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Saturday, February 25, 2006

Maximize Your Profits

Customer Lifetime Value - The Key To Maximizing Your Profits! By Larry Lim

The greatest asset to your business is your Customer, specifically, your Customer Lifetime Value.

In my many years in Sales and Marketing, I've met many CEOs and business owners who don't have much clue as to what Customer Lifetime Value is, much less its importance and the impact it has on their bottomline. To most of them, what matters most is to increase revenue by continuously acquiring new one-shot customers.

This is one of the fatal mistakes that many business owners make; it's a sad scenario, but it's also the reality. Let me tell you something: it'll cost you 5 times more to attract a new customer than it is to bring one of your past customers back to you.

I don't know you personally, but if you're a smart business owner, you'll understand that every cent you invest in advertising is going towards acquiring new customers. You'll also realise that once you've acquired the customers, you just can't afford to let them go.

So what's Customer Lifetime Value?

Customer Lifetime Value is defined as the total value, in monetary terms, of your average customers spanning the entire period that these customers are likely to do business with you. It's the potential contribution of your customers to your business over a period of time.

Here's how to calculate your Customer Lifetime Value:

1). Let's say you've 2,000 steady customers and these customers remain with you for an average of two years; for the past two years, your net profit was $700,000.

The Customer Lifetime Value can be calculated as: $700,000/2,000 = $350.

What this means is that over an average customer lifespan of two years, each new customer you could acquire and keep is worth $350 to you in profits.

2). If you do not have the actual figures, you'll have to estimate. As the Customer Lifetime Value will have a significant impact on your bottomline, my advice is that you be prudent and conservative in your estimation.

Why is it so important to you and your business?

Lifetime Customer Value is important to you and your business for the following reasons:

1). Knowing the Lifetime Value of your customers is crucial to you and your business as it serves as a benchmark without which you'll be groping in the dark.

When you know the Lifetime Value of your customers, you can determine how much time, effort and money you can afford to invest to acquire that customer in the first instance.

In other words, you can invest more today to reap a much larger profits later down the road as long as your cashflow is healthy and can support it.

Every marketing campaign that you undertake costs you money as well as reaping you benefits such as increased sales, enhanced corporate image, etc. But how can you be sure that the benefits would outweigh the costs or investments? This is where knowing the Customer Lifetime Value is so powerful - it helps you to determine this even before you launch your marketing campaign.

2). When you realize that customers are actually an ongoing stream of revenue as opposed to a one-shot sale, you can re-focus your marketing efforts.

Instead of contantly struggling to acquire more and more new customers, you can now begin to focus on keeping your existing customers longer and selling to them repeatedly, in other words, repeat sales.

You may spend more like making stronger and more attractive offers than your competition in acquiring new customers now who will be your money spinners tomorrow.

This makes sense because you now know that on average you'll more than make it back over the years that the customers are with you and therefore you could afford to break even or even lose money now in acquiring the new customers.

Start shifting your focus to Customer Lifetime Value and maximise your profits today!

Start to have a proper understanding of Customer Lifetime Value because it's key to the success of your business. It'll allow you to acquire more customers than your competition through better and more attractive offers; it'll dramatically increase your bottomline through more repeat sales and shoot your profits through the roof.Copyright 2004 by Larry Lim, MarketingSphere.com

About the Author
Larry Lim is a practising marketing strategist and tactician who dishes out highly effective marketing strategies and tactics that will enable you to successfully start and grow your business on the Internet.

Check out his Internet Marketing Strategy website that is jam-packed with internet marketing secrets and softwares that will skyrocket your sales, and shoot your profits through the roof.

To read more of Larry Lim's articles, visit http://www.articlesphere.com

Article Source: http://EzineArticles.com/?expert=Larry_Lim


The Motivated Mind
Discover the Secrets to Getting and Staying Motivated
to Change Your Life and Achieve Your Dreams.

The Motivated Mind is a new, step-by-step guide
that will teach you how to get everything you want in life.
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Are you missing out? Want shortcuts to your goals?
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From The Realgoalgetter Group of Companies;
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Wednesday, February 22, 2006

Procrastination Marketing . . .

Procrastination Marketing -- It Actually Works!
by Alexandria K. Brown, "The E-zine Queen"

I'm guessing that right now there are several marketing tasks you've been putting off. Perhaps it's revamping your website. Or sending out your first e-zine. Or getting listed in the search engines. Or putting together a media kit.

So why haven't you done it?

Believe me, this is a battle I fight with myself too. But you know what I realized?

Procrastination is NOT evil!

Instead of seeing procrastination as a terrible thing, I now see it as a tool that helps me learn how I work best.

In fact, I've arrived at six different reasons why we all seem to procrastinate. Here they are, along with what you can learn from (and do for) each.

Reason 1: You are procrastinating because you don't enjoy the entire task or job.

Solution: One of my life coaches told me several years ago that if I didn't like doing something, I should "delete it, delegate it, or automate it." What a great way to look at things! I'm a big fan of ONLY doing tasks I enjoy or am good at. The rest I outsource to people who are good at it and/or enjoy it.

Reason 2: You are procrastinating because you don't enjoy a PART of the entire task or job.

Solution: If you're putting off a whole project just because there's one part you don't want to do, figure out how you can get away without doing that part. Again, delete it, delegate it, or automate it.

Reason 3: You are procrastinating because you don't know how to handle the task or job.

Solution: The answer will not drop in your lap. Get help -- a consultant to teach you how, a book or home study course to show you how, or even better, outsource it to someone who can just do it for you.

Reason 4: You are procrastinating because you simply can't find the time.

Solution: Schedule future time to do it, or get rid of other tasks to create the time you need. If you still can't do this, then you need to find someone to do it for you.

Reason 5: You are procrastinating because you feel stuck.

Solution: You may just need to get momentum going. Give yourself permission to do just one small part of the project only. Or do the easiest part first. (That's how I started writing my entire home study course.) This usually creates momentum, and you end up doing a lot more than you intended to!

Reason 6: You are procrastinating because you don't really want to do what you thought you should do.

Solution: This means you may have the wrong objective or strategy in the first place! Is this something you really want to do, or do you just think you SHOULD do it? Or is it an old goal that doesn't fit you or your business anymore? Your answer may surprise you. Let the goal go for awhile and see what happens. : )

Start Paying Attention!

Once you start paying attention to which activities you put off regularly, you'll know sooner when to be stricter with yourself or find help to get those tasks accomplished in a more timely manner.

So take a minute and make your list right now of what marketing tasks you've been putting off! Don't beat yourself up about it, just make a note and figure out how to get them done. (Or delete them entirely. : ))

© 2004-2006 Alexandria K. Brown

WANT TO SEE MORE ARTICLES LIKE THIS ONE?
See Alexandria's Small Business Marketing Blog.

Online entrepreneur Alexandria K. Brown, "The E-zine Queen," publishes the award-winning 'Straight Shooter Marketing' weekly ezine with 18,000+ subscribers. If you're ready to jump-start your marketing, make more money, and have more fun in your small business, get your FREE tips now at http://www.EzineQueen.com


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Tap into the same power that today's movers and shakers use, and keep yourself at the top of your Game with dynamic, exciting audio motivation messages. Find out more today at AudioMotivation.com.

Read testimonials from people already using them. I joined so I can listen to them too. It is an extraordinary value and a great investment in your future. Do you want the edge? Get motivated with AudioMotivation.com.



Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------

Monday, February 20, 2006

Organization, Key To Success

Organization, the Key to Success
By Michelle Dunn

One of the biggest things you can do to make any business successful is to be organized. Organization helps you work faster, more efficiently, helps you to portray a professional attitude and can make you feel less frantic and more optimistic about your business.

Whether you work out of a home office or a remote office you want to organize your desk, office and if you are traveling for your business, your bags. Let’s start with your bag, do you have a bag big enough to hold all your promotional items, daily items you might need, cell phone, pens, books, keys and/or mail? Is the bag a mess and so heavy it hurts your shoulder?

When you approach a potential client, you want your bag to look great and you want to be able to whip out a business card or brochure instantly to hand to them. Digging through a bag that is overloaded and overflowing is not a professional image.

I like to use a roomy bag that has outside pockets for slipping items in and for easy access. You can also purchase small clear zip top bags, I got mine from Totes. They are inexpensive and come in different sizes. Because they are clear, you can see everything instantly. You should only carry ONE bag.

If you have a tote bag, a planner and a purse, you are not organized. Put items from your purse in one of the clear zipper top bags and put that in your tote, add your planner, your promotional materials, a book, pen and paper and you are ready to go. Everything in one bag, with smaller bags inside to organize. You can see everything at a glance and everything is easily available.

A friend of mine, Susie at The Busy Woman (www.thebusywoman.com) has GREAT organizational bags to fit every lifestyle and business. If you're a busy woman (and what woman isn't?), you MUST stay organized and on top of every little detail in your day, in every aspect of your busy life . . . family, home, office, school, community and even home schooling.

Everyone uses some sort of calendar, day planner system, or to do list. It's finding the right one that used to be difficult, until NOW! Visit her site for tons of useful articles, tips and to see what types of organizational tools she has. Be sure to tell her I sent you.

Once your bag is organized, you can project a calm, professional, successful image to anyone you meet while you are out and about. Your next step is your desk.

Your desk probably has a computer, phone, basic office supplies, papers and books on it. First get some stand up file holders and baskets, plastic bins or in boxes. You can use anything, old shoe boxes with nice wrapping paper on the outside, or with pictures on them that your kids have drawn. Anything to contain the papers on your desk.

Look at your desk and make a pile of the things you use every or every other day. Those are the things you want to keep on your desk or somewhere that you have easy access. Make a pile of everything else and move it to the floor or away from your desk.

Make sure you have an “in” box. You can throw your mail there, and anything that needs instant attention the next time you sit down to work. Use a stand up file and some file folders to make a tickler file. Write the days of the week on the tabs of the file folders and put them in the upright file on your desk. When you do something on Monday and need to follow up on Thursday, put a note in Thursday’s folder.

Each morning, take out that day’s folder and do the work you have in that folder. This is an easy way to be sure to follow up on everything and keep your desk neat and organized. If you use envelopes or stamps every day, keep them in a smaller upright file holder or basket on your desk. Things you reach for everyday can be neatly stored in any type of container on your desk instead of spread all over it.

Hang up an inexpensive cork board to hang up papers or items you refer to all the time, this way they are hanging up and you can just glance up at them to get the information you need. You can also purchase different color folders for different jobs. Red for new jobs, green for things that need to be researched, blue for things that need to be typed etc. Whatever your business is, customize the colors to suit your needs.

You should also organize your computer, remove any old files, emails or pictures you don’t use every day or week, put them on a CD, label it and store it in a drawer on in a CD holder. This can be in your desk, on your desk if you use it often or on a shelf. Put any magazines, articles, books and papers you need to read in a basket, so you will have a basket of things to read, a basket of things to do each day (in-box) such as mail, reply to a letter or jobs.

You might have envelopes and stamps in a small container near your phone and/or a rolodex if that is something you use each day. Remember, the things on the top of your desk should be things you use every day or every other day. Everything else can be stored neatly. For example, here is what I have on my desk:

Computer, phone, stapler, tape, lamp, calculator, envelopes, stamps, return labels, Advil, hand lotion, multivitamins (otherwise I forget to take them!) tissue, promotional book marks and postcards, 2 CD’s I use daily, my tickler file, in box and a box for bills. I have an upright file holder with priority mail envelopes, Notebooks and folders with my mailing lists that I use every day, and invoices that have not been paid for book orders.

I send promotional materials out every day so I keep these items on my desk and handy. I have a file cabinet and bought some inexpensive lined baskets and have one for outgoing mail, so when I fill an envelope and stamp it I throw it in this basket, the next day when I go do errands, I put whatever is in that basket in my bag.

I have a basket of books, papers, reports and magazines I need to read, this is usually overflowing. I have this next to the mail basket and when I take that days mail I also take a book or magazine to put in my bag as well. When I am waiting in a doctor’s office or for my kids to come out of school, I read. I also have a basket of information to include in the 2nd edition I am working on for one of my books.

When I find something I want to add to that book, I throw it in the basket, when I am ready to make the revision’s I will have all the information in one place, MUCH EASIER! I also have a small plastic container with drawers, that I keep my promotional materials in, business cards, book marks, order forms and postcards. When I need something like this, they are all in one place and I can easily take what I need without searching or re-order quickly.

When I get back from my errands, I can easily empty my bag of mail, into my in box, magazines or reports into the basket of things to read and the book or magazine I read can go in the give away or save pile. I try to only keep pages out of magazines instead of entire magazines. You can get cheap 3 ring binders and sheet protectors and include your important pages from magazines or newspapers in that book. I then give the magazines to local business or doctors offices for their clients.

Now look around your office, is it just your office, or maybe your dining room table or a corner of the living room? If it is an office that is a room in your house, how much room do you have? What type of furniture is in there? You can certainly make do with whatever you have.

Think about putting up some sort of petition if you are in the living room, or face the wall or a window away from the TV and family area. You may need at least one file cabinet for paperwork, but try not to print everything out to file, anything electronic, save to CD’s and store that way. You can use different colored hanging file folders for your paperwork that must be filed.

For example, use a different color for personal bills, business bills, receipts, insurance, website information, and anything else you might have. It makes it easy to know what is in each folder at a glance and is good at tax time when you need to have all of your receipts and invoices for your accountant. If you have an empty drawer, use it to store copy paper, printer ink or any office supplies you have, or use a plastic container.

I have a printer stand next to my desk that has my printer on it, and I purchased a 4-drawer plastic stand at Staples for the printer paper, and envelopes, this way it is right under the printer. On the shelves I have baskets. One has shipping products, tape, labels, markers, return address labels and stickers in it. The next shelf has a basket with specialty paper that I don’t use often.

To successfully organize is easy. Things you need:

Containers: baskets, boxes, plastic containers

Folders: color coded or with color coded stickers on them to identify them easily and quickly.

File folder upright holders: Available at any office supply store or department store. You can even get some that hang on the wall for more available desk space.

Once you have these items, you will want to put all your “stuff” in piles of “like” items. All your mailing items together, envelopes, stamps, address labels etc and put them in one container. Put all your bills in another, once you do this, you will have a bunch of containers in front of you with all of your work items in them.

Then you can put them anywhere in your office, when your like items are grouped together and contained, you will not have to search each time you mail something or need to grab something to read.

I was a bill collector for 17 years and one of the reasons I have been successful is because of my organizational skills. I believe you can be more successful when you are organized, and it will get away from you but if you have a base plan, and stick to it, it will work.

Michelle Dunn has over 17 years experience in Credit and Debt collection. She is the founder and president of Never Dunn Publishing, LLC, is a writer, publisher, consultant and the Editorial Advisor for Eli Financial Debt Collection Compliance Alert Newsletter.

Michelle started M.A.D. Collection Agency in January 1998 and ran it successfully until she sold it in December 2004. She owns and runs Credit & Collections.com an online community for credit and business professionals. She has been featured in Ladies Home Journal, PC World, Home Business Magazine, Home Business Journal, Entrepreneur, The Wall Street Journal, Professional Collector, and in Home Based Business for Dummies, Shameless Marketing for Brazen Hussies, she was a featured guest on (NPR) National Public Radio and has been in many newspapers & magazines nationwide.

She has many published articles and 5 published books to add to her list of accomplishments. Visit www.michelledunn.com for more information on any of Michelle’s books and services or email her at michelle@michelledunn.com

Article Source: http://EzineArticles.com


The Motivated Mind
Discover the Secrets to Getting and Staying Motivated
to Change Your Life and Achieve Your Dreams.

The Motivated Mind is a new, step-by-step guide
that will teach you how to get everything you want in life.
The secrets can now be yours.
The Motivated Mind


Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------

Thursday, February 16, 2006

Never Trust Silent Customers

Never Trust a 'Silent' Customer
By Sean D'Souza

Imagine you run a pizza parlour. You have all these neighbourhood families that pop in at least once a week for some pizza, garlic bread and Coke. On an average, one customer spends about $30 per week. But let's assume they spend just $20. Imagine you did something that bugged this customer, but he or she never told you about it. What would you stand to lose if they left?

Its simple math: You lose $20 x 50 weeks. That's equivalent to $1000 a year.

If you lost just 10 such customers per month, you'd lose about 100 clients a year.

That's $100,000 that could be in your back pocket if you were a little complaint-conscious.

That Doesn't Happen in Our Business: The Denial Syndrome

Overtly it won't. In a Bain & Company survey of major corporations, they found that on average, U.S. Corporations lose half their customers in five years. Notice, it wasn't 'one year' or 'suddenly'. Clients have a tipping point. They get unhappy bit by bit and then its camel-back-breaking time. So, if you think that all your customers are happy with you-they aren't. It's a basic fact of life.

What's really weird is that you can't measure how much business you're really losing. A study was done on a bank, they found they had as many accounts as they had a year ago. What they failed to measure was how most of the people had 'silently' transferred the money out into other banks and the closure of the account was a last measure, somewhere down the line.

The same thing applies to your customer. Like a patient Buddha, they will seemingly appear to put up with everything, till suddenly you find they don't use you anymore. This is a classic flight of business. You hear nothing of it, till it's almost gone and it takes a mammoth effort just to hold on to the business.

If you look at it from another perspective, you might even be getting equal to or slightly less business from your customer. Naturally this doesn't ring any alarm bells. However, if you've been watching carefully, your customer has probably grown bigger and richer in the past few months or years. If your business with them has not grown exponentially, you are actually LOSING OUT.

No matter how successful your business, you will always have scope for improvement. Best of all, you will always have complaining customers. Don't deny the fact. Accept it and then do something about it.

The Real Reason Why You Lose Customers

Last month we went to KFC to pick up some chicken and chips for dinner. On the way home we discovered that the chicken and the chips were soggy and tasted terrible.

How would most customers react? It would depend on their history with the product, but most people would grumble and simply not go back. We complained. We picked up the phone and called the toll free line at KFC. They asked us to place our order. We said we didn't want to place an order, we just wanted to complain. They said, "We don't take complaints on this line. You'll have to call the manager at the branch where you bought it and talk to him."

Now Why Would I Bother To Go Through All That Trouble?

It's easier to never go back. All that money that KFC spends trying to get new customers is going down the drain and out the back door because they don't have a complaint line.

Most companies act precisely in the same manner. For one, they have no real complaint department. If clients are unhappy, they feel embarrassed to complain and because no route has been cleared to vent their feelings, they avoid it completely.

Then they leave.

Obviously, you can't wait for something to go wrong. Your job is to find ways to get the client to complain. If they complain, you are getting feedback that is extremely valuable and is probably relevant for all your other clients as well. Best of all, empowered with a complaint channel, a well-trained client will complain at every juncture giving you the opportunity to fix the problem and regain their trust.

How Companies React to Complaints

Virgin Airlines CEO, Richard Branson, sometimes makes an appearance at the gates when a flight is late, apologising profusely to all passengers as they check out. How mad would you continue to be if you ran into a situation like this?

Yet most companies detest complaints. Living in their ivory towers, they refuse to believe that any of their clients would leave. So they never ask for feedback. On the rare occasion that clients get mad enough to put it in words, it's too late. Even then, a complaint is treated with nuisance value.

The first step a company takes when dealing with complaints is that they fix it.

Yeah, Right!

Because of their crummy service, the plane took off without you, you missed your meeting and lost more than just your temper. Do you think, just replacing something is going to erase all that trouble? It's going to take much, much more. A simple replacement is never the answer. It has to be a heck lot more than just a numb 'sorry' .

You've got to woo the customer back like you would with the girl that you had your eye on. Going down on your knees and begging for forgiveness is a start. Then you've got to lay it on thick and the thicker the better.

The Problem With Zero Defect

Lots of companies ran themselves into the ground trying to achieve zero defect. In an unpredictable world like ours, that goal is unreal. Even the best of intentions aren't much use if you run into a flash flood. Clients recognise that. However, it's up to you to have a disaster recovery plan in place.

When I say that, I don't mean a grandiose 'in case of a nuclear attack' plan.

At Nordstrom stores across the U.S., salespeople are empowered to do 'whatever it takes' to fix a problem, even if it means going to the store across the street and buying the product at a higher price. It's called the art of immediate recovery, and it assumes that something will go wrong and you will have a Plan B to fix it. The more you prepare yourself for this inevitable event, the less chance the client has to complain.

More often than not, a complaining client is complaining about everything but the product. Ever see people complaining about the food at a restaurant? The principal purpose of the restaurant is food, yet people leave because of loud music, bad service and everything else. Your job is to assume you're a restaurant and find out what your 'everything else' is.

Getting Complaints is Like Winning Lotto!

1) What you need to do to ensure a regular stream of complaints. Dump the feedback form and go out and ask your customer's face to face. Do it regularly and have them know whom they can complain to, if anything goes wrong. There is no such thing as a silent customer.

2) Complaining customers are always very precise. They eliminate the vagueness of feedback forms. Listen to them, act on their complaints. It's not that they want to leave. They want to be wooed back. Fix the problem and then let them know how you fixed it.

3) They're giving you free feedback that would cost a fortune at a research company, so reward them. They've been inconvenienced on top of getting a bad product or service. That inconvenience factor deserves payment in the form of a reward over and above just fixing the problem. Customers who are bought back from the brink are extremely loyal and extremely 'noisy.' Treat them like the asset they are.

4) Remember, it costs eight times as much to get a new customer, than it takes to keep an existing one. Keep them at all costs. Atone for your sins.

5) Rule #1: The complaining customer is always right. Rule #2: When in doubt, refer to Rule #1

Ever wonder why one business wildly succeeds, while another business struggles to get ahead? As a business owner are you totally overwhelmed with constant technology changes? Is it really possible to take age-old psychology and create more customers, more profits and yes...more time?

The most powerful small business ideas, systems and strategies have existed for thousands of years. They've been tried and tested. And you'll find them here at www.5000bc.com -- explained to you in an easy to understand language, that you can implement right away.

Article Source: http://EzineArticles.com


Audio Motivation

Listen to exclusive interviews with the greatest names in personal development. Walk, jog or exercise to Audios with Success Teachers. They are great to download onto your MP3 players so you can take your motivation with you.

Tap into the same power that today's movers and shakers use, and keep yourself at the top of your Game with dynamic, exciting audio motivation messages. Find out more today at AudioMotivation.com.

Read testimonials from people already using them. I joined so I can listen to them too. It is an extraordinary value and a great investment in your future. Do you want the edge? Get motivated with AudioMotivation.com.

Friday, February 10, 2006

Determination In Business

Success Mindset
By Matthew Eigbe

Just a dream?

You are lying on the beach with your favourite drink close to your hand, soaking up the warm rays. The ocean lazily rumbling just beyond your toes, palm trees swaying in the light breeze, sheltering your eyes from the sun.

Idyllic? Yes, but it can happen when you have a successful business, especially an Internet business that runs on autopilot.

But if dreams like these are why you want to be in business, forget it. Keep your day job.

Why you will fail

Why? Because the beach is the reward. And to earn that reward you typically work almost beyond endurance at times, and for less than minimum wage. There will often be moments when you will think it's not worth the effort, and you will often be tempted to quit. If the ultimate reward is what drives you, it will seem so far away and, at times, totally out of reach. All you need is to be a little too tired one day, and that will be it. There goes another dream.

Being successful in business is about determination. It's not about things falling into your lap with little or no effort. Sure, it happens sometimes. Those are the stories we hear about; no one wants to talk about their failures; they are kept quiet.

The 95% of Internet entrepreneurs who fail, don't fail because they necessarily have poor ideas, or because they're lazy, or because they lack experience - although this leads some to fail. They fail because they get worn down and give up, because it's too hard, because the sacrifice is too great, because they get tired of the constant unrelieved grind.

But it doesn't have to be so. One of the secrets to success is to choose a business that you love, that you would do for nothing if it was necessary, that you wouldn't mind doing as a hobby. Forget the money, although good prospects are always a worthwhile thing for any business to have if you hope to go beyond the hobby stage.

Loving what you do

Your love of what you do will pull you through the tough times. It will keep you going, make you look for better ways to achieve improvement, help you to concentrate more on your customer than on your bank account.

Don't get me wrong: business is business, and we're in it to make money. But if you are constantly checking to see if you have made some predetermined target in the early days, you will drive yourself mad. You will get discouraged and quit.

But if it is truly something you love to do, you will find the determination to keep going, to keep pushing, to keep improving what you do.

And you will succeed.

Instead of looking at the money side of things, look instead at productivity. If you produced five widgets yesterday, can you produce six today? Or can you produce five improved widgets today? Or can you mechanize part of the process without lessening quality, and maybe produce 10? Or instead market the machine that doubles your production?

What can you add to your knowledge that will improve what you do? How can you give your customers greater satisfaction?

Sam Walton did something beyond giving low prices: he had someone greet shoppers at Wal-Mart as they came in the door. Customers felt more welcome. Just a little thing, but people remembered and appreciated the gesture.

Resolve to do your best

Don't set time limits. Just resolve to do the very best you can, and to constantly attempt to improve, and to give better service or better quality to your customers. Resolve to do this for as long as it takes.

Maybe it will take months, maybe it will take years, but with this determined attitude, you cannot fail. And in the unlikely event you don't make money, you will have fun because you chose to do something you like doing anyway.

Matthew Eigbe has over 25 years experience in consumer marketing and now focuses on network marketing using the internet. He is webmaster at http://www.mattlinks.ws, a site that explains how you can gain Financial Freedom by inviting people to have their own domain name.

Article Source: http://EzineArticles.com/?expert=Matthew_Eigbe


The Motivated Mind
Discover the Secrets to Getting and Staying Motivated
to Change Your Life and Achieve Your Dreams.

The Motivated Mind is a new, step-by-step guide
that will teach you how to get everything you want in life.
The secrets can now be yours.
The Motivated Mind


Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------

Monday, February 06, 2006

Sales - How You Ask Questions

It's Not What You Ask – It's How You Ask It!
By Teri Samuels

How effective is your sales approach? The art of question asking is a key element in your selling success. Is your approach putting your customers on the defensive?

Here are two examples. First, we’ll take a look at the “Wrong Approach”.

As my husband’s company was transferring from California to Florida, we found a new home development which we were anxious to visit. Upon entering, we were greeted by a sales counselor whose "approach" left much to be desired.

Within seconds after entering the model home, I was interrupted by a phone call that I had to take. I exited the model and my husband was left with the sales counselor – who, as I learned later - completely overwhelmed him with her rapid line of questioning.

He explained it as the “machine gun” approach making him feel as though he was being interrogated. She (the counselor) never introduced herself, asked for my husband’s name, waited for me to return or took the time to establish any rapport before “opening fire” with her litany of questions.

Here’s a sampling of her questions, delivered in rapid succession:

Where are you living now?
How long have you been looking?
How many communities have you visited?
When are you looking to move?
Do you own a home now?
Do you need to sell your home?”
Do you have children?
Do your have pets?

By this time I had completed the call and was on my way back in to the model home only to be greeted by my husband who was on his way out of the model home, motioning me to leave a business card as they could “sure use the help”.

Needless to say, we never returned to this community which we were initially so anxious to visit. And, we’ll never know whether or not this community would have been exactly what we were looking for.

Good Approach

Upon entering the model home, the counselor should have first introduced herself. The “better approach” could then have gone something like this:

Suzie: “Hello, my name is Suzie. Welcome to XYZ community. Thanks for stopping in today. Could I get both of your names?”

“Yes, Teri and Tony.”

Suzie: “Is this your first visit to our community, Teri & Tony.”

“Yes it is.” (At this point, my phone rang). “Excuse me Suzie, this is an important call that I have to take, I’ll be back shortly.” (At this time Suzie should stop any question asking and begin developing a rapport with Tony until I return. After I return, the questioning/qualifying would go something like this):

Suzie: “Are you looking for yourself or someone else?”

“Ourselves.”

Suzie: “That’s great Teri and Tony, I have a few additional questions to understand your needs. Then I’ll provide you with a packet of info to help explain our floor plans, options, etc.”

“OK.”

Suzie: “In your selection a new home, what’s the most important factor in the decision making process?”

“Location.”

Suzie: “Does this location meet both of your needs?”

“Yes.”

Suzie: “Aside from location, what else is important to you?”

“The layout”.

Suzie: “When you say layout, could you be more specific?”

“Yes, open concept is very important to us.”

Suzie: “Is there anything else?”

“Yes, a large lot.”

Suzie: “Do you live in the area now?”

“No.”

Suzie: “Where are you currently living?”

“California.”

Suzie: “What brings you to Florida?”

“Tony’s company.”

Suzie: “Oh, that’s wonderful, we’re glad you’re here. How about time frames, how soon are you looking to move?”

“Provided we find what we’re looking for, we’re ready to make a decision now.”

Suzie: “Thanks so much Teri and Tony, for helping me help you. I’d like to make a couple of suggestions. Based on the information you provided, I’d like to recommend you spend some time looking at our Sunburst model.

It has a great ‘open feel’ concept. I feel it would meet all of your needs. And, it comes in various elevations. Another benefit to the Sunburst is that we have a model which is just about completed. And, the best part of all - it’s located on a double sized lot.

Of course, I encourage you to look at all of our models and welcome your feedback as that’s important to us. I’ll be available to answer any specific questions you have when completed your tour.”

Can you feel the difference in these two approaches? In any sales and communication setting it’s important to help create an atmosphere of comfort and interest. Please take a moment to review your everyday approach. It could be costing you sales.

CEO - United Sales Training (http://www.unitedsalestraining.com), 20 years as a Professional Sales and Marketing Troubleshooter, Trainer, Recruiter, Upper Level Manager, and Consulting Professional. Dedicated to the "keep it simple" approach.

To receive 1 free mini-consultation via email: tsamuels@unitedsalestraining.com

Article Source: http://EzineArticles.com


The Motivated Mind
Discover the Secrets to Getting and Staying Motivated
to Change Your Life and Achieve Your Dreams.

The Motivated Mind is a new, step-by-step guide
that will teach you how to get everything you want in life.
The secrets can now be yours.
The Motivated Mind


Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------

Thursday, February 02, 2006

Go For The Win!

Playing to Win is Different than Playing Not to Lose
By Steve Kennedy

Have you ever watched a football game (or any game for that matter) when one team is winning by a large margin, a blowout, but then the opposing team decides that they have nothing to lose? They throw all caution to the wind and start playing with total abandon.

By taking bigger chances and going for broke, the team starts to score quicker, taking bigger risks and getting better rewards. This team is playing to win. The other team, who was winning by such a large margin, changes its focus, trying to play cautiously and protect their lead.

This is playing not to lose. By the final quarter, the team that is playing to win has caught up to the other team. What seemed impossible a few quarters earlier becomes a reality: they pull off a come-from-behind win.

How did this happen? Fear of losing can take one’s eye off a desired goal.

Let me give you another example from my own life. When I was just starting out in business I was very aggressive. I was willing to put everything I had on the line to succeed (mind you in those days, it was not much); nevertheless, it was all I had.

For each new initiative, I would have to bet the farm on my ideas, and I never hesitated. I was always willing to use my house, my car, my time, anything I had for collateral on my ideas.

As I started to have more success and acquiring a comfortable lifestyle, however, I became less and less willing to risk it. Around 1997, we hit some bumps in the road with one of our major clients, and they decided to put our contract out to bid. I got nervous.

If we lost this client, we would be in a vulnerable position. I decided to purchase another business that would potentially replace that income if we lost the major client.

The point to this story is this: I did not want to buy this other company, and I knew it was not a good idea. I was acting out of fear of losing, however, I did it anyway. Instead of focusing on how to win, I was focused on playing not to lose.

In the end, that decision turned out to be one of my biggest mistakes. The company I purchased not only lost money for us, but it took three years and many resources away from focusing on what we really wanted.

I am not suggesting that you throw all caution to the wind. But when you approach a decision, it might be worth asking yourself, “Are you playing to win or playing not to lose?” When you’re acting to prevent loss, it takes energy away from acting out of a place of good judgment and moving forward to win.

Quotes:

"The more you seek security, the less of it you have. But the more you seek opportunity,the more likely it is you will achieve the security you desire." -Brian Tracy

"Winning is not everything, but wanting to win is." - Vince Lombardi

"The goal is to win, but it is the goal that is important, not the winning." - Reiner Knizia

"Focus on where you want to go, not on what you fear." - Anthony Robbins

Steve Kennedy is a successful entrepreneur and business coach who helps entrepreneurs get better results with less effort. For a free 1/2 hour audio download, free small business resources, to view more articles or to get more information directly from Steve, go to his website: http://www.winningthegameofbusiness.com

Article Source: http://EzineArticles.com/?expert=Steve_Kennedy


The Motivated Mind
Discover the Secrets to Getting and Staying Motivated
to Change Your Life and Achieve Your Dreams.

The Motivated Mind is a new, step-by-step guide
that will teach you how to get everything you want in life.
The secrets can now be yours.
The Motivated Mind


Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------

Wednesday, February 01, 2006

Offense: Beat The Odds

Offense: Beat the Odds
By Jan Verhoeff

When in doubt, cut that out! Yeah, yea, doubting Thomas may have had a point in his day, and life may not be what you want it to be, but if you constantly doubt yourself, how can you accomplish anything?

Where is your confidence? What possible good can come from taking the negative aspect of any situation and growing it into acceptance?

Purpose of achievement is to attain a goal. So, if you set your goals and strive to get there, it should be assumed that you are moving toward your goal (at least so far as intent) no matter what you are doing, right?

I vaguely remember an instructor from college saying once, “If there are two ways to take something, always input the benefit of doubt and assume the better more optimistic choice is the right way to take it.”

When watching a football game, one of those great high school starter games, set to determine who starts when the real games begin, I noticed the coach called “defense” only when the team was “protecting” their goal. As long as the team was fighting for more ground they played “offense”. Along the same lines, I’ve heard the phrase, “a strong defense requires a good offense.”

Simply put, if you concentrate more on gaining ground than on protecting your goals, your accomplishments will be greater. Time spent protecting your goals is wasted time, when you could be working toward attaining your goals rather than preventing others from reaching their goal.

In business, if you waste your time focusing on what your competition is doing rather than working toward meeting your goals, you don’t get very far.

Focus your attention on where you’re going. Don’t waste time worrying about where your competition is. You will gain ground while they are watching you. Smile as you reach your destination.

Copyright © 2005 – Jan Verhoeff

Characteristic of an optimist, Jan Verhoeff leads with vision and power, focusing on where she wants to go. Gain perspective from where you stand, focus your attention on where you want to go, and move forward. Brand your GOAL POST with the journey, let us show you how: eBiz Brand Performance.


The Motivated Mind
Discover the Secrets to Getting and Staying Motivated
to Change Your Life and Achieve Your Dreams.

The Motivated Mind is a new, step-by-step guide
that will teach you how to get everything you want in life.
The secrets can now be yours.
The Motivated Mind


Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------