Friday, June 29, 2012

4 Keys to Building Instant Rapport

The foundation for building rapport is based on the exchange of a few basic communication signals. Here are 4 key ways to build instant rapport. This is based on the book, Get Along With Anyone, Anytime, Anywhere by Arnold Sanow and Sandra Strauss.

1. Smile.

A smile is the connecting point of a relationship, whether personal or professional. It signals interest and conveys care and concern. A smile can make or break a connection; its absence can leave others worried or wondering what you’re hiding behind that frown. Tip: Smile when talking on the phone. The listener can hear it in your voice.


2. Shake it up!

A handshake is extremely important in American culture, but you have to know how to shake properly. A limp handshake can communicate disinterest; a bone-crushing one often is perceived as a power play. Be the first to extend your hand. Make eye contact and smile while offering an introductory remark or saying hello. Give about three firm shakes and then release your grip.


3. Play the name game.


People love to hear others address them by name. It signals that they are important. But what if you’re one of the thousands who literally forget a person’s name as soon as you hear it? The easiest and most effective way to remember, is to fully concentrate on a person’s name during the introduction and then repeat it out loud immediately: Susan, it’s a pleasure to meet you. Another idea is to look for a personal connection: Angie! That’s my favorite aunt’s name! Use the name frequently in conversation (but not too much). If it’s an unusual name, inquire about its origin: Houston! Does your name reflect Texan roots?


4. Define Your MO (Marketing Opportunity).

Create a personal commercial – a concise, clear statement of what you want others to know about you. Your statement should define what you do for a living, who you work for and what results your work provides. For example, instead of saying: I work for XYZ Advertising, say: I produce marketing materials to help businesses strategically position their products and services to consumers.

By: Arnold Sanow
Source: Leader's Beacon

Tuesday, June 26, 2012


Can you afford not to implement Key Account Management?

If ~80% of your revenue comes from ~20% of the customer base, can you afford not to pay special attention to a few Key Accounts? When you analyze the 20% segment would the loss of a couple accounts make it impossible to be successful? The answer is typically “of course it would”, so what are you doing to maintain, defend, and continuously provide value to those customers?

We recently analyzed a set of customers for a client and within several of those accounts the customer was growing at a much faster pace than the relationship between the two companies. Meaning, the client was providing business to a competitor instead of providing more business to the incumbent.

When the client looked at the data internally it appeared on the surface that the relationship was solid (8% year over year growth). A problem was recognized when we compared the customers overall growth (17%) and the client’s growth (8%) within the account.

Before downloading and conducting the exercise highlighted below, let’s remember the 3 challenges we’re solving for within our Key Account program:
Defense
Eliminate attrition of your most profitable / anchor accounts
Cross/Up-sell
Sell more where you and the top customers best align
Sell different products to existing accounts (cross sell)
Sell more of the same product to other divisions and business units in the existing accounts (Up-sell)
Over serve the Top
Provide premium services to the most valued accounts

With the above challenges in mind, download the “Key Account Growth Rate Analysis” tool here to compare your growth rate to your Key Accounts growth rate.



After completing the analysis, answer the following 5 questions:
Is your growth rate within each key account aligned with their growth rate?
Are you leading or lagging the growth rate? Why?
Are you hanging your hat on those key accounts that are losing the overall market share battle?
Are you missing cross/up sell opportunities within these accounts?
Analyze the overall market growth rate; are the key accounts you identified still the right accounts?

With the continuous consolidation of vendors in Key Accounts, how long will it be before you find yourself outside looking in at the key accounts in your market? Review the 3 challenges for Key Account management and make sure you’re addressing them before it’s too late. Make sure you’re over serving those Key Accounts that provide the greatest opportunity for growth.

Download The Key Account Growth Rate Analysis Tool Here

By: John Staples

Source: Sales Benchmark Index

Friday, June 22, 2012

                                   7 Small Business Tips to Make 2012 a Huge Success


No one could argue that our world isn’t changing fast—and I don’t mean just technology-wise. Consumers aren’t spending like they once did, manufacturing and shipping costs are fluctuating wildly, and the age of the environment is slowly (finally) being ushered in. On top of that, the Internet has finally really changed the way people shop and buy – not to mention the way we entrepreneurs market our businesses.


If you don’t change your business, and your marketing, to keep up with changing times you can easily become another failure statistic.


Think about it…five years ago MySpace was all the rage. Since then its usage has dropped dramatically, you hardly ever hear about it anymore. You never run into a business owner giving MySpace any time or thought now.

So to help you thumb your nose at all the dire economic news and make 2012 your best ever, here’s my list of 7 things you can do to make it happen.

1) Make a list of what worked and didn’t work in 2011.

Those who do not study history are doomed to repeat it, right? So take a step back and look at where you’ve been. For those initiatives that didn’t work, consider why. Was it the right timing, the right offer, the right target market? Could you have done more marketing? Better marketing?

2) Create a marketing plan.

Yeah, I know. You know you need one but who has the time – or know how – to put one together, right? That’s why I advocate writing a 2-page marketing plan. On the first page, list where you are now (gross and net income, numbers of new and repeat clients or customers, amount you currently work and earn, etc.). Then set goals for where you’d like to be in a year for each of those.

On page two, choose three marketing strategies you’re going to use to achieve those goals (public speaking, email marketing, direct mail, etc.). Include an actual to-do list of steps you need to take to implement each one, as well as due dates for each step.

3) Look to external partners.

Great businesses aren’t built by sitting alone in an office. Any entrepreneur can find someone else to interview, refer clients to, or trade promos to each other’s lists. So seek strategic partnerships and Joint Ventures. And develop a support network of at least one other entrepreneur who’s headed in your same direction you can go to for advice – or hire an experienced coach or consultant. That way you don’t waste a lot of time and money reinventing the wheel.

4) Focus on helping, not selling.

If your business is solely about making money, you’re likely to run into big problems trying to grow. Instead, think about your customer’s wants, needs, problems and goals, and how you can help them. Help them achieve their goals, and you’ll automatically achieve your own.

5) Update your Website.

The Web is one of the least expensive and most effective places to market your business. But with all the competition out there, you can’t just throw up a basic Website and expect it to do much for you. Your site needs to be planned out and built to be an effective salesperson that connects with your ideal client – not just an online brochure that’s all about you and what you do.

6) Stop doing everything yourself.

As an entrepreneur if you want something done the reality is you probably shouldn’t be doing it yourself. Focus your time and energy on the things you’re best at, and that grow your business and make money. Leave the rest to a team of skilled Virtual Assistants.

7) Have a life.

It’s wonderful if you’re passionate about what you do. But all work and no play makes anyone unhappy and eventually burned out. And if you’re married or in a relationship I’d be willing to bet it’s making two (or more) people unhappy. Do something you love outside of work, get some exercise every day, and make time for friends and family. You’ll be more successful, and happier!

Tuesday, June 19, 2012

Succeeding in Tough Times

I've noticed (and I'm sure you have to), while many companies and individuals might be struggling right now, that there is also a group of companies and individuals flourishing. I've also noticed there are some common characteristics found in these companies and individuals who seem to be doing well during some of these uncertain times. Here are five characteristics that stand out:

1. These companies and individuals operate from a win/win philosophy and inherently value their business relationships (customers, employees and vendors). When you understand and appreciate this principle it allows you to create and receive value both on a short and long-term basis, as well as recognize and be in line for new opportunities that begin to present themselves.

2. These companies and individuals have an entrepreneurial mindset. Although it's true that when a boom is going on the entrepreneur is often leading the way, I've also noticed that when the water is high (things are going good), everything tends to even out (everyone seems to be doing well). But when it all starts to go south, it is then that entrepreneurs can rise more quickly and distinguish themselves. Their ability to take risks, be decisive, recognize and seize opportunity and to basically "create", allows them to find a way to make things happen.

3. These companies and individuals have an excellent work ethic and focus. In sports, if you were to ask, who in their respective sport has been a dominant figure, three immediately come to my mind--Tiger Woods, Michael Jordan and Wayne Gretzky. Beyond their remarkable ability and talent, there is also something about these three that help propel them into greatness--their fierce competitiveness and their incredible work ethic. How do you beat the most talented person in the world when they will also out work you and have a "will to win" that is not to be exceeded? Well, the same is true in business. The top performers do not get complacent. They do not rest on their laurels. And they don't decide that because they are doing well or are on top that that is good enough. Their work ethic and drive to be their personal best has allowed previous victories and momentum to carry over into more success (even in difficult times).

4. These companies and individuals have made a commitment to succeed. Making a decision is the prerequisite to all successes. As Jim Rohn says, all good things are upstream, but the natural tendency is downstream. Commitment creates the mindset that allows us to face challenges, shut out negative circumstances and discomfort and then move upstream towards our goals.

5. These companies and individuals operate out of faith. Without faith it is impossible to take risk. Without faith it is impossible to make investments of time and effort in the present hoping for a future reward. And without faith it is impossible to make short-term sacrifices on a consistent basis. Faith allows you to be free to give and be your best, knowing that the reward will manifest itself sometime in the future. Faith also allows you to find the opportunity that often comes disguised in the form of a problem or challenge. While others are "missing it" or spending their time and energy complaining, the person or company of faith is identifying and seizing new opportunities.

Question: How do you rate yourself in these five areas above? I would estimate much of where you find yourself today could be directly related to how well you have fared the past few years in regards to the five points above. The good news is today is a new day, a new opportunity.

By: Kyle Wilson

Source: Living Life Fully

Friday, June 15, 2012


How to Download Knowledge from Boomers to Millennials


Baby boomers, born between 1946 and 1964, total more than 78 million strong and account for 26 percent of the total U.S. population. As boomers age, their choices about work differ from those of their parents. Today, boomers want to remain active longer, postposing retirement to work full or part-time or to volunteer.

Yet, 10,000 boomers retire each day taking with them years of work experience and career knowledge. With current staffing levels pared back as far as they can go, companies are challenged to transfer this experience and knowledge to the next generation of workers.

Competitive pressures have increased the demand for superior performance as a means to keep or acquire customers. The organization’s challenge is to bring the team’s knowledge base up to the required levels of excellence with the least disruptive impact on operations.

Enter the millennials. Born between 1980 and 1995, millennials are entering the workforce at a rapid rate, taking over the boomers who have passed 65 years in age.

Millennials are positioned ahead in the game because they are tech savvy, with every device developed by man almost becoming an extension of their bodies. They are kings and queens of multitasking – they text, talk, walk, listen to music, play videos and type simultaneously. Higher education has taught millennials to work in teams and to appreciate diverse groups. They are the generation most accepting of differences, and social media has made them the most connected and transparent in history, with the ability to use technology to demand societal change if they so choose. Progressive and confident, they want diversity and demand challenge in their work

To share knowledge between boomer and millennial, we must recognize each group’s differences, yet acknowledge the value that each group can bring to the work setting. If is well documented by adult education professionals that adults learn from doing, but we all learn differently. Some are visual learners; others may be auditory or tactile learners. The organization’s system of knowledge sharing from boomer to millennial must relate to all types of learners and incorporate all styles of learning.

Adult learning theory says that for adults to learn, they must be involved in a five-step process:


Show me what you do. (Visual/Tactile)


Write down how you do what you do. (Visual/Tactile)


Let me tell you what I do. (Auditory)


Write down how I do what I do. (Visual/Tactile)


Together let’s try the new way of doing the job. (Visual/Tactile)

Using this five step process will help reach all types of learners and integrate all styles of learning. Using this five step process along with the following four strategies will enable your business to maximize the knowledge share experience between boomer and millennial.

1. Honor Diversity: Capitalize on the millennials’ desire to work in teams. Leverage the boomers ability to lead groups. Build groups with a 6-to-4 split, boomer to millennial. This strategy taps into the strength of each generation and uses these strengths to propel the knowledge transfer within the group. For instance, when our company, Benjamin Enterprises created a marketing cohort of boomers and millennials, our marketing strategy became grounded by solid marketing principles, yet, innovative and forward thinking in our use of social media.

2. Use technology to foster cross-functional collaboration: Take advantage of the millennials’ computer abilities. Create work that allows the millennials to transfer their computer skills to the boomers. Free apps, like DropBox, Sandbox or Google Docs, can be used to manage projects across several departments. Ask boomers to team with millennials to create an electronic version of work processes. Electronic documentation of processes and systems promotes interdisciplinary knowledge share regardless of geographic location.

3. Create a Mentorship Program: The millennial has an affinity for networking. Comfortable with teams, the millennial can co-lead teams with boomers. Human Resource department consultants can be used to structure a mentorship program with commitments and milestones to measure progress and success. The stronger the team bond, the greater they will complement each other to achieve departmental goals. Websites like, Mentor.org can provide helpful advice and free information on how to set up your mentorship program.

4. Provide a Flexible Work Environment: Millennials expect to have fun and make friends at work. To build strong teams, millennials and boomers can play on company sports leagues and jointly work on community events. Balance high work standards and team collaboration with fun events. Popcorn Fridays and occasional Ice Cream Sundae afternoons can keep work fun. Meet with your team and agree on department core values. Professional environments should allow individuals to make critical decisions that can impact department results. If these core values are agreed upon in advance, individuals should be held accountable to adhere to these values. Company cultures that emphasize high levels of achievement balanced by periods of laughter can uncover new process innovations for the department.

Our challenge is to help millennial employees learn new skills quickly through the sharing of knowledge and positive past experiences from boomer employees. Using this system of knowledge sharing will help you to achieve your firm’s plan of succession and gain new innovations at the same time.

By: Michelle Benjamin

Source: Everything Business Corp.

Tuesday, June 12, 2012

Four Rules for Innovative Leadership

Even iconic companies can disappear from the landscape if they aren't constantly staying ahead of the customer. Remember when Blockbuster franchises dotted strip malls around the country? Yesterday's leader can become tomorrow's laggard without innovation and reinvention.

Why can't some companies reinvent themselves? Management consultant and bestselling business author Jason Jennings finds that the problem often boils down to four issues -- attachment, ego, control and complacency. Lead your market by ditching those innovation killers and following these rules:

Forget yesterday's breadwinner. Every product has a life span--don't hang onto your Big Idea until it's on life support, Jennings says in his new book, The Reinventors: How Extraordinary Companies Pursue Radical, Continuous Change (Portfolio/Penguin, 2012). Don't get attached to a product or way of doing business, he says. Form an advisory committee with several trusted customers who will give you feedback on what your business is doing well and what needs to be improved. Then, act on their suggestions. Visit and read about competitors and successful businesses in other sectors to see how they're growing and changing and get ideas that you can apply to your own products and services.

Check your ego at the door. Are you always the smartest person in the room? Then get the hell out of there, Jennings advises. When an employee contradicts you or presents different ideas or solutions, listen and praise them for speaking their minds. Make it clear that no one is punished for ideas, whether they work out or not. Give credit, rewards, and recognition to employees who come up with new ideas. A financial incentive and public praise within the company can help them share in the glory of good solutions and inspire others to come forward. Jennings says it's essential for owners to meet with each employee one time, tell them their ideas are valued and invite them to offer suggestions to the company's management.

Don't be a control freak. Entrepreneurs often have a tough time delegating important responsibilities. The consequence is simple: Delegate or die. Hire smart, creative people and give them specific areas of responsibility. Resist the urge to micromanage--if the task or project was done well, let it stand even if it wasn't done "your way." New approaches might teach you a thing or two.

Never accept the status quo. "'If it ain't broke, don't fix it' is one of the stupidest things ever said in business," Jennings says. You're telling your people to leave things alone until there is a problem instead of actively looking for improvement. Instead, train your managers to be open to new ideas at all times. If there is an environment of indifference in embracing ideas or rejecting them before they've even been heard, you are losing out on innovation opportunities.

By: Gwen Moran
Source: Entrepreneur.com

Friday, June 8, 2012

How To Become An Effective Salesperson: 3 Helpful Tips To Explode Your Sales

If you want to know how to become an effective salesperson, you must first know how to take care of your customers. Why? Because customers are your life source. They’re the ones responsible for the sales of your company. They’re the ones who will tell their friends whether to do business with you or not.

So if you want to know how to become an effective salesperson, you’d better start with your clientele. But how exactly do you go about it? What is the proper salesperson protocol?

Look no further because I’m going to show you some proven tips on how to close lots of sales and get past customers to buy from you again and again.

1) Always be friendly and polite.

As a salesperson, you’re expected to talk to a lot of people in a day. However, you’re also expected to treat each and every person as if they are your first customer for the day.

Even though you’ve explained the mechanics of your product for the hundredth time already, remain friendly and polite. Display enthusiasm when talking about your company. A smile goes a long way.

2) Give quality service.


If you want to know how to become an effective salesperson, always give customers the best service you can give. Don’t ignore them or provide incomplete information. Be as helpful as you can.

I’ve seen a lot of successful salespersons who give their clients useful advice. They’re not exactly giving away confidential company secrets; but rather, they’re helping the customers get what they really want.

Say a young couple is interested in checking out air conditioner A. Help them make a decision by pointing out which model would best suit their lifestyle.

3) Confidence seals the deal.

Having a good game face and attitude helps you become an effective salesperson. After all, nobody wants to do business with someone who doesn’t have a clear idea on what they are selling.

Be confident when talking to your client and stay confident until the end of the transaction. How do you amp up your confidence level? Simple…

Learn as much as you can about the product you’re selling. That way, you’ll be able to answer any question customers might throw your way. Knowing your product’s strengths and weaknesses also helps you persuade them to buy from you. Think ahead of any possible objections they may have and prepare the solutions in advance.

If you want to know how to become an effective salesperson, the path to excellence is laid right in front of you. All you have to do is stick to these three important but basic principles.

By: Michael Lee
Source: PositiveArticles.com

Tuesday, June 5, 2012


5 Rules for Choosing a Business Name

What’s a winning business name? A business name that draws business in itself.

Creating a winning business name takes some thought but is one of the most important things you’ll do during the process of starting a business. Starting out with a weak business name is like trying to golf with only one club in your bag. You may sink some shots but it will be a whole lot harder.

So how do you create a winning business name? Get your family, friends and/or colleagues together for a business name brainstorming session and work through these five rules for choosing a business name:

1) A winning business name has to be memorable – but easy to spell.

Obviously, your potential customers and clients need to be able to remember your business name. But they also need to be able to find it easily if they’re looking for it in a phone book, directory or online. So choosing a business name such as “Crychalwellyn” is a bad idea. Unique is good but difficult spellings are a bad idea.

2) A winning business name needs a visual element.

What popped into your head when you read “Crychalwellyn”? Anything? Most people don’t visualize anything when they read this business name that I invented. But generally we are hard-wired to “see” images when we read or hear language, and incorporating a visual element into your business name can be a powerful aid to customers’ memory (and a powerful advertising tool).

So you want your business name to have a strong visual element to it. The catch is that...

3) A winning business name has to have positive connotation.

Many words have both denotation (literal meaning) and connotation (emotional meaning). A word’s connotation can be positive, neutral or negative, depending on the emotional associations that people generally make. The classic example is the difference between “Mom” (which has a very positive connotation) and “Mother” (which has a neutral connotation). Now you know why they called them “Dad’s” cookies, rather than “Father’s”!

What it means to you is that when you create a business name, you need to choose words that have the positive connotations that you want people to associate with your business – and make sure these connotations are suitable for your business.

If you are starting a trucking business, for instance, you don’t want it to have a weak sounding or negative name, such as “Willow Twig Trucking” or “Kitten Transport”. You want a business name that conveys strength and reliability. A choice such as “Stone Creek Trucking” would be much better. Notice how all these names have a strong visual element.

4) A winning business name needs to include information about what your business does.

Chances are good that your new business is not going to become an international brand. It certainly isn’t instantly going to become as well known as Nike. So you need to be sure that your new business name at least gives your potential customers or clients some clues about what you actually do. That’s why you see so many landscaping businesses that have the word “landscaping” in their name, and hair styling businesses that include words such as “salon” or even “hair designs” in their names.

Including information about what your business does in your business name also makes it easier for potential customers and/or clients to find your business in phone books and directories (both off and online).

5) A winning business name has to be fairly short.

Once again this is vital because you want customers and clients to be able to remember your business’s name (and be able to tell other people what it is)! But it’s also important for promotional purposes. You want a business name, for example, that will fit well on a business card, look good displayed on a sign or in an ad, and perhaps even a business name that will serve well as a domain name and show up well in search if you have an online business. So keep it as short as possible.

And a last tip: think about colours when you’re choosing a business name. Colours will be an important component of your business logo and other business promotion materials and your business web site, and colours have strong emotional associations, too. Red, for instance, is an aggressive colour; its fiery elements are associated with speed, excitement and passion while green is a calming colour associated with growth, renewal and nature.

You’ll want to create at least two winning business names, and three is even better, because once you’ve chosen a business name, the next step is to register it and your first choice may already be taken.

Do you now have a winning business name that meets the requirements of all of the above five rules? Good! Hopefully you’ll be living with the name for your new business for a long time – and it will continue to attract new business.

By: Susan Ward

Source: About.com

Friday, June 1, 2012

The Meaning of the Positive Word, 'Determination.'

The attainment of a worthwhile goal is a rewarding accomplishment. It is a measure of our success. On the road to the attainment of a worthwhile goal there are, however, bound to be sharp turns, crossroads, steep inclines, obstructions, potholes, boulders and delays. A sure way to attain our goals is to enlist three powerful forces, namely, visualization, determination and resilience.

In this article Phil Minnaar discusses these three forces in more detail.

The word ‘determination’ is explained as follows in The Positive Dictionary:

Determination: Be determined to accomplish your goal.

* Determination is the driving force for success.

To set a goal for the future is the easiest thing to do. One can set many goals for the future every day: I am going to become…., I am going to get…., I am going to travel to… Attaining a goal, however, is a different matter.

The attainment of a worthwhile goal is a rewarding accomplishment. It is a measure of our success. It creates a sense of satisfaction and of feeling good. It creates self-confidence to tackle the next goal and even bigger goals. Attaining a goal becomes a step in a succession of successes.

On the road to the attainment of a worthwhile goal there are, however, bound to be sharp turns, crossroads, steep inclines, obstructions, potholes, boulders and delays. There will be hardships, late nights, stress, disappointments and even resistance on the way to the destination.

A sure way to attain our goals is to enlist three powerful forces, namely, visualization, determination and resilience.

Visualization entails the ability to cast the end result of the goal into vivid images of final reality. The accomplished goal can be seen in great detail. The results flowing from the accomplished goal become visible. The visual picture becomes the guiding light at the end of the road to the goal.

Determination starts with the decision to go for the goal, to make the commitment to attain the goal. Determination is also the continuous driving force to overcome the obstacles on the way to the destination. It focuses the mind on the end result. It strengthens the will to carry on to arrive at the destination. It fuels the fire in the belly.

Resilience is essential to dismantle or to get around the barriers in the road to goal attainment. Resilience is the ability to be creative, to deal with impediments, to make a plan, to solve a difficult situation and to cope with adversity. It also entails the ability to be flexible and adaptable to handle changing circumstances and still keep the goal in mind. A resilient person has an inner buoyancy to bounce back after a setback.

The combination of visualization, determination and resilience is a powerful alliance to attain results such as new products, new ventures, new organizations new processes, new inventions, new concepts and more. Together they ensure the attainment of worthwhile goals in our personal lives, in an organization, in a country and in the world as whole.

The road to success is always under construction.

By: Phil Minnaar
Source: authorsden.com