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Numerous betters will likely have heard of the phrase “offshore sports betting”, though some are not totally confident of what it suggests. A foreign gambling internet site fundamentally functions extraneous to the authority of a particular land alternatively it can mean an internet betting internet site which locates their main computers within the boundaries of a land where online sports gambling is not currently vetoed. To summarize therefore, it’s best portrayed as a betting agency operative extraneous to the area of the bettor. Machine-accessible betting web sites are mostly modulated by means of 3 organisations. These are the OSGA (the Offshore Gaming Association), IGC (Interactive Gaming Council) and the Fidelity Trust Gaming Association FTGA.

The Offshore Gaming Association is an independent watch-dog institution that keeps tabs on the thriving offshore betting trade in an effort to also give the paying public the capability to identify legitimate sites to play games of fortune on, without having to worry. The Offshore Gaming Association works to assure sports betting fanatic’s rights, also they don’t demand any enrollment costs. The association are a well-qualified and objective third party administration who give non-biased points of view, established on customer feedback, unbiased scrutiny, conversations, inside information and additionally dispenses inside communication.

The Interactive Gaming Council are a not-for-profit agency. The organisation has been created to provide a platform for concerned individuals to discuss issues also to boost mutual interests in the world-wide web-based gaming profession, to establish reasonable and efficient industry rules and habits which improve customer certainty in world wide web based wagering merchandise and benefits, and to assist as the industry’s universal strategy interpreter and in addition the Interactive Gaming Council supplies an information clearing house.

The IGC has made a name for trustworthiness, candor and in addition credibility on account of the code of conduct it demands, and in addition its allure for ethical gaming websites. The Interactive Gaming Council regularises offshore gambling by utilizing an original ten step general policy guide and also bills sports gaming businesses a payment for publishing their logo. Dispirited customers can, should they like, state any of their disagreements to the IGC.

The Fidelity Trust Gaming Association was founded in a venture to construct a benchmark to upgrade the actions of machine-accessible sports gambling internet sites. The Interactive Gaming Council proposerealize that by doing business with enterprises of good standing, they are able to work out a federation of the most sportsmanlike and professional internet gaming operations internationally.

So, these are establishments that supervise the behavior practised by computer accessible gambling and which should with luck serve to assuage any concerns felt by skeptics. Internet betting web sites are actually safe, beacuse individual data are no longer requested also the recompense not to mention the gaming odds are as uniform and fair as in a common Vegas-type sports wager. These sites reduce traveling time, but preserve the character of a Vegas-style gambling website, but nowadays you can game at your own pace.

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Benefits and Features in Marketing

It’s a way of thinking and it is something you hear constantly in marketing circles. Highlighting the benefits of a product more than the features will always attract more potential clients, keep them reading and sell more. It’s all in the words.

Though I am not (and never have been) a software developer I had the good fortune of working with several brilliant young software developers in Paris for two years. Schlumberger is one the world’s largest oilfield service companies with research and development facilities second to none in the industry. As an integral part of overall oilfield services Schlumberger routinely create software solutions which simulate oil drilling and production downhole conditions with uncanny accuracy. It takes brilliant minds to create such solutions, but brilliant techies do not necessarily make good marketers.

Techies and Features

Schlumberger’s aim was to develop a software program to provide state-of-the-art support for the company’s drilling fluids division. Every year Schlumberger scours major universities all over the world to snare the best of the best graduates into their fold and the batch of IT graduates I was assigned to work with were brilliant “techies”. Make no mistake, these people invariably know the features of their product inside-out, they created them and are proud of them so of course they would know the “nuts and bolts”

It is one thing to develop a brilliant technology, create a stunning product, conceive a service, a franchise deal or a ratchet the world absolutely can not do without; it is quite another to sell the concept, idea or product to those who matter. Your backers, bankers, bosses and most important of all, the buyers.

My job in Paris was to create copy explaining why the software technology we developed was unique, accurate, saleable, and absolutely necessary for Schlumberger engineers to provide the superior service their clients expected. I couldn’t have done this without having the product in the first place but it may well have languished, unused and a wasted technology, if our message wan’t clear.

What’s in it for me?

The single major question potential buyers will always ask themselves when reviewing a product with a possible intention to buy is “how will I benefit from owning this” or put another way “what’s in this for me?”

If you can’t convince a potential client of what the specific benefits are to him/her then you will very quickly lose their attention and the sale, without a doubt.

Perhaps the technically minded will want to know some of the details (or features) of your product, software or concept. How it works, how many gizmo’s it has, at what light-speed it operates, and the fact that it is a zillion times faster than someone else’s gadget.

But what the vast majority of your potential market wants are answers to questions like: - How will this make my life easier? - How will this increase my standing among my peers? - How will this save me money or time? - How will this give me an edge over my competitors? - How will this improve my understanding of my studies? - How will this help me impress my family or friends? - How will this make me more at peace or make a difference? - How will this change my life for the better?

I’m sure you get the message. If readers are convinced that your product, service, massage, DVD, book or wotnot will provide the answers to as many of the above questions as possible you will have a sale.

Accentuate the Positive

This is not about positive thinking, though that certainly helps, it’s more about highlighting the benefits people really care about and what triggers them to buy. You could go on for pages listing endless “features” of your product, and, while some would make their own evaluations of what’s in it for them as they recognise the benefits, most would not.

Your client needs each and every real and potential benefit spelt out clearly and enticingly.

PC Builder Example

I had a recent project re-writing website content for a UK based DVD producer who has an excellent set of computer learning tutorial video’s and DVD’s.

The company CEO asked me to review his website and promotional materials and provide professional recommendations as to how they could be improved. When I visited the website I found a great layout aesthetically and word content that listed all the features of his DVD’s brilliantly.

What was missing were the vital words on why his potential clients should learn how to use computers and what benefits each module would bring to them specifically. In other words, the very reasons most would buy in the first place.

I had the DVD’s sent to me so I could review them first hand and I worked on all aspects of the company’s marketing data.

My client’s comments below tell the story as it is today.

“I am more than happy with the copy and professional marketing services Ron has provided our company. RAW Power Writing’s copy has greatly improved our website marketing message. Ron is now responsible for our complete marketing materials and I have recommended his services to all of my business associates”

Fitzroy Lawrence CEO PC Builder

You can review the outcome of our work on PC Builder’s website via my website at: http://www.rawpowerwriting.com/article.asp?id=13

The benefits make the difference.

Ron A. Welsh Brisbane

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For the ‘big three’ automobile sales consultants, the ‘employee discount pricing’ has made it to easy to sell. It has been great for a change. But… don’t let this style of ’short cut selling’ sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms of the next salesperson. (As a dealer or sales team leader, schedule a fall Skill Specific Coaching workshop for your sales team to get them back on track. Dave@Automotivator.com )

Summer Sales Success Hint - Ask Your Customer to Buy!

Most sales people do not get what they want: a Sale. Most customers do not get what they want: a new vehicle!

Why? Because the salesperson didn’t do his/her job?

The job?

To ask your customer to buy.

One of the simplest rules to increase YOUR sales is to learn to just ASK. As a Professional Development Sales Coach for over 20 years, I have observed thousands of salespeople in sales situations who fail to ask for the customer to buy a vehicle today.
Now, I believe in making sure your sales process is good enough to earn the right to ask the customer to purchase. But I also believe in asking for a prospect to buy. It doesn’t mean you will always get the sale, but you have nothing to lose by asking. Think of how many customers may have said “Yes” if you had asked? OK, what is holding you back? Is it because:

1. You might be rejected?

2. Someone will think you are pushy?

3. You are afraid to?

4. The sale isn’t likely?

5. You don’t really want a sale because last night you won the lottery? Any of these apply to you?

KEYS TO SUCCESS - Ask yourself: “What is the worst that could happen if I ask for them to make a decision?”

* They might say ‘NO’. Wouldn’t that be a hoot? Then they might even tell you why they wouldn’t buy right now, if you ask!

* Then you give a good reason to buy now rather than later, then they might say, “Okay”.

* Your customers will be delighted because their problem is solved. They have what they came to get- a new vehicle. You have what you came to geta new customers. All because they met a salesperson who asked them to buy.

* Most salespeople just wait and hope the customer will make the buying decision themselves. They just give in without asking.

* The secret to increased summer sales is simple. Give a reason to buy and then ask them to buy. You won’t get a “yes” every time you ask - it isn’t that kind of world - but I’ll bet you should be asking more!!

This week’s action hint: Ask your customer to buy more often. You may be surprised with the result!
This week’s affirmation: I am worthy of more in my life. All I have to do is ‘Ask’.

Final Sales Hint for Dealers and ManagersGet Trackstar if you are serious about follow-up. It is the best there is in the industry. Dealers are moving to Trackstar, the reason? They say, “the other systems are complicated, cumbersome and don’t deliver what they promise”. Check it out. Dave@automotivator.com

Have a great selling day!

Dave Kemp, the Automotivator

Dave Kemp, the AUTOMOTIVATOR. A retail sales expert who trains in the Automobile and related businesses. Successful salesperson, General Manager, Car Dealer now impacts on the bottom-line of dealerships with Skill Specific Coaching. Trackstar CRM systems for auto dealers.

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In This Article you will learn about Pseudo Directories, a simple tool that will not only keep you organized but when used properly can actually increase your ranking points because you will have file names that are extremely optimized for the Page Ranking Bots.

Conventional Wisdom states you should use Sub-Directories to organize your web Pages. Unfortunately the Page Indexing Tools Penalize your Page Rankings when you Do this, Many of the Page Ranking Algorithms in use today deem that pages close to your Root are of a Higher Value then pages that are further away from your root. If you have 2 Web Pages with the Exact same content (web1.html and web2.html) http://yourdomain.com/web1.html and http://yourdomain.com/articles/training/web2.html.

All things being equal Web1.html will have a higher ranking then Web2.html because Web1.html is in the Root Directory and Web2 is in a Sub Directory.

As a Web Designer or a Home Based Business owner wearing a Web Designer Hat it seems you have 2 Choices, do what seems right and in many ways best and use a Pretty Directory Structure and Loose Ranking points or Throw out the Directory Structure and Gain Ranking Points. Many People Choose the Directory structure either because they don’t know about the page Ranking Algorithms or they feel a strong need to be organized and are willing to sacrifice ranking points.

Pseudo Directories are the Best of Both Worlds. They allow you to keep your Directory organized and not loose ranking points. In fact by using meaningful names for your Pseudo Directories you can actually gain Ranking Points.

A quick lesson on File Naming if you have 3 Web Pages with identical content and they are named page1.html,bathroom.html and Home-Repair-Bathroom.html which file do you think will have the Lowest ranking and The Highest Ranking for the phrase “Bathroom repair”. Page1.html will be lowest ranked and Home-Repair-Bathroom.html will be the highest rank.

The Pseudo Directory takes advantage of this page naming structure to allow you to organize your Web Pages and still maximize your page ranking.

As an Example you have a Web Page that is Promoting products and Services to Homeowners and Would be Homeowners. You want to build some content rich web pages using articles that you find and Reprint. Using Conventional Methods you would have a Directory Structure that looks like

root/articles/Home-Loan/file.html,

root/articles/Home-Repair/file.html and

root/articles/Home-Selling/file.html etc.

With the Pseudo Directory method you keep all your files in the root Directory you just name them using the Optimal naming rules. Now you would simply have Pseudo Directories named

Home-Loan

Home-Repair

Home-Selling

So An Article on Roof Repair would be named home-repair-roof.html Similarly and article on Kitchen Repair would be named Home-Repair-Kitchens.html and on Bathroom repair would be named Home-Repair-Bathrooms.html. An Article on FHA Loan Loans would be named Home-Loan-FHA.html and an Article on how to sell your home by owner (FSBO) would be called Home-Selling-FSBO.html

This next step is optional but it does have a few advantages and will help increase your page rank even more. Create a Table of Contents or Site Map for each Pseudo Directory. So continuing with the above example create a Files called

Home-Loan-Contents.html - Links to all Home-Loan Files

Home-Repair-Contents.html - Links to all Home-Repair Files

Home-Selling-Contents.html - Links to all Home-Selling Files

Next (If you have more then 3 or 4 sub topics) Create a Page called Home-Contents.html where you have links to Home-Repair-contents.html and Home-Loan-contents.html and Home-Selling-contents.html …

Copyright © 2005-2006 Mike Makler

About The Author Mike Makler has been Marketing Online Since 2001 and has Built an Online Organization of over 100,000 members. You can see My Web Page Here and be sure and Subscribe to my Newsletter http://www.ewguru.com/hbiz/home.html

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Do you like hearing a good story?
I’ll bet you do, and I’ll bet the farm that your customers like hearing
a good story too. In this short article, I am going to convince you that
if you want to sell your products or services, you’ll want to sell your story
first.

The women of Gold Ribbon Gourmet have been loyal clients of mine for years. I grew up with them and played soccer with their brothers ever since high school. They approached me a few years ago with the idea of forming a business that would sell high-end baked goods. They make some of the best pastries around, I know, I’ve probably eaten too many of them.

But no one cares that they have some of the best pastries around. Yep,
I know it’s shocking, but stay with me with here - no one cares, and no one would beleive it if Gold Ribbon Gourmet told them.

There are hundreds if not thousands of other options a sweet-toothed aficionado
can satisfy their cravings. Doughnuts, cakes, pies, and chocolate covered cherries
- the list is endless. There are just too many options for customers to
choose from, and all of their competitors claim, “We’re the best“,
“We’re the fastest“, or “We’re the tastiest“. The picture I’ve
painted here looks bleak, but it’s not. In fact the women of Gold Ribbon Gourmet
have a golden opportunity.

The women of Gold Ribbon Gourmet have a secret weapon. They’ve got a story, and a damn good one.

Now I’ve told you that these women make some of the best tasting pastries around, did that do anything for you? Did that stir anything inside of you to want to try some of their high-end baked goods? Nope. At this point, is there anything memorable about Gold Ribbon Gourmet? Again, another “nope”.
Now let me tell you the real story of Gold Ribbon Gourmet.

If you look to find Gold Ribbon Gourmet’s factory you won’t find it. What you
will find are Maria, Joanna, Georgia and Eleni, three Greek sisters and their
Mother who want to share their passion for making authentic, handmade
Greek baked desserts with you.

Maria, Joanna, Georgia and Eleni make all of the desserts by hand, in a traditional Greek home and kitchen. Just like those kitchens you remember, the ones give anything to get near enough to smell the aromas.

From the honey dripping baklava to the irresistible kourambiedes, everything is bursting with the smells and tastes that you can only get from years of experience and passion for baking. And you won’t find these tastes anywhere else, Gold Ribbon Gourmet desserts are all created from secret family recipes from old world Greece that have been passed down from Mother to Daughter for generations.

When you want to have more than just another dessert, I invite you to come and experience authentic Greek desserts made from the finest hand selected ingredients and time-honored family recipes. You can smell and taste the pride, tradition and care in every bite.

Sounds awfully tempting, doesn’t it?

Do you notice the powerful difference between the two marketing approaches?

Wouldn’t you like to tell your friends that you just bought handmade, authentic Greek baklava that was made from a treasured family recipe that’s been passed down for generations?

If your marketing message is, “We’re the best“, “We’re the fastest“,
or “We have the best customer service“, you’ve got to change your marketing
focus. No one really cares and furthermore, no one will believe you. This
approach to marketing doesn’t work anymore because there are too many options
for your customer and all of your competitors are saying the same thing.
I encourage you to break free of this pattern and tell your story. Tell a story
to customers about your passion and what makes you unique. Think about it for
a second, why is Godiva chocolate cost so much more than Hershey’s if they taste
about the same? It’s the story that Godiva tells you that pulls you into buying.
When you buy Godiva chocolate, that’s something special - that’s the story they
are telling you. Are you catching on?

What’s your story?
Whether or not you know it, you have a good story too. If you’re like the women
of Gold Ribbon Gourmet, you just need someone to help them identify it and help
them share it with the world. Give me a call at 480.391.0704 or email
me at comments@candographics.com and I’ll be glad to talk with you free of charge
about your story and how you can leverage it to separate from your competition
and make a lasting impression in your customer’s hearts.

Oh, and a special thank you to Maria, Joanna, Georgia and Eleni of Gold Ribbon Gourmet. If you’ve always wanted to try authentic Greek baklava and other delicious desserts, visit them at www.goldribbongourmet.com, and tell them “they story” sent you!

About Jeremy:
I help small businesses build more confidence and credibility into their business brand. Through marketing and design initiatives, I help you feel better about your company. Making you feel good about your business gives you more confidence and less anxiety when you are networking, promoting or selling your business.

If you have are a business owner who isn’t comfortable or confident in your business image, or you’re just not as proud of your business as you’d like to be. Call me today at 480.391.0704 or email me at comments@candographics.com, I’d love to send you a free insider’s bulletin and talk with you about your specific situation.

You’ll also want sign up for the “Can-Do Confidence Builder” at http://www.candographics.com. Emailed weekly, the Confidence Builder provides you with essential marketing and design insights that help you get the most out of your investment and help you to stay one step ahead of the competition.

Learn more about me and how you can gain a competitive advantage with a better brand by visiting http://www.candographics.com.

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One of the most evil Europeans of all time, Radovan Karadzic, the “Osama bin Laden of Europe,” has finally been caught.

For nearly 13 years now, Karadzic, 63, had been on the run for eleven counts of genocide and various other inhumanities. The public last saw him in 1996; sightings of him since then were limited to elaborate guises, including one as a Serbian Orthodox priest. He allegedly dwelled in mountain caves deep in Bosnia.

En route to that existence, Karadzic had been a power-tripping megalomaniac during his hegemony as the self-proclaimed Bosnian Serb president, from 1992 to 1995. There’s nothing else for him, whose spite against Bosnian Croats and Muslims resulted in methodical “ethnic cleansings” across a divided Yugoslavia, at the height of The Balkan War. His greatest claim to nefariousness was ordering the killing of about 8,000 Muslims in Srebrenicathe worst massacre in Europe since Hitler himself.

Punishment eventually came Monday night, when Serbian police patrolling central Belgrade recognized him among bus passengers. He awaits certain trial in The Hague, Netherlands, at the United Nations war crimes court, which had already indicted him in 1995.

Karadzic’s arrest is seen as the most seminal point in Serbia’s bid to become part of the European Union, the biggest trading bloc in the world. EU was reluctant in reaching out to the nation’s previous administration, which it suspected of hiding Karadzic. Conversely, the new administration is seen as pro-West.

If catching a megalomaniac had vested interests, then the world is all the better for it.

Active supporters of human rights such as KKR are profiled on the Human Rights Supporters site.

KKR and the Environmental Defense Fund announce a new environmental initiative.

Afghani educator wins the coveted Henry Kravis Prize in Leadership for her pioneering work i educating women and children.

World News, Regional Events & More, Social Web + More | No Comments »

Robert Louis was born with the wrong middle names. One was Balfour which he promptly dumped. The other middle name was Lewis which he changed to Louis. He liked to be called RLS. That took care of the name problem.

He was born on November 13, 1850 in Edinburgh, Scotland. He never liked the winter climate in Scotland and spent a good deal of his life in the warm spots of the Pacific. His wife, Fanny, was a good sport and tagged along. Although trained as both an engineer (like his father) and in the law, he preferred to write. That’s what he did. He wasted all that education. Oh, well!

Here is the point of this story: RLS said that there was never a day in his life that he felt like getting out of bed. He had tuberculosis from childhood and continually suffered from the ailment. He said if he had stayed in bed, sick, that he would never have accomplished anything in his life. He said that nothing would have been done.

If RLS had decided to be sick instead of being a writer I would not be writing this article about him. You would be doing something other than reading it. See, RLS is still doing things.

RLS died at the age of 44 in Vailima in Samoa. The cause was a cerebral hemorrhage. Read about his and his writings at http://en.wikipedia.org/wiki/Robert_Louis_Stevenson.

Imagine that you were sick everyday of your life. What would you do? Would you have the guts to pull yourself out of bed and go to work? I doubt that I would, but that is what RLS did everyday of his life.

We all have what are called hang-ups. We decide that we can not perform so we don’t. We say things like, “I’m not smart enough to do that. I don’t have enough money to do that. I’m too darned tired to do that.” Once we have done all that deciding, we are finished. Nothing gets done.

What about your dreams? What happens there? I moved to a town in Iowa in 1966 and decided that it would sure be nice to stick a McDonalds® in that town. I said to my brilliant self, “I don’t have the money.” A few years later I was talking to my banker and learned that the person who purchased a McDonalds® franchise and build the restaurant had no money at all. His thinking was different than my brilliant thinking. This is what he said to his wife, “I’m going over to the bank, Honey. I should be back in an hour or two.”

When he got back home his wife said, “They didn’t give you the money, did they?”

He answered, “No. They just gave me a line of credit to buy the franchise and build the place.”

So he got rich and I stayed poor and kicked myself in the pants every time I passed the restaurant.

A friend of mine moved into town because he had “bought” Iowa from one of the Mexican fast food chains. I thought, well he bought some blue sky. In a few years he had thirteen restaurants across the state. Money was available and he did own the sky.

Have you ever heard someone say that he or she was going to write a novel? I’ve written a number of novels so I know it is hard work.

The first draft of a novel is not difficult unless you are a talented writer. A good writer writes perfect copy and gets the first draft published. The rest of us write the first draft, throw it in the trashcan and then write the second draft. Then we edit and edit and edit until it looks like an agent might want to take a look at it.

Most people never write the first draft. If they would write a few pages everyday they would write the novel. But they never get started or quit before they start.

Hemingway use to write a page and then hang it on a line so that he could peruse it as needed. He was satisfied if he had one or two good pages each day. He edited as he went along.

He was one of those good writers. He lived up the road from where I live here in Idaho. The locals are afraid that someone might build a parking lot around his home and destroy the ambience of the area.

I said in another article that I try to get my brain working in the morning by sticking my finger in a dictionary or any other book that might be around. I don’t cheat. I close my eyes. I look down to see if my finger hit a word. If it did, I write a poem using the word as the subject.

I think I put my poem They in that article. If you are staring at your monitor and can’t write, try that trick. It might get you going.

Writer’s Block is a good excuse for not writing. It happened to me once. I think I mentioned this in one of my UFO articles. The book was called The Glass Pool. I wrote seven chapters and went brain dead.

Now let me tell you a secret: Writer’s block does not exist.

Did that help?

Probably not.

What does exist is a writer who doesn’t care to do more research to finish the book.

What does exist is a writer who thinks the book is awful and will bore everyone out of his tree.

What does exist is a writer who doesn’t want to publish the book because it is too controversial.

There are reasons to junk a project. Just make sure it is the right reason.

Many writers say to write a certain number of words everyday. I use to do this when writing a novel. I don’t do it now. If I decide to write another novel, I’m going up to Earnest Hemingway’s house and hang pages on his line.

John T. Jones, Ph.D. (tjbooks@hotmail.com, a retired VP of R&D for Lenox China, is author of detective & western novels, nonfiction (business, scientific, engineering, humor), poetry, etc. Former editor of Ceramic Industry Magazine, Jones is Executive Representative of International Wealth Success. He calls himself “Taylor Jones, the hack writer.”

More info: http://www.tjbooks.com

Business web site: http://www.bookfindhelp.com (IWS wealth-success books and kits and business newsletters / TopFlight flagpoles)

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If you are a loan officer or mortgage broker, and you are on the market for mortgage leads, you may want to consider buying them in “real time.”

Real time leads or fresh leads are for loan officers looking for quality in a lead, as opposed to buying quantity, otherwise known as buying in bulk.

If you are buying your leads in bulk, you are undoubtedly purchasing very old leads that have been recycled from lead company to lead company several times over.

Real time leads arrive at your door step within seconds of the prospect filling out the on line form and hitting the “submit” button.

Here is how it works:

1. A potential customer goes onto a website owned and operated by the lead company.

2. The potential customer fills out the on line form specific to what they are looking for in the way of loan type, loan amount, ltv, etc.

3. The customer than hits the “submit” button.

4. The on line form, now considered a lead, comes to the lead company web site.

5. The lead finds a matching filter previously set up by a loan officer.

6. Once the lead finds a matching filter, it is than delivered by way of e-mail to the loan officer within seconds of its arrival.

If you are sick and tired of hearing “I filled out that form months ago,” or “I just closed my loan two weeks ago,” than real time leads may be the way for you to go.

But before you go spending your hard earned money, be sure to research the lead company you are considering. Call and speak with someone in customer service, find out exactly how their system works. The quicker you can get your hands on the lead, the better your chances of closing the loan.

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* Your first priority is safety. Know where fire exits and extinguishers are.

* Have backup equipment and backup plan in case of failure.

* Keep room lights at maximum intensity unless slides and/or video projection are being used.

* If room lights are down, put a soft light on presenter.

* Schedule breaks during program.

* Tape door latches to prevent them from making loud noises.

* Use semi-circular seating if possible.

* Provide hardback writing surface if needed.

* Locate your presentation area as close as you can to front row.

* If seats can’t move YOU MOVE!

* Without screen, set to long side of the room.

* With screen, set to short side of the room.

* Avoid long narrow rooms (switch rooms if possible).

* Avoid placing chairs next to walls.

* Cut aisles behind poles.

* Set aisles bigger as they get nearer exits.

* Seat for least distraction audience members should not have to cross more than six others to get to a seat.

* Force audience to front with reserved signs or put out less chairs than the expected attendance. Stack additional chairs in back corner of room so they are handy if needed.

* Arrange for a good sound system. Thoroughly check sound system BEFORE program.

* Check climate. Locate climate controls or know who to call.

* Make sure water and glasses are available.

* Locate restrooms, phones, snackbars, elevators or stairs, and business center.

* Make sure there are signs posted to direct participants to your room.

Personalize this checklist for your presentations.

Other:

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Copyright © 1998 - 2005 Advanced Public Speaking Institute

Tom Antion provides entertaining speeches and educational seminars. He is the ultimate entrepreneur, having owned many businesses BEFORE graduating college. Tom is the author of the best selling presentation skills book “Wake ‘em Up Business Presentations” and “Click: The Ultimate Guide to Electronic Marketing.” It is important to Tom that his knowledge be not only absorbed, but enjoyed. This is why he delivers his speeches laced with great humor and hysterical jokes. Tom has addressed more than 87 different industries and is thoroughly committed to his clients’ needs. http://www.antion.com

Advanced Public Speaking Institute
3105 Sergin Ct.
Virginia Beach, VA 23452
(757) 431-1366
Fax (757) 431-2050
Contact: cmckinney@public-speaking.org
http://www.GreatPublicSpeaking.com
Visit our Blog at http://www.GreatPublicSpeaking.BlogSpot.com

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“Get the sale at any cost.” “Make more calls.” “Tell them what they want to hear.”

Sales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss. But this approach does not create trust with customers and does not encourage repeat business or a lasting relationship.

A more effective approach is to develop a partnering relationship with your clients. This means working with them to help them achieve their goals and objectives. Simple in theory, this strategy requires a completely different approach. Here’s what I mean.

In the majority of sales meetings, the sales person looks for ways to position his or her product/service so that the prospect will buy it. However, a partnering approach means putting your goals and objective aside. It means focusing 100% of your attention on your customer. It requires a self-less mindset because there are situations when the best solution is not yours. In fact, it may mean telling your customer to contact a competitor. I experienced this just a few days before writing this article. A subscriber to my e-zine contacted me about delivering a particular service. Although I may have been able to help her, I knew someone who could better meet her requirements. It was mentally difficult, but I made the decision to refer her to my competition.

Partnering also means that you provide exceptional follow-up to ensure that your customer is completely satisfied with their purchase. This does not mean you make just the obligatory follow-up call. It means you explore their actual use of your product and/or service and help them maximize its full potential.

A client of mine was experiencing less than favorable results after implementing a new program into their business. We scheduled a follow-up meeting with the management team, because as the vendor, I knew that the answers lay in the execution of the program. During the meeting we explored several ways to improve their results and one of the solutions required me to provide additional follow-up. Although I could have charged this client for my time, I knew that it made good business sense to absorb the cost of this follow-up because my primary objective was to help my client achieve the best results possible. Subsequent meetings indicated that this investment was worth it as my client began discussing how we could take this initiative to the next level.

The challenge with this concept is that most sales people want some form of instant gratification. But this approach does not offer a direct or immediate payoff for the sales person. However, from a business perspective, it makes good sense.

It is also important to note that you don’t necessarily have to give away this additional service. A few sales trainers I know (including myself) incorporate telephone coaching into their proposals. They charge for this service but they position it as a way for the company to improve their results. They demonstrate how this additional investment will drive more dollars to their clients’ bottom line. Ultimately, your goal should be helping your customers and clients improve their business results. Here are a few points to consider.

1.Focus on their goals and objective instead of your personal agenda (closing the sale). If necessary, recommend another supplier or vendor who offers the exact product/service your client needs. 2.Follow-up. Contact your customer and talk to them after they have made their purchase. Ask them if they are getting the desired results. If they aren’t, look for ways to help them maximize their results. Offer additional support. Give them extra resources. Help them get the best results possible. 3.Incorporate a systemized process into your sales pitch or proposals. People will pay for extras providing they see that value that is brought to their organization. 4.Send information to your customers on a regular basis without being asked. I like to send articles that are relevant to my clients on a regular basis. This demonstrates that I am looking out for their interests, rather than my own. I prefer to send articles written by other people, not just the ones I write.

Zig Ziglar once stated, “You can get anything you want in life if you just help enough other people get what they want.” When you help your customers achieve their goals and objectives you become more than a supplier or vendor. You become a preferred partner. And this will prevent your competition from overtaking you in the marketplace.

Create a checklist of the additional services you can offer to your clients to help them achieve their goals. Helping your customers reach their objectives will help you increase your profits.

One word of caution…this is a process, not a quick fix. This strategy does take time to generate a return. However, it is well worth the investment.

© Copyright 2005 Kelley Robertson, All rights reserved

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