Actual for You - Business

Ask for What YOU Want and Gain More Business
Why ask others for help and what do you gain from it?What does asking for help have to do with creating business relationships and making announcements? It has everything to do with it. You have made announcements, donated items, created an awareness of who you are and what you do. You are now in the position of getting more business than you can handle, or worse, not getting enough business in the community. You should then be able to

Why 95% of Yellow Page Antique Ads Really Stink, and What You Can Do To Be in the Top 5%
Did I get your attention? That's exactly what I intended to do. I wrote a compelling headline that concentrated on a problem, created interest and desire, and offered a solution...all in a few short words!It's a fact, most antique advertisements in the yellow pages are really lame! Oh, the "yellow page man" that sells you this crud will tell you that your ad "looks good", but does it generate business for you?What's the bo

Have you ever stepped your way through the sales process only to be disappointed by your prospect's objection to your price?

This situation unfolds all too regularly for many small business owners.

The other day I was talking to Joan who was lamenting how she’d spent a ton of time developing a relationship with a new prospect, but in the end wasn’t able to make the sale. Over the course of six sales meetings her prospect seemed like a slam dunk. He was very enthusiastic about her product (inventory control software for the food service industry), he hadn’t seen a similar product on the market (Joan’s software has a unique and easy to use interface) and he and Joan seemed to have a great rapport (they both are avid snow boarders and each loves jazz) . But when it came time for Joan to ask for the business the answer was ‘no’. Her hot prospect was cool on her price.

Where did Joan go wrong? She was quite befuddled with her collapsed deal and wanted to know what she could do to prevent such future failings. Not only did she not get the business, she ended up wasting her valuable time which could have been better spent developing a lead that turned into a sale.

Does this sound familiar? Have you ever spent time developing a great lead only to have the deal fall apart because your prospect objects to your price?

If so, you may have made the same common sales mistake Joan made: she tried to make the sale without having enough information to make her prospect the right offer, despite her six positive sales meetings.

What Joan neglected to do was to ask her prospect about his accounting needs with respect to inventory control. Unfortunately for Joan, she learned this important fact only after our conversation when she called her prospect back to find out where she went wrong. Her prospect had already decided to use the software of one of her competitors. Even though Joan’s software features a nice accounting package, her offer included nothing with respect to accounting. Her prospect assumed that her software didn’t feature the accounting functionality he required because Joa

Your Fundraising Annual Appeal Letters Need A Villian
Anger is one of the best emotions that you can arouse in a donor. Anger is a healthy emotion, particularly when your fundraising letter offers donors a way to assuage their anger. “Individuals are more prone to respond to a genuine feeling of anger than to any other emotion,” says Roland Kiniholm in his book, Maximum Gifts by Return Mail.To make your donors angry, you need a villain. Villains are good. They help you focus your

ect seemed like a slam dunk. He was very enthusiastic about her product (inventory control software for the food service industry), he hadn’t seen a similar product on the market (Joan’s software has a unique and easy to use interface) and he and Joan seemed to have a great rapport (they both are avid snow boarders and each loves jazz) . But when it came time for Joan to ask for the business the answer was ‘no’. Her hot prospect was cool on her price.

Does this sound familiar? Have you ever spent time developing a great lead only to have the deal fall apart because your prospect objects to your price?

The 3 Most Common Mistakes Freelancers Make (& How to Remedy Them)
Recently, I attended a conference given at my local Chamber of Commerce. It was entitled, How to Bring Your Business to the Next Level. The reason I mention it is that the speaker covered several points that tie in with the 3 most common mistakes freelancers make, outlined below.1. Not Targeting a Market: I call this lack of freelancer focus. Do you drive without a destination? Probably not. Most of us know where we're go

t prospect was cool on her price.

Does this sound familiar? Have you ever spent time developing a great lead only to have the deal fall apart because your prospect objects to your price?

Doing the Right Thing -- Even When Her Job Was At Stake
Here’s a true story I’d like to share about doing the right thing—even when her job was at stake.Her name is M. and she is an attorney who manages the legal department of an insurance company. As my coaching client I supported her through a really challenging ethical dilemma with her boss. She had finished giving her annual performance evaluations to her small team, two of whom received the highest marks. Their annual salary increme

ave the deal fall apart because your prospect objects to your price?

So You've Invented Something, Now What?
So you’ve invented the next big thing (or at least something that may solve a problem for a select group of people)? Now what?Well, sorry to say, but there’s quite a bit you need to tackle. To give you just a taste, there’s patenting, licensing, marketing, and manufacturing. So goodness, where do you start?First of all, you need to figure out if you are going to be able to make a profit from your invention. Patenting and mar

arned this important fact only after our conversation when she called her prospect back to find out where she went wrong. Her prospect had already decided to use the software of one of her competitors. Even though Joan’s software features a nice accounting package, her offer included nothing with respect to accounting. Her prospect assumed that her software didn’t feature the accounting functionality he required because Joan didn’t mention it. She talked a lot about the software’s innovative, easy to use interface and its great database functionality but she never mentioned the accounting features because her prospect didn’t ask. Her price would have been fine if her prospect had known about the accounting capability of her software!

During your sales process be sure to ask all the questions you need answered to understand your prospect’s needs. You can then use the information you’ve acquired to shape your pitch around exactly what is going to solve your prospect’s problems.

Before you tell your prospect your price make sure the time is right by asking questions like:

· Does this sound helpful?

· Is there anything I haven’t mentioned that would be helpful?

· What do you like best about our competition’s product or service?

By obtaining answers to these questions you will be able to gauge whether or not you have enough information to make an offer that your prospect would be ill-advised to decline.

If you don’t have enough information go back for more; schedule another meeting and then go through another probing round of questions.

If you do have enough information, make your prospect the best offer they’ve ever heard. If you’ve done enough homework you’ll make the sale.

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You can be more efficient in your business and make more money - and still enjoy your work. Begin by understanding how you have made money in the past! Read this article to learn a very simple way to analyze your numbers to make your work easier.

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