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Experimenting with Different Packaging
In this article, when we talk about 'packaging', we're not referring to the physical packaging of your product (e.g. cardboard box).Rather, we're referring to the way your product is positioned in the marketplace. Here's an interesting story that highlights the importance of packaging:In the early 1900's Kraft created a cheap powdered cheese designed to have a long shelf life.Unfortunately for Kraft, the product was a flop and they ended up dumping 6 million pounds of the powdered processed cheese with the U.S. Army.In the mean time, a clever salesman within Kraft decided to combine the powdered cheese with macaroni pasta to create 'Kraft Dinner'.The product was an instant success and was marketed to families as a cheap

business world', I can hear you say. 'If it were that easy, why don't I already have all the clients I want?' Well there are a few possible answers. Some of us have entered the commercial garden, but forgotten the birdseed! Others haven't even taken the birdseed out of the packet. Some of us have the birdseed in our hand, but clenched so tightly the birds can't get to it. If you are to adopt the latter approach, it's important to spend some time selecting the right birdseed. So what's your birdseed? To answe

Now it's Time to Get Your Feet Wet
Part 4 of Having Your Successful BusinessCongratulations! You have learned “how much pie” you want, how successful people talk, and what the best vehicle is to achieving your goals. In this final section, its time to discover why you haven’t started yet.The biggest thing that holds people back is fear. Fear can be defined like this: False Evidence Appearing Real.It can be comforting to know that each morning we wake that nothing unusual is going to happen.Wake up, go to work, come home, eat dinner, watch some TV, go to bed, and repeat.Nothing magical happened just then. That’s life in a nutshell; spending nearly two-thirds of our life at work.But if you have read this series then fear probably isn’t a concern

Whether you are already running your own business, or still thinking about starting your own business, I suspect that deep down you know you have gifts and talents that can really make a difference to others. In an ideal world, you'd spend the majority of time doing the work you love to do, with a steady stream of clients knocking at your door as and when you want them. The reality, however, can be somewhat different, and the whole process of finding new business can be a time consuming challenge full of uncertainty.

Some would be entrepreneurs are so intimidated by the idea of finding clients that they never put their dreams into action. Others start promising businesses, yet give up disillusioned by the frustrating lack of clients. Some die-hards persist, but at great emotional and financial cost as the uncertainty about attracting and maintaining clients takes its toll.

But it doesn't have to be this way. There is a way to reverse the sales process. Imagine, if you will, a situation where instead of having to go out and chase new business, qualified buyers are seeking out YOUR expertise. Imagine putting your marketing efforts on 'automatic pilot' so the right work turns up as and when you need it. Imagine being able to pick and choose which projects you want to work on. Can you imagine having the confidence to turn down work that doesn't meet YOUR criteria?

Here's a metaphor that nicely sums up this approach. Imagine two boys in a garden. Both of them want to catch birds. One of them is frantically chasing after birds; the other just stands still holding out birdseed in his hand and waits. Instinctively, most of us recognise that the second boy will be more successful. Yet most sales techniques used by businesses today involve some form of 'chasing' with the net result that prospective clients are scared away. In this article you will discover how the birdseed approach can help you attract rather than chase clients, and even get them eating out of your hands!

'But that doesn't apply in the business world', I can hear you say. 'If it were that easy, why don't I already have all the clients I want?' Well there are a few possible answers. Some of us have entered the commercial garden, but forgotten the birdseed! Others haven't even taken the birdseed out of the packet. Some of us have the birdseed in our hand, but clenched so tightly the birds can't get to it. If you are to adopt the latter approach, it's important to spend some time selecting the right birdseed. So what's your birdseed? To answer

How to Transform Your Voicemail into an Effective Medium of Communication
“Hi this is Randy. Leave me a message after the beep and I’ll get back to you as soon as possible. Thanks and have a great day.”Garbage.This is an example of a typical outgoing message that makes callers feel like they really are talking to a machine. Now, we’ve all heard this cookie cutter message about a zillion times, but honestly – it hurts me more with every call.This doesn’t make a voicemail message bad. It simply means that the voicemail is not totally leveraged. So, for the sake of your callers and my ears, I want to share six techniques that will transform boring, robotic voicemail into an engaging, fun and personable medium of communication.Noise Have you ever left a message on someone’s voicemail who

tainty.

Unemployment: Become Your Own Job Coach
After we've read all the advice, listened to the Job Fair lectures, and heard what our friends and co-workers tell us, it is still terribly difficult to go out and do things that are really uncomfortable.Mailing out resumes and submitting applications on line is so safe. We're not risking ourselves because it is impersonal and anonymous. We know, deep down, that the chance of a positive response is minimal but we tell ourselves that we're doing something positive about our situation.The real key to finding a great position is networking. We've all heard it a thousand times and we know in our hearts that it's the most fruitful route to pursue. But unless you're a super-gregarious and thick-skinned sales type, it is much harder to do than it s

ad of having to go out and chase new business, qualified buyers are seeking out YOUR expertise. Imagine putting your marketing efforts on 'automatic pilot' so the right work turns up as and when you need it. Imagine being able to pick and choose which projects you want to work on. Can you imagine having the confidence to turn down work that doesn't meet YOUR criteria?

Cave Paintings, Baseball and Connecting
There’s no such thing as a captive audience--any of us can tune out at will. It may surprise you, then, to know that keeping people’s attention in this high-tech age takes the same know-how we had in neolithic days.The evidence of cave paintings points to our ancestors’ grasp of the power of image and symbol. Their striking use of imagery was likely matched by equally powerful storytelling.To explain the nature of their business, many consultants create information packages. However, communicating is not simply the act of sending information to an audience.Picture this: You’re in a park and, unexpectedly, you’re hit by a baseball. That baseball is information, but you weren’t expecting it, so you don’t know right away

ically chasing after birds; the other just stands still holding out birdseed in his hand and waits. Instinctively, most of us recognise that the second boy will be more successful. Yet most sales techniques used by businesses today involve some form of 'chasing' with the net result that prospective clients are scared away. In this article you will discover how the birdseed approach can help you attract rather than chase clients, and even get them eating out of your hands!

2000 Percent Solutions from the Real World (1) - The Japanese Pharmaceutical
ACSEA, the forty year old 2bn USD South East Asian subsidiary of a Japanese pharmaceutical group suffered a blow to its pride in 2003. A competitor which started operations just ten years back now surpassed it in the volume of Pharmaceutical-A produced, and its cost was now 13% lower than ACSEA's. The only hopes of responding effectively lay in the company's South East Asian Technical Centre whose role is to provide technical support to the factories and develop process technologies aimed at cost reduction for the organisation.However morale at the centre was low, and its contributions to cost reductions for Pharmaceutical-A amounted to a measly 1% per annum. Hiroyuki Fukushima, a general manager with ACSEA, was sent to head the centre in July 2003

1. Take a moment to think about your prospective clients. What are their concerns and fears? What problems are they struggling with right now? What are their hopes and desires? Be willing to think laterally as you think about what is most important to them.

2. The next step is to align what you have to offer with their most pressing concerns and needs. How can you help your target clients even before they become a client of yours?

3. It's important to emphasise that you already have skills, knowledge and expertise that is valuable to your prospective clients. The trouble is most of us take what comes naturally to us for granted, and completely underestimate the value of what we know to our prospective clients.

Not only is what you know very helpful, you could be using it to attract your prospective clients, by packaging your knowledge and expertise in a form that meets one of their current needs. A classic way of doing this would be to offer a free report or information pack which answers a question or solves a problem that your prospective clients have.

For example, if you are a recruitment consultant, you have probably noticed that some of your existing clients are more successful at attracting and retaining talent than others. Now if you sit down and reflect upon this, you could probably come up with five things that the companies who are successful at retaining talent do that others don't. This could be based entirely on your personal observations over the years. Voila! Flesh out your opinions and you now have a report, '5 ways attract and retain talent' or ''What companies who are successful at attracting and retaining clients do that their competitors don't'

This does not need to be a ground breaking piece of academic research. I want to remind you that you already have an opinion on this, which may well differ from

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How 3 different companies treated me poorly and how they will do the same to you.

For many years I felt that if you scratched any American you were scratching an entrepreneur. This is the country where entrepreneurial activity is most possible and seemingly every citizen has an idea with commercial potential. Sadly, over time, I realized I was wrong. If you scratch most Americans you are most likely scratching a dreamer.

Secondly, make sure that you not only include your contact information, but that you prioritize the information that you'll be able to make the best use of. For example, if your email account is set up to automatically process inquiries from clients or potential service providers who can be of help to your business, don't place your phone number above your email account on your business card. In fact, if you don't particularly ....

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