When a customer walks into your office, don't sell them the first product that comes to mind. Sit them down and evaluate their needs, than sell them the products that meet their needs.

I once worked with a guy in the banking industry, who was one of the best at explaining the benefits and features of our products, the only problem was, he was spending so much of his time explaining, but never selling anything.

He never sold anything because he never took the time to get to know what his customer's needs were, therefore he was attempting to sell them things that they didn't really need.

Nobody will buy things that they don't need.

This is why it is so very important to evaluate your customer.

Start off by making your customer as comfortable as you possibly can, talk about non-business topics such as the weather, sports, or a current event.

Once you and your customer have built a good enough report, start to ask some questions so that you may evaluate your customer's needs.

You can begin by finding out why your customer came into see you in the first place. Find out what products they already have. Find out if they already deal with one of your competitors. If so, find out all you can about the products and services they have with your competitor, so that you may compare products and fee's. This is a perfect opportunity to let your customer know how much better your products and services are compared to your competitors.

Find out what it is they need and can afford, than sell them the products you believe to be ideal for their needs.

Once you have evaluated your customer, the chances of making a sale will be very good, because you will now be offering your customer something they need and can use, so they will most likely buy it.

The last thing a customer wants to hear about, is a bunch of stuff they don't need. They have a reason for coming into see you, so find out what that reason is and do all you can to satisfy their needs.

Don't waste your time trying to push off all of your products on them at once. This time can be better spent evaluating them.

Get to know your customer, evaluate their needs, than meet their needs with the appropriate products.

By evaluating your customer before you sell, you will find that the sales process will come much easier to you. Good luck.

Author Bio

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site.

Article Source: http://www.ArticleGeek.com

A magnet has the properties to attract certain metals, and a magnetic person has the qualities, talents, or skills to attract others in a magnetic like manner.

In the world of network marketing, how can someone acquire that type of personality, how can someone become a magnetic sponsor, and develop a large base of customers using magnetic like attributes?

Before I answer that question, read this quote:

"Nobody who bought a drill actually wanted a drill. They wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes - NOT information about drills!" - Perry Marshall

There is a lot of meaning behing this quote, but in a few words it contains the secret to becoming a highly successfull magnetic sponsor.

Would you rather spend $200 bucks on a drill, or first get free or inexpensive information to learn how to operate that drill properly and effectively? If you are like me, I am sure you would first learn more about how you can make a good hole with this tool before  making that kind of purchase.

Would you rather buy from a salesperson who insists that his/her drill is the best tool  for what you want to do? I wouldn't. Because I don't like to be sold, and I don't like people to pitch their sales number on me.

Would you rather buy from a person who gave you free information or inexpensive information on how to properly operate, and get the best  results from that tool, and who did not try to pitch a drill on you?

Again, if you are like me,  you would buy from a person who first took the time to educate you on how to make that hole proper. In your mind, this person is an expert in his/her field,  he/she knows what he/she  is talking about. So you sell yourself on buying that drill from him/her.

This is what many network marketers keep doing, they keep pitching their opportunities on their family, friends, relatives, and get all hyped up on the net, on their ads, and every one they encounter. But guess what?  People do not care about your business opportunity, what they care about is a solution to their problems. In other words, you did not buy a business opportunity (drill)  because you wanted one.  You wanted a solution (hole)  for more free time to spend with your family,  be your own boss, earn a living online, or get rich, etc..

So, what you need to do instead of pitching your opportunity to your prospects, is to sell them inexpensive or give away free information that shows how to solve problems - how to drill that "hole."

If you can show them how to make that "hole",  your prospects will come to the conclusion on their own without you pounding hard on them that they need a drill from you. Why? Because  you gave them free knowledge  or inexpensive information on how to accomplish their goal, and therefore earning their trust in you.

This is one of the main principles that will allow you to become magnetic and attract your prospects  to come to you, instead of you chasing after them.

Author Bio

David Pineda is an active affiliate of Magnetic Sponsoring and of Turn Words Into Traffic. To request the complete free 10 day boot camp training course send an email to: networkmagnetism@sbcglobal.net or go to: www.davidhpineda.ws

Article Source: http://www.ArticleGeek.com

There are few images as recognizable throughout the world as the Coca-Cola brand.  Travel to the furthest reaches of the globe and you will probably encounter it on a clock or a sign, if not on the drink itself.  Marketers today look to the Coca-Cola brand as a model of marketing power.  Its image has transcended national borders and cultural barriers to reach almost everyone on earth.  How did the Coca-Cola symbol become such an omnipresent image?

Beginning in 1886, Coca-Cola president John Pemberton began traveling the country introducing pharmacists to the drink.  At that time it was considered a medicinal substance that could relieve headaches and other minor woes.  Candler distributed clocks, calendars and other items laden with the Coca-Cola logo as he toured the country, spreading the brand and selling his product. 

From there the brand continued to penetrate further around the world.  The bottling rights to Coca-Cola were sold  in 1899 and in 1915 the Root family submitted a standard size bottle for distribution, but it was too fat in the middle. The Coca-Cola Company liked the bottle so much they thinned it down and has been used ever since and is called a Hobbleskirt Bottle.  By 1920, with new bottlers springing up all the time, the brand had expanded into Cuba, France, Puerto Rico and other territories.  Its world dominance would increase further with World War II, when Coca-Cola promised that "every man in uniform gets a bottle of Coca-Cola for 5 cents, wherever he is, and whatever it costs the company."  Suddenly Coca-Cola could be found throughout Europe as American GIs carried it with them, and by 1960 the number of countries with Coke bottling plants had doubled.

Today Coke remains a powerful brand with over a century of history behind it.  As a result, items featuring previous incarnations of the Coke image have become classic pieces of Americana.  The success of the Coca-Cola brand has made it an icon not just in the world of brand marketing but of American history.  It symbolizes the popularity of a soft drink as well as the dominance of American entrepreneurialism in the twentieth century and beyond.

Author Bio
Bob Zurn and his wife Joyce own and operate Cola Corner, the leading online provider of Coca-Cola collectibles.  Cola Corner provides a wide selection of Coca-Cola posters, novelties, clothing, and furniture.  Visit them online today at www.colacorner.com/novelties.html to view their classic collection.

Article Source: http://www.ArticleGeek.com

Selecting a name for your new business is not easy. A name does more than identify your company. It tells customers who you are, what you do, and more than a little about how you do it. Your name differentiates you from your peers, peaks customer interest, and invites further investigation -- if you do it right.

I didn't do it right. At least, not at first.

All entrepreneurs make mistakes, and I made one of my first ones right off the bat. Thrilled with the fledgling business I was starting, this precious enterprise so near and dear to my heart, I christened my company Diadem Communications. Diadem means crown-- a fitting name for what I felt was a
crowning achievement.

What does Diadem say to you? Does it evoke thoughts of me coming into your company, training your sales team to be the best booth staff ever, ensuring that every single trade show you attend turns out to be amazingly successful? Does it make me sound so good that you just can't wait to hire me?

No. It doesn't say that to me either. And even worse, it didn't say that to any of my potential customers. Going by name alone, no one would be able to determine the least bit of information about me, my company, or the services we offer. The name said nothing, and it did nothing for me.

The name had to go. More importantly, it had to be replaced by something effective. How do you come up with an effective name? Consider these six elements:

An Effective Name:

1. Tells Who You Are: Your name should reflect your identity. This is an essential aspect of branding. You'll be promoting this name, getting it in front of as many eyes as possible as often as possible. How do you want the public to think of you?

For some, that means integrating your personal name into the name of your business. This is very common in some professions: legal, medical, and accounting leap to mind.

Others prefer a more descriptive name. One successful small baker runs her business under the name "The Cookie Lady" because that's how her first customers identified her. It's doubtful that most of the customers even know her first name (It's Pat) but everybody in her market knows "The Cookie Lady".

2. Tells What You Do: It's incredible how many company names give little, if any indication of what type of work the organization actually does. Take the following examples:


Smith and Sons
Hulbert Brothers
Only One


Can you tell me what any of these companies does? Of course you can't. They're relying on customers already knowing who they are (a tricky proposition for new businesses!) or by having their name found in 'context', such as a yellow pages or on-line business directory.

3. Tells How You Do It: Words are very powerful. By carefully selecting what words you use in your name, you can convey a great deal about your company's image. Consider the names of three different massage and bodywork centers:


Champlain Valley Therapeutic Massage
Clouds Above Massage
Speedy Spa


All three companies are providing the same service: massage therapy. Yet the first appears to favor a more medical approach, the second, a dreamy, luxury approach, and the third focuses on fast service.

4. Differentiates You From Your Peers: Your company name is the first opportunity to tell customers how you differ from the competition. This can be done by emphasizing what makes you unique, pinpointing what aspect of your products and services can't be found anywhere else -- or that you do better than anyone else.

Consider the massage therapy example we looked at in number three. Each organization clearly has a different focus and approach to their customer base. They're attracting different types of clients, who are seeking fundamentally different approaches. All of which is conveyed in less than five words.

5. Peaks Customer Interest: Creating customer interest is an art and a science. Think carefully about your target audience. What qualities of your services are of the greatest import to your customers? What kind of words are likely to appeal to them?

Emphasize the important qualities in your name. For example, busy homeowners are drawn to the inherent promise of speed offered by "Bob's Instant Plumbing" while a reader in search of a good mystery will gravitate toward "Crime Pays Books".

Word choice is also important. Two yarn shops can both specialize in specialty fibers, but the one who labels themselves "All Hemp All the Time" will draw in a decidedly different crowd than the one named "Natural Beauty: Organic Yarns".

6. Invites Further Investigation: Customers are funny creatures. What one group finds to be funny and engaging turns another group off. You want your name to be inviting and approachable -- as those qualities are perceived by your target audience.
The best example of this may be seen in the individual investor segment of the financial services industry. Charles Schwab has spent years cultivating a classic, formal image -- but now that the consumer base is changing from 'old people with money' to 'everyone with a 401K', Charles Schwab has launched the "Talk to Chuck" campaign in an effort to be more approachable.

Make sure your name doesn't intimidate customers away! Some industries are more formal than others, but adopt pretension at your peril.

After following a series of simple step-by-step instructions to match my corporate identity with my service offering, I came up with the quintessential name: The Trade Show Coach. This name instantly tells customers what I do - assist companies with trade shows - and a little of the manner in which I do it - coach, rather than dictate, direct, guide, or organize.

See the difference? So did the buying public, some of who quickly became my best customers. The same thing can happen for you -- if you pick the right name.

Author Bio

Written by Susan A. Friedmann,CSP, The Tradeshow Coach, Lake Placid, NY, author: "Meeting & Event Planning for Dummies," working with companies to improve their meeting and event success through coaching, consulting and training.  For a free copy of "10 Common Mistakes Exhibitors Make", e-mail: article4@thetradeshowcoach.com; website: www.thetradeshowcoach.com

Article Source: http://www.ArticleGeek.com

Management – Better Communication For Better Business, But How?

“We need to communicate better!” This is the most evident catch-all solution people offer to fix all kinds of problems in the workplace – from poor safety to a failing merger; from poor management to an unmotivated workforce. And it’s true. To help people perform better in any organisation at whatever they do everybody has to find ways to communicate more effectively.

However, there are three problems with the catchall “we-have-to-communicate-better”. Firstly, we don’t take time to pin down exactly what we mean by “more effective communication”. Secondly, the definite recommendations seem so simplistic and time-consuming that people don’t believe their value. Thirdly, the solutions seem so mundane – so non-sexy – that people don’t want to do them.

So here are twelve pinned-down suggestions. They don’t need great brainpower but in some instances they’ll take time to implement. They’ve been gleaned from practical efforts at helping colleagues improve their business performance. This means that if you don’t take steps to implement them yourself or delegate the implementation, there is nothing else. There are many other “effective communication tips”, but the twelve in this article have proved most powerful.

1. Scrap glossy corporate magazines.

They seem like a good idea and they look very professional but nobody reads them. I see them piled up in offices and factories and when I ask people if they read them the answer is always “no”. Instead, spend the time and money on smaller targeted ways of reaching specific audiences (customers, policy-makers and the public, for example) and telling them what you want them to know or do.

2. Make newsletters shorter, more direct and more frequent.

Quarterly, full color, sixteen-page newsletters are not being read. Remember, people don’t want to read anything work-related and the internet has now created a generation that cannot read long articles. People want relevant information quickly. Issue the newsletter monthly. Limit it to two sides of A4 with not more than two photographs. Use bullet points throughout and use a font no smaller than 12pt. The same goes for all kinds of reports. Encourage people to keep them as short as possible.

3. Scrap massive presentations to hundreds of employees.

The great big corporate presentation with microphones, triumphal music and vague “feel-good” or “wake-up call” speeches, are a waste of time and effort. People who attend enjoy the jaunt but invariably don’t know what they’re supposed to do afterwards. Rather, take the time to have ten separate smaller gatherings with detailed question and answer sessions. Progress is made when people can express their real concerns and large events intimidate most people – even senior people.
4. Reduce the display of statistics.

People want to know what the numbers mean for them and what they have to do about them. Encourage people in talks and reports to give only a summary of the numbers and to concentrate 70% of their communication on the implications. You’ll get some resistance because figuring out implications requires considerable thought!

5. Avoid power point and death by overheads.

Unfortunately, if you use power point your audience will first be on edge because the technology never works and second will switch off. People remember the gimmicks and the clip art, not what you’ve said. Stick to well prepared, relevant OHP slides. In a 25-minute talk you MUST limit the slides to five.
6. Don’t allow people to use meetings to transmit information.
Meetings take double the time they should because we sit passively listening to someone telling a story – albeit an important one. Use meetings to debate the issues and to make decisions. Find more effective ways to disseminate information. Insist that people circulate any kind of information (reports, accounts, plans and so on) in advance. Don’t allow people to read documents in the meeting if they haven’t done their homework.

7. Managers should tell people more of what’s happening.

Not sharing enough information is a major problem. Managers should tell people as much as possible, even if you think it is not relevant to them. For example, make available parts of the business plan. Let people know what’s going to happen three months from now. If you don’t know, say so. Naturally, commercial sensitivity must be respected. Some companies make available company profit and loss statements. However, here’s the trick. The information has to be very concise and accompanied by a clear explanation of what impact, if any, it will have on people. Similarly we should tell our peers in other departments what we are about to do. One department not telling the other what it is doing causes many mistakes.

8. Employees should tell managers more of what’s happening.

Employees are getting into difficulties because they’re not being honest in telling their supervisors or managers what’s really going on. Managers need this information to make necessary changes and as employees we just have to force ourselves to raise problems openly. We have to overcome our fear of upsetting the boss. However, here’s the trick. Managers need the information in a way that helps them. A quick scribbled note or heated telephone message is no good. State the problem clearly, offer some solutions and request what you want done. Similarly, we should tell our mates what we are about to do. Merely one person not telling another what he has just done or is about to can lead to serious and costly mistakes.

9. Respond as quickly as possible to any request.

The biggest complaint I hear from colleagues about poor communication is that people are slow to, or never, respond. People are submitting important requests they need to progress a job, never to hear a word in response. Acknowledge requests as soon as they are received. Thank people and explain what you will do with the request. Keep people informed frequently on progress and if the answer is “no” give reasons.
10. Consult more and have more informal talks.
We all know that fruitful business often gets done during breaks, meal times and recreational events rather than in the actual conferences or workshops themselves. So extend this to everyday practice. Talk with people not as an interrogating boss but as someone who wants to make things better. Ask people what they need to do an even better job. Ask them how to improve the meetings. Ask them what they think is hindering the department doing even better. Express your major current fear about the business and ask how they could alleviate this fear.

11. Control e-mailitis.

Technology has made us lazy. It’s so easy to send copies to everybody without thinking if they really need or want them. Minimize the number of copies. Try telephoning first. You can say so much more and get the context of things in a three-minute telephone call. Don’t assume people have received your e-mails. Ask them to respond or check by telephoning. Don’t use e-mails as weapons: “Oh but I e-mailed you last week so it’s your fault!”

12. Speak and write in plain English.

Use words people understand. Why use “axiomatic” when you can say “self-explanatory”. Be concise so that “at this moment in time” becomes “now” and “events that have happened in the past” becomes “past events”. In addition, say what you mean. The man’s health was affected by the weather doesn’t tell us much. We want to know how his health was affected.

By Robert Holiday  (Human Resources Manager) Article Actually published at
http://businesstimezoneglobal.info/management-better-communication-for-better-business-but-how/

Facebook was founded in 2004, Twitter in 2006. Even Instagram's been around for almost five years. So you can't say this stuff is new anymore.
For some strange reason, however, more marketers and brands than not are still struggling to make heads or tails of social media. Whether they're surprisingly misinformed or just plain lost, they're wasting their time and missing the boat. They're failing to take advantage of what may just be the biggest revolution in communications since the printing press.
To say that's unfortunate would be an understatement.
After all, done right, social media marketing can be a big game changer. It can be an incredibly effective way to attract the attention of your target audience, engage with them, and curry their favor. Far too many go into it without doing their homework, though, their false assumptions and inexperience undermining any chance they have for a successful social media program.
Are you making these same mistakes? Are you doing it all wrong despite your very best intentions? You most certainly are if anything that follows sounds even remotely familiar.

1. You don't have a plan.

The last thing you want to do is overlook the first thing you should do. Take pause before launch to map out the route you're going to take on social media. Identify your target audience. Research the competition. Determine your objectives. Choose your tools. Develop your content. Then act accordingly. Eat. Sleep. Tweet. Repeat.

2. You're working alone.

While no one is saying you can't be a hit as a solo act on social media, your chances of success are much greater if you belong to a team. There are only so many hats one person can wear well. Strategic direction. Writing. Design. Marketing. Branding. PR. Web development. Analytics. You name it. You'll make a much bigger impact if you divide and conquer.

3. You're not a writer.

Of course, you're not writing the great American novel. Far from it. But the importance of quality content can't be emphasized enough. Even in 140 characters or less, punctuation, grammar, and word play reign supreme. Think like a good journalist or copywriter. Better yet, hire one.

4. You're spread too thin.

While it's good to be in more places than one on social media, don't get carried away with the notion. It's better to be active on one or two channels than to be conspicuous in your inconsistency on a handful. Don't try to be all things to all people. Fish where the fish are. Strike a happy medium between quality and quantity.

5. You're a one-trick pony.

Of course, what might be even worse than being all over the place is being painfully predictable. Putting out the same kind of content in the same place day after day is of little interest to those on the receiving end. It's boring. It's monotonous. It's an easy way to lose an audience.

6. You're not posting in real-time.

One of the biggest distinguishing characteristics of social media is its real-time nature, the fact that it makes it possible for users to connect with one another instantaneously. Canned content written and scheduled in advance will only get you so far. You'll have greater influence on your constituency if you share extemporaneous news and commentary on at least an occasional basis.

7. You're not being yourself.

Don't try to fake it till you make it. Keep it real from the get-go. Transparency and authenticity are not an option on social media. Offer your opinions, not just the facts. Win friends and influence people with refreshing candor. Mean what you say and say what you mean. Put a face on your brand every step of the way.

8. You're not listening.

Don't be the account that only talks about itself. Don't be a self-centered know-it-all. Pay attention to what others are saying not just about you and your brand, but about their own products and services, too. Mine the media for knowledge and expertise as much as mentions, questions, criticism, and praise. Thank people for sharing your content and don't forget to return the favor.

9. You're erratic.

Whatever you're doing on social media, do it on a regular basis. Disappear for even just a few days and you'll be testing the loyalty of those who follow you. Your content stream should serve as a virtual extension of you and your brand, leaving an indelibly consistent, not scattershot, impression on your audience.

10. You're careless.

Written communication is far more informal than it was back in the day. But that doesn't excuse you from making typos or blatant grammatical mistakes. Some colloquialism and slang is called for on social media. But so is some measure of decorum and professionalism.

11. You're no fun.

A good sense of humor goes a long way on social media. Accounts that are spirited, playful, irreverent, and even mischievous (in a good-natured way) tend to be popular. Don't hesitate to share a few laughs with your followers and fans. Social media works best for brands that take their products and services, not themselves, seriously.

12. You're as bland as milk toast.

It's much better to be safe than sorry on social media, but that doesn't mean you can't go out on a limb once in a while and express your creativity. Be colorful, not controversial. Bold, not brash. Avoid arguments at all costs and always take the high road. But show you have more than just a pulse, show you have a personality.

13. You're not sharing any pictures.

It's no secret that visual content on social media commands attention. It really doesn't matter what kind, either. Stock images. Candid shots. Video. Instagram. Vine. Complement your words with pictures in any way, shape, or form and stand out amid the clutter.

14. You're not paying to play.

You may have the most compelling content imaginable, but you still may not be seen by enough people on social media. Organic reach is down. Attention spans are short. The best laid plans can easily go astray without putting at least a small budget behind your efforts.

15. You're ignoring the numbers.

Branding is important, but like any other form of marketing, social media marketing is all about the results. Establish your goals and develop a methodology for measuring your performance. As Stephen Covey wrote in his book The Seven Habits of Highly Effective People, "Begin with the end in mind."

Courtesy : Bob Cargill

This article originally published at ClickZ

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