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How to Sell Business to Business

Selling in today's economic climate is tougher than it has been in decades. Even if you are selling to a business instead of the general public, you have to adjust your thinking, attitude, and technique. Here are six things to help make that sale.

1. Adjust to the customer. Too often, what the customer buys does not exactly fill their need. They have to settle on the closest product that fills their need. It is not a perfect fit. Do not let this happen to your customer. You are asking the customer to buy something they need, so you have to adjust to fill the customers need.

2. Do not forget old school … networking. Volunteer on boards, such as the local zoo or philharmonic. Get to know the power hitters around you. When they need a service or product, they will already have an inside person … you.

3. Remember to be nice to the customer and keep business and personal lives separate. If you see a customer at a non business activity, like a festival, sporting event, or school play, do not bring up business. Remember they have home time to spend with their family and that is what they are doing. Be nice and respect that personal time.

4. Do not be wonderful. Be sincere with the opening congenial comment, but also be aggressive with your sales tactics.

5. Know your customer. If your customer has a contract with a particular company, know when that contract expires. A year before the current contract expires, start working on a presentation to the customer. The customer will want to sign a contract before the current contract expires, and you will have to pitch yourself in time. Give yourself time to learn about the client's needs and wants, develop your plan, and present your plan well before the customer can sign another contract with the current supplier.

6. Know the customer again. Learn things about the customer they do not know. Learn how much time they spend doing something, how they do it, and find ways for the customer to do it faster and more efficient. Inefficiency wastes time, and time is money. Everyone is trying to save money and the customer will remember you if you help them to save money.

People are their own worst critics. You have an advantage if you are not selling to the public, but instead to another business. And like your business, other businesses are there to make money. Ask yourself if you would by yourself, and if not, change your approach. …

Business Cards – What You Really Need to Know to Have an Effective Business Card

So you believe that your business card just tells a client your name and contact info. This is not the case. Your business card assures clients and potential clients a lot more than this.

Think of your business card as part of your sales team, in fact it is your personalized sales representative. This sales representative will be functioning for you when you are not. When a potential customer is recollecting a problem they will search their list of contacts by browsing business cards that they have acquired through out the years. If your card has that magical formula to arouse a response from reading your card then it has done its chore. More importantly, when submitting a business card it also gives an opinion about your degree of professionalism, how your business functions and your general abilities.

Your business card, like a respectable sales person must be equipped with a respectable sales ability and first-class product knowledge. If a salesperson does not have the above mentioned, then he will not complete the sale. This maintains true with a business card. If your card has the power to gain a sale and to relay product knowledge, once you then your business card can do its job in good order.

But how can you get those two important things into a small piece of paper?

When picking out a business card make sure that you use excellent quality stock for your business cards. Stay away from mediocre stock, make-it-yourself at home cards. These business cards will establish a terrible impression for you, your company and your overall business. You have to look like you regularly succeed in acquiring and carrying out a great volume of business. You can only do this by making the card as presentable as possible. You should supply a company logo that again, looks professional and in turn, this logo makes your card and you look more professional.

Another strategy to make your card more robust and raising its likeliness of completing a transaction for you is to make the card different from other business cards. When I mean different, I do not mean radically different. You must make sure your card appears presentable and respectable but keeping it different from your competitors. Business and contact information should be on the front of the business card but expressing facts about your company and ways that you are unique from the competition should be expressed on the back of your business card. This can include price differences, professional accolades or guaranteed level of service.

Differences can also be shown purely by having different sized business cards compared to common cards. One possibility is to create business cards that are slightly smaller than standard cards. Another fashionable alternative is to have all the information in portrait orientation instead of the stock landscape orientation. This will force the business card holder to turn the card and read the card. This may appear like a dry or poor strategy that does …

Discover How to Make Money Online With Affiliate Program Training

One of the most popular ways to make money online is to join an internet marketing affiliate program. You would be amazed if you knew how many products are promoted through affiliates. Many beginners think that affiliate internet programs are limited to digital books, but the truth is, there are all sorts of physical products being promoted this way too.

If you are looking for a new affiliate program to try out, the first thing you want to think about is what going to get? As a beginner to affiliate marketing, there are some key things that you need to learn before you're ready to throw your hat into the ring.

Just because affiliate products are available, does not mean you automatically will make money with them. The internet is littered with failed affiliates who tried following what some internet marketing guru told them in a book. When they try following a plan that is filled with information that is too vague and missing important details, their quest to make money this way usually ends in frustration.

In order to avoid their fate, you really need to find an affiliate business opportunity that shows you exactly what you need to do. When you do not know anything, it's really easy to make mistakes and leave out key steps in the strategy. This is because you simply "do not know what you do not know."

Without the person teaching you their method tells you exactly everything there is to know about how they execute their strategy, then you're left with feeling like their plan just does not work. This is why you need to keep an eye out for beginner friendly affiliate programs.

An internet marketing affiliate program that is really friendly to beginners, is one that will spell everything out for you in plain English, have a step-by-step model for you to follow that includes written instructions and video demonstrations, and, the program must have a proven track record for helping new affiliate marketers make real money with the system.

Following a good training program for affiliate marketing is essential if you want to experience the joy of making your first $ 100 online. Trust me, when this happens you will feel like you just won the lottery, because it's very satisfying to follow a reliable affiliate marketing strategy that produces automatic income once you set it up. …

Impressive Business Card Styles

It is well established that networking is one of the most serious aspects of business development. Indeed, it is often true that growth depends more on who you know, than many other factors. There is simple logic fueling this argument, and it is mostly an issue of being recognized over the tumult of other individuals who offer similar services. In today's world of business there are countless enterprises that offer very close to the same services. Yes, your company may have its own personal touch, but in the end it is not necessarily all that different from others that offer similar products. The true difference is in you: the representative. Therefore, finding success as a business owner comes to selling yourself as a representative of your company just as much as it comes from offering quality products. This is where business cards enter into the equation.

Using business cards effectively is a great way to introduce both yourself and your company to a prospect. A good business card and conversation with a prospect can bring in new business, be shared from customer to customer and sometimes even reach people who are not interested in your company's services at the time when the card is presented.

Many people, upon receiving a business card will, out of politeness, not just throw it away. Instead it will wind up in a drawer or on a bulletin board. Then, when that individual needs your services, the card is there waiting. These kinds of results are not always as simple to produce as it might sound. Just throwing together a business card and handing it out will not suffice. As with all forms of advertising, the medium must be good, and of a quality that represents your company. Designing an impressive business card is within anyone's grasp.

Perhaps the most important rule of business card design is to make the card simple, and easy to read. The purpose of this form of advertising is to give potential customers a good first impression; they do not need to know everything about your company. Sometimes a name, a phone number and a website can be enough. It is tempting to fill the entire card with information and not waste any of the cardboard's surface area. However, doing so can be a waste of time and money. If a potential customer has to hunt through unessential information to find what he or she wants at first glance, then the card might simply be tossed away. Clutter must be avoided at all costs. That said, a small picture of you, your company logo, or some other identifying mark is essential, and adding a splash of color will draw attention to a design that can otherwise be very simple in nature. If you feel as though you can not possibly refuse from giving a detailed description of your services, then use the back of the card.

It is a bit unconventional to cover the back of the business card with …

Employee Ownership: The Solution to the Productivity Gap in Business?

With income inequality at record high levels, employee ownership is a potential solution to spreading wealth more broadly. However, despite strong growth in employee owned businesses, it is still a rare way to operate.

There are various reasons. Contrary to what some might expect, greed is a very minor one. For the most part it is ignorance of the benefits that employee ownership can offer to founders, employees, the community and the economy as a whole.

Employee owned businesses tend to have shown stronger growth, higher valuations and are more resilient in difficult economic conditions. From a founder or owner’s perspective, it can be a route to exit the business. However, it can also be a way to stay in the business, create more wealth for themselves and share the wealth created by the business more widely with those people who help create it. It comes down to that age-old question in business: “would you prefer to earn £100 from your own work or £1 each from the work of 100 people?”

Another barrier to becoming employee owned is the investment to get the ball rolling. If the employees can’t afford to buy the shares directly (or the aim is to put the shares in trust), then finance may be required. The options are limited. Few investment funds specialise in employee ownership because their aim is generally to get the highest return possible, whereas an employee buyout is looking for the fairest return possible for all.

Businesses and Governments worldwide are struggling with how to reverse the decline in productivity in this country. Results from employee owned companies suggests they strongly outperform their non-employee owned counterparts. However, employee ownership is not a panacea. It will not turn around the fortunes of a business if it is done for the wrong reasons (tax benefits, for example) or in a business with the wrong culture.

Similarly, giving employees shares without helping them to understand how they can increase the value of those shares and benefit from it, will not result in increased engagement and productivity. The attitude of ownership comes when they are committed to the goals of the organisation, know how they can affect them and know how they will benefit as a result.

Positive cultural engagement, ongoing financial education and an annual planning cycle that widely involves employees are cornerstone leadership initiatives required to support the company of owners.

In the right culture and with the right support to develop the company of owners, employee owned companies thrive, increasing wealth throughout the company, their community and the country as a whole.…

It's True: You Really Can Earn Money From Home And Quit Your Day Job And Here's How

Making money online is a reality today today more than ever because the possibilities are very expanded, technology gives us a hand and allows us to make money from the place we choose for our office, on holiday or the comfort of our home.

The resources and information available online can actually be overwhelming that most of the time we overload of information and this prevails us from starting to take action.Most people choosing the path of internet marketing struggle to succeed and never make a dime.The key to a successful online business is not to try and learn every skill in one go but learn step by step, stay focused, have a plan and take massive action.

It is not hard to earn money online you simply need to follow what works and then just rinse and repeat and scale.I wanted to start this article by naming some of the ways to earn money online.look for the niche market that feels more comfortable , probably related to their tastes and passions. Some people start trying many variants and after that successfully establish or focus on what really works.

Some of the most popular ways to make money online are these:

– Without a blog, what we do for example answering surveys for businesses that need common customer information to this there are many companies that use this method, many people still suspect of this way of making money online, but I can assure you there companies with a strong track record and on the internet that actually pays people who choose to integrate their staff.

Today with the rise of social media we can use to promote products, auctions or affiliate products with our contacts and the community by paying for advertisements (eg. Facebook).

There are other methods such as making money by reading e-mails, searching, and browsing certain websites a certain time, or by clicking on ads or offers. Finally, there are also betting and online games, which are also used by thousands of people.

Currently people are losing their fear of online commercial transactions, with the growth and development of technology to make one hundred percent secure credit card or other banking system. Today there are companies that allow us to get our money earned online from almost any country either through transfers or by checks sent to you.

– With a blog, in this case the possibilities are expanded and this allows us to actually create a real online business or enterprise, not only making money, but to build automated systems that we can generate profits for years. A blog is the window of our business and what we can offer in the range from our services, our products or advice, and even promoting thousands of products by working as affiliates. Platforms to create blog are really very accessible and even more important we can create blogs for free, which is a great help to start, probably later use a blog in a private domain that …

What Type of Personal Injury Claim Was Your Accident?

Personal injury cases are legal cases in which one party or group is held accounting for causing harm to another person or group of people. This legal responsibility typically takes the form of the responsible party compensation for medical and other costs, lost wages, and occasionally additional money for damage the hurt party's quality of life. Personal injury cases are very common and many are quite serious.

You can find various types of injury cases in litigation. Injuries can occur practically anywhere: in your own home, at the office, while traveling, or while you're shopping. Wherever an injury takes place, if it was a result of the negligence and carelessness of one party, then the injured party has the legal right to file a personal injury claim through the help of Seattle personal injury lawyers.

Many of the common forms of personal injury cases result from carelessness on our highways and streets. Automobile accidents are the number one source of claims. Think about how many auto accidents happen every day just to get an idea. Even though some accidents are just that – accidents with motor vehicle collisions, others come from neglect. If a driver who crashed into another driver because they were driving too fast, driving while distracted or driving under the influence of drugs or alcohol, then there could be grounds for a personal injury case. In the end, if the offending driver acted in a way that a typical person would not, then they could be held accountable.

Another form of common personal injury cases are those focusing on accidents such as slips, trips and falls. These cases take place when an individual injures them self by slipping or tripping as a result of dangerous conditions at a location. Wet floors, defective floors, uneven ground and so forth are examples of possible causes of these accidental injuries. This is the reason businesses are so adamant about putting out 'Wet Floor' signs during cleaning. If they do not alert customers about the risk to safety, they could be deemed liable for any accidents or injuries which may occur.

Work is yet another place where personal injury cases can begin. The majority of companies and organizations take care to ensure that their staff is protected from hazards at the workplace. Some, however, still allow their equipment to go un-inspected or let their employees operate in unsafe circumstances. If this sort of negligence results in an offense, then the business can and should be held liable for causing the injuries. These cases are most common in industries like construction, where there's a higher potential for accidents and mishaps.

Another cause of injury claims are faulty and defective goods. Some businesses produce items that they know might cause harm to the people using them, but still permit them to be sold. If a Seattle injury lawyer can show that a company had prior knowledge of a dangerous product defect, then they can be held liable for damages when pursued by the …

How to Build Your Online Business

Find other entrepreneur groups who can give you ideas on how to start an online business and find a good coach who will help you get started. In order to succeed, you must me coachable, duplicable, have a willingness to learn with a positive attitude and work at least 10 to 20 hours a week. You will need a blog but, before you start your blog, you must register a domain; you will need to buy a hosting service and an auto-responder that will send follow-up emails to your prospects. When starting your blog, make sure you have an opt-in section so you can collect names, emails and phone numbers. Once your blog is up and running you will need to start advertising.

When writing your blog you will need to use the right keywords and phrases to be seen on the search engines like Google, Bing and Yahoo. Write new content everyday so you can get found easier on the search engines and make sure you use rich-content words. Spread the word to your friends and family, share with friends on Facebook and Twitter, attend network meetings, give out business cards, and send out business cards when you mail bills, post flyers on billboards, and create a page on Facebook and Twitter. Ask your friends and family to spread the word about your business and ask for free leads. When ordering over the phone, tell the customer service represented to look at your website. If you are in an MLM start recruiting others into your organization to grow your business. The more people you recruit, the more your income grows. Another great way to advertise is to write articles and participate in online forums and newsgroups.

As you attract new prospects every day, you will need a database to keep track of them. Outlook has a great contact manager. Once they are in your database send them an email to see if they got the information on your site. Also, use emails to build relationships with your prospects. Once you build relationships with your prospects move them towards a call. If you have a video on your site take them to the video so they can watch it to see what your company is all about. Videos are great tools for your business. If the prospect is interested then have them join your team.

Encourage your prospects to join online meetings, conference calls, take them to YouTube videos and share information that has a lot of content about your business. The more your prospects participate in online meetings, YouTube videos, and conference calls, the more knowledge your prospects will have about the business you are promoting. Make sure you coach them with the tools and skills they need to build their business so they will also prosper. Always make sure you answer their questions if they have any and, if you are not sure about their question, call your coach or the company you are representing.

With social media …

Mobile Oil Change Businesses Are Very Hard to Succeed In

There have been many people who have come and gone in the mobile oil change business. It always looks easy from the surface and is relatively inexpensive to start with minimum investment compared to most other businesses. But most mobile oil change operators rarely make it past the first year. In fact most do not make it past the first several months. One has to wonder why such a good idea ultimately ends in failure. Lets take a closer look.

First the profit generated from oil changes is not enough to sustain a healthy business. After you calculate the cost of goods from the total bill there is rarely is more than twenty five dollars net profit made from your typical oil change. And that figure does not include the gas used driving to the actual location. You have to be doing a lot of oil changes per day for you to make a decent profit to support your business and your personal expenses. Most quick lubes make even less due to their substantially higher overhead yet make up for it in large volume. Most successful fixed locations are doing 60 oil changes on a bad day. A mobile oil change company, with most of the time one or perhaps two people working it, does not have that luxury. The most your typical mobile oil change van can do is ten oil changes per day and after that the operator is exhausted. And even if a person could consistently do ten oil changes per day he still has to generate those oil changes from somewhere. They do not magically appear. Do you have a plan how to do that? Most start out thinking corporate campuses will provide tons of business especially if its marketed by the companies there. In reality that rarely works as advertised and you will be lucky if you get 10 customers in one year from a huge corporate campus. The end conclusion is that the net per oil change is just too low to make a viable business from it without a massive amount of volume.

Second, many mobile oil change operators are not very good salesmen. They are usually very honest people and ones who are very passionate about what they do and you gotta love that but I have found that most owners of mobile oil changes are terrible at the sales end. They are usually the type who try to charge way less than the going market rate and think they can tell a few people about their “awesome service” and wait by the phone. That never works. You have to go out and get them. You have to do a copious amount of cold calling. You have to talk to a lot of fleet managers and sale yourself first and then your service. Most in the mobile oil change business do not fully understand this or never really apply themselves to this side of business. Its probably the most important part not …

Starting a Business – 5 Personal Inventory Audits to Help You Launch Your Business Startup

Starting a business appears to be as American as apple pie. Every year, tens of thousands of people in the United States decide to launch their own business start up. If you are thinking of doing the same thing, you probably need some help in deciding exactly what type of business you should start.

In over 9 years of being a business adviser and coach, I have helped numerous entrepreneurs make decisions like this with a special set of tools known as personal inventory audits. These personal inventory audits are simple sessions where you think specifically about a particular life area and create a list of assets. Here are 5 simple audits you can perform on yourself to help you decide on the business startup of your dreams.

1. Audit your Skills and Competencies

Starting a business related to skills you have means that you can be your own employee. These may be broader professional skills, or technical skills or even leadership skills. When you establish a company that delivers a skill set that you understand, you can manage your employees based on your first hand knowledge of what they do.

2. Audit your Experiences

The experiences you have been through in your personal or business life can form the foundation of a new company. Whether these are nominally negative or positive experiences does not matter. In seminars and workshops, I instruct people to “turn tears into gold” by repackaging their experiences (and lessons learned) for the marketplace of people who may be going through similar situations.

3. Audit Proximities

By proximities, I mean that you should audit and create a list of people, places, products, or philosophies that are near and dear to you. Ask yourself questions like:

  • What can I partner with these people to offer?
  • What do these people do well that I can sell?
  • What are the places I’m familiar with well known for?
  • What do I know about this product that many others need to know but do not?
  • How many others could use these philosophies I have been adhering to?

These types of questions serve to jog your thinking into action and to help you discover hidden opportunities for doing business.

4. Audit your Hobbies

If you have outdoor hobbies like extreme sports or hiking and mountain climbing, you can leverage your knowledge of these areas to start a related business. Not only could you start an equipment or accessory supply business, you could start an internet-based business where you sell valuable information to fellow hobbyists. The internet is also a great business platform if your hobby is an indoor activity like embroidery or scrapbooking.

5. Audit your Professional Knowledge

Do you have professional credentials? If so you could start a business in your area of expertise. An accounting professional I know recently started a bookkeeping business to help business owners in a very specific niche. This is a great way to leverage the work you have already done and the experience you have …