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| A Note From Wendy
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Greetings! ,
Welcome to another addition of On the Edge!
I know I typically send this mid-week but this was a busy week for me and I only finished up on my article! I did not want to wait any longer to send out my ezine so I am sending it late in the day on Friday. Because many of my readers work in their businesses during weekend events I wanted them to have this information for their continued sales success. It is called Getting Around "NO!" When Selling to People. I was invited last minute to speak on Thursday morning at the Surrey-Guildford Rotary Club's breakfast meeting. I thoroughly enjoyed the opportunity to keep spreading my radiant marketing message to fellow business people, entrepreneurs, and in general, people who make service part of their business. I want to thank everyone there for their warm reception and, as well, in honouring me with a VERY unique thank you gift. The Rotary Club of Surrey-Guildford is a proud sponsor to Canadian Eyesight Global--an organization that raises money to help pay for eye care and surgeries in India. A gracious organization doing super work! What was really cool, as a thank you gift for speaking the club offered to pay the cost of one free cataract surgery in my name in rural India. I feel very honoured by this gift and want to encourage my readers to support this great organization and its work by going to its website at www.CanadianEyesight.org
Now, if you are like most work-at-home entrepreneurs slipping into your office on a weekend is too easy to do to catch up on one more project, finish that last invoice, or in my case typically find some quiet time to write. But I want to reinforce the idea that as small business owners we often carry HUGE responsibilities the rest of our workdays so it is important to stop and rest over the weekend or a specific day you decided to take off. We must find time to recharge our creative entrepreneurial juices, if you will, and enjoy activities that feed our souls, engage our minds, and add fun into our lives. This past weekend I did just that myself with one of my favourite hobbies-photography. The Langley Car Show -hosting classic and rebuilt cars spills into this small community every September. It is one of my favourite opportunities to go "play"-which I did! Here is one of my photos to the right!  Click here to see more photos Every time I allow myself the space to enjoy activities I love I am inspired, refreshed, and reconnected to my BEING. We all spend a lot of time DOING but it is in our BEING that really reflects our unique characteristics, joys, and, gratitude. This is so important that I actually schedule "play-dates" into my calendar on a regular basis to recharge my energy. I also teach my coaching clients to do the same. Which bring me to the point that I still have openings in my 90-Day Marketing Make-Over Group starting soon! Please join me in making 2010 your best year! Enjoy this edition of On the Edge! and welcome to all my new readers! Until next time I wish you radiant success!
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Radiantly Yours,
Wendy Burge
P.S. I would love to hear your feedback, questions, or current business challenges. Feel free to contact me by clicking here.
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| September 18, 2009 |
Vol 1, Issue 21 |
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| Featured Article
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 Getting Around "NO!" When Selling to People
by Wendy Burge
For many people the idea of going into sales was not the career choice they would have made. However, as an entrepreneur, no matter what your business does/is, you are in the career of sales. Cleverly disguised at first, we trick ourselves that people will just naturally want what we have so that we won't have to "sell ourselves or our products". And, if well-marketed to the right group of people, it will seem as if the selling process is totally invisible.
Regardless, though, turning that prospective person into a paying client still requires a sales process-no matter how you want to look at it. As entrepreneurs, we will eventually have to get use to being sales people and to really understanding the selling process comfortably if we want to grow our business profits.
Most important to understand is how value judgements are constantly being made in the minds by the people we are asking to purchase our products or services while we are speaking to them. Recognizing the values of the people to whom we are selling is a big part of creating a profitable outcome--known as the "closing" of the sale.
There are four direct value judgements which people are weighing when we are "pitching" our businesses that you must be aware of in order to make the sale. Learning to craft your sales script with these points can move you from "No!" to "Yes!" easier.
· The value of the product or service for them. The transformational experience is what must be sold not the deliverable--your specific services or products. It is in the transformation from a 'before and after' stand point that people must find value. Even more so, what would life be like if they don't decide to buy your "change agent". · The truth in the information which is shared. Authenticity is a key to selling because people want to trust the expert who is offering them the possibility of something different. Have a "care to share" message of what could change for them instead of a heavy hitting marketing pitch. People must trust what you say and do as being authentic or they will shut down when your information comes across as "salesy". · The belief they need what they are hearing. There has to be relevance for the buyer to even want the product or service. So, first, you must really hear what their need or problem is. Then, provide vital scenarios that will project "what if" cases to give clues as what could happen if they don't use or act on your offer. As an expert in your industry, demonstrate how you can help them before they even know they need your help, assistance, or resources. · The acceptance of what is being sold can be used. People want to know what problem will be solved by using your service or product. With hope, they desire to find help in making their situation better, faster, or easier with your expertise. Show them how you can do this. © 2009 Wendy Burge - Radiant Edge Consulting. WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Radiant Business & Marketing Coach Wendy Burge publishes the On the Edge! bi-weekly ezine--Where business, marketing, and lifestyle meet. If you're ready to have radiant marketing, make more money, and have more freedom in your small business, get your FREE tips now at www.RadiantEdgeConsulting.com |
| Marketing Quick Tip
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Get them on your list! - Build Your Database 
You've got your well-crafted marketing message, you've got your product or service, you've been networking and have your website launched but you still don't have anyone banging on your door for business.
Its time to look at your database. You must build your list of contacts for follow-up after networking, to capture contact information from visitors at your website, and store contact information about the clients you currently have.
Let them learn more about you, your services, and most importantly how you can help them--even if they aren't ready to buy that moment, by using a variety of marketing channels; email, social network sites, phone, and direct mail.
Because you kept in contact and top-of-mind with them all along you will be the first person they turn too when they are ready to fix that problem they know ONLY YOU could help them with!
So start collecting business cards when in person or names and email addresses online from your website vistors. Create a simple follow-up email system either using an email marketing program just like this one called Constant Contact to send tips, e-newsletters, special announcements or important information about your business.
If money is tight start an email marketing system, as a simple contact file in your Outlook account to record names and email address for easy email follow-up. Make sure you Blind Copy or BCC your emails so that everyone can not see all your other contacts' email addresses. |
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Wendy Recommends
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90-day Marketing Make-Over Group
Are ready to set your business marketing strategies
on fire for 2010?
Yes, that is only 4 months away before a whole New Year starts!
Then its time to focus, build a plan, implement systems,
and move into action now!
Join me for a 90-day Marketing Make-Over with 6 other small business owners who are ready to light the flames of passion, position, and profits.
This exclusive marketing group will start in October.
I will work through common marketing challenges, help you build a new plan of action, and show you ways to implement your systems.
Furthermore, as a group you will not only learn these strategies, but will get guided, supportive action weekly as a group and individually.
Here is what you will learn:
- Marketing & Sales Basics
- Creating a Marketing Funnel of Your Products and Service
- Website Creation and Enhancement
- Finding & Attracting Your Ideal Clients
- Positioning Your Expertise In Your Industry
- Relationship Marketing Strategies Offline and Online
- Leverage and Systemize Your Marketing Efforts
- Social Network Marketing
- Developing Your Marketing Blueprint for 2010
Plus much, much more!
I will coach 6 owners to maximize their marketing by creating a simple marketing plan, leverage their current marketing systems, and build in MUST HAVE marketing strategies that leverage time!
All for the fraction of the cost of private consulting.
The investment for this 90-day Marketing Make-Over group is $349 a month
for three months.
You can pay it all at once and save $100, so your investment is $947 or spread the payments out for three months of $349.
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| Who Is Wendy Anyway?
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Wendy Burge is a Radiant Small Business Marketing Coach, ezine publisher, author, speaker, and entrepreneur. She helps solo-professionals and entrepreneurs like YOU take your businesses to the next level using creative, effective, and affordable Relationship Marketing Systems & Strategies - online and offline! 
Wendy helps you:
- build your database of clients and prospects and
determine the best ways to market your business to your unique target market
- network effectively plus develop follow up systems
to stay on top of mind with contacts at all times
- create marketing and advertising plans and campaigns that get results
- design and help you write your website copy in order to bring you leads
- delegate and automate your business to give you more free time to do what you love and to live your dream lifestyle
- find creative ways to get in front of your clients which all lead to more customers and increased sales
- develop information products, membership programs, and other residual forms of income to leverage your expertise and resources
- add elements to your business model such as speaking, writing a book, holding live events
- gets you where you want to go in your business
Not sure where to start?
"Give me 47 minutes of your time and I will help you...
Clarify where you need the most help,
establish a starting point for best results,
and offer resources, tools, and programs to help you take
the best action for your business all for $47."
Test-drive my services. For less than the cost of a tank of gas I will help you discover the best place to invest your time, dollars, and energy in your business and marketing.
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| Biz Building Resources
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I have selected some really valuable business building tools every small business needs to know about!
There are many great web based software programs on line to help assist businesses these days. These are a few I often share with clients and use my self. 
1. Mozy.com - This is the best online data backup system! (It's a MUST to have a web-based backup system because you KNOW you won't do it manually yourself often enough! Plus best of all your information is always accessible at anytime online - just in case!)
2. 1ShoppingCart.com - The most used resource for online ecommerce, auto-responders, affiliate program, email marketing and more if you want to sell items for your business online--all of my colleagues and mentors use it--and me too soon!
3. ConstantContact.com - This is the email marketing program I use and you're reading right now. I recommend it if you don't have an email marketing system or shopping cart system that does this for you. It offers some great features like email archiving, survey options, and auto-responder options.
4. AudioGenerator.com - This is the easiest way to add audio to websites and emails! Set up your account, call in to activate the reording, and receive the audio formatted in html code for your website plus it gives you play buttons, etc. to put on your site.
5. PracticePaySolutions.com - This is a merchant services payment processing company most recommended by my colleagues; it works well with 1shoppingcart.
6. GoSolo.com - This is a great, inexpensive 800 phone system. I use this for my business and love that I can access my messages online. It sends me an email when someone leaves me a message. I then can log into my account to listen to it. Can't get any easier! It also offers fax, email, and web conference services as options to their packages.
7. Ning.com - This site allows you to create your own F*R*E*E social network! Do you have a select group of client programs, services, or a special interest you want to share about your business? You can create your own personal group for it and your members can talk to each other and share ideas.
8. InstantConference.com - This is a F*R*E*E conference line solution for teleclasses or recording calls of any sort. I use it and love that I can record my calls on my own private number with access code as well. Within three hours of the end of my call they email me links to my recording in an MP3 format!
11. Vistaprint.com - This is a digital web-based printing company. It offers tons of template options for business cards, brochures, postcards and more. They have SUPER promos - so make sure you get signed up on their email list. Make sure you click on your country's flag to get accurate pricing although.
12. Cafepress.com - This site is another digital printing site that allows you to set up your own online retail store. I use this site to create my own promotional items that I can purchase from myself at a great deal and or sell; like T-shirts, mugs, and tote bags all emblazoned with my logo.
Resource Disclaimer:
Radiant Edge Consulting and Wendy Burge do not represent or endorse the accuracy or reliability of any of the third-party recommendations above or the quality of any products, information, or other materials displayed, purchased, or obtained by you as a result of an offer in connection with any company listed. Please do your own due diligence before purchasing any product. | |
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