Investing in land is easy to understand. Due to demand outstripping supply, land increases in value consistently. Because of this limited supply of land, developing houses on the land is seen as one of the smartest investment opportunities today. Here are seven ways to turn your land into wealth:
Business Link- Buy Land and Lots at Low Prices- Silver Discount Properties |
I used to get up every morning, get my kids ready for school or the babysitter, and then try and get myself ready for work. I could only work minimum wage jobs, so I was making about a dollar or two an hour, after childcare, gas, uniforms, etc. You know what I mean. I often wondered why I was even going to work, I was losing quality time with my children. Do you know that heart-wrenching feeling you get when your babysitter tells you that your baby took his first step? Or said his first word? I know it all too well, and that is why I made it a point to be able to work from home, so I could be here to watch my children grow.
I am not going to tell you it's easy, or you're going to get rich in a day or week. That is not humanly possible. Well, maybe if you hit the lottery it would be, but let's be realistic here. I don't know your current situation, but I have told you mine. I assume you are struggling with the same issues that I was. You have to work to pay the bills, but you want to be a mom or dad to your kids, too. And, after paying everyone else, there was barely any money left for bills. I am about to tell you a few things that may change your life, and make you much, much happier!
#1: Work at home Parenting: You DO have to set special time aside for work, and work alone. If your kids are in school, that would be the perfect time. If you have very young children, a good time would be naptime, and bedtime. Although you're going to be tired yourself, stay up for an extra hour or two. It is well worth it.
#2: Keep all of your work papers organized, and in an out-of-reach place. I didn't do this when I started, and it was a disaster! I wrote notes and ideas in a notebook that I kept at my computer, and when I tried to look up something, there was scribble all over the place. I bought a 3-ring binder, and put it on top of my fridge. Ever since, it has been smooth sailing!
#3: If you are thinking of having your own business, make sure to tell your customers that you have children. This will make things much smoother. When I started, I never even thought of telling anyone. A few of my customers were getting annoyed because I would be trying to talk to them, but they couldn't hear me over my kids! (you know that even when your kids are out of the room, and behaving, as soon as you pick up that telephone, it sound like world war 3 started in your house!) After I started to tell my customers that I had children, and I apologized for any inconvenience BEFORE I spoke with the customer, I didn't get anymore bad reactions from them.
#4: There are lots of ways to make money online, and I have found that I can make more money from just working on my computer than I was when I went to work at a brick-and-mortar store. And it's all mine! No gas, uniforms, babysitters, etc. Not to mention that since I have no college education, I can't have a 'career', I can only work at fast-food places. Which, you may already know, REALLY wears you down fast. Then you have to come home and take care of your kids, and try to get in a whole day in about an hour. It just doesn't work. There are so many choices for you online: paid surveys, affiliate marketing, online auctions, and more!
#5: Research: You have to research all of your different options before you start working online. Read what other people have to say about certain fields. What works for one person doesn't work for everyone.
#6: Keep with it. When I first started, it was hard. I didn't have a balance between my home life and my work-at-home life. You have to find your own way to even these out, or you're going to go crazy. The way I do it is I get up, get the kids off to school, come home and work online for an hour or two. Then I do some housework, get the kids from school, eat dinner, and when they are done with their homework, when they are watching tv, I usually have an hour then. If not, it's no big deal, I spend an hour or two online after they go to bed.
#7 Do what you love, and love what you do. This is so very, very important. Work is work. But when you find something that interests you, you are so much better at it. You are more devoted to it, you are willing to learn more about it, and it won't feel so much like work. You have to be excited about earning an income online, it is very easy to just say 'I don't feel like working today.' But that one day leads to the next, and so on, then when it is payday and you have a check for 0.00, you're going to wonder why. I know, I've done it!
So now you have an idea of what it would be like to work from home. It is still work, but YOU are the boss, and YOU keep your money. No babysitters to pay, no uniforms or career clothes to buy, heck-you can work in your PJ's all day! I have done that many times myself. You have to have the strength to hang in there when the going gets tough, because it will. But it will also get better, and probably much better than you had imagined. So now, find something you love, and get to it! In a month from now, you can tell me how much nicer life is, and less strenuous!
Haze Spehar is a newly successful work at home, stay at home mom of two wonderful children. http://www.thewealthrealm.com |
When recently asked to a speech by a rather well-known business college professor and asked to give my reasons why an entrepreneur should stay in college and go on to get an MBA. It seemed like a nice request but then the flashes kept coming into my mind of all the entrepreneurs who left college or even top Universities.
You know names like Bill Gates, Michael Dell and many who never went to college like Ray Kroc who started the world’s largest hamburger chain; yes McDonalds, so I guess you know the story and have probably heard of Tom Monahan too then, the founder of Dominoes Pizza. In fact if those were not the top 4 reasons to quit college or the University MBA program, I could not think of what would be.
Then I considered Fred Smith Founder of Fed Ex who actually got a “C” on his business plan for Fed Ex, by the way you need to read his book; “The World On Time” great story indeed. Well, now I had five reasons and then I went in to brush my teeth and remembered I quit college and built the largest mobile car wash company on the Planet; self-made entrepreneur. (Carwashguys.com is my company).
Then, I considered what the professor had asked me to say in the speech and realized he had never started a company or run a successful business, yet he was a business professor; interesting I thought and well that makes the top 7 reasons why you should quit college and start your own business. Thank you for your time and vote for Lance.
Lance Winslow
As a young employee I was transferred to work in an office tower in downtown San Francisco. I wasn't the only person to arrive in this new office space – the group had changed significantly due to reorganization and many of us were working together for the first time.
My boss, the Marketing Manager, asked me to help him with some unusual projects. First, I organized an ugly tie contest. Next, we created a puzzle where everyone told me their fantasy identity (who they would be if they could be anyone) and I created a quiz. People had several days to try to figure out who was who. This culminated in a party and the revealing of all the secret identities (and prizes for those who had done the best guessing).
Along with many other events, we eventually instituted the first casual Friday in this company (hey, this was 1987).
At the time I knew what was happening and why it was important to the development of the culture in this organization. But I didn't understand it the way I do now. . .
For a whole variety of reasons, organizational culture is important to the health or viability of any organization.
It is one thing to know something is important. It is another thing entirely to know what to do about it. This article will give you some specific things you can do to act on the importance of your organizational culture.
Get help. Wherever you sit in the organizational structure or hierarchy you can impact organizational culture in a positive (or negative – but why would you want to do that?) way. Admittedly, if you are in a position of leadership, it might be easier, but we can all have an impact. But we can't do it alone. Form a team of like minded, interested and enthusiastic people, and get them on board with developing and enhancing your culture.
Get a vision. Get your team to discuss the current culture. Define the parts of the culture that are already great and need to be supported. And honestly determine where the culture could use some polishing. Then create a vision of the culture you want to create, taking into account the entire current picture –the warts and the beauty marks.
Get strategic. Your team will recognize that this is important – you've picked people who already understand that and you have developed a deeper understanding as you created a vision of a desired future culture. Help everyone understand - the team and organizational leadership – that this isn't a band-aid, quick fix; but an ongoing, strategic intention to build a more attractive culture that fits the needs of the organization.
Get people excited. Chances are your culture team will be excited. If not, get them excited! Help the team recognize that not everyone else in the organization is going to think that these efforts are worthwhile immediately. Remember that enthusiasm is contagious. Do what you can to keep the enthusiasm of your team high. If their excitement falters, remind them of the vision they created to re-invigorate them.
Get a champion. That person may be you, or it may be someone else on the team. In my case, I took on an alter ego of the "phun phantom." While a moniker might not be necessary, a point person, whether anonymous or not, is important. Culture change is like any other change – it requires champions. The champion needs to be someone who is passionate about creating the new culture. As in my case, this might be a perfect role for a young energetic person, but don't assign the role. The best champions will rise up and "select" themselves.
Get started. Yes, I have listed the first five suggestions in a chronological order. But that doesn't mean you can't so something today, as soon as you finish reading this article or right now. You already know some things that need to change in your culture, so role model one of them starting immediately. Maybe your first step is to invite a couple people to lunch that you think might want to be on your team. Whatever your first step is – do it.
Get momentum on your side. Any change will have a greater chance of success with momentum. Don't form your team today if you don't think you'll be able to get them going quickly. Don't think of this something that can be done in a couple of weeks. A single event that you hope will permanently change the culture - won't. In fact, it might have the opposite effect entirely. Get started but be committed to building momentum and staying with it. It will be one of the most rewarding efforts you and your team will ever engage in.
I haven't given you specific cultural events to try. Why? Because I don't know what kind of changes you want to create. In my case we were trying to create higher levels of camaraderie and more fun in the workplace. You may have that and may want to enhance your culture in completely different ways. You and your team will figure out what to do. This list is meant to help you figure those things out for yourselves.
These seven things are by no means a complete list – but they are a great place to start. And getting started is the most important next step of all.
Kevin Eikenberry is a leadership expert and the Chief Potential Officer of The Kevin Eikenberry Group (http://KevinEikenberry.com), a learning consulting company. To receive a free Special Report on leadership that includes resources, ideas, and advice go to http://www.kevineikenberry.com/leadership.asp or call us at (317) 387-1424 or 888.LEARNER.
You see these folks at every trade show, walking the aisles. Sometime they are just naïve. Sometimes they are just obnoxious. Be prepared when they stop at your exhibit.
For first time visitors to a trade show, this is great advice.
1. Thinking the show is a party, not business – it's all business, all the time
2. Trying to sell to exhibitors – neither ethical nor legal. Exhibitors paid money to sell, not you
3. Passing out résumés, hard-sell job-seeking – look for good companies at the show, for look good jobs after the show
4. Having no plan, not reading the show program – aimless wandering is a waste of time and energy, plus you miss great opportunities for networking
5. Not having business cards – marks you as a phony
6. Pretending to be a prospect, asking for "everything" – wrong way to look for market intelligence
7. Looking only for give-aways, taking too many items – how greedy can you be. Note, your kids do not buy, so don't ask for extras for them
8. Taking literature, etc. then throwing it out on the way out – what an insult to exhibitors and the show
9. Being a mooch, crashing parties – don't go where not invited
10. Being rude after the show when you are followed-up – you invited the follow-up by attending, be polite
And, the Bonus … Being boring, gossipy, sloppy, ill-mannered and badly dressed. Enough said.
********************************
Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, now celebrating its 10th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.
Julia is an expert in the psychology of the trade show environment and uses this expertise in sales training and management seminars. Contact her at 804-355-7800 or check the site http://www.TradeShowTraining.com
If you own a business then you know that you have to win the rights to serve your customers and clientele; that is to say you must earn the right to their business. There are many things going against you in all of this. For instance the competition wants your customers too. And you compete for the all-mighty dollar from all businesses really. Here are the Top 7 tips to winning customers.
1.) You must give your customers a reason to buy; that reason must be compelling and simple.
2.) You must let the customer know in advance that you value their business and are on their team.
3.) You must thank your customers for buying from you and choosing your business over other businesses.
4.) You must treat the customer with respect; those disrespected will not return unless they have too or until someone else enters the market as competition.
5.) Your customers must love you enough to refer you to their friends.
6.) You will increase your customer loyalty by exceeding their expectations
7.) You must reward customers for loyalty and there should be some form of economic incentive, for instance a rewards customer program.
If you do these things you will find yourself and your business in a much better place and with a stronger customer base. Your customer lists will grow and you will be well on your way to winning the next wave of customers. Please consider all this in 2006.
Lance Winslow - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/ |
A NEW YEAR IS BEGINNING NOW - THE SCHOOL YEAR.
Whether you have children attending for the first time or finishing university, it Is always hectic to get into the back-to-school routine. And, if you do not have school in your family, there might be your own remembrance of the excitement of starting afresh and learning something new.
This is a great time to review your trade show program in the same way you prepare for school.
PICK YOUR SCHOOL = INDUSTRY
A business school question - Are you a railroad or a transportation company? In other words, what business are you in? If you consider your industry a railroad, you will be concerned with rolling stock, laying track and logistics. If you consider your industry to be transportation, you will consider the railroad as a method of transportation - the same principles apply whether you run rail cars or airplanes. There is an engine, a carrier compartment, and now most importantly, cutomer focus. Railroads have to lay track, airlines have to have airfields, so there is difficulty in physically moving to meet customer demand. But railroads adapted by allowing piggybacking - truck trailers on flatbed rail cars. Airlines serve more markets with the hub and spoke system. You should look deeply into your own industry and determine customer focus for the next 12 weeks and 12 months.
PICK YOUR CLASSES = SHOWS
While your firm is part of an Industry, in times of unsettled business there are two avenues you can take to garner more sales. One is to hunker down and bore deeply into your niche, the other is to expand into other industries. In both cases, you may want to look at trade shows beyond the ones you have on your current docket. For example, if going deeper into your industry niche, you can consider local or regional shows, international expos, or shows which focus on discrete research in your niche allowing you an intellectual advantage. If expanding into other industries, you have a wide range of choices but the advice is to research, research, research before investing.
PICK YOUR TEACHERS = FIND THE BEST FOR YOU
Not all executives of Fortune 500 companies went to an Ivy League or MIT caliber school, but considering the vast number of colleges and universities, a disproportionate number of these executives are graduates of the elite universities. Translated to trade shows, that means you should align yourself with well regarded shows, organizers attuned to forward thinking, and professional organization and management.
PICK YOUR MAJOR = MARKETING MESSAGE
When you declare a major, it is your intention to complete the requirements and pursue a career in that field. People remember that you started off in theatre, switched to psychology, graduated in medieval history and then became a salesman. At a trade show, you do not get a second chance to change your marketing message. All the promotion before the show, the exhibit and goodies need to revolve around The Message. In essence, a trade show is not the time to change majors, confuse people and say "I really don't know what I'm doing here."
PICK YOUR BOOKS = MARKETING TOOLS
A trade show is not an isolated marketing event but a continuum of your marketing efforts, so you will not be limited to books. Along the way, your marketing tools are selected for the best impact on the right people, whether you use print, video or the Internet. Once you understand the demographics of your audience, you use the right medium for the message. For example, a firm with a high-tech operation will expect to see detailed information about your firm on your web site - it is the first place they will look A low-tech firm will expect print materials and detailed manuals. And, yes, there are still people who do not trust computers and will never use the electronic goodies in your life as appreciatively as you do.
PICK YOUR CLOTHES = EXHIBIT
We always want to look our best. Just as your clothes are a representation of your personality, your position in a firm and your sense of style (how you view yourself), so too is your exhibit a representation of your company. It's the first physical impression many people have of your firm. It tells attendees at a glance if you're an ordinary company or a daring one. If you are high fashion (which may mean expensive and faddish) or if your firm has strong traditional roots. People absorb not only the color and the design of your exhibit but the language of the signage and the image of your graphics. They look at the presentation of the information you have available - whether it's simple brochures or high tech interactives. And they judge you both in a overall sense and by subconsciously picking apart those segments which they either strongly like or dislike.
PICK YOUR FRIENDS = STAFF
You do not always play with your buddies, but you do want to be in a group which balances strengths and weaknesses to get the job done. Selection of the right trade show staff is the most important factor in the success of a trade show. If your exhibit is an award winner design but your staff is bored, cannot answer attendee's questions or is boorish, most people will walk away. Time is too short for the attendee to teach your staff proper trade show etiquette and sales techniques.
STAND UP TO PLAYGROUND BULLIES = PICK YOUR BATTLES
During the trade show process, there will be times when you think something is not fair, or is too expensive or really inconveniences you. Sometimes, it is because you do not understand the contracts and the flow of how a trade show is put together. When in doubt, just ask for an explanation. You do not have to take "That's the way it is..." for an answer. Find the top level of authority and make your concerns known. A losing battle for the current show includes contracts signed which obligate you to use certain labor pools at certain rates. You can make your views know for next year, but this year it is in stone. On the other hand, if you find a competitor next to you (this happens very rarely as show management is very conscious of this potential squabble), ask that one of you be moved. Make sure your complaints are legitimate. When you pick the right battles, you should win. Otherwise, you are just a whiner or a gossip.
PICK YOUR SPORTS = EXTRACURRICULAR ACTIVITIES
Trade shows are seldom just a time to set up an exhibit, showcase your products, and leave. Increasingly, trade shows are bracketed by educational sessions, social events, informal networking time and fund-raising. Golf and tennistournaments are fashionable either as a fund-raiser or just social time. Firms will entertain clients during the non-show hours by utilizing a hotel Hospitality Suite or an off-site venue.How easy it is to overload your calendar, overfill your glass and plate, and think your only job is to have a good time. Wrong! You are your company's representative, so whatever behavior you demonstrate is what people perceive as acceptable by your company. It's best to be on your best behavior.
PACK YOUR LUNCH = TAKE CARE OF YOURSELF
When you're on the road, it is easy to fall into the grab-a-bite routine as you rush through the airport. Or the I-deserve-this- dessert syndrome as you dine alone waiting for the next plane. Too much sugar, too much booze and too much stress take their toll whether you are going to or coming from a show. Experienced business travelers have these words of wisdom -
* Listen to your normal body clock as much possible
* Acknowledge when you need rest
* Drink lots of water and fluids
* Don't drink alcohol when flying
* Maintain an exercise routine, even if it's just walking around the airport
* Wear stylish and comfortable clothes - don't look like you just came from the gym. You will be more quickly accepted and get better service when you dress professionally
* Pack lightly. There are no naked people where you're going - there's always a store
* Have an emergency kit with you. Whether you have a headache, you arrive at the hotel past room service hours, or you feel lonely, take care of yourself. You should take a medicine kit, pocket knife, small flash light, snacks, extra ID and pictures of the family.
Going to school for the first time is scary but then it becomes routine. Keep a little bit of that first-time fear in your trade show routine. It will make you more aware of your surroundings and opportunities.
Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, now celebrating its 10th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.
Julia is an expert in the psychology of the trade show environment and uses this expertise in sales training and management seminars.
How many of us have been in a position where we have more to do than can realistically fit into one day, or week. So we spend all of our time feeling rushed, being rushed, and wondering how on earth we are going to manage. If you are having that feeling of overwhelm in your business, it's time to take stock of what's going on.
How well you manage yourself and the time you have, is crucial to your success. Wasted time equals lost opportunities. Lost opportunities equal lost business and profits.
Time can't be "saved" – it's an impossibility. You can't find more of it – it's a fixed commodity. You can only manage your activities as time passes. So how are you spending the 60 seconds in each minute - the 60 minutes in each hour - the 1,440 minutes in each day?
What you need is to achieve is working on your top priorities in the most effective way. Here are 10 great strategies for doing just that.
Lesson 1: Prioritize
Aside from just listing what needs to be done, rank them from most important to least important. And then complete them in that order. Too often we start with the easy stuff or the quick stuff, regardless of how important it is. Look at the list of things that need to be done. Hi-light the activities that you could put on hold if you had to. How much time could you free up if you put some of those activities on hold?
Be realistic about the number of priorities you have. Most of the activities we are involved in are things we want to do. The problem with overwhelm is that there are many more things we want to do, than we physically have time for. So create some space by telling yourself that you are just putting some activities on hold for now. You are not giving them up forever, but you are giving yourself permission to put some activities on hold – so you can focus on the most important priorities. This may force you to make some tough choices – but it's a pretty empowering thing to do.|
Lesson 2: Be ruthless with e-mail
What a productivity killer email can be if misused. Use a private email address for clients and customers. Get everything else sent to a generic or alternate email address. That way you can deal with your client issues first, and the rest when you have time.
Only respond to your emails at set times during the day. I personally do emails first thing in the morning, and between 2 and 3pm each day. There's no need to respond the instant that you receive an email. This approach simply means you get interrupted all the time, and your productivity remains low.
Lesson 3: Restrict your use of the telephone
Try to devote a certain time of the day to both return and originate phone calls. Carrying a mobile telephone makes us feel as though we've got to be "connected" at all times – but this is just plain crazy. And just because someone calls us doesn't mean we have to answer immediately. Some people I now work extremely effectively by restricting calls to two periods during the day - one period in the morning to make all their calls, and another in the afternoon to return calls and to followup. At all other times, voicemail takes any messages. This may not work for your business, but the idea of not answering the telephone unless it is at a good time for you can really help you with the continuity of your work
Lesson 4: If you don't have time for something, just say so
There is no need to listen politely if you've already decided the conversation is not of interest. Simply say – "I am sorry to interrupt you, but I don't have time for this right now." Yes it's direct, but then you are not sitting there feeling frustrated about the time you are wasting.
Lesson 5: Limit your availability
This is one of the keys to beating overwork. Unexpected and unplanned interruptions and distractions can "steal" your day. An "open door" policy is fine, but not if it has a negative impact on productivity and profitability. Actually schedule time when you can't be interrupted, and let everyone know about it. During that time you don't answer emails, you don't answer the phone and you don't talk to others – you just do whatever it is you've got to do – no interruptions.
Lesson 6: Protect your productive time
Each of us knows if we are a morning person or a night owl. We know if our peak productivity times are at 7 am or at 11pm. So make sure you are free and uninterrupted at those times. Try and make this time just for you and devote the activities that need your brain the most at the times you are most productive.
Lesson 7: Plan your day the night before
I know - you've heard it before. But spending 5 minutes at the end of the day preparing for the next day helps to orient you in advance and mentally sets you up. So when you get up in the morning, you're ready to go!
Do whatever works for you - make lists of activities, check your calendar, enter tasks into your electronic task list, schedule a couple of uninterrupted hours in your diary, tidy away your papers and get tomorrow's ones ready to go. Do whatever you need to to feel comfortable about the next day's work.
Lesson 8: Don't get buried by paper
When possible, try to "touch" each piece of paper only once. File it, act on it or toss it! (Periodically, every quarter, purge your files. If you haven't touched it in 3 months, you probably never will...so toss it!). As the saying goes: "Do it, ditch it, or delegate it!"
Lesson 9: Group your appointments
If you have several appointments or errands, try to group them all in the same day so that all of your external travel and time is scheduled for one or two days in the week. That leaves you 3 full days in the office without the need to go out for meetings.
Lesson 10: Confirm appointments
Never assume that your 1 o'clock is on! The realization that you've been "stood up" is both frustrating and irritating. A simple phone call or e-mail message, saves time, energy and anxiety.
Management expert Peter Drucker, once declared, "Time is the scarcest resource." Time really isn't scarce, it's uniform and constant. However, your ability to manage it is crucial to your success. If you can't get this part right, you may not need to not worry about cash management!
Megan Tough - published writer, coach, facilitator and speaker - works with people to create outstandingly satisfying and truly successful professional lives. Make more money - have more fun! To learn more and to sign up for more FREE tips and articles like these, visit http://www.megantough.com
Here are seven excellent ways to earn income from international trade.
1. Importing: Retail store owners can find additional products to sell from foreign manufacturers, distributors, and other suppliers. You may even decide to go exclusively into the import business and become a wholesale distributor.
2. Exporting: Manufacturers can find new customers for their products in foreign countries. You could also become an Export Management Agent. Arrange for other domestic companies to sell their products to foreign corporations and earn a commission.
3. Licensing: Consider becoming a licensing agent. Earn royalties by arranging for foreign corporations to manufacture and sell the products of domestic companies.
4. Finder`s Fees: You can earn fees from domestic companies for finding foreign buyers (or for finding suitable imports from foreign suppliers). You can also earn fees from foreign companies for finding domestic corporations that will buy their products (or for finding suitable suppliers and products from domestic corporations).
5. Drop Shipping: Visualize receiving an order from a customer based in a foreign country and not having to be bothered with shipping and handling the product. No customs declarations or brokers are required by you. This is because your drop ship supplier is handling those details.
6. Mail Order: Add a mail order service to your existing business operation. Manufacturers, retail stores, and other businesses can increase their sales by using this additional method of selling that is very conducive to international trade.
7. Internet Marketing: You can also extend your reach to worldwide customers by means of the Internet. Methods of obtaining foreign business include affiliate marketing, online auctions, online stores, and websites.
RESOURCE BOX:
J. Stephen Pope, President of Pope Consulting Inc., http://www.popeconsultinginc.com/ has been helping clients to earn maximum business profits for over twenty-five years.
For valuable Work at Home Small Business Ideas, visit: http://www.yenommarketinginc.com/
As you know it can be very expensive to attract new customers. You can cut down on those expenses by "upselling" to those new customers. For example, let's say you're selling a computer with a 15" monitor for $1200. You tell people they can upgrade to a 17" monitor for only $200 more. That's upselling! Your goal is to get more money out of the first sale. Below are ten upselling strategies you can use to increase your profits.
1. Deluxe Upsell-You could sell a basic product and tell people for a little more money they can receive the deluxe edition.
2. Money Upsell-You could offer people the rights to sell the product they are buying from your business. You could charge an extra $30 dollars to get the reproduction rights.
3. Discount Upsell-If you're selling a product people may order again in the future like shave gel, you could offer them a second can of shave gel at a discount.
4. Time Upsell-If you're selling a product or service people subscribe to, like a magazine, you could tell them if they subscribe for two years instead of one, they can receive it half off the cover price.
5. Quantity Upsell-This is similar to the discount upsell. The only difference is you increase the discount by how many products they order. If they order 3 it's a 10% discount, if they order 5 it's a 15% discount.
6. Package Upsell-When you're selling a product you could offer similar products in a package deal. Tell the people the other products are cheaper with the package deal versus purchasing them separately.
7. Affiliate Upsell-When you're selling a product you could offer someone else's product as an upsell. You would have to make a commission on the product in order to profit.
8. Free Upsell-You could offer a free sample or trial of your product (your first sale would be free) and then tell people if they order the full version right now they will get a discount.
9. Extra Upsell-There are many things you could charge extra for at the time of sale. It could be gift wrapping, imprinting, custom designs, etc.
10. Extended Upsell-If your product comes with a warranty, you could ask people if they would like to extend the warranty one more year for only $30.
In conclusion, you can use one or all these strategies to increase your profits at the point of sale. Don't be afraid to use your imagination to come up with other upsell strategies.
About the author:
Rojo Sunsen is a specialized bounty hunter who prefers to work quietly/confidentially for the benefit of her clients.
When marketing industry information and articles in trade journals it makes sense to be certain that the information going into the trade journal fits the trade journal's readership and offers new information to the industry that cannot be gotten in other places.
All too often we see filler or articles in trade journals, which come from other industries. For instance perhaps you have seen an article for life insurance in a building magazine for construction. Sure, everyone needs life insurance, but what does that really have to do with the construction industry or the building trade? Not much.
However, there may be some relevance to the building industry and if you are a life insurance salesperson who is writing articles in trade journals in order to attract new clientele through the byline at the bottom of the article, then you need to use your knowledge base to come up with a correlation between the building industry and life insurance which fits.
All too often those who write trade journal articles for public relations purposes do not custom tailor the article enough to make it industry specific. Generally we see an extra sentence in the center of the article and one or two sentences at the end of the article and a lead in paragraph or two or three sentences at the start of the article.
Unfortunately, it is obvious when reading the article that the article has nothing to do with the industry and it really does not belong in the trade journal at all. I hope you will consider this in 2006.
Lance Winslow
If you own an aircraft cleaning and detailing company perhaps you have had trouble getting new clientele. However getting clientele for aircraft detailing company is not as difficult as you might think. There are simple things you can do to increase the number of people who learn about your service.
One thing you can do is put a phone number on top of your vehicle as people in the traffic pattern will see there's a phone number on it. They may not be able to read it while their flying but they will laugh and when they down jot down the same number on the door of at your vehicle.
You should always put your business cards on the aircraft bulletin boards. It makes sense to work and co-market with other aviation businesses at the airport who have long existing clientele and give them a percentage if they find you new business.
I recommend using direct-mail and finding lists of pilots and aircraft owners addresses. When cleaning and detailing aircraft it makes sense to not leave anything on the flight line and work out of the work vehicle but do not put anything all the ground to make it look messy, as it also might be blown away by prop wash or jet exhaust.
You should never park your work vehicle underneath the wing of an airplane or even drive underneath the wing of airplane. You should know the aircraft security guard by name and offer to wash the airport security vehicle for free. Please consider all these steps in 2006.
Lance Winslow
Skilled workers of every age have prized their tools. I recently visited a Museum of Natural History and was amazed at the craftsmanship and precision of the sextants and chronometers that allowed explorers to map our world in the 18th and 19th centuries. Such tools must have cost many years' wages for the average person! I was reminded of how my Grandfather prized and cared for the tools he used on his farm. I vividly remember his showing me how to work a haybaler or oil the harness for his team of horses, tools from an age that is long-gone. But it brings up the question: What are the tools for our age, and what are the skills we will need to keep them "sharp" and useful? I suggest the following tools for your 21st Century Toolbox:
1. Extreme Self-Care: Just like early explorers took extraordinary measures to protect their compass and sextant, keeping them in beautifully finished wooden boxes, so in tomorrow's world we will need to be well-oiled, rested, polished and precisely balanced.
2. Response-Ability: In an earlier generation, a farmer could experiment with new crops or buy a "new-fangled" tractor over a period of several years. In the 21st Century, change will occur daily, and the ability to respond instantly will be the difference between success and total "crop failure."
3. Resource Management: In the 1930's the American Dust-bowl disaster was caused by a belief that the land was endless and resources were boundless, so farmers destroyed the sod, laid bare the land, and the wind simply blew it away. In the next century, the most successful will be those who manage their resources and have the most efficient reserves of creativity, time, space and energy.
4. Character: My great-uncle was known for the beautiful walking sticks he made by hand, carving them during the long winter months. Each one was unique and they have become family heirlooms. In the 21st century we won't leave our mark on wood or stone nearly as often as we will leave our mark on the memories of those who buy our products and services. But I expect the quality of our character will show through just as clearly as the marks he carved into those sticks testify to his patience, strength and dignity.
5. Fence Mending: Robert Frost wrote a poem about "mending wall", and said, "good fences make good neighbors". For a thousand generations, that meant piling rock upon rock, or stretching wire from post to post. In the 21st century, the principle remains the same. Boundaries, roles and responsibilities must be agreed upon, be clearly marked and be maintained.
6. Simplicity: I once heard that until the end of World War II, it was rare for any human being to eat anything that was not raised and harvested within 25 miles of them. Ask anyone who lived through the Depression if they remember the miracle of an orange, brought by special shipment all the way from Florida, as a Christmas treat. It happened once a year! In the 21st Century, those who achieve extraordinary success will be those who, in the midst of clutter and chaos, choose to simplify their lives, focus on their priorities, and pursue their goals.
7. Insatiable Curiosity: Something drove explorers to risk falling off the edge of a "flat earth". The "Mountain Men" (and women) explored the American frontier, and every child asks, "Where do babies come from?" or the eternal, basic question, "Why?" Curiosity will remain an essential tool for the new age. It will drive some to look, listen, experiment and learn new skills, while others will quickly be left behind.
8. Risk Management: This is a 20th century term for an ancient principle: Those who are too timid, get left behind, while those who are too impulsive, usually die young. In the 21st century, we will rarely face risks that are life-threatening, but those with the ability to accurately assess the risks and potential rewards in a new situation will flourish, while those who blindly resist change or blindly run after every new fad will quickly fail.
9. Contextual Creativity: My grandfather had no use for "modern art". He scoffed at the luxury of throwing paint at a canvas or using "gutter language" in poetry. For him creativity was grafting a branch from a pear tree onto an apple tree, and art meant growing more wheat per acre than any other farmer in the county. In the 21st Century, the most valued creators will remain those who can work with what lies at hand, and fashion something new and useful from what others have discarded as old, familiar and useless.
10. Lofty Aspirations: In every age, ambition counts for something. During the Depression, there was no more devastating allegation than that someone was "lazy." I remember my Grandmother scoffing that a neighbor "will never amount to nothing, he doesn't expect to!" Perhaps, in the new century, the most important of all tools will be the expectation that we can succeed, that we can contribute, that we can make a difference. Past generations expected life to be difficult, but they also expected to endure and overcome, and that expectation was tangible, it was as real as spring after the winter, and it kept them going. Aspiration is a powerful tool!
Whatever items you choose for your personal toolbox, choose wisely! To make a living and provide value to those around us, requires the ability to start with a vision, blend it with skill, and produce a result that has value in the real world. Almost always, whether it's the artist's paintbrush or the surgeon's scalpel, that means using tools. Please consider these ten for your toolbox!
© Copyright 2003 by Philip E. Humbert. All Rights Reserved. This article may be copied and used in your own newsletter or on your website as long as you include the following information: "Written by Dr. Philip E. Humbert, writer, speaker and success coach. Dr. Humbert has over 300 free articles, tools and resources for your success, including a great newsletter! It's all on his website at: http://www.philiphumbert.com
Politics and Business are so similar in many ways. Sure politics is much dirtier and generally played by less ethical individuals and yet the similarities are often uncanny. Perhaps a brief point-by-point comment on this subject will open a new perspective on this subject. Below are a few similarities to help the thinking juices flow and allow some conceptual thoughts.
1.) In politics you must canvas the area using data about the voters; in business you use demographic software to gather information about the customer.
2.) In politics you must get the voter to make a decision to vote for your candidate; in business you must get the consumer to choose your product or service over your competitor.
3.) In politics you must employ multiple methods to reach the voter; In business any good marketing program uses multiple media, mediums and methods to reach the consumer.
4.) In politics you must show how your candidate is better and different; In business you must show how your brand is best.
5.) In politics you must get those people to the polls to vote; in business you must get those customers in the door of your business to buy something.
6.) In politics you must win or you are forgotten; In business you must beat your competition and the customer must buy from you or you go out of business.
7.) In politics the customer decides with his or her vote; in business your voter buys your product or service with his or her dollar.
I hope this philosophical discussion allows you to see business from a different perspective and if you are in business and considering politics, forget it. Business is a much better game than politics and as a politician might say; You Can Trust Me on This in 2006.
Lance Winslow - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/ |
In Jack Canfield and Mark Victor Hansen's original "Chicken Soup for the Soul," I am reminded of the short story titled "Another Check Mark On the List." This is a story about a 15-year-old boy named John who, on one rainy day, when it was too wet outside to play, he decided to write a list of goals. John continued writing until he had 127 goals. These goals included exploring the Nile River, climbing high mountain peaks around the world and learning 3 foreign languages. He also wanted to be featured in a Rose Bowl Parade and play several musical instruments.
Of the 127 goals that he listed over 60 years ago, John has achieved 108. If he lives to become 75 years old he will achieve 109 (he listed "live to see the 21st Century"). How did John achieve all of these goals? He wrote them down.
Step 1 Write It Down:
Write it down, write it down, and write it down!
Have you ever got to a point where you were going to write down a New Year's Resolution or some other goal you thought you wanted, only to find yourself procrastinate. One year later, did you need to achieve the same New Year's Resolution or goal? Why does this happen?
It happens because of that little voice inside of you that says, "I am not good enough or worthy enough to be in possession of the benefits derived from achieving my goal." "I have been programmed for failure."
I recently read a motivational quote that said: "If you can't write it down, you can't do it."
Let us think about that for a minute. Every day you may be compiling lists of things to do to run your household, perform your job, or plan your business trip or vacation. How many times do you really write down, exactly what you want out of life?
How many long term or short-term goals do you write down?
Now when thinking about what you want to achieve focus your attention on specific words and ideas relating to your goals. Give those words and ideas your complete attention as you write them down.
Did you ever write a letter, business report, or term paper and at times find your fingers flying across the keyboard?
Since written words are symbols of objects, ideas, or feelings, could the physical process of entering these words onto a page actually create a subconscious connection?
I believe it does. When you use language to communicate on paper, you need to process the information on a subconscious level.
The help you are getting while creating your list of goals is coming straight from your powerful subconscious mind. Why not take advantage of the power of your mind in achieving your goals?
Write your goals down in your day planner, write them down, and hang them on your walls. Write your goals on sticky notes and place them on your bathroom mirror or on your windows.
Every time you write your goals down, your body is moving towards them. The goals are getting clearer and clearer. The roadmap you create by writing goals down projects straight to your subconscious mind and is being acted upon.
A now popular syndicated cartoonist wrote down 15 times a day, every day the following sentence. "I want to be a syndicated cartoonist." He did this every single day, even when he did not feel like a syndicated cartoonist. Now, Scott Adams, the creator of the "Dilbert Cartoon" is a full-time, syndicated cartoonist, known the world over. Scott "wrote it down."
One way to state that goal in a more positive and immediate context is to say, "I am a syndicated cartoonist." Act as if you already are in possession of the goal. It takes a lot of pressure off you during your daily activities when you feel the new role. You then become comfortable with it.
Write your goals down everywhere. As you write them down think about John, the 15-year-old goal achiever from the "Chicken Soup for the Soul" story. Now that John is in his seventies, what advice would John have for you when you ask him, "What is the most important thing I can do to achieve my goals?"
Listen to John whisper in your ear these three words... write it down.
Wayne F. Perkins is a Clinical Hypnotherapist and Sales Trainer who helps employees and corporate clients achieve their goals. Wayne offers published books, e-books and Audio CD programs including, "Build Your Business with Hypnosis" "My mission in life is to help you achieve your mission in life" http://www.wayneperkins.net
So many people I worked with said they got more work done at home than in the office. That was because there were so many interruptions in the office. In fact lots of people come in early or stay late just to have quiet time to work. One way to have that same quiet time during the day is to manage interruptions. Look for ways to create a "Power hour" of work time. Maybe this will allow you to get home earlier!
1. Email – shut off the audible alarm for email in your computer. Plan to check email two or three times a day. Allot time in your schedule for answering important email. Use a good spam filter and delete unnecessary email.
2. Telephone – Use voice mail message to let people know you will return their call at a particular time during the day. Let people who answer the phone for you know that you can not be interrupted. Give them specific instructions about what constitutes and emergency.
3. Staff – Help the staff to understand the reason you cannot be interrupted. Give them a time at which they can get their questions and issues answered. Use a "Do Not Disturb" sign on your door or some other signal so that staff understands you are not to be interrupted.
4. Colleagues – Use "Do Not Disturb" sign on door. Explain to colleagues that you are unreachable between certain hours. Be clear when they can talk with you. Set firm boundaries when people come in to "chat" with no clear business purpose.
5. Boss – This one is tricky. If you are working on a particular client matter, tell the manager about your deadline and the implications if you don't get the work done. If your deadline comes from the boss make a trade off of a later deadline to accommodate the interruption.
6. Internet – Be careful about being drawn in by the Internet. Doing some research on the net can lead to distractions like shopping or looking at interesting sites that are unrelated to your current project. The Internet can be a huge interruption while at the same time a necessity.
7. Other project – Sometimes when you are working on one project something you need to do on another pops into your head. Getting up to do the other can be a way of procrastinating. If you don't want to work on the project at hand something else that really does have to be done can be enticing. An example for me would be when I am working on a project and suddenly realize my plants need watering. Watering the plants at that moment is a big interruption. A way to deal with it is to make a note in my calendar to do it at another time.
8. Idea Flash – Funny how you can pause to think about something you are working on and suddenly you get a great idea about something else. If you have an idea notebook write it down and move on. No special notebook? Write it down somewhere so you can come back to it once you finish.
9. Messy office – A messy office can drain you of energy. Make sure the place you are working is relatively clear of unessential materials before you start working. Schedule a cleaning time on your calendar.
10. Hunger, need cigarette, bathroom – Take care of these needs before you begin your work. Any one of these can use up a whole morning because you pass other team members on your way to get food, a cigarette or to use the facilities and that can lead to conversation and distractions.
About Alvah Parker
Alvah Parker is a Business and Career Coach as well as publisher of Parker's Points, an email tip list and Road to Success, an ezine. To subscribe send an email to join-roadtosuccess@go.netatlantic.com.
Parker's Value Program© enables clients to find a way to work that is more fulfilling and profitable. She is both a Practice Advisor and Coach to attorneys, managers, business owners, sole practioners, and people in transition. Alvah is found on the web at http://www.asparker.com. She may also be reached at 781-598-0388
Crises affect the best run companies and organizations. They also spring-up with great frequency in less well run companies and organizations. Generally crises are the result of smart people doing dumb things. Sometimes they are the result of poor quality, greed, corruption or worse. Regardless of the reason for crises, it must be handled with the utmost care, speed and professionalism. The ten point outlined below identify the key elements to success crisis management.
1. Identify the problem
What is the crisis? Define it. Not what caused it or who is to blame but rather what it is in clear terms. This can also be referred to as the problem statement.
2. Create a team
Now that the crisis is defined, what areas does it touch? Assemble a team with the owners of the subject matter experts in each of those areas. For a business this generally means: executive management with a representative, marketing/product management, operations, legal, human resources, information technology, finance, PR or media relations sales and research & development. If any of these functions are not necessary, do not include them in the team just to fill a seat. For other organizations such as non-profits it may include: executive leadership, development, IT, member relations, finance, PR or media relations, human resources and marketing.
3. Set up a command center.
Find a place where all the members of the team can meet and updates on the crises can be monitored and tracked. The command center should be manned 7x45 by a representative of each key functional area until the crises has been resolved.
4. Communicate out.
The first thing the team needs to do once the problem has been identified is communicate the problems and what is being done about it quickly and clearly to all appropriate media outlets through PR or media relations. Generally, more information is better. The more senior the person providing the updates is the better also. Ideally it should be the CEO of the company or organization or the most senior person directly involved with the crisis. Also update customers, investors, employees, clients, constituents, and members – anyone with an interest in the company or organization.
5. Problem breakdown
Break down the problem with the crisis management team. Identify what the problem is, what the potential solutions are and which are the most viable courses of action. Bring in other subject matter experts as needed but do not take the accountable functional areas owners out of the loop or off the hook. They own a successful resolution from their area.
6. Receive communications in.
Concerns of customers, employees, shareholders and constituents need to be addressed. Set up phone hotlines and email folders related to the crises. Have knowledgeable people take the calls. If they cannot, have a mechanism so every call is returned with an answer in 24 hours. The same holds true with e-mails.
7. Resolve the problem.
Nothing is more important than resolving the problem or crises because it is a disruption to everyday business. It could ruin the reputation of the business or organization. For a company it can destroy shareholder value. For other organizations it can impact membership, causes, careers, lives and worse. The crisis team needs to commit their time, money and energy and also grab the best and the brightest internal or external to the company or organization to resolve the problem or crisis quickly.
8. Provide updates and resolution.
Communicate updates through all outlets and communicate final resolution of crisis at the most senior level available. Communicate frequently. Communicate in a timely fashion. Do not hold information back. Make leaders, functional owners and subject matter experts available to questions from the media (all forms). Have all communication controlled through the command center i.e. centrally.
9. Investigate (the post mortem). After the crisis has been resolved establish a team to investigate what happened, why, who was responsible and what actions need to be taken to insure that it does not happen again (or is minimized). Insure the team has full access plus as much time and budget as they need to do their jobs effectively.
10. Integrate improvements
Integrate the findings of the team into business as usual. Take the learnings from the crises to change the business or organization so there is a minimal chance of the crisis repeating itself. Make these changes know to all the company's or organization's stakeholders.
Crises happen – no matter how careful, quality conscience and integrity focused any company or organization considers itself. And when they do, it is up to the leadership to establish a crises team and command center quickly. By following these 10 steps, the best will be made out of any bad situation.
George F. Franks, III is the founder and President of Franks Consulting Group – a growing Bethesda, Maryland management consulting and leadership coaching practice. He is a member of the International Coach Federation and the Institute of Management Consultants. His web site is: http://franksconsultinggroup.com His e-zine on career and leadership topics is: http://careerandleadership.com |
There is a professional way to making a marketing plan, which is outlined in MBA textbooks. Now then, I want you to take your MBA textbooks marketing plan and shitcan it.
Next, I want you to go down to AAA American automobile club and get a map of the city in which your business will be. Put a red dot where your business will be on the map and then take a string equal to a ten mile radius and put one end all the red dot and put a pencil on the other end. Next, draw a ten-mile circle around your location.
Now do the same thing for all the competitors in your market. Everywhere there is an overlap take a colored pencil and shade it in. Next anywhere in the ten mile radius where there is a river or a railroad track which limits travel across it like a wall then take that area out of your circle. Where there are traffic points that allow people to cross these barriers, make a series of a half Moon's equally in the total distance of ten miles.
This will give you a better understanding of where your business's customers will truly come from. Next, go through the phonebook in the Yellow Pages and find all competition in your area; find out what they are charging and how they are bundling their products or services.
Also go onto the Internet and look at all the other competitors in what the going rate seems to be that people are charging in the marketplace. Now you can get your MBA textbooks out of the trash can and see what it says. Please consider this in 2006.
Lance Winslow
1. Outsource what takes you too long to do
When you don't have time to do something, you either don't do it, or do it faster and make mistakes. This can hurt your business. One mistake people often do when they start an online business on a shoestring is that they don't give themselves a value! I hear someone saying : "I will optimize my site to get traffic from the search engines because it is free traffic". Think about this for a moment : if you spend 200 hours writing content for your optimized website, it is NOT free : you have to count the hours of work you have put in the realisation of your site! Personally, I don't have time to write anymore, so I hire people to do it. Another thing people should outsource more often is the things they don't have time to learn. For example, you need to use a new software for a one-time deal. If you know it will take you 20 hours to learn how to use the software, it might be wiser to hire someone to do it!
2. Use the proper tools to save time
Are you still building your sites one page at a time? And when you need to change something you need to do it manually on each pages? I know, I was still doing that not long ago! This is hurting your business. By not using the proper tools, or the proper software to do some things, you are often loosing countless hours each months and this lost time could have been used to grow your business! Think about it : is there something you could improve today with the use of the proper tool?
3. Try something different
We often get comfortable with our site, and we stop testing new things. I hear you say "yes but I have a good conversion rate!" Great for you, but don't you think it could still get better? Yes it could. But the only way to find out is by testing new things. Make it a weekly task to try one new thing. At the end of the year, you will have done 52 tests on your site and… I'm sure you will have improved something!
4. Use and read your stats
I do SEO for a living, and one thing that never stops to amaze me is when people tell me they will hire me to optimize and promote their site but they can't ell me how many visitors they currently have! Statistics are one of your best friend online, and you must use them and read them at least once a month! I check them regularly and it helps me find new ways to work on my site. Try it, and you could find hidden gems that will increase your business profit.
5. Offer a special promotion to your mailing list
Try to give a rebate, or even better, and added bonus, for a limited time. This can increase your sales. You might make a little less profit per-sale, but if you make 50 more sales per month, you will end up making more!
6. Seek Joint Ventures
Joint Ventures can help you grow your mailing list faster, or sell more products. They are fairly easy to set up when you take the time to do it. Find a website online that could have an audience interested in your product and contact the owner. Offer her to talk about your product in exchange of a commission.
7. Outsource what you don't like to do
Sometimes, when we start online, we can't afford to outsource the things we don't really like doing. I used to do everything myself, but I found out that I can grow my business so much faster when I pay someone else to do the things that I really hate! Why? Because the things I don't like to do make me procrastinate. By having someone else to them, I don't have to think about it and I can concentrate on growing my business and increase my profit!
Stephanie Hetu
Find more tips to help you increase your business profits
When marketing to new customers and trying to decide if you should cold call all the people on your list or limit that list, take my advice and shoot first and ask questions later and you will be glad you did. Once I was in Tennessee setting up a franchise in Memphis for the son of a well-known doctor.
Our franchise company sets up fleet washing franchised businesses to help large corporations keep their vehicles clean. Anyway we were going thru the phone book and listing all the possible accounts. Then we noticed a really large trucking company had a depot there but it was not listed at all, only their sales office. It was a company which already washed their own trucks in some yards and would not be interested as we had learned many times in many cities before.
So, we saw this advertisement for; “Drivers Wanted” and I said; “What the hell” and added the company to the list anyway and the next day we had some 400 names of companies to call on and I had completely forgotten about that company name I added and yet at the time, kind of knew that they would not be interested or so I thought?
Well it turns out they needed our services at this one office, but at no other offices in the nation, interesting I thought, as I was shocked that a brand new sales person on our Bonzai and Blitz Marketing Team got the appointment to go see them. It was his fifth call even on his very first day even. So, we went in for a meeting a pulled out all the stops at the sales presentation.
Sure enough we signed up the account $40,000 per month and we exceeded our goals for the Blitz Mission week for the new franchisee and quit early and everyone partied for week on the Marketing Team until we moved to another city to attempt to do the same thing. We could not sell anymore or we would overwhelm the cleaning crews and our new franchisee in his first month. Moral of the story? When cold calling, call everyone and the seven people on the Blitz Team, well they are the seven top reasons why you should. Consider all this in 2006.
Lance Winslow
In previous articles on the topic of performance management and appraisal, we covered the ten stupid things managers do to screw up performance appraisal, and a similar article on ways human resource departments screw up the process. Now it's time to turn our attention to employees!
Managers, feel free to share this with employees, and employees, feel free to share this with managers and/or colleagues. Please ensure proper credit is given and that the work911.com website address is included.
Generally, when performance appraisal goes awry, the primary cause has little to do with employees. For the most part, employees take their cues from management and human resources. However, when individual employees perceive the process in negative ways, they can create or damage even the best of appraisal processes.
Stupid Thing #1: Focusing On The Appraisal Forms
Performance appraisal isn't about the forms (although, often managers and HR treat it as such). The ultimate purpose of performance appraisal is to allow employees and managers to improve continuously and to remove barriers to job success. In other words, to make everyone better. Forms don't make people better, and are simply a way or recording basic information for later reference. If the focus is getting the forms "done", without thought and effort, the whole process becomes at best a waste of time, and at worst, insulting.
Stupid Thing #2: Not Preparing Beforehand
Preparing for performance appraisal helps the employee focus on the key issue - performance improvement, and to examine his or her performance in a more objective way (see defensiveness below). Unfortunately, many employees walk into the appraisal meeting not having thought about the review period, and so are unprepared to present their points of view. Being unprepared means being a reactive participant, or being a passive participant. Neither are going to help manager or employee. Employees can prepare by reviewing their work beforehand, identifying any barriers they faced in doing their jobs, and refamiliarizing themselves with their job descriptions, job responsibilities, and any job performance expectations set with the manager.
Stupid Thing #3: Defensiveness
We tend to take our jobs seriously and personally, making it more difficult to hear others' comments about our work, particularly when they are critical. Even constructive criticism is often hard to hear. If employees enter into the discussion with an attitude of "defending", then it's almost impossible to create the dialogue necessary for performance improvement. That doesn't mean employees can't present their own opinions and perceptions, but it does mean that they should be presented in a calm, factual manner, rather than a defensive, emotional way. Of course, if managers are inept in the appraisal process, it makes it very difficult to avoid this defensiveness.
Stupid Thing #4: Not Communicating During The Year
Employees need to know how they are doing all year round, not just at appraisal time. Generally it is primarily management's responsibility to ensure that there are no surprises at appraisal time. Often managers discuss both positives and negatives of employee performance throughout the year, but this is unfortunately, not a universal practice. It's in the employees interests to open up discussion about performance during the year, even if the manager does not initiate it. The sooner employees know where they are at, and what they need to change (or keep doing), the sooner problems can be fixed. In fact many problems can be prevented if they are caught early enough. Even if managers aren't creating that communication, employees can and should. It's a shared responsibility.
Stupid Thing #5: Not Clarifying Enough
Life would be much easier if managers were perfect, but they aren't. Some communicate and explain well. Some don't. Some are aggravating and some not. At times employees won't be clear about their managers' reasoning or comments, or what a manager is suggesting. That could be because the manager isn't clear him/herself, or simply isn't good at explaining. However, unless employees clarify when they aren't sure about the reasoning or explanations, they won't know what they need to do to improve their future job performance. It's important to leave the appraisal meeting having a good understanding of what's been said. If that's not possible clarification can occur after the meeting, or down the road, if that's more appropriate.
Stupid Thing #6: Allowing One-Sidedness
Performance appraisals work best when both participants are active, and expressing their positions and ideas. Some employees are uncomfortable doing that, and while managers should be creating a climate where employees are comfortable, some managers aren't good at it. Performance appraisal time is an excellent time for employees to make suggestions about things that could be changed to improve performance, about how to remove barriers to job success, and ways to increase productivity. Remember also that managers can't read minds. The better managers will work with employees to help them do their jobs more effectively, but they can't know how they can help unless employees provide them with good, factual information, or, even better, concrete ideas.
Stupid Thing #7: Focusing On Appraisal As A Way Of Getting More Money
Unfortunately, many organizations tie employee pay to appraisal results, which puts employee and manager on opposite sides. Employees in such systems tend to focus too much on the money component, although that focus is certainly understandable. It's also understandable when employees in such systems become hesitant to reveal shortcomings or mistakes. But it's still dumb. If employees main purpose is to squeeze as much of an increase out of the company, and the managers try to keep increases as small as possible, it becomes totally impossible to focus on what ultimately matters over the long term, which is continuous performance improvement and success for everyone.
Pay IS important, but it is not the only issue related to the appraisal focus. If employees enter into the process willing to defend their own positions in factual and fair ways, and to work with managers, the process can become much more pleasant. If not, it can become a war.
Conclusion:
The major responsibilities for setting performance appraisal tone and climate rest with managers and the human resources department. However, even when managers and human resources do their jobs well, employees who come at the process with a negative or defensive approach are not likely to gain from the process or to prosper over the long term. The constant key is for employees to participate actively and assertively, but to keep a problem-solving mindset, and keep focused on how things can be improved in the future. No matter who initiates it, performance appraisal is about positive open communication between employee and manager.
(c) 2005, Robert Bacal, Bacal & Associates. You are welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end) all links are made live, and this copyright notice and indication of authorship are included.
Robert Bacal is a noted performance management author, consultant and trainer, and is the author of a number of books published by McGraw-Hill including Performance Management - A Briefcase Book, Manager's Guide to Performance Reviews and Perfect Phrases For Performance Reviews. For more free information and help with performance management, reviews, and appraisals, visit the Performance Management & Appraisal Help Center at http://performance-appraisals.org.
In addition to over 800 articles on performance related subjects, you will find tools to help with diagnosing performance, using progressive discipline, and setting objectives at http://performance-appraisals.org/learnto.
1. Gain an advantage over your competition. You should find one benefit your competition doesn't offer and use it as your main selling point.
2. Design your e-zine so it creates multiple free advertising streams. Ask readers to forward it to people they know, offer ad trades, etc.
3. Allow your visitors to subscribe to an update e-zine. Anytime you make changes to your web site they can receive an informative e-mail.
4. Focus your articles on information the targeted readers and e-zine publishers want. They will get published more often, which means free publicity.
5. Use problems to attract online traffic. Find a common online problem and use your web site to solve it. People will visit and see your ads.
6. Have an informative FAQ page at your web site. Anticipate questions your prospects or visitors may have; this will help improve your sales ratio.
7. Improve your negotiation skills. This'll improve your business because you're always negotiating ad swaps, supply prices, joint ventures, wages, etc.
8. Beat your competition by giving away a similar product or service that they charge for. It could be add on products, warranties, servicing, etc.
9. Build a larger online community by giving your visitors bonuses for participating on your message boards or chat rooms. Try free products, ads, etc.
10. Instead of starting an affiliate program, start a referral program. Give people discounts and free products for referring people to your site.
About the author:
Rojo Sunsen is a specialized bounty hunter who prefers to work quietly/confidentially for the benefit of her clients.
Most people wish they read more. It is an activity that is both fun and enlightening. It can help us be more knowledgeable and successful. However, it is an activity that many people don't engage in very much. According to the 1999 National Household Education Survey, 50% of the U.S. population aged 25 and over read a newspaper at least once a week, read one or more magazines regularly, and had read a book in the past 6 months. What does this mean? It means that 50% of the population hasn't read a book in the last six months!
Looking at the other end of the spectrum, research shows that if you read ten books a year, you are in the top few percent of all people as readers. Simply stated, it doesn't take much to be well read, but we do need to know how to get started. The following are ten suggestions to help you strengthen your reading habit – ways to find and make more time for reading.
1. Always have a book around. Don't go anywhere without reading material. Keep magazines or short stories in your bathroom. Always have something in your briefcase to read. Keep a book(s) by your bed. Having things available makes it easier for you to steal otherwise lost moments.
2. Set a reading goal. Determine how much time you want to spend reading, or how many books you want to read over time. Your goal might be a book a month, one per week, or it might be to read 30 minutes a day. Start out with something attainable but still a stretch. As your habit builds, you might set higher goals. Setting a goal is the first step towards reading more.
3. Keep a log. Keep a list of the books you have read, or keep track of how much time you read each day. You might keep these lists in your journal or your day planner. My son's log is on our refrigerator. My list and log are kept on my computer. It doesn't matter where you keep it, just do it.
4. Keep a list. Make a list of things you want to read in the future. Ask your friends and colleagues what they are reading. Watch for recommendations in the newspaper and magazines. Once you start looking for good books, you'll find them everywhere. This is a great way to keep your enthusiasm up. By knowing what great stuff you want to read, you will reinforce your reading habit.
5. Turn off the television. Many people say they just don't have enough time. Television is one of our major time consumers. Make your television watching more conscious and less habitual. There is nothing wrong with watching television shows you really enjoy. Where the time gets lost is turning it on, and scanning to find "something to watch." Those are the times to turn it off and pick up your book!
6. Listen when you can't read. Use your commute and other time spent in the car to listen! There are great audio versions of all sorts of books. Whether you want to "read" fiction, the latest self-help or diet book, it is probably available on tape. Don't get locked into the idea that you have to read it – listening to the book still gives you the experience, ideas, and imagination that reading a book can.
7. Join a reading group or book club. Reading groups typically meet once a month to discuss a book they have all decided to read. Committing to the group provides a bit more impetus to finish the book, and gives you a great forum for discussion and socialization around the book's themes.
8. Visit the library or bookstore often. You have your list, right? So you'll have some ideas of what you are looking for when you walk in. But there is more to be gained by walking through places where books reside than just to make a transaction. Take time to browse! Let your eyes find things of interest. Let serendipity happen. Browsing will feed your mental need to read, and give you plenty of new things to read.
9. Build your own strategy. Decide when reading fits your schedule. Some people read first thing in the morning, some before bed. Some decide to read as they eat their lunch. And there is more to your strategy than just timing. Make your own decisions about reading. It is ok to be reading more than one book at once. It is ok to stop reading something before you finish if it isn't holding your interest. It is ok to skim the book, getting what you want or need, without reading every page. Determine what works best for you, develop your own beliefs and ideas—then make them work for you.
10. Drop Everything and Read. My son's fourth grade class has DEAR (Drop Everything and Read) time. When the teacher calls for it, that's just what they do. They read now. That is my last piece of advice for you. Do it. Just get started. Make it DEAR time. Now.
©2002, All Rights Reserved, Kevin Eikenberry. Kevin publishes Unleash Your Potential, a free weekly ezine designed to provide ideas, tools, techniques and
inspiration to enhance your professional skills. Go to http://www.kevineikenberry.com/uypw/current.asp to read the current issue and subscribe. Kevin is also President of The Kevin Eikenberry Group, a learning consulting company that helps Clients reach their potential through a variety of training, consulting and speaking services. You may contact Kevin at toll free 888.LEARNER.
Finding entertainment for a corporate convention, holiday party or conference can seem like a overwhelming task. There are literally thousands of excellent, good, and down right horrible corporate entertainers available. This list will give you some advice on how to narrow down your search and find entertainment that will help make your event a success!
#10 - PLAN EARLY. The most popular corporate entertainers book up very quickly for popular dates. During the corporate holiday party season (Nov-Jan), entertainers can begin to book up over a year in advance. Avoid disappointment and start looking for entertainment as soon as you know the date of your corporate event.
#9 - KNOW WHAT YOU WANT (AND MORE IMPORTANTLY, WHAT YOUR AUDIENCE WANTS). You can make your search for an entertainer easier if you have an idea of the type of entertainment that would work well for your group. Popular corporate entertainment includes:
COMEDY - Comedy acts can be a great way to get your group laughing together. Comedy acts don't have to be just stand-up comedians. Many corporate comedy acts blend magic, juggling, or other variety performances into their comedy show. This variety helps insure that there is something for everyone in the performance.
No matter what type of comedy act your choose, be sure that the comedy is going to be appropriate for your group. Many comedians have different ideas on what "clean comedy" is, so be sure to ask for a demo video to preview the show (see #1 below!)
MUSIC - Many headline singers and bands are available for corporate events.
MAGIC - There are many different styles of corporate magicians and corporate magic shows. Some magicians offer strolling magic (going table to table at your event), some perform large illusion show with special effects and a cast of dancers, others specialize in comedy magic that gets your audience laughing in involved. Whatever styles of corporate entertainment you are looking for, be sure to find a magician who specializes in only that style. There are magicians you will tell you that they do everything - illusions, comedy, strolling, but that is because they are not proficient at any specific style, so all their shows are usually only mediocre. For the best possible show, hire a professional corporate magician who specializes in one style of magic. These performers will be the best in their field in illusion, comedy, or sleight-of-hand because that is all they do.
HYPNOSIS - Hypnotists can be great for the right group. Hypnotist shows are very interactive and require a very outgoing and uninhibited group to really be successful.
#8 - BOOK DIRECTLY WITH THE ENTERTAINER TO SAVE MONEY AND HEADACHES. If you book your corporate entertainment directly through the entertainer, you will save money on entertainment. Most corporate entertainment agencies add an additional 15-35% to an entertainer's fee. By booking a corporate entertainer direct, you also have the convenience of being able to talk with the entertainer (or their office staff) about any questions or concerns. Most corporate entertainment agencies will not let you talk with the entertainer until the day of the show. By booking direct, you can be guaranteed that there are no miscommunications about the performance. You can find direct contact information for entertainers by doing an internet search for "corporate entertainers", "california comedian", etc.
#7 - PLAN A REALISTIC BUDGET. The old adage, "you get what you pay for", applies to entertainment as well. The entertainment is not a place to save a few dollars. You would never cut corners on the food you would feed your guests, and should never cut corners on the entertainment. Bad entertainment can ruin an event just as quickly as bad food. You are not going to be able to get a GOOD quality corporate entertainer to do a show for $400. Fees for a TOP QUALITY, professional corporate entertainer will range from $1500 - $100,000 + depending on the size of the show and the performer's experience and reputation.
#6 - KNOW THE PERFORMER'S EXPERIENCE. You want a corporate entertainer who primarily entertainers for corporate audiences. Don't be afraid to ask questions... Is the performer a full-time entertainer? Have they performed at events like yours in the past? Do they have letters of recommendation and reviews from past clients for you to read?
#5 - IF YOU HAVE A SPECIAL REQUEST....ASK! Many entertainers are happy to customize part of their performance for your event. If you have a special request in mind, be sure to discuss this with the performer at the time of booking.
#4 - DISCUSS SET-UP REQUIREMENTS BEFORE BOOKING. Set-up need for entertainers vary greatly. Some can perform in the corner of a room with just a microphone, some need a minimum stage area and special sound and lighting equipment. Be sure that your venue will be able to meet your entertainer's set-up needs prior to booking.
#3 - LEAVE YOUR GUESTS WANTING MORE. 90 minutes of entertainment may sound like a great idea when you are planning your corporate event, but most audiences do not want to sit through a 90 minute show. A longer show does NOT equal better show. Even the TOP comedians and entertainers in the WORLD (Jerry Seinfeld, Jay Leno, etc) only perform 60-75 minute shows. Professional entertainers and corporate event planners agree that a good length for most corporate live entertainment is 35-50 minutes. It is always better to leave your audience excited and wanting more...rather than having them get tired and start looking at the watch.
#2- KNOW WHAT IS INCLUDED IN THE FEE. There are travel expenses associated with hiring national entertainers for your corporate party. Many entertainers include the travel expenses into their performance fee and for some travel will be an additional expense. Be sure to know what is included in the fee you are quoted to avoid any unexpected (and potentially expensive!) surprises.
#1 - MOST IMPORTANTLY - ALWAYS ASK TO SEE A DEMO VIDEO. A demo video is the only way you can truly judge whether a corporate entertainer will be right for your company party. The demo video should be short highlights of the segments of an entertainer's show. The video should be filmed in front of a live audience so you can see how a real audience reacts to the show. If an entertainer's video is nothing but split-second clips and flashy graphics set to music, then they are probably trying to cover for an inadequate performance - or worse, it could mean that they have NEVER even performed in front of a real audience.
RECOMMENDED CORPORATE ENTERTAINERS:
http://www.chrislinn.com - AMERICA'S MAGICAL FUNNYMAN, Chris Linn has a high-energy show that is a blend of CLEAN comedy, magic, and audience interaction. Named a "best bet" for corporate entertainment by MSNBC.
http://www.jimoakley.com - Jim Oakley is a comedy juggler who regularly opens for national acts. He has a classic vaudeville-style show.
http://www.jimgaffigan.com - Jim is a nationally recognized stand-up comedian who is known for his clean comedy. He regularly appears on Conan O'Brien and has made numerous appearances on Comedy Central.
Millions of people start new small businesses in the United States every day. Many fail at running a small business every day. What causes one business owner to succeed where another fails? There are seven key areas to focus your efforts for a successful small business. It starts with knowing oneself and ends with not being afraid to ask for help.
1. Know Yourself
Having your own business is more than just creating a job for yourself. To be a successful small business owner, there are many personal sacrifices you will be required to make. You have to be willing to make them. By knowing yourself and what is truly important to you, you will be able to make these choices far easier than if you have never considered your priorities.
Your basic roles in a small business are in marketing, planning, finance, and administration. To get the best results, it is rare for one person to play all these roles equally well. You must know which parts you can handle yourself and which parts you're going to need help with. That's why it's so important to be objective and take a close look at your overall strengths and weaknesses. Ask yourself the following questions:
- Do you plan before you take action? - Are you willing to hustle for the sale? - How financially savvy are you? - Do you have a well thought out plan? And, do you work the plan? - Do you know how to make sales happen? Can you ask for the sale?
In those areas where you assess yourself as weak, you can ask for help.
2. Ask For Help When You Need It
When you're young and unseasoned, you tend to think you can do anything. This is a recipe for disaster for the small businessperson. If you insist on doing everything yourself, you will work 16 hours a day and not do some things well.
Remember, getting results is what counts! With outside advice and assistance, your quest for a successful business can be accomplished faster and with far fewer bruises than doing it yourself. When I started my first online business, I even created by own website. In retrospect, this was a big mistake. It took me far longer to create my site than having a more experienced person do it. Start equating every second of your time with money. Your time isn't free. While you are trying to do everything, what's falling through the crack?
Don't be too proud to ask for help, we all need help sometimes. With the Internet, the small business owner has a wealth of experience available to them. Why not take advantage of the many resources, paid and otherwise, available to you? Join a small business forum, like the Small Business Forum (www.smallbusinessbrief.com/forum/) where you can exchange knowledge with other small business owners. Access the millions of online articles on every business subject you can think of at ezinearticles.com.
Qualified sources are also available from your local government offices and other professional services. It is important to recognize -- what you don't know can end up costing you money and greatly reduce the chance of achieving your business goals.
With all that knowledge, you need a plan of action.
3. Action Planning
I like to call it "action planning" rather than "planning". Action is the only element which turns a plan into reality. Many people are great at planning but they suffer when it comes to follow-through. Successful small business owners are action oriented. But that action starts with a plan.
According to leading authorities, the main reason 80% of all new businesses fail within the first five years is not money, but the lack of planning. If you want to succeed, the trick is to know how to make right the decisions by implementing an effective business plan. Remember, if you fail to plan, you might as well plan to fail.
A business plan should include how you will finance the business, who will perform certain critical business functions, the license and permits required, accounting method, as well as what you know about your prospects and customers.
4. "Mind Meld" Your Customer
Just knowing your customer isn't enough for long-term success in your small business. In Star Trek, the Vulcan race had the ability to perform a mind meld. At the time of the mind meld, they could see, think, and feel everything their partner was seeing, thinking, and feeling. This is how close you must come to understanding your customer. The closer you get, the more successful you will become.
Are you listing to your customers? Make it your business to give your customers what they want and they will buy from you. They are the reason you are in business, and your future depends on them. The products and services you provide should be a direct reflection of their needs. Think in your customers' terms; buy, show, sell, and say things that interest them, not you. Don't forget, it is the customer that determines whether or not you succeed. They vote every day by where they spend their money.
Reflect on the following questions:
- Do you know the reasons why customers shop at your store? (service, convenience, price) If not, ask!
- Do you seek suggestions from your customers on ways you can boost business?
- Do you use a store or online questionnaire to aid you in determining your customers' needs?
- Do you stay in contact with customers on a regular basis?
- Do you ever try to re-establish a relationship with lost or inactive customers?
A key to success lies in knowing your customer. The other half of the equation is to know your industry.
5. Know Your Industry
You can gain the greatest competitive edge if you intimately understand your industry. You must know the ins and outs of your particular products and industry. You should know every competitor as well as their strengths and weaknesses. It's in your competitor's weaknesses where you will most frequently find your own success.
Your competitors size, services, location, marketing approach, type of customers, suppliers, and pricing strategies should be as well known to you as your own. Your local business climate, median household income, level of education, ethnic population, and the other demographics of your potential customers should be second nature to you. To prosper, you must know the game and the playing field intimately.
Many people focus upon these areas but still fail. Why? They focus more upon the product than the finances of the business.
6. Maintain Good Financial Records
If you don't know where your money is going, it will soon be gone. The "game of business" is played with products and customers, but the score is kept in dollars and cents. Good financial records are like the instrument panel on your car, they keep you posted of your speed, fuel level and engine condition. Without them you're flying blind trying to pace the other cars. If you know how much you're spending, buying and selling, you can take control and help your business make more money.
- Do you have basic accounting knowledge? Or, do you have someone you trust to keep the books?
- Do you maintain every receipt you obtain through the running of your business?
- Have you computerized your business to streamline everyday tasks and business procedures?
- Do you use sales forecasts, expense sheets, and financial statements on regular basis to assess the progress or your business?
- Do you evaluate your operating expenses and make necessary changes on a regular basis?
Many people erroneously believe good record keeping is for the government and those financial obligations. They are wrong! Good financial record keeping can help your business succeed. Use the financial information available to make improvements to the operation of the business and improve profits. Remember through it all, the old adage "cash is king" is true.
7. Manage Your Cash
It doesn't matter how unique your store is, your business can't survive without good cash flow. Cash is the lifeblood of your business. The money coming into or out of your store is the vital component that keeps your business financially healthy. For profitability, more cash must come into the business every day than goes out of the business. You can have the greatest sales in the world, but if it's all in receivables, how will you pay your bills?
A monthly Cash Flow Statement is a critical business tool. It shows the amount of money at the start of a period and how much cash was received during the period. It identifies the various sources of incoming cash and the reasons for outgoing cash. Budget wisely. Know the sources of your monthly income and expenses. Then, you won't have to worry about running out of money. And that is a good thing.
Like any game, the game of business has rules and tools. Those who excel at the game, play it better than their competitors. Keep focused upon these seven critical areas and you will succeed. Remember, Albert Einstein once defined "insanity" as doing the same thing over and over again and expecting a different result. Isn't it time you changed the things you are doing so you can succeed? I think the time is now!
Michele Schermerhorn calls herself a "Corporate Freedom Fighter" dedicated to freeing cubicle prisoners to experience their own successful online business. She has over 30 years experience in the business world and over 12 years running her own successful online businesses. She is President of Online Business Institute Inc. (http://www.obinstitute.com), authors a sassy marketing blog (http://www.imarketblog.com), and regularly conducts free online seminars. Online Business Institute Inc. exists to "Create Successful Online Business Owners One Person At A Time".
