Imagine you just obtained a business loan to open up your own storefront in a popular shopping center, prime real estate.
However, just two shops down is a business that’s been around for thirty years and they sell the same products you do.
How can you compete with a business that is established and whose products are identical to yours?
This scenario is identical to a new online business professional who is just starting their business over the Internet, except instead of just one competitor you have thousands. For that reason you have to know how to compete and how to be the best you can be when it comes to your niche. The only way to do this is through understanding and researching your competition, and creating a following of your own.
With more than 6 million people utilizing search engines on a daily basis, you have the potential to earn hundreds of dollars in just one day, and that is just though the proper utilization of SEO tactics. The right content for your page can mean the difference between the first page of results (above all your competition) and the last page, where no one will know you even exist.
Take a look at the content of your competitor’s site, and (without copying copy written material!) create content related to your products and niche that offers more information and more connection with the consumer.
The creation of a strong splash page and the incorporation of a strong autoresponse system is the perfect way to keep clients that you have and increase your subscriber list. Who would you rather do business with, the business that sends you offers monthly or the business that you have to track down to find some sort or deal?
Precisely, you want to be the business that stays in touch with your clients and builds a rapport with those who are interested in your site. Taking your site to the consumer, rather than having them search for you, is being competitive.
While these are just a few ways to boost your presence among consumers you have to think about how you can get the upper hand over your competition constantly. Like young children competing perhaps, you have to stay on your toes and forge a true relationship with your consumers.
So, once your new store is set up and open for business put yourself in the shoes of the consumer, that is the only way to compete with your competition, and to win!
Monday, October 10, 2011
Friday, October 7, 2011
YOUR WINNING TEAM
Periodically I hear the term "solopreneur" to describe
professionals and micro-business entrepreneurs, and I
appreciate whoever coined the phrase because for many
professionals, it feels like we are in business "solo" --
all by ourselves. The truth, of course, is very different.
Every successful salesperson, doctor, writer, consultant or
entrepreneur works with a huge team of colleagues, and we do
even better when we recognize and appreciate the members of
our team, whether they work in our offices, or support us in
some less direct way.
As you read this, I'll be in Tennessee meeting with some of
the best, brightest, and most interesting people I know. Our
focus is to share ideas and information, to support each
other, solve problems and make our lives and our businesses
even richer. Does it cost a few dollars? Of course. Is it
worth it? ABSOLUTELY!
This week, invite two or three of your most successful
colleagues to lunch. Talk about your situation and give away
your best ideas, your best skills, your best insights. It's
a way of building trust and investing in the relationship so
you can, in turn, ask for their help in building your own
business. I am a huge believer in masterminds. I am a huge
advocate of winning teams!
If you would like a personal coach to help you build your
business, get one! I have a few openings this fall, and
there are thousands of highly skilled coaches with precisely
the expertise you need. Find and use a coach! Every winning
team is well-coached and you deserve nothing less.
Quotes of the Week
"Do what you can, with what you have, where you are." -- Theodore Roosevelt
"The lure of the distant and the difficult is deceptive. The
great opportunity is where you are." -- John Burroughs
"Our main business is not to see what lies dimly at a
distance, but to do what lies clearly at hand." -- Thomas Carlyle
"The young do not know enough to be prudent, and therefore
they attempt the impossible, and achieve it, generation
after generation." -- Pearl S. Buck
professionals and micro-business entrepreneurs, and I
appreciate whoever coined the phrase because for many
professionals, it feels like we are in business "solo" --
all by ourselves. The truth, of course, is very different.
Every successful salesperson, doctor, writer, consultant or
entrepreneur works with a huge team of colleagues, and we do
even better when we recognize and appreciate the members of
our team, whether they work in our offices, or support us in
some less direct way.
As you read this, I'll be in Tennessee meeting with some of
the best, brightest, and most interesting people I know. Our
focus is to share ideas and information, to support each
other, solve problems and make our lives and our businesses
even richer. Does it cost a few dollars? Of course. Is it
worth it? ABSOLUTELY!
This week, invite two or three of your most successful
colleagues to lunch. Talk about your situation and give away
your best ideas, your best skills, your best insights. It's
a way of building trust and investing in the relationship so
you can, in turn, ask for their help in building your own
business. I am a huge believer in masterminds. I am a huge
advocate of winning teams!
If you would like a personal coach to help you build your
business, get one! I have a few openings this fall, and
there are thousands of highly skilled coaches with precisely
the expertise you need. Find and use a coach! Every winning
team is well-coached and you deserve nothing less.
Quotes of the Week
"Do what you can, with what you have, where you are." -- Theodore Roosevelt
"The lure of the distant and the difficult is deceptive. The
great opportunity is where you are." -- John Burroughs
"Our main business is not to see what lies dimly at a
distance, but to do what lies clearly at hand." -- Thomas Carlyle
"The young do not know enough to be prudent, and therefore
they attempt the impossible, and achieve it, generation
after generation." -- Pearl S. Buck
Wednesday, October 5, 2011
REPUTATION WINS CUSTOMERS
Definition: 'A Sales Legend is a sales person who stands above the rest. He or She will likely enjoy a great lifestyle, earn more and be less stressed than the rest. They will win, win and win again. They will be loved and recommended by customers. They are virtual team leaders, and well supported. They do not miss quota.'
The Sales Legend is always working on personal, and business, networks to be truly connected.
On the business level they will be incisive in knowing who really matters, no matter what level they are in society, the workplace, or demographically.
They are great listeners, yet only speak of things that interest their audiences. They inspire people with passion, energy and personal charisma. They will hear the rumbles of the underground but never engage in idle gossip. They often enjoy a good sense of humor and demonstrate high levels of tolerance. They are trusted by their company and their clients. They will protect and grow their reputation, even taking it as far as building a personal brand.
A Sales Legend knows that who they are, and who they are perceived to be, will dictate the level of access they can enjoy and the doors that are open to them. Your reputation often precedes you, particularly in the houses of power and influence.
Ensure Your Reputation is Solid.
A Salesperson's success and, to a large degree, their future career will be dictated by one thing only - their reputation. It is a profession where reputation matters more than most other professions. Doors are opened to you based on your reputation. You receive job offers based upon your reputation. You will be promoted or fired based upon your reputation (of course, your numbers also form part of your reputation). You will receive management support relative to your reputation. Thus a salesperson must protect and build their reputation as a priority in their lives.
There is no PhD in selling. If you damage your reputation, or built a poor one to begin with, then you will suffer, as you cannot just go and prove yourself with a higher degree!
Reputation is particularly important, as selling is a social career, you must depend on other people to achieve anything. It is your skill as the master of the matrix, to bring everyone together to achieve a successful sale.
You need to understand what you need to be known for, so that you stand above the rest. You need to be approachable, humble yet passionate, and exude a warm charismatic persona. You need to be focused on winning, and be willing to take total responsibility and follow up every one and every action, every step of the way. Yet, you must do this in a way that does not cause offence. People like to spend time with you because you are respectful, and you show this by actively listening and delivering your messages in an intelligent and engaging way.
You really connect with people. You understand and use the Law of Attraction to your advantage, you spend one minute more with everyone you meet, you astound people with your campaign strategy and regularly leave your competitors agog! You are known to be a trusted adviser to your clients, a truly professional sales person.
If you do the above consistently and over achieve your quotas, you are likely either a Sales Legend, or well on your way to becoming one!
This puts you amongst the top 5% of your profession. You need to protect this reputation at all cost.
This means that you need to manage yourself, so that you do not do anything too stupid that will destroy what you have built. This does not mean you have to be perfect. Perfect is pretty boring and irritating to most people. It does mean however, that you do know when to draw the line and pull back from the brink of criticism. This is particularly important when you are anywhere that your behavior can be observed by colleagues or clients. However, it is a good habit to develop generally.
Let me try and convey exactly what I mean here. This does not mean you may not enjoy a few drinks, or do wild and fun things, or be adventurous. It does mean that you do not fall drunken in the street! Never engage in inappropriate humor! Stay away from illegal drug usage, even if you know your client indulges. Never take part in anything that compromises you or your client! Now, I am not saying this because I am a 'girl' or because I am being boring - if you check my reputation you will hear that actually I am a bit of a wild child! I am saying this because, we are no longer living and working in an environment where behavior like this is acceptable to companies, or government organizations. People, including client employees, get fired for compromising their company's reputation, or if in the public sector, for behavior that could be criticized by the public.
Pre 1995, subject to cultural restrictions, you could probably take your client to a brothel, get very drunk together, streak at the football and it may all have been considered a good laugh! Today, that has changed.
High level salespeople just do not go there anymore, because integrity and respect are now accepted business ethics, and even fashionable!
Sales Kick Offs were notorious for salespeople behaving badly in the name of fun, and if you had good enough numbers, maybe you got away with it. In 2010 and the foreseeable beyond, you will not. You will also damage your reputation. You will unlikely have access to the corridors of power, you will be considered a loser. Colleagues are more competitive than ever, as employment becomes less available and reputations become more important. People will go after you, even if before they did not have a reason to. I do not condone this, or say that it is good, it is just cold, hard fact.
One could contend that it is a shame the fun side of work hard, play hard is vanishing from the workplace but regardless of our opinions one way or another, acceptable behavior to maintain a good reputation has dramatically changed in just a decade or so. I am still a bit of a wild child inside, but I understand that in 2010 and beyond I have to manage that wild child much more responsibly than ever before. My reputation opens too many doors for me!
So to be a Sales Legend, you will need to fiercely protect your reputation and beware not to slip up occasionally.
The Sales Legend is always working on personal, and business, networks to be truly connected.
On the business level they will be incisive in knowing who really matters, no matter what level they are in society, the workplace, or demographically.
They are great listeners, yet only speak of things that interest their audiences. They inspire people with passion, energy and personal charisma. They will hear the rumbles of the underground but never engage in idle gossip. They often enjoy a good sense of humor and demonstrate high levels of tolerance. They are trusted by their company and their clients. They will protect and grow their reputation, even taking it as far as building a personal brand.
A Sales Legend knows that who they are, and who they are perceived to be, will dictate the level of access they can enjoy and the doors that are open to them. Your reputation often precedes you, particularly in the houses of power and influence.
Ensure Your Reputation is Solid.
A Salesperson's success and, to a large degree, their future career will be dictated by one thing only - their reputation. It is a profession where reputation matters more than most other professions. Doors are opened to you based on your reputation. You receive job offers based upon your reputation. You will be promoted or fired based upon your reputation (of course, your numbers also form part of your reputation). You will receive management support relative to your reputation. Thus a salesperson must protect and build their reputation as a priority in their lives.
There is no PhD in selling. If you damage your reputation, or built a poor one to begin with, then you will suffer, as you cannot just go and prove yourself with a higher degree!
Reputation is particularly important, as selling is a social career, you must depend on other people to achieve anything. It is your skill as the master of the matrix, to bring everyone together to achieve a successful sale.
You need to understand what you need to be known for, so that you stand above the rest. You need to be approachable, humble yet passionate, and exude a warm charismatic persona. You need to be focused on winning, and be willing to take total responsibility and follow up every one and every action, every step of the way. Yet, you must do this in a way that does not cause offence. People like to spend time with you because you are respectful, and you show this by actively listening and delivering your messages in an intelligent and engaging way.
You really connect with people. You understand and use the Law of Attraction to your advantage, you spend one minute more with everyone you meet, you astound people with your campaign strategy and regularly leave your competitors agog! You are known to be a trusted adviser to your clients, a truly professional sales person.
If you do the above consistently and over achieve your quotas, you are likely either a Sales Legend, or well on your way to becoming one!
This puts you amongst the top 5% of your profession. You need to protect this reputation at all cost.
This means that you need to manage yourself, so that you do not do anything too stupid that will destroy what you have built. This does not mean you have to be perfect. Perfect is pretty boring and irritating to most people. It does mean however, that you do know when to draw the line and pull back from the brink of criticism. This is particularly important when you are anywhere that your behavior can be observed by colleagues or clients. However, it is a good habit to develop generally.
Let me try and convey exactly what I mean here. This does not mean you may not enjoy a few drinks, or do wild and fun things, or be adventurous. It does mean that you do not fall drunken in the street! Never engage in inappropriate humor! Stay away from illegal drug usage, even if you know your client indulges. Never take part in anything that compromises you or your client! Now, I am not saying this because I am a 'girl' or because I am being boring - if you check my reputation you will hear that actually I am a bit of a wild child! I am saying this because, we are no longer living and working in an environment where behavior like this is acceptable to companies, or government organizations. People, including client employees, get fired for compromising their company's reputation, or if in the public sector, for behavior that could be criticized by the public.
Pre 1995, subject to cultural restrictions, you could probably take your client to a brothel, get very drunk together, streak at the football and it may all have been considered a good laugh! Today, that has changed.
High level salespeople just do not go there anymore, because integrity and respect are now accepted business ethics, and even fashionable!
Sales Kick Offs were notorious for salespeople behaving badly in the name of fun, and if you had good enough numbers, maybe you got away with it. In 2010 and the foreseeable beyond, you will not. You will also damage your reputation. You will unlikely have access to the corridors of power, you will be considered a loser. Colleagues are more competitive than ever, as employment becomes less available and reputations become more important. People will go after you, even if before they did not have a reason to. I do not condone this, or say that it is good, it is just cold, hard fact.
One could contend that it is a shame the fun side of work hard, play hard is vanishing from the workplace but regardless of our opinions one way or another, acceptable behavior to maintain a good reputation has dramatically changed in just a decade or so. I am still a bit of a wild child inside, but I understand that in 2010 and beyond I have to manage that wild child much more responsibly than ever before. My reputation opens too many doors for me!
So to be a Sales Legend, you will need to fiercely protect your reputation and beware not to slip up occasionally.
Tuesday, October 4, 2011
HOW TO DEAL WITH ANGRY PEOPLE: A SURVIVAL GUIDE
Dealing with angry people in our society is becoming increasingly challenging. Some days, it seems anger surrounds us at home, in the workplace, on the roadways, and at sports events. It is easy to get caught up in an escalating spiral of angry exchanges which usually upsets everyone and does nothing to improve communication or solve the problem at hand.
As an alternative, this survival guide is designed to provide practical tips on how to deal with two types of angry people in your life: (1) explosive people who might be dangerous and (2) people who are chronically angry toward you.
PART 1- EIGHT TIPS TO DEAL WITH EXPLOSIVE PERSONS WHO CONFRONT YOU: DEFUSING POTENTIALLY DANGEROUS SITUATIONS:
1. Do not respond in kind. Hostility often begets more hostility.
Respond instead with a non-hostile message to defuse people who are behaving in a hostile manner toward you. The classic example of this is in when simple inconsiderate driving or even aggressive driving suddenly escalates into road rage due to two drivers ratcheting up hostility in response to the other's hostile acts, words, or gestures.
Please remember that in these and other hostile situations, you contribute somewhat to the outcome by your decision to return hostility or not.
2. Take their upset seriously and validate their feelings.
Listen to what they have to say and hear them out; ignoring them or minimizing their feelings will tend to escalate their anger further. There have been untold numbers of workplace violence incidents that could have been averted had supervisors or managers listened with empathy to disgruntled employees rather than responding in an insensitive, or uncaring manner.
3. Never argue with someone when they are intoxicated.
When someone is drinking or intoxicated, this is no time to try to solve relationship or other problems (especially if you too have had a few drinks). A high percentage of angry confrontations as well spousal abuse arrests occur when drinking is involved by one or both partners. Drinking often impairs judgment, decreases inhibitions (resulting in saying things we don't mean), and distorts your normally astute reasoning ability.
4. Respond to the feelings they are having - not the content of what they are saying.
Try to hear and respond to the underlying hurt or pain the person is experiencing underneath the angry words. Use statements such as "I can appreciate why you feel that way," "It sounds like you are very angry right now," "Many people feel the way you do."
5. On roadway, don't make eye contact with an aggressive driver.
This is the secret signal in the animal world to engage in combat and will frequently escalate things, sometimes into "road rage." Just ignore aggressive drivers and stay out of their way.
6. Allow angry people to physically escape the situation.
Don't block their way or prevent egress, or you may be putting yourself in a dangerous situation. Take off the heat rather than increasing the pressure! Don't insist on solving the problem "now" when the other person is in an agitated state.
7. Don't defend yourself by attacking back at them or their character flaws.
Defensiveness often escalates anger in the other person and, in fact, is one of the predictors of divorce, according to recent marital research. There is a time to present your side, but not when your partner is unable to hear it due to his or her anger.
8. Don't try to solve an emotional issue with logical arguments.
Trying to diffuse an angry person with overwhelming evidence of their thinking errors or mistakes in logic, or facts to the contrary, or reasons for why they shouldn't feel the way they do, or why they should feel differently - usually makes the situation worse.
Part 2- HOW TO DEAL WITH PEOPLE IN YOUR LIFE WHO ARE CHRONICALLY ANGRY TOWARD YOU.
1. Consider changing your behavior that triggers their anger.
Sometimes the most practical thing to do is to change whatever it is that triggers anger in people close to you. Not that you should go overboard on this, but simple changes can do a lot, especially if they don't lower your self-esteem or don't "cost" you a lot to change.
2. Think about terminating the relationship.
Truth is, some relationships we get involved in are so "toxic" that it is self-abusive to continue in them or to try and repair them. At times, you need to protect yourself from people in your life who create an atmosphere that is not good for your well-being.
3. Limit your time spent with them.
If terminating the relationship is too drastic of a step, consider simply limiting the time you spend with toxic people in your life. Decide you can put up with the person several times a year at the family Christmas party, for instance, or that you will be tolerant toward your angry ex-spouse once a week for the sake of your children.
4. Ask them directly why they are often appear angry toward you.
A straight line is the shortest distance between two points. Sometimes the quickest way to find out why someone appears constantly angry with you is to simply ask them. They may not even realize they were communicating angrily toward you, so your inquiry may open up a great opportunity for dialogue.
5. Communicate clearly how their negativity affects you.
Honestly letting people know how their behavior is affecting you emotionally is often an "eye-opener" to the other person. Start with "I feel" statements rather than "you" or "you should" statements.
6. Adjust your expectations of them.
People may be chronically angry toward you because you communicate that they are disappointing you in some way and they are perceiving you as overly critical. Adjusting those expectations you have toward others may result in their being less angry toward you!
7. Stop trying to solve unsolvable problems in a relationship.
According to some marital researchers, up to 60% of issues in a relationship are unsolvable due to the couple's being "gridlocked" around it. Trying to solve unsolvable problems creates much anger. Instead, find a way to dialogue about the issues and live with each other around them, rather than trying to fix them.
8. Suggest ways to remedy anger, if the other person acknowledges he or she has an anger problem.
If the angry person in your life is open to it, suggest an evaluation by a psychologist or physician to determine what the problem is. There are many underlying problems such as Depression, Attention Deficit Disorder (ADD), Bipolar Disorder, and other conditions which can lead to anger problems. Often, anger management classes are recommended in addition to treatment of an underlying problem.
As an alternative, this survival guide is designed to provide practical tips on how to deal with two types of angry people in your life: (1) explosive people who might be dangerous and (2) people who are chronically angry toward you.
PART 1- EIGHT TIPS TO DEAL WITH EXPLOSIVE PERSONS WHO CONFRONT YOU: DEFUSING POTENTIALLY DANGEROUS SITUATIONS:
1. Do not respond in kind. Hostility often begets more hostility.
Respond instead with a non-hostile message to defuse people who are behaving in a hostile manner toward you. The classic example of this is in when simple inconsiderate driving or even aggressive driving suddenly escalates into road rage due to two drivers ratcheting up hostility in response to the other's hostile acts, words, or gestures.
Please remember that in these and other hostile situations, you contribute somewhat to the outcome by your decision to return hostility or not.
2. Take their upset seriously and validate their feelings.
Listen to what they have to say and hear them out; ignoring them or minimizing their feelings will tend to escalate their anger further. There have been untold numbers of workplace violence incidents that could have been averted had supervisors or managers listened with empathy to disgruntled employees rather than responding in an insensitive, or uncaring manner.
3. Never argue with someone when they are intoxicated.
When someone is drinking or intoxicated, this is no time to try to solve relationship or other problems (especially if you too have had a few drinks). A high percentage of angry confrontations as well spousal abuse arrests occur when drinking is involved by one or both partners. Drinking often impairs judgment, decreases inhibitions (resulting in saying things we don't mean), and distorts your normally astute reasoning ability.
4. Respond to the feelings they are having - not the content of what they are saying.
Try to hear and respond to the underlying hurt or pain the person is experiencing underneath the angry words. Use statements such as "I can appreciate why you feel that way," "It sounds like you are very angry right now," "Many people feel the way you do."
5. On roadway, don't make eye contact with an aggressive driver.
This is the secret signal in the animal world to engage in combat and will frequently escalate things, sometimes into "road rage." Just ignore aggressive drivers and stay out of their way.
6. Allow angry people to physically escape the situation.
Don't block their way or prevent egress, or you may be putting yourself in a dangerous situation. Take off the heat rather than increasing the pressure! Don't insist on solving the problem "now" when the other person is in an agitated state.
7. Don't defend yourself by attacking back at them or their character flaws.
Defensiveness often escalates anger in the other person and, in fact, is one of the predictors of divorce, according to recent marital research. There is a time to present your side, but not when your partner is unable to hear it due to his or her anger.
8. Don't try to solve an emotional issue with logical arguments.
Trying to diffuse an angry person with overwhelming evidence of their thinking errors or mistakes in logic, or facts to the contrary, or reasons for why they shouldn't feel the way they do, or why they should feel differently - usually makes the situation worse.
Part 2- HOW TO DEAL WITH PEOPLE IN YOUR LIFE WHO ARE CHRONICALLY ANGRY TOWARD YOU.
1. Consider changing your behavior that triggers their anger.
Sometimes the most practical thing to do is to change whatever it is that triggers anger in people close to you. Not that you should go overboard on this, but simple changes can do a lot, especially if they don't lower your self-esteem or don't "cost" you a lot to change.
2. Think about terminating the relationship.
Truth is, some relationships we get involved in are so "toxic" that it is self-abusive to continue in them or to try and repair them. At times, you need to protect yourself from people in your life who create an atmosphere that is not good for your well-being.
3. Limit your time spent with them.
If terminating the relationship is too drastic of a step, consider simply limiting the time you spend with toxic people in your life. Decide you can put up with the person several times a year at the family Christmas party, for instance, or that you will be tolerant toward your angry ex-spouse once a week for the sake of your children.
4. Ask them directly why they are often appear angry toward you.
A straight line is the shortest distance between two points. Sometimes the quickest way to find out why someone appears constantly angry with you is to simply ask them. They may not even realize they were communicating angrily toward you, so your inquiry may open up a great opportunity for dialogue.
5. Communicate clearly how their negativity affects you.
Honestly letting people know how their behavior is affecting you emotionally is often an "eye-opener" to the other person. Start with "I feel" statements rather than "you" or "you should" statements.
6. Adjust your expectations of them.
People may be chronically angry toward you because you communicate that they are disappointing you in some way and they are perceiving you as overly critical. Adjusting those expectations you have toward others may result in their being less angry toward you!
7. Stop trying to solve unsolvable problems in a relationship.
According to some marital researchers, up to 60% of issues in a relationship are unsolvable due to the couple's being "gridlocked" around it. Trying to solve unsolvable problems creates much anger. Instead, find a way to dialogue about the issues and live with each other around them, rather than trying to fix them.
8. Suggest ways to remedy anger, if the other person acknowledges he or she has an anger problem.
If the angry person in your life is open to it, suggest an evaluation by a psychologist or physician to determine what the problem is. There are many underlying problems such as Depression, Attention Deficit Disorder (ADD), Bipolar Disorder, and other conditions which can lead to anger problems. Often, anger management classes are recommended in addition to treatment of an underlying problem.
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