SB 5 - Blanc

One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer.The minute anyone finds out that you?re not only a sales person, but a sales person looking to sell them a product, they scream and run for the hills, don?t they?How many of you have opened a phone call to a prospective with something like ?Hello, I was just wondering if you would like to have your website optimized for the search engines?? If you have, you probably got a very quick ?No thank you?, CLICK. Opening a conversation is tough I admit, it?s like sitting at a bar and making eye contact with that really cute someone over there and not knowing what to say to them to get them interested in you. Being too upfront may cost you and you could get the answer everyone seems to fear, ?No.? Let?s look at how to get past this.Step 1: Never ask a yes or no question.So long as someone knows you?re a sales person and you?re out to take their hard earned money, 90% of the time an automatic ?No.? will be the response to any yes or no question. If you ask a question where the prospect can not say just a simple yes or no to then it opens a conversation in a positive light, an example of this would be ?Hello, My name is Greg and I am calling from Abalone Designs, I was just looking over your web site and was just curious as to what the main purpose of your web site is??Alright you?re in! You didn?t get a quick ?No Goodbye!? Instead you got an ?Uhhh well I use it to promote our bed and breakfast to potential clients? Perfect, you already know your service is going to be able to help increase their potential for finding more clients. There is now no excuse to why you shouldn?t be able to help your new future client find a service that your company offers.Step 2: $ervice.Believe it or not people can see when you are being insincere or just trying to make sale deadlines. The exceptional sales people, the ones we all should strive to be, are the sales people that take pride in not only their company but also their clients and future clients. Offering an exceptional service is the way to become a champion at sales. If you want to take one thing away from this article it?s that service is what separates the haves with the have-nots. At Abalone Designs, we pride ourselves in a sales force that finds delight in serving other peoples needs. I recommend you make it a policy for yourself that all your clients and potential clients come first.First things first, Do what your mother says and treat others how you would like to be treated. Don?t be a pushy sales person. Find out the clients needs and wants and find out how you can best give them exactly what they want. Clients don?t care that you have sales quotas and that your boss is riding your back. In fact if you?re potential client feels that something like that could be a factor or that you say something that reminds them that you are a sales person, unfortunately your time is up and you can kiss the sale good bye. This brings us to our 3rd tip,Step 3: What not to say.There are plenty of words and phrases that can cost you a sale. If you remind someone that you are a sales person and not someone trying to give them the best service that you can then once again, kiss that sale good bye. Although there are more sales killing words that I can shake a stick at, I am only going to go over some of the majors.Cost or price: When people hear cost or price, they automatically think of money coming out from their pocket and into yours. Instead use: investment or total amount. When they hear the word investment they automatically think that their money is going into something that is worth while and will give them a return. The same goes to a monthly payment, use monthly investment or monthly amount.Buy: No one wants to buy anything in this world; everyone just wants to own it. With the word buy the client thinks of a price and then automatically knows you once again are the evil sales man after their gold. So use the word own. ?If you choose to own this product it will change your life? The client will envision your service or product as if they had already bought it.Problems and objections: If you think that something is or could be a problem you are already scaring yourself out of buying a product or service. Reassure that this is not a problem but a Challenge. When a client has an objection, let them know that you understand their area of concern and that you assure them that it won?t be a problem.Finally only birds go Cheap: Never refer to your product or service as cheaper than something as that is exactly what your client will think, that this product or service is cheap and nobody wants to be sold something cheap. Instead let them know that it is more economicalStep 4: Tickle their Emotions.I said at the start of the article that you can sell anyone anything without them knowing anything about the product or service, which I swear to you, is the truth. People never seem to buy on just facts alone, they need to be to be enticed.Find out what the clients emotional attachments are and then use them to find the best service or product based on their wants and needs. A perfect example is Search Engine Optimization for a Bed and Breakfast web site. Most likely they have a web site to find more potential clients for themselves. If this is the case ask them what they would do if they had 150 more people wanting to stay at their B&B. They would start thinking how wonderful it would be to have their rooms booked for the next year. ?I would love that!? they would say. Already they are excited and their emotions are telling them and I quote ?Buy! Buy! BUY!? You have not said one word of what your service is and they are already getting ready to own your service. Find out what the client wants and needs and help them dream up a fantasy around those, and then help them achieve that fantasy by using your services. If you can get them dreaming of how their life will be better with your service you have them sold, if not the worst they can say is ?No!?Step 5: Learn to Love ?No!?Trust me on this one. Not everyone is going to say yes, in fact most people will say no. The beautiful thing about this is that I am going to show you a way to love the word no. How many clients do you speak with before usually getting a sale? On average at Abalone it?s around 1 in every 20 people we speak with. Let?s just assume that every sale we make we make $200 from the fee of our services.Now this may blow your mind and get you excited for calling more clients even if they say ?NO!?There is a formula we can use here and it goes a little something like this: If 1 sale = $200.20 contacts = 1 sale.Therefore, 1 contact = $10There you have it, it is that easy. For every one contact you have called you have gotten 1 contact closer to making that sale, therefore you have just made yourself $10. Now don?t get me wrong you still have to qualify and actually try to close the sale on every contact, but if they say no, well hey you just made yourself 10 bucks. If you look at it this way we will be able to psyche ourselves up for making the calls needed to make that 20th call and get the sale.There you have it folks, the 5 basic steps to selling anything technical. Step 1, never ask a yes or no question as you will always get no. Try asking a question that allows them to give you more information about themselves without having the chance to say no. Step 2, $ervice. Service is the way the pros make the money when it comes to sales. Find the clients wants and needs, and find the best way to accommodate them. Do not worry about your wants or needs as believe me the client does not care! Step 3, what not to say. Refrain from using those sale killing words as that?s exactly what they will do, kill your sales. Study and imbed those comfort words into your head use them over and over until the words come naturally and you will notice a giant difference. Step 4, tickle their emotions. If you make them dream it, you can sell it. Last but not least, step 5, learn to love no. You?re going to hear it more than you hear yes, learn to love it and know that it is just a stepping stone to the big pay off you want.If you follow these steps and make them yours you will have no problem becoming a champion at not only sales but life in general! Now that you have read this, you remember that special someone you made eye contact with at the bar? Why not go say hello.

Article Source: www.iSnare.com

One of the biggest problems most people have when it comes to moving their business ahead is simply staying focused and taking the actions that will truly make a difference.It’s not necessarily because we don’t know what to do, it’s often more a matter of getting distracted or letting little actions that seem important but don’t bring in results consume too much time.How many times have you turned on the computer and logged onto the Internet to check your email? An hour later, you’re still on the Internet — answering email, solving customer service issues, reading interesting articles…the list goes on and on…Each day, you have a limited amount of time to spend on your business. Whether it’s two hours, eight hours or ten, what you accomplish is directly linked to how you spend your time.Here’s a suggestion and I challenge you to give it a try. Even if it’s only for one day, just try it and see if your results at the end of the day are better than the day before.Today, before you end your work day, take five minutes to write a To Do List for tomorrow. (Yes, there’s your four-letter list). Don’t put more than five things on the list and be reasonable. Make them things you can reasonably accomplish during the time you have to get themdone. And make them action oriented.For example, your list might look like:1. Add one page of content to yourdomain.com2. Finish article about “…..”3. Submit article to at least three article directories.4. Find one new affiliate product to peomote.5. Add one new autoresponder message that promotes the new affiliate product.Five action oriented tasks that can be accomplished in one day.If your primary goal is to increase your revenue, your To Do list should have five action tasks that will help to increase your revenue. If you want to find more prospects, the tasks should be ones that will help you find more prospects.If you don’t know where you’re going, it doesn’t matter how you get there. So it doesn’t matter what you do.Stop!Your action-oriented To Do list is like a road map. It helps you focus on where you want to go and then tells you exactly what you need to do to get there.When you get to work tomorrow, read the list and get started. Focus on the tasks on your list and do them…one at a time until you are done or you’ve run out of worktime.Cross off each item as you finish it. If something is left at the end of the day, just add it to your list for the next day.See how simple it is? There’s something about writing down what you need to do…It keeps you focused.It tells you exactly what you need to do.And you get a real sense of satisfaction andaccomplishment each time you finish an item and cross it off your list.Give it a try. Before you stop for the day, write down up to five action-oriented things you need to do tomorrow.What have you got to lose? And just think how much you’ll gain when those five things are done and you’ve moved on to the next five.I challenge you to use this simple four-letter list everyday for one week. See if it makes as big of a difference in your business as it makes in mine.

Article Source: www.iSnare.com

What Startups Need to Get a Business Loan, Part 2In part 1 of this article, entitled “Three C’s”, we looked at the overview of startup business loan requirements from the lender’s perspective. We read how cash, good credit and sufficient collateral form a joint partnership to enable a loan request to bond together into a doable deal. Part 2 will convey the borrower’s documentation necessities in a more detailed fashion. Bear in mind that the following points are of a “generally complete scope”, and that different types of lenders may have additional, similar, or unique conditions to adhere to.All would-be borrowers of startup business capital need to begin to create and/or gather the following information:Business Plan - This is not the same as a full scope “business plan” that you would have professionally prepared to approach a venture capital firm. What your plan needs to document is the type of business, ownership information, legal entity (i.e., sole proprietorship, partnership, corporation, etc.), the origination date of the company, the type of product or service offered, and any organizational or management information that the lender should know about, such as:How many employees will you have, if any, and what their function will beHow you intend to get businessWhat your selling terms are (e.g., 2% 10 days, net 30)What facilities are utilized, etc.Use of proceeds - Disclose the loan amount and how the funds will be used (percentage of working capital, of new equipment, of paying off other debts, etc.).Projections - This is a major area. If you can get letters from two or three trades that say they are ready to give you projects once you are funded, it would help tremendously. Also, include income and expense projections for the next three years prepared by you or by an accountant. Generally, lenders will want to see cash flow such that your net income from the business will be at least 1.5 times that of the debt service.Personal Financial Statement - Make sure to list all of your assets and all of your liabilities. List any personal debt owed to banks, finance companies, etc.Personal Tax Returns - Provide copies of the last three years personal tax returns. Make sure to include all pages.Personal Resume - You can create this yourself; there’s no need to hire a professional to do this. However, do your very best to make it look professional.Articles of Incorporation - If the business entity is a corporation, provide a copy of the Articles of Incorporation and the borrowing resolution of the company.Partnership Agreement - If the business entity is a partnership, provide a copy of the Partnership Agreement.Business References - Provide three letters of reference, one being from another bank or lender. Ask for testimonials. Do not just list names and phone numbers.Listing of Fixed Assets - List all your fixed assets with their approximate fair market value and their make, model and serial numbers. List their liquidation value as well.Equipment - If any of the proceeds are for new equipment, provide invoices or equipment description(s). List any equipment for the business in your possession, it’s age, a copy of title, the original dealer invoice, and the amount of hours on the equipment.Bank Statements - Include bank statement(s) to verify the amount of cash you have to put down on the loan.Credit Report - If you have ordered and received your personal credit report, include it as well.Professional Assistance - List the contact information of your banker, your accountant, your attorney, and your loan broker.With all of this information compiled, you’re well on your way to having a nice package to present to a lender. A very wise move would be to contact a professional loan broker to assist you in putting the documentation together into a format that commercial lenders and banks want to see. Brokers are also able to submit your loan request to a few different lenders to provide you with the best possible rates and terms. He or she will also strengthen the request by making certain that all of the appropriate paperwork is gathered and put into it’s proper order.Though this procedure may seem daunting, and the documents take a good amount of time to create, there is an additional benefit that is not readily apparent to most borrowers. If, for one reason or another your loan is not approved with the initial attempt, it only takes a few forms prepared by your broker to convert your request into an SBA loan. At that point, you may have a much better chance of funding. Since it’s beyond the scope of this article to discuss SBA loans, contact a loan brokering professional for more detailed information.

Article Source: www.iSnare.com

To say that today’s business environment is becoming increasingly more global is to state the obvious. Meetings, phone calls and conferences are held all over the world and attendees can come from any point on the globe. On any given business day you can find yourself dealing face-to-face, over the phone, by e-mail and, on rare occasions, by postal letter with people whose customs and cultures differ your own. You may never have to leave home to interact on an international level.While the old adage “When in Rome, do as the Romans do” still holds true, business clients and colleagues who are visiting this country should be treated with sensitivity and with an awareness of their unique culture. Not to do your homework and put your best international foot forward can cost you relationships and future business. One small misstep such as using first names inappropriately, not observing the rules of timing or sending the wrong color flower in the welcome bouquet can be costly.There is no one set of rules that applies to all international visitors so do the research for each country that your clients represent. That may sound like a daunting task, but taken in small steps, it is manageable and the rewards are worth the effort. Keeping in mind that there are as many ways to do business as there are countries to do business with, here are a few tips for minding your global P’s and Q’s.Building relationships: Few other people are as eager to get down to business as we Americans. So take time to get to know your international clients and build rapport before you rush to the bottom line. Business relationships are built on trust that is developed over time, especially with people from Asia and Latin America.Dressing conservatively: Americans like to dress for fashion and comfort, but people from other parts of the world are generally more conservative. Your choice of business attire is a signal of your respect for the other person or organization. Leave your trendy clothes in the closet on the days that you meet with your foreign guests.Observe the hierarchy: It is not always a simple matter to know who is the highest-ranking member when you are dealing with a group. To avoid embarrassment, err on the side of age and masculine gender, only if you are unable to discover the protocol with research. If you are interacting with the Japanese, it is important to understand that they make decisions by consensus, starting with the younger members of the group. By contrast, Latin people have a clear hierarchy that defers to age.Understanding the handshake: With a few exceptions, business people around the world use the handshake for meeting and greeting. However, the American style handshake with a firm grip, two quick pumps, eye contact and a smile is not universal. Variations in handshakes are based on cultural differences, not on personality or values. The Japanese give a light handshake. Germans offer a firm shake with one pump, and the French grip is light with a quick pump. Middle Eastern people will continue shaking your hand throughout the greeting. Don’t be surprised if you are occasionally met with a kiss, a hug, or a bow somewhere along the way.Using titles and correct forms of address: We are very informal in the United States and are quick to call people by their first name. Approach first names with caution when dealing with people from other cultures. Use titles and last names until you have been invited to use the person’s first name. In some cases, this may never occur. Use of first names is reserved for family and close friends in some cultures.Titles are given more significance around the world than in the United States and are another important aspect of addressing business people. Earned academic degrees are acknowledged. For example, a German engineer is addressed as “Herr Ingenieur” and a professor as “Herr Professor”. Listen carefully when you are introduced to someone and pay attention to business cards when you receive them.Exchanging business cards: The key to giving out business cards in any culture is to show respect for the other person. Present your card so that the other person does not have to turn it over to read your information. Use both hands to present your card to visitors from Japan, China, Singapore, or Hong Kong. When you receive someone else’s business card, always look at it and acknowledge it. When you put it away, place it carefully in your card case or with your business documents. Sticking it haphazardly in your pocket is demeaning to the giver. In most cases, wait until you have been introduced to give someone your card.Valuing time. Not everyone in the world is as time conscious as Americans. Don’t take it personally if someone from a more relaxed culture keeps you waiting or spends more of that commodity than you normally would in meetings or over meals. Stick to the rules of punctuality, but be understanding when your contact from another country seems unconcerned.Honoring space issues: Americans have a particular value for their own physical space and are uncomfortable when other people get in their realm. If the international visitor seems to want to be close, accept it. Backing away can send the wrong message. So can touching. You shouldn’t risk violating someone else’s space by touching them in any way other than with a handshake.Whether the world comes to you or you go out to it, the greatest compliment you can pay your international clients is to learn about their country and their customs. Understand differences in behavior and honor them with your actions. Don’t take offense when visitors behave according to their norms. People from other cultures will appreciate your efforts to accommodate them and you will find yourself building your international clientele.(c)2005, Lydia Ramsey. All rights in all media reserved. Reprint rights granted so long as the article and by-line are reproduced intact and all links are made live.

Article Source: www.iSnare.com

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