Archive for February, 2009
02.27.09
Posted in Life Of Sales at 7:57 am by admin
Written words are a powerful marketing tool. They have the ability to persuade, reason, explain & direct the reader to take action. They can hold someone’s imagination and open them up to possibilities never before visualized. But used improperly or without due care & attention they can destroy all the good work you have done in one foul swoop. If you’ve been online for very long, and have clicked on any of the major marketing sites, you’ve probably seen headlines that promise, “Write Hypnotic Copy That Guarantees Sales!” or “The REAL Secrets of Writing That Will Make Customers Get Their Wallets Out!”
These ads can be tempting, because you really do want to see results - and fast.
But is there really one method that works for all when writing to sell? And is it as quick and easy as the online ads (written by professional copywriters) claim?
The answer, simply put, is NO.
Creating irresistible copy takes work, research, and effort, unlike the promises you see (if it really worked and was as easy as ads proclaim, all of the major advertising agencies and copywriters would quickly go out of business, since we could all churn out our own hypnotic copy and get rich in 30 days or less).
But if you don’t mind approaching writing your copy the way that professionals do, you will reach your clients, and see improved sales. Here are the ‘killer’ steps for creating good marketing copy: 1) Know your audience 2) Know your product and why people use it 3) Position yourself - show why you’re unique in the marketplace 4) Personalize your copy 5) Give them reasons to buy from you 6) Give them a strong call to action 7) Offer an incentive
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02.26.09
Posted in Life Of Sales at 6:01 pm by admin
Application:
Used where the sales representative has a customer interaction in a non-business environment (i.e. A social dinner with spouses).
Objectives:
To develop background information on the customer that can be used in subsequent sales calls.
Questioning Strategy
1. The customer generally will set the tone for the business content of the social conversation. If the customer decides that he wants absolutely no discussion about business that means there will be no discussion of organizational needs. The number one area in terms of probing would be personal needs and secondarily, depending on customer initiation, job needs.
2. A strategy of open questions should be used in this situation. In examining personal needs, questions should be used in the following areas:
a. Does the customer have any major goals?
b. Is the customer happy in his present job?
c. Does the customer feel that his job offers growth potential?
d. What are some of the customer’s outside interests?
e. What about the customer’s family? Is there anything unusual in his present personal situation?
3. Delving into the customers job needs, questions should be asked in the following areas:
a. Does the customer have confidence in his management?
b. How does the customer feel about his particular market in terms of growth potential?
c. How does the customer feel about his own company?
d. What is the biggest obstacle in the company’s way to achieving a greater market share?
e. Does the customer have adequate staff to do his job?
f. How does the customer see his job? As a resource allocator, price buyer? Where is he coming from?
g. Does his company give him adequate support from the various other functions? If he decides to take a different approach to a problem, how hard is it to sell his management?
4. By delving into the areas of personal and job needs and avoiding discussions of organizational needs, the customer will leave the interaction with the feeling that business was not discussed and the sales rep will leave with much valuable information in terms of basic job needs to be satisfied in the next call. Extensive use should be made of open questions and reinforcement techniques, using closed questions only as a means of changing the subject.
Available Proof Sources:
In a social selling situation proof sources should not be generally required. If they are, it normally deals with organizational needs and sometimes is best handled by telling the customer, “Let’s wait until we get together for our next sales call.”
Closing Commitments to Request:
1. A summary of reinforcement statements should still be made. A summary can be made something on the line of, “Mr. Customer, I am really glad we have this opportunity to talk. I feel much better about our relationship because. . .”
2. The only commitment to request should be an opportunity to discuss the particular subject areas at the next sales call.
Dr. Rick Johnson (rick@ceostrategist.com) is the founder of CEO Strategist LLC. an experienced based firm specializing in leadership for wholesale distribution. CEO Strategist LLC. works in an advisory capacity with company executives in board representation, executive coaching, team coaching and education and training to make the changes necessary to create or maintain competitive advantage. You can contact them by calling 352-750-0868, or visit http://www.ceostrategist.com for more information.
Rick received an MBA from Keller Graduate School in Chicago, Illinois and a Bachelor’s degree in Operations Management from Capital University, Columbus Ohio. Rick recently completed his dissertation on Strategic Leadership and received his Ph.D. He’s also a published book author with four titles to his credit: “The Toolkit for Improved Business Performance in Distribution,” the NWFA & NAFCD “Roadmap”, Lone Wolf-Lead WolfThe Evolution of Sales” and a fiction novel “Shattered Innocence.” Rick’s next book due in November is titled; Lone Wolf - LEad Wolf The Evolution of Leadership
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Posted in Uncategorized at 12:11 am by admin
Most people don’t use Photoshop to its fullest capabilities. Here are just ten uses to which you could put this highly versatile software.
1. Restoring Old Photographs. Have a look through that old family photo album - the really old one from up in Grandma’s attic. Inside there are probably a few photos from way back when that haven’t stood the test of time so well. They’ve got cracks and tears that really spoil their appearance. Scan them into Photoshop, and then set to work with the Clone Stamp, Healing Brush, and Patch tools. The Healing Brush in particular is a great tool for this purpose as it samples data from one part of the picture and blends it in with what’s already there.
2. Correcting Mistakes. We’ve all done it: Had an attack of “finger over the lens syndrome,” or got too close with the flash, so our subjects suffer from “red eye” and look like extras from a horror movie. Use the crop tool to salvage something usable from your obscured photo, and the enlarge wizard to blow it up to a reasonable size. For “red eye” and “pet eye,” use the eyedropper tool to sample color from around the iris, and a brush to paint away the red.
3. Adding Graphics to Videos. It’s a little known fact, but many domestic and professional nonlinear editing systems (especially the Mac based ones like Avid or Final Cut) enable you to import Photoshop .psd files directly into the timeline.
4. Creating Text Effects for Print and Web. There’s an almost unlimited amount of things you can do with text in Photoshop. Use the Type Mask Tools to create picture filled text, then upload the results to your web page - or print them out for a one of a kind T-shirt.
5. Turning a Photo Into a Work of Art. Everyone likes to have nice things to look at. Most of us like to have pictures on the wall, and something that looks different from what other people have on their walls is a definite plus. Unless you’re blessed with artistic talent, though, this can be very expensive - until now. Use one of Photoshop’s many Artistic or Brush Stroke filters to turn your photos into “new masters,” then print them out on quality art paper.
6. Designing Web Banners and Buttons. Photoshop comes with a predefined web banner sized canvas. Photoshop’s sister application, Image Ready, comes with several - and lots of tools for animating text and pictures. You can also create interactive buttons that enhance a web browsing experience.
7. Adding Text to Photographs. Impress your boss by putting the company name on the side of an airliner, building, or racing car. Use the Move Tool to skew the text to fit the contours of the picture, adjust the opacity a little, and hey presto! The text will look like it’s always been part of the photo.
8. Combining Pictures, Text, and Graphics to Make Covers for Books, Reports and CDs. Photoshop contains many of the image manipulation capabilities of high-end DTP applications that cost thousands. Use the “Layer via Cut” command to make your title text go behind part of the picture - just like on the cover of “Rolling Stone.”
9. Designing Web Pages. Did you know that Photoshop and Image Ready can turn your photograph or artwork into a web page? Use the slice tool to cut your work into easily downloadable pieces, then the rollover function to embed website URLs.
10. Combining Pictures to Make the Impossible Possible. Come on! You didn’t seriously think that Michael Moore and President George W. Bush really stood hand in hand on the White House lawn for the Fahrenheit 9/11 poster, did you? I don’t know for certain that they used Photoshop to fake that picture, but they certainly could have done. With Photoshop you can remove the background from one picture, take some elements from another, and combine them with the background from a third to create a picture that could never have been taken for real. Who says the camera can’t lie!
About the Author
Shaun Pearce is a writer and video maker.
His latest production “Photoshop Master” is an interactive video tutorial. It shows you how to get the most from Photoshop, and can be downloaded from http://www.learnphotoshopfast.com.
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02.25.09
Posted in Market Patrons at 10:10 am by admin
One of the biggest broadband service providers in the UK, BT Broadband, is all set to make some changes to policies regarding services offered as part of its popular Total Broadband packages. Alterations are being introduced in the monthly usage cap set by BT for its present and prospective customers. The changes are going to come into effect from 1st April 2009. However, not all of BT’s current customers would be affected by this.
The download limits for consumers using Option 1 or Option 3 as part of the packages offered under Total Broadband solutions will not witness any increase or reduction in their usage allowances. However, those who are using Option 2 of the Total Broadband package are going to benefit with their monthly allotment of usage set to rise to 20GB from the existing 15GB. In addition, the existing customers of BT’s broadband packages will be deterred from exceeding the monthly limit mentioned in their plans, as charges for overusing the services will be raised to £1/GB from the current rate of 58p/GB.
BT is further making sure that its customers can get used to the new proposal without problems. They have set up a system for sending e-mails every time a user touches the 80% mark of his or her monthly allowance. Further, advisory e-mails will be forwarded to those who repeatedly exceed their package limitations, to get an upgrade and save on monthly bills.
People who are apprehensive about being charged for using the Internet excessively should try to install applications such as the Internet usage meters, which help you keep track of your usage in a convenient manner. Alternatively, if you prefer to surf and download without the prospect of additional billing if you get carried away, then click here to view all the current unlimited broadband deals.
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02.22.09
Posted in Uncategorized at 11:34 pm by admin
Cellular phones are an amazing modern convenience, but it can be confusing for consumers to distinguish between the various options available. There are two main types of cellular phones: analog and digital. Each type operates slightly differently and has its own unique advantages and disadvantages.
The first cellular phones were analog phones. Analog phones are basically an extremely sophisticated radio and telephone combination. The main advantage of analog cellular phones is that they cost less than the newer digital phones. Analog phones are also a better choice for travelers, since 95 percent of the county is equipped for their use. The drawbacks of choosing an analog phone are the reduced sound quality and the slightly higher per minute rate.
Digital cellular phones use the same basic technology as an analog phone. The difference is that digital phones use binary code and compression to fit more calls into a given bandwidth. Digital cellular phones offer longer battery life, better signals, and cheaper calling rates. The main disadvantage of digital cellular phones is that many parts of the country aren’t equipped with the proper antennae to receive digital signals. This makes digital cellular phones inappropriate for frequent travelers or individuals who live in rural areas.
Sprint often uses the term PCS in their promotional materials. PCS stands for Personal Communications Service and is a wireless communications service very similar to cellular phone services. Many people use the term PCS as a synonym for a digital cellular phone, but a true PCS phone offers additional services such as caller ID, paging, and e-mail as part of its regular phone service.
Newer cellular phone models may offer a dual mode feature. This option allows you to automatically switch between analog and digital modes depending upon what antennae are in your range. Dual mode phones combine the advantages of both analog and digital cellular phones.
About the Author
Timothy Gorman is a successful webmaster and publisher of Cellular-Phone-Solutions.com. He provides cellular phone plans, service and free cellular phones on his website that you can research in your pajamas.
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Posted in Uncategorized at 10:52 pm by admin
You may not have considered it but there are many benefits that businesses can achieve by utilising data networks to carry their voice traffic (VoIP). By marrying this voice traffic with data traffic (IP Telephony) it becomes even more powerful.
Here are a few examples;
Cheaper Phone Calls - as your utilising existing data networks
Simpler Infrastructure - one set of CAT5 cables
Scalable - simply extend the existing data network
Reduced Operating Costs - converged system is simpler to manage
Enhanced Customer Service - “Click to Talk” web services and easy role out application like call centres
Flexibility - Remote or home workers can work as if in the office
Its fair to say that most people focus on the costs savings but in most cases the business improvements far out way the costs savings.
For example if your business operated from multiple sites it would be possible to have a single centralised system located at one site, with optimal staffing resources to operate, manage and support. No need to have 3 receptionists when one will do!
Say you had staff that wanted to work from home or from a remote office. With this technology it would be easy to give them the look and feel of being in the office and the transparency that their co-workers and customers enjoy.
Rolling out a distributed business application such as a contact centre or call centre is much easier and more robust.
But….its not that simple to get right!
You must consider;
Quality of Service - across the data network
Reliability - Think when did your LAN / telephone system last fail?
Security - May increase exposure to data and voice
Support - Which department is now responsible - training?
With the latest handsets it is possible for them to act like a PC with their own IP address and with the right handsets they can even run XML applications cutting down the need for unnecessary PC’s etc.
To get it right requires the right planning and foresight to make sure that your systems will grow and deliver the maximum benefit with the minimum risk.
About the author:
Copyright 2005 Nicholas Windley
About The Author
Nicholas Windley is a strategic ICT consultant with Comz4Biz and business owner, having spent over 15 years in in the technology field serving in technical, sales and management roles.
Comz4Biz Mercia
Telephone System Education Zone
Voice Over IP (VoIP) Education Zone
nic.windley@comz4biz.com
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02.20.09
Posted in Helpful Tips, Internet Self Improvement Resources at 11:46 pm by admin
Talking in front of a group of people comes real easy for a select few, and then for the majority it is a very scary thing. Having a one on one conversation is so much fun, but having that same conversation in front of one hundred people can cause some major anxiety. Getting comfortable talking in front of people can take a lot of practice and hard work, if you are not naturally good at it and you want to become good at it.
Talking in front of people is easier if you feel you look your best. You could always buy professional clothes and get in shape with Acceletrim to help with this part of it. Some people make great strides with looking at themselves in the mirror while practicing their speech. Using the video camera works great too because you can see exactly what you look and sound like. Most of the experts state that most communication is done through non-verbal communication, so what you do with your expressions, your attire, and your hands is important. You will be able to see what your posture is and what you are doing with your face and then you can make a decision on how you want others to view you. It is always best to be yourself, so try and be as true to whom you really are as much as possible.
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Posted in House Of Insurance at 11:36 pm by admin
There is no refuting the fact that the success of an organisation depends on the hard work of the team, however one disaster can promptly wipe out all your work and shrink the revenue to dust. Thus, to keep away from such an instance, you are advised to insure your firm, whether it is a small business or a giant corporation. Though, please take into account that smaller businesses are a great deal more likely to require business insurance cover in today’s busy world. This is mostly as smaller organisation owners will have placed their whole lives and pay packet into the business.
Some of the topics typically covered by most business insurance covers entail: natural tragedies, tornadoes, machine or equipment breakdown that shuts down the company, loss of earnings due to employee casualness and legal action brought against the organisation.
There are piles of insurance companies, which have covers that include protection for all key property and legal risks in one entire package. You can also get hold of a separate coverage. Such a coverage is referred to as a business owners’ policy (BOP). Larger enterprises may buy a business-related cover.
BOPs incorporate building insurance for property and gear belonging to the organisation. If there is any loss of revenue as a result of disruption of processes & production because of disasters like landslides, it can be insured under the Business Interruption policy. Procure professional indemnity online today.
There are a collection of liabilities, which protects the businesses legal blame for the damage it may well inflict to others. It’s the effect your organisation’s failure to do the business operations. It can also be the bodily injury or property damage caused as a result of damaged manufactured goods, faulty installations and blunders in services provided.
But, BOPs do not protect against professional liability, motor insurance, staff costs or health and disability cover. Instead separate insurance policies are required for professional services, vehicles and employees. More often than not, floods, earthquakes & terrorist attacks are not covered in the business policy. Please check before you purchase a policy!
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02.19.09
Posted in Uncategorized at 10:24 am by admin
The best candidates for fast burn conversion are spark ignited piston engines with adjustable spark timing. Those with carburetors as original equipment do not have computers that control additional automotive functions besides fuel metering and spark timing. The fast burn engine can’t use computer management as a low cost conversion option. If an idle circuit similar to that of a carburetor is added to a fuel injection throttle body as a spacer plate, a throttle body might be able to serve as a basic carburetor for cold vapor fuel. Many modern fuel injected engines can be owner retrofitted with carburetors and aftermarket or used factory intake manifolds for use with carburetors.
The traditional multi circuit carburetor is not required for vapor fuel, but is less expensive than producing new twin circuit carburetors designed specifically for vapor fuel. All carburetor air vents should be plugged so engine vacuum signals draw only from the unvented carburetor fuel bowl, which is connected to the fuel bubbler in the tank or racing fuel cell. The fuel float and needle valve assembly is removed. Any accelerator pump is removed and the enrichment hole is plugged. In carburetors that use vacuum power valves, such can be used to fine tune vapor flow according to vacuum signals. The idle circuit must retain adjustment from barely open to wide open.
Rod and jet enrichment systems such as used on Carter and Rochester carburetors can also be used to fine tune vapor mixtures. Go as lean as you can without the engine stumbling under load on the power circuit and richen slightly for best throttle response. If the max power metering is sufficient with selected main jets, which flow much more vapor than liquid, we can regulate the maximum fuel supply by means of an adjustable valve in the supply line. Start the fast burn engine with the idle mixture screw open wide and quickly close it after the engine starts. Back the adjustment screw off one turn after you stall the engine for lack of idle fuel. Too much idle fuel could melt engine parts as easily as too much fuel in the power circuit. If we never meter more fuel than can burn in half a power stroke, we avoid meltdown while maximizing power and fuel economy, minimizing exhaust emissions.
With fast burn, we want to retard initial spark timing to between sixty and eighty degrees after top dead center. On a V-8 we can move each wire in the distributor cap forward one position on the cap in the direction of rotor rotation. This will retard timing 90 degrees from the standard initial timing. A timing light on the number 8 cylinder will allow you to set initial timing with the stock timing marks. Setting number 8 cylinder for ten degrees advance would have number one cylinder firing at 80 degrees after top dead center. 20 degrees advance would have number one firing at 70 degrees ATDC, etc. An aftermarket timing tape, when available, is another way to accurately set spark timing. Otherwise, one can remove the crankshaft dampener or pulley with timing marks, measure the circumference, divide by 4 and mark at 90 degrees ATDC, 85, 80, 75, 70, 65, and 60 degrees. Marking all the way back to 30 degrees ATDC is a good idea. This is the most advance likely practical for max fast burn power and allows one to check for total mechanical or electronic spark advance. Optimum timing for best performance and economy, like fuel mixture, must be worked out by road testing the converted vehicle.
Fully vaporized fuel is likely to be combustible over a wide range of air/fuel ratios. As a safety precaution it makes sense to install a PCV valve or something similar. Should a timing chain let go or an intake valve bend, we don’t want fire in the intake manifold to find its way back to our bubbler and explode it. Better that a fuel supply line disconnect or rupture under the hood from combustion back pressure.
The bubbler where our vapor is made by engine vacuum, is a modified fuel tank or racing fuel cell. Our tank/cell must be vented to atmosphere. We want our air pick up filtered with something like a lawnmower air filter and mounted higher in or outside the vehicle, than the outside of the fuel filler tube, which is the most convenient place to tap our tank/cell for a very rich vapor.
On the typical fuel tank, our air vent can be easily installed where the original fuel supply line attached. We want another PCV valve near our air supply filter to seal the tank from atmosphere when the vehicle is not running and the tank/cell is pressurized by atmospheric heat. Gas expansion in our tank now moves fuel through the carburetor into the intake system, where it allows instant starts, as with fuel injection.
Bubbler design is guesswork. Whatever supplies the most consistent air/vapor mixtures from a tank 3/4, 1/2, 1/4 and 1/8 full, is what we want. Variations in vapor from the tank will make engine tuning difficult and variable. Consistent mixture from the bubbler is important. If the air supply is opposite the vapor supply line, we would expect a richer vapor than if the air supply line was near the vapor supply line. We want the air supply line to lie on the bottom of the tank, below whatever fuel we have. We never want the fuel tank full, so a drain in the air supply line will be handy for accurately checking fuel economy. You add ten gallons to an empty tank and drive until a working fuel gauge goes below 1/4 tank and you then drain the remaining fuel from the tank into gallon jugs. Subtract the remaining fuel from the ten gallons you started with. Divide the gallons used, into the miles driven and we will know our MPG.
We never want to fill our fuel tank to filler nozzle shut off, as that would give us a minimal surface area from which to vaporize our fuel and our mixture could then be too lean to run our engine. However, if one wanted to build a vapor chamber and install it above the top of the fuel tank and filler tube, there might not be much difference when the tank is overfilled. One thing we definitely want to avoid is liquid fuel in our vapor supply line. Though it is unlikely the liquid fuel would reach the carburetor, the more it wet the vapor supply line, the richer the mixture would be at the carburetor.
I envisioned a tri Y air bubbler on the fuel tank floor, to evenly distribute air in the tank. The line connecting to the old fuel supply line, inside the tank would split into two equal length lines of the same diameter from a Y or T connector. The two lines are then split into two more equal length tubes (fuel proof, of course) and porous air bubblers to make small bubbles moving through the fuel. This would give us a richer mixture at the fuel supply line, than a single tube with no air diffusers. I would terminate my air supply lines with those bronze fuel filters many carburetors used just ahead of the needle and seat assembly at the end of the supply line. Short term tests I did several years ago showed that the ceramic bubbler filter for fish aquariums gave very fine air bubbles and did not seriously deteriorate in gasoline. They were not very expensive.
I can only guess at supply line sizes. My guess is that the filtered air supply line need be no more than a quarter inch ID. The vapor supply line probably needs to be no greater than three eighths inch ID.
These are the basics of a cold vapor, fast burn fuel system. I would expect improvements to come rapidly following road testing. When we know the typical optimum spark timing and air/fuel mixtures, we can apply this knowledge to small engines with fixed spark timing, like lawn mowers, snow blowers and electrical power generators.
My expectations of fast burn performance is between two and three horsepower per cubic inch displacement, which would make fast burn conversion the best power bang for the dollar. No other modification can come close in dollar costs. Under most racing rules, fast burn would be legal for the allowed fuel and add more power than supercharging or nitrous oxide injection. Yet, these power boosters will add a lot more power to a fast burn engine than to a slow burn engine. Hence, the fast burn conversion will out perform slow burn by a wide margin, regardless of class allowed modifications. The fast burn conversion can also be camouflaged to look stock by plumbing the supply line through a non functional fuel pump.
As to economy, Charles Pogue exceeded 200 MPG with his hot vapor, ‘37 V-8 Ford, which would rarely yield 20 MPG in slow burn configuration. Uniform cold vapor might have allowed him to achieve the 300 MPG economy he was shooting for, while more than doubling stock power output. When fast burn conversions become common, performance and economy contests will lead to rapid improvements in the very simple technology.
As to emissions, if we are consuming less than 10% of the fuel per mile driven, emissions will be less than 10% of the slow burn equivalent. Burning 100% of the fuel on a shortened power stroke, will further dramatically reduce emissions, probably to less than 5% of slow burn engines. In addition, the much higher power outputs of fast burn engines allows engine downsizing. A 300 cu. in. slow burn engine can be replaced with a 140 cu. in. fast burn engine and still provide a power increase. Economy is improved, along with emissions. Big cars and trucks Americans favor, in fast burn configuration will easily exceed hybrid electric cars in economy and reduced emissions, as well as power. On the other hand, a fast burn hybrid could top 400 MPG if we want to go that far.
I would love to hear from any individuals or groups already doing fast burn conversions and learn what they have learned. While the piston engine has had a bad rap for efficiency due to the liquid fuel systems, the Tesla Turbine, seldom used as a combustion engine, can be built as a very lightweight, compact, multi stage, supercharged, exhaust scavenged 30 horsepower per pound, fast burn engine. The Tesla Turbine with only one moving part is cheap and easy to manufacture in a small machine shop. The turbine requires no drive train except the connection to the drive wheels. No gear reductions, instant tire spinning torque and instant rotational reversal for engine braking. Stay tuned for more on the potential of this remarkable engine, developed early in the 20th Century and virtually ignored by industry ever since, except for vastly superior pumps.
About the Author
Freelance writer published on many websites and newspapers.
justanotherview.com
edhowes@hotmail.com
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02.17.09
Posted in Exchange Markets + Auctions, Life Of Sales, Market Patrons at 5:50 pm by admin
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