oracle, and last three yeas as team leader". Another example could be "eight projects in 6 years in C++, SAS, HTML, CAD, and TCP/IP". This also showcases your additional skills in areas such as leadership, management and interpersonal skills (which are sometimes lacking in IT candidates).
4. Avoid Mistakes In Terminology: There are job seekers that still write industry terminology incorrectly, which usually has disastrous consequences on their job search. Example, "data warehousing" is often written as "dataware housing" or worse, "data wearhousing". Proofread your resume thoroughly, then have a friend do the same.
5. Cut Down Lengthy Paragraphs: Summarizing your resume will definitely score points over writing long paragraphs. You don’t want your extraordinary skills to get lost in a maze of words. Certifications such as MCDBA, MCP+1, & MCSE should be listed in a stand-alone fashion.
6. Highlight Accomplishments. Mention your responsibilities and specific accomplishments in your current position, giving examples of the platforms used for both back-end and front-end operations.
7. Omit Personal Information. Avoid unnecessary personal details; they will only be distractions.
8. Summarize Your Resume At The Top: Summarizing key elements at the top makes more impact and encourages the employer to continue reading. An executive summary, well written, can do an excellent job at keeping the reader engaged.
9. Avoid The Temptation To Overdo: Treat your resume as your calling card. You must be able to substantiate everything that you have written. For example, if you are applying for an Oracle Financial position when your specialty is really database management, you will be exposed. Additionally, you will lose your chance to be considered for any other position that the employer may have available.
10. Proofread The Resume: Nix grammatical and spelling errors. There is no excuse for typos or misspellings in a resume. Because IT resumes have highly technical words, you have to proofread them more closely.
Getting your resume just right for the initial shortlisting is not hard if you stick to IT resume writing basics. By following these 10 tips, you will be able to write and market your IT resume successfully and land that job.
Written By Heather Eagar
Reference: 123oye.com
ادامه مطلب
The 12 Most Common Mistakes New Entrepreneurs Make & How to Avoid Them
12 شایع ترین اشتباهات کارآفرینان جدید را چگونه به اجتناب از آنها
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A large number of people who start their own business do not realize how much work and time will be involved. They fail to carry out any primary research and as a result become quickly overwhelmed.
Perhaps the first question to ask yourself then is whether you are in fact ready to start your own business. Do you have an entrepreneurial mindset? Are you committed to spend all the time you need to succeed? And are you ready to take massive action? At first, you will have to wear many different hats; you will be the CEO, the general manager, the accountant, the salesperson, the computer technician, the secretary, the receptionist. You must therefore prepare yourself because there will be days when you are disappointed, depressed, or frustrated. You have to realize that success will not happen overnight. And it may take a year or two before you achieve your expected results. To avoid these disappointments, here are 'The 12 Most Common Mistakes New Entrepreneurs Make & How to Avoid Them': Mistake # 1 - Failure to spend enough time researching the business idea to see if it's viable Numbers of new entrepreneurs have often failed because they were not truly interested in the business; they were more interested in making money. It is important to start something that you really like, because you will be spending a lot of time on it. Your assignment - Spend all the time you need working on your business plan, which should include: your mission statement, your business strategy, research on your target market (demographics), industry analysis (size, economics, trends, success factors, challenges, etc.), your marketing plan, your financial projections and sales. Mistake # 2 - Failure to determine whether the business actually adds value The most sustainable businesses, those that withstand the test of time, provide value by performing a service that people need. Your assignment - Make sure your products or services provide value and benefit to your clients. Be ready to solve any business problems that your clients may have. Mistake # 3 - Failure to gain a complete and total understanding of the business Every business has drivers; hot buttons and key levers. What drivers exist in your business? Many business leaders, executives and management consultants would say that success largely depends on attention to detail. Your assignment - Understand all the aspects of your business, and of particular importance, know how to present them in an easy and simple manner. Mistake # 4 - Failure to describe the business in only one or two sentences No doubt you've experienced the entrepreneur whose business is so technical or complex that he cannot explain the concept in plain English. Or, it takes 20 minutes to convey the purpose of the business. What value or benefits does your business offer? Your assignment - Have an efficient 15 to 60 second elevator pitch that introduces you, your business' mission, focuses on the benefits you provide and makes you and your business memorable. Mistake # 5 - Failure to conduct the primary research There are many great ideas you can latch on to, but the key in business is to make sure the idea-the central theme or mission of your business venture-can attract customers and generate sales and profits. A great idea in and of itself is not enough to start a business. Your assignment - Take the time to gain experience, study the business, understand what makes the business work (how to serve the customers and generate profits) and what leads to losses. Mistake # 6 - Failure to contact professionals who can help you get started Numbers of new entrepreneurs ask their friends and family for advice when starting a new business. The problem is that they often ask people who have never started a business; so in reality, these people are not in a position to offer sound advice. Your assignment - Get a mentor or two. Surround yourself with experts who possess skills and expertise that you lack. Team up with professionals who can complement your strengths and cover for your weaknesses. Mistake # 7 - Failure by underestimating financial requirements Do you know how much capital you need to start your business? Do you know the market, did you calculate your cost, did you project your sales, do you know the number of clients you need? Do you know how long it will take before you get your first benefits or before you will run out of money? Your assignment - Invest the time to work on ALL aspects, especially the major ones, of your business before you start. Mistake # 8 - Failure to make marketing a priority Many new entrepreneurs start their business without determining their target, niche and demography first and as a result have failed to attract any clients. Marketing should be one of your top priorities. Devising a marketing plan will help you determine how to promote your products or services and create a system that will generate more clients for your business. Your assignment - Dedicate a good portion of your time and energy to working on and implementing your marketing plan. Set up a meeting with yourself once a week to work on your marketing plan and whatever happens never cancel this meeting; it is essential for your business. Mistake # 9 - Failure by under-budgeting the marketing costs Today the world is overcrowded with businesses and probably a number of those in your market perform essentially the same functions as you do. This means that you have to differentiate yourself from them by making your business stand out. Publicity is essential to your livelihood; otherwise you will not attract any customers. Your assignment - Make sure you have a strategy that puts the word out there. Provide adequate publicity, business cards and marketing materials that project a professional image. Don't try to save money on these; they are reflecting your business. A cheap business card or flyer will not make a professional impact. Mistake # 10 - Failure to focus on the business Many new entrepreneurs are energetic and enthusiastic people (which is essential to success), but they can also be overly optimistic and pursue too many targets and directions at once. This typically results in mediocre results. Define your business' mission as succinctly and narrowly as possible. When you move in too many directions at once, especially in the early days of your business, you are likely to fail to execute anything correctly; so you end up working "on the business" instead of "in the business." In other words, you will spend all your time operating each task on your own. You won't have the time to sit back, and decide on the best way to develop your own marketing plan, create new products, or improve your services. Your assignment - Know you goals. Put them in writing. Make sure they are realistic, specific and measurable and that you set yourself a deadline to achieve them. Mistake # 11 - Failure by over-marketing Once you have developed your product or service and have perfected your offering, you may think that your offering is the best in your marketplace. But unfortunately, to be efficient you can't sell to everyone. You need to select a specific target market and stick to it. By doing this you will have a more efficient message and will more likely achieve success much sooner. Your assignment - Carefully determine your niche, your demography, your ideal clients, where they go, what they read, what their hobbies are, etc. Once you have a full understanding of your client's profile you will then have a full understanding of how and where to find more of them. Mistake # 12 - Failure to follow-up with clients Many new entrepreneurs are often so desperate to constantly find new clients that they neglect the clients they already have and in fact end up losing business. Statistics show that it takes seven more interactions to secure a new client than to sell more to a repeated client. So develop and maintain a useful and organized follow-up system to offer new services to your clients and don't let them slip away. Your assignment - Constantly and consistently communicate with your current clients. Start a newsletter, offer special sales, create new products to upsell, join affiliate programs if you don't have your own products. People who have already bought from you will appreciate it when you recommend other products. Statistics show that up to one out of three clients will take advantage of this new offer. It is essential to build a very, very special relationship with your clients. They are your best audience. by Biba Pedron Reference: success.com |
ادامه مطلب
Is Self-Employment Right For You?
خود اشتغالی برای شما مناسب است؟
The exercises below are designed to help you ask the "tough questions," and quickly discover whether self-employment would be right for you or not. So, take out paper and pen - or get comfortable in front of your computer - because you're about to do some important "homework!"
If you're seriously considering the self-employment option, there are two main questions to ask yourself:
1. Is self-employment potentially right for you?
2. If so, which of the four paths to business ownership would be most appropriate for you?
Let's address both of these important questions.
In the world of work, you have two main career paths: Self-Employment and "Getting a Job." You've probably already gone the "getting a job" route. If you're reading this article, chances are that you've found your jobs unsatisfying. So, now you're probably asking yourself, "Could self-employment be right for me?"
The following three questions will provide some direction:
1. Why are you exploring entrepreneurial alternatives at this time?
2. Rate your desire/motivation/commitment to have your own business, 1 to 10 (10 being the highest)?
3. If you could land the ideal job OR start your ideal business, which would you choose TODAY?
Focus now on the first of these three questions, because you must first understand your core motivators:
- What's your WHY? (Lifestyle, income, image/prestige, leave a legacy, control, build equity, self-expression, independence, make a difference, passionate interest, etc.??) Unless you identify and hold onto your deepest need and desire, you will not have a strong likelihood of succeeding. So, spend some time writing about your WHY!
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There are Four Paths to Business Ownership:
1. Become a Consultant
2. Buy an Existing Business
3. Start a New Business
4. Buy a Franchise
Below, you will see the "unique considerations" for each of these entrepreneurial pathways. Take some time to answer all the questions in the four categories.
BECOME A CONSULTANT - UNIQUE CONSIDERATIONS
- What markets will you serve?
- What services will you offer?
- Who will be your competition?
- How will you price your services?
- How will you market and sell your services?
BUY AN EXISTING BUSINESS - UNIQUE CONSIDERATIONS
- What type of business do you want to buy?
- How do you envision your own role?
- How will you finance the purchase?
- What will you expect of the seller?
START A NEW BUSINESS - UNIQUE CONSIDERATIONS
- What markets will the business serve?
- What products or services will you offer?
- Who will be your competition?
- How will you market and sell your products or services?
- How will you finance the business?
BUY A FRANCHISE - UNIQUE CONSIDERATIONS
- What type of business do you want to be in?
- How do you envision your own role?
- What will you expect from the Franchisor?
- How will you finance the purchase?
Go back now, and review all your answers. Then address the questions below, as thoroughly as you can.
What are your "Pros and Cons" for each entrepreneurial option?
1. Become a Consultant
Pros:
Cons:
2. Buy an Existing Business
Pros:
Cons:
3. Start a New Business
Pros:
Cons:
4. Buy a Franchise
Pros:
Cons:
In reviewing this brief list of "Pros and Cons" for each of the four business options, which choice seems best for you right now? Why?
Another way to determine if self-employment could work for you is to consider your own qualifications and preferences. Many people THINK they could successfully own and manage a business - but in reality, this takes a particular kind of person with a specific set of skills. This section will help you do an honest self-assessment.
YOUR QUALIFICATIONS FOR OWNING A BUSINESS
The main categories of ability include:
- Marketing and Sales
- Financial Management
- Operations and Administration
- Human Resources
- General Management
For each category above, answer these questions:
- What results will the business require each year to become and remain successful?
- What education, training or experience do you have to indicate that you will be capable of producing desired results?
- Are you personally interested in, and willing to do, the required tasks?
- If you do not plan to lead specific parts of the business, who will manage them, and how much will you need to pay those people?
Every business has its challenges, but some of the biggest challenges of self-employment often come from "the inside." Here are some of the most common personal issues faced by new entrepreneurs.
PREDICTABLE CHALLENGES
- Do you feel certain or doubtful about becoming self-employed?
- What are the major challenges or obstacles you will face?
- What are your biggest concerns or fears?
- What questions or issues do you still have?
There are definitely answers to your questions, and there is help to get you through the transition effectively!
Here are five more questions for you to consider:
1. Two years from now, the qualities that you want most in your work/career are:
2. Will you have those qualities in your work if you continue doing what you've been doing?
3. If not, what changes must you make in order to make these qualities a reality?
4. Could business ownership or franchising help you create these desired qualities in your work/career? How?
5. If you're still interested in business ownership, what are the next steps you will take (include approximate dates for completion):
If these exercises have made you decide that self-employment is NOT for you, that's actually a positive outcome. Think of all the time, frustration and money you'll save by not going into business! On the other hand, if the questions above have crystallized and clarified your intention to own a business, then nothing should hold you back from the great entrepreneurial adventure.
May you achieve success greater than your dreams!
by Ford Myers
Reference: success.com
ادامه مطلب
Achieving Your Goals Faster Through Internships
دستیابی به اهداف خود را سریعتر از طریق کارآموزی
Today I was reading an article in inc. magazine about interns and it reminded me of all the untapped talent and potential that exists in the world just waiting to be awakened, hungry to be developed.
The article listed some examples of famous interns who went on to develop their greatness:
Bill Gates: Congressional Page
Before Harvard University, before Microsoft, 17-year-old Gates spent a summer as a congressional page. A budding entrepreneur, he sold outdated campaign buttons as collectors' items.
Oprah Winfrey: WTFV TV
During her sophomore year at the Tennessee State University, Winfrey worked at WVTF-TV -- the CBS affiliate in Nashville. She was hired on to co-anchor the news from 1973-1976.
Patrick Ewing: Capital Hill
Former New York Knick Ewing, while a basketball star at Georgetown University, spent the summer of 1983 interning for the Senate Finance Committee. During his internship he met his now ex-wife, Rita, who was interning for then Senator Bill Bradley.
Brooke Shields: San Diego Zoo
Shields volunteered at the zoo through an internship program at her N.J. high school before heading off to Princeton University, where she studied French.
Jodie Foster: Esquire Magazine
Foster was already a celebrity before her summer of '82 internship at Esquire, but that didn't give her special treatment. Primarily doing office work, Foster realized the world of 9-to-5 wasn't for her.
Brian Williams: Jimmy Carter Administration
Before starting his broadcast journalism career, Williams, a college dropout, worked as an intern during the Jimmy Carter Administration.
Betsey Johnson: Mademoiselle Magazine
Johnson worked in Mademoiselle's fabric library after graduating from Syracuse in 1964. She started making clothes out of the fabric no one wanted and sold them out of the building's ladies room.
Each of these interns shared some common traits: They were hungry. They were goal oriented. They had BIG dreams. They were passionate. They possessed a willingness to learn and start at the bottom. They were eager and willing to work on advancing their knowledge, experience and understanding of their interests. They were committed to improving their skill level.
Some ended up in entirely different fields, but their experience as interns enabled their success in the profession they eventually did pursue.
One of the secrets or "Time Commandments" of time management is to empower the brainpower, talents and energy of others.
If you are running a business, perhaps it's time to consider finding a motivated intern and unleash a win-win relationship. Or perhaps you are the one who would bring value to a company or mission by becoming an intern.
Whatever the case, it's a great way to advance your goals more quickly and pursue your dreams. Internships can lead to synergistic relationships, which is a major key to Goal Achievement.
Remember Time Managment is about working smarter, not harder and there are thousands of interns out there hungry to unleash their potential.
Live Your Dreams
by Jill Koenig
Reference: success.com
ادامه مطلب
How to Introduce Your Business in 60 Seconds or Less
چگونه به معرفی کسب و کار شما در 60 ثانیه یا کمتر
Since 2003, when I started Biba4Network, I organized many business networking events, which were a great opportunity for me to meet a tremendous amount of people, make deals, get clients, make friends and learn from others entrepreneurs.
During those events I also noticed that a significant number of people had great products or services but just didn't know how to present them. And as a result were not able to attract the clients they were looking for.
One of the keys to networking is to be able to introduce yourself and your business in 30 to 60 seconds or less, in one or two sentences, in a very concise way. In other words, you need to have a very efficient elevator pitch. You should be ready to deliver your elevator pitch in the blink of an eye at a moment's notice.
But what is an elevator pitch?
An elevator pitch is a short presentation that introduces you and your business'mission- and makes you memorable. It focuses on the benefits you provide- and can be delivered in 30-60 seconds or less, even in an elevator, hence the name.
If you are passionate, excited and eager to create and manage your own business, then you should be able to describe, in one or two brief and concise sentences, exactly what you do, why your offering is the best in the marketplace, and in effect, why the person should buy from you.
The best way to develop your elevator pitch is to summarize or list the most enticing, exciting and valuable benefits that your customers will get when they use your products and services.
How can your products and services solve problems or meet needs?
An effective elevator pitch makes a lasting impression, demonstrates your professionalism and allows you to position yourself with your target customers.
Remember that your clients's main concern is: "What benefits will I receive when I buy your product or service?" So when you prepare your elevator pitch always make sure that your audience need to answer this question "What's In It for Me?".
People are always more interested in how you can help them than in what you do or how they can help you.
Consider these points when you develop your elevator pitch:
1/ Write down the "deliverables"- the products, services and features that you provide.
Then, analyze your offering and put yourself in your customers' shoes. What good things will they get or what good things will happen to them when they make a purchase?
2/ Be specific. Use numbers and statistics when you can.
For example, double your revenue in less than 12 months, achieve a 30% increase over last year, lose 20 pounds in 10 weeks, triple your number of subscribers in 5 days or less.
People are driven by numbers because they add a sense of credibility to a claim. Numbers also generate curiosity and anxiety, another useful tool that motivates people to make a purchase.
3/ Never reveal your entire story in your elevator pitch. Highlight the main benefits your products and/or services provide, which will encourage people to ask questions and start the conversation.
4/ Create a tagline that will grab your listener's attention and force him/her to stop what he/she is doing and listen to you. The most effective openers leave the audience seeking additional information. Compare your elevator pitch to the cover of your favorite magazine. Most likely, you'll find the titles of the key stories in that issue. If the titles don't grab your attention and raise your curiosity quickly, then you probably won't buy that issue.
5/ Practice your elevator pitch to the point where you can recite the language with perfect ease, great confidence and clarity and total poise immediately. It is extremely important that you feel totally comfortable whenever you deliver your elevator pitch. Learn it; practice it; master it; but never read it. Your delivery must be very smooth and totally fluid. Continually practice your elevator pitch in front of the mirror and before your friends until your Pitch becomes part of you.
So do you have a better idea? Are you ready to write your elevator pitch?
Try this the next time you describe what you do. Choose your words. Hook your listener. Make them ask questions. Make them want to meet with you and buy your products and services.
by Biba Pedron
Reference: success.com
ادامه مطلب
Exploring The Franchise Option
بررسی انتخاب حق رای دادن
Indeed, one of the best ways to gain more control over your career is by owning your own business. Your options include: (1) becoming a consultant; (2) starting a business "from scratch;" (3) buying a franchise; and (4) buying a non-franchised business.
Of the people who have elected to pursue the "entrepreneurial option," most have invested in franchises. Franchising has never been more popular, and the range of opportunities has never been broader. Owning a franchise combines the stability of a proven business model with the independence and income potential of self-employment.
Joining with an "established business system" is generally comfortable and familiar for executives who have spent their careers within corporations. It is important to understand, however, that acquiring a franchise is NOT "just buying a job." When you purchase a franchise, you OWN the business.
Such notable publications as Business Week and The New York Times have recently published articles stating that franchising may be the BEST option for mature executives who have been displaced, but who are not ready to retire!
In order to make an intelligent determination as to whether franchise ownership would be right for you, it is important to first gain a basic understanding of the industry and the opportunities it affords.
What is Franchising?
According to the International Franchise Association, the leading professional organization in the industry .....
Franchising is a method of distributing products or services. At least two levels of people are involved in the franchise system: (1) the franchisor, who lends its trademark or trade name and a business system; and (2) the franchisee, who often pays a royalty and an initial fee for the right to do business under the franchisor's name and system. Technically, the contract binding the two parties is the "franchise," but that term is often used to mean the actual business that the franchisee operates.
Franchising is also known as "a continuing relationship in which the franchisor provides a licensed privilege to do business, plus assistance in organizing, training, merchandising and management, in return for a consideration from the franchisee."
History of Franchising
The concept of franchising was born centuries ago. During the Middle Ages, local rulers granted to their subjects rights pertaining to specific activities, such as holding fairs or hunting on the ruler's land. Later, monarchs granted similar rights on a larger scale, such as building roads or brewing ale. The Church granted the same kind of commercial interest when it allowed its tax collectors to retain a portion of what they collected.
In the middle of the 19th century, the Singer Sewing Machine Company began granting franchises for distribution of its sewing machines. By the beginning of the 20th century, the emerging automobile industry and the increased demand for local dealerships was contributing to the growth of franchising.
The modern age of franchising began in earnest around the middle of the 20th century, when Ray Kroc bought the rights to franchise a California drive-in restaurant owned by the McDonald brothers. The success of McDonald's franchises led to explosive growth in Business Format Franchising. The increased standardization of operations now found in most major franchise businesses has played an important role in making franchising an attractive business model for both franchisor and franchisee!
Benefits of Franchising
Franchising is about minimizing risks and maximizing returns. It has often been said that franchising allows entrepreneurs to "be in business for themselves, but not by themselves." A quality franchisor provides proven operating systems, solid research and development, established marketing methods and instant credibility - plus extensive training and support - all of which can reduce risk and build success more rapidly and affordably than in an independent business.
Franchising is also about "the big idea." As an aspiring entrepreneur, you may have all the ability and ambition necessary to succeed - but without a compelling concept to sell, your business will not go very far. As a franchisee, however, you will be in a position to leverage some of the most innovative products and services available in today's marketplace!
Business success requires going through a learning curve for the type of business you're in. With franchising, the franchisor has already gone through that process and is highly motivated to share with you everything that has been learned. Franchises succeed because the franchisor has invested the resources to truly understand the business. There is a proven formula for success ready and waiting to be adopted by the new entrepreneur. How many non-franchise, independent businesses can say that?
And, because a franchise represents a large number of units with established track records, the prospective buyer has access to much more of the data required for sound investment decisions than would be available with a non-franchise start-up. Being able to study the actual performance of identical business entities is invaluable - as is the contact you'll have with other franchisees, who can provide real-world insights into what it takes to succeed in the specific business you've selected.
Of course, what matters most is results. Franchising is by far the most successful entrepreneurial business model - boasting a better than 90% success rate across all industries and sizes. This fact alone makes franchising worth looking at very seriously!
Conclusion
Franchising is certainly not for everyone, and every business model has its "pros and cons." But if you've always yearned to own your own business, can't return to your old career, or just want to escape the "corporate rat race," franchising may offer the solution you've been looking for. Franchising has many appealing and practical elements, and it just might be the best path for you to regain control of your future!
Contact a Franchise Consultant to explore whether franchise ownership could be right for you.
by Ford Myers
Reference: success.com
ادامه مطلب
How to Boost Your Business With Testimonials
چگونه به کسب و کار خود را با مشتریان افزایش
Networking is my favorite, low-cost marketing tool. However, a large number of people often find it a challenge to get results and turn prospects into clients, simply by networking.
So here is another very effective marketing tool that requires no skills, can be applied to your business immediately and will help you to gain many new clients.
Simply get testimonials from your current clients!
Testimonials from satisfied customers are typically the best way to promote your business. And it doesn't cost you a thing. So, stop selling and let your clients and raving fans do it for you.
Contact your best clients, since they already know you, appreciate and value your products and services. Most likely they will be happy to help you and provide you with a testimonial that praises your products and services.
Be sure to obtain their permission before you use their information in your brochure and on your website.
Use their testimonials on your website. This way your clients will make the sales for you. Don't you think that if people see the results and the benefits your clients reaped from using your products and services, that they too will want the same results for themselves or their businesses?
Don't use a testimonial like "Mary it was great working with you" John S., NY. This is useless.
Instead use effective testimonials where your clients mention the benefits of working with you. What was their experience and results in their businesses after they bought your product/service or program? Make sure that you mention their name, website, and eventually their email and phone number. Give your prospects the opportunity to see that they are real people like them, who they can contact or just check out their website to see who they are and what they do. They will probably never contact them to ask about the experience they had with you, but they will feel comfortable if they can identify themselves with your current clients.
When it comes to testimonials, I always mention one of my businesses www.focusoncareer.com, my French consulting business, because I don't even have to promote it. Due to the fact that I am working within a specific niche - French solo-entrepreneurs who want to start their own businesses in the US - and that my website has a very rich content which provides a great deal of free information and has some very powerful testimonials from clients - I have at least 3 to 4 people each week who contact me for a consultation. I don't have to chase them, they just come to me. And when I ask them why they decided to contact me, they always mention the testimonials. They say, "You did so much for so many people that I imagine you can do the same for me". And because my clients did the sell for me, after the first consultation, 50% decide to work with me immediately while some others may need to talk further or find out a little more about me and my services.
Have a complete page with all of your testimonials on your brochure or website.
Or if you promote a special product or program, insert your testimonials along with the description and benefits of your program.
As an example see my program at http://www.powerofnetworkingsecrets.com
I work with lots of people who are just starting their businesses, so their question is always, "But I don't have clients yet. How can I get testimonials?". Well, offer to trade your services with a couple of people who really need your services but who perhaps cannot afford them, in exchange for a testimonial. That is a good way to start.
So don't hesitate to contact your best clients now and ask them for a testimonial. Make a list of clients you could contact today, some of your raving fans who enjoyed working with you and for whom your products made a significant impact on their businesses. You will see that they will be more than happy to help you in return for what you did for them.
And while you ask for testimonials, don't forget to ask for referrals: friends, colleagues or family who would benefit from your products or program also.
Then another way to us your testimonials is to prepare a direct mail campaign that you will send to the list of referrals your clients just gave you.
Don't you think that when the targets see their friends' names in your brochure or mailing campaign, they will trust you and be keen to work with you also? You will get a better response to your campaign than advertising in a magazine, where nobody knows you and most readers won't even notice your ad.
Need more techniques and strategies to boost your business and turn more prospects into clients? Then learn more about "The Power of Networking". In this 5 step program, you will find everything you need on how to maximize your networking results.
You will learn: how to create an outstanding business card - how to polish an elevator pitch which will hook your audience so that people will remember you - how to create a 7 step follow-up system to turn more prospects into clients - how to use testimonials - how to use your newsletter to promote your products or services without hard selling - how to create strategic alliances to grow our business faster. For complete details of the program "The Power of Networking" visit http://www.powerofnetworkingsecrets.com
by Biba Pedron
Reference: success.com
ادامه مطلب
What A Good Resume Must Have
یک رزومه خوب باید
In general, here are some of the most important headings that are expected on a resume -
1) Objective
After mentioning your name, contact details and address etc. the next most important heading on your resume is your career objective, which is nothing more than a short concise and clear statement that states your current objective. It is best to use a direct and focused career statement as opposed to a confusing and long statement that makes no sense. Based on the position you are applying for, it is a good idea to include the job title and industry you are interested in joining as it tells the resume reader exactly what you are looking for.
2) Summary
The summary is usually an optional heading on the resume and it summaries the skills and experience gained by a job seeker through his / her professional career. In the event that a resume does not have a summary, the reader must read through the entire resume to understand and appreciate the job seeker's professional career graph.
3) Education
Briefly mention the School and College you have attended giving details of the most recent and highest degree gained first. Mention your graduation year as well.
4) Work Experience / Volunteer Positions / Internships
The work experience section is invariably one of the most important headings on your resume as it tells the recruiter just what it is that you have been doing professionally and the kind of Companies you have associated with in the recent past. Here again, the most recent position held must come first. Other facts to mention include the Co Name, years of association with them, position held along with a brief description of your role.
Any promotions received within an organisation should also find a mention on your resume. However, don't make the mistake of including every minor and insignificant details of you previous jobs.
Remember: Your resume should not be more that 1 page.
5) Hobbies / Interests
Spend a little time to think about what it is that you enjoy doing the most in your free time. Choose 4-5 of your favorite hobbies and be prepared to talk about them when the employer asks you specific questions. Don't mention impressive hobbies just because they sound good. Be truthful and talk about activities that you enjoy doing from your heart! Hobbies and Interests put some light on your personality and individualism.
6) Skills
Mention specific skills such as your computer knowledge and language skills etc.
7) References
This is the section where you volunteer to provide names and contact info of those people who you have worked for or worked with over the years. References can also include your Professors / Teachers who have known you and can vouch for your credibility and skills. Letters of recommendation are vital tools.
Always remember to inform your references well in advance about your interview date, the position you are applying for and the skills required by you for the position so that they can mentally prepare themselves when the recruiter calls them.
A little extra work on your resume can take you a long way. Make it a habit to study your resume before each interview so that you can customise it for the particular position you are applying for.
Reference: 123oye.com
ادامه مطلب
The Write Way To Get The Job You Want
راه نوشتن برای به دست آوردن شغلی که می خواهید
good resume to market yourself, have a written record of your skills and accomplishments and to sow the seeds of interest in the minds of recruiters and potential employers. In short, if you want a rewarding, fulfilling career, you need a good resume.
A Good Resume Evolves From Your Credentials and Not From Writing Skills
How very true! But of late, this fact seems to have moved to the background. Yes, with good resume writing skills you can really project your skills. However, realize that you have to have good, marketable skills and credentials - and no one, not even a resume writer, knows them better than you do. So, if you are writing your own resume, how do really
make yours stand out from the crowd?
There are 3 principles of writing a good resume that holds true for nearly everyone, yet not everyone follows them (though everyone should). I call them "radical steps", because landing a job (a good job) sometimes requires new, radical techniques.
Radical Step #1: You Can't Have A Single Resume for Multiple Job Targets
You must have noticed that within a single field, there are many skills required even though the core needs of employers remain the same. Let's simplify this. Let's say that an accountant's job description remains same across industry segments at the core. Still, there are varying degrees of 'desirable/preferable' qualifications across different sectors. More often than not, this plays a major role in selecting a suitable candidate.
So here is a suggestion: keep your standard resume the same while making room for accommodating different requirements. Your resume should never be so inflexible that you can't apply minor changes when need be.
Radical Step #2: Your Resume Must Make Sense To The Reader
This may seem apparent, but it is not always followed, sometimes inadvertently. The fact is that an awkward resume can be fatal to your job search (or a resume that appears awkward to an employer). Of course, neatness is of the utmost importance, but common mistakes such as writing personal goals in the "objectives" section and overstating your qualifications (especially when you are applying for junior to middle positions) can leave an awkward impression in the mind of the reader. In order to have your resume make sense to the reader, you must make sure that you format your resume using an uncluttered, logical layout that highlights the following:
1. Core competencies
2. Work experience in reverse chronology
3. One core accomplishment that stands out and why
4. Educational qualifications
It goes without saying that you should proofread your resume when finished. Then have someone else do so. Two of the unforgivable sins of resume writing are spelling mistakes and typos.
Radical Step #3: Make Clear Your Value To An Organization
Make no mistake; when you write your resume, you are absolutely marketing and selling yourself. As with marketing any product, you need to impress upon the reader the value of the product (that's you!) and why they should buy it (hire you). The sad fact is that too many resumes just don't do
this. Writing a generic description of your duties and job titles isn't going to cut it. You have to make clear what the organization will get out of hiring you. For example, if the position is for a marketing manager, you can highlight your sales abilities by including relevant, specific facts (think numbers, percentages and sales targets).
The crucial key to remember when writing (or editing) your resume - hence the 3 steps above - is to tailor it to the job that you are searching for. You can't hit the bull's eye without targeting it.
Written By Heather Eagar assistant@heathereagar.com
Reference: 123oye.com
ادامه مطلب
The Chief Cause of Business Failure and Success
علت اصلی شکست کسب و کار و موفقیت
Business rises and falls on leadership. According to business guru, Brian Tracy, "Leadership is the most important single factor in determining business success or failure in our competitive, turbulent, fast-moving economy." Still not convinced? Based on a study by Jessie Hagen of the US Bank, here are the main reasons why businesses fail:
* Poor Business Planning
* Poor Financial Planning
* Poor Marketing
* Poor Management
Proper application of these key factors is a function of good leadership. Let's look at some of the conclusions of the US Bank report. According to Hagen's study, in the Business Planning category, 78% of businesses fail due to lack of a well-developed business plan. It boggles my mind that so many people go into business without a plan, as if it were the ice cream flavor-of-the-month! Is it any wonder that when I came across the DEA Police & Government auction site of confiscated property, there is a gleeful statement that declares, "Most businesses fail within their first two years, so chances are, you will come across some relatively new merchandise. At (our) auction, get what you need without paying full price."
If you just rolled out of bed with 'a great business idea' and don't want to be a part of this grim statistic, run to your nearest bank, get a free business plan template, and write your plan now! Honor the time-proven cliché, "If you fail to plan, you plan to fail." Leadership is about planning for success before it happens. Sun Tzu, the 6th century Chinese philosopher, in his epic work The Art of War, gave some sound business advice that still applies today: "When your strategy is deep and far-reaching, then what you gain by your calculations is much, so you can win before you even fight. When your strategic thinking is shallow and near-sighted, then what you gain by your calculations is little, so you lose before you do battle."
In the Financial Planning category, a whopping 82% of businesses failed due to poor cash flow management skills followed closely by starting out with too little money. Business leadership is about taking financial responsibility, conducting sound financial planning and research, and understanding the unique financial dynamics of one's business. Before even starting a business, show your plan to your accountant and get their counsel. What a concept! Asking for the advice of someone who sees the bottom-line realities of business day in and day out; someone who sees the birth certificates, successions, and autopsy reports of thousands of business entities. It just makes good business sense. But many people will ignore this advice and eventually meet with business disaster. [Word of caution: don't rely on just one opinion. Get at least two or three opinions from different accountants to get a more informed view].
The third business failure factor profiled in the report, and a critical one, was Marketing. Over 64% of the businesses surveyed in the Marketing category failed because of owners minimizing the importance of properly promoting their business followed by ignoring their competition. Again, as a business leader, you must be able to effectively communicate your idea to the right people and understand their unique needs and wants. Leadership is all about taking initiative, taking action, getting things done, and making decisions. If you're not doing anything of significance to market and promote your business, you are most likely headed for business failure. I recommend every time you get up in the morning, jot down 5 new things you can do to promote your business and go DO them! If you can't think of anything to jot down, I highly recommend reading Jay Conrad Levinson's book, Guerrilla Marketing, which has oodles of useful information and tips on promoting for small business.
Know your competition. Leadership is also about providing value to people. If your main competitors are all providing a better quality and lower priced product than yours, how can you possibly create any value? Either you harness your strengths to provide different benefits such as speed, convenience, better service; lower your price and improve quality; create a different product for an unmet demand; or get out of the game.
Finally, one of the most important reasons why businesses fail is due to poor management. In the Management category, 70% of businesses failed due to owners not recognizing what they don't do well and not seeking help, followed by insufficient relevant business experience. Not delegating properly and hiring the wrong people were major contributing factors to business failure in the Management category.
Leadership is about knowing yourself - understanding your strengths and weaknesses. Leaders are aware of their potential. Losers ignore their potential. Leadership is ultimately about influence and delegation. As a leader, you must have the humility to be able to surround yourself with people who are brighter than you and who can make up for your weaknesses and limitations so you can do what you do best: seize the day and lead!
by Sharif Khan
Reference: success.com
ادامه مطلب
How to Pull in Clients Like a Magnet
چگونه به جلو و در مشتریان مانند یک آهنربا
Your marketing could be pulling in clients and profits like a magnet. Think about how many people could benefit from your products and services. Even if only a fraction of them bought from you, you'd be amazingly successful.
It doesn't matter if the economy is headed up or down, there are plenty of people looking to spend money to solve their problems and meet their needs. People are happy to spend money on things they want, whether it's a five thousand dollar painting, five-dollar cup of coffee, a golf lesson, a new computer or a new web site.
With all these prospects searching for products and services to buy, how can you attract more of them and increase your profits?
Makes sense that the best way to get people to spend money is to give them what they want. But, and here's the amazing thing, most small businesses don't market to what their prospects want. Too much small business marketing is about the business owner and what he or she wants, not what the client wants.
Typically, ads or web site pages begin with;
- The name of the business
- A picture of the product, the owner, or the company's headquarters
- A list of product names
- A company history
- Company hours and contact information
Many small business owners use this format because they see everyone else doing it. While it may be the most common approach, it's usually the least effective.
When a prospect views an ad or a website that doesn't speak to their needs, they ignore it. Even if the prospect wants the product or service you're selling, chances are they won't respond. They've got too many choices of similar ads from competitors and will end up just choosing the last one they looked at. To stand out from your competition, get a response to your marketing and increase your sales and profits, you need to take a different approach.
To get attention and grow your business, you need to focus your marketing on what your prospects want, then once you've got their attention you can work on building a mutually profitable relationship.
Give Your Prospects a Reason to Buy
Your prospects are out there searching for your products and services but they're doing so as fast as they can surf the net, flip the pages of a magazine, sort their mail or scan the yellow pages. Give them a reason to stop and read your ad, sales letter or web site. "Welcome" or a company name or simply naming your product won't grab their attention.
Tell your prospects how you are going to help them. Tell them how they'll benefit from your products or services. You want this information to jump out at prospects when they see your materials.
You may be thinking, "How can this work, when every large corporation in the U.S. features its brand name in their ads? Every magazine I read is full of these brand-focused ads."
Focusing on a brand or company name is important for multinationals like Coke or Nike, but keep in mind that these companies spend hundreds of millions of dollars each year building brand awareness and maintaining their brand image in every media and every market. Without a hefty advertising budget, this approach won't work for you.
Give your prospects a reason to stop what they are doing and read your ad or your web page. Give them a reason to read the first paragraph, then the second, and lead them to contact you and buy from you.
REI sells outdoor sports gear and apparel in stores and online. Their Christmas catalogue is a great example of giving prospects a reason to buy. They identified a problem that plagues their customers at Christmas time; figuring out which gifts to give friends and family.
REI speaks to that need on the front cover of the catalog with a great photo of a woman and a man climbing a snow covered mountain and a single line of text; "We'll help you find great gifts for everyone on your list."
Inside, below each product photo, they've listed the product benefit; "Keep him toasty even in winter's worst"; or "Built for deep snow and bitter cold"; or "Keep kids happy on hikes with their own hydration". Below that is the description of the product. Finally, below that, you'll find the name and price of the product.
Getting your prospects' interest and their business is simply about helping them get what they want. The first step is to give them the information they want. Your next step is relationship-building, helping your prospects get to know your business and to trust you.
Are you as successful as you want to be at helping your prospects get what they want? Do you know how to get their attention? Do you know how to get prospects to trust you? Then, do you know how to get them to take action and contact you? What are the crucial steps to getting a client to commit to spending money with you?
When you discover the answers to these questions you'll attract clients like a magnet and grow your business faster and with less work than you ever imagined.
by Charlie Cook
Reference: success.com
ادامه مطلب
Are Your Policies Hurting Your Business?
آیا سیاست های خود لطمه کسب و کار شما؟
A customer wants to exchange a sale item she bought three hours earlier but the store policy states, "All sales are final." The employee adamantly refuses to exchange the item for the customer.
What is the likelihood that these customers will buy from those stores again? I think it would be safe to say they won't.
We all know that policies are instituted for a reason - to protect the company and reduce the risk and liability. However, in many situations, policies are put into place to manage a tiny portion of the business - people who look for ways to exploit your business or who try to get something for nothing. Unfortunately, these policies are designed to control the minority rather than the majority. And, as a customer, I highly doubt that you like being told, "That's our policy."
There is no question that some people will take advantage of liberal and flexibly policies. However, my experience has taught me that these individuals are far and few between.
Case in point; when I published my first book, I offered an unconditional money-back guarantee to anyone who did not feel the concepts would help them improve their business. My publisher was distraught about this decision, telling me that I was setting myself up to be taken advantage of. Later, I extended this policy to the products I started selling on-line. In the last four years I have sold over 7000 copies of my book and thousands of dollars of other products but I have only issued 2 refunds. Was the risk worth the reward? Absolutely!
In another situation, a participant in one of my public workshop expressed his disappointment because the program did not address his specific expectations even though full details of the program were provided before he registered. While I considered the possibility that he was trying to take advantage of me, I still offered a refund because it made good business sense.
The easier you make it for someone to do business with you, the more business they will generate, providing of course, you offer a good product at a fair price. I firmly believe that flexible policies can help a business increase their market share.
Here is something else to consider. When your policies change (which is not uncommon), don't force existing customers to adhere to the new policy immediately after it has been implemented. Give them a grace period to help them adjust to the new procedures.
I also think it is important to give employees some latitude. I'm not suggesting that you allow everyone to make their own decision but I do know from experience that most people will make good business decisions if given the opportunity.
Many people are hesitant to do business with someone they have not purchased from in the past. And for good reason, they have been sold goods and services that have not lived up to their expectations. Reduce their concern and hesitation by making it easy and risk-free to buy from you.
One of my first clients expressed concern about doing business with an unknown vendor (me). When she asked what would happen if she wasn't satisfied with the program I was going to develop for her, I told her that she wouldn't pay. I even agreed to include this in my contract with her. Several years later, her company is still a client and I have since extended this policy to all new clients.
Another aspect to consider is the fine print you include in contracts. Why force your customers to review paragraph upon paragraph of text that can only be read with a magnifying glass. State your terms up front and believe that the more fine print you have, the more you are trying to hide from your customer.
I remember my wife talking to a computer company we were leasing from after we discovered that we had made two extra payments even though the lease had ended. She was told, "Your contract clearly states that you are responsible for contacting us to terminate the lease." I have also seen this type of clause for extended warranty programs. Some companies offer a rebate on the warranty if you do not use it. However, the caveats usually require the customer to submit the original receipt within 30 days of the warranty expiration.
Evaluate the policies you have implemented over the years and look at them from a customer's perspective. They may be costing you business.
by Kelley Robertson
Reference: success.com
ادامه مطلب
Does Your Service Sell?
آیا خدمات خود را فروخت؟
Smart business owners know that providing great service to their patrons is an essential ingredient to their overall success. They also recognize that without a certain level of revenue they will not stay in business.
Unfortunately, many people think that selling and service are two distinct activities and mutually exclusive. So, where does the service part of the job end and where does selling begin in a retail store?
I believe that service and selling work hand-in-hand to create the entire experience for a customer. According to Webster's dictionary, one definition of service is "to be ready to help or be useful".
You can actually improve your service by applying a few customer-focused selling techniques because effective selling is an integral component of delivering great service. It's all in the approach you use.
First of all, recognize that many consumers anticipate sub-standard service from businesses. While this may appear discouraging, it actually gives you an excellent opportunity to distinguish yourself from many of your competitors. Here's a personal example...
I recently ventured into a medium-priced fashion retail store. I was greeted immediately by the two employees who were working, and as I browsed through the store, one of them approached me to make sure I was finding what I was looking for. At no time did she make me feel that I HAD to buy, she simply commented on some of the items I was considering. I eventually ended up spending several hundred dollars because of the attention I received in the store.
Personalized service is also a form of selling. An employee who shows interest in her customers is more likely to sell more and have a higher average dollar per transaction than her coworker who simply processes a customer's order. Creating a connection with people creates trust.
My wife and I once traveled to New Orleans for a one-week vacation and decided to dine at a restaurant owned by a well-known chef. During our conversation, the server learned that we were on holidays and made us feel extremely welcome. When the Chef arrived that evening she made arrangements for us to meet him and prompted me to buy one of his cookbooks so he could sign it. The service we received that night sold us on returning again before we left New Orleans. Although we had dozens of restaurants to choose from in the vicinity, we decided to go back to this one because we knew the service would be great. Now, many years later, my wife and I still talk about that restaurant and our experience.
There are a few local retail stores I visit regularly because they work at creating that connection with their customers. They make me feel important which prompts me to return. Show interest in your customers. Strike up a conversation. Talk to them. Although it sounds simple, my experience has taught me that most retailers do not engage their customer and create a personalized experience.
Suggestive selling is not pushy. I remember shopping for cuff links a while back. I had selected a pair in a certain men's fashion store and was wandering around while I waited for my wife. At one point, I stopped in front of a mannequin that displayed a particularly unique tie. As I gazed at the tie the salesperson said, "I can get one for you if you'd like." His casual and comfortable approach made it easy for me to say "yes". He then asked, "Would you like a suit to go with that tie?" I laughed and told him that I had enough suits in my wardrobe. He nodded and said, "We have some new raincoats that will protect your suits. Would you be interested in seeing them?"
Even though it was evident he was trying to increase the size of the sale, the way he positioned it indicated that he was actually trying to help me. Plus, his casual, yet professional and polite approach encouraged me to buy more than I had originally intended.
In another situation in a completely different store, the sales person took the initiative to suggest a few additional items that complemented the ones I was considering purchasing. As a result, I ended up buying a few more items that I had budgeted for.
Professional selling is about helping people make educated buying decisions. Professional service is about creating a memorable experience for your customers. Combine the two and you can quickly entice people to return while increasing the amount they spend each time they frequent your business.
by Kelley Robertson
Reference: success.com
ادامه مطلب
