| This Month's Recommended Reading List
|
|
|
Our Partners
|
|
| Suggestion Box
|
Have a suggestion on how we can improve the
IF Newsletter
Click Here |
|
As you may have read in my Bio, I've lived my childhood dream - flying jets on and off of Aircraft Carriers for the U.S. Navy. And now I'm chasing my adult dream - helping others try to make their dreams come true. It sounds corny, but for those that know me personally, you know its real.
Recently, I got an email from a good friend that forwarded me a great video clip. Thanks Coop.
Most people would tell me that it doesn't belong in this Newsletter - that its inappropriate or un-business like. But the nice thing about owning your own company is that "you're the boss" - and right now, I'm the Boss and I'm flexing my muscles. Needless to say, I don't usually forward many things that I get in e-mails, but when something really powerful comes my way, I feel obliged, almost moved, to share it.
Some of you may have already seen the clip, it has had over a million downloads on YouTube and, most recently, it was a part of one of Oprah's shows.
Whatever you have planned for the next eleven minutes, put it on hold, and just watch this video. It's worth it.
Please share it with those you love and care about. And ask yourself three questions:
Are YOU living your childhood dreams?
Are YOU encouraging your children
to chase their own dreams?
Why Not?
You get one ride on this big blue marble . . . Make It Count!
JJ
 |
Greetings!
So far we've talked about foundations, metrics, teambuilding, and systems. And for some of you, it's hard to see how any of that is going to help your business right now. And to be honest, none of them will. The truth be told, there is no magic trick for turning around a business overnight - any more than there is a magic diet pill or an overnight way to fix a marriage. But each of those elements that we've talked about in the past four newsletters, if applied, will help build businesses that will work for their owners - instead of the other way around. And each of these elements if ignored, will catch up to you in the long term, and most likely cause the business to flounder or even possibly fail. That being said, this month is about Sales, Sales and more Sales. It's funny - Sales is the one thing that every small business owner thinks will save their business. They talk about the good times, when "sales" were good, and how "if they could only get back to those numbers again...", it would make a world of difference. So without further ado, let us discuss. . . SALES!
|
|
Make the Sale!
By Don Ingram
 When it comes right down to it, you have to generate sales. If you are lucky, you will have a product that sells itself - but in the long term, that too shall pass. So you ask, how do I sell my product / service? Like every other stage of business - Start with a plan and then move to action. You need other people selling for you - employees help, but you want "raving fans" of your product and cheerleaders of your services. Get out and talk to as many people as you can - potential clients,
business owners, friends and family. Join groups and organizations that are have potential clients or
relationships with potential clients. Become a visible part of your market. Start with people that you know and that know you. It's not only okay, but highly encouraged, to start with friends and family as your first customers, and then broaden from there. People buy from those that they know and / or trust. So sales is about creating relationships and helping others see value in what you have to offer. And relationships take time. Most people don't want to be sold, but they love to buy - so listen and learn what they want, what they need, and what they value. But don't forget in the end to Ask for the Sale!
So where does a sales person start? I would submit with reading and with research. At Impossible Futures, we, like many other businesses recommend getting your hands on some books by Jeffrey Gitomer. One called "The Little Red Book of Selling" is an excellent place to start reading about some of the best ways for you to put practical sales strategies to work immediately. It is also an amusing and down to earth commentary. His follow-on book, "The Little Red Book of Sales Answers" is also filled with practical answers and anecdotes about sales. We'll give another good reference from Gitomer later, but these are a good place to start learning more about practical sales tips and strategies. Next is to research your products and services. Okay, I hear all of you saying "duh" about now, but you would be surprised at how many sales people don't know their own company, let alone the product line. Know what differentiates your company and products from the competition, know the features and and benefits and of course know the "emotional" response that is triggered within your customers by your product.
So, read and research before trying to make that sale!
Click on the link to read the Full Article
|
This Month's Book Summary
Little Red Book Of Selling
by Jeffrey Gitomer
A more electrifying and "in your face" book on sales you probably won't find. Jeffrey Gitomer is, if nothing else, passionate about what he does - and what he does is teach people how to sell.
 If you only have time to read one sales books out there, this is the one to read - it has something for everyone - 12.5 Principles on Sales Greatness to be exact. And there is nothing held back. Many look at this book as an over the top, ego centric, self aggrandizement of Jeffrey Gitomer, but the book is a lesson unto itself. His style of writing is the way it is, to make a point. Sales people have to be confident and they have to understand of whom they are selling. And Jeffrey Gitomer wrote this book for Sales People - not Daycare Givers, Nurses, or even Garbage Collectors. His attitude is the way it is for a reason and it works. In fact the color of the book is RED isfor a reason. RED is vibrant, bright, fiery and is the color of passion. The book is RED because these are all traits that every great salesperson has. As part of the summary, the following is a cursory glance at the 12.5 Principles of Sales Greatness. But there is so much more. I highly recommend this book for every business owner and salesperson - you will learn more than you can imagine - and will see direct results in your sales. 1. Kick Your Own Ass! - In the opening chapter, Gitomer drives home the point that there is one person and one person alone who is going to help you become a better salesperson - you and you alone. 2. Prepare to Win, or Lose to Someone Who Is - This chapter focuses on the idea that "increasing sales" is about preparation, in every aspect of the sale. Gitomer emphasizes that those that know who they are selling to always outperform those that don't.
To read the entire summary of the Little Red Book of Selling, click here.
|
|
Tip of the Month
Sales Down?
Business In the Red?
Take Control Of Your Sales Volume
Start Hitting Your Target Audience
With a Direct Marketing Campaign!
As effective as this form of marketing / sales is, most small businesses do the exact opposite! Why? Because most advertising agencies, and those that get rich from marketing concepts, like to perpetuate the notion that you need to compete with the big boys - those with big budgets - and broadcast your message to a large audience. That's how they make their money - not how you generate sales. And most importantly, that is NOT how
successful small businesses generate sales.
Below is a list of steps that are proven to work in generating sales in your business. It's not about group mailers or newspaper articles. It is about getting your unique selling proposition - the reason your current clients choose you over every one else out there - in front of more people who are just like your current client.
Step 1. Figure out who you clients are - what they look like, where they live, what they like and what they don't like. Find out everything they will tell you. And if you have to, bribe them with a gift. Step 2. Find out why they shop with you - what makes them choose you over every other option they have to spend their money. Step 3. Write a message (sales copy) that would appeal to them - something that would bring them back to your store to shop for more. Step 4. Send it ONLY to your clients and prospective clients that look and act like and live near your existing clients - not everyone and their Grandmother cares about your unique selling proposition. Hit the right people . . .
With the right message . . .
Using the right media . . .
At the right time.These four steps only scratch the surface at ways to improve your sales - Right Now!
To find out more ways that
YOU can take control of your sales volume,
call our Toll Free, No Hassle 24-Hour Hotline at
888-439-6843, ext 222
to receive a Free report on
Direct Marketing For Small Businesses.
|
At Encompass C3, Your Business is Here!
Encompass C3 (Conferencing, Collaborating, and Connecting) is a labor of love that the partnership of Jody Gough (CEO), David Gough (CFO), Marty Barnhart (COO), and Angela Smith (CIO) have been nurturing for a long time. The dream is to provide small businesses all the amenities of larger businesses, without the high costs. Wishing to originally open in May 2007, the dream has come alive as the doors flew open to the "first" Encompass C3 Center in January 2008. The plan is for multiple sites around Omaha, Nebraska, to spur a revolution in small business that builds growth, opportunity, and relationships.
Mission Statement
To provide an evolutionary, high quality conference and collaboration business environment that is wholly accessible, safe, secure, and reliable for small to medium sized organizations to interact with their clients and customers on an as needed or required basis.
Vision
To create a professionally charged business atmosphere, where innovation and creativity achieve breakthrough results in a Best-in-Class facility specifically tailored to the needs of genuine, trusted and respected small to medium sized organizations.
EncompassC3 supports a vision, mission and commitment to provide an energetic atmosphere for small to medium sized businesses, either home-based or mobile, looking to grow their business through networking.
Encompass Conferencing, Collaborating and Connecting centers provide a safe, professional atmosphere in which to conduct business. Offering facilities and services in an a la carte fashion - including secured wireless Internet access, fax, printers, virtual office, video teleconferencing, 3 tailored sized conference rooms and much more! Contact them today to reserve your hourly, daily, or weekly office or conference room at 402-991-2115 or visit their website - http://encompassc3.com.
|
|
|
|
|
|
|
