By: Brian Tracy
There is a military adage that says, "No strategy ever survives first contact with the enemy." No business strategy ever survives the first contact with the marketplace either. It must be adjusted to deal with the realities of the moment.
Know Your Enemy
Here is a question for you: Who is your competition? Exactly? Your choice of competitor determines almost everything you do in your market, just as the choice of an adversary determines everything a general does in the process of conducting military operations.
Determine Customers' Buying Motives
Once you have determined why it is that people buy from you, you must then answer the question "Why do people buy from my competitors? What value or benefits are your potential customers convinced they receive when buying from your competitor rather than from you?"
Marketing Myopia
Many people dismiss or ignore their major competitors. They criticize or belittle them when their names come up. Often they think and say that customers who prefer competitive offerings are simply ignorant or misled. As a result of this self-inflicted myopia, they fail to observe and learn how to outdo their competitors in tough markets.
Offset Competitors' Advantages
As you study your competitors, look for ways to offset or neutralize the advantages their customers perceive them to have. What are your competitors' weaknesses? How can you exploit those weaknesses? What do you do better than they do? In what ways are your products or services superior to their offerings? In what areas do you have a distinct advantage over your competitors? What can you do to offset your competitors' strengths and maximize your own advantages? How can you better position yourself against your competitors in a tough market?
You Must Be Clear
The greater clarity you develop with regard to your competitors' strengths and weaknesses and to the reasons your potential customers buy from them, the better able you will be to counter them and compete effectively. Rigorous competitive analysis can be a vital key to business success. In its absence, you will always be at a disadvantage.
Action Exercises
• Who is your competition with the exact customers you are trying to attract?
• What would happen if you changed your offerings in such a way that you targeted a different group of customers who would be easier to sell to?
• Why do your potential customers buy from your competitors? What advantages do they perceive?
• What are your competitors' unique selling propositions? What special feature or benefit do their products or services have that yours does not?
• In what ways are you superior to your competitors? What can you offer that they cannot? How can you emphasize this advantage in your sales and marketing efforts?
• Where are your competitors vulnerable? How could you exploit their vulnerability to your advantage?
• How could you alter your marketing strategy in such a way that you could achieve dominance with a specific customer or market segment in a particular area?
Wednesday, December 15, 2010
Sunday, December 12, 2010
The Law of Clarity - Plans
By: Brian Tracy
Clarity accounts for probably 80% of success and happiness. Lack of clarity is probably more responsible for frustration and underachievement than any other single factor. That's why we say that "Success is goals, and all else is commentary." People with clear, written goals, accomplish far more in a shorter period of time than people without them could ever imagine. This is true everywhere and under all circumstances.
The Three Keys to High Achievement
You could even say that the three keys to high achievement are, "Clarity, Clarity, Clarity," with regard to your goals. Your success in life will be largely determined by how clear you are about what it is you really, really want.
Write and Rewrite Your Goals
The more you write and rewrite your goals and the more you think about them, the clearer you will become about them. The clearer you are about what you want, the more likely you are to do more and more of the things that are consistent with achieving them. Meanwhile, you will do fewer and fewer of the things that don't help to get the things you really want.
The Seven Step Process for Achieving Goals
Here, once more, is the simple, seven-step process that you can use to achieve your goals faster and easier than ever before.
First, decide exactly what you want in each area of your life. Be specific!
Second, write it down, clearly and in detail;
Third, set a specific deadline. If it is a large goal, break it down into sub-deadlines and write them down in order;
Fourth, make a list of everything you can think of that you are going to have to do to achieve your goal. As you think of new items, add them to your list;
Fifth, organize the items on your list into a plan by placing them in the proper sequence and priority;
Sixth, take action immediately on the most important thing you can do on your plan. This is very important!
Seventh, do something every day that moves you toward the attainment of one or more of your important goals. Maintain the momentum!
Join the Top 3%
Fewer than three percent of adults have written goals and plans that they work on every single day. When you sit down and write out your goals, you move yourself into the top 3% of people in our society. And you will soon start to get the same results that they do.
Review Your Goals Daily
Study and review your goals every day to be sure they are still your most important goals. You will find yourself adding goals to your list as time passes. You will also find yourself deleting goals that are no longer as important as you once thought. Whatever your goals are, plan them out thoroughly, on paper, and work on them every single day. This is the key to peak performance and maximum achievement.
Action Exercises
Here is how you can apply this law immediately:
First, make a list of ten goals that you would like to achieve in the coming year. Write them down in the present tense, as though a year has passed and you have already accomplished them.
Second, from your list of ten goals, ask yourself, "What one goal, if I were to accomplish it, would have the greatest positive impact on my life?" Whatever it is, put a circle around this goal and move it to a separate sheet of paper.
Third, practice the seven-step method described above on this goal. Set a deadline, make a plan, and put it into action and work on it every day. Make this goal your major definite purpose for the weeks and months ahead.
Get ready for some amazing changes in your life.
Clarity accounts for probably 80% of success and happiness. Lack of clarity is probably more responsible for frustration and underachievement than any other single factor. That's why we say that "Success is goals, and all else is commentary." People with clear, written goals, accomplish far more in a shorter period of time than people without them could ever imagine. This is true everywhere and under all circumstances.
The Three Keys to High Achievement
You could even say that the three keys to high achievement are, "Clarity, Clarity, Clarity," with regard to your goals. Your success in life will be largely determined by how clear you are about what it is you really, really want.
Write and Rewrite Your Goals
The more you write and rewrite your goals and the more you think about them, the clearer you will become about them. The clearer you are about what you want, the more likely you are to do more and more of the things that are consistent with achieving them. Meanwhile, you will do fewer and fewer of the things that don't help to get the things you really want.
The Seven Step Process for Achieving Goals
Here, once more, is the simple, seven-step process that you can use to achieve your goals faster and easier than ever before.
First, decide exactly what you want in each area of your life. Be specific!
Second, write it down, clearly and in detail;
Third, set a specific deadline. If it is a large goal, break it down into sub-deadlines and write them down in order;
Fourth, make a list of everything you can think of that you are going to have to do to achieve your goal. As you think of new items, add them to your list;
Fifth, organize the items on your list into a plan by placing them in the proper sequence and priority;
Sixth, take action immediately on the most important thing you can do on your plan. This is very important!
Seventh, do something every day that moves you toward the attainment of one or more of your important goals. Maintain the momentum!
Join the Top 3%
Fewer than three percent of adults have written goals and plans that they work on every single day. When you sit down and write out your goals, you move yourself into the top 3% of people in our society. And you will soon start to get the same results that they do.
Review Your Goals Daily
Study and review your goals every day to be sure they are still your most important goals. You will find yourself adding goals to your list as time passes. You will also find yourself deleting goals that are no longer as important as you once thought. Whatever your goals are, plan them out thoroughly, on paper, and work on them every single day. This is the key to peak performance and maximum achievement.
Action Exercises
Here is how you can apply this law immediately:
First, make a list of ten goals that you would like to achieve in the coming year. Write them down in the present tense, as though a year has passed and you have already accomplished them.
Second, from your list of ten goals, ask yourself, "What one goal, if I were to accomplish it, would have the greatest positive impact on my life?" Whatever it is, put a circle around this goal and move it to a separate sheet of paper.
Third, practice the seven-step method described above on this goal. Set a deadline, make a plan, and put it into action and work on it every day. Make this goal your major definite purpose for the weeks and months ahead.
Get ready for some amazing changes in your life.
Thursday, December 2, 2010
Create A Sales Plan
In less than 30 days 2011 will be upon us. As you consider your business goals for 2011. Take time to plan your plan of action for sales. This article by Brian Tracy is a great reference.
Create Your Sales Plan
By: Brian Tracy
Nothing happens until a sale takes place. Your actual ability to sell your product or service to your customer determines your profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing can be left to chance.
Sales Recipe
Making a sale is like cooking with a recipe. You must use the correct ingredient and blend them in the proper quantity with the right timing. All successful companies have developed a proven sales process that can be duplicated over and over. By using a proven sales system, you can accurately predict the quantity of your sales, the average size of your sales, and the profitability of your sales activities.
Prospecting
It is important to speak directly or by telephone to people who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile. Who is he or she exactly-in terms of age, occupation, income, education? Who is he or she exactly--in terms of problems, wants, needs, attitudes, and experiences regarding your product or service? If you could advertise for perfect customers, how would you describe him or her?
Marketing and advertising is aimed at telling your ideal prospect that your product will help them. The ideal prospect has an immediate need for what you sell. The ideal prospect knows you, likes you, and respects your products or business. The ideal prospect can buy and pay for your product if he or she likes it.
Establish Rapport
Establishing rapport and trust with the customer is a must. The prospect will not listen to you or buy from you unless he/she likes you and believes that you are honest. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs so you can better sell to them. Ask carefully planned, structured questions so that you can fully understand the customer's situation.
There is a direct relationship between asking questions and sales success. Plan your questions word-for-word in advance. Make no effort to sell or talk about your product. Seek first to understand, then to be understood.
Presenting Your Product or Service
Repeat back the specific needs or concerns that your prospect has expressed. Position yourself as a trusted advisor, dedicated to helping him solve his problem or achieve his goal with your product. Position yourself as a teacher-showing her how your product works to help her satisfy her needs. Match the customers expressed needs and concerns to the product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product is delivered or used. Invite questions.
Action Exercises
List three phrases or questions you can use or ask to determine if this is a qualified prospect.
Create Your Sales Plan
By: Brian Tracy
Nothing happens until a sale takes place. Your actual ability to sell your product or service to your customer determines your profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing can be left to chance.
Sales Recipe
Making a sale is like cooking with a recipe. You must use the correct ingredient and blend them in the proper quantity with the right timing. All successful companies have developed a proven sales process that can be duplicated over and over. By using a proven sales system, you can accurately predict the quantity of your sales, the average size of your sales, and the profitability of your sales activities.
Prospecting
It is important to speak directly or by telephone to people who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile. Who is he or she exactly-in terms of age, occupation, income, education? Who is he or she exactly--in terms of problems, wants, needs, attitudes, and experiences regarding your product or service? If you could advertise for perfect customers, how would you describe him or her?
Marketing and advertising is aimed at telling your ideal prospect that your product will help them. The ideal prospect has an immediate need for what you sell. The ideal prospect knows you, likes you, and respects your products or business. The ideal prospect can buy and pay for your product if he or she likes it.
Establish Rapport
Establishing rapport and trust with the customer is a must. The prospect will not listen to you or buy from you unless he/she likes you and believes that you are honest. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs so you can better sell to them. Ask carefully planned, structured questions so that you can fully understand the customer's situation.
There is a direct relationship between asking questions and sales success. Plan your questions word-for-word in advance. Make no effort to sell or talk about your product. Seek first to understand, then to be understood.
Presenting Your Product or Service
Repeat back the specific needs or concerns that your prospect has expressed. Position yourself as a trusted advisor, dedicated to helping him solve his problem or achieve his goal with your product. Position yourself as a teacher-showing her how your product works to help her satisfy her needs. Match the customers expressed needs and concerns to the product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product is delivered or used. Invite questions.
Action Exercises
List three phrases or questions you can use or ask to determine if this is a qualified prospect.
Monday, November 15, 2010
Small Business Marketing on the Web
A recent article at Inc.com states the following information from a recent survey...
- 46 percent had no wesite at all
- Most who have a site says it's basic
- 80 percent provide only general information
- Only 45 percent provide customer service at their site
- Less than a third (30%) engage e-commerce
- Fewer than one in seven (15%) make appointments or reservations
- only 13 percent surveyed have a blog
If you would like more information about this article from Inc.com, and it's worth reading...here a link:
This link was create using http://www.shorturls.com/ a great way to shorten long web site names: Here's the link to the Inc.com site: http://alturl.com/ivi6z
Saturday, November 13, 2010
The Dragonfly Effect - Try it in your business!
Proven strategies for harnessing the power of social media to drive social change. Many books teach the mechanics of using Facebook, Twitter and YouTube to compete in business. But no boook addresses how to harness the incredible power of social media to make a difference.
The Dragonfly Effect, shows you how to tap social media and consumer psychological insights to achieve a single, concrete goal. Named for the only insect aht is able to move in any direction when its four wings are working in concert, This book, "Reveals the four wings" of the Dragonfly Effect and how they work together to produce colossal results. Features original case studies of global organizations like the Gap, Starbucks, Kiva,Nike, dBay, Facebook and startups like, Groupon and COOKPAD. Showing how they each achieved social good and customer loyalty.
Leverage the power of design thinking and psychological research with practical strategies. Revealing how everyday people achieve unprecedented results - whether finding an almost impossible bone marrow match for a friend, raising millions for cancer research, or electing the current president of the United States...or the next one.
Dragonfly Effect shows that you don't need money or power to inspire seismic change.
From Lana Howell's web post. We at Monday Small Biz Buzz would add...that this effect could be powerful for your business as well.
The Dragonfly Effect, shows you how to tap social media and consumer psychological insights to achieve a single, concrete goal. Named for the only insect aht is able to move in any direction when its four wings are working in concert, This book, "Reveals the four wings" of the Dragonfly Effect and how they work together to produce colossal results. Features original case studies of global organizations like the Gap, Starbucks, Kiva,Nike, dBay, Facebook and startups like, Groupon and COOKPAD. Showing how they each achieved social good and customer loyalty.
Leverage the power of design thinking and psychological research with practical strategies. Revealing how everyday people achieve unprecedented results - whether finding an almost impossible bone marrow match for a friend, raising millions for cancer research, or electing the current president of the United States...or the next one.
Dragonfly Effect shows that you don't need money or power to inspire seismic change.
From Lana Howell's web post. We at Monday Small Biz Buzz would add...that this effect could be powerful for your business as well.
Friday, November 12, 2010
Bankers, Farmers, Agri-business and Capital
By Benjamin Gisin
Financial consultant to farmers, lecturer and former banker,
At its peak in 1935, America, had almost 7 million family farms. Today there are a little over 2 million, a 70 percent loss. So how did it happen?
The background most people have from education and media is insufficient in being able to support an understanding of how it happened. This is not a criticism, but a statement that education and media don’t understand how it happened either. So if you like exploring outside the box, you will have fun with this one.
So why understand the capital in capitalism? Capital, and the processes that unfold downstream after capital is created, are what have driven America to cleanse itself of most family farms, job security and millions of jobs.
If you don’t understand capital, you won’t understand how capital can suddenly checkmate your farm.
In its purest form, capital is money. In its purest form, money is what banks owe. Now this requires a little more explanation that will be forthcoming in future discussions.
The nation’s banking system is at the heart of where capital is formed. So consider for a moment how the banking system’s primary role has been as the final undertaker of the family farm as opposed to its much weaker role in sustaining the family farm. There is great wisdom that will come over time from contemplating this.
Most all bank employees, like farmers, are innocent cogs with little or no understanding of the larger accounting matrix into which their life’s energy is given.
We must be careful in blaming bankers for creating the capital that we so eagerly pursue in our everyday constructions of a capitalistic world. The real blame may be in our shortcoming of never really questioning why capital saves farm numbers in small increments, while it cleanses the world of farm numbers in large increments.
Stay tuned for Discussion #2
Gisin’s 20-year banking career culminated as the senior agricultural approval officer for the nation’s 7th largest ag bank. Since 1997, he has and continues to consulted farmers facing challenges in the credit markets. He lectures nationally on banking, economics and the processes of capital.
Bold type has been added by our editor at Monday Small Biz Buzz
Financial consultant to farmers, lecturer and former banker,
At its peak in 1935, America, had almost 7 million family farms. Today there are a little over 2 million, a 70 percent loss. So how did it happen?
The background most people have from education and media is insufficient in being able to support an understanding of how it happened. This is not a criticism, but a statement that education and media don’t understand how it happened either. So if you like exploring outside the box, you will have fun with this one.
So why understand the capital in capitalism? Capital, and the processes that unfold downstream after capital is created, are what have driven America to cleanse itself of most family farms, job security and millions of jobs.
If you don’t understand capital, you won’t understand how capital can suddenly checkmate your farm.
In its purest form, capital is money. In its purest form, money is what banks owe. Now this requires a little more explanation that will be forthcoming in future discussions.
The nation’s banking system is at the heart of where capital is formed. So consider for a moment how the banking system’s primary role has been as the final undertaker of the family farm as opposed to its much weaker role in sustaining the family farm. There is great wisdom that will come over time from contemplating this.
Most all bank employees, like farmers, are innocent cogs with little or no understanding of the larger accounting matrix into which their life’s energy is given.
We must be careful in blaming bankers for creating the capital that we so eagerly pursue in our everyday constructions of a capitalistic world. The real blame may be in our shortcoming of never really questioning why capital saves farm numbers in small increments, while it cleanses the world of farm numbers in large increments.
Stay tuned for Discussion #2
Gisin’s 20-year banking career culminated as the senior agricultural approval officer for the nation’s 7th largest ag bank. Since 1997, he has and continues to consulted farmers facing challenges in the credit markets. He lectures nationally on banking, economics and the processes of capital.
Bold type has been added by our editor at Monday Small Biz Buzz
Thursday, November 11, 2010
Small Computers, Small Price...Big potential
If you're looking for a new computer and don't want to surrender the desktop. Check out this link for an affordable computer, high power and and energy saver.
http://alturl.com/hjj68
http://alturl.com/hjj68
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