SuccessCo

Boldness Rules - Making Presentations that Stand Out

Business presentations often fail due to a fatal lack of boldness, according to communications expert Granville N. Toogood of Darien, Conn., author of the articulate executive. Because entrepreneurs must constantly persuade, sell and lead, they of all people need to know the secrets of clarity and forcefulness. Toogood underlines the point with a startling statistic: Audiences typically decide whether someone is worth listening to within eight seconds after he opens his mouth. Business leaders are quick draw decision makers too. Toogood describes riding up an elevator with two CEO's of chemical companies who hadn't seen each other in years. By the time they reached the 30th floor, they'd agreed to merge their corporations.

In a world that moves fast, success belongs to the bold. When they speak of publicly, most people are timid. They cover a meandering list of subjects, as if afraid of leaving something out. The result is disconnected, defensive and dull. Instead, make every word and idea in your speech point to a single inspiring idea, says Toogood. A schematic diagram of your talk should be shaped like a rocket, with the overarching idea as the warhead, and each subject and its illustrative examples pointing to it.
When it comes to showing slides, insecurity tempts many to throw too much information onto a screen which confuses and bores audiences. Instead, restrict your graphics to a few powerful ideas. Make one point at a time. What is worth presenting as an image? A business change; growth; disaster; a vision of what’s possible.

When creating your slides, cut the visual clutter. Your task it to dramatize movement – so strip off as many words, numbers, borders and line wiggles as you can. Use thick, simple lines and bold sweeping arrows. The secret to persuading others to follow you is to exercise dramatically the courage to say exactly what you mean.

Masterful Marketing – Donate a Prize, Giveaway or Auction Item

A tremendous way to generate some low cost exposure and publicity for your company is to offer a sample of your product or service to organizations such as a local Chamber of Commerce.

Most chamber's sponsor golf tournaments, networking events, annual meetings, auctions, business expos, job fairs or other events that are ideally suited for your offerings, thus gaining some valuable exposure.

Note: Most chamber's require that your company is a member, which is also a great way to market yourself, network with other members and support the local business community.

You can find your local Chamber at ChamberFind.com       

-Jim
© 2009 SuccessCo.com

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The Value of customer/client testimonials

Remember that when you say it about yourself, it's bragging. When somebody else says it about you, it's proof.

Asking your customers and clients why they bought at the point of sale will provide you with invaluable information that will help with all subsequent sales.

Understanding someone's buying motives is 100 times more useful than your selling skills.  When a customer or client gives you a compliment, ask them if they will put it in writing and ask for permission to use it in future marketing materials.

Written testimonials should be used for marketing materials only, not be used to sell. Verbal testimonials should be used in all verbal sales presentations and not be put in writing.

-Jim
© 2009 SuccessCo.com

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Networking and small talk

In my 25+ years of experience working with businesses across the country, I've found one common fear that hasn't changed is the ability to engage in small talk with a total stranger.
 
While the larger companies have teams of sales people or public relations specialists, entrepreneurs and sole proprietors often only have themselves.

Here are some great questions to begin a conversation at a chamber function, business expo or any other opportunity you have to promote your business, product, services or yourself.
Start by asking the other person their name and the company they represent. (With a firm handshake and warm smile of course.)

Then you can proceed with any combination of the following questions. . .

· What do you enjoy about your profession?
· How did you start in this profession?
· What is the most difficult part of your job?
· What separates you from the competition?
· What was the strangest or funniest incident you've experienced in your business?
· What significant changes have you seen take place in your profession/area of expertise through the years?
· What do you see as the coming trends in your profession/area of expertise?

Again, this approach works well for meeting others in a business/networking situation when you are not sure how to begin a conversation. Once the interaction has begun, you will have an opportunity to answer their questions and let the conversation flow in a natural rhythm.

-Jim
© 2009 SuccessCo.com

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Study: Best companies to work for are usually chamber of commerce members

The best places to work tend to belong to their local chamber of commerce, according to a 2008 study.

Of Fortune magazine’s “100 Best Companies to Work For” in the United States and Canada in 2008, 94 were members of their local chamber, including all of the top 24.

Separately, the study found that in a random sample of 100 companies in the Fortune 1000, at least 75 were members of their local chamber.

“If a company cares about its employees, there’s a good chance it also cares about its community and the chamber is the way that great employers invest in both.”

-Jim
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Now is the time to implement a social media marketing plan

Some of the biggest names in corporate America have jumped on the social networking bandwagon. Starbucks, Dell and Amazon.com are just a few of the corporate giants to take the plunge.

Implementing a social media component is a great way to amplify the results of all your marketing efforts. So for you novices, here is a great guide to creating a successful campaign, from start to finish.

Jim
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Simple marketing ideas to increase your small business profits

Just in time for the holidays - Create a video greeting card
Personalize your client and customer holiday greeting card will little effort and little cost. For more information, visit this Microsoft for an easy how-to guide.

Joint promotions with other small businesses
Contact some non-competing small businesses serving customers in your market. Offer to publicize their products or services to your customers in exchange for their publicizing your services to their customers. This usually produces a large number of sales for a very low cost.

Trim your ads
Reduce the size of your ads so you can run more ads for the same cost. You may even be surprised to find that some of your short ads generate a better response than their longer versions.

No free lunch?
Give customers a chance to win a free lunch or dinner, compliments of your business.
Everyone likes a chance to win things. An incentive like a $10 or $20 gift card for lunch or dinner at a local restaurant might be enough to influence a customer to order from you.
Consider other offers, like a Starbucks or other local company.

Stick it
Use stickers, stamps or handwritten notes on all of your direct mail efforts and day-to-day business mail. When you put a sticker or handwritten message on the outside of an envelope, it has the impact of a miniature billboard. People read it first.
Note: The message should be short and concise so it can be read in less than 10 seconds.

-Jim
© 2008 SuccessCo.com

Fantastic Ways to Maximize your Small Business Earnings and Profits

Now more than ever, it’s important for small businesses (all business) to maximize their earnings, spend wisely and increase their competitiveness. Listed below are some simple things you can do to boost earning and maximize profits.

Combined advertising - Include coupons and promotional offers in all of your customer correspondence and billing.

Joint marketing and advertising - Join up with a business neighbor or complementary business to split the costs on print advertising, or share your mailing lists. Find these businesses by joining with your local Chamber of Commerce.

Ask for referrals - You should be asking everyone you know - customers, friends and associates.

Discounted advertising – With advertising down, the local newspapers and cable TV are offering some great advertising specials. Should you advertise in a down economy? Read this.

Teach a class – Check with the local community colleges about presenting a class on your area of expertise, establishing yourself as an expert.

Buy recycled – Buy recycled printer cartridges, saving both the environment and your money.

Buy used office equipment – One of the best bargains out there right now, is the ability to pick up office equipment and furnishings for a steal.

Save on insurance – Savings by association can be found through a trade group or local Chamber, often times saving you money well after the initial cost of joining.

Back it up! – Plan for an emergency or natural disaster in advance. Not only could this save you money, it might even save your business.

Raise your deductible – Typically a higher deductible will lower your premiums – check with your agent.

Audit your utility bills – There are usually several rate structures available to corporate users. Don't rely on the utility company to assign you the most cost-effective rate. For fast-growing companies especially, it pays to compare various options once a year.
Additionally, ask your electric/gas company for a free energy audit, identifying waste and possible cost saving improvements.

Lease an employee or use a contractor – Not only can the costs be lower, buy with frivolous employee lawsuits on the rise, it could save you a fortune in the long run.

Clean your mailing list – Did you know the US Postal Service will help you clean up your mailing list for free? And by adding the Zip plus 4, you may be eligible for bar code discounts.

Bulk mailing discounts – Many Chambers offer their members discount on bulk mail run through their mail centers. Find your Chamber here

Checks by mail – Often, ordering checks through the mail will save considerably more than going to your bank direct.

Join a buying alliance – Link up with similar businesses to secure discounts on larger orders on everything from paper towels to motor oil.

Do your own press releases – There are several online services that will walk you though the process rather than having someone do it for you.

Barter your products or service - The National Association of Trade Exchanges (NATE) is a clearinghouse for member exchanges across the country, allowing business owners to swap just about anything with anyone.

Turn e-mail into profits – Everyone within your company should have a promotional signature block that automatically posts at the end of all email sent from the business. More. . .

Donate a Prize, Giveaway or Auction Item – A tremendous way to generate some low cost exposure and publicity for your company is to offer a sample of your product or service to organizations such as a local Chamber of Commerce. More. . .

Free e-mail - Google hosted email offers free use or $50.00 to upgrade and receive enhanced space and benefits. Many small businesses now use this service. Your customers and clients will never know the difference as your email address will stay the same.

Vendor re-negotiation - Go to each of your vendors every 6-9 months and ask for 10-30% off. If half of them say yes you'll save 5-15% on fixed costs. Many vendors will give you a discount if they think they might lose the business.

Reduce or eliminate costs on employment advertising – While print media won’t be a fan, try craigslist as the quality of applicants has increased with the sites credibility.
(My two most recent employees were located from this source – and they are fantastic)

Have a successful day,
-Jim

Related post
Small Business Marketing Ideas
Join your Chamber of Commerce

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© 2008 SuccessCo.com

Success Book ~ Become a Marketing Superstar

Excerpt from How to Become a Marketing Superstar by Jeffrey Fox

Own a market, Not a Mill

Mills, (a.k.a. factories, production plants) don't sell things; they make things. If no one sells what the mill makes, and no one buys what the mill makes, the mills stop making. A market is a customer, or any number of customers that buy or borrow or rent or lease things. Markets are the source of revenues. Mills need markets to exist.

Mills don't generate revenues; they spend money. Mills buy materials, parts, labor, energy and services. Mills are immensely important. If they don't make defect-free quality products, on time, at low costs, the owner of the mills will not stay competitive. But mills do not make money; they make things that are sold. If the products are sold at a price above cost, the company makes money.

It is the sale that makes the money! Some mill managers, and some managements, mistakenly think that the mills make their companies money. Mills are often critical to the ultimate making of money, but the money is only made when someone sells the product at a profit, and when the selling company collects the money.

Nike owns a market; it doesn't own any factories. Nike's products are made for Nike according to strict specifications. Nike buys its shoes from the shoe maker and resells the shoes to its markets.

How to Become a Marketing Superstar: Unexpected Rules That Ring the Cash Register

Big Secret to Small Talk

Photo by Amodiovalerio Verde

In the years I have worked with business owners throughout the county, I’ve found one common fear or weakness is the ability to start up a conversation or engage in small talk with a total stranger.

While the larger companies have teams of sales people or public relations specialists, entrepreneurs and sole proprietors often only have themselves.

Here are some great questions to begin a conversation at a Chamber function, business expo or any other opportunity you have to promote your business, product, services or yourself.

Start by asking the other person their name and the company they represent. (With a firm handshake and warm smile of course)

Then you can proceed with any combination of the following questions. . .

• What do you enjoy about your profession?
• How did you start in this profession?
• What is the most difficult part of your job?
• What separates you from the competition?
• What was the strangest or funniest incident you’ve experienced in your business?
• What significant changes have you seen take place in your profession/area of expertise through the years?
• What do you see as the coming trends in your profession/area of expertise?

Again, this approach works well for meeting others in a business / networking situation when you are not sure how to begin a conversation. Once the interaction has begun, you will have an opportunity to answer their questions and let the conversation flow in a natural rhythm.

-Jim

© 2008 SuccessCo.com

Related Post - Surefire Ice Breaker and Conversation Starting Technique

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