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Small Business Focus: E-Zine For Your Small Business
Issue #101
October 2007
 
 
 
 
 
 
 
Your Mission: Drive Insane traffic to your site today, and double your conversions instantly.
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The Original Version, Restored and Revised. Napoleon Hill's classic book -- the all-time bestseller in the personal success field -- offers a life-altering experience. It teaches thousands of people the practical steps to high achievement and financial independence every year.
  
 
 
Hire Smart: Three Great Interview Questions to Hire Great Sales Staff

When hiring a new salesperson, many employers fall into the trap of using industry experience alone as the key hiring factor.  But if the candidate left your competitor, what makes you so sure he will like it any better at your company?

Many hiring mistakes could be avoided at the interview stage.  By asking the right interview questions and by observing the candidate's selling skills during the interview, you can hire the right salesperson the first time.

The following three interview questions can help you avoid sales staff turnover.
 
Question 1:  Why did you choose sales as a profession?
 
The answer to this question will help you weed out those who truly love selling from those who just happened to fall into sales as a professional.
 
Beware of answers like:
"Oh, I just kind of ended p in sales after college."
"Well, when I didn't get accepted into med school, I figured sales would be a good paying career."
 
Look for positive answers, as in:
"I am money-motivated and enjoy the opportunity to earn sales commission."
"I have always loved the challenge of influencing the decisions of others."
 
Question #2:  If you were not in sales, what would your profession be?
 
This question will lead your candidate to reveal his true career goals.  It is a much better question than the typical: "Where do you see yourself in five years?"  After all, most candidates already have a canned answer to the five-year question, but it's doubtful they have been asked about their true ambitions.  Their candid response will reveal much about their long-term fit with your business plans.
 
There is no right or wrong answer to this question, but as you listen, decide if his career desires match up with your business objectives.  An employee who harbors discontent in the back of his mind will never perform to his full potential.
 
Question #3: What part of the sales process do you like best?
 
Your candidate's answer to this will demonstrate two things to you: his knowledge of the sales process and whether his selling style fits your strategic objectives.
 
If your company's revenue is based on a long sales cycle, you will need a salesperson with patience and great prospect follow-up.  If your business model is based on high sales volume, you'll want someone driven to "close the deal."  If your sales strategy is based building a new clientele from scratch, you'll need a sales person who excels in prospecting for new business.
 
No matter the current size of your company, the sales function has the biggest impact on your revenue growth.  Your company's revenue will increase steadily over time with a reliable sales team.  You owe it to your company's future to choose your sales team with great care.  In your next sales interview, ask the right questions and you'll be on your way to building a sales force that outsells your competition.
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Deborah Walker, Small Business Coach, helps entrepreneurs navigate the hiring maze with tips and suggestions on how to recruit, interview, and hire the best employees.  Her veteran experience as a former executive recruiter gives her the unique perspective to help you avoid the pitfalls of bad hiring decisions.  Learn how Deborah can help your business at: http://www.RevenueQueen.com
 
 
 

The Traffic Manifesto covers every imaginable method of traffic generation. You have found the all inclusive traffic generation solution.
 
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Dressing for Success:  Going Beyond the Clothing
 
Are you an individual who has recently decided that you would like to improve your appearance?  If you are interested in doing so, whether it be inside or outside of work, you may be interested in dressing for success. 
 
When it comes to dressing for success, a large amount of focus is placed on clothing. For instance, many women search for elegant pants suits or dresses that can be worn to business meetings, job interviews, parties, or just to work in general. Men also do the same, but many tend to focus on business pants suits or dress pants.  While it is important that you focus on these clothing pieces and others, you may also want to look beyond the clothing.  A good percentage of your focus, if you are interested in dressing for success, should also be placed on accessories.
 
When it comes to accessories, you will find that you have a number of different options, particularly for women.  Clothing accessories that those dressing for success may want to examine include jewelry, hair accessories, belts, shoes, as well as purses or handbags.  If you are woman who is interested in dressing for success, you may also want to examine clothing accessories, such as the ones previously listed.
 
Although clothing and clothing accessories are often associated with women, there are number of accessories that men can also benefit from as well, especially those who are looking for success.  Men looking to improve their professionalism or appearance in general are urged to examine shoes, jewelry, such as watches, belts, and neckties.  With a little bit of shopping or researching online, you can easily find that men have just as many accessory options as women do.
 
As nice as it is to hear that you should use clothing accessories in your quest to shop for success, you may be curious as to why you should do so.  For starters, it is common for many men and women to wear clothing accessories anyways. With that in mind, many men and woman have certain accessories that they like to wear.  For instance, women may only own or two handbags and men may only own and regularly wear a couple pairs of shoes. This is more than acceptable, but it is important to take a look at your ensemble as a whole.  For instance, a leopard print handbag, although not every successful to begin with, will not match or flow together with a plaid printed business suit, and so forth.
 
When shopping for clothing accessories, in your quest to dress for success, it is important to realize that you do not need to purchase matching accessories for each outfit that you purchase.  What you may want to do instead is purchase a number of accessories that are comprised of neutral colors. For instance, a black, brown, or off-white handbag or belt will likely go with a number of different outfits. The same can be said for shoes, jewelry, and other clothing accessories.
 
If you are interested in not only buying dress for success clothes, but dress for success clothing accessories as well, it may be beneficial to make your purchases at the same time.  This will help if you are looking to match all accessories and clothing pieces together. With that mind, your shopping can also be done later.  For moneysaving accessories, you may want to consider shopping online.
     - By Brian Little
 
 
 
Visit our blog 'thoughts on business and life'
 
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Looking into buying a business?  Have you looked into buying a business only to find out you were simply buying a paycheck?  Thousands of businesses are for sale all around you, but only a handful are good deals.  And only a select few of those are good deals for you.  Learn some key probing questions that you can ask to better evaluate any business.  
 
 
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Change can be a blessing or a curse, depending on your perspective. The message of Who Moved My Cheese? is that all can come to see it as a blessing, if they understand the nature of time and the role it plays in their lives.
 
Feng Shui For Abundance
 
Your prosperity is directly related to the flow of energy in your environment.  Clutter creates stagnant energy flow and prevents abundance from flowing to you.
 
Clutter is anything unfinished, unused, unresolved, tolerated, or disorganized.  Clutter is emotional constipation.
 
Letting go of something that no longer makes your heart sing, can mean letting go of a person, or something no longer relevant in your life.  It can be part of a process of grieving, enabling you to move into your present and future.
 
Everyone has their own patterns of attracting abundance and blocking it.  Do you recognize any of these?
 
1.  Physical Clutter - clutter is dead, stagnant energy and will block the flow of energy in your life.  The energy that flows around your home and office is like a river, bringing abundance and fortunate blessings in all areas of your life.  When it comes across a pile or something you are tolerating, it will get bogged down.  Ask yourself; Do I live it?  Do I use it?  Does it make my heart sing?
 
2.  Purchasing Clutter - If you make purchases when feeling angry, sad, stressed, fearful, etc. you are spending money to suppress those feelings rather than dealing with the feelings and letting them go.  This means emotional energy will attach itself to the item and you will experience its vibration, even on an unconscious level when you look at it, wear or use the item.  These items will not make your heart sing and will not support your prosperity.  Are you ready to let them go?  Are you ready to become a conscious shopper?
 
3.  Growth Creates Clutter - As you make changes within yourself, more of your belongings will fit the definition of clutter.  Having the urge to discard things in your home or office is a sign that you are stepping more fully into yourself and your abundance.  If you don't address the clutter, it will hold you where you were.  If you are growing and changing, you are continually creating clutter.
 
4.  Unconscious Clutter - Do you have beliefs that create conflict?  Do you think you can't be successful working 4 days a week?  These beliefs will be affecting your prosperity.  Take time to re-examine them.
 
5.  Clutter Vibration - Everything has a vibration.  If you ave a feeling of not enough time, money or love in your life, it sets up a vibration that will block abundance.  And, focusing on the fear of not having enough time or money draws more of that to you.  On the other hand, the vibration of gratitude is the same as the vibration of abundance.  Create an attitude of gratitude.  Keep a gratitude journal and each night before you go to sleep write down 5 things you are grateful for today.  Focusing on gratitude rather than lack is one of the most powerful things you can do to attract the abundance vibration. 
 
6. Language Clutter - The word 'want' means to desire without having! When you say you want something you are resonating with the vibration of lack, rather than flowing with the vibration of abundance. You are also complaining, at a subtle level. The Universe responds to requests, not complaints. Try using the words 'choose' or 'desire' - they may sound strange at first, but it's worth it to create a
flow of energy.
 
7. Does your prosperity area feel abundant? Ask yourself, what do I currently own that represents abundance to me now? Once you have cleaned and cleared the clutter from your prosperity area, place this object there to create the
vibration you choose to attract. The prosperity power spot in your home is in the far left corner when you're standing at your front door looking in.
 
8. Try this game. Place a bowl or container you love in the prosperity area of your home or a room. Each day, take a coin, give thanks for the abundance you already have, and the abundance coming to you and place the coin in the bowl.
The increasing coins represent your increasing abundance. At some point when it feels right and the bowl is nearing full, make a decision about what to do with that money and start over. This will work best once you have cleared the
clutter and cleaned the area. And remember, what you focus on expands.
 
Clearing clutter is an important part of Feng Shui. Before you can create something new you need to make space for it. The changes you make in your environment are mirrored in your life and support you in making emotional shifts. Feng Shui can provide a welcome boost in living the life you want.
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2007 Vicky White, All Rights Reserved.
Vicky White is the go-to-gal when it comes to Feng Shui and
the Law of Attraction. With her expertise and gentle
nature, she helps women feel empowered and clear about what
they're doing in their lives - even during difficult
transition periods. Get her free report, "The 5 Biggest
Attraction Mistakes: and How You Can Avoid them" and see
what manifests in your life!
http://www.LifeDesignStrategies.com
 
 
 
 
 
 
 
 
 
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Office Management Tips for Small Business Owners

Are you a small business owner who is looking to bring order to your establishment?  If you are, you may be in the process of examining all of your office management options.  As a small business owner, it is critical to your success that you make the right decisions. For tips on how to make those right decisions, you will want to continue reading on.

One of the biggest mistakes that small business owners make is assuming that they need to hire an office manager.  Yes, office managers are one of the best ways to bring management and order into your company, but it is important to first examine your company.  If you are small in size, you may be able to do all office monitoring yourself. This may eliminate the need for hiring an office manager.  Office managers typically receive more pay than secretaries or other office workers.  That is why it is advised that you first determine whether or not you really need to hire an office manager.  If your company employs less than five office workers, you may not need an office manager, at least right now.

Speaking of your current employees, it is advised that you first utilize the ones that you have, before hiring a new office manager.  If your business is small in size, you may want to consider promoting one of your current secretaries or other office workers.  If your office is small in size, you may be able to do this promotion without hiring any replacements.  For a reasonable pay increase, you may find that a number of your office workers are willing to add the title of supervisor to their name.  This may be a nice, cheap way for you to bring order to your business.
 
If you are interested in running your business without the use of an office manager, you will want to make sure that you are clear on what is expected of all of your employees.  It may actually be a good idea to terminate those who are unprofessional or known for their missed deadlines.  It is more than possible for business owners, especially small business owners, to operate without employing office managers, but it can be difficult to do.  Those without office managers need to rely heavily on their employees.  Even if you do decide to hire an office manager, it is important that you are clear as to what is expected of him or her.

Another option that you have, when looking to bring office management into your small business, involves using office management software.  Office management software is software that combines a number of programs all into one. It is common for office management software to have task lists with important dates highlighted, easy to use email programs, form and document templates, payment tracking programs, and so forth.  Whether your business employs an office manager or not, office management software can be of great assistance to you.

Staying up to date in the latest in business and office management is another easy way for small business owners, such as yourself, to bring order and management into your office.  You can easily use the internet, business magazines and journals, or office management seminars, to your advantage. These resources may provide you with updated information and successful tips and tricks that you can use to bring order into your office, whether you officially employ an office manager or not.  Staying up-to-date on the latest in business and office management is important for all small business owners, as many do not have the resources and budgets needed to compete with larger business any other way.

The above mentioned tips are just a few of the many that you and other small business owners can benefit from using. As a reminder, small business office management is important, but it can come in a number of different formats, including the format of a hired office manager.
     - Brian Little 
 
  
 
 
 
 
 
 
 
Use these proven Sales Scripts, Rebuttals, Closing Techniques & Psychological Triggers to Increase Your Confidence, Improve your Closing Ratio, and Fatten Up Your Commission Checks 
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The Project Management Method Curse or Blessing

Project management is an area of expertise that has undergone some significant development in the last decade.  A business project can have a far-reaching effect on the business and result in either tremendous improvement in the businesses ability to function in the marketplace or a significant setback to that business entity.
 
The idea of a formalized project management approach has been around for quite some time.  So it was not uncommon for any manager to find themselves learning the discipline of a structured project management system.  That project methodology takes any given business or IT project through the same standardized steps from conception through implementation.  Those steps would include:
Project definition
Needs analysis and requirements definition
Cost benefit analysis
Project scope
Project schedule and budget
Detailed specifications
Development
Testing
Training
Deployment

By utilizing a standardized process of doing all projects the same way, using the same reporting methods and tools, there is an economy of skills in that the project leaders and team members become adept at navigating these steps.  Further, by using the same systems and criteria, a scale of evaluation as to the effectiveness of the system is developed so the ability of project teams to do well over time improves.

It was natural that this standardized method would become codified and finally developed into a well-developed system that could that molds all projects to a single standard.  By developing an industry wide method that requires strict training and adherence to the same terms, tool sets and definitions of success, the intuitive nature of judging project effectiveness is reduced.  And so the Project Management Method was developed whereby project managers can undergo strenuous and exacting training in a standardized method that would be enforced via certification across the whole of the business community.

Whether or not the PMM represents a curse or a blessing to the business world depends to a large extent on individual applications of the method and measurements and observations on whether the method itself introduces efficiency to the process of project management or just another layer of bureaucracy.

There are some strong positives to utilizing a methodology that is standardized at an industry level.  Those project managers who have gone through the certification process can be depended on to implement that system the same way in each business setting.  As such, the process of finding qualified project managers becomes simplified because the certification process alone communicates to the business that it can expect the PMM system to be implemented correctly.

By putting into place an external method of certification and measurement of excellence, the project manager career begins to take a high level of professionalism similar to in the legal and medical fields.  So the PMM movement represents a maturing of the IT and project management disciplines as they move toward greater levels of accountability and control.

The dangers come in implementation of the PMM methodology on a project by project basis.  In order for a PMM certified manager to live by his credentials, all projects must conform to a standard mold.  The unique nature of each project may not easily fit into the PMM process of systematization.  

In addition, the PMM system is heavily dependent on a large amount of meetings to document that the project is adhering to standards and a methodical documentation process from which there is little room for variation or accommodation.  The PMM is a complex methodology so the tool sets that must be used to track the process can be expensive and difficult to use.

The outcome is that the introduction of the PMM system can cause the actual business objectives of the project to take on a secondary priority to the high standards of PMM itself.  Project leaders working under the requirements of the PMM can become more accountable to the methodology itself and lose sight of what is good for the business or what is efficient in terms of getting the project completed. 

There is very little room for creativity or individual judgment within the confines of the PMM and that is problematic because the nature of business problems have historically depended on the judgment and creative problem solving skills of middle management.  By dominating the project process with the needs of the PMM methodology, excessive cost is introduced as well as cumbersome requirements that do not benefit the business or the project itself.

      - Bedrock Financial Group 
 
 
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