There are a multitude of business news websites and journals in America. Many of these use the same sources for their articles, even reposting the same information several times. This makes it harder to find relevant information amongst the reprints of the same story. For any reader interested in business news, quality and quantity matter. There are three main areas that any reader should look for in a business journal, helping to make it the best possible source for your life.
Information
Anyone looking for business news wants the most information available. They want details beyond just a press release or a conference call. They want the full story. They want the information to be the best on the market. If every company is using the same media outlet for their information, every website is only telling the same narrative.
A quality business journal will have it's own writers working on stories. They will follow up leads and track down stories. They will look beyond the information presented and find the real story. They work to provide the full story, be it positive or negative. They provide their reader with the most information and the overwhelming quality they deserve.
Quality
For any business journal, quality should be paramount. They should be able to put out stories that are of the highest quality and content for their readers. The information should be factual, timely and accurate. If a business news journal doesn't meet this criteria, then it cannot be considered the best.
Yes, reporters make errors, and information reported changes as new information comes to light. There is a difference between being accurate, and issuing revisions for past articles constantly. A quality journal will admit their mistakes, and make the appropriate changes to existing content. They will release new stories with new information when it becomes available. They will do what it takes to provide their readers consistent quality.
If a journal has several mistakes, poor layouts, or the same stories as other sites, then it fails to truly capture the quality of other information sources. Quality is important when it comes to the reader. There is a reason the biggest business news sites are so big and successful. They strive to provide quality and reliability in their reporting, day in and day out.
Reliability
For any media organization, reliability is extremely important to their business. They need to present their information in the similar manner that the reader has come to expect. They must publish stories at regular intervals, and use the same format for each story. Variations to this model happen, as the market shifts. However, if a company is all over the place, with different schedules, formats, and tones, it breaks the reliability pact.
People are drawn to a site for a particular reason. If that reason stops existing, the reader finds another site that matches their expectations. The major business news sites understand this and make their media the same throughout the site.
These three keys are necessary for a site to be the best business journal.
MyReviewsNow offers information regarding business news. To learn more about business news, visit our website at MyReviewsNow.net.
Tuesday, July 10, 2012
Managed File Transfer Should Be The Industry Norm To Minimise Business Risks
FTP alone as a way of simply moving data from one place to another in a company has served its purpose in its day but really its time is up. In modern times, it's not enough simply to send and receive files between storage, server, user or data manipulator without some form of security and visibility. The failings of FTP are listed as vulnerability to file corruption, data-loss and clumsiness which accompanies the manual command to send or receive files rather than system automation. It's impossible to know exactly what state the data's in, where it is or really control who has access to it. FTP cannot effectively limit file access or offer security whereas managed file transfer offers strict permission-based control keeping things really tight and as it should be.
All the failings of FTP mean that it is past its sell-by date and it's time to move over for managed file transfer.
Organisations are becoming more complex, there is also more pressure to automate processes for reliability, cost savings and security and the IT lines between companies and their suppliers, clients and other stake-holders becoming blurred. This being the case, the need for managed file transfer as a norm has come to the fore and it's here to stay.
No matter which corporate function is looked at, data transfer is taking place within and between that department and others. Managed file transfer enables complete control and visibility of file transfer from one place to another, with a simple centralised administration tool.
Whatever the architecture or operating system, managed file transfer is important and can be applied. In fact, the dove-tailing of different systems with in different locations and in different formats is exactly the sort of scenario that gives rise to the obvious need for file transfer to be as reliable, visible and safe as possible.
Automating file transfer between points is an obvious advantage as it not only reduces the need for a manual instruction but can factor in reliability as a result. Commands can be recorded and every aspect of the movement of the data is logged and reported. This is a 24/7 and 365 days a year feature which makes system operation full-time and continuous without the constraint of the working day or time-zones.
Plain old FTP offers very little in the way of an audit trail. Growing pressures mean that data handling and tracking require compliance to standards of measurement and control are met by managing the transfer of files. Internal and external checks can be easily carried out when file transfer is controlled as opposed to standard FTP.
Looking at the bigger picture, with privacy laws seeming to gain in clout, organisations with certain leanings or heritage becoming the target of disenchanted activists and the penalties for data security breaches on the rise, data security including managed file transfer is becoming more and more important - and not just to the IT department. Operations need complete reliance on the efficacy and productivity of their systems, legal departments need to make sure risks are minimised and the marketing department - not to mention share-holders - will want to avoid the bad publicity associated with slack practice at all cost.
Helen Adams is the Marketing Manager of HANDD Business Solutions who have been supplying software solutions to companies large and small in the UK and Europe since 2006. HANDD are specialists in file transfer.
All the failings of FTP mean that it is past its sell-by date and it's time to move over for managed file transfer.
Organisations are becoming more complex, there is also more pressure to automate processes for reliability, cost savings and security and the IT lines between companies and their suppliers, clients and other stake-holders becoming blurred. This being the case, the need for managed file transfer as a norm has come to the fore and it's here to stay.
No matter which corporate function is looked at, data transfer is taking place within and between that department and others. Managed file transfer enables complete control and visibility of file transfer from one place to another, with a simple centralised administration tool.
Whatever the architecture or operating system, managed file transfer is important and can be applied. In fact, the dove-tailing of different systems with in different locations and in different formats is exactly the sort of scenario that gives rise to the obvious need for file transfer to be as reliable, visible and safe as possible.
Automating file transfer between points is an obvious advantage as it not only reduces the need for a manual instruction but can factor in reliability as a result. Commands can be recorded and every aspect of the movement of the data is logged and reported. This is a 24/7 and 365 days a year feature which makes system operation full-time and continuous without the constraint of the working day or time-zones.
Plain old FTP offers very little in the way of an audit trail. Growing pressures mean that data handling and tracking require compliance to standards of measurement and control are met by managing the transfer of files. Internal and external checks can be easily carried out when file transfer is controlled as opposed to standard FTP.
Looking at the bigger picture, with privacy laws seeming to gain in clout, organisations with certain leanings or heritage becoming the target of disenchanted activists and the penalties for data security breaches on the rise, data security including managed file transfer is becoming more and more important - and not just to the IT department. Operations need complete reliance on the efficacy and productivity of their systems, legal departments need to make sure risks are minimised and the marketing department - not to mention share-holders - will want to avoid the bad publicity associated with slack practice at all cost.
Helen Adams is the Marketing Manager of HANDD Business Solutions who have been supplying software solutions to companies large and small in the UK and Europe since 2006. HANDD are specialists in file transfer.
Prestancia Real Estate for Sale - Palmer Ranch, Sarasota, Florida
Prestancia is one of the biggest communities in the mixed-development properties within the 10,000-acre Palmer Ranch in Sarasota, Florida. This community is composed of 565 acres and consists of fourteen neighborhoods in varying home styles.
A list of Prestancia real estate for sale can be an extensive collection of condominium units, villas, and single family residences built in the refreshing fringes of two fabulous golf courses. The starting price of a 1,560-square-foot condo here can be around the low $200s. A spacious single family home in Spanish Mediterranean architecture among options in Prestancia can be priced at $1.3 million for its nearly 5,000 square feet of floor area.
Residents of Prestancia have access to an elegant, 35,000-square-foot clubhouse with many delightful amenities. Among these are newly renovated banquet rooms and private meeting rooms equipped with flat screen TVs and Wi-Fi access. This country club also has a reciprocal agreement with its neighboring Serendipity Racket Club for access privileges to 19 Har-Tru tennis courts, a swimming pool, and fitness center.
Memorable rounds can be played at Prestancia's Stadium and Club course, two championship layouts with challenging greens and fairways. A 93,000-square foot area for golf practice complements these courses hailed as the best in southwest Florida by the magazine Florida Golfer.
The YMCA at Potter Park located in the confines of Palmer Ranch offers even more sports, recreation, and fitness facilities such as a rock climbing wall, a water park, an aquatics center, and a fully equipped gym. Legacy Trail, a 10-mile walk/bike track, further provides a boost to the active lifestyle in Prestancia on Palmer Ranch.
Venues for shopping, dining, and entertainment are also accessible for Prestancia residents because of the ideal location of the Palmer Ranch development. The Sarasota Square Mall, for instance, is just at the periphery of its communities, along with three large Publix supermarkets.
Interstate 75, Clark Road, and US 41, the major highways around Palmer Ranch, likewise enable fast and convenient access to downtown Sarasota which boasts of many arts and cultural activities. Siesta Key and its famous white sand beaches are also just 10 minutes away; thanks to the ideal location of the real estate development.
As with most Sarasota real estate, Prestancia properties are near the excellent schools in the locality. These A-rated schools include Ashton Elementary, Riverview High School, and Sarasota Middle School. If you love golf and warm Florida weather, you are certainly going to love living in Prestancia.
Christina Miller is a real estate broker in Sarasota, Florida. Her business website features information on all Sarasota golf communities and their homes currently listed for sale in the Sarasota, Florida MLS.
The site also contains more information on the current Pestancia real estate for sale including images and property features.
A list of Prestancia real estate for sale can be an extensive collection of condominium units, villas, and single family residences built in the refreshing fringes of two fabulous golf courses. The starting price of a 1,560-square-foot condo here can be around the low $200s. A spacious single family home in Spanish Mediterranean architecture among options in Prestancia can be priced at $1.3 million for its nearly 5,000 square feet of floor area.
Residents of Prestancia have access to an elegant, 35,000-square-foot clubhouse with many delightful amenities. Among these are newly renovated banquet rooms and private meeting rooms equipped with flat screen TVs and Wi-Fi access. This country club also has a reciprocal agreement with its neighboring Serendipity Racket Club for access privileges to 19 Har-Tru tennis courts, a swimming pool, and fitness center.
Memorable rounds can be played at Prestancia's Stadium and Club course, two championship layouts with challenging greens and fairways. A 93,000-square foot area for golf practice complements these courses hailed as the best in southwest Florida by the magazine Florida Golfer.
The YMCA at Potter Park located in the confines of Palmer Ranch offers even more sports, recreation, and fitness facilities such as a rock climbing wall, a water park, an aquatics center, and a fully equipped gym. Legacy Trail, a 10-mile walk/bike track, further provides a boost to the active lifestyle in Prestancia on Palmer Ranch.
Venues for shopping, dining, and entertainment are also accessible for Prestancia residents because of the ideal location of the Palmer Ranch development. The Sarasota Square Mall, for instance, is just at the periphery of its communities, along with three large Publix supermarkets.
Interstate 75, Clark Road, and US 41, the major highways around Palmer Ranch, likewise enable fast and convenient access to downtown Sarasota which boasts of many arts and cultural activities. Siesta Key and its famous white sand beaches are also just 10 minutes away; thanks to the ideal location of the real estate development.
As with most Sarasota real estate, Prestancia properties are near the excellent schools in the locality. These A-rated schools include Ashton Elementary, Riverview High School, and Sarasota Middle School. If you love golf and warm Florida weather, you are certainly going to love living in Prestancia.
Christina Miller is a real estate broker in Sarasota, Florida. Her business website features information on all Sarasota golf communities and their homes currently listed for sale in the Sarasota, Florida MLS.
The site also contains more information on the current Pestancia real estate for sale including images and property features.
Surviving 2012: Six Things Every Business Can Learn from the Surveying Industry
As a professional land surveyor for 40 years, I have a first-hand understanding of the housing downturn and subsequent economic recession we have been experiencing for the past six years.
At our firm, we began seeing the impact in early 2008, just one year after the peak in our business in 2007. Surveying is often viewed (at least by banks) as part of the construction industry and when construction loans dried-up, so did our business.
For surveyors, the hit was especially hard because our industry doesn't just rely on the housing market, but also on commercial and retail expansion, which depends on the public sector to build infrastructure like new roads, sewer outfalls, parks, schools, airport expansions and industrial parks.
When things got bad, many surveyors began discounting their services in an attempt to hold onto their clients and market share. Over the past three years, for example, I have seen the fee and value of ALTA surveys - surveys required by banks before they will refinance a loan - sell for half of what they did before the fall.
The irony is that as the economy slowed, interest rates began to fall and investors, shopping centers and businesses began to refinance their properties. The need for ALTA surveys actually grew as a result! It was only a matter of months before attorneys representing banks began calling our firms asking for "ALTA updates," implying something other than a new survey.
The firms of the future will be smaller with fewer permanent staff. Fees will change. It will no longer be just about how many crews you have, but how smart you are at collecting and selling 3D data. And those firms that can find ways to use existing sources of 3D data will be even better equipped to weather the storm.
For survey firms - as is true for all industries in this economy - the way to survive is to simply be a better businessperson. Here are six important things every business can learn from the surveying industry:
#1: Control your price. There are only two ways to control your prices: have a healthy backlog of profitable work and provide valuable services to your clients.
#2: Utilize subcontractors. Have a permanent staff large enough to process the workflow and provide quality control, but maintain relationships with good subcontractors and associate firms to expand your workforce when you have a wave a work that your permanent staff can't handle.
#3: Make profit your goal - not billing. Just because you bill a crew out at $1,000 doesn't mean you make $1,000. Your actual profits are typically closer to $150.
#4: Don't buy - rent, swap and borrow. If you can rent a piece of equipment for $500 and make $150, you have greatly reduced your cash flow and improved your profit margin. Take a look at all of the expensive equipment you have purchased and must pay for every day. Unused equipment sitting on the shelf is not a good investment. Swap with other firms when you can, rent when you have to, and buy when the workload demands it.
#5: Always have a contract. Make the signing of a contract the starting point for every job. Even with an established client, having a signed contract can save a lot of scope creep and misunderstanding even on the simplest jobs.
#6: Don't cut your price without changing the scope. Many lawyers have called to tell me that my price is too high. I remind them that it's less than their price and they don't even have to leave the office!
Lastly and most importantly, be realistic. If your workload goes down, you must cut your overhead immediately. For most of us, this means staff, which is always the hardest thing to do.
At one point, we had to reduce our employees from a high of 45 to just seven. We have since slowly built back up, but it was this reduction in staff, combined with tight cash management and a realistic outlook, that enabled us to survive.
The key to surviving this economy - for land surveying firms, as well as all business - is to be realistic, creative and adaptable. This is what it will take to survive and grow into better times.
Tate Jones has over 40 years of experience in land and aerial surveying and was one of the country's earliest adopters of 3D laser scanning technology. A nationally recognized expert in the field of 3D data capture, he has worked with hundreds of clients in the engineering, architectural and construction industries. Contact him at tjones@3DLaserSurveys.com.
At our firm, we began seeing the impact in early 2008, just one year after the peak in our business in 2007. Surveying is often viewed (at least by banks) as part of the construction industry and when construction loans dried-up, so did our business.
For surveyors, the hit was especially hard because our industry doesn't just rely on the housing market, but also on commercial and retail expansion, which depends on the public sector to build infrastructure like new roads, sewer outfalls, parks, schools, airport expansions and industrial parks.
When things got bad, many surveyors began discounting their services in an attempt to hold onto their clients and market share. Over the past three years, for example, I have seen the fee and value of ALTA surveys - surveys required by banks before they will refinance a loan - sell for half of what they did before the fall.
The irony is that as the economy slowed, interest rates began to fall and investors, shopping centers and businesses began to refinance their properties. The need for ALTA surveys actually grew as a result! It was only a matter of months before attorneys representing banks began calling our firms asking for "ALTA updates," implying something other than a new survey.
The firms of the future will be smaller with fewer permanent staff. Fees will change. It will no longer be just about how many crews you have, but how smart you are at collecting and selling 3D data. And those firms that can find ways to use existing sources of 3D data will be even better equipped to weather the storm.
For survey firms - as is true for all industries in this economy - the way to survive is to simply be a better businessperson. Here are six important things every business can learn from the surveying industry:
#1: Control your price. There are only two ways to control your prices: have a healthy backlog of profitable work and provide valuable services to your clients.
#2: Utilize subcontractors. Have a permanent staff large enough to process the workflow and provide quality control, but maintain relationships with good subcontractors and associate firms to expand your workforce when you have a wave a work that your permanent staff can't handle.
#3: Make profit your goal - not billing. Just because you bill a crew out at $1,000 doesn't mean you make $1,000. Your actual profits are typically closer to $150.
#4: Don't buy - rent, swap and borrow. If you can rent a piece of equipment for $500 and make $150, you have greatly reduced your cash flow and improved your profit margin. Take a look at all of the expensive equipment you have purchased and must pay for every day. Unused equipment sitting on the shelf is not a good investment. Swap with other firms when you can, rent when you have to, and buy when the workload demands it.
#5: Always have a contract. Make the signing of a contract the starting point for every job. Even with an established client, having a signed contract can save a lot of scope creep and misunderstanding even on the simplest jobs.
#6: Don't cut your price without changing the scope. Many lawyers have called to tell me that my price is too high. I remind them that it's less than their price and they don't even have to leave the office!
Lastly and most importantly, be realistic. If your workload goes down, you must cut your overhead immediately. For most of us, this means staff, which is always the hardest thing to do.
At one point, we had to reduce our employees from a high of 45 to just seven. We have since slowly built back up, but it was this reduction in staff, combined with tight cash management and a realistic outlook, that enabled us to survive.
The key to surviving this economy - for land surveying firms, as well as all business - is to be realistic, creative and adaptable. This is what it will take to survive and grow into better times.
Tate Jones has over 40 years of experience in land and aerial surveying and was one of the country's earliest adopters of 3D laser scanning technology. A nationally recognized expert in the field of 3D data capture, he has worked with hundreds of clients in the engineering, architectural and construction industries. Contact him at tjones@3DLaserSurveys.com.
The Gateway to Mt Pleasant - Bridgeside
From an article in this week's Moultrie News, we learn that the Mt. Pleasant Town Council will soon be taking up discussion of a 46 acre project named Bridgeside. This proposed new development will be on the largest undeveloped waterfront property in Mt. Pleasant. It lies to the east of the Ravenel Bridge.
The property has become a natural bird habitat and home to many animals. Migratory birds also make use of this land. That presents a challenge for the developer to build in such a way as to protect the environment to the extent possible, while bring in new visitors to Patriot's Point and the Memorial Park. Front Door Communities will oversee the proposed development and has committed to building "a green, sustainable community that enhances the wetlands for migratory birds." Of the 42 acres in the tract, 3 acres will be developed as the plan is currently drawn.
The developers are also exploring building designs and construction techniques that are energy efficient and reduce the potential for bird strikes. These designs would eliminate the use of reflective glass along the waterfront. Their building and landscaping choices can have a positive impact to sustain the migration of the song birds that already use this space. Front Door Communities has hired a consultant to help incorporate a migratory bird sanctuary and establish guidelines for buildings that are bird friendly.
Bridgeside will be a live, work, play concept and serve, from the developer's point of view, as the waterfront gateway to Mt. Pleasant, 24-hours a day, 7 days a week. Front Door is giving consideration to the public access to the waterfront. Plans call for an amphitheater with a tiered lawn leading down to the harbor. A waterfront boardwalk will connect the Patriot's Point nature trial to Memorial Park under the Ravenel Bridge. Indoor and outdoor dining, retail shopping will provide a vibrant community that will draw visitors from around the Lowcounty to Bridgestone, Patriot's Point and the Memorial Park. All of this is based on a five year buildout according to Front Door Communities.
This is an ambitious undertaking and the plans for the development seem to have taken much into consideration, migratory birds, green spaces, building designs that are safer for birds and better for the environment. In creasing traffic to the Mt. Pleasant waterfront, including Patriot's Point and Memorial Park will bring in additional needed revenues and maybe some congestion. Developments change their direction over time. We can only hope that the final plan keeps the original intent intact!
Mark R. Fuchs,
Mark and Patricia Fuchs,
Keller Williams Realty,
http://www.MarkandPatriciaFuchs.com
The property has become a natural bird habitat and home to many animals. Migratory birds also make use of this land. That presents a challenge for the developer to build in such a way as to protect the environment to the extent possible, while bring in new visitors to Patriot's Point and the Memorial Park. Front Door Communities will oversee the proposed development and has committed to building "a green, sustainable community that enhances the wetlands for migratory birds." Of the 42 acres in the tract, 3 acres will be developed as the plan is currently drawn.
The developers are also exploring building designs and construction techniques that are energy efficient and reduce the potential for bird strikes. These designs would eliminate the use of reflective glass along the waterfront. Their building and landscaping choices can have a positive impact to sustain the migration of the song birds that already use this space. Front Door Communities has hired a consultant to help incorporate a migratory bird sanctuary and establish guidelines for buildings that are bird friendly.
Bridgeside will be a live, work, play concept and serve, from the developer's point of view, as the waterfront gateway to Mt. Pleasant, 24-hours a day, 7 days a week. Front Door is giving consideration to the public access to the waterfront. Plans call for an amphitheater with a tiered lawn leading down to the harbor. A waterfront boardwalk will connect the Patriot's Point nature trial to Memorial Park under the Ravenel Bridge. Indoor and outdoor dining, retail shopping will provide a vibrant community that will draw visitors from around the Lowcounty to Bridgestone, Patriot's Point and the Memorial Park. All of this is based on a five year buildout according to Front Door Communities.
This is an ambitious undertaking and the plans for the development seem to have taken much into consideration, migratory birds, green spaces, building designs that are safer for birds and better for the environment. In creasing traffic to the Mt. Pleasant waterfront, including Patriot's Point and Memorial Park will bring in additional needed revenues and maybe some congestion. Developments change their direction over time. We can only hope that the final plan keeps the original intent intact!
Mark R. Fuchs,
Mark and Patricia Fuchs,
Keller Williams Realty,
http://www.MarkandPatriciaFuchs.com
Cold Calling Fun, Are You Serious?
When my business partner who also happens to be my husband suggested that I learn to do cold calling to become an expert in our home business, I can still remember the exact spot where I was standing in our kitchen; nor can I forget the feeling that gripped my insides.
Quite simply put, I was horrified at the prospect of talking with complete strangers about my business. The thought conjured up all of the stereotypes of the worst kind of salesman that I could think of; remember Jack Lemmon in the movie, "Glengarry Glen Rose"? Or the Arthur Miller character of Willy Lomax in "Death of a Salesman"?
If you remember these characters then you get the picture...
If you don't, think of the most aggressive and desperate car salesman you have ever met and you have the image.
It has been almost five years since that kitchen conversation and one of the things I love most about our business is talking with new potential customers.
If the telephone still seems to weigh 400 pounds when you pick it up to call prospects or if you cannot seem to talk with a waitress who seems particularly sharp about your business because the words seem to stick in your throat, read on. There are three essentials to learning how to love cold calling: support, lots of it; feedback, lots of it; and leads, lots of them.
Let's begin with the support part. Support is imperative because when we begin to talk with strangers about our business, we will not do well at first.
Trust me on this one. Here's an example; in the beginning, I used the "300 foot" rule. Translated, that means that anyone who came within 300 feet of me and was breathing was fair game.
There were many times that I had no plan or phrase when I prospected a stranger. Often, my husband and I were in a restaurant together when I awkwardly approached the waiter or another customer; I made the classic mistakes of talking, not asking, over,often knowing that I would probably never follow up with this person. But my business partner (husband) never made fun of me or gave me "constructive feedback".
He knew how far outside my "comfort zone" I had wandered and consistently encouraged me to continue taking the risk of talking to strangers about my business. He called it practice and told me that I was learning.
So you know what happened? I got better.
The more I did this, the more comfortable I felt and therefore acted. There is a reason that Chesterton's advice is often quoted to anyone learning a new skill:
"anything worth doing is worth doing poorly."
When we are learning, we'll most likely act like it. Realize that in yourself and in others and you will start to attract people to you.
Feedback is a tougher issue. Once the newly acquired skill of "cold calling" or prospecting is more-or-less comfortable, we need to see the errors that we are making. This is where "constructive criticism" comes in. This is tough because most of us despise being criticized- I do and so does everyone else I know.
So what can we do? There are several alternatives that may be preferable at least in the beginning. One is using a tape recorder to record live phone conversations; simulated role-plays can be useful as well and scripts may be helpful for some.
But nothing beats someone listening and then giving us immediate and honest feedback.
Nothing - but it is unpleasant for those of us working hard to do the best we can do and that *is* most of us.
The three common pitfalls for many of us are: talking too much, interrupting, and our inability to *really* listen.
This last skill,listening, requires concentration and discipline but is powerful. You know when you are in the mode of active listening when you sense the appreciation of the person you're listening to for they are almost always surprised and grateful to hear their thoughts and concerns return to them. We can change our style and learn to listen but it requires focus and work.
An unlimited supply of leads is the last requirement for learning to love cold calling. Most of us really believe we only know 5 people to talk to about our business and when pressed we may be able to list 30.
So what do we do when we reach the end of the list and we have no money to buy leads?
And for many of us, the idea of approaching friends and family, makes our insides crawl. But an insufficient supply of interested prospects is one of the most common causes for failure in network marketing.
Let's think a moment about why it is so important to have more people to call than you have time to dial.
It isn't complicated, is it? The more detached we can be from the decision of each person we talk with the more confidence we feel and stimulate in those we talk with.
That Jack Lemmon stereotype of the aggressive, desperate salesman is a character we all look to escape, fast.
Where are the sources for unlimited leads? They range from the PTA and other clubs you can join to the 10-20,000 new folks going on the Internet each day in hopes of finding a way to change their lives. There are more and more companies to selling names of prospects for relatively little money on the Internet.
In summary, cold calling is the heart and soul of any business because all of us reach the end of our contact list sooner or later.
The three essentials for learning to love talking to strangers are:
support, feedback, and an unlimited supply of people to talk with about the business.
Happy prospecting!
"Adversity is.......a tonic to me"
Sir Walter Raleigh
***********************************************************
Dr Lin Wilder lin@linwilder.com
Lin Wilder, DrPH, is a former Hospital Director, now full time internet marketer, trainer and author
.If you liked this article, Lin suggests her E-Book, currently available at Amazon. Click here: http://www.amazon.com/Fool-Proof-Prospecting-System-ebook/dp/B00772W2VY
Lin can be contacted at lin@linwilder.com.
Feel free to reproduce this article so long as this information is included.
Lin invites you to join her mailing list by sending a blank email to leadzine@aweber.com
Quite simply put, I was horrified at the prospect of talking with complete strangers about my business. The thought conjured up all of the stereotypes of the worst kind of salesman that I could think of; remember Jack Lemmon in the movie, "Glengarry Glen Rose"? Or the Arthur Miller character of Willy Lomax in "Death of a Salesman"?
If you remember these characters then you get the picture...
If you don't, think of the most aggressive and desperate car salesman you have ever met and you have the image.
It has been almost five years since that kitchen conversation and one of the things I love most about our business is talking with new potential customers.
If the telephone still seems to weigh 400 pounds when you pick it up to call prospects or if you cannot seem to talk with a waitress who seems particularly sharp about your business because the words seem to stick in your throat, read on. There are three essentials to learning how to love cold calling: support, lots of it; feedback, lots of it; and leads, lots of them.
Let's begin with the support part. Support is imperative because when we begin to talk with strangers about our business, we will not do well at first.
Trust me on this one. Here's an example; in the beginning, I used the "300 foot" rule. Translated, that means that anyone who came within 300 feet of me and was breathing was fair game.
There were many times that I had no plan or phrase when I prospected a stranger. Often, my husband and I were in a restaurant together when I awkwardly approached the waiter or another customer; I made the classic mistakes of talking, not asking, over,often knowing that I would probably never follow up with this person. But my business partner (husband) never made fun of me or gave me "constructive feedback".
He knew how far outside my "comfort zone" I had wandered and consistently encouraged me to continue taking the risk of talking to strangers about my business. He called it practice and told me that I was learning.
So you know what happened? I got better.
The more I did this, the more comfortable I felt and therefore acted. There is a reason that Chesterton's advice is often quoted to anyone learning a new skill:
"anything worth doing is worth doing poorly."
When we are learning, we'll most likely act like it. Realize that in yourself and in others and you will start to attract people to you.
Feedback is a tougher issue. Once the newly acquired skill of "cold calling" or prospecting is more-or-less comfortable, we need to see the errors that we are making. This is where "constructive criticism" comes in. This is tough because most of us despise being criticized- I do and so does everyone else I know.
So what can we do? There are several alternatives that may be preferable at least in the beginning. One is using a tape recorder to record live phone conversations; simulated role-plays can be useful as well and scripts may be helpful for some.
But nothing beats someone listening and then giving us immediate and honest feedback.
Nothing - but it is unpleasant for those of us working hard to do the best we can do and that *is* most of us.
The three common pitfalls for many of us are: talking too much, interrupting, and our inability to *really* listen.
This last skill,listening, requires concentration and discipline but is powerful. You know when you are in the mode of active listening when you sense the appreciation of the person you're listening to for they are almost always surprised and grateful to hear their thoughts and concerns return to them. We can change our style and learn to listen but it requires focus and work.
An unlimited supply of leads is the last requirement for learning to love cold calling. Most of us really believe we only know 5 people to talk to about our business and when pressed we may be able to list 30.
So what do we do when we reach the end of the list and we have no money to buy leads?
And for many of us, the idea of approaching friends and family, makes our insides crawl. But an insufficient supply of interested prospects is one of the most common causes for failure in network marketing.
Let's think a moment about why it is so important to have more people to call than you have time to dial.
It isn't complicated, is it? The more detached we can be from the decision of each person we talk with the more confidence we feel and stimulate in those we talk with.
That Jack Lemmon stereotype of the aggressive, desperate salesman is a character we all look to escape, fast.
Where are the sources for unlimited leads? They range from the PTA and other clubs you can join to the 10-20,000 new folks going on the Internet each day in hopes of finding a way to change their lives. There are more and more companies to selling names of prospects for relatively little money on the Internet.
In summary, cold calling is the heart and soul of any business because all of us reach the end of our contact list sooner or later.
The three essentials for learning to love talking to strangers are:
support, feedback, and an unlimited supply of people to talk with about the business.
Happy prospecting!
"Adversity is.......a tonic to me"
Sir Walter Raleigh
***********************************************************
Dr Lin Wilder lin@linwilder.com
Lin Wilder, DrPH, is a former Hospital Director, now full time internet marketer, trainer and author
.If you liked this article, Lin suggests her E-Book, currently available at Amazon. Click here: http://www.amazon.com/Fool-Proof-Prospecting-System-ebook/dp/B00772W2VY
Lin can be contacted at lin@linwilder.com.
Feel free to reproduce this article so long as this information is included.
Lin invites you to join her mailing list by sending a blank email to leadzine@aweber.com
The Close
I bet we talk with 2000 to 6000 customers per month in our business. And the most common question we get asked, bar none, is "what per cent of these leads will I close"? In the beginning, I used to recite the industry averages. You know them well.
Or if you are determined to succeed at your business, you will get to know them well. If you dial 100 numbers, you'll reach 30 people. Of those 30 persons, between 10 and15 will listen to a presentation; of those 10-15, 1-5 will join the business. Of the 10 that join, 1 will work it.
Then I realized that my answer was of little to no help to the people asking that question. Now I suggest that they make their first calls with their upline or with one of us. So I evade the answer to that question... always.
Why?
Because after working with hundreds of recruits in 3 different businesses, I learned that most people cannot close. And I think there are 3 very simple answers to why that is a fact.
And it is a fact.
The average network marketer recruits 2 to 3 people (often family members recruited by their upline). And when they quit they do it because are not making the money they expected to make or they are spending too much money or...
But in reality, most never start.
It doesn't have to be this way. But here are the 3 reasons why it is:
1) We overcomplicate the whole process 2)We think we're not selling 3)Because we think we don't sell, we don't learn how
Let's start with the process. Joining my first company was a familiar and very comfortable process for me... It felt as if I were back in school. Immediately I bought all the training materials: lots of books, audiotapes and videotapes.
I used all the techniques that my upline suggested and generally "went by the book(s)".And I taught everyone else to do exactly what I did. But no one recriuited more than 2-3 people. Most recruited no one.
No experience is wasted but those first two years make me sad for only one reason. I recruited many people who could have made a little- or a lot- of money doing the business had I not made it so complicated.
So if it doesn't need to be this complicated, what should we do?
We realize that we **are** selling! And we decide to get good, really good at looking for and listening to people who will fit with our business..... (otherwise known as selling).
When I joined my first network marketing company over 6 years ago, I was told this was not selling. Worse yet, I taught everyone I recruited that it was not sales......we were all "professionals" and somehow "above" sales.
Once I figured out that sales was nothing like what I thought it was I began to close even more folks with a lot less work. But it was too late for the downline that I had taught to rely on me.
These are some very practical tips that have been extremely useful for me.
*The fact that objections mean a high level of interest *The spoken objections are not the real ones, *Most people need the decision made for them.
If a prospect is not interested they will not expend the time or the energy to put up objections.. Many of us fear the objections and believe that our explanation to each objection is important-critically important. Not so.
It took me many useless verbal rabbit trails to learn the wisdom of asking this question before I answered **any** of the spoken objections:
"Ms. Prospect, if we are able to agree that company xyz is not a pyramid scheme and that your understanding of sales can be changed to a process that you would consider fun, are there any other factors keeping you from making this decision?"
Always, out it would come...."my husband", "other people's opinions" etc. When I remembered to use this question, there was never any need to discuss all the others put out there to confuse both the prospect and me.
The third and maybe most critical step is this one:
People will not close themselves.
**We** must learn to ask for the close. How do you do it?
By asking.
Once you begin you will be amazed at how many folks will quite amicably provide the information that you need for your enrollment process. "Ms Prospect, we've discussed your interest in XY and Z. And, Ms Prospect, we've discussed the low risk nature of this decision.(this is NOT a big deal, right?)
Now let's see Ms Prospect, How do you spell your first name? Even if you know how to spell her name, ask her to spell it for you, it will relieve her anxiety because she is in control.. This part is critical. Stay focused......
The worst case? They say "no, I need to know this or that" or "no I don't think this is right for me". But in either case you win because you have saved yourself time.
In summary, decide today to
simplify your process, study sales techniques and do a trial close on your very next prospect.
Happy prospecting!!!
Dr.Lin Wilder is a full-time internet marketer,consultant and writer.
Lin invites you to check her E-Book, Our Fool Proof Prospecting System by clicking here: http://www.amazon.com/Fool-Proof-Prospecting-System-ebook/dp/B00772W2VY
Lin invites you to join her mailing list by sending a blank email to leadzine@aweber.com.
Or if you are determined to succeed at your business, you will get to know them well. If you dial 100 numbers, you'll reach 30 people. Of those 30 persons, between 10 and15 will listen to a presentation; of those 10-15, 1-5 will join the business. Of the 10 that join, 1 will work it.
Then I realized that my answer was of little to no help to the people asking that question. Now I suggest that they make their first calls with their upline or with one of us. So I evade the answer to that question... always.
Why?
Because after working with hundreds of recruits in 3 different businesses, I learned that most people cannot close. And I think there are 3 very simple answers to why that is a fact.
And it is a fact.
The average network marketer recruits 2 to 3 people (often family members recruited by their upline). And when they quit they do it because are not making the money they expected to make or they are spending too much money or...
But in reality, most never start.
It doesn't have to be this way. But here are the 3 reasons why it is:
1) We overcomplicate the whole process 2)We think we're not selling 3)Because we think we don't sell, we don't learn how
Let's start with the process. Joining my first company was a familiar and very comfortable process for me... It felt as if I were back in school. Immediately I bought all the training materials: lots of books, audiotapes and videotapes.
I used all the techniques that my upline suggested and generally "went by the book(s)".And I taught everyone else to do exactly what I did. But no one recriuited more than 2-3 people. Most recruited no one.
No experience is wasted but those first two years make me sad for only one reason. I recruited many people who could have made a little- or a lot- of money doing the business had I not made it so complicated.
So if it doesn't need to be this complicated, what should we do?
We realize that we **are** selling! And we decide to get good, really good at looking for and listening to people who will fit with our business..... (otherwise known as selling).
When I joined my first network marketing company over 6 years ago, I was told this was not selling. Worse yet, I taught everyone I recruited that it was not sales......we were all "professionals" and somehow "above" sales.
Once I figured out that sales was nothing like what I thought it was I began to close even more folks with a lot less work. But it was too late for the downline that I had taught to rely on me.
These are some very practical tips that have been extremely useful for me.
*The fact that objections mean a high level of interest *The spoken objections are not the real ones, *Most people need the decision made for them.
If a prospect is not interested they will not expend the time or the energy to put up objections.. Many of us fear the objections and believe that our explanation to each objection is important-critically important. Not so.
It took me many useless verbal rabbit trails to learn the wisdom of asking this question before I answered **any** of the spoken objections:
"Ms. Prospect, if we are able to agree that company xyz is not a pyramid scheme and that your understanding of sales can be changed to a process that you would consider fun, are there any other factors keeping you from making this decision?"
Always, out it would come...."my husband", "other people's opinions" etc. When I remembered to use this question, there was never any need to discuss all the others put out there to confuse both the prospect and me.
The third and maybe most critical step is this one:
People will not close themselves.
**We** must learn to ask for the close. How do you do it?
By asking.
Once you begin you will be amazed at how many folks will quite amicably provide the information that you need for your enrollment process. "Ms Prospect, we've discussed your interest in XY and Z. And, Ms Prospect, we've discussed the low risk nature of this decision.(this is NOT a big deal, right?)
Now let's see Ms Prospect, How do you spell your first name? Even if you know how to spell her name, ask her to spell it for you, it will relieve her anxiety because she is in control.. This part is critical. Stay focused......
The worst case? They say "no, I need to know this or that" or "no I don't think this is right for me". But in either case you win because you have saved yourself time.
In summary, decide today to
simplify your process, study sales techniques and do a trial close on your very next prospect.
Happy prospecting!!!
Dr.Lin Wilder is a full-time internet marketer,consultant and writer.
Lin invites you to check her E-Book, Our Fool Proof Prospecting System by clicking here: http://www.amazon.com/Fool-Proof-Prospecting-System-ebook/dp/B00772W2VY
Lin invites you to join her mailing list by sending a blank email to leadzine@aweber.com.
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