When negotiating
1) Clarify assumptions 2) Use the other person’s words 3) Don’t ask for too much if you already have agreement on most of what you want 4) To reinforce your strength, don’t tap or fidget
How to build your reputation
1) Consistently deliver on your promise 2) Offer superior service and customer experience 3) Be perceived as unique 4) Align your internal processing with what you want your customers to experience (timeliness, professionalism, accuracy, etc.)
Money Making Secrets – Part 5
(1) Don’t waste your resources. Control your assets and expenses. (2) Greed will lead to failure. Be reasonable. (3) Do big things first to have the most impact on your bottom line.
Money Making Secrets – Part 4
1) Only amateurs stay angry. Today’s foe may become tomorrow’s ally. 2) Be exclusive. People want what they can’t get. 3) Nothing succeeds like being the first with a concept or product.
Advertising Response Killers
1) Focusing on “I” or “we”, rather than “you” 2) Lengthy, dense sentences 3) Burying the point of your message 4) Over-promising 5) Not keeping your phone and e-mail prominent in your ad
Conversing to Sell
1) Respond only after your prospect finishes talking 2) Asking questions gives you invaluable insight 3) Reflecting/paraphrasing what your prospect said shows you’re serious 4) Defensiveness is not productive 5) Solutions offered before building rapport are perceived as self-serving
Follow the “5-Second Rule”
Readers must immediately know what your proposition is. They shouldn’t have to figure out what you’re promoting. Your headline should compel prospects to continue reading. Sub-heads further their interest. Make your logo big enough to get noticed, but small enough so it doesn’t waste selling space.
To Ensure E-Mail Delivery
1) Words to avoid – secrets, money-back guarantee, click here, risk-free, response required 2) Design – use many small images, rather than one big image 3) Text – at least 50% of message should be text, not image 4) Font – make it normal, not too big or too little
Small Talk
Chit-chat can build rapport. Make positive small talk about happenings around you. Find key words related to topics you prefer. Ask open-ended questions. Mention common experiences. Exchange cards or phone numbers.
Money Making Secrets (Part 3)
(1) Be unique – otherwise you compete only on price. (2) Take care of problems immediately or they will get worse and drain your time and emotions. (3) Watch for new ideas from everywhere – Be ready to take notes.
Money Making Secrets (Part 2)
(1) Listen to the success and failures of others (2) Test new ideas in small ways to avoid wasting money on unproven ideas (3) Always take advantage of your opponents’ misfortune
Building Your Brand (Part 3) – Writing Style
Impart the feel of your company with the tone of your writing. It can be friendly and casual or formal or forceful. Whatever you select, make it consistent throughout your communications so you don’t confuse customers.
Building Your Brand (Part 2) – Visual Identity
The visual impression needs to convey the character of your company. Design elements include your (1) logo – use consistently in all communications, (2) colors – cool for formal, bright for bold and trendy, (3) fonts – use one that’s easy to read and available on your computer so you can reproduce it.
Building Your Brand (Part 1)
Defining Your Brand: Reinforcing your brand in all your communications will help customers choose you over your competition. To win the battle of the brands, you must (1) know who your target audience is and (2) what unique benefit your provide them. In today’s “sound-byte” culture, your brand message must quickly show the essence of your company.
Money Making Secrets
1) Focus – It’s easy to get distracted from what you do best. Usually when you get off course, time and money are lost. 2) Set Quantifiable Goals – Even something as simple as the number of prospect calls to make each day should be set as a goal. 3) Do Something! – More is lost through inaction than improper action. Be willing to do things your competitors won’t.
