Hub You - Business

People Buy Positive Attitudes
I’m about to tell you something that you already know. This something that I’m about to reveal to you is also something that each of us may have used at one time or another, we know that it works, but we don’t use it all the time. I guess you could say that we are not consistent about using this something. Why would we know something, use it, know that it works, but don’t use it all the time? That’s easy, we forget. And sometimes, we need someone to remind us how important this something is and that is the purpose of this article today.What is this something? This “something” is your positive attitude and when you have a positive attitude people will buy from you! How can we be more consistent and be more positive when interacting with our prospects and customers? We have already taken the first step and this step is called awareness. Your next step is to consciously practice having a positive attitude and the more you practice, the more it becomes part of your overall daily business interactions.Below are some practical personality tools, concepts and ideas that I have used that can help you to create a consistent positive attitude. These tools, concepts and ideas include the following:Appreciate And Be Thankful For What You Have!So many times we focus on what we don’t have versus what we do have. If you can appreciate and be thankful for what you have, you will not have to consciously be positive, but rather you will be positive and think posi

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4 Customer Service Mistakes Companies Should Avoid Making
1) Being placed on hold endlessly. Don't you just love it when you call a company and they place you on hold, leaving you to listen to their latest on-hold, recorded sales pitch, over and over again. Would you think it normal business practice for a retail store clerk to ask you to "wait a minute" while they disappeared into the back of the store for ten, fifteen, thirty minutes or longer? People do things over the phone that they would never do in person. It's bad business either way to leave a customer hanging without at least coming back to let the customer know how much longer they'll be holding.2) Getting rude with a customer. As the saying goes, even if the customer's wrong, the customer's always right. There's never any reason to get rude with a customer. If a customer gets rude with you, let them blow off steam and remember that their behavior is not an attack directed against you personally. Always keep in mind that as long as you remain calm and in control, you can address the reason behind the customer's anger.3) Ignoring a problem. Ignoring a customer's problem won't make it go away. The same can be said of fixes that work for the company but not for the customer. Some customers have problems with a service or product that don't fit comfortably into any category. Those are the problems that need special attention, not standard responses. Too many companies ignore this and try to use the "one size fits all" method of complaint resolution. Companies have t

Engineering Your Marketing
When I was seven one of my favorite ways to spend a hot summer day with my friends was playing a backyard game wecalled "waterworks".

We'd use a trowel to construct channels in the dirt, put the hose at one end and watch the water flow. If we wantedthe water to go straight, we'd remove rocks and debris toclear a path. We became sophisticated engineers, guiding water around corners and across short aqueducts. We felt like masters of the universe, directing the water where we wanted it to go. (You can bet my mother loved seeing uscome into the house at the end of the day.)

Plan your marketing to take charge of increasing your sales. Your marketing can lead prospects to your products and services the way my friends and I engineered our waterworks; by making clear paths and removing obstacles. Channel your prospects' attention and interests and eliminate objections. Below are the four most common objections and ways to eliminate them.

Lack of Interest
Prospects need to understand what you do before they canbecome interested in what you have to offer. It is that simple. If you're marketing yourself as a lawyer, coach,accountant or fitness center, you're not telling people why they should be interested. To capture their interest, explain the problems you solve from their perspective.

Lack of Leads
You want people to email you, call you or go to your website to buy your products and services. But first you have to motivate them to contact you so you can market to them.

Once you have their attention, use your conversation, your emails and your web site to ask them what they want and need.

Lack of Credibility
You want prospects to see you as the expert; the person and the firm that has the products and services they can rely on. One of the biggest challenges to attracting new clients is gaining their trust and being seen as the essential expert. Use your articles, ezine, and web site to demonstrate your expertise. Use testimonials from clients to tell prospects about the results you and your products have achieved.

Pricing Objections
Whether it is a $25 subscription or a $50,000 consulting fee, prospects object to price when they don't understand the value of the purchase. Establish a set of questions you can use to help prospects define what they want and what you are providing. When price is put in context, it becomes much less of an obstacle.

Still not converting as many prospects to clients as you'd like? Use questions to find out more about what they want, and what their concerns are. Then address each of these objections up front and remove them as potential sales killers.

Think of your target market as a reservoir of water waiting to be tapped. If you eliminate the barriers between them and you, you could send a steady stream of new clients and customers your way. Now, don't just imagine it, do it. Start eliminating your prospects' objections and create a clear path for them to become clients and customers. Help your prospects get what they want and you'll get what you want, more clients. 2004 © In Mind Communications, LLC. All rights reserved.

Increase Sales Tip - Separate Qualified Business Prospects from Prospects and Suspects
Dramatically increase sales begins by separating your qualified business prospects from your other prospects and suspects before they enter your sales funnel. To take this action, requires you to define each of these potential clients or customers.After 30 years in sales and 10 years as a business coach, I have learned that unless terms are clearly defined the ability to secure the desired results has been greatly diminished. For me these 3 terms are defined as follows.Prospects have all of the following criteria: Need Budget Decision maker Suspects differs from prospect that they only possess one or two of the 3 criteria of having a need, a budget and is a decision maker.A qualified prospect goes one step further by having the desire or inclination to say yes. By identifying this inclination to say yes will shorten the sales cycle and provide an even higher sales to close ratio. The following examples may help to illustrate this point.To increase sales many in sales attend networking event after networking event collecting numerous business cards much like gathering strawberries or blackberries. Their goal is quantity not quality. Their actions have failed to separate the prospects from the suspects; have wasted a lot of time; and ultimately decreased their sales to close ratio.Sophisticated sales people are more selective in the leads that they secure from those ver

Lack of Leads
You want people to email you, call you or go to your website to buy your products and services. But first you have to motivate them to contact you so you can market to them.

Once you have their attention, use your conversation, your emails and your web site to ask them what they want and need.

Change, Growth And The Life Cycle (2)
... According to Erikson, each stage has a development task and a person should resolve this task before he can move forward to a next phase ... Alexander writes: "Consider the case of a young couple and their new born child. The child “depends” on the parents to give the care and love that is required to resolve the conflict of trust that goes with infancy. But simultaneously, the child gives the parents the experience of raising and bearing, which helps them to meet their conflict of generativity, unique to adulthood."This is why Alexander -- an Architect -- uses this theory of Erikson to establish his community pattern. A community pattern is to solve a community problem; “make sure that the full cycle of life is represented and balance in a community.” Because people will (have to) meet the conflict of their stage when they are confronted with people of other stages ... “Babies control and bring up their parents, as much as parents bring up their children.” If different groups of people live in isolated communities -- the retirement villages, teenage cultures, college towns, they will not be able to meet the conflicts of their stage. The conflicts between children and infants, or between adolescents and adults.Changes in life become apparent when we can look back, or to others and notice that we have been there, dealing with similar issues. And realizing that now we have different issues to confront, part of the stage we are in.But

Outdoor Signs And The US Economy
The American economy is a sophisticated market. While it is true that the Government, with its war on terrorism, is blowing billions every month, it is also true that superior business strategies (such as outsourcing, interest rate manipulations) have directly or indirectly aided the economy and contributed to the spending power of an average American.America today (2007) is a highly mobile, fast-paced consumer-centric society. Billions of dollars exchange hands across the table and through the Internet and businesses exist and thrive in a fiercely competitive environment. The U.S. economy is now dominated by retail and service businesses – and both these businesses need proper commercial signage. If a retailing or service business is to succeed, it must be able to communicate with customers about its products or the services it offers. For most non-Internet businesses, the most cost-effective form of advertising is an outdoor sign.In fact, in America, the outdoor sign has gained so much importance that the courts (both Federal and State) have recognized commercial signage as a form of protected speech under the First Amendment! That’s how important a place the commercial sign occupies in the American economy.Okay, back to our talk on the American Economy and how outdoor signs should connect with it: As the economy grows, so does affluence and growing affluence translates to an increased reliance on automobiles. Also, when the economy grows, people get shift

Adjust Your Expectations
You've all heard some business owners whine about employees: "my staff members are always coming to work late", "my employees' children are always getting sick", "I have high employee turnover". Why do some owners not whine? Maybe they have looked at their employees and adjusted to the obvious. If the owner is habitually late, your employees will be, too. If your employees are mostly young parents, yes their children will be sick. Look at your employment package and then work with your employees to see how you can customize it within your company's budget. This attention may help solve the retention problem.A small CPA firm in a rural Midwest town was always losing accountants after a short tenure, and with tax season was just around the corner and he was short staffed, again. He complained that he just didn't understand what to do. While talking about his dilemma, he discovered the employees he lost were paid well but they were typically female, in their twenties and thirties. Often these young women would marry and become pregnant. Soon they wanted family leave which was given and then when that was done, the often wanted to work part-time.He expressed that these were great employees; they just didn't want to work 8-5. As he continued to talk, his eyes lighten and he said "I guess if I asked all my past employees in the area to work together, I could get my work done and they could work the hours they want." He devised a plan. He catered a luncheon,

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