Posts from — May 2009

Raise your hand if you enjoy selling a product or service to friends or acquaintances in social situations.  My guess is that most people find the idea repulsive.  Well, it just so happens, the single most effective sales tactic is face to face encounters; not TV, radio, direct mail or anything else.  When you start a business, you have to put the odds of success in your favor, and that means selling to everyone you know or meet.  The good news is that there is an approach you can use that is not only casual and easy but it also happens to be very effective.

When you’re in a social situation, you will have about 30 seconds to one minute to get your sales pitch across.  Some people refer to this as your “elevator pitch.”   One of the most effective elevator pitches involves the following five steps.  As you read through the steps I will use my business as an example to help illustrate each point.  My business is to show people how to start and grow small businesses.

Start with a problem

Always start your sales pitch by identifying a problem.  For example, when I meet someone and they ask me what I do, I say this: “You know how there are a lot of people out there that want to start a business but don’t know what to do to get started?”  In one sentence I’ve identified what I am talking about (starting businesses) and I’ve identified a problem (people don’t know what to do to get started).

Inject emotion

Emotion is the most powerful motivating factor in sales.  You have to get people to connect on an emotional level before they will consider buying something from you.  Continuing my small business example, I follow my problem question with this emotional statement “…and they become so overwhelmed and frustrated that they decide not to do it at all.”

Get them to agree that they can’t take care of the problem themselves

You need to get people to realize that they haved lived with this problem and they haven’t been able to solve it on their own.  It’s like the firs step in a substance abuse program where people have to admit they have a problem. To do this I’ll say something like this: “Have you ever considered starting a business?”  If they say yes then something has been holding them back – and this is where I can help

Tell them how you can solve the problem

This is your opportunity to tell them what is different now and how your product or service can solve their problem.  In other words, it’s your sales pitch.  Here is what I like to say:  ”I wrote a guide that makes it easy for people to set up a business and market a business.  I wrote it from the perspective like I was personally coaching each reader.  It’s pretty exciting stuff for people who have used it.”  Notice how I interjected an element of emotion into the sales pitch.  You should too.

Close

Whatever you do, don’t wimp out on closing the sale.  Even if you know the person you are talking to is not likely interested then you should close to get a referral.  I close by saying: “Have you ever wanted to start a business or know anyone who does?”  It’s a great idea to have a business card ready so you can hand it to him or her.  If you really want to be successful, put an interesting question on the back of the card where the person would have to go to your internet site to get the answer.  Involvement devices such as this have been proven to be successful.

Conclusion

Your entire “elevator pitch” should be less than a minute.  Practice yours a few times to get the tone down the way you want it.  Remember, face to face encounters are by far the most powerful sales tactic available, so make sure you get the most out of each opportunity.

David Mickelson is the Director of Training for a leading small business think tank and educational organization, Field Training Services, LLC. You have free access to his latest case study on the tactics entrepreneurs are using to start thriving businesses in this economy at http://www.entrepreneurfieldmanual.com/success.html.

Article Source:http://www.articlesbase.com/entrepreneurship-articles/your-single-most-important-asset-when-starting-a-business-942568.html

If you are working as a technology professional in the small business space and wondering how to become a software reseller, think carefully about how you are packaging your products and services.

The truth is, most technology professionals that want to resell software and other products solely in the small business space can’t expect to see very high, if any profit margins.  This is why, if you want to make product reselling a part of your business, you need to think of other services you can provide to your valued clients.  This might include on-going service agreements that will have you working with small business clients on a steady basis and bringing them real, total business solutions they can’t live without.

Here are 3 ways for you to learn how to become a software reseller successfully and profitably by building up the value proposition that you provide to your clients.

1. Create Sound Pricing Strategies. Make sure you set your prices for both products and services high enough to put you in line with other high-end technology professionals in your area… and even more importantly, so that your business is profitable enough to survive and thrive.  You can’t sell yourself short or give away the store by charging rock-bottom prices.  While low prices might attract the attention of some penny-pinching small business owners, this short-sighted positioning strategy will not attract the attention of the right kinds of long-term-focused small business owners.  If you don’t set your rates and prices right from the beginning, you will find yourself with a client list full of cheapskates and deadbeats — essentially those that really don’t appreciate or understand the value of your comprehensive IT solutions.  Also bear in mind that if you set your prices and rates wrong at the beginning, you will find the process of changing your prices and rates nearly impossible, which means you’ll basically have to dump your client list and start over.  So make sure you create sound, sustainable, and profitable pricing strategies right from the start.
2. Leverage On-Going Service Agreements. In order to learn how to become a software reseller profitably, you really need to leverage your long-term client relationships and make sure those relationships lead to on-going service agreements.  These agreements give you predictability and financial security for your business and your family, so you don’t have to torture yourself every month with “feast or famine” and jeopardize the long-term survival of your business.  If you are too stubborn to implement service agreements, you’d better scale very large very fast (8-figure annual sales or more) or you will go out of business sooner rather than later … really!  So don’t procrastinate.  You need clients on long-term service agreements.
3. Get Your Prospects and Customers to Commit to On-Going Service Agreements. If you want to know how to become a software reseller successfully in the small business space, you need to set a goal of getting the overwhelming majority of your clients on long-term service agreements.  This means you need to get rid of those prospects and customers that are on the fence or just want to cherry-pick you.  If you have a lot of customers that only call you every once in a while or just rely on you for low-margin software and other products every few years, you need to really up the ante on your business model.  Reselling can be a valuable part of your overall service offering, but you can’t survive without on-going commitments from your clients to provide them with regular services that they pay for on a monthly, recurring basis.

In this brief article, we talked about 3 reasons why you need clients on service agreements if you want to successfully and profitably resell hardware or software in the small business space.  Learn more proven secrets about how to become a software reseller and get steady, high-paying clients now at http://www.BecomeASoftwareReseller.com

Copyright (C) BecomeASoftwareReseller.com All Rights Reserved

Joshua Feinberg is the author and editorial director of the Computer Consulting Kit Home Study Course, which helps computer consultants, VARs, integrators, solution providers, and managed services providers get more of the best, steady, high-paying small business (SMB) clients.

Article Source:http://www.articlesbase.com/entrepreneurship-articles/how-to-become-a-software-reseller-944218.html

Have you ever considered starting your own business from home? Considering the present job market with a steady flow of layoffs and downsizing, working from home seem to be very attractive these days. In this article we will discuss two characteristic you must have in order to have a successful work at home business.

When you start a home business your first impressions are usually from emails you receive from doing research and you begin to feel confident and excited about the opportunity you have found. However, having these emotional feelings are fine but you need to have more than just feelings. You need to start right here …

Change your mindset

When you become an entrepreneur your mindset will determine how successful your business will be. As an example: When you start your own home business you look for opportunities to test different things. In other words, when things doesn’t go as planned, it’s just an opportunity to try something else. Now you know what doesn’t work so you can eliminate it and move on. You almost look for things that doesn’t work so it can be deleted from your list. Only a changed mindset can operate that way because the average person would have given up the minute something went wrong.

Determination

Another characteristic the entrepreneur must have is determination. This is a firm intention or the quality of being resolute. No matter how many obstacle you face on a daily basis with your work at home business, your determination will get you through each one of them.

Have you ever played a game against a team or someone who had determination? These are the most difficult people to beat because they will never give up and keep coming back at you. This is the same characteristic you must have as an entrepreneur in the home business arena.

When you start your work at home business with this mindset and determination, you are headed for success whatever you put your hands to. Now you have a clear understanding what it is to be called an entrepreneur.

Join other entrepreneurs at the Niche Power Group who’s mind set is determined to be successful online. Also visit my Work At Home Business and sign up for my Free newsletter and receive tips and techniques to market your online business.

Article Source:http://www.articlesbase.com/entrepreneurship-articles/work-at-home-business-2-characteristic-of-the-entrepreneur-944393.html

A person who needs help achieving personal growth and goals often hires a life coach. Life coaching is a service offered to people who desire to reach their fullest potential and work to the best of their personal ability.

There are several areas in which a life coach can help a person improve or become more focused. Time management, physical fitness, motivation, direction, starting a new career, or learning to adjust to new situations are all areas in which a life coach can be qualified to advise.

Many life coaches are available to speak to a client over the phone. They often offer a free assessment, a welcome package, or a survey to make sure a client would benefit from a life coach; it also helps match the client with an appropriate coach or program. Phone sessions are often supplemented by email exchanges.

Life coaches do not strip away everything a person has worked hard for in his life. A coach’s job is simply to add to it. So a client may be very successful in many areas of his life, but needs help in an area or two just to achieve more balance.

Clients’ ages vary. College-aged students may need help in choosing a direction. A business man or woman may need advice in their career or help in fine-tuning their business ventures. Adults may need assistance in a new direction as their kids leave home or they leave a current line of work. More seasoned individuals may just need a little help becoming more open-minded to new possibilities even in their experienced ages. Clients may also be individuals looking to start their own life-coaching business.

Even if a client knows the direction he needs to take and what ideas he would like to pursue, he needs support, a challenge, encouragement, validity, organization, or that extra push. He often needs to be held accountable to short and long term goals. These are all things a life coach is certified to help a client accomplish.

Many IT professionals trying to figure out how to start a PC repair business find themselves wondering, “How can I provide a service that will be valuable to my clients, without giving away the store for free?”

A lot of times those trying to start their own businesses give away way too many free advice and services in the beginning as they try to attract and keep clients. There are a lot of reasons why computer repair specialists give away too many free services.  Often they lack confidence in their abilities and expertise.  Or, they don’t have a grasp on the true expenses of operating their PC repair business.  Or they simply have never been taught any other way.

The truth is, if you want to stay alive in the PC repair business, you can’t give away all of your valuable services for free.  While the “give it to them free” philosophy might seem to be a way to gain and keep attention of new customers and clients, it’s not the best way to grow a business and will ultimately end up backfiring.

The following 4 tips can help you learn how to start a PC repair business without giving away the store for free, while still building trust and great relationships with your new customers and clients.

1. Know Your Competition and the Prevailing Rates for Your Types of Services. A big mistake that many new and even well-established PC repair businesses make is setting rates too low — usually way too low.  Many of these people find themselves on the verge of going out of business very, very quickly.  As you learn how to start a PC repair business, make sure that you know what your credible direct competition is charging.  The truth is, if you set your rates too low or wrong at the beginning, you will have a hard time changing them.  And if you are able to change your rates, you will probably end up losing a lot of your customers and clients in the process.  So be sure to carefully set your rates at the beginning of your business to avoid having to totally start over again later.
2. Don’t Charge Less than Your Competitors. If you are competent, confident and know you have as much skill and talent as your competitors, there is no reason to charge less than your competitors.  In fact, some people believe if you charge more, this is a sign you are really, really good.  However, the point is not to see how much you can charge before you run yourself out of business.  You just need to make sure as you figure out how to start a PC repair business that you don’t sell yourself short.  Even better, work with your accountant to develop a pro-forma Profit and Loss statement (a P&L), so you can figure out whether or not your planned rate structure is profitable sooner rather than later.
3. Do Your Homework and Provide Efficient, Professional Service. Show customers and clients that your firm’s services are worth every penny.  If you build a solid reputation, and are marketing to the right kinds of small business decision makers, price will not be the main deciding factor for your target clients.  With a great reputation preceding you, your customers will admire your confidence and work ethic and be happy about doing business with your company.
4. Focus on Your Company’s Service Agreement Plan. As you’re thinking about how to start a PC repair business, make sure to consider how you’ll develop a great service agreement plan that will bring in steady, high-paying clients and consistent revenue for your business.  Even before you open your doors, you should have a plan for on-going contracts in place.  A well thought-out service agreement program is mutually beneficial.  It gives your clients peace of mind and you the opportunity to know where your next paycheck is coming from at all times.

In this article we talked about 4 tips to help you learn how to start a PC repair business on a solid foundation before you even open your doors.  Learn more proven tips on how to start a PC repair business and get more great, steady, high-paying clients now at http://www.HowToStartAPCRepairBusiness.com

Copyright (C) HowToStartAPCRepairBusiness.com All Rights Reserved

Joshua Feinberg is the author and editorial director of the Computer Consulting Kit Home Study Course, which helps computer consultants, VARs, integrators, solution providers, and managed services providers get more of the best, steady, high-paying small business (SMB) clients.

Article Source:http://www.articlesbase.com/entrepreneurship-articles/how-to-start-a-pc-repair-business-940048.html

In a very similar fashion to the way that the industrial revolution re-shaped the financial world of business, we have seen the next great revoltuion begin to take shape over the last few years. Unlike the last one however, the gain is there to be had regardless of geographical location and levels of accessibility.

It was very difficult to begin competing nationally before the Internet, let alone globally. This was because there were no affordable methods of advertising. You could have had TV or radio ad, which would have been very expensive. Magazine advertising would have only appealed to a niche market, and ads in national newspapers are also very expensive. Despite the cost, before the explosion of the Internet, these were all reliable and effective ways of attracting business.

There have been several points in history where the businesses that managed to adapt to new technologies the quickest and the best often succeeded where many others failed. There are many instances where pioneers have led the way, Henry Ford invented mass production lines almost single handed and in the same stroke managed to slash his costs, improve product quality and consistency and had a massive advantage over his rivals that has helped to carry the Ford Motor Company through leaner times.

The difference between the companies that adopt new technologies and those that are set in their ways is often profound. Now that is more true than ever as the opportunities for advancement come at an alarming rate.

The Internet has taken down the barrier that was stopping the entrepreneurial masses from fulfilling their ambitions. Many great ideas went down the pan because of insufficient promotional funds. With the coming of the Internet (particularly Google) the financial curtain that shielded most of the big corporations is gone.

The potential held within the realms of the internet is unreal. A decent website and a year or two of good quality search engine optimisation will cost around 5,000-10,000 in total, and could result in your website being seen by billions of people. Before the Internet, an advertising campaign may have cost in excess of 100,000 and would not have gained nearly as much potential exposure.

The Internet is in its infancy, we are only just scratching the surface of this information revolution. 98% of all the information online is inaccessible to strangers as it has not been designed for search engines to read. Because of this, many good ideas are going to waste. It is only recently that SEO has reached the public consciousness. In 5 or 10 years what will the Internet look like?

The companies that embrace the technology now and use it to their advantage will be the companies who are sitting on top of the pile in a decades time.

The Internet is undoubtedly the business tool of the 21st century and a fantastic provider of equal opportunity for anyone with a good idea and little bit of money for a website to make that idea a reality.