Digg it UP - Business

D.I.Y. Production I - Vendor Selection
In our industry, one of our jobs as design experts is to maneuver pitfalls that arise for our clients both experienced and inexperienced. There are four primary areas where we provide this kind of guidance to our clientele; strategy, conceptualization, layout and production. The funny thing is the most detail-oriented area, production, seems to be the one arena where many clients retain an overwhelming do-it-yourself mentality. In the next series of newsletters, I would like to explain from a fairly high level view

as a solution to this problem. P= Prove that your product will be the ideal solution, get him to accept and agree that the product fits his need.

Australian Breakthrough for Commercial Plumbers
Plumbing can be a cutthroat business at the best of times but when it comes to large commercial contracts, the business can be downright draining. That is, until now.The big commercial developments going-up all over the world, tend to call for extremely innovative and price conscious business people as well as extremely good Plumbing professionals.Project Managers can be inundated with applications when they call for expressions of interest for large Tender projects. Then they have to short-list them a

The dramatization, or showmanship, in your sales presentation allows you to appeal to as many of the client’s senses as possible. The more of his senses you can involve the more impact your product will have. Ask him to handle it, feel it, use it, if appropriate taste it, smell it or listen to it. Taste, touch, smell, looking involve the emotions. Build into your demonstration every opportunity for your client to become physically and emotionally involved with your product or service. While he is engaged with your product you can observe him and watch for signs of emotion, signs that he is believing, disbelieving, accepting or rejecting, the things you have said.

Remember only one third of what we hear is absorbed. The more senses we use in the learning process, the more information registers in the mind. Consequently the more you can use visual aids, the closer you will bring your client to the product. The elements, which make up showmanship are, Interest, Drama, Emotion, Excitement and Action.

Remember it’s your dramatic presentation that earns you the money that will make your life a success. Take time to study your approach, your opening of the sale, the way you present the benefits, backed up by the features of the product, the way you anticipate possible objections and how you counter them, and then how you close the sale. The Success Formula.

Initially I was taught to construct the sale around the word “IDEA” I = Interest: D = Desire: E = Enthusiasm: A = Action. Interest it is created by identifying a problem or a need that the client might have. Desire is stimulated by introducing your product as a solution to the problem. Enthusiasm is built up by emphasising the benefits your product will bring him through the features of the product.

Action is engaged in by making it easy to buy using your closing questions. EG: would you like the red version or would you prefer blue? Would you like to pay now or on delivery? This structure of a presentation worked well for me a number of years, until I learned of a new and better formula. This has since proved to be a far superior way of structuring a sale. The formula is DIPADA.

If you learn this structure and apply it, your presentations will flow more naturally to a close... D = Disturb: I = Interest: P = Proof: A = Acceptance: D = Desire: A = Action. D = Disturb your client by pointing out his need or his problem. It's often the case that he is not aware that he has a problem. I = Interest him in the product by introducing it is as a solution to this problem. P= Prove that your product will be the ideal solution, get him to accept and agree that the product fits his need.

More Bang From Your Business Card
Marketing experts the world over have all preached at some time that the business card is a small businesses most important marketing tool. The majority of business cards handed out fail to impress and make a lasting mark on our customers. The confidence that a well-designed stylish business card can give you in any market cannot be over stated enough.Business cards use dates back hundreds of years initially as personal calling cards, and more recently as business marketing tools. Almost all forms of marke

g, the things you have said.

Nurturing Your Staff in the Corporate Environment
In today's competitive corporate market a successful business needs to develop a loyal customer base and also to generate new clients. In order to achieve your full potential in your particular market, you need efficient and well motivated customer service and sales teams. Teams do not just happen, they are built. The most skilled managers are able to build teams instinctively - but most of us will need a little help. That is where team building comes onto the scene.Search for 'team building' or 'corporate

sible objections and how you counter them, and then how you close the sale. The Success Formula.

Embracing the Feminine in the Workplace
Bang! Bang! My shiny metal cap gun sounded as I fired at the imaginary tribe of Indians invading my suburban Atlanta backyard. Two houses down the street, my childhood friend Shelly cuddled her brand new "Chatty Cathy" baby doll.Growing up in the 50s, our roles were clear: women gather and nest, and men hunt and fight. I was sure that one day I would go into business, and Shelly would be a stay-at-home mom. Twenty years later, Shelly and I were both in business; I was working in a public relations agency, and

refer blue? Would you like to pay now or on delivery? This structure of a presentation worked well for me a number of years, until I learned of a new and better formula. This has since proved to be a far superior way of structuring a sale. The formula is DIPADA.

How to Build Customer Relationships
Building a lasting relationship with your customers is a vital marketing strategy in ensuring the existence of your business. Making your customers unhappy even once can impact their likelihood of ever revisiting.Small, local stores, retailers, and companies, can sometimes offer more personable service because of their focus on the quality and uniqueness of their products not sold anywhere else. Honoring the customers' needs is what brings them back for more. The customers who approach you will not necessaril

as a solution to this problem. P= Prove that your product will be the ideal solution, get him to accept and agree that the product fits his need.

Proof and acceptance go together, Proof can also be provided by third-party testimonials or referrals to other satisfied users (especially if they are in the same line of business as himself.) A = Acceptance of the proof you give him is important, if he doesn't accept the proof that your product or service will satisfy his need he won't buy it. D = Desire is built by emphasising the benefits of owning your product which arise from its features. These might include the quality, price, safety, service or the guarantee, particularly those things that you notice have caught his attention. A = Action must be the close of the sale. This you can do at any point in the presentation by the use of trial closes.

To test whether the client is ready to buy you can ask closing questions: “What colour would you prefer?” -- “Would you like the standard model or would the deluxe suit you better?" I used DIPADA to build up every kind of presentation I have made ever since. I even used it to construct sales letters. I have found the Proof and Acceptance area is the point at which you can introduce the common or standard objections yourself. When volunteered and dealt with in this way they disarm the client, which makes for a smooth flow through your presentation. By the end of your presentation the client is willing to buy and doesn't feel as though he has been sold. It becomes a purchase rather than a sale.

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If you are a true entrepreneur then you are a problem solver. You see a desire of a consumer of a product or service and you ask yourself; can I produce that and still retain a profit? If you can produce it and you are pretty sure you can make money doing it then you are well on your way.

If you’d like to be “set for life” as the owner of a multi-million dollar business -- sitting back and collecting a six-figure salary while other people (who have several years of business experience) “run” everything for you –- then this article will show you how. Listen to this.

Effective leadership is a critical factor in the success of every organization. Learn the skills necessary for facilitative leadership to transform your organization and the bottom line.

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