Smart companies filter actions through a clearly-defined set of values. They do this because they know that there is a price to pay when they don’t base business decisions on what’s most important. Business moves quickly and it is so easy to get derailed or let external forces determine your business decisions. The sad result of this is that you end up feeling that your business has lost direction, meaning or purpose. Not to mention clients and customers.

If you feel out of control, overwhelmed or just plain ticked off that you’ve committed to other people’s priorities that aren’t also your own, chances are you are not honoring your values. And your business – certainly your life – feels out of whack.

So it’s vital that you know what values are most important to you, because your values provide you with a way to filter business decisions. As a simple example, let’s say you own a running and walking shoe retail store and you have running and walking clubs that meet weekly. And let’s say that one of your top three values is healthy living. You probably wouldn’t ask a candy or cookie company to sponsor your weekly running clubs. It’s not in alignment with your values and it would likely tarnish if not derail your reputation.

If you are struggling with to uncover your core values, use these helpful hints:

1. Think of an experience where you felt that you had the best time of your life. Chances are you feel that way because your values were being honored.
2. Think of an experience that you felt was awful. Chances are your values were being violated.
3. You may feel that some things that are traditionally considered values are actually the results of living your values. For example, perhaps “family” isn’t one of your core values, but rather a result of living your values.
4. Selecting your top values is not about how perfectly you are currently living them. Your core values don’t change much throughout your life. Perhaps you just haven’t been honoring them lately. Don’t judge yourself.

You will know when you’re getting close to uncovering your top core value when you feel you just simply couldn’t live without it.

© 2012 Meredith Liepelt, Rich Life Marketing

Meredith Liepelt, President of Rich Life Marketing, offers a free report called “101 Ways to Attract Ideal Clients, Build Your List and Raise Your Profile,” which can be downloaded immediately at www.RichLifeMarketing.com.

_Have you heard yourself saying, "I am so sick of making calls, leaving voice mails and not getting anyone to return my phone calls!" Have you ever found yourself wondering, “Why don't they call me back?" "Am I being avoided?" "Am I being too PUSHY?" 

Reaching out to your customers on a regular basis is simply a good practice.  Befriending the phone is one of the best ways to build your business, and master your conversational skills to develop relationships.

Equally important to deciding whom to call, what to say and when— is to put yourself in the right frame of mind, and manage your expectations for reasonable results.  In the absence of preparation, your sessions might feel tedious, painful and unproductive, like having a tooth pulled. Until I wrapped my head around how my phone calls were landing, and began to see each call as an opportunity to WOW my customers with my standard of dedication to service, the phone to me was King Kong: heavy and intimidating.

Most sales professionals do not keep enough regular contact with their customers or clients.  This action is a way to set you apart. Your level of service is how you ultimately distinguish yourself between you and fellow entrepreneurs, sales professionals, and direct sellers.

The phone has changed.

It is said that upwards of 85% of outbound phone calls go to voice mail today. This means that if you find yourself expecting to receive a return call, as if you were calling a friend, you will end up routinely disappointed. It is important to understand this upfront, as failure to do so might result in a vicious cycle of feeling defeated, which consequently will derail your desire to enthusiastically make phoning a regular part of your business practice.

Here is what you need to STOP doing to get over the "Why Don't They Call Me Back" syndrome: 

1. STOP expecting the return phone call.
This means that if you do get one, you can be pleasantly surprised.  On the whole, however, people today do not return calls like they used to. If you are calling someone who works in corporate America, many times it was not until the end of the day that one is able to check their voice mail.  I recall my era in that role, and the volume of meetings, tasks, and ad hoc items prevented a steady attention to my phone.

 
2. STOP asking them to return your call.
Make it a point to call them again. When you leave a message that asks someone to return your call, you have inadvertently just made yourself an item on their already overflowing TO DO LIST.  Reaching the contact is your responsibility and your priority. Yes, leave your phone number as a courtesy, however, let your contact know that you will try to reach them again.  When you do this be sure to state when you will try back, along with a short, compelling reason as to why you wish to speak. It could be that you have exciting news to share about what is being offered this month or to update them on a new product release. Do not use this air time to try and sell, book or recruit.  Indicate if the reason you are calling is time-sensitive and give your deadline. (I need to touch base with you by Thursday…)
 
3. STOP calling and not leaving any message.
Today in our technologically tethered world, if you dial a number and hang up without leaving a message, there is a good chance the person can identify your number. This person who might be screening their calls, or setting  next to their phone and is using voicemail for the peace of some uninterrupted work time.   Regardless of their reason for not picking up, make it your practice to always leave a brief, motivating message – indicating you have something of value or newsworthy to offer.
 
4. STOP wondering if you are being a pest.
Most of the time, people will respect you for providing great customer care.  If you have left several voice messages and wonder if your efforts are being appreciated, give the recipient an opportunity to 'opt out'.  This exit strategy yields the strongest response.   "Hi Sue, this is Barb from My Sales Tactic, — making my customer care calls. We missed each other again!  I will keep trying until we finally connect unless you prefer that I don't. Please let me know and I will be respectful."  If you don't hear back, let some time and space go by before your next attempt.

5. STOP feeling bad about calling again.
Use permission-based phone follow up. Always end each interaction with your prospect by saying, "May I contact you again when there is something new?"

Each time your customer or prospect hears your voice directly; you are re-positioning yourself at the top of their mind, and delivering a memorable standard of personal service. When you remain at the top of the mind, your chances of meeting your customer’s needs and wants will increase.  These service-minded habits will help you develop a mutually beneficially relationship where your contacts prioritize reaching you when they are ready!

When you STOP making these five common telephone traps, you will START to realize your best opportunities are within your control. Barb Girson Original Work© 2011 All Rights Reserved Edited by Robyn Girson [Download a PDF Version of this article] Change the way you reach your customers, register now for the next Unforgettable Follow Up.   Featured Product Unforgettable Follow Up - Self - Study
Great Value! (Regular: $99)Interested in adding organization and structure to your follow up strategy? Learn sales follow up techniques and word choices that work. Discover how to deal more effectively with voicemail, phone follow up, email and more.
__________________________________________________________________________________________ About The Author Barb Girson, International Direct Selling Industry Expert, Trainer & Coach, helps companies, teams & entrepreneurs gain confidence, get into action, & most importantly… grow sales by sharing her "Strategies That Stick™". Barb is a highly interactive, creative speaker and author offering customized, professional skill development programs for workshops, meetings and teleconference training programs. Active participants "Sell more, stop worrying and STICK with what works™. Visit www.MySalesTactics.com to learn more.

At every networking event you attend you may be asked at least once, “May I have your business card?”  You graciously hand them your card. So what do they do with your card once they are back in their office?  Most put in the ever growing pile.    How do you get your business card to standout from the rest?

It begins with your conversation.  It begins with a first impression.  By presenting yourself as an Authentic Connection, you begin the conversation truly engaging in that person.  Don’t worry about the next person you are going to meet or scoping the room for someone you know.

Standout from other conversations; start with asking about their day or complementing them on something they are wearing – make it personal.  Remember when you are networking, your first priority is to build relationships. 

Now when they return to their office, where do you think your business card will end up?  Most likely it will be next to their phone or calendar to follow up with you.

However, be sure to keep a lasting impression by doing two things:

1. Create a business card that stands out from the rest.  Here is a video that brings home that point. 
2. Follow up with them in a unique way.  Yes it is easy to send a quick email, but think outside the box by finding a way to follow up that is Authentic and is in alignment with you.

© 2010 Renee Belbeck, National Association of W.O.M.E.N.

Renee Belbeck, Founder National Association of W.O.M.E.N,, leads a networking organization that is unique, by putting her members first and help the backbone of economics by helping the small business owner grow to their full potential. www.nationalassociationofwomen.com.

This article may be reprinted when the copyright and author bio are included.

_ Here Be Dragons 05 Oct 2009 10:27 PM | Renee Belbeck Here Be Dragons by Sharon Kay Penman

“Set in the 13th Century, Here Be Dragons is the story of King John and his England. A paradoxical man, he was charming, generous, clever — and he was unstable and brutal. He was capable of great kindnesses, but he butchered child hostages. He was the youngest son and favorite of Henry Plantagenet, but he would betray his father in order to seize the throne of England. For centuries, history recorded him as a bad king, upon whom the Magna Carta was forced. Yet history also tells us he was intent on bringing a measure of justice to his realm in the face of his greedy barons’ refusal to accept the law.

But Here Be Dragons is also the story of Llewelyn the Great of Wales. At 14, he began a civil war; by 21, he held all North Wales. He was John’s vassal — and most bitter enemy. His dream of a free and united Wales, unencumbered by English laws or lords, was to spur a lifelong crusade that left little time for peace or pleasure.”

The above description was taken from Sharon’s website.  The book is also a great love story. One cannot help but fall in love with the Prince of Wales and the story of his wife.

Get your copy today

Contributing Member: Sandy Brader
Independent Heritage Makers Consultant
Enjoy Preserving and Sharing Your Stories

To sell your gifts this season, connect with customer mind set. Take notice of how you position verbal and printed messages as you recommend the gift-giving option. Think about what the average consumer spends for the different components of their holiday priority list and use this information to give practical suggestions. As conversing evolves into questions, be prepared to move the conversation to one of new opportunity, for a stronger, more successful holiday season. Trends influencing gift-giving this season includes themes, such as, simplicity, streamlining, convenience shopping (online and catalog), improving health and fitness and nesting. (Source: http://Giftingresources.com/gifts/hottrends) If you can package your product or service in accordance with one of these trends, you will be much more apt to spark interest.

Here are 4 Handy Tips to Help You Share & Sell Your Gifts this Season: 1. Terrific Opening Phrases (T.O.P.)
A terrific opening phrase is one that gets your conversation spinning in the right direction. With a little thought and preplanning about an opening phrase, you are more likely to create initial intrigue, and then revenue. Please note that this preparation is different than memorizing a canned conventional elevator speech. By having a few thoughtful phrases in mind, you can select the key words to match the moment. While you are mingling and mixing this holiday season, remember to give a thoughtful reply to common opening questions. When someone asks you what it is that you do, steer clear of functional responses. Mechanically stating functions, titles, or job tasks do not sell When you respond with "I am a marketing manager; I sell kitchen tools; I am a director of communications"; you are essentially stating functions of what it is that you do versus what it is that you do for others. To get to the root of what you offer, I encourage you to consider what it is that you really sell? The responses take form when you focus on the feelings and benefits your customer gain from your product or services. Notice the impact of addressing a common inquiry with meaningful action words. "I help", "I lead", or "I teach customers… " are just some of the ways you can create consequential exchanges. What is it that you do for your customers?

2. Make Your Message Resonate with the Mood
Take a recent advertisement for gift cards from a local restaurant. The headline reads, "Give the gift of togetherness". While the actual product they are selling is a gift card, their message evokes the feelings from being with family and experiencing friendship. Strategic communication bridges a product to an experience. Is your message strategic and experiential? How does your message resonate?

3. Remember the Intangible Gifts – The Gift of AcknowledgementIt is essential to remember the gift of acknowledgment. Consumers face many choices today when it comes time to spending money. As an entrepreneur, you send a powerful message when you personally connect with your customers. I was personally the recipient of this connection during an appointment at Charles Penzone Salon. While sitting in the chair, Debra Penzone, President of Charles Penzone Salon, stopped by the station and shook my hand. She thanked me for my business and for being a loyal customer. I was immediately impressed by her gratitude and appreciation, and the gesture of herwalking the floor. Charles and Debra Penzone have been one of the leading salons in the region for over 40 consecutive years. They have received numerous awards for their work including, 1"Top 20 Salon Owners from Salon Today Magazine in 2003" and they were recognized by Salon Today Magazine as "Power Players" in the salon and spa industry in 2008. We can all learn from Debra's action. Despite all of the success Debra and Charles have already achieved, she still takes the time personally to recognize her valued customers. Have you acknowledged your customers lately? 4. Always Be Ready
Sometimes opportunities for potential business or possible referrals present themselves in the least convenient places. In continuation of my story above, as Debra and I chatted, we found common connections through people we both know from NAWBO (National Association of Women Business Owners). She recognized that I must have my own business and asked me what I do. With joy and as much professionalism I could muster up, with my hair color slathered all over my head, I said, "I help companies, teams and entrepreneurs gain confidence (a feeling), get into action (a benefit) and most importantly g-r-o-w sales (a result)…by designing and delivering custom training/coaching programs." And as I asked her to kindly remember the face on my business card, instead of messy one sitting before her, we shared a laugh. I was glad to have had a prepared opening phrase and a business card handy. Otherwise, I would have allowed the special moment to pass and the potential connection to perish. So carry your business cards, think about your terrific opening phrases and realize that you never know where or when the next opportunity to grow your business will appear.

Are you ready? 1 Chicago: History – Charles Penzone Family of Salons, http://www.charlespenzone.com/charles-penzone-inc/history.aspx (accessed December 2, 2009).

Note: To learn how to set up or refine your follow up systems, or to determine who to call, what to say or how effectively to get your follow up done, join me on Tuesday, Dec. 8, 2011. I will devote my day and share my system for Unforgettable Follow Up™ with registered participants.

Download PDF Version of this Article

Barb Girson Original Work© 2011 All Rights ReservedPermission to Reprint (See below)

Permission to reprint my articles is granted with inclusion of "About the Author, contact information, & active web site link". About The Author Barb Girson, International Direct Selling Industry Expert, Trainer & Coach, helps companies, teams & entrepreneurs gain confidence, get into action, & most importantly… grow sales by sharing her "Strategies That Stick™". Barb is a highly interactive, creative speaker and author offering customized, professional skill development programs for workshops, meetings and teleconference training programs. Active participants "Sell more, stop worrying and STICK with what works™. Visit www.MySalesTactics.com to learn more.

Here Be Dragons by Sharon Kay Penman

“Set in the 13th Century, Here Be Dragons is the story of King John and his England. A paradoxical man, he was charming, generous, clever — and he was unstable and brutal. He was capable of great kindnesses, but he butchered child hostages. He was the youngest son and favorite of Henry Plantagenet, but he would betray his father in order to seize the throne of England. For centuries, history recorded him as a bad king, upon whom the Magna Carta was forced. Yet history also tells us he was intent on bringing a measure of justice to his realm in the face of his greedy barons’ refusal to accept the law.

But Here Be Dragons is also the story of Llewelyn the Great of Wales. At 14, he began a civil war; by 21, he held all North Wales. He was John’s vassal — and most bitter enemy. His dream of a free and united Wales, unencumbered by English laws or lords, was to spur a lifelong crusade that left little time for peace or pleasure.”

The above description was taken from Sharon’s website.  The book is also a great love story. One cannot help but fall in love with the Prince of Wales and the story of his wife.

Get your copy today

Contributing Member: Sandy Brader
Independent Heritage Makers Consultant
Enjoy Preserving and Sharing Your Stories

After the children leave home, the house that once was bursting with bodies and activity is suddenly over-large, like a shirt on a successful dieter. Nature abhors a vacuum. Likewise the tendency is to fill up the nooks and crannies. This is especially true of empty nesters. The emptiness is less glaring that way.

A professional gathers the tools of his/her trade – professional books and clothing, awards and accolades – only to find at retirement that these are remnants of a past life. These objects represent an enormous amount of effort and perseverance. How to hold onto the memories of achievement  without keeping things that will never be used again is a dilemma.

For many of us as we change roles, while moving to a smaller home is possible, the prospect is not appealing. Statistics show that  the desire to move from the family home diminishes inversely with age.

A U.S. Census geographic mobility survery indicates that 11% of Americans between the ages of 25-64 moved during the year March 2007 to March 2008.  During that same period, the number of people over 65 years of age who changed residences was drastically less at 3%.

The American Association of Retired Persons [AARP] found in a survey of peopled aged 45 and older that 82 percent want to stay in their existing homes for as long as possible rather than move to a smaller home or retirement community,” stated CNN in May 2000.

The combined result of “rich” Americans with disposable income and their staying in one home for decades is a house that does need to go on a diet! Downsizing in place is the answer. Clearing out the collected “stuff” from 15-40 years of living in one place takes determination and lots of hard decisions, but is worth it! These are just a few of the benefits:

1. Ease of movement – The floor and the stairs are not great storage areas.  When these are cleared, the chances of tripping are greatly reduced.
2. Air quality – When your surfaces are covered with things, it becomes difficult to clean the dust that accumulates everywhere. Living in air conditioned spaces does not solve this problem. Common sources of dust pollutants include human skin, animal dander, sand, insect waste, flour (in the kitchen), and good, old-fashioned dirt. Clearing away the clutter and cleaning all surfaces greatly reduces air pollutants.
3. Access to stored items – The less “stuff” there is to store, the easier to contain like items in a specific place. In crowded conditions, even if you know where something might be, it can be difficult to get to. Moving 6-10 boxes to get to the one you need becomes a major deterrent.
4. Thoughtful distribution of valuables – Why not give family treasures to the person who will cherish them NOW while you have that choice? This is a win-win situation. You experience the joy of giving and seeing the appreciation of the receiver. The receiver gains a valuable piece of family history and feels honored in the process.
5. Peace of mind – a cluttered environment is like a having constant roar in the background. Your eye has no place to land that does not scream, “Do this!”,  “Take care of that!” You will be surprised at the calming effect an ordered environment has.

There are seasons in life that require accumulating specific information, furniture, and tools. When one season ends and another begins, it is difficult to let go of the remnants that hold so many memories – both good and bad! Two opposite forces are usually the catalysts for lasting change: the pain of staying where you are becomes too great OR you become convinced that the benefits of moving forward will outweigh the hassle of making the change. I hope you will make the wisest choice for you where you are right now.

Look for Downsizing in Place, Part 2: Where to Start

For More Information, contact Member Martha Clouse

I had one of those 'aha!' moments the other day when I received this email from Andrea J. Lee's Best of Multiple Streams f'ree ecourse. The subject line was:Niche + Problem + Format = Income Stream

Out of a deluge of emails in my inbox this one instantly jumped out at me - as a (much needed) reminder of just how simple online business really is! And how much I had been overcomplicating some things in my business lately...

I've been knee deep in online business for years now - coming up on ten years actually - and despite all the great new things that arise in the online world it all comes back to this simple formula.

To break it down...
Niche:
Definition: A niche is a group of people who have common issues and problems and who hang out together in some organized fashion.

Who do you serve?
It is essential that you have a clearly defined and specific niche market. This is the foundational piece in the '8 Steps to Building a Multiple Streams Business' that we've been teaching for years now... and is the one area where many businesses fall apart.

If you don't have a good handle on your niche it becomes really hard to effectively tap into the specific needs of a market and provide products/services that serve that market (and that they are willing to pay for!) We go into finding your niche in great detail in Pink Spoon Marketing - be sure to check it out if this feels like an area that needs some work in your business.

Problem
People spend money on things that will help ease the 'pain' of their problems.

What keeps your niche up at night?
When you know what it is that the people in your niche market struggle with, then you can look for ways to help them - the solution becomes obvious. The key is, of course, to know what their problems are in the first place! And the thing is, this will change from time to time... so you need to make sure you are always 'plugged in' to your niche.

How to find out their problems? Ask them what their biggest challenge is, and listen to their answers - look for themes. Read their blogs. Subscribe to their ezines. Follow their tweets. Pay attention.

Format
Once you know the problem, you want to consider how you are going to package and deliver the solution.

What is the best package for your solution?
The options for packaging today are simply endless - everything from print-on-demand services (for books, CDs and such) through to webinar, multimedia and online video. It actually wasn't too long ago that we were limited by our packaging choices, as many options were complex and expensive. We've come a long way baby!

When looking at packaging you want to consider two things:

1. What will be appealing to my market? If you are marketing to baby-boomers they may prefer a print book to an ebook. If you are marketing to twenty-somethings you may want to do an online video series.
   
2. What would I enjoy creating? If you love speaking but aren't a big writer, drop the idea of writing a book and look to create classes, trainings, recordings and such. If you are camera shy you may not want to go the online video route. It is just as important for you to enjoy the creation process, otherwise you will get frustrated, stuck and may never finish your product.

And there you go - at the heart of things it really is just that easy.This is one super powerful little formula - one that I recommend you print off and post on your wall.

If you want to dive deeper into any element of this simple formula check out the Pink Spoon Marketing Multimedia Home-Study Kit which will take you step-by-step through the process of building your business online

Tina Forsyth is the author of Becoming an Online Business Manager: Playing a Bigger Game with Your Clients and Yourself. She writes and consults in advanced online marketing and business systems for business owners and their support teams. www.OnlineBusinessManager.com

Here’s what to do first to get inside your potential customer’s shoes. Think about the problem that you are trying to solve for that ideal customer. Then, imagine the information that you would look for before spending a penny on a purchase. If you need help, consider questions around the who, what, where, when, why, how, and how much. The answers to these questions become part of your check list of items to cover on your sales page. Additionally, review at least three sales pages of people whom you admire and would purchase from. Scrutinize their sales page to determine what elements they covered such as:

1. Creating credibility with the audience by listing evidence of knowledge and expertise, awards, credentials, etc. People want to know that they are buying from an expert on the subject.

2. Addressing the potential customer’s pain by creating a solution for their problems. Examples include: how do I find more customers, how do I build my potential customer contact list, how do I manage my time better, etc.

3. Listing several benefits that the customer will enjoy by making a purchase, such as this product will save time, money, or increase sales.

4. Demonstrating how an investment in the product will pay for itself. For example, if the customer purchases a product that explains how to sell products from the stage more effectively, and then puts those new skills to work and sells oodles of products at her next speaking engagement, then the purchase has paid for itself. Sometimes customers don't take this into account, so you'll want to point this out.

5. Providing testimonials with full names and pictures of past happy customers lending further credibility to the seller and their business. For potential customers who are not familiar with you by reputation, this will go a long way to build trust.

6. Creating an incentive for customers to act in a timely manner by offering bonuses by a deadline or a sale price with a definitive cutoff date. I once even heard Oprah share that she likes the Clinique gifts-with purchase incentives! Everyone loves a deal, and so provide a reason to “act now.”

7. Making a personal connection with the audience by including a picture and some appealing biographical information. By connecting with your audience, you make yourself relatable and familiar. Don’t be afraid to “appear human” by admitting past hurdles that you overcame or learned the hard way that you’ll share with customers saving them the pain.

8. Providing a guarantee for customers that will allow them to purchase a product or service without reservation. You’ll need to decide how long a guarantee that you’ll offer, but providing a way for customers to get their money back will overcome buyer’s hesitation.

9. Adding eye-appealing formatting and graphics to make the page visually appealing and compliment the text. You know the difference between a hastily patched together web page that looks “home made” as opposed to a professionally designed page, so make sure that your page looks stellar.

Add these applicable items to your above checklist. By now you should be able to draft your sales page. Then you’ll want to give it a rest for a day or two. After another read and a few more tweaks, it’s time to have someone else do a complete edit of your copy to ensure proper formatting, readability, grammar, and to ensure that your links work properly.

Test the sales page with members of your team, or, if you are just starting out, colleagues and friends.

Finally, after a complete review, announce your sales page with panache to your lists…and then watch the sales come in

Self-made multimillionaire entrepreneur and Inc. 500 CEO Ali Brown is devoted to creating financial freedom for women globally through the power of entrepreneurship. To learn how to create wealth and live an extraordinary life now, register for her free weekly articles at www.AliBrown.com

Make yourself standout at tradeshows or networking events by handing out something that makes you unique or tells a little more about your business than just a business card.  If you have free samples put them in a small cellophane bag that you can pick up at Joann Fabrics or Discount Cards or Party Store Outlet and attach a card that has a photo of you on the front with your website and business information and a special tip on the back related to your business.  For example if you sell Make Up put in eye shadow or lip gloss sample and on the card put tips on how to apply the makeup for daytime and evening.  If you sell vitamins put a sample in the bag and tips related to vitamins on the back, maybe a reminder of what vitamins people are lacking or what IU means compared to mg.(How many IU's do I want or how many mg's?)  This is confusing for me to remember the difference and I would hold on to a card that had a tip I wanted to refer back to!

So give something of value, packaged attractively, make yourself stand out and leave a lasting impression.