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Everybody Loves a Happy Ending: Using Stories to Sell Your Products and Services
Once exclusively used in hi tech companies, case studies are compelling sales tools for your prospects and customers

Franchising can change the world

Who says that the franchise can not work in a small third world country or in an economically weaker countries, where humans are only one or two dollars a day? I believe that franchise systems can work in these positions, both in Asia, Middle East, former Soviet States, Indonesia, Latin America, the Caribbean or in Africa. You see, there are a whole series of micro-systems are helping in these countries, people start businesses of their own.

Are you sharing your successes through case studies
Case studies provide ideal opportunities to leverage business successes and can be used to reinforce your core messages through "story telling". They provide audiences, including journalists, with a picture of the benefits your business provides its clients.

5 More Reasons Why a Small Business Should Hire a Photographer

Many small business owners don't realize the importance and value of having photography that best represents their company brand. Images, in the form of still shots or made into videos or slide shows, can be extremely effective in showcasing a company, particularly in these days of social media and online marketing. This is the second of two articles in this series so please check out the first article for continuing tips, whether you're a franchise owner, a manufacturer's dealer or a stand-alone small business. In the meantime, make your own list of reasons why your company should have an image bank. You'll be surprised at all the benefits and how having available photography that represents your brand can help your business gain visibility and grow substantially.

Tips to Get More Visibility for Your Company
These easy tips can help any company gain more visibility just by maximizing their content. Just a few, simple changes to wording and presentation can make a big difference in being found by more potential customers.

Top 10 Secrets of the Marketing Process
If my previous post confused you, it's because of the difference between tactics and innovation. Try these 10 ideas to get you started down the path of scientific marketing tactics:

4-Hour Case Studies: Can You Redesign a Life in 48 Hours?
This past Monday, I gave a presentation at SXSW Interactive in Austin, TX titled The 4-Hour Workweek: Secrets of Doing More with Less in a Digital World. It was my first public presentation on the principles in the book. It ended up standing room only and has caused some waves, being mentioned in the SF Chronicle, Wired, and other media since.

Mom-and-Pop Multinationals: How to Go Global
Here is the beginning of a worthwhile article in the current issue of Businessweek called “Mom-and-Pop Multinationals.” Ever wondered how much personal outsourcing really costs? How to divide and delegate the various tasks that consume your time? This article includes several useful case studies:

Help a Reporter Out (HARO)
The title of this post is the name of a great free service. Help a Reporter Out (HARO) is the brain-child of East Coast PR pro Peter Shankman. (I did a podcast with Peter that I will publish shortly, but I wanted you to know about this resource right away.)

Making the Most of Your Marketing Communications
Making the most of your marketing communications means getting the maximum return-on-investment for your marketing dollars. This article will show you how to accurately target your potential customer, develop alternative marketing channels to offset traditional advertising and PR, and provide five tips for maximizing your marketing communications budget.

How to Gain Online Recognition by Writing about Your Customers

You can gain tons of business recognition along with web traffic if you get in the habit of collecting Case Studies, Testimonials and Press Releases from some of your happier clients. In order to have fresh and news-worthy material, you'll need to collect pertinent information from your clients (stories, testimonials, impressions, stories, etc,). Use your creativity and talent to transform them into tangible and interesting marketing materials.

4 Steps To Hypnotize Your Business Prospects

As business owners, our fantasy is to be able to cause our prospective customers to do exactly what we tell them, when we tell them: buy our products, refer more business to us, increase the frequency of orders, blog about their experience with our company, etc. Many people are constantly searching for the magic system that will easily bring piles of riches to your door easily, regularly, and automatically. We love hearing about the latest get-rich-quick guru success stories and dream that maybe this guru has our missing piece of knowledge. We are ready, willing, and able to be hypnotized by their promises. Why not use this same skill to improve your own business?

Engineering a “Muse”: Case Studies of Successful Cash-Flow Businesses
This post has been in the works for a while. One common challenge for readers of The 4-Hour Workweek is the creation of a “muse”: a low-maintenance business that generates significant income. Such a muse is leveraged to finance your ideal lifestyle, which we calculate precisely based on Target Monthly Income (TMI).

Elements of a Sales Letter and What Makes a Good Headline?

The first step to write a good sales letter is to describe the problem: When people first reach your sales letter, you need to put them in the right frame of mind. Talk about their problem -- what you think has brought them to your page or email. Tell a story that empathizes with them, telling your personal story. Make the problem bigger, so that they feel like they need a solution. Every sales letter has a problem, that of paying for your product. You want to make their problem big enough, so that it's more worth their while to pay for your product than to suffer whatever problem brought them to you.

Putting the fizz into flexibility
How do you address the issues which affect women returning to work after having children? For Coca-Cola Enterprises Ltd, you start by finding out what women who have done it think.

12 Ways to Tell If Your Website Needs Work
Wouldn't it be nice to wake up and find emails from 3 hot leads who are dying to hire you? Or that you made $300 in online sales while you were sleeping? Duh, of course it would! And it doesn't take a rocket scientist to make it happen.

Cold Calling is Dead! Long Live Cold Calling!
I hear so many sales people making all sorts of excuses or giving reasons for not picking up the phone to prospective clients to find out how they might work with them. The common sense phrase 'If you take no action, nothing will happen' seems to be wasted on them!

So You Want to be a Consultant?
I've been consulting successfully for over 20 years now. That makes me an old-timer in many folks' perceptions. Friends and associates often come to me for advice on how to start their own consulting business - mostly around how to position themselves as an expert in the market. Here are the thoughts I share.

How to put up your website in One Week
Want YOUR web site up in a week? It can be done, and here's what it takes to do it:

Create your ‘Ideal’ sales force blueprint
Now is the time to rethink your sales strategy and your sales force. Design the sales force your business needs and get great results. To help you start your thinking and planning here are two case studies from our work files where the businesses got it right.

How to Disagree with the Boss
The interaction between General U.S. Grant and General William T. Sherman illustrates an effective way to disagree with someone in a power position. This historical incident shows one way to diplomatically comply with the wishes of a boss prior to suggesting alternatives.

The Beauty of Backend Sales
Virtually every business relies on backend sales; affiliate marketing is no different. While backend selling is a common practice for merchants, most affiliate never consider it. However, incorporating it into your marketing procedure can greatly increase your sales.

The Selling Power of The Provocative Question
When you tell prospects and clients about what you can do for them, how much do you 'tell' your way through your story, and how much do you 'ask'? If you never seem to get people as interested as you had hoped they would be, try asking questions.

Cred-Ability: What it is, how to get it, and what to do with it.

Regardless of whether you are in the service business or you sell a hard product, everyone needs to establish their credibility, especially with prospective clients. But if you're a consultant, advisor, or coach, then it's harder for your clients to evaluate the value of your advice and recommendations. So what should you talk about to establish your credibility? You might be surprised at the answer.

Mining Your Customer Base
In the early 1900's, Reverend Russell Conwell -- founder of Temple University -- gave a popular speech called "Acres of Diamonds." In it, he said: "Your diamonds are not in far distant mountains or in yonder seas. They are in your own backyard if you but dig for them."

Brand Immortality How Brands Can Live Long and Prosper Book Review
The British advertising community studied more than 100 brands to see which lived, which died and why.

Coaches: Do Your Sales Skills and Behaviors Adversely Affect Your Goal to Increase Sales?
Does your coaching practice need to increase sales? Have you consider how your sales skills and the respective behaviors as a coach are directly tied to your ability to achieve this goal? Here are two (2) quick case studies that demonstrate this statement.

How to Write for the Web – A Step by Step Blueprint for Writing Killer Copy (Part 3/3)

This is the last part of the series and I want to share with you some amazing tips to convert website visitors into customers and customers into long-term clients. Why Should I Believe You? Your visitors don’t know you. Give them a good reason to believe you. The most common way of doing this is with testimonials. They are great because your customers’ word, unlike yours, is unbiased. If you can, get video testimonials. Audio testimonials work great too. If you have written testimonials at least include a photo of your customer and the city they live in, website, and any other relevant information. Testimonials signed by “John M.” are not very credible.

How to Write for the Web A Step by Step Blueprint for Writing Killer Copy Part 23

This is the second part of the series “How to Write for the Web”, the step-by-step blueprint for writing killer copy. Spend Most of Your Time on the Headline About 5% of the people will read your copy but 85% will read the headline. Spend as much time as you can coming up with a good headline. Many copywriters recommend writing at least 50 headlines before choosing one. Anticipate Objections Prospects often make the same objections. You know your market better than anybody so come up with some common objections that prospects will make and answer them. Every product has flaws. Some companies write their copy hoping that the readers don’t find any objections. Big mistake, they will. So you better include all the objections in your copy and resolve them.

7 KEY STRATEGIES TO BOOST YOUR BUSINESS
Learn all you can about marketing. Marketing is absolutely crucial to the success of your business and you avoid it at your peril! New business owners can think that marketing is quite a complicated process. However, it's not rocket science and the basics can easily be learned.

Top 9 Reasons Salespeople Fail
Sales is tough. Many people fail. Read on for the top nine reasons people don't make it in sales.

Why Outsourcing HR Makes Sense with Budgets Under Pressure
Outsourcing your businesses HR function is an efficient way to add value and contain cost in a difficult economic climate. Small to medium sized businesses need access to high quality, up to date HR information without the requirement for a full time HR manager.

The Self Promotion Piece - Bringing a Graphics Standard into the Business World

All business owners are familiar with the corporate brochure, but rarely is it utilized in the same way by companies in non-creative fields. Most corporate brochures end up serving either as extended ads (too obviously self-serving, unless the ad is the purpose), or dry company profiles (which are, well, dry). I often suggest a more creative approach to my clients… a “show” rather than “tell”.

5 Checks to Increase Your Sales Success
No matter how ready you are to sell something you can’t sell anyone anything they don’t want. You can say all the right things yet walk away without a sale and not know why. However, if you’ll add these 5 checks to your sales conversation list you’ll sell more.

How to Avoid 4 Key Sales Objections
As you’re holding a sales conversation with a potential client there are three conversations going on. The outward verbal conversation between the two of you, the inward conversation in the potential clients mind, and the one you’re having in your mind. Currently you monitor two of those three conversations.

The Exploratory Meeting
The Exploratory Meeting is a key element in the sales process. Typically the meeting will have been arranged after qualification over the telephone, and a decision made by both parties that it would be mutually beneficial to meet. It is the exploratory meeting that will allow the professional sales person to set the ground rules and get a ‘feel’ for the customer and their needs.

Your Roadmap To Go From Employee To President In 30 MOnths
These 6 articles are the result of over thirty years of analyzing, interviewing and training thousands of managers and subordinates in every industry, from manufacturing to wholesale, retail construction, agriculture, service industries and health care. These articles are about how you can become a supervisor and move on to become a President of a company.

Leadership Characteristics - Taking Responsibility

Let’s talk about individual responsibility. There are three types of people – those whom nothing is ever their fault and it is always the fault of someone else (their mother, the government, computers, management etc). Then there are those for whom everything is their responsibility. You can recognise these people by the harried looks on their faces and the need to please and ensure that everyone is happy. Then you have the middle group – those people who know their boundaries, own what is theirs and let the rest go.

What technology should you expect from a franchisor?
Technology and the Internet has really revolutionised the franchise market. It’s changed how franchisees promote themselves and get customers and it’s also had a big impact on the way they operate their business.

3 Simple Steps to a Powerfully Effective Case Study
The idea here is to give readers an idea of why the client bought your product or service. You want this to really hit home with the reader and get them thinking, “That’s me!”

Engaging your Customers with Passion
Learn how to fully engage your customer within the first minute of talking to them. Get them interested enough to listen, grabbing their attention is the magic key.

Chill Out Guide to opening the call to get an appointment
Always having problems making an appointment over the phone, 9 times out of 10 it's a wasted call. I will not try and kid you that there is a magic formula, because if there was, no one would ever tell you. If all else fails try this one.

10 Commandments to Selling
Follow these 10 commandments and you will succeed in selling

How to Churn out eZine Content
Creating your own content can be a challenge if you publish your own online newsletter or eZine. However, regardless of any topic you are publishing on, types of contents can be generally divided into four categories, namely factual content, short tips, mini stories and case studies.

Three Strategies for Coaches, Consultants, and Business Advisors to Reach Top Decision Makers
As the title suggests, this article helps business advisors reach top decision makers.

The Trouble with Most Marketing Messages
Your marketing message is everything you say or do to get people interested in your services. Unfortunately, most marketing messages are generic, boring, and irrelevant. This article briefly explains how to assess your marketing message and fix this problem.

Prepare your Web site before bringing in targeted traffic
You wouldn't invite guests into your home for a dinner party without first cleaning, and preparing food and drink for them. So don't invite prospective customers into your Web site without properly preparing.

Questions Posed: HUMAN CAPITAL FORMATION AND FOREIGN DIRECT INVESTMENT IN DEVELOPING COUNTRIES
The following lists key policy questions on HRD and FDI to be tackled throughout the paper. All the questions will be reviewed and assessed in the concluding chapter.

Anchor Text Optimization
If you have done some serious reading about your website optimization, you probably would have come across the reference to the phrase “anchor text optimization". This article shall discuss the definition and importance of anchor text and how you can use this powerful website optimization feature to get high ranking in search engines.

Is there still a use for case studies in PR?
PRs have continually expressed the importance of case studies in PR, especially one that is well written and impactful. But as media is constantly evolving, is there still a need for case studies in the PR mix?

The Importance of Case Studies for your PR Program
How to use case studies to help get PR. It doesn't have to be fancy...just easy to read and get to the point.

How to write an article that will get published
Feature articles, case studies, analysis, user stories, opinion pieces are useful tools in any PR program, but they need to be written for the right audience.

Bust the Recession With Mobile Marketing.
Group text messaging is proving to be a recession buster for many businesses. In today's busy world where simple is better, case studies are claiming a text message is the new 800 pound gorilla. Furthermore, case studies are supporting this statement showing texting can do wonders for sales/marketing or communications.

How to Get Ghostwritten Articles About Your Company Published in Trade Journals
There's no better PR than a client testimonial in a trade publication. Find out how to get these case studies published.

How to Respond to Criticism – Learning from Dr. King
I am embarrassed to tell you that, up until three weeks ago, I had never read Dr. Martin Luther King, Jr.’s Letter from a Birmingham City Jail. It is, without a doubt, one of the best case studies in how to deal with criticism I’ve ever come across.

How to Create a Great Client Case Study
I’ve been researching a software company in Colorado. On their website, they had a few Case Studies“customer success stories.” But they were atrocious – simply shilling product.

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