Online Business

Don’t Sell Your Services; That’s Not What People Buy

admin — Sat, 19 Jan 2008 19:01:28 +0000

Believe it or not, no one actually buys your service. No one buys coaching. No one buys consulting. No one buys financial planning. So what do people buy? Well, there are, in fact, two things people buy.The first thing people buy is a solution to a problem.People buy a service only because they believe it will solve certain problems and give them certain results. They are not buying the “how” of a service. Your service is simply the “how” you do it. Your service is the tool or method you use to solve problems and deliver results.Do you buy a hammer because you just want a hammer? Do you buy a car because you just want a car? Do you go to the dentist because you happen to feel like being drilled? These examples show you that you are buying a solution to a problem; you are buying a result. You would not buy a hammer, a car or go to the dentist unless they all solved problems and delivered results.Just suppose you focus on telling someone all about “how” your coaching and consulting service works and what it is. At the end of the conversation (if they are still listening), they will have a good understanding of your “how” but they’ll be left wondering what problems you will solve for them and what results you will deliver.If people do not know what problems you will solve for them and the results you will deliver, it is highly unlikely that they will buy your service. If however you focus on understanding their problems and the results they will get, you will be focussing on what people are buying and your chances of success will be dramatically increased.The second thing people buy is YOUOnce someone has decided they have a problem they want solved, they then make a decision as to who will solve it for them. If you have focused the conversation on telling them all about your “how” and what your service is, they will feel that you are focussed on yourself and your needs. When the focus is on you, people get the sense that you have your own best interest at heart and don’t really care about them. They will start to think you are simply trying to sell them something, and all sorts of sales resistance will surface.If you have been focussing the conversation on understanding their problems, they will feel that you have their best interests at heart. They will start to trust you and open up to you. They will naturally decide you are the person to solve their problems (assuming of course there are problems to be solved, etc).So in summary, don’t focus on selling your services. Instead, have conversations where you focus on understanding problems and then people will assume you know “how” to deliver results. The more you focus on understanding their problems, the more they will trust that you are the one they should be working with.(c) Tessa Stowe, Sales Conversation, 2006.

Article Source: www.iSnare.com

Top Ten Tips For Being A Successful Joyful Entrepreneur

admin — Sat, 19 Jan 2008 17:01:28 +0000

A JOYFUL entrepreneur? I know it’s more popular to think of entrepreneurs as “haggard,” working hard and hustling to make their mark. But you can have a successful business with ease. It can, and should, be fun.We define a “Joyful Entrepreneur” as one who enjoys and takes ownership of his/her business (whether he owns it or is working for someone else), one who utilizes her strengths and passions and creates a life she loves.Top Ten Tips for Joyful Entrepreneurship (whether you are a Joyful Entrepreneur or strive to be one)1. Create a really juicy and compelling vision. A goal by itself is flat and lifeless without a vision. Spend time making that goal come alive by imagining what it will be like when you have accomplished your goals. Make it compelling, real, fun, and personal to you and your life. This is what gets you excited about taking action to make a goal happen!For example, I am writing a digital workbook called, “Package Your Passion ? Expand Your Business with Workshops and Teleclasses.” If I focus on the goal of getting it done, and then I think of where is the time going to come from to write this, what kind of technology should I use… I end up getting bogged down in the “hows” and don’t make any progress.On the flip side, if I think about how good it will feel to have an eBook completed - I feel excited. I imagine myself being thrilled to have a way of offering value to people who want to tap into my coaching and marketing expertise. The thought of recurring revenue feels really good and effortless, too (as opposed to coaching 40 ? 50 clients). The thought of more revenue makes me think of how many more people I will be able to reach with my message, and I feel like I’m making a contribution in the world that feels really authentic. Can you see and feel how more alive that sounds? I’m ready to stop writing this newsletter and get to work on the book!2. Your home is the foundation for business growth. If your home environment - your house, your relationships, bill paying, chores - are in chaos or are dysfunctional, then it’s constantly in the back of your mind, sucking away your creativity and energy.Decide now to take care of those things to provide a clear foundation for your mind. What can you do take care of it? Automate bill paying, get a maid (in my case, I found a housekeeper who will actually take care of the house and cook us a home-cooked meal twice a week. I can?t tell you how freeing that makes me feel!) Ask a friend to come over and help you organize your junk drawers or clear clutter. Taking the time to take care of your home and life will free your mind to focus on things other than what’s not working or draining your energy.3. Work from your Strengths. Know what you are good at and what you enjoy doing and then PLAN that into your business. Don’t plan to send out a weekly ezine if you hate to write. This is the key to building a sustainable business and enjoying life - build on what you enjoy, and the rest comes naturally.4. Get help before you need it. It’s easier to get to the next level of success in your business and enjoyment in your life if you have help. The issue isn’t about whether or not you can do a particular task. It’s about whether that’s the best place for you to spend your time. The question becomes…Does this increase my energy? Am I excited to do this particular thing? Or, does it feel like a “have to”? Look for ways to redesign those activities - let go of it, delegate, trade services, or hire someone to help.Spend time thinking about the ideal partner for the help you need. Don’t wait until it’s crisis mode and you’re forced to make quick decisions. If you can tell your business is going through a growth spurt or getting ready to grow, think about what will help make this growth successful. Think about getting help from an assistant (real or virtual) to handle the small administrative duties, someone to update your website, or market your business. This takes pressure and time off of you, freeing you to keep the growth going and spending time with your new clients and ideas.5. Know your Process. What are the steps you take your clients through to achieve success? It probably comes so naturally to you that you don’t even realize that it’s a process. Start noticing the steps. This becomes your unique process. It’s a lot easier to sell a process than it is to sell coaching or consulting. People want to know the road map - what to expect from a relationship with you - and they want to have confidence that you know what you’re doing. Being able to articulate your process for achieving results does just that!6. Package your program. Get creative about your services. Don’t just offer your services like everyone else in your field. Spend some time thinking about how you can creatively package your services. Maybe you offer a variety of packages vs. one price. For example, if you are a coach - offer 3 levels of time or even offer a bulk package. I offer a HeartStorming Package for successful entrepreneurs who just need a chunk of time to brainstorm how to market their service business authentically. It’s 3 hours of time over 3 months - however they want to use the time is up to them.7. Just Take Action. Getting into action is a sure way to get feedback and move you out of a funk (we all have those!) or help you move from indecision. As soon as you take a step, you’ll quickly gain some clarity - you’ll discover that you like where you’re heading, that it feels right, that maybe you need help, or even that it’s not what you really want (so you can let go of the idea).8. Focus Your Energy. Many entrepreneurs are great business people because they have so many ideas! It can be a gift or a curse! Just because you have an idea doesn’t mean you have to do it. Pick and choose. Do what you do well and what you love to do, and let go of the rest (or at least say?”No, not now.”) I recently took a hiatus from writing for a local newspaper. I love the people and the mission of the paper, but it was causing me stress because I didn’t have the time to really commit to writing an article each month on a deadline. I chose to devote my time to writing for my ezine and products. It’s empowering to choose!9. Enroll Others in Your Vision. Share your vision with your spouse, partner, friends, family, and other colleagues. Consider starting a group of like-minded entrepreneurs who can share, validate and brainstorm for each other. It’s powerful to share what’s going on in your business and your life. You’ll receive validation, ideas, inspiration, and most of all, the support from those who believe in what you’re up to.10. Excel and Enjoy. Get a coach - Your business will grow faster if you have someone who is devoted to your success. You’ll enjoy life and your business more if you build it on a solid knowledge of yourself - what makes you tick, what drives you, what are your typical obstacles and what works to get you over the hurdles, what are your passions, etc. A coach will help you navigate the waters of your personal growth journey to build a business that is successful wrapped in a life you love!

Article Source: www.iSnare.com

Fast Food Franchises - Own Your Own

admin — Sat, 19 Jan 2008 14:01:28 +0000

Restaurant franchising opportunities are now very large, and have been known to record the largest franchise restaurant business franchises sales in the modern world. It’s no task to understand how fast food franchises have become so popular. Many know that owning a fast food franchise can make you rich, but it is also a very difficult business to start. There are, nevertheless, some things you can do to make the method of starting a franchise somewhat easier.Look at your skills and talents long before you buy a fast food franchise. It is of importance to consider your abilities and interest. Something to ask is why do you need to run a franchise restaurant? Are you the kind of person that really enjoys to work a lot without a break? And finally, you should get a hold of your available funds, because knowing the amount of money you have available will help in your decision process.After you have a few food franchise opportunity areas chosen according to your funds and needs you can begin to Learn more about the franchises of your choice. One thing you really should do is to meet with owners of the franchise for sale you are considering buying, and to critique the corporate documents of the restaurant franchise company.Then you have to find out something about your town or area where you want to place the franchise. Just because a franchise does really well in one area doesn?t necessarily mean the franchise will have the same success in a different location. A fast food style business like a entrepreneur something that you have to do is think about the other businesses around your location. Are there too many similar franchising opportunities? Are there adequate customers to keep up one more franchise like an ice cream franchise?After you have found the best franchise that fits, and started to scout out good locations for your franchise business, you will need to figure out how to purchase the franchise. Getting a franchise loan can be tough but there are several options that include loans from banks, SBA grants and money from rich uncles. Key franchises for sale may even handle the financing for you. If you decide to buy a business franchise or a business opportunity you will probably be able to purchase the opportunity with savings or with a credit card because they usually don’t cost as much.when purchasing a business a thing to look at is the training. The franchise company usually will offer a very good franchise training program. Make sure the franchise school offers training for the managing of workers. The average food franchises have to have a dependable staff to function like a machine. Even if you are the type of person that is good with business and you have an world class aptitude for business, dealing with people can often be demanding. So, make sure your franchise selection is one with a fine hands-on educational system that includes people management tools.Being the proud owner of a food franchise is often the best thing franchise owners will ever do. With a little help from your friends you can be really prosperous. Consider all your options and question everything when you make your selection. When you pick the best franchise that has a good reputation all your dreams of business ownership should come true.

Article Source: www.iSnare.com

USPS For Ebay

admin — Sat, 19 Jan 2008 12:01:28 +0000

How To Develop a USPWhat the hell is a USP? A USP or UBA is what sets you apart from your competition.It’s a short, meaningful, specific sentence which answers the first question I’d ask if I came into your business to help you out:Why should I buy from you?Now many people will immediately say “We have the best service” or “Our burgers are better”. But anyone could say those things. They might be true, but they are not compelling reasons to choose your business over any other one.What does it stand for? USP - Unique selling proposition. A benefit unique to your business that is a reason for somebody to come and buy from you.Or you can say UBA - Unique buying advantage. It’s the same thing, but some people prefer it because it is from the buyer’s point of view, it states an advantage the buyer gets, not a feature the seller has. And this is the way you should be thinking when trying to sell anything. Don’t go on about how many awards you’ve won, what your qualifications are, there are times and places for that.You need to start thinking from the customer’s point of view, why should they buy from you, not why you should sell to them. They will buy when they are ready to buy, not when you are ready to make the sale.Some classic USPs include: Dominos - Fresh hot pizza delivered in 30 minutes or it’s free. Nothing about having the best pizza, nothing about mama’s recipe from the old country, just delivered hot in half an hour. This USP took a dying pizza bar to a worldwide chain.KFC’s old one - 11 secret herbs and spices. People want to discover the secrets, they want to have a bit of mystery in their lives, a magical way of making food they like. “What are the secret herbs and spices?” “I don’t know but the chicken tastes great!”People want to leave the ‘work’ of getting together all these different flavourings, and just get served something they like. And a few years ago KFC dropped this USP, and went with vague, non-specific stuff like ‘can’t beat that taste’.So, what’s all this got to do with eBay?Take a look around at any eBay sellers and their listings. Let me know if you find a seller with a USP because I’ve never seen one!There’s your chance to develop a tool that will carry you to higher sales. A USP is free, easy to duplicate and above all it tells your prospects what’s in it for them if they buy from you. And when you tell the marketplace something, chances are that nobody else is telling them anything!When people identify your business as one that states up front what’s in it for them, then that’s a worry they don’t have anymore, a barrier that has been knocked down. It’s not enough by itself, but you can’t assume that people know you guarantee same day delivery, or you offer a lifetime guarantee, or you offer free email support for a year, or whatever.USPs work real well with ’skimmers’, people who take a quick look at your listing and decide to buy or not. We all talk about our guarantees and stuff in the test, but skimmers don’t read nearly enough for long enough to find that out.It’s called ‘dual readership path’. You write your listing for the ‘analytical’ person, who reads every word, and sums it all up, and you also write it for the skimmer. The skimmer will read your big bold headline up the top with your USP, and he will only reluctantly plod through body text if he has a specific worry.So develop your USP, put it in everything you ever do, and you will have an advantage that nearly all eBay sellers have no idea about.

Article Source: www.iSnare.com

Hello world!

admin — Sat, 19 Jan 2008 09:28:06 +0000

Welcome to Actualblog.net. This is your first post. Edit or delete it, then start blogging!