Give Your Prospects Value

Give Your Prospects Value
Have you ever attended a free workshop or teleclass just
waiting for a nugget of wisdom that would help transform
your business? But when it's over you think, "Well that's
an hour I'll never get back"?

Don't get us wrong, we think free workshops, seminars and
teleclasses can be an extremely effective way to build
relationships with potential clients. But, there's nothing
worse you can do to your prospective clients than waste
their precious time on an hour-long commercial disguised as
a free workshop or teleclass!

Sure, you might get lucky and get a one or even two new
clients. Unfortunately the vast majority of the time your
prospects will walk out or hang up annoyed that you just
wasted their time. Now they're even more frustrated and
even less likely to attend your future workshops. And you
can just forget about them passing on your information to a
friend!

So here's a novel idea...when you are fortunate enough to
have a room full or line full of people that are interested
in hearing what you have to say, make it worth their while!
Give your prospects some valuable information they can
start using immediately.

For example, how many times have you heard your prospects
and clients say, "Yeah, I have been meaning to do that but
I just haven't gotten around to it yet."? We all know why
they haven't done it yet (whatever "it" may be). They
don't have an easy way to accomplish their task or achieve
their goal.

Why not give them a strategy - your strategy - that helps
them get around to it?

We can guarantee every person sitting there is waiting to
hear what you have to say because they want you to help
them find a way to take away their pain or help them
accomplish their goals.

When you help people discover an easy way to solve their
problems or achieve their dreams, three things will happen:

1. Your prospects will recognize you as an expert.
Remember, experts are called on as a first resort versus a
last resort, they get paid more money, and are offered more
opportunities like paid speaking engagements, joint
ventures and endorsements.

2. Your prospects will appreciate your generosity and want
to reciprocate. They will buy from you, refer others to
you and evangelize about you.

3. You will unleash the power of your Marketing
Karma™ and help you create an abundant business that
not only thrives, but provides value in the world.

We challenge you to create a program that provides value to
your target market - all wrapped up with a neat bow just
from you! Your prospects will love you for it, tell
everyone they know about it and keep coming back for more!

----------------------------------------------------
Kelly L. LeFevre, MSM, and Molly A. Luffy, MBA, authors of
the upcoming book Unleash Your Marketing Karma: How to
Build Your Business by Giving It Away, are Co-Founders of
the Business Building Roundtable. This free virtual
community helps service-based solo/micropreneurs create
powerful strategies and implement innovative techniques to
achieve their ultimate success and satisfaction. To learn
more visit http://www.BusinessBuildingRoundtable.com

Are You Talking to Me? The Secret to Successful Sales Speak

Are You Talking to Me? The Secret to Successful Sales Speak
First, you had better just get over the notion that
effective salesmanship is the ability to deliver a good
pitch. That's old-school thinking and a great way to
experience the heartache of missed targets and declining
revenues.

Of course you must have something to meaningful to say. But
to assume that a canned sales spiel is going to work on
every sales prospect is a severely misguided notion.

Consider this concept instead: effective selling is always
a dialogue, a conversation. It is an exchange of
information. If you're not receiving twice as much
information from your prospect as you're delivering, you
aren't even coming close to maximizing your sales
effectiveness.

It is your job to create and nurture a relationship with
your prospect. And the more meaningful that relationship,
the greater the rewards for both of you.

Solution selling. Promoting benefits, not features. However
you say it, the bottom line is this: the needs and desires
of your prospect dictate how you will sell, if you're
actually going to do any selling at all. And in order to
craft the right message for THIS client, you will have to
get to know them pretty well, at least as it relates to the
sale.

Why is this level of personal understanding so critical
today? Why do you have to really "know" someone in order to
sell to them? Simply because the world and everything in it
is at our prospective customers' fingertips, 24/7. There is
nothing your customers don't have access to. Information
about your company, your product or service, about you and
your background, who likes you and who doesn't. And most
important of all, everything about your competitor.

The wolf is waiting right outside the door, ready to pounce
with a better offer. And your customer knows it. Either you
are going to connect with them, or your competition will.

So just what do you need to learn about your prospects, and
how do you use that knowledge to make yourself more
effective?

1. Find out who your prospects are and what matters to
them. The more you know about a sales prospect before you
meet, the greater your odds of success. It just stands to
reason. People like doing business with people they are
familiar with and who understand them. But it goes far
beyond a comfort level. By discovering how your prospect
thinks, what they like and don't like, what they are trying
to achieve and what they're afraid of, you can position
your product or service as the ideal solution for THEM. For
starters, you should at least know your prospect's age,
professional background and education level. But dig
deeper. Where were they born? Where did they go to school?
Married, or single? Kids? How many? What are their hobbies?
Golf or tennis? What specifically are their work
responsibilities? What are they trying to accomplish, and
what are the greatest challenges facing them in their jobs?
How can you find all of this out? ASK—ask them, their
colleagues, their assistants. Ask your co-workers or others
you know in your industry? Ask Google! The internet can
reveal amazing information with just a few clicks.
Remember, when it comes to sales success, knowledge is
power.

2. Learn their language. If your sales prospect spoke only
Japanese, and you could only barely manage English, the
conversation probably wouldn't get very far, no matter how
strong your pitch. But the "language barrier" doesn't have
to be so extreme or obvious to be a deal killer. I've seen
sales people who showed up for a meeting in traditional
business attire instantly disregarded by ultra-casual
customers, and vice-versa. Know the style and attitude, the
language, your prospects are comfortable with, and then
adopt it to the best of your ability. Are they formal or
friendly? Will they be offended if you call them by their
first name, or completely put-off if you address them as
Mr. or Ms.? Do they enjoy a good joke, or are they all
business? Are they young, either literally, or at heart? Or
are they seasoned pros who value maturity and experience?
One of the best sales pros I know always says that people
need at least a dozen reasons to hire you and only one to
pass. Don't let "style mismatch" be that one.

3. Show them how you will make they're life better. Once
you know who your prospects are, what really matters to
them and how to speak their language, all that's left is
connecting the dots. Search for ways to reconcile their
needs with what you have to offer, and present it in a way
that is meaningful to them. This is the essence of solution
selling, and it is key to sales success in the current
business environment. Think of your sales negotiations a
maze—you're at one end, your prospect is at the
other. Your job is to find the way through, uncover the
connection, and unite your desire to sell with their desire
for a solution.

No more than 20% of selling is "telling." The rest is
"gelling," forging strong, personal, mutually-beneficial
connections through excellent detective work. Ask
questions, watch for clues, use your gut and you'll be able
to deliver precisely what your prospects really need.

----------------------------------------------------
Keith Harmeyer is EVP of Marketing and Creative Services at
C2 Creative in New York City. He is a marketing,
communication and presentation skills expert, author,
speaker and creator of The SuperSkill (sm), a proven method
for using traditional marketing techniques to achieve
personal and professional success. You can email Keith at
kaharmeyer@gmail.com, or visit his website at
http://www.thesuperskill.com .

Behavioural Interviews - More Success Strategies for Serious Career Changers

Behavioural Interviews - More Success Strategies for Serious Career Changers
Behavioural interviews can be the career changer's worst
nightmare. Since being introduced in the 80s by industrial
psychologist, Dr Tom Janz, at least 1 in 3 recruiters make
use of behavioural interview questions. This article shares
simple albeit powerful steps by which people seeking to
make career changes can answer behavioural interview
questions successfully.

1. Be Friendly - If the job in question requires people
skills (and most sociable jobs do) then your interviewers
will want to see tangible proof of your claims. Don't go
over the top though, just be polite and confident,
listening attentively and emphasising similarities whilst
making small talk. For instance, if your interviewer has
just had a baby, extend your congratulations and ask how he
or she is coping with the change in lifestyle. If you have
recently had a baby yourself, briefly share experiences
that the interviewer may find humorous and helpful. If all
goes according to plan, be sure to tender your rapport
building skills as ample evidence during the course of the
behavioural interview.

2. Ask - Nothing denotes timidity and disinterest like
candidates who fail to ask questions of their own during
job interviews. After giving a good account of yourself,
find out if the job is really a great match for you by
asking the interviewers some behavioural questions too.
Good questions to ask each interviewer are: 'How did you
come to work for this company and what have you enjoyed the
most so far? How many hours a week do you put into this job
and what have been your biggest challenges yet? In what
ways have the company rewarded hard work and initiative of
recent?' It is also a great idea to ask your interviewers
if they would be willing to offer you some feedback on your
performance at a later date. If you manage to build good
rapport and express genuine interest in the company, many
interviewers would be more than happy to give you interview
feedback.

3. Recap - Never forget that employers want to hire multi
talented people who will add long term value to their
organisations. At the end of your behavioural interview,
recap by summarising the talents and behaviours that equip
you for the role as well as the values and ethics that will
enable you fit well into the organisation. Some candidates
even go as far as preparing power-point presentations that
demonstrate their competence and show how their long term
goals fit in with the prospective employer's. Be creative
if you want to stand out from your competitors. Don't
forget to thank your interviewers for their time and say
how much you look forward to hearing from them.

4. Follow Up - Don't leave the interview room without a
contact name and direct telephone number you can use for
follow up purposes. However, make sure you find out how
long you should wait before getting in touch. It is good
manners to send a thank you note a few days after the final
interview and to ring for the result within agreed
time-scales. If further follow up is required do so no more
than twice per week, contacting the key decision makers
(usually the interviewers) directly where possible. Do
exhibit polite and professional behaviour at all times.

5. Get Feedback - It is vital that you get some feedback on
your performance as this will serve you well should you
have cause to attend future behavioural interviews.
Candidates who are humble enough to solicit constructive
criticism score high marks with hiring managers and often
get special consideration when subsequent vacancies arise.

In a nutshell, people who shine at behavioural interviews
are those who have taken the time to find hidden talents
and discover their purpose in life. By passionately
communicating how your talents, skills and behaviours
complement your prospective employer's ethics and business
objectives, you can put yourself head and shoulders above
your competitors and make the career changes you desire.

----------------------------------------------------
Ogo Ogbata helps individuals and businesses to discover,
develop and maximise hidden assets. Are you ready to get
more fulfilment and profit out of the work you do? Then
visit http://www.creativityandsense.com for tips and
strategies guaranteed to help you create the lifestyle and
career changes you desire.

Leveraging Your Time and Money

Leveraging Your Time and Money
Today, the role of leveraged income is becoming a strong
force in our economy. People are approaching the horizon
of retirement only to discover they have not been able to
sufficiently save for the years the have looked forward to
enjoying. Last year the United States had a negative one
percent savings rate. Corporate shifts leave people
without the job or career they thought they once had.
Those who are left find they are increasingly doing more
work, spending more time, and getting farther behind.
There is market need for our product which is creating
passive income. Electronic or e-commerce is growing
dramatically and with it the ability to share businesses
that commonly have been conducted in traditional methods
has grown almost beyond one's imagination. According to
Home Business there are 175,000 people joining a network
marketing business each week. I believe there are many who
are seeking a professional opportunity, one in which they
can participate with dignity.

What does this say for us? It speaks volumes! Journalist,
Malcolm Gladwell in his book, "The Tipping Point",
discusses how small-scaled events can create enormous
change, both socially and economically. Economist, Paul
Zane Pilzer, in "The Wellness Revolution", predicts the
health and wellness industry will be the next trillion
dollar industry. These indicators support the idea that
entrepenturers seeking a new channels for income will be
looking very closely at an opportunity like ours both
full-time and part-time. We are very unique in the
marketplace. I do not know of another organization with
quite the same approach - one that appeals to a broad range
of people.

Organizations who develop a system with a strong commitment
to success are winners in their field. Coaching people to
strengthern their portfolios and in doing so align
themselves with a solid network marketing company will be
paramount to achieving long lasting passive income.

Look for an established company, own you feel is strong and
one that you are confident you can support. You want to be
assured that your investment of time and energy are safe.
Choose a company with a broad range of products. This
secures that those participating in the business model will
not need to worry about the safety of their commissions.
The compensation system (often the best are hybrids) should
be fair and equitable and should pay out at many levels.

Choose leadership where there is a complete system with an
appealing approach to the marketplace. One who has
researched how successful organizations are managed in top
producing areas. The business model and system within needs
to be succinctly defined and automated so you can
concentrate on attracting into your organization those your
desire and then provide them with a way to easily replicate
the system to produce a stream of passive income for
themselves.

----------------------------------------------------
Financial Strategist Nancy Quinlisk helps thousands of
young families and those nearing retirement to create
wealth for themselves. She charts the way for developing a
solid plan and teaches how to replicate the system for
others, thus dispelling the common myths that sabotage
wealth cycle development.
http://www.powerof12online.com

Spirituality and Business: 3 Powerful Tips For Unleashing Your Intuition

Spirituality and Business: 3 Powerful Tips For Unleashing Your Intuition
If you really want to know "the secret," access your
business creativity and live your Life Purpose, there's one
jewel in your treasure chest you must dig out, polish up
and wear proudly - the gem is your intuition. Without it,
you are likely to be confused and looking to others for
your own answers.

Now, that being said, it's perfectly good and necessary to
seek out spirituality and business knowledge from others.
However, there is a difference between being a workshop
junkie and being a truth seeker. The workshop junkie looks
for the next quick fix of temporary, adrenaline-induced
inspiration (quick to wear off), while the truth seeker
looks within and asks, "Hey you, what do you really want to
study and learn about next?" She then finds her next step -
whether it be a new relationship, an enlightening book, a
tele-class or a workshop (wisdom lasts a lifetime).

What makes the difference between these two kinds of women
entrepreneurs? One trusts their intuition and the other
doesn't. So, you may be asking, how do I TRUST my intuition
more?

Here are three powerful tips for unleashing your intuition
that I've discovered in my almost ten years experience as a
hand analyst/palmist, and spirituality and business coach.

Tip #1: Trust the FIRST impression that comes.
Your impression could be a vision (psychic/clairvoyant), a
disembodied voice (clairaudient), a gut feeling
(intuition/kinesthetic response), or a simple 'knowing'
that without explanation, forethought or planning,
'flashes' into your mind.

With my visual psychic/clairvoyant ability, I see imagery
either "inside" my mind or "outside" my mind as if on an
invisible movie screen. For example, many years ago, I was
at a friend's party giving short palm readings to the
guests. As one woman sat down in front of me, I saw twelve
angels around her. The angels weren't visible in the way
that she was - I saw them energetically and could feel
their energy in the physical space with us. Curious and a
wee bit nervous, I said, "Are you aware that you have
twelve angels walking around with you?" She said, cool as a
cucumber, "Oh, yes," and then proceeded to tell me some of
their names!

Tip #2: Ask your heart for spirituality and business
intuition.
Close your eyes and put your right hand over your heart.
Breathe in and out slowly, feeling the rhythm of your heart
beat. Then quietly ask your heart, "Heart, what do you want
right now?" Since your heart processes emotion, NOT
thoughts, it will usually respond with a simple, one- or
two-word "feeling" answer such as "love," "forgiveness,"
"patience," "action," etc. You will probably hear these
answers in your head, in your own voice.

Usually my heart answers, "I want peace and joy." However
tonight, while writing this article, my heart gave me the
longest answer ever. My heart said, "Beth, stop pushing
yourself. I want you to be kind and gentle to yourself.
Take care of yourself and do those things that make you
feel pretty and happy." Pretty and happy? Never got that
one before. Wow, I guess I have my homework!

Tip #3: Build your self-esteem.
In her book, Anatomy Of The Spirit, the great energy
medicine expert, Caroline Myss wrote, "How we feel about
ourselves, whether we respect ourselves, determines the
quality of our life, our capacity to succeed in business,
relationships, healing, and intuitive skills [emphasis
mine]. Self-understanding and acceptance, the bond we form
with ourselves, is in many ways the most crucial spiritual
challenge we face. In truth, if we do not like ourselves,
we will be incapable of making healthy decisions. Instead,
we will direct our personal power for decision-making into
the hands of someone else. Someone whom we want to impress
or someone before whom we think we must weaken ourselves to
gain physical security. People who have a low sense of
self-esteem attract relationships and occupational
situations that reflect and reinforce this weakness." (This
lack of self-esteem is the #1 reason why women
entrepreneurs don't use their intuition.)

After reading thousands of hands, I believe that the "Life
Lesson" of humanity involves self-esteem issues. If you
doubt yourself, how are you going to trust something as
subtle, fast and laser sharp as your intuition? Having good
self-esteem is vital to harnessing the power of your
intuition. And here's the catch: If you ask and don't
listen, your intuitive awareness may go into hibernation.
If you ask and listen, but don't ACT, you create
stagnation, procrastination and all sorts of spirituality
and business ills.

----------------------------------------------------
Beth Davis, "The Hand Analyst," is a professional hand
analyst/palmist and winner of the 2007-2008 Glazer-Kennedy
Information Marketer of the Year Award. Get her free
special report, "The 5 Massive Mistakes
Spiritually-Oriented Women Make in Business and how to
avoid them!" at http://www.handanalyst.com