5 Components of Marketing Yourself

Most would agree that marketing is perhaps the most, if not one of the most essential ingredients for success in nearly every field of endeavor. Why do you think that the largest and most successful corporations spend so much time, effort and resources on marketing themselves, and attempting to create a specific and unique brand, that creates an attractive niche and compelling story? Since all of us, regardless of what we do, are involved in some sort of selling, it is important to understand what is needed to successfully market ourselves. Whether someone is a doctor, lawyer, salesperson, teacher, or stay - at - home mom, success requires selling every day. We either sell a product, a service, or ourselves, but we do sell! Since the advent and increased popularity of the internet, however, many people have abandoned the previous fundamentals of marketing, and begun to rely exclusively on the Web. However, success means using a broad - based, multi - media campaign, where we maintain a common focus throughout, in order to distinguish ourselves, thus creating a niche that develops our personal, quality, respected brand. While there are many possible components, those who seek to effectively market themselves should both understand and utilize these five components listed below.

1. Don't abandon direct mail and snail mail. There are still many individuals who prefer being contacted that way, and effective mailing pieces that enhance our brand, are key. However, cost containment requires doing this wisely, so make sure that you study the best and most effective way to use this, including your mailing list, types of piece, etc.

2. Use email and texts judicially and wisely. Under - utilization will have no impact, and overuse will strike many as a form of spam. Make sure that you use these forms when appropriate, but don't become overly reliant on them.

3. While a strong Social Media presence is wise and needed, don't fall into the trap of assuming that because you posted something here, there is widespread communication going on. The most effective usage is generally having links to compelling information, so that others will be interested. Don't either over or underpost, and remember that you must use these in coordination with the overall brand you wish to create and develop.

4. What is the feeling someone gets when they look at your Website? How easy is it to locate, and what does it say about you? Does it enhance your brand? Does the message being sent say what you are trying to communicate? Have you looked into SEO (Search Engine Optimization)?

5. Far too many individuals today build artificial walls by relying too heavily on these methods, while ignoring or nearly ignoring the all - essential methods of professionally using the telephone, and getting out and being face - to - face, with your potential constituents, stakeholders or desired audience. Therefore, it is very important to become professional in these methodologies.

Don't use one of these components, while overlooking others. Those that want to market themselves to their fullest potential, and thus get the best results, need to use the discipline to use all of these.

Price Might Make A Sale, But Only Service Develops Customers and Clients!

Having done an extensive amount of sales training, both with sales representatives, as well as sales managers, over more than the last 4 decades, I have invariably been asked about the delicate balance between price and sales, especially as it relates to profitability and customer creation. One of the biggest errors I have witnessed is when sales people believe they can buy a customer's loyalty, by immediately offering the lowest possible pricing. However, the reality is that while one may make a sale by low-balling a price, it is rarely in the long term interest of the company to make that the stand operating procedure.

This mindset, philosophy and approach is relevant to selling products or services, regardless of the type, or size of the organization. Real estate agents must avoid the tendency to try to buy a client by providing either an overly optimistic suggested listing price, and/ or slashing his commission to attract someone to list with him. Homeowners: remember if a real estate professional won't stand up and defend himself, and that he's worth his commission, how can you expect him to effectively negotiate, on your behalf?
 
1. The most important need for effective sales and marketing is effective listening. Obviously, everyone wants to get value, especially in challenging economic times. However, the danger in concentrating most of one's marketing efforts on price, is that any other competitor can always match or beat your price, and you have done nothing to gain that individual's loyalty. For example, there are hundreds of places that wireless phones are sold near where I live, as I am sure is true nearly everywhere. Some of these places are exclusively devoted to wireless service, while others sell this alongside other products and services. Curiously, I have observed that many of these stores open, and within a short period of time, close up. I've noticed that the ones that close, for the most part, are those that attempt to entice customers by price and empty promises. On the other hand, in my neighborhood, one of the most successful of these stores, while always remaining competitive price- wise, excels in its customer service. They pay particular attention to helping even after the sale, helping with any setup that may be needed, and with any warranty or replacement phone issues. They do not nickel and dime their customers with excessive extra charges for items such as chargers, ear pieces, cases, etc. They bend over backward, not only to get the customer once, but to keep customers for the long haul.

2. Many local businesses have had to face the reality that the large "big box" stores are often difficult to compete with simply on price. Small businesses also, obviously, have nowhere near the same marketing/ advertising budgets as these large chains. This has created a situation where some local merchants have had to close, because of loss of revenue/ business. On the other and, other local merchants have flourished. What have these merchants that have been successful done that the others did not? In many cases, it was listening to what their customers were saying and what they wanted, as well as providing personalized service. In other words, the successful stores did not rely on price as their major weapon, but rather sought ways to create a niche for themselves that made them invaluable to their customers/ clients.

Effective sales and marketing technique requires the ability to think outside the box, and be a solution based, personalized enterprise. This is more true today than ever.

How Well Do You Manage TIME?

When one examines what often differentiates the most successful individuals from most of the others, we often observe that one of the key factors is how well they manage their TIME. Even the most intelligent, most experienced individuals with the greatest expertise, often fail to achieve to their potential when they don't manage this essential component to its maximum degree. Lee Iacocca stated, "The ability to concentrate and to use your time well is everything." While it may not truly be everything (because that assumes it is the only factor), it is certainly no doubt something that makes a key and major ingredient. Examining this from a mnemonic perspective perhaps helps us to best focus on what is needed.

1. Time management begins with a willingness and ability to train yourself. This is a far different scenario than merely taking training programs, classes, seminars, or even actual learning. It is, rather, the combination of gathering the needed facts, data, and information, and then synergistically using this information in a manner that best suits your personality, learning type and habits, desires, motivations, visions, goals, etc. This training is the ultimate form of personal development and self - discipline, because it is what will direct one to achieve to his maximum potential.

2. Far too often, individuals examine situations, and observe numerous areas that they realize need to be addressed, or need to be improved upon. However, those that merely follow a multi - faceted approach, rather than creating priorities, often get bogged down in minutia. Therefore, it is important for each of us to install personal controls, that help us to focus, prioritize, and organize as well as we can do.

3. A large percentage of individuals never even begin, but many others also merely begin but never proceed to a course of action that is essential. In order to best address how we might utilize our time, we each must maintain the course, so your plan has the opportunity to succeed. This does not mean merely never giving up, but rather developing a way to evaluate your progress, what needs tweaking, and the most efficient and effective way to proceed.

4. Perhaps the most overlooked aspect of this necessary task is how we actually examine and proceed with our goals, etc. Therefore, how we establish our short - term, intermediate and longer term plans and goals, will often determine our ability to succeed. Doing this creates a mindset for being organized, and unless one becomes efficient, focused and creative, how can he possibly best manage his time?

One can never consider how he handles his time, without examining priorities, goals, and especially personal discipline. Those who create a form of personal daily agenda, and utilize timelines and other measures/ metrics, are best able to use their time effectively, Remember the adage that both the most successful and the least successful individual both have the same 24 hours in their day, but the more successful use that time more effectively and impactfully!

Whether you are employed, or self - employed, or are involved in volunteer leadership; whether you work for another, or are an Independent Contractor, such as a Real Estate professional, physician, dentist, etc, obviously, the better you are able to manage your time, and use it to your best advantage, the better you might be able to function and/ or achieve!

Everything New, Is NOT Always Better!

With all the new technology and technological advances, many people seem to believe that because it is newer, it must therefore be better, or more enhanced. While that is true when it comes to certain technologies, there are still certain examples when newer is not better. Examples mostly include industries where technology and service are either combined, or need to go hand in hand, such as telephone service and airline travel. While there certainly have been significant technological advances in both of these circumstances, it can be argued that the overall experience has not been improved significantly, if at all. This applies to big and small companies, not - for - profits, and service industries, and professions,, such as physicians, dentists, real estate professionals, etc.

1. Once upon a time, we had one telephone company which supplied our telephone equipment, maintained our internal and external wiring, and provided generally reliable service. Those classic black phones may not have been terribly stylish, but few of us even remember one of them not functioning. If we had any difficulty, we made one call to one company, and the problem was soon resolved. Today, land line telephone service is outnumbered by voice over internet services (VOIP), as well as by wireless/ cellular service. Our telephone equipment rarely lasts too many years, and it is next to impossible to find anyone to service it, and it is generally cost prohibitive to repair, so we simply purchase another telephone. It seems to me that there are far more dropped calls today, or some other static, interference, or trouble with our lines. Many people have abandoned land lines completely, depending entirely on their cell phone, but we all have experienced cell phone dead zones at one time or another. Relatively speaking, it is true that this competition and the enhancements has brought about lower pricing, but at what sacrifice? And, have you tried to get through to your telephone provider? How much of our time is wasted simply waiting to be connected with a real human being? With all the sophistications and enhancements, have you noticed better customer service, because I have certainly not? Small businesses, especially those in service and professional industries, must also careful weigh costs, versus benefits, and needs!
 
2. In the latter part of the 1970's, the airline industry was deregulated, with the expressed intent of trying to provide more competition, and thus lower pricing for the consumer. While pricing was immediately lowered, have you flown recently? Spirit Air actually charges for carry on bags, while almost all domestic carriers have some sort of fee for checking bags. Meals on a domestic flight, forget about it! Legroom on most carriers is almost non existent. Customer service seems almost an anachronism! Most remarkably, with all the technology, it actually takes longer on many routes today than it used to.

3. Most of use some sort of Smartphone, but do we need to spend all the money we often do? What are out actual needs? And, remember a phone will only be as smart, as its user! 
 
While technological enhancements are nice, they are not always that essential. Yes, many smart phones have lots of applications, but many of those come at some cost, either for the app itself, the data used, the type of phone needed, etc. And, no matter what cell phone or computer or tablet you have today, chances are it will be either outmoded or run of the mill pretty soon! Lets's celebrate technology, but put these advancements into perspective!

What It Means To Be A CLOSER, And Why?

Each of us are involved in sales. We either sell a product, service or ourselves, on a nearly daily basis! Much has been written and discussed about sales techniques, selling necessities, and the related impacts, but the significance and importance of the actual closing aspects and techniques, have too often been underestimated. While we often review those essential steps to be successful in selling, unless and until we focus on and actually close, it will often go for naught. Although most people recognize that the close is the essential final step in consummating a sale, it is often the most avoided, and also the most poorly handled of all the components involved in transforming a presentation to an actual sale. It is important to remember that the greatest technique and presentation generally will go unrewarded unless one dedicates himself to becoming a professional CLOSER.

Whether you are in a leadership position, work for a company, in business for yourself, or are an Independent Contractor, in professions, such as Real Estate, Investments, Medicine, Dentistry, etc., you will need to use these principles effectively, in order to be, all you can be!

1. Begin this process by actually caring, considering and cooperating! Effective selling will only occur when we care about the needs and concerns of others, considering their feelings, etc., and stressing cooperation rather than being adversarial.

2. Greatness will only occur if we stress learning and listening. How can one possibly relate to someone else, and thus find their "hot button," unless they try to learn as much as possible about others, and listen with an open mind, so that they can better relate and understand what is most meaningful to someone else. It is about others, and not yourself!

3. Explore options and opportunities, rather than merely formulating a closed-minded perception, which excludes potential alternatives. Avoid letting your pre -formulated opinion overly direct your actions.

4. Truly effective selling must be proactive, getting the other party involved and caring. If you want to maintain the best opportunity to eventually close a sale, then you must dedicate yourself to the search and solve mindset and agenda.

5. Emphasize what the other party cares most deeply about. Empathize with the concerns and worries that you discover. Then, be certain that you respond in a meaningful enough manner where you are able to elicit a response/ reaction, that promotes others to want to care more and become more involved with you, because they can see and feel how much you care!

6. Request the reasoned response. When this is done properly and in accordance with these basic steps listed, it should promote what should be, at this stage, a yes!

There is a significant difference between sales and selling. While sales is an apt description for an occupation, selling is the proactive state which creates a transaction. Unless one dedicates himself to becoming a proficient closer, he will never master selling. Most importantly, it is almost impossible to close the transaction without the willingness to ask for the sale (this ask is the true close!).

Is Technology, Planned Obsolescense?

Every day we are inundated with news reports, advertisements, technical reports, etc., lauding how some product or gadget, or another, is a must - have, greatest thing ever product. We are often told we need the newest and latest, and that it can do things we previously didn't even realize that we needed. However, have you ever wondered why each of these newest and latest crazes is generally rather quickly replaced by the newer and better newest and latest phenomenon?

1. Mobile cell technology is a great example. The other day I thought about how many different mobile devices I have owned. My first mobile telephone weighed quite a bit, and could best be described as a phone in a bag. It worked on analog technology, and was exactly as described, a mobile telephone. Previously, any mobile technology was limited to those wealthy and elite enough to have an actual wired- in telephone permanently installed in their home. My next cell phone was also analog, and was still basically simply for mobile telephone capability, but was far smaller and much lighter (although much heavier) by today's standards.

As more and more companies started building cell systems, the pricing also came down somewhat. A few years later, these phones were replaced by what was referred to as digital technology, only to soon thereafter be replaced by 2G technology, followed by 3G, and now we are using the 4G technology as the preferred type, also some report having enhanced, LTE, etc, service. I am sure we will soon experience 5G!. Of course, each time a new technology came on, people needed to upgrade their cell phone, or they could not take advantage of it. Along the way, the use of texts became more prevalent, and thus the phones took calls and texts. Soon, that wasn't enough, and we also needed to do more, and thus the Smartphone era began.

Although it was neither the largest in terms of operating system or even units sold, Apple convinced millions of followers that they needed the technology offered by their iPhone. Of course, approximately once a year or so, the iPhone has been upgraded, and we have seen the iPhone2, iPhone3, iPhone3G, iPhone4, and  iPhone4S, etc, and now are on the iPhone 7. And, remember, the first iPhone only cam out about 10-11 years ago! Technology giant Google entered into this market with their Android operating system, and these two systems are now prevalent. Research in Motion's BlackBerry has lost traction because it trailed the others in recognizing the consumer market, and became entrenched with the business market.

BlackBerry has now found itself in the unenviable position of trying to play catch-up, and although they continue to introduce new models, continue to see their market share dwindle. Dominant player Nokia lost so much market share that it hoped that its new phones using Microsoft's Windows 7, and then OS10, technology helps them begin to retrench and gain market share, but it never happened!  Do we all need all these upgrades, or have these companies simply done a great marketing job of convincing us we do?

2. There has been a decrease in the number of landlines, or wired home telephone lines. Has home telephone service improved because of all these changes, though?

3. Look at how many upgrades there have been in the computer technology industry. On one hand, we have seen the elimination of the reliance on the original DOS with numerous replacements (Windows has now gone through at least eight or nine versions/ upgrades, and Windows 10 is now being used). Chips have become faster, smaller, lighter and more featured, as well as less costly. The size of hard drives have dramatically increased from the original personal computers which had hard drives measured in kB to today's with hundreds of gB, or tB. Each system introduced claims needed improvements, yet each of them has just enough flaws to require eventual upgrades.

Similar things have occurred with Apple computers, with several software and hardware adjustments/ advances. Each tablet computer has tried to chase Apple and its iPad, then, iPad2, and now various sizes and enhanced software. yet Apple has remained dominant.  Even Amazon tried to enter the market, with limited success), using an Android operating system. The technology companies are working to convince people that they need a tablet, although many of these are far less than full featured computers.

Technology companies make money on repeat business, upgrades and add - ons. It certainly appears to be in their best interest to "sell the sizzle, and not the steak."

Is the obsolescense because of rapid technological advances, or part of a marketing ploy, or some combination? My advice - go a little slower, examine your needs, and if these latest bells and whistles, are for you, and us a technology strategy!

What Ever Happened To Customer Service?

In the "old days," when many stores in numerous industries were what we would consider "mom and pop" stores, whenever you entered the store, you were greeted by your name, and often you would enjoy some personal time conversing with the owner. In today's world of few small stores and many large stores, much of that personal touch is ignored, and there seems to have been a departure from the concept of serving the customer and his needs. Keep in mind how this discussion about customer service, relates to large and small businesses, professional service industries (medicine, dentistry, investments, real estate, etc). Remember: Most people want to feel appreciated!
 
In my town, there are a number of cleaners, some large and some much smaller. While the larger ones are often lower priced and have faster turnaround time, I still prefer using a small "Chinese Laundry" that has been in this area since 1947. Every time you go in, they know who you are and they chit-chat just enough (Enough to be friendly and welcoming while not so much as to waste your time). As you enter, even before you hand in your Claim ticket, they are already retrieving your cleaning, and pay particular attention to detail. While I would be very hesitant to bring some of my better custom made shirts to the other cleaners, I don't hesitate to bring my shirts here. They combine superior customer service with quality.

When I go into my favorite cell phone store in town, they fully understand and cater to my needs. They are patient when I don't understand something or one of my kids invariably lose or destroy their phone. They never try to "nickel and dime" me to death, and I never hesitate to refer others to them. Contrast that with the cell phone store nightmare stories that I have heard from others where someone tells me about the great "deal" they were offered, only to vehemently complain shortly thereafter when the inevitable complication or problem occurs. I know that my store, which has been in business far longer than most in its industry, does more business, more repeat business, and is more successful than most of the others. Their commitment to their customers is what sets them out from the rest.

Many of us have heard auto mechanic horror stories, how someone was either lied to, overcharged, charged for something that wasn't needed or done, or given shoddy service. Again, in my town, I have been fortunate enough to have found an honest mechanic who stands behind his work, and goes the extra mile for his customers. While my mechanic may or may not always be the least expensive, to me having the peace of mind and honest service is far more important than shopping around simply for price. Why aren't there more like these?

All of us have gone into stores, offices, department stores, warehouse stores, etc., where we are either unable to find any assistance, or the assistance is rude, pushy or otherwise unpleasant. Smart stores, regardless of their size, understand the importance of customer service, yet few make it the priority it is. Just think about that the next time you are placed on hold with a recording that tells you to type in your account number, etc., only to be asked all that same information once you are "lucky" enough to get a live person on the other end of the line. If you work in a service industry, don't forget about providing superior customer service. For a Realtor, that means quickly responding, personalized service, integrity, and looking out for clients and customers best interests!

What To Do, When You Hear Someone Say, "I Want To Think About It"?

Many of us have been in a scenario similar to this one. You have just given what you feel is a great presentation, and given numerous compelling reasons why someone should avail themselves of a particular service or product, and the person you are speaking to says to you, "I want to think about it."

One of the biggest errors that most presenters do at that point is "let the person off the hook," by responding that you'd like them to think about it, and you'll get back to them, or they should get back to you. In most sales- type situations, your greatest chance to "close the sale or deal" is when you are giving the presentation, because at that moment, you possess more control over the situation than at nearly any other point. How you react to their "I want to think about it" often makes all the difference.

Whether you work for someone else, or are an Independent Contractor, such as a physician, dentist, real estate professional, etc, your success, is often impacted, by how you respond, and what you actual say and do, when this occurs.

A time-proven and effective technique is to calmly respond, "I can perfectly understand that, but what exactly is it that concerns you that you need to consider?" The next step, however, is the most crucial. Instead of anxiously continuously and trying to immediately respond, force yourself to "zip the lip" (Z.T.L.) The Z.T.L. method states that the next person to speak is in the weaker situation, and the one that keeps his lips zipped, generally ends up victorious.

Often, after a delay, the other person will respond something indistinct like, "I'm just not sure." If that, in fact, is the response, then your response should be a calm, "What may I clarify for you? What questions do you need answered?" Of course, it is then imperative to resume your Z.T.L. strategy.
Human nature, being what it is, makes this a far more difficult thing to do than it sounds like. We are all tempted to over-explain, and interrupt. Many of us fear questions, because we often lack confidence in our ability to explain an issue in detail.

Regardless of what the objection might be, one should always follow some variation of the following five steps:

(1) Repeat the objection to be sure you understand it. Say something like, "In other words, you're concerned about. . . "

(2) Then it is essential to empathize. Empathy is putting yourself in the other person's "shoes," as compared to sympathy which is feeling sorry. Never sympathize at this stage, but empathy is essential. The easiest way to do that is by stating, "I can perfectly understand the way you feel. I felt like that and most people I know felt the same way, until they realized a few things."

(3) Many people tend to try to skip this next step. You now must have listened effectively to the other person's concerns, so that you can now able to give the most compelling reasons why it should be the other person's priority.

(4) Once you've given your reasons, you must recreate the need, by stating, "In light of the reasons we've just discussed (and list them),"

(5) Finally, you must re-close the deal, by saying, "Doesn't it make sense to...?"

If all else fails, and you have done all the above steps, there is one additional thing to attempt. Calmly ask, "May I make a suggestion?" Again, Z.T.L., and Make a compelling, yet brief restatement of your case.

These are easy techniques to follow, but like all other things, requires practice and confidence, and then, finally, doing it.

Interpretations - Facts vs Emotionally Based?

Every day, we all need to make certain judgments or take certain actions, based on our personal interpretation of certain facts. While ideally that interpretation should be open-minded and based on facts, often it is simply an emotional reaction, based on little more than our own personal bias or point of view.

The ideal way to interpret any information is by carefully reviewing all the facts given, and then reviewing them for factual accuracy. The next thing to do is review the raw data, rather than someone else's interpretation of that data. Of course, this takes developing an expert skill-set whereby one becomes capable of interpreting raw data. Interpreting data means first understanding where the actual data comes from, how it was supplied, and what methodology was used. If it is some sort of "sampling," it is important to know the size of the sampling, who gathered the data, how it was collected and collated, and what the "statistical error" is for that particular sampling (that is usually stated as being plus or minus a specific percentage). The next thing to do is to look at the actual questions or categories examined, and whether the way the question may have been worded could have been a possible factor in the skewing of the data. Then, one must analyze what the significance of this data is, or if it is relevant to what you are examining at all.

In examining the dynamics of not-for-profit organizations for several decades, I have observed that after a meeting, seminar, etc., many organizations feel the necessity to use some sort of questionnaire. It seems that these organizations feel that the feedback received via these questionnaires will be valuable in understanding the success or failure of the meeting. However, it has been found repeatedly that the wording of the questionnaire, the excitement of the group dynamics (especially right after a meeting), etc. unduly influence responses to these forms. In addition, many attendees cannot adequately identify the true needs that needed to be addressed by this seminar, so they are really simply stating whether they liked or disliked the meeting. If a meeting or seminar was goal-oriented and action-directed, the responses to these questionnaires are even less valuable, because how can an attendee who is not an expert on a particular subject, evaluate how well that topic was discussed.

There is nothing wrong with using questionnaires for obtaining certain types of limited information. Certainly, political organizations and candidates can use polling as a guide toward what their constituents want. However, if the purpose is measure how well someone learned information, most individuals are not the best judges of their own progress, especially when they are not perhaps sure what they needed to know, in the first place.

Every business executive, as well as Independent Contractors (such as physicians, dentists, Realtors, Investment advisers, etc), must seriously consider maintaining this head/ heart balance, this creating a balance between using the optimum amount of factual consideration, versus the emotional considerations.

One must understand that their is a basic difference between something that is data-based, and something that is merely emotional. Unfortunately, most individuals are not equipped adequately to properly understand all the nuances.

Why Are Creating and Using Strategic Plans Important?

While many organizations have heard of strategic planning, and even claim to strategically plan, few actually do so effectively. Many organizations and their leaders discuss strategic planning as if it is some sort of panacea for "fixing" the organization. That expression is almost as misused as "getting to the next level." It is somewhat amazing that few organizations, and few leaders seem to comprehend that strategic planning must be an ongoing process, if it is to be an effective use of time. Otherwise, what many organizations refer to as strategic planning ends up being little more than an exercise in philosophy and oration. Although I refer to organizations in this article, the same concepts apply to any types of businesses, as well as as a part of personal development! We each need a strategy, if we are to succeed, to our potential! This applies to organizations, small and large businesses, self - employed/ Independent Contractors (such as professionals, Realtors, etc).
 
The first step in effective strategic planning is to properly identify where an organization is at presently, and how it got there. What is the history of the organization, and how does that and the organization's mission impact its planning? How can the organization evolve to improve, while maintaining its reason for being? Strategic planners must carefully understand the ramifications of its actions, or conversely, what the impact of not acting might be.

This process must identify both the strengths and weaknesses of the organization, as well as the reasons and causes for each. All too often, so-called strategic planners inaccurately identify either strengths or weaknesses, or both, and then make decisions or recommendations based on false or faulty premises. This is often seen, especially on the weaknesses sign, when an organization is facing a challenge in a specific area, and often oversimplifies, misinterprets, or misunderstands the reason for the obstactle. When planning begins based on inaccurate premises, the plan is doomed from the onset.

Strategic planners must consider all alternatives in their deliberations. They must consider factors such as short-term, intermediate-term and long-term impacts, ramifications, costs both in terms of financial as well as personnel related. Costs include not only direct costs, but also indirect costs, such as the wastes and excesses. Planners must consider multiple alternatives, and weigh all relevant factors in analyzing ideas.

Strategic planning necessitates entering the process with an open mind, and considering alternatives. Where many organizations drop the ball, however, is that after they expend considerable time, energy and other resources in the process, but rather than seeking a solution, permit the process to break down into a gripe, blame and complain, session!

Organizations, companies, individuals, and Independent Contractors, will benefit if they use this process regularly and properly. Focus on solutions, options, and determine a best primary course of action, as well as the best contingencies!

6 Basics to Giving A Winning Presentation

Whether you are focused on being the most impactful and effective leader, or are involved in sales (whether you are selling a product, a service, or yourself), there will be several occasions where you need to make some sort of presentation to others. Many individuals have some sort of fear, or phobia, regarding speaking in public, and there is a need for these individuals to first address these areas, in order to permit them to overcome their fears, and step forth and transmit the needed, necessary, or required message. However, there is the need to not merely give some sort of presentation, but rather to have both the willingness and ability to give a truly winning presentation. Here are 6 Basics to Giving a Winning Presentation.

1. Before even starting to prepare to present, it is essential to learn about and know the group (or individual) that you are presenting to. This will permit you to optimally relate to, and tailor your presentation to what your audience deems most relevant.

2. Do your homework, and be prepared! Go far beyond a merely surface understanding of either your audience or the subject matter. Learn thoroughly, plan comprehensively, and become completely comfortable with the subject matter (in - depth). Remember that your audience may be in a different place than you are, and so avoid assuming that they have your grasp or passion for the subject area.

3. Explain upfront (at the beginning) what you are about to present. Most listeners will better grasp what your point is when they better see what you are hoping to explain, and the logic behind your presentation. It is imperative for a speaker to get others to buy into your perspective in a manner that grabs their attention in a meaningful manner.

4. Be thorough, prepared, interesting, insightful and compelling. Avoid appearing unprepared, detached, or simply going through the motions! Break the presentation into short intervals that relate to the agenda, stay on track, avoid digressing, and attempt to make the presentation as proactive as possible, especially by eliciting and inviting participation and involvement of audience members. Always include and leave time for Questions and Answers, so that you can best serve and relate to the group and their needs/ priorities. Remember to practice and prepare for this perhaps - most important segment/ component.

5. Tell them something new (or in a different way). Very little is as destructive to the quality or effectiveness of a presentation than being perceived as wasting their time.

6. Sum up (bring the pieces together), and make them leave satisfied! Avoid making the presentation either too short or too long! End with a call to action that compels the audience to get more involved, or to want to serve in a meaningful manner. Remember that your purpose as a speaker (presenter) should be to get those leaving the presentation to feel their time was well spent.

For many people, giving a presentation is challenging, and often even problematic. Hopefully, by following these six basic suggestions/ guidelines, the process becomes a somewhat easier and less stressful one.

Do You Fail to Succeed, or Fail to PLAN?

How often do you personally do this, or observe others following this type of behavior?: Something goes in a less than optimal manner, and you focus on your bad luck, lack of success, or complain about how unfair it is since you worked, and/ or tried so hard. While from a self - protective perspective that may make us temporarily feel somewhat better or relieve some of that notorious steam, the reality is invariably that when we either resort to blaming others or situations, we are nearly always doing ourselves an injustice by succumbing to weakness. The only true way to maximize one's chances to be a success in anything is committing to, and mastering the art and science of developing and using a PLAN!

1. Before beginning, one must consider, understand, and perceive of the true purpose that one wishes to achieve. When was the last time you took the time and made the effort to understand and create priorities, and then go forward in a directed manner towards developing well - thought out programs. This effort is rarely always easy, but is essential for success, and thus must be done with a continuous persistence and the mindset to persevere.

2. No one ever gets his desired results every time! However, the most successful individuals always learn lessons from their experiences. The adage that one must make mistakes to accomplish is only true if one truly learns from these mistakes, and does not repeat them. Successful performance and achievement nearly always accompanies the desire to lead by example (practice what one preaches).

3. When a positive and helpful attitude is combined with, and used in unison with constantly seeking the optimal aptitude, he will approach things with the mindset and willingness to proceed with timely action. Only when these are done with synergy, will one have the best opportunity to succeed to the highest degree.

4. Do you take the time to know needs (both yours as well as others that you interact with), and have you developed the inner strength and fortitude that is needed? When one commits to the never give up perspective, he will persist while others surrender. Many great achievements and accomplishes have occurred predominantly because someone continued to seek answers and solutions, while lesser individuals surrendered. This often requires a truly nuanced approach, where the understanding and approach is not the one - size - fits - all type, but rather that each circumstance has its individual circumstances, etc.

You can either blame others or circumstances because you failed to accomplish what you believed you should have, or you can commit to consistently plan. When this planning includes contingency plans, one potentiates his possibilities! This mindset and approach works in all lines of work/ endeavor, whether you work for someone else, or are an independent contractor, whether you are a laborer or a professional. It's up to you, so begin to plan!

Note: I feel so strongly about this, I named my corporation, PLAN2LEAD, LLC. Take a glance at the website: http://plan2lead.net

Why Negotiating Is Both, An ART, and a SCIENCE?

Have you ever thought about how many aspects of life are related to, or involve negotiating? Isn't it a fact that nearly everything we do ends up more successfully if we are capable negotiators? However, despite the fact that it is so important, whether we are involved in selling, leadership, contracts, any business aspect, as well as in our day - to - day interpersonal dealings, very few individuals ever fully explore the needs, requirements, components, techniques, or nuances that are so relevant. Unlike many other techniques, effective negotiations must be understood as both an ART, as well as a SCIENCE!

1. The A, R and T of ART should help propel us towards creating the best opportunity for success. Of course, it begins with the right attitude, which must be positive, proactive, and one that willingly cooperates. When this becomes the opening mindset, the negotiations are approached to bring forth a win - win scenarion, rather than an adversarial beat you opponent one!

2. Never go into a negotiation unless you do so by seeing reality the way it is, rather than merely the way you might wish it to be! This requires a commitment and search for actually understanding needs and nuances, and going forth with an open mind, rather than prejudging.

3. No negotiation, no matter how well trained or qualified the negotiator may be, will bring forth the results you desire unless you understand that there must be mutual trust between negotiating parties. However, one can't just hope for, expect or ask for this type of trust, but rather must earn it, by a combination of his actions, empathy, and commitment to absolute integrity.

4. As essential as the ART is to this activity, it must also be understood that there is also a SCIENCE involved. This must always begin by focusing on your search for agreement. How can this go anywhere meaningful unless both sides commit to, and seek agreement/ meeting of the minds?

5. It is important to aim towards some degree of common ground, where neither side feels he is merely winning or losing.

6. While you can use all your efforts and best intentions towards achieving these necessities, one can never control what others do or how they may behave. Therefore, it is important to proceed with ingenuity and absolute integrity.

7. Listen effectively, and view needs from the eyes of the other party. Only when there is a focus on empathy can progress be made the way you desire.

8. Remember that things are rarely simply black and white! Effective negotiating requires mastering the various nuances.

9. You must have a certain degree of clarity and consideration, if you want to end up with a contract where both sides feel resulted in a fair and reasonable manner.

10. Is your energy level maintained at a the highest possible level, in a positive, meaningful and significant manner? Lethargy and negativity are generally the cancers to successful negotiations!

The better you understand what negotiating involves, the more effective you will be. The combination of a variety of skills, perceptions and attitudes, used in a synergistic manner, will usually get you to the point you wish to be.

Why It's So Important to Reply to Emails In A Timely Manner?

One of the major drawbacks to e-mail as a communication methodology is the fact that, while some individuals promptly respond to e-mails, others do not. In fact, have you ever sent an e-mail to someone, and then wondered if it ever even arrived because you did not get a response in a timely manner.

Many businesses have studied this issue, and many require their people to carry devices such as Blackberry's, Android's iPhones, etc (Smartphones), so that response to e-mails is timely. Studies in the real estate industry indicate that the average response in that industry to e-mail is from 24 to 72 hours, while agents that are trained in properly using Smartphones effectively, generally respond to e-mails in less than twenty minutes. Obviously, the sooner someone gets a response, the more appreciated they feel, and thus it is particularly important for individuals who deal with the public, particularly in marketing, sales, or civic- type positions, to respond to e-mails quickly.

Studies have indicated that e-mails are often widely over-used, because many people are somewhat intimidated by telephone and personal communication. People can often feel more comfortable in written communication than oral. However, there are many times when e-mail does not speed up the process, because written communication is often misunderstood or incomplete. Oral communication is more personal, faster, and gives one the opportunity to have misunderstandings clarified.

Since face-to-face communication is considered the most effective, and phone calls are next, one must realize that e-mails are considered less effective than even text communication. Much of that is because of the less than timely response rate of much e-mail communication.

As I consult, I advise someone to always respond to all e-mails as soon as possible. If the answer to a question is not readily available, the response should be that you will check on it, and get back to the inquirer as soon as possible. Then, the receiver of the e-mail must follow through on his promise to respond.

Remember - most potential clients/ customers, today, contact multiple agents, representatives, etc. The one who responds in a timely manner has a big advantage!

If you are going to utilize e-mail for anything other than casual correspondence, it is essential to respond in a timely manner. Effective use of e-mail means that one cannot wait to respond until they get to their computer, but must use some sort of personal data device (PDA) to respond as soon as possible. You will be amazed how others will appreciate your effort and promptness.

Negotiating Using The Tell Method

Many people think they know how to negotiate. However, in a large percentage of cases, these individuals end up being ill-prepared, rarely achieving anywhere near optimum results. This is especially true when events are negotiated by these individuals, and in far too many instances, their organizations suffer. Since I have been a professional negotiator for four decades, I often refer to these types of people as either the amateurs or the wannabes, and have observed far too many instances when their errors cost organizations substantial quality, revenue, and increased their expenses. There is perhaps no single attribute more essential for successful negotiations than adequate preparation, which includes doing one's homework, understanding what both your organization and the venue need, prioritizing, and attention to details (with adequate consideration of necessary contingency planning). I refer to my preferred method for effective negotiating as the Tell Method, because I advocate full disclosure and integrity as the basis for effective negotiations. This requires a mindset of telling the truth about your needs, expectations, budgetary requirements, and your willingness to be somewhat flexible (as long as it makes sense for both sides). This creates an atmosphere of cooperative rather than adversarial negotiations.

1. Many amateur negotiators seem to believe that they should exaggerate what they are offering the venue in order to obtain the best deal. The belief seems to be based on the concept that venues will offer more if you provide more. This invariably creates difficulties down the line, when you under- deliver, and the venue feels deceived and then tries to cut corners wherever they can, in order to compensate. The Tell Method means that you explain the historic data of previous events (by the way, in today's digital age, venues generally share this information anyway), so if you exaggerate, the venue doubts your credibility from the outset. Obviously, a negotiator should explain this in a favorable light, but in a realistic and honest manner.

2. Telling the truth from the beginning creates a feeling of mutual trust and respect. A professional negotiator also understands the venues strengths and weaknesses, and presents how the organization and venue can best help each other. Negotiators should stay away from merely negotiating percentage discounts from the published pricing, but rather should pre- negotiate as many items, in as much detail as possible. Negotiators should always work with a Request For Proposal (RFP), and that document should become an attachment to the final negotiated contract. Professional negotiators should also discuss ways, for example, that the venue could save money in certain lower priority areas, and then those savings could help to offset items that are priorities for the group. Only if a venue fully understands the organizations, its attendees, its needs, and its heritage, can both sides agree to something that is mutually beneficial.

Professional negotiators should always aim for a win- win result, because invariably when both sides are happy and satisfied, they work better and more effectively. True concessions come from trust and understanding, which requires beginning with a large amount of honesty and disclosure.

What Does Your Website Say About You?

A large proportion of companies, consultants, professionals or even other individuals today have some sort or form of website. Some pay large sums of money to have these prepared and created by professional companies, or do so internally via their IT department. Others use one of many companies where you can create your own Website, and obviously that can be done and maintained for a far lower dollar cost. There have been many disputes and differing frames of mind/ perspectives about what is needed, and the more expensive creators of these sites will always insist that there will be many additional benefits to using their fancier and more professional site. On the other hand, many companies (especially smaller ones), professionals and independent sales individuals question whether the ROI (Return on Investment) will makes sense with their far lower budgets. Regardless of which course one follows in the development and maintenance of these sites, the key is often what is referred to as the SEO (search engine optimization) is optimized, or in other words, how the site may be found when people search for it via major search engines (such as Google, Bing, etc.). When one creates his site, regardless of the cost, it is important to focus on these four areas: 1. Philosophy; 2. Niche; 3. Objectives and Goals; and, 4. Quality and qualities. In addition, one must attempt to coordinate his Social Media efforts, so every avenue communicates the same, positive, desirable message.
 
1. When someone looks at your site for the first time, what does it say to them? What is your philosophy? Is it stated in a clear, emphatic, empathetic and meaningful manner? Does your Website indicate and clearly state the main message you are trying to say? Since studies show that people browsing the wen generally spend only a short time before determining whether to remain on the site, that first page (also known as Home page) must whet their appetite and attract them to stay on your site.

2. Are you all over the place, or do you tell others how you are different than your competition? Have you indicated and identified your niche? Do you tell the viewers what advantages there are to them to use you?

3. Do you have a central objective and goals? What are you trying to say about what you do, how you do it, and why you do it better than others?

4. Is your emphasis on merely being another in a large crowd, and trying to fit in with what others are doing, or does your message show that your focus is on offering the highest quality? If someone who did not know you saw your site, would they understand your unique or outstanding qualities, and be attracted to you, wanting to get more information?

It's not enough to merely do it! Do it by emphasizing who you are, what you do, and why you are outstanding

Is It The Message, The Messenger, or How It's Communicated?

Have you ever wondered why some speeches or speakers are so much better received than others, even when the message often appears or seems to be so very similar? Why is it that the same context, content and ideas may be covered, yet the audience receives certain speeches so much better and more warmly than they do others? After giving many hundreds, if not over a thousand presentations, training sessions, etc., over the last four decades, as well as having attended and participated in innumerable others, I have pondered and wondered what the determining consideration generally is. Is the main factor the speaker, the subject matter, or how it is communicated that makes the big difference, or some combination of all of these?

1) The message: Although the subject matter might be the same or very similar, is your message getting through the way you would like it to? How clearly are you making your main point, and is your emphasis in line with the group's heritage, needs, priorities and perspectives? What precisely is the message your audience is going to be walking away with? Have you effectively delivered your message so that your call to action will be the take - away? Can you deliver a jingle - type, simple and easy to understand message that others will both understand, take to heart and truly care about? What might others be doing either more effectively or I with more impact, that you might learn from, while still maintaining and preserving your individuality and integrity? How might doing this strengthen your message?

2) The messenger: Sometimes your message fails to take hold because of something to do with your style, delivery, or how others perceive you? Are you considered an individual of absolute integrity, or is there some aspect of your personality, persona, or delivery than either turns others off, or at least doesn't make them like either you or your message? Have you reviewed your body language, posture, eye contact, or speech nuances, and compared these with speakers who appear to be far better liked or accepted?

3) How it's communicated? Are you getting your point across the way you want to? Are you using too much, or too little humor or anecdotes? Are you connecting sufficiently with your audience, and getting them involved and participating actively? What will be their take away from the presentation? Are they grasping your point or main message? What might you do differently or better?

Only when one considers the message they are conveying, how you appear or seem to others, and the actual presentation/ communication itself, will you get the optimal results and responses. If you want to give the best speech you can and truly connect, view yourself objectively, as others might.