THE BUSINESS CLIMATE OF 2010, PLANNING FOR 2011.

We are nearing the end of 2010 and one of the most important
(and profitable) investments you can make is to review the
past few months very, very carefully.
To an amazing degree, we humans are creatures of habit. We are
great examples of Newton's law that, "a body set in motion
tends to remain in motion." We tend to plunge eagerly ahead,
repeating yesterday's mistakes and failing to learn from
experience. Yes, we take great pride in the fact that we "can"
learn, but my observation is that we rarely do.
We tend to assume that what worked last year will continue to
work next year. We know intellectually that we should be
innovative, creative and original, but in our daily work it's
easy to follow old habits, whether they still work or not.
When Jack Welch was the head of General Electric, he insisted
that half the company's profits come from products and
services that were less than five years old. Why? Because he
knew that yesterday's methods won’t fit tomorrow's world.
Take time -- several hours if necessary -- to review the
following questions:
1. What worked best last year? What surprised me, inspired me
or taught me something new for my work or business?
2. What did not work, or is working less and less well? What
was less profitable or less effective than I expected? What
should I drop altogether in the new year?
3. What's new in my field? What are my colleagues doing that I
should apply to my business?
One of the absolute BEST things any professional,
business owner or manager can do is invest in seminars
and conferences. The chance to get away and "see the forest
for the trees" is incredibly valuable. Conferences generate
new perspectives, and new ideas create vast new opportunities!
Invest in yourself!

THE DIFFERENCE BETWEEN BEING A SUCCESS AND A SUCCESSFUL LIFE.

I was reading an article the other day about a famous athlete and one of his teammates made a comment that I found interesting. He said, off the record of course, that his famous teammate would have a funeral so small that it could be held in a fitting room.

Now, most people would consider this athlete “successful.” He is rich beyond anyone’s imagination. He has and will set world records. He will undoubtedly be elected into his Hall of Fame, most likely on the first ballot.

But he is not a successful human being. It is common knowledge that he is universally disliked.

This got me to thinking. I am attending two funerals this week. One is the funeral of a man who was “successful” in the eyes of the world. That is, he made a lot of money. But he wasn’t a terribly successful human being. He was estranged from his oldest son and hadn’t spoken with him in years. He was a borderline alcoholic. There were other storms in his life. About 50 people will attend.

The other funeral is for a man who was not “successful” in the eyes of the world. You would have never given him a second look had you seen him in the store. He wasn’t wealthy. He was not high-profile. Yet he was quite a successful human being. People were encouraged and built up by this man. People were better because he graced their lives, even in small ways. His funeral will have about 200 people there, paying their last respects. He would have never guessed there would be that many, yet after he died, people came out of the woodwork to speak highly of him.

So what is the difference? And can we be both “successful” and a successful human being. I believe that we can have both. I do believe it is hard because the accumulation of wealth takes time and time at work, which usually takes away from time doing things that foster human relationships. But it is possible.

It can be done by those who understand balanced living and are aggressive time and priority managers. Give yourself time to make your fortune or pursue your dreams, but give yourself time to make yourself a successful life as well.

Here are some tips for being a successful human being who has a successful life:

Love People, Use Things.
People who become “successful” and miss a successful life are those who love things and use people. Be sure to put people as a priority for your life.

Take time off.
Life isn’t just about work. There is so much else to experience here in this life, and unfortunately, too little time to enjoy it.

Be a giver. Be someone who gives more than takes. Yes, we all have to take from time to time, but we should take only when we need to and give every time we have a chance to!

Be a life-long learner.
I truly believe that we become better people as we learn. Take time throughout your life to grow and learn and become a better person.

Keep a sense of humor.
People who laugh are a gift to the world. Don’t take yourself or your circumstances to seriously. Learn to look on the bright side and see the humor in situations.

Honor your commitments.
This is a key to a successful life. We live this life based on commitments we make toward one another. Those who honor those commitments are those who will be respected and trusted by others.

Mentor someone.
Always take the time to mentor someone. I know this firsthand because of the energy a few people put into my life, sometimes just letting me know that they believed in me. This goes a long way and makes the world a better place!

I am sure there are other aspects of a successful life, but these are the simple ones that you can begin to apply today. Remember, you can work and become a success, and I encourage you to do so, but don’t forget to live a successful life as well!

ANCHOR YOUR RELATIONSHIPS

I heard a speaker recently who was talking about how to maintain strong relationships. As I listened to his basic principle, I realized that it is true in all of our life situations, be it work, family etc. And let's face it, relationships are what make the world go 'round. So strong healthy relationships will make your work more enjoyable, and prosperous, and will make your family and friend relationships better as well. There is also the idea that some connections are stronger than others and so you want as many connections as possible and you want those connections to be as strong as they can be as well. Confused? Let's put some legs on this. We'll take a business situation and we'll take a family situation to illustrate the principle. Anchoring work relationships. Let's say you sell insurance. A guy walks in and says, "I would like to purchase some term life insurance." You have a simplex relationship. The connection is that you both want him to have insurance. As you get to know him better and get information from him, you realize that you have a multiplex relationship growing and the chance that your business relationship will grow is improving. "You grew up in Iowa? Me too!" "You like to golf? Me too!" "Your wife and you like to go to the opera? So do we! We should go together sometime." The multiple connections are anchoring your relationship. Anchoring a family relationship. Let's take a marriage in trouble. Chances are that at one time, the relationship was multiplex. Because of time, work, and other stresses, the marriage has deteriorated to the point where both are thinking, "What did I marry this person for?" Or "Why do I stay?" The chances are that now the relationship is simplex. Maybe it is that the one connection is that they want to do right by the kids and so they "Tough it out." What is the answer? I believe that it is regaining a multiplex relationship. Work hard to make those other anchoring connections. Did you used to play tennis together before the kids came along? Go play tennis together on a regular basis. Do you both have a common interest in a specific cause or charity, but time hasn't allowed you to pursue it? Take the time! It will anchor your relationship again! I think you get the point. Take some time to think about your current relationships. Are they as multiplex as they can be or as they used to be? Think about the new relationships you will make in the coming weeks or months. Think of ways you can make them strong by finding multiple connections, securing deeper and more fulfilling relationships. Make your relationships "multiplex" and you make them strong, with an anchor that will not let them go!

5 THINGS YOUR BUSINESS NEED TO DO - NOW.

It’s easy to get distracted at the end of the year. However, while it’s fine to be festive, you should ensure that in the weeks leading up to the Christmas break important business is taken care of, plans are put into place and opportunities aren’t overlooked. After that, eat, drink and be merry!
1. Take care of business
It’s tempting to start winding down business now. But it’s far better to be proactive so that in the New Year you’re ready for action. If clients owe you money, bill them now before accounting departments go on their break, otherwise it could be well into January or even February before you get paid. Likewise, try to wrap up anything outstanding from previous months, because you don’t want to start the New Year with reports and invoices from October. Find out about potential delays with suppliers or delivery during the holidays, and build these into your plans or let your customers know about it, so you don’t have a pile of complaints to deal with when you come back.
2. Keep staff motivated
This is a great time to make contact with potential clients. Keep your sales staff motivated by setting specific targets, perhaps kicking off an internal holiday campaign, with a prize awarded to the top seller. You should also step up your marketing efforts, so that when clients return from the break and are ready to update their technology or business processes, your company is at the top of their mind. Marketing staff should use the pre-Christmas period to prepare communications and plan promotional offers for the New Year.
3. Decide whether to stay open
Whether you need staff working during the break depends on your business. If you feel it would be better to stay open, calculate whether the amount of business you will get balances out with the cost of staying open, including the cost of paying for staff to work and the cost of air conditioning and running equipment. If you do decide to completely close during the Christmas break, or to open for reduced hours, let customers and employees know as early as possible.
4. How will you handle staffing?
If you need staff during the break, or require IT staff, decide on a way to do this fairly. Your company’s policy should ideally be in place early in the year and be reiterated so staff are familiar with procedures. For example, you can offer holiday requests on a first-come, first-served basis; those with travel plans will be more likely to put in their requests early. If you realise too late that you need staff to work, you can always do as the airlines do: ask for volunteers and reward them later with time off or a small bonus.
5. Lock up and shut down
Christmas is the hacker’s favourite time of year, and machines are more likely to be attacked during that time, so it pays to be extra vigilant about IT security. Make sure antivirus software is updated and running. Keep your networks secured and automatically monitoring for break-ins, with systems in place that can alert relevant staff via SMS in the case of an emergency: this way, IT staff don’t need to come in but can be reached on an on-call basis. Turn off all servers that aren’t needed and also unnecessary services such as your Wi-Fi, which is an easy way for hackers to gain access to your network. Ensure critical files are backed up offsite. Additionally, if your office won’t be staffed during the break, turn off all office equipment, lighting, heating and air conditioning to help reduce energy bills. Finally, make sure your premises are locked up, and enjoy your break!

ATTITUDE IS EVERYTHING

An excerpt from
Attitude is Everything
by Vicki Hitzges

Years ago, I was the public relations director for motivational guru, Zig Ziglar. At the time, he was arguably the best-known, most loved speaker in the world. When audience members heard Zig, they witnessed a man chockfull of energy, vitality and joy. Having worked closely with him and knowing him well, I can tell you that the Zig you saw on stage was the real Zig Ziglar. In fact, I can't remember ever seeing him when he was not happy and upbeat.

The Zig I knew was one carbonated guy.

Every time Zig answered his home phone, he picked up the receiver and said with gusto, "This is Jean Ziglar's happy husband!" And he meant it!

Awhile back one of Zig's closest friends and I were discussing Zig's aura of happiness. "Completely genuine," his friend said. "I have never seen him down." Then he added thoughtfully, but with love, "Hardly what you'd call normal."

"What's Zig's secret?" I asked.

"I think," he said, "it comes down to feeling grateful. Never met a guy more grateful than Zig. Period."

You'd think anyone that grateful must have had an easy life. But that's not so.

Zig started out poor. Dirt poor. His father died when he was six, leaving his mother to raise eleven children alone. The family was virtually penniless. Yet despite their poverty, Mrs. Ziglar instilled a strong work ethic in her children and raised them to believe that both she and God loved them. She also instructed her children to practice saying "please" and "thank you." Those lessons stuck. Her formula of work, love and faith made their difficult lives easier. Gratitude made their lives enjoyable.

Zig once told me, "When we neglect to require our children to say 'thank you' when someone gives them a gift or does something for them, we raise ungrateful children who are highly unlikely to be content. Without gratitude, happiness is rare. With gratitude, the odds for happiness go up dramatically."

Years ago, Zig created the popular phrase, "Have an attitude of gratitude." According to Zig, "The more you recognize and express gratitude for the things you have, the more things you will have to express gratitude for."

I know firsthand that giving thanks brings joy. Awhile back, I heard Oprah Winfrey urge viewers to keep a Gratitude Journal. It seemed pretty schmaltzy to me, so I didn't do it. But Oprah was a jackhammer. Day after day, week after week, she kept pounding on that idea. I'd catch her show here and there. Same thing: Keep a Gratitude Journal. A few months later, I was speaking to a government group and staying in a cruddy hotel. I was seated at the hotel's indoor restaurant by a swimming pool reeking with enough chlorine to purify the Love Canal. As I waited impatiently for my meal to arrive, I suddenly remembered Oprah's directive. What the heck? I had a pen and some scrap paper.

I listed my mother who spent time each day praying for me. I wrote down my father who deeply loves me. My kind, funny brother and his family. My job and the opportunity to travel and encourage people. Friends. Laughter. For the fact that I had a place to sleep that was safe. For a private bathroom. (You start listing - you begin to get thankful!) I quickly listed about 30 things and noticed that not only did I have a lot to be thankful for, but suddenly I was in a terrific mood!

Publisher Malcolm Margolin was grateful for something that's right outside our doors, but most of us have never taken the time to experience it. He wrote, "The next time it begins to rain... lie down on your belly, nestle your chin into the grass, and get a frog's-eye view of how raindrops fall... The sight of hundreds of blades of grass bowing down and popping back up like piano keys strikes me as one of the merriest sights in the world."

That might strike you as advice from a person with not nearly enough to do, but personally, I like it. If Margolin can feel joy in soggy clothes looking at wet grass, you and I can find all kinds of things for which we can give thanks!

Try it! Count your blessings. Jot them down. At least stop and think of as many things as you can that you're thankful for right now. It worked for Oprah, Zig, Margolin and me. Give it a shot. If you want to feel happy, try on an attitude of gratitude for a change in your mood, your outlook and you.

HOW TO TALK TO ANYBODY, ANYTIME - CHRIS WIDENER

You know the situation: There you are at a business or social function and you end up with someone who you have never met before. Some people get amazingly uncomfortable with this situation because they simply don’t know how to start or carry on a conversation. Yet successful people are always going to find themselves in these kinds of situations because they are always stretching themselves and putting themselves into situations to help them and their businesses grow and that means meeting new people. So if you are going to be successful, one thing you have to get down is how to talk to anybody, anytime. Good news: It is easier than you think!
First, a couple of things not to do. One, don’t get flustered and excuse yourself. That is the easy way out, and you never know if you didn’t just leave who would have become your best friend or closest business associate. Stick around! Secondly, don’t start talking about yourself. Sure, introduce yourself, but don’t launch into a half-hour monologue about your accomplishments. The other person will either roll their eyes back into their head or simply give you a new nickname: Joe “let me tell you a story about myself” Schmoe. This leads me to the key.
Talk about the person you have just met. Don’t talk about yourself – talk about them! And the key is to ask questions. Now, there are obviously some people you just will not be able to talk to because they are absolute bores or they are angry or upset or something, but I have found that that is only about 1% of the people, if even that. For the most part, if you persist in asking questions, you will be able to talk to anybody, anytime.
There are three segments to this process:
Ask questions.
Find connections.
Go in those directions.
What you are trying to do is to find common ground. What makes people afraid to talk to others is that they are afraid they won’t have anything in common. I have found that usually, if you ask questions for a minute or two, you can always find a connection with someone, and then you’re set. The worst that could happen is that you ask the person questions for a few minutes and find nothing. But what will that person tell others? That you seem to have a genuine interest in others. That is a great reputation to have!
That is another key here. You can’t be a selfish, arrogant person and be successful. I am talking true well-rounded success, not just collecting a pot full of money.
The best way to describe this process is to write out a mock conversation. You will notice the kinds of questions I would ask, when I find a connection, and how I would go in that direction.
“Hi, I’m Chris Widener. What is your name?”
“Joe Schmoe.”
“Well, Joe, what do you do for a living?”
“I sell insurance.” (Possible connection here. Everybody has insurance)
“Oh yeah? What kind of insurance?”
“I insure Oil rigs in the Adriatic Sea.” (Whoops. Lost connection)
“Wow. That’s must be fascinating. Married or kids, Joe?” (I have a wife and kids, maybe we can show pictures)
“No, actually, I’m single.” (It isn’t looking good yet)
“So, who do you know here at the party?”
“Well, nobody. I am the brother of the host’s accountant. I’m in town for a week and my brother had to make an appearance.” (It is going in the wrong direction here)
“So where are you from?”
“Nebraska.” (Bingo, there it is. The connection! Now let’s go in that direction)
“Really? My dad was from Nebraska. Even though he died when I was four, my grandmother used to take me back to visit my relatives every summer growing up. It sure was a lot of fun. Were you city folk, or did you live on a farm?”
“I grew up on a pig farm.”
“That’s what my relatives did! As a kid I always wanted to ride one of those sows. Luckily my uncles never let me attempt it.”
There you are. Now just start asking questions about what they did growing up, how they liked it etc.
If you get adept enough at asking questions of others, you will inevitably find a connection to talk about. And having something in common with someone is the start to a long and mutually beneficial relationship – one of the foundations of success!
I am in a career where I meet new people all the time and this is exactly what I do. I am no better conversationalist than most of you. It is just a proven way of getting a relationship off the ground with someone you have just met.
Here it is again:
Ask questions, find connections, go in those directions.

HOW TO TALK TO ANYBODY, ANYTIME - CHRIS WIDENER

You know the situation: There you are at a business or social function and you end up with someone who you have never met before. Some people get amazingly uncomfortable with this situation because they simply don’t know how to start or carry on a conversation. Yet successful people are always going to find themselves in these kinds of situations because they are always stretching themselves and putting themselves into situations to help them and their businesses grow and that means meeting new people. So if you are going to be successful, one thing you have to get down is how to talk to anybody, anytime. Good news: It is easier than you think!
First, a couple of things not to do. One, don’t get flustered and excuse yourself. That is the easy way out, and you never know if you didn’t just leave who would have become your best friend or closest business associate. Stick around! Secondly, don’t start talking about yourself. Sure, introduce yourself, but don’t launch into a half-hour monologue about your accomplishments. The other person will either roll their eyes back into their head or simply give you a new nickname: Joe “let me tell you a story about myself” Schmoe. This leads me to the key.
Talk about the person you have just met. Don’t talk about yourself – talk about them! And the key is to ask questions. Now, there are obviously some people you just will not be able to talk to because they are absolute bores or they are angry or upset or something, but I have found that that is only about 1% of the people, if even that. For the most part, if you persist in asking questions, you will be able to talk to anybody, anytime.
There are three segments to this process:
Ask questions.
Find connections.
Go in those directions.
What you are trying to do is to find common ground. What makes people afraid to talk to others is that they are afraid they won’t have anything in common. I have found that usually, if you ask questions for a minute or two, you can always find a connection with someone, and then you’re set. The worst that could happen is that you ask the person questions for a few minutes and find nothing. But what will that person tell others? That you seem to have a genuine interest in others. That is a great reputation to have!
That is another key here. You can’t be a selfish, arrogant person and be successful. I am talking true well-rounded success, not just collecting a pot full of money.
The best way to describe this process is to write out a mock conversation. You will notice the kinds of questions I would ask, when I find a connection, and how I would go in that direction.
“Hi, I’m Chris Widener. What is your name?”
“Joe Schmoe.”
“Well, Joe, what do you do for a living?”
“I sell insurance.” (Possible connection here. Everybody has insurance)
“Oh yeah? What kind of insurance?”
“I insure Oil rigs in the Adriatic Sea.” (Whoops. Lost connection)
“Wow. That’s must be fascinating. Married or kids, Joe?” (I have a wife and kids, maybe we can show pictures)
“No, actually, I’m single.” (It isn’t looking good yet)
“So, who do you know here at the party?”
“Well, nobody. I am the brother of the host’s accountant. I’m in town for a week and my brother had to make an appearance.” (It is going in the wrong direction here)
“So where are you from?”
“Nebraska.” (Bingo, there it is. The connection! Now let’s go in that direction)
“Really? My dad was from Nebraska. Even though he died when I was four, my grandmother used to take me back to visit my relatives every summer growing up. It sure was a lot of fun. Were you city folk, or did you live on a farm?”
“I grew up on a pig farm.”
“That’s what my relatives did! As a kid I always wanted to ride one of those sows. Luckily my uncles never let me attempt it.”
There you are. Now just start asking questions about what they did growing up, how they liked it etc.
If you get adept enough at asking questions of others, you will inevitably find a connection to talk about. And having something in common with someone is the start to a long and mutually beneficial relationship – one of the foundations of success!
I am in a career where I meet new people all the time and this is exactly what I do. I am no better conversationalist than most of you. It is just a proven way of getting a relationship off the ground with someone you have just met.
Here it is again:
Ask questions, find connections, go in those directions.

NEVER COMPLAIN, NEVER EXPLAIN

Quite a number of years ago, I stumbled across a phrase in a magazine that really piqued my interest. The phrase simply said "never complain, never explain." From the moment I read it, those four words really hit home with me. To my way of thinking, they summed up the philosophy of all winners. A winner should never waste his or her valuable time complaining or making excuses.

I decided to tape a piece of paper containing this phrase to a wall in my office along with an accompanying challenge. As soon as I went an entire day without voicing a complaint or offering up an excuse, I could take the message down.

I have always enjoyed a good challenge and I figured this phrase could provide a tough test of my will for a day or so. The first day or two quickly passed without me accomplishing my goal. "All I need to do is toughen up a little and I'll get the job done.

No problem," I confidently reassured myself. A month later, the piece of paper was still taped to my wall.

I couldn't believe it. I still had not gone just one day without making a complaint or offering up some sort of excuse. In fact, I had complained about something and made an excuse about something else at least one time every single day for a month. Not one or the other - but both!

I was disappointed that I had failed to accomplish what had originally seemed like such an easy goal. But more than that, I was embarrassed. Now I was really motivated to answer the challenge and get this message off my wall once and for all. Make no mistake about it; I would get the job done this time for sure!

Five years later that torn, tattered, yellowed piece of paper with the simple little message was still hanging defiantly on my office wall.

How could this have happened to me? I really gave it a good shot, but one way or another, I would always find a way to slip up at some point during each and every day and start complaining or explaining about something or another. One thing I learned from this challenge was we all complain a lot more than we think we do and we make excuses left and right.

We blame people and things and circumstances for just about everything. If you think not, go ahead and put the phrase up on your wall and see if you can go one entire day without offering up one single excuse and without making one single complaint of any kind. No blaming, no complaining, no criticizing, no excuses -- for one entire day.

I know what you're probably thinking right about now. You think it will be easy, don't you? Ha! I thought so too. I now realize that the fulfillment of that simple little pledge will be a lifelong pursuit of mine.

Even if you and I fail to live a single day devoid of any personal complaining or explaining, we can still significantly cut down on the amount of complaints and excuses we make and that is indeed a very good start, isn't it? When you take on this challenge, you will begin eliminating a lot of negative feelings and destructive actions from your life and consequently will become a much better person to be around.

There is no better time for you to get to work on your very own "never complain, never explain" challenge than right now. All you have to do is stop complaining and quit explaining and get started today.

THE LAWS OF NEGOTIATING

The Laws of Negotiating are closely related to economics. They are part and parcel of the same process. Both economics and negotiating are based on the fact that each person places different values on different things. Everyone behaves economically in the sense that they always strive to negotiate the very best situation or result for themselves in each situation.
The Universal Law of Negotiating
Everything is negotiable. All prices and terms are set by someone. They can therefore be changed by someone. Prices are a best-guess estimate of what the customer will pay. The cost of manufacturing and marketing a particular product or service often has very little to do with the price that is put on it. Don't be intimidated by written prices, assume that they are written in pencil and can be easily erased and replaced with something more favorable to you. The key is to ask.
The Law of Futurity
The purpose of negotiation is to enter into an agreement such that both parties have their needs satisfied and are motivated to fulfill their agreements and enter into further negotiations with the same party in the future.
The Law of Win-Win or No Deal
In a successful negotiation, both parties should be fully satisfied with the result and feel that they have each "won" or no deal should be made at all. When you are determined to achieve a win-win solution to a negotiation, and you are open, receptive, and flexible in your discussions, you will often discover a third alternative that neither party had considered initially but that is superior to what either of you might have though of on your own.
The Law of Unlimited Possibilities
You can always get a better deal if you know how. You never need to settle for less or feel dissatisfied with the result of any negotiation. If you want a better deal, ask for it. You will be quite astonished at the better deals you will get by simply asking for a lower price if you're buying and asking for a higher price if you're selling.
The Law of Timing
Timing is everything in a negotiation. Whenever possible, you must plan strategically and use the timing of the negotiation to your advantage. If you are in a hurry to close a deal, your ability to negotiate well on your own behalf diminishes dramatically. The person who allows himself or herself to be rushed will bet the worst bargain. You resolve 80 percent of the vital issues of any negotiation in the last 20 percent of the time allocated for the negotiation.
The Law of Terms
The terms of payment can be more important than the price in a negotiation. You can agree to almost any price if you can decide the terms. It is important to never accept the first offer no matter how good it sounds. Act a little disappointed when you hear the first offer, and then ask for time to think about it. Realize that no matter how good the first offer is, it usually means that you can get an even better deal if you are patient.
Action Exercise
Whenever possible, talk to someone who has negotiated the same sort of deal with the same person. Find out what the other person is likely to want and what he or she has agreed to in the past. Forewarned is forearmed!

10 WAYS TO BUILD TRUST AND BUILD YOUR SMALL BUSINESS

You wouldn’t buy a car if you didn’t think it could get you home. And you wouldn’t purchase it from a dealer you thought was robbing you blind on the price and might not stand behind it if the engine fell out as you drove it off the lot.

Before making a purchase from you, buyers need to trust that your products and services will do what they are supposed to. Does your marketing strategy help establish the trust necessary to convince prospects to buy from you? If you’re struggling to attract clients and customers, use the following tactics to convert prospects to clients.

Is your marketing strategy helping you earn as much as you’d like? Does your marketing plan help you generate hundreds of prospects a week and help you convert them to paying clients? Are you getting the results you want from your small business marketing?

Ten Ideas to Build Your Small Business and Get Your Clients Trust

1. Get Testimonials
No matter how great your credentials are or how much experience you’ve had, people pay more attention to what others have to say about you.

Pick up the phone and call your customers to ask what they thought of your product or service, what they liked about it and how it was helpful. Edit their comments, get their permission to use the comments and then feature these testimonials in your business marketing materials.

2. Use Articles Instead of Ads
We have come to distrust ads and to believe what we read in published articles. Invest your time in writing articles to establish yourself as an expert. If you run ads, include testimonials in them.

3. Give Something Away
When you give something to people, regardless of the cost, they are more likely to trust you and return the favour by buying something from you. Use an ebook, article, workshop or free demonstration to build trust.

4. Get Referrals
When you need a new doctor, lawyer, plumber, carpenter or a place to eat you ask a friend for a referral. You trust the recommendations of people you know, and in fact, that’s how the majority of people find jobs. Don’t wait for the occasional referral to come in spontaneously; implement a proactive system to generate referrals.

5. Exchange Endorsements
Team up with a business you trust that also targets your market. Get them to include an endorsement of your products and services in their marketing and do the same for them. While a personal referral is ideal, an endorsement is a close second. This tactic can double your marketing reach at zero cost.

6. Give Examples
Tell a story instead of making impersonal and dramatic claims of what you or your product does. Use case studies to tell what you did for whom and the difference it made in their life or their business.

7. Personalize Your Marketing
It’s a common misconception that to sound credible your marketing should be dry and impersonal. People do business with people. You need to help prospects get to know you and trust you. Let your passion and personality come across in your marketing as well as your professionalism. Include a picture of yourself, with a smile, in a prominent place on the first page of your marketing materials.

8. Reduce Perceived Risk
Buyers’ biggest concern is how well your product or service will perform. Providing a guarantee may help, but in most cases its not going to make the sale. Clarify the value you provide and state your commitment to seeing that your clients are not only happy, but ecstatic about your product and services.

9. Make Contact Easy
If you want clients to get in touch with you, show them how. Put your phone number at the top of your marketing materials and tell them to call. When you call them, give them your phone number again at the end of the conversation and tell them to call. If you have a web site, put a contact form at the bottom of your home page.

10. Stay in Touch
The people you see and talk to on a regular basis are usually the ones you trust the most.Communication isn’t the only ingredient for developing trust, but it is a critical one. If you sell services or high end products, a personal phone call is one of the best ways to answer prospects questions, and to establish trust. Contact your prospects and clients regularly and get feedback on what they are concerned about.

You want to convert prospects to clients and clients to repeat clients. Use these ten small business marketing strategies to build trust and you’ll find more prospects buying your products and services.

DISCOVER YOUR PLACE

I realize that everybody has a place to occupy. The difference is just the time of our manifestation. Because your time has not come does not mean that your time will not come. All is required of you is to keep at it. Your time will come.

I will like to share this story that a friend shared with me. It is an illustration between the fern and the bamboo seeds. When God planted the fern and the bamboo seeds, he took very good care of them. He gave them light, water and other things for growth. The fern quickly grew from the earth. Its brilliant green covered the floor. Yet nothing came from the bamboo seed. But He did not quit on the bamboo.

In the second year the fern grew more vibrant and plentiful. And again, nothing came from the bamboo seed. But God did not quit on the bamboo. In third and fourth year, there was still nothing from the bamboo seed. But God would not quit.

“Then in the fifth year, a tiny sprout emerged from the earth. Compared to the fern it was seemingly small and insignificant..But just 6 months later the bamboo rose to over 100 feet tall.

Then the question is, why this long? That is the question most of us asked and as a reason a lot of us give up and think that things are not working for me. Let us consider the Bamboo seed again. It had spent the five years growing roots. Those roots madde it strong and gave it what it needed to survive. God would not give any of His creations a challenge it could not handle.

In is what you are on the inside that determines how you will become on the outside. God is working on you to make you what you ought to be. God will not give up on you so don’t give up on yourself. God said that, “did you know that all this time you have been struggling, you have actually been growing roots”. “I did not quit on the bamboo, I will never quit on you.”

Don’t compare yourself to others.” He said. “The bamboo had a different purpose than the fern yet they both make the forest beautiful. Your time will come.

NUGGETS

Treat people as if they were what they ought to be, and you’ll help them to become what they are capable of becoming.

BEING AN EXTRAORDINARY LEADER THROUGH TOUGH AND CHALLENGING TIMES

Tough and challenging times will surely come. That is a given. The question is what kind of leadership we will demonstrate during those time. Those who are weak leaders will see lasting damage done, if not see the organization fall apart completely. With Extraordinary Leaders at the helm, however, an organization can actually become stronger and thrive in spite of the tough and challenging times. That should be our goal so here are some idea on how to be an Extraordinary Leader in tough and challenging times!

1. Keep Your Eye on the Big Picture. When things get tough, everybody’s temptation is to become acutely focused on the problem. The Extraordinary Leader, however, will keep his or her eye on the big picture. This doesn’t mean that we don’t address the problem. In fact, we have to address the problem. But what separates a leader from a follower is that the leader doesn’t get caught up in the problem. The leader sees the big picture and keeps moving toward the vision. The further they take their followers toward the vision, the further away from the problem they get.

2. Don't Get Caught in the War or the Friendly Fire. When it gets tough even the most loyal team members can be tempted to start shooting and, unfortunately, they sometimes shoot each other! Rather than focusing on the enemy on the outside, they begin to question each other and find many faults with one another that they normally would not have seen. The Extraordinary Leader is the one who can keep from being drug into the fray. They keep their eye on the big picture and act rationally and objectively. They understand that people are heated and are saying things they don’t really mean. The people are firing because they are angry or scared. The Extraordinary Leader understands this and rises above it. This way, they take fewer arrows and they set the example for their followers.

3. Be First to Sacrifice. When it gets tough, like when there has to be cuts in salaries etc, the leader should do just that - lead. They need to not only be the one who is rewarded the greatest when all is well, but they need to be the first to sacrifice. The Extraordinary leader says, “I know many of you are concerned with the salary cuts. I am too. In the long run we will be healthy again but for the mean time, this is necessary. Understanding this, I want you to know that I am taking a 20% pay reduction myself. I want you to know that we are in this together.” The Extraordinary Leader is the first to sacrifice and will be rewarded with the loyalty of his or her followers.

4. Remain Calm. Panic is one of the basest of human emotions and no one is immune to it. The Extraordinary Leader, however, takes time out regularly to think the issues through so they can remain calm. They remind themselves that all is not lost and there will be another day. They remind themselves that being calm will enable them to make the best decisions - for themselves and for their followers. Panic only leads to disaster, while calm leads to victory.

5. Motivate. In tough and challenging times, people are naturally down. They tend to be pessimistic. They can’t see how it is all going to work out. Thus, they have a hard time getting going. The Extraordinary Leader knows this and will focus in on being the optimistic motivator. He or she will come to the office knowing that for the time being, the mood of the group will be carried and buoyed by them and their attitude. Above all else, they seek to show how the end result will be good - and with this they motivate their followers to continue on, braving the current storms, and on to their shared destiny.

6. Create Small Wins. One of the ways to motivate is to create small wins. The Extraordinary Leader knows that in tough times his or her people think that all is lost. They wonder if they can win. So the Extraordinary Leader creates opportunities for the team to win, even if they are small. They set smaller, more achievable goals and remind and reward the team members when they hit those goals. With each small win, the leader is building the esteem and attitude of his followers, digging them out of their self-created hole of fear.

7. Keep a Sense of Humor. Look, hardly anything in life can’t be laughed at. The Extraordinary Leader knows that even if the whole company goes down the drain, we still go home to our families and live a life of love with them. The Extraordinary Leader keeps perspective and knows that we humans act irrationally when we get scared and fail, and sometimes that is humorous. Don’t ever laugh at someone’s expense in this situation, because that will be perceived at cold and heartless, regardless of what you meant by it, but do keep the ability to laugh at yourself and the situations that present themselves. By doing this you will keep yourself and your team in an attitude that will eventually beat the tough times.

4 SECRETS OF CONSISTENT WINNERS

Why are some people winners time after time,
while others work just as hard but never seem to "put it all
together?"
I believe the answer falls into two basic categories, one
that makes a small contribution, and a second that makes
(essentially) ALL the difference.
The first category, which accounts for very little of the
difference, is talent. Whether you call it talent or genius
or aptitude, it's clear that inherent abilities do play a
(small) role. It's important to know our strengths and use
them to our advantage.
If I want to play basketball, being tall and quick does
help. Chuck Yeager is said to have had extraordinary eye-
sight, and as a test pilot that must have made a difference.
For an engineer, a gift for numbers and math will obviously
make things easier.
There was a conversation with a man who
studied under Albert Einstein at Princeton almost 60 years
ago and he noted that Einstein was NOT a particularly gifted
mathematician! He struggled to balance his checkbook, but he
had a remarkable imagination and the ability to immerse
himself in a problem until he found the answer. THAT made
all the difference.
In my study of top performers, the difference that really
matters time after time is that winners have a SYSTEM. Most
people tackle problems in a haphazard way and they get
haphazard results. Winners don't do that!
Here's a simple four-step process that consistent winners
use over and over again:
1. First, they get very (VERY!) clear about exactly what
they want. They picture their desired outcome in precise
detail. They never set out to make "more" money. Instead,
they set out to "make $25,000 this month." Some people refer
to this as visualization, while others call it an
affirmation. All I know is that winners know what they want
and they picture it in detail, all day long, every day, in
advance until it becomes their reality.
2. Second, winners use precise "cognitive systems." That
means they have clear strategies, they think rationally and
continuously about the problem and their desired solution.
They do careful research and ask experts for help. They
invest in education, skills, tools and resources to put the
odds in their favor. They are passionate and can be
emotional, but when it comes to winning, they are calm,
cool, and collected. They are good, clear thinkers.
3. Third, winners use what I call Personal Eco-Systems™ to
improve their chances for success. There's a reason Thomas
Edison practically lived in his lab. There's a reason Martha
Stewart is so elegant, even in her garden. There's a reason
writers surround themselves with books and hang out with
other writers. Winning athletes watch films, they study (and
memorize) the stats of their heroes. Surround yourself with
an environment that makes it hard to fail!
4. Fourth, winners work harder than losers. You may not
like this part, but winners work very, very hard. They
practice. They study. They sacrifice and make hard choices.
They are the first ones to work in the morning and the last
ones to leave at night. Based on their visualizations, their
carefully-thought-out strategies, and supported by the
environment they've created, they take massive ACTION.
The truth is that while talent and genius are helpful, the
winners in life simply have better systems. They study
winners. As Tony Robbins says, "success leaves clues" and
winners use strategies that have worked for other people.
They surround themselves with a rich environment that
inspires them, and they work very hard.

Meet my coach or contact him at:

www.philiphumbert.com or email: Coach@philiphumbert.com.

HOW TO MAKE MORE SALES

I've written a great deal about the difference between
marketing, which is letting people know what you can do, and
making sales, which is about closing the deal. In general, I
think most small businesses make more mistakes in marketing
than they do in sales because they either don't market
enough, or they try such a wide variety of "strategies" that
they and their potential customers end up confused and
frustrated.
But, assuming you've done a good job of letting people know
who you are and what you do, here's a simple process for the
closing sale:
1. People buy solutions, not products or services. Your
prospects want something that makes their lives easier,
richer or more satisfying. In general, no one buys laundry
detergent; we buy stuff to get our clothes clean.
2. We buy from people (or companies) we know. Given a
choice, I'll generally do business with someone I know
rather than with a stranger. A few goods and services are so
price-sensitive that I'll try an "off brand" at least once,
but generally I'll go with the familiar over the unfamiliar.
(This emphasizes the importance of marketing or "pre-
selling.")
3. We buy from people we like. Would you buy a car from
someone you don't like? Would you do business in an office
that makes you uncomfortable? Neither will your customers.
4. We buy from people we trust. This is THE key. In the
end, I must believe that the product or service will perform
as promised and I must trust that the seller will deliver,
every time.
When it comes to selling, here's the formula: Your customers
buy Solutions from people they Know and Like and Trust. They
will pay a substantial premium for the peace of mind that
comes from doing business with confidence. Make it easy for
your customers to feel good about doing business with you.

Quotes of the Week
“Opportunities are usually disguised by hard work, so most
people don’t recognize them.” -- Ann Landers
"To follow, without halt, one aim: That's the secret of
success." -- Anna Pavlova
"Begin somewhere; you cannot build a reputation on what you
intend to do." -- Liz Smith
“Winning is not a sometime thing. You don't win once in a
while, you don't do things right once in a while, you do
them right all the time. Winning is a habit. Unfortunately,
so is losing.” -- Vince Lombardi