How To Start An Online Business

32 Words That Can Change Your Life

We all have ways of testing opportunities that enter our lives. Some of us just dive right in based on feeling, others walk straight into what they know is right by a gut feeling or intuition. And if it’s not gut feelings or emotions that are the tests of opportunities, it is the logical mind persuading us to ignore those feelings and emotions and test it with our reality of reason.

Most of us do not have a predetermined strategy for testing opportunities, or even more generally to test the actions we take and the choices we make in our lives.

There is an easier way to determine if our choices we make and the opportunities we receive ‘pass the test’. This simple 32 word statement of business ethics was first created in the 1930s and used to turn around a failing company. These four questions were applied by each employee to each and to every minute detail of the company’s workings. This little list of four questions from Rotary International, a humanitarian business organization, is the most widely printed, translated and reproduced piece of business ethics today:

Of the things we say, think or do:

1. Is it the truth?
2. Is it fair to all concerned?
3. Will it build goodwill and better friendships?
4. Will it be beneficial to all concerned?

If we built businesses and our lives based on these very simple 4 questions we would be coming from a place completely the opposite of the competitive mind and the lack mentality. As you can see, these questions prompt you to choose what is true, fair, and good, making choices that can build friendships and goodwill. It helps us to see how the choices we make can be beneficial to all concerned.

Because of our societal influences, we most often are inclined to make choices and act based on a competitive mind. This comes from the perspective of lack, scarcity, and ultimately greed.

Any opportunity based on the model of competition and lack will simply not pass the test. Competition promotes strife. It embodies winning one spot, taking it away from all the other people who want it. It misleads people to believing there is only one chance for success, when in reality there is plenty for all.

The competitive model encourages people to rely on a source outside of themselves to give them what they need. This denies the power of their own ability to create what they want. This narrow focus shows they are choosing to ignore the possibility of creating this opportunity in their own lives, instead of trying to win the spot from millions of others.

This simple testing technique takes us completely out of the competitive mind of greed, scarcity and lack. It turns our thoughts and choices toward the positive, realizing there are opportunities we can take that can provide increase for all concerned.

I invite you to use these questions to test your actions and opportunities in your life. If you are seeking opportunity, these questions may help you see things in a different way. In doing this, perhaps you might find an opportunity in your life which truly allows you to benefit the world, while at the same time reaching whatever your dreams, goals, and desires are.

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9 Ways to Increase Business Profits Quickly and Easily

Many business owners who operate a business want as many clients as possible, both those who have just started their business and those who have owned one for a long time. They are, however, not fully utilizing all of their assets as they could be in order to achieve their desired results.

The objective of increasing business profits isn’t only met by attracting more clients. There are several other reasons why a business doesn’t make as much money as it should besides not having enough clients.

Below are 9 Ways to Increase Business Profits Quickly and Easily:

– Focus more time on the important matters – you may not have enough time available to boost your business, especially if you are the one who is serving clients on a regular basis. In this case, you should consider hiring somebody to help. Running a business takes a lot of work, so let the employees handle the day-to-day issues, while you take care of the important ones such as developing strategies for present and future growth. Set aside an hour each week to brainstorm ideas, implement strategies and nurture key business relationships.

– Carry out competitive intelligence on other businesses, especially the ones that are successful and emulate them. This doesn’t mean copying whatever they do. Take the best parts of your competitor’s business and apply them to your own. It is also very important to keep a close eye on the competition, regardless of the nature of your business. If you are running a restaurant, for example, you should inspect the services, the offers and the prices of the competition. By doing a little research on other businesses, you will be able to reorganize, improve your services, adjust the prices depending on the competition, as well as introduce new offers to your clients. By knowing what your competitors are up to, you will always be one step ahead of them.

– Spend less of your gross profit on overhead and ineffective marketing. Lease unused space in your office or warehouse. Track sales as a result of expense. Employ salespeople on a higher commission scale rather than a high base salary. Test and measure for effective marketing campaigns before dumping a ton of money on any marketing campaign that is doomed to fail from the start.

– Instead of competing on price, develop an ultimate strategic advantage™. Emphasize the qualities that make your business stand out and create a whole new positioning in the industry. Find out what really matters to your clients by surveying them and give it to them.

– Talk with clients and find out if they are delighted or not. Ask for suggestions. Dissatisfied customers will not return, while a delighted client will refer others.

– Nurture existing clients. Instead of focusing on acquiring new customers, concentrate on nurturing and maintaining the clients that you already have! Make sure they are pleased with the services you provide for them and pay attention to their needs, desires and complaints. It is very important to establish and maintain good relations with your clients, as they are the ones who keep your business running.

Many business coaching companies encourage selling more to existing clients because it improves a business bottom line by increasing the lifetime value of a client. It also brings new clients, attracted by positive experiences from your delighted clients. Referrals lower your acquisition cost through word-of-mouth marketing and this also adds to business profits.

– Up sell other products/services. Selling extras is known to be a great method of increasing profits. For example, grocery stores strategically place many magazines and snacks near the checkout. People browse and buy these while waiting in line raising the average dollar sale with these extras. McDonald’s is well-known for its up sell before a sale is completed by simply asking a simple question to add on more products (complete meal, fries, sundae, or apple pie).

– Increase your advertising – advertising is expensive but if things work well, the money will definitely return to you. You can also try to make the best use you can out of free advertising. Get the most out of promotions and limited offers, especially around holidays.

– Seek out business coaching advice. Having a comprehensive set of business strategies can help you further, by providing you with new efficient methods of increasing the profits of your business. To operate a business effectively long-term, most businesses will have to deploy several strategies in order to diversify their sources of leads and maximize their profitability through smart marketing, team building, and business process management.

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7 Cold Calling Secrets Even The Sales Gurus Do Not Know

Cold calling the old way is a painful struggle.

But you can make it a productive and positive experience by changing your mindset and cold calling the new way.

To show you what I mean, here are 7 cold calling ideas that even the sales gurus don’t know.

1. Change Your Mental Objective Before You Make the Call

If you’re like most people who make cold calls, you’re hoping to make a sale — or at least an appointment – before you even pick up the phone.

The problem is, the people you call somehow always pick up on your mindset immediately.

They sense that you’re focused on your goals and interests, rather than on finding out what they might need or want.

This short-circuits the whole process of communication and trust-building.

Here’s the benefit of changing your mental objective before you make the call: it takes away the frenzy of working yourself up mentally to pick up the phone.

All the feelings of rejection and fear come from us getting wrapped up in our expectations and hoping for an outcome when it’s premature to even be thinking about an outcome.

So try this. Practice shifting your mental focus to thinking, “When I make this call, I’m going to build a conversation so that a level of trust can emerge allowing us to exchange information back and forth so we can both determine if there’s a fit or not.”

2. Understand the Mindset of the Person You’re Calling

Let’s say you’re at your office and you’re working away.

Your phone rings and someone says, “Hello, my name’s Mark. I’m with Financial Solutions International. We offer a broad array of financial solutions. Do you have a few minutes?”

What would go through your mind?

Probably something like this: “Uh-oh, another salesperson. I’m about to be sold something. How fast can I get this person off the phone?”

In other words, it’s basically over at “Hello,” and you end up rejected.

The moment you use the old cold calling approach — the traditional pitch about who you are and what you have to offer, which all the sales gurus have been teaching for years – you trigger the negative “salesperson” stereotype in the mind of the person you’ve called, and that means immediate rejection.

I call it “The Wall.”

The problem is with how you’re selling, not what you’re selling.

This is an area that’s been ignored in the world of selling.

We’ve all been trained to try to push prospects into a “yes” response on the first call. But that creates sales pressure.

But, if you learn to really understand and put yourself in the mindset of the person you call, you’ll find it easier to avoid triggering The Wall.

It’s that fear of rejection that makes cold calling so frightening.

Instead, start thinking about language that will engage people and not language that will trigger rejection.

3. Identify a Core Problem That You Can Solve

We’ve all learned that when we begin a conversation with a prospect, we should talk about ourselves, our product, and our solution. Then we sort of hope that the person connects with what we’ve just told them. Right?

But when you offer your pitch or your solution without first involving your prospect by talking about a core problem that they might be having, you’re talking about yourself, not them.

And that’s a problem.

Prospects connect when they feel that you understand their issues before you start to talk about your solutions.

When people feel understood, they don’t put up The Wall. They remain open to talking with you.

Here’s an example based on my own experience. I offer Unlock The Game™ as a new approach in selling. When I call a vice president of sales, I would never start out with, “Hi, my name is Ari, I’m with Unlock The Game, and I offer the newest technique in selling, and I wonder if you have a few minutes to talk now.”

Instead, I wouldn’t even pick up the phone without first identifying one or more problems that I know VPs often have with their sales teams. Problems that Unlock The Game™ can solve.

For example, one common problem is when sales teams and salespeople spend time chasing prospects who have no intention of buying.

So I would start by asking, “Are you grappling with issues around your sales team chasing prospects who lead them on without any intention of buying?”

So, come up with two or three specific core problems that your product or service solves. (Avoid generic problem phrases like “cut costs” or “increase revenue.” They’re too vague.)

4. Start With a Dialogue, Not a Presentation

Let’s return to the goal of a cold call, which is to create a two-way dialogue engaging prospects in a conversation.

We’re not trying to set the person up for a yes or no. That’s the old way of cold calling.

This new cold calling approach is designed to engage people in a natural conversation. The kind you might have with a friend. This lets you both of you decide whether it’s worth your time to pursue the conversation further.

The key here is never to assume beforehand that your prospect should buy what you have to offer, even if they’re a 100 percent fit with the profile of the “perfect customer.”

If you go into the call with that assumption, prospects will pick up on it and The Wall will go up, no matter how sincere you are.

Avoid assuming anything about making a sale before you make a call.

For one thing, you have no idea whether prospects can buy what you have because you know nothing about their priorities, their decisionmaking process, their budget, etc.

If you assume that you’re going to sell them something on that first call, you’re setting yourself up for failure. That’s the core problem with traditional old-style cold calling.

Stay focused on opening a dialogue and determining if it makes sense to continue the conversation.

5. Start With Your Core Problem Question

Once you know what problems you solve, you also know exactly what to say when you make a call. It’s simple. You begin with, “Hi, my name is Ari. Maybe you can help me out for a moment.”

How would you respond if someone said that to you?

Probably, “Sure, how can I help you?” or “Sure, what do you need?” That’s how most people would respond to a relaxed opening phrase like that. It’s a natural reaction.

The thing is, when you ask for help, you’re also telling the truth because you don’t have any idea whether you can help them or not.

That’s why this new approach is based on honesty and truthfulness. That’s why you’re in a very good place to begin with.

When they reply, “Sure, how can I help you?,” you don’t respond by launching into a pitch about what you have to offer. Instead, you go right into talking about the core problem to find out whether it’s a problem for the prospect.

So you say, “I’m just giving you a call to see if you folks are grappling (and the key word here is ‘grappling’) with any issues around your sales team chasing prospects who turn out to never have any intention of buying?”

No pitch, no introduction, nothing about me. I just step directly into their world.

The purpose of my question is to open the conversation and develop enough trust so they’ll feel comfortable having a conversation.

The old way of cold calling advises asking lots of questions to learn about the prospect’s business and to “connect.” The problem is that people see right through that. They know that you have an ulterior motive, and then you’re right back up against The Wall.

These ideas may be hard for you to apply to your own situation at first because trying to leverage calls based on what we know about our solution is so engrained in our thinking.

If you stay with it, though, you can learn to step out of your own solution and convert it into a problem that you can articulate using your prospects’ language.

And that’s the secret of building trust on calls. It’s the missing link in the whole process of cold calling.

6. Recognize and Diffuse Hidden Pressures

Hidden sales pressures that makes The Wall go up can take a lot of forms.

For example, “enthusiasm” can send the message that you’re assuming that what you have is the right fit for the prospect. That can send pressure over the phone to your prospect.

You must be able to engage people in a natural conversation. Think of it as calling a friend. Let your voice be natural, calm, relaxed…easy-going. If you show enthusiasm on your initial call, you’ll probably trigger the hidden sales pressure that triggers your prospect to reject you.

Another element of hidden pressure is trying to control the call and move it to a “next step”.

The moment you begin trying to direct your prospect into your “sales process”, there is a very high likelihood that you can “turn off” your prospect’s willingness to share with you the details of their situation.

It’s important to allow the conversation to evolve naturally and to have milestones or checkpoints throughout your call so you can assess if there is a fit between you and the person you are speaking with.

7. Determine a Fit

Now, suppose that you’re on a call and it’s going well, with good dialogue going back and forth. You’re reaching a natural conclusion…and what happens?

In the old way of cold calling, we panic. We feel we’re going to lose the opportunity, so we try to close the sale or at least to book an appointment. But this puts pressure on the prospect, and you run the risk of The Wall going up again.

Here’s a step that most people miss when they cold call. As soon as they realize that prospects have a need for their solution, they start thinking, “Great, that means they’re interested.”

What they don’t ask is, “Is this need a top priority for you or your organization to solve, or is it something that’s on the back burner for a while?”

In other words, even if you both determine that there ia a problem you can solve, you have to ask whether solving it is a priority. Sometimes there’s no budget, or it isn’t the right time. It’s important that you find this out, because months later you’ll regret not knowing this earlier.

Putting the Pieces Together

Have you ever wondered where the “numbers game” concept came from?

It came from someone making a call, getting rejected, and the boss saying, “Call someone else.”

But with the new way of cold calling, it’s not about howmany people you call. It’s about what you say and how you come across.

Do you remember the definition of insanity—continuing to do the same thing but expecting different results?

If you go on using the same old cold calling methods, you’ll go on experiencing the ever-increasing pain of selling.

But if you adopt a new approach and learn how to remove pressure from your initial cold calls, you’ll experience so much success and satisfaction that it’ll really change the way you do business, bring you sales success beyond your imagination—and eliminate “rejection” from your vocabulary for good.

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Characteristics Of A Successful Entrepreneur

Studies have shown that successful entrepreneurs possess these characteristics:

1. Self-confidence

This is that magical power of having confidence in oneself and in one’s powers and abilities.

2. Achievement Oriented

Results are gained by focused and sustained effort. They concentrate on achieving a specific goal, not just accomplishing a string of unrelated tasks.

3. Risk Taker

They realize that there is a chance of loss inherent in achieving their goals, yet they have the confidence necessary to take calculated risks to achieve their goals.

Entrepreneurs are people who will make decisions, take action, and think that they can control their own destinies. They are often motivated by a spirit of independence which leads them to believe that their success depends on raw effort and hard work, not luck.

So which of these three main characteristics is the most important? Believe it or not, it has to be self-confidence. Without self-confidence, nothing else is possible. If you don’t believe in your abilities, then the first challenge that arises may knock you off the path to achieving your goals. Here are a few things to keep in mind for maintaining a higher level of self-confidence.

Positive Thinking

Well, it all starts with a positive attitude, doesn’t it? Believing that something good will happen is the first step. Negative thinking simply is not allowed. You must truly believe that there are no circumstances strong enough to deter you from reaching your goals. Remember too, that positive thinking can be contagious. When positive thinking spreads, it can open doors to new ideas, customers, friends, etc.

Persistent Action

Now all of the positive thinking and believing in the world is useless if it is not applied towards a goal. You have to take action, no excuses are allowed. This action must also be persistent. Trying once and then giving up is not going to be enough. Keep at it one step at a time. If you can’t get by a certain step, then find a creative way to try again or just go around it.

At the beginning of this article we identified a few traits that are common among successful entrepreneurs. You should be able to look ahead and see yourself where you want to be. Now just maintain a strong belief in yourself and your skills, stick with it, and don’t give up. If you can do that, you’re already half way there!

This is how you can set up your online business fast

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