November 21st 2008
Did I do something wrong here?
This is the biggie. Use it when you have put a lot of work into the proposal—and you feel as though the prospect has, too—but you’re suddenly running into a brick wall that has no name or description, and didn’t seem to exist yesterday. Continue Reading »
November 21st 2008
Often, we hear a negative response and assume that it is an objection, especially when it concerns price. In many cases, the prospect has simply raised an issue that needs to be explored. Price concerns often mask other issues.
What happened? Perhaps you walked into the store having decided that you wouldn’t spend more than, say, $750. Sometimes we give the store attendant a particular price range, Continue Reading »
November 21st 2008
The questioning ideas will help you identify what’s really going on in just about any selling situation that involves a sales obstacle or challenge. Of course, you may wish to target your questions more specifically.
Below, you’ll find some more narrowly focused questions for specific challenges you may face. Continue Reading »
November 19th 2008
Like a bunch of eager bunnies, Internet advertising has split, combined, and multiplied into a bewildering array of approaches to advertising on the Web. Using abbreviations such as CPM, CPC, CPA, CPT, and CPS make the novice Net advertiser’s eyes glaze over when he sees this alphabet soup of Net advertising jargon. If this is you, don’t feel bad. You’re not alone. Continue Reading »
November 19th 2008
The first step in designing your ad campaign is to define your customer. You need to be very specific about the age, gender, marital status, geographic location, religion, political affiliation, occupation, educational level, and so on so that you can buy the proper ad placement. Continue Reading »
November 19th 2008
The first advertising tool to consider in promoting your Web store is the banner ad. A banner ad is like a small billboard that resides on a Web page. The standard full-size banner ad is 250×80 pixels. But even though almost every ad-supported site sells the full-size banner ad, Continue Reading »
November 11th 2008
Perhaps one of the best examples of caring for employees is Raymond Ackerman, who credits part of his success to his good relationship with them. He has always attempted to pay the highest wages and provide the best working conditions in the retail business. He celebrated his sixtieth birthday by sending cake to every one of Pick ‘n Pay’s 27 000 employees!
Keep out the red tape where possible - high achievers are intensely demotivated by it. If you nit-pick about unimportant aspects like taking leave you are on a losing wicket. Continue Reading »
November 11th 2008
You have a brilliant idea and a huge market. You have started your business. Now how do you keep the show on the road?
It is not difficult to run a business. There are only a few very easy and basic rules to follow. A common mistake is to become overwhelmed by details in the beginning, preventing you from really getting off the ground. Remember, you can learn as you go along.
One of the most important reasons why people highlight the details is on business must appear “complete” and thus give as much information as possible. However, a large percentage of the information is not important in the early stages - often for the first few years. Continue Reading »
November 10th 2008
The performance of his product was his best publicity! Let it also be yours.
If you are the first in the right market you may need little advertisement. Sun Microsystems’ workstations were the first on the market with the new UNIX operating system and needed no advertisement. They became the world leaders with their Sun workstations and in the early nineties were voted the fastest growing company on the Fortune 500 list, with a phenomenal 114 per cent compounded annual growth rate. Continue Reading »
November 10th 2008
It is fantastic to have your own business, but the greatest thrill is to see your “baby” grow!
At last - you’re in business! But remember that even though you may have the best product or service, if it’s not properly promoted it will not succeed. Many entrepreneurs put marketing last on their list while it should be a priority; this is an important reason for business failures. But, there are various relatively inexpensive ways to promote your product or service. Let’s look at some examples. Continue Reading »
