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    Truth vs. Deception in Advertising

    Truth vs. Deception in Advertising
    As a sales person or entrepreneur you will always be promoting your products and services. However, when you appeal to customers through advertisements, you must make sure that your message in line with the law. Advertising laws apply to every form of media, from print to mail to the web. If you want to know the basic do's and don't of ...
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    Brand Confusion = Death in the Marketplace

    Brand Confusion = Death in the Marketplace
    Companies, organizations and even individuals spend years of toil and treasure to create a brand that sets them apart from their competition. The investment in terms of time, money and creativity can be massive. The impact a well developed brand can have can’t be overestimated. Some brands are so recognizable that people think they know and understand the company or organization ...
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    Device Plays Personalized Advertisements

    Device Plays Personalized Advertisements
    Technology researchers are working on something big: a device that combines a digital screen and camera to analyze your physical characteristics and play back personalized advertisements. It isn't ready for market yet; but, when it finally is, it could revolutionize the way businesses reach out to their consumers. Here's how it would work. When shoppers pause in front of a monitor, ...
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    Stretch Your Marketing Budget By Thinking Outside the Box

    Stretch Your Marketing Budget By Thinking Outside the Box
    The fact that a T-Mobile ad has attracted more views on YouTube than Barack Obama's historic inauguration speech may be viewed by some as a dispiriting sign of the times. The clip of commuters breaking into a dance routine at London's Liverpool Street station is, at the time of writing, the 57th most- viewed YouTube clip of all time. Its popularity ...
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    Good Customer Relations: Why Try?

    Good Customer Relations: Why Try?
    “Why should I be nice to someone who is yelling at me?” says one of your people. Well, that is not an unreasonable question. Let’s try to understand the psychology of people who grumble - or worse, complain. Believe it: For most people (apart from a psychotic few), complaining is a very stressful thing to do. Apart from whether the problem ...
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    Improving Loyalty in a Down-Turn

    Improving Loyalty in a Down-Turn
    Focus on your best customers is something I hear a lot and especially so when times are hard. The mantra moves from acquisition is everything to retention is all. Typically, someone notices that key metrics - net new customers, cost per sale, etc - are deteriorating. While the acquisition process hasn't changed, the quantity or quality of the customers being acquired ...
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    Relationship Farming And Tough Times: Opportunity For Pruning

    Relationship Farming And Tough Times: Opportunity For Pruning
    The dismal economy has given you and me, as small business owners and salespeople, a real gift. Yep! You might not initially think of it as a gift but this really is. Before you pop the champagne, let’s look at what is going on and what we can do about it. Yes, times are tough now. Just look at the recent ...
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    Twitter, Facebook, Linkedin, Etc.: The Demise Of Human Connections?

    Twitter, Facebook, Linkedin, Etc.: The Demise Of Human Connections?
    Recently I had a talk with a wonderful lady who has been a successful marketer for many years. She was lamenting all the commotion with Twitter, Facebook, Email, LinkedIn and social networking today. She commented that she likes to connect by talking with people on the phone — “real communication” is what she called it. I understand where she’s coming from ...
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    Small Talk = Success: 10 Tips

    [photo:1146] Stanford University School of Business conducted a study that monitored a group of MBAs 10 years after graduation. What did they learn? That their ability to converse had a huge impact on their success and grade point averages had no bearing whatsoever. These are not traditional public speaking skills, but the way you interact with people less formally. The ability ...
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    How to Create a Network Map

    How to Create a Network Map
    There is ultimately no better way to start networking than to try it for real. The easiest way to do this to commence with the people you already know, rather than to find new ones. One highly beneficial task you can undertake at the outset is to map or chart your contacts. This mapping can be done in a number of ...
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    Presentations that Move Right to the Sale

    Presentations that Move Right to the Sale
    If you've ever seen figure skating, you know what a pleasure it is to follow the skaters on the ice because they move so gracefully from one step into the next, seemingly without effort. They don't move in a jerky, disjointed fashion; if they did, you wouldn't want to watch them. Much the same can be said of winning sales presentations. ...
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    Developing a Referral-Based Mindset

    Developing a Referral-Based Mindset
    Are you like over 85% of all salespeople, professionals, and business owners who find acquiring high quality referrals from your customers and clients difficult and frustrating? You’ve heard the sermons about how referrals are the best marketing method there is—and then discovered that few generate enough high quality referrals to actually make referrals a significant part of their marketing plan? Like ...
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    The Seven Types of Prospectors

    The Seven Types of Prospectors
    Excerpt from Keith's best selling book on prospecting endorsed by Ken Blanchard and Brian Tracy! More here. In all of my years of training and coaching managers, business owners, sole practitioners, non-selling professionals and salespeople, one thing is for certain. Each person has a unique communication style and approach. That's a great thing and something I certainly encourage each person to ...
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    Sociable! Integrating Social Media Into Sales

    1. Identify Your Goal Getting on FaceBook, because some marketing guru said you should is a bad idea. Blogging, because your competitors are, is equally bad in its strategic significance. Here are some good examples of annual goals: “To increase staff recruitment by 5% this year through engaging 18 to 23 year old men and women in BC through interactive blogs, ...
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    Build Your Bottom Line: Relationship Marketing Tips

    Build Your Bottom Line: Relationship Marketing Tips
    Wanna get more business? Of course we all do. But the old ways of doing it have changed. That means we have to change to survive in a new culture and new world. Today’s marketing that works is oriented towards building strong relationships that are mutually beneficial. The old ways of “tricks and techniques” went out with the derby hat and ...
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    Seven Guidelines for Gesturing When You Speak

    Seven Guidelines for Gesturing When You Speak
    When I coach executives who want to become more effective speakers, or when I direct a presentation skills seminar, there’s one question I hear repeatedly: "How should I gesture when I give a speech?" Usually, the questioner goes on to say: "I feel awkward enough just trying to remember my speech. Then the tension escalates when I realize that my audience ...
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    7 Tips to Make a Strong First Impression

    7 Tips to Make a Strong First Impression
    We have all heard this warning: “You never get a second chance to make a good first impression.” Also, psychologists, writers, and seminar leaders caution that we only have from seven to seventeen seconds of interacting with strangers before they form an opinion of us. With this widely acknowledged pressure to “make our case” instantly, here are my seven tips for ...
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    10 Tips for Getting Your Business Letters Read

    10 Tips for Getting Your Business Letters Read
    Since many of us rely so heavily on E-mail, business letters have become special once again. Yet your prospects won't read just any letter. Try these ten tips to increase readability: FIRST: Use simple, contemporary language. Readers dislike a stilted approach. Eliminate "heretofore," "henceforth," "concomitant with," "pursuant to" and similar words dressed in tuxedos. Use water cooler language, not boardroom lingo. ...
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    Top 10 Tips for Attending a Conference

    Top 10 Tips for Attending a Conference
    When you attend a conference related to your area of expertise, you will get opportunities to communicate with nationally known leaders of your profession--colleagues you recognize by reputation and through their articles and books. How do you get the most out of the conference, to strengthen your job performance permanently? I can respond to that question, because for twenty-two years I ...
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    Handle Stage Fright: Make the Right Choice

    Handle Stage Fright: Make the Right Choice
    Every time I direct a seminar on Presentation Skills for corporations, government agencies, banks, hospitals and other groups, I begin by talking about Stage Fright—because I know that’s the number one concern speakers feel. Among the tips I share about stage fright, this may be the most helpful one: Make the right choice. You see, speakers have three choices when they ...