21 Tips in 21 Days to Get You Into Selling Shape for 2012

By Jim Domanski
Are your 2012 sales a little sluggish? Need a little momentum?

Here are 21 tips that you can apply one day at a time over the next 21 days to help kick start your sales for 2012. These tips are in addition to your normal everyday selling activities. Why 21? Because 21 is approximately the number of business days in a month and because it is roughly the amount of time it takes to create a habit. If you get into the good habit of doing something a little extra to improve your skills or enhance your productivity and effectiveness your sales are bound to grow.


The 21-Day Get Sales Fit Program

Day 1 - For the next five business days, arrive 15 minutes earlier and use the time to prospect. Sometimes earlier in the day is the best time to reach decision makers. Of course what it really does is translate into 75 minutes of business development. Focus exclusively on dialling. Don't get distracted.

Day 2- Send out 10 thank you cards to your top 10 clients. Simply tell them 'thank you' for all the business in the past. Tell them you don't take them for granted. Hand write the card and envelope. Use a real stamp. Go here for more information on this simple but highly effective task.

Day 3- Ask your manager to monitor five of your (completed) calls today and provide feedback on how you can enhance and improve your approach to a call. A good coach means good results.

Day 4 - Identify 15 inactive clients (a customer who has not bought something in the last 12 months) and give them a call. Ask them questions to get a feel for their current situation. Identify needs. Pay attention to them. Groom them. Reactivate them.

Day 5 - Today, implement a "passive referral" program i.e., a means of soliciting referrals from clients (and prospects) using a variety of methods (e.g., e-mail). For more information on this process go here.

Day 6 - For the next 5 business days, stay 15 minutes longer and make cold calls and develop new business opportunities. Sometimes later in the day is the best time to reach your decision makers. Try it and see for yourself.

Day 7- Today you want to get "some skin in the game" and invest in yourself. Go to a books store or visit Amazon and buy a book on selling. Find something to enhance your approach to selling. When you invest in a product you are more apt to read and apply the techniques in order to get an ROI. (See the Book recommendation following this article)

Day 8- For today, identify your top 5 selling products and list 2 add on sales for each these products. Jot them on a sheet of paper and when appropriate cross sell or up sell on these products. Do this today and for the rest of the 21 days. Watch the average value of your sale increase.Go here if you'd like more information.

Day 9- Swap five of your prospects who are not returning your calls with 5 prospects from a co-worker. Sometimes a new voice and new approach generates new sales.

Day 10 - Scan the internet and find an industry or product related article that you can send or e-mail to 25 clients. Add a little note that says, "I thought of you when I found this article. Enjoy!" This creates value. It positions you as a 'resource' and not just a 'source.'

Day 11 - Call 10 of your "B -level" customers and ask them if there are any projects / sales three to six months down the line. Not only are you scoping out long term opportunities, you are staying 'top of mind.'

Day 12 - Eat lunch at your desk and spend the time making cold calls - maybe to a different time zone. That'll give you an extra 50-60 minutes of business development opportunity. See what happens.

Day 13 - Call your top 10 clients (the same ones to whom you sent the thank you cards on Day 2 and who probably got your industry related article on Day 10.) Ask them for a referral.

Day 14- Today, create an e-prospecting letter and send them to 15 prospects. For tips on e-mails go here.

Day 15 - Make follow up calls to the 15 prospects who got your e-mail on Day 14. Timing is everything.

Day 16 - For the next five days, come in 10 minutes earlier and stay 10 minutes later. That means an additional 100 minutes of business development activity. Ten minutes on either end of the day? Heck, that's easy.

Day 17- Monitor 5 calls from three of your co-workers (15 calls in all). Get a feel for what they do. Maybe you'll get some fresh new ideas or approaches.

Day 18 - Call five clients and ask them for a testimonial quote that you could use in an e-mail or letter or presentation. When you get them, be sure to leverage them!

Day 19 - Call or e-mail those who have given you a referral and given them an update on the status of the referrals you received.

Day 20- Send a thank you card - not an e-mail- to those who have given you a testimonial quote.

Day 21 - Evaluate all that you have done over the past 21 days. What has been the net result? If you've missed anything implement it. Now, build your 'little extra' plan for the next 21 days. Keep the momentum going.


The above tips are easy to implement and take very little time. Do the extras. The extras will give you the edge and make things happen.


By Jim Domanski of Teleconcepts Consulting. Please visit Jim's web site at http://www.telesalesmaster.com/ for additional articles and resources for tele-sales professionals


George Torok Host of Business in Motion Business Speaker
Listen to Business in Motion audio PodCasts On iTunes Business in Motion on Facebook

20 Classic Case Studies Every Business Student Should Know

Enjoy this collection of 20 important business lessons illustrated with case studies.

Here are two that I particularily enjoyed reading.

David vs. Goliath

It's tough to be the little guy, especially when one of the big guys becomes your direct competition. But at Hangers Cleaners, an offbeat image and good customer service helped them pull through when P&G opened an eco-friendly dry cleaners in the same town. Hangers differentiated itself through van delivery service, funny t-shirts and hangers, as well as social networking. The company also spent time connecting with the community by partnering with local businesses and charities.

Instead of out-pricing or out-spending P&G, Hangers embraced its personality and adopted a culture of excellent service that customers found value in. As a result, Hangers has experienced growth while other local dry cleaners have reported flat or declining revenues.



Triumph in Niche Exports

Another excellent international case study comes from bike manufacturer Triumph, which lost steam in its British home base three decades ago, but found new life by heading overseas. In 2010, Triumph sold just 7,562 bikes in the UK, but 50,000 worldwide, indicating that an international interest paid off for the company. Triumph's famous factory in Warwickshire closed up shop in 1983, but the Indian factory remained, and these days, the motorcycles have become the country's Harley Davidson.

The company struggles to meet demand in India, with a six month waiting list and a new factory being built. India's middle class has embraced the vehicle as an affordable commodity, even giving them as dowries in weddings.


Read the rest of these lessons here.

20 Classic Case Studies Every Business Student Should Know

Ken Tencer – SpyderWorks Audio Interview

Listen to the radio interview with Ken Tencer of SpyderWorks.

Interview with Ken Tencer, CEO of SpyderWorks & co-author of “The 90 Percent Rule”
SpyderWorks is a strategic design firm. They are “stratical” – a blend of strategic and tactical.

——————-

Insights from this interview with Ken Tencer

The 90% rule is based on doing the things that you are 90% capable. That lowers risk and cost.
I came from a family of entrepreneurs and always believed that I would be and entrepreneur.
The book is perfect for anyone who wants a practical way to grow their business.
The risk test is – could it put me out of business?
Don’t try to hit home runs.
Look for what the next 10% can offer you.
It’s not necessary to invent anything.

Tom Beakbane interviewed on Business in Motion

Interview with Tom Beakbane, President and founder of Beakbane Retail Connections.

Beakbane Retail Connections is a marketing firm that helps business develop their brands and bring their products to the market.

Tom Beakbane started his company 23 years ago and employs 11 people. He was born in the UK and raised in Worchester – the same as the famous sauce.

Tom is a renaissance man. He lived in Kenya and France. He studied Neurophysiology and Bio-Chemistry and would sneak into art classes. He worked as a Sous Chef in southern France. Now his job in the kitchen is to wash up.
————–
Insights from this interview with Tom Beakbane

“What I love the most is when someone comes in with a raw idea.”
“Distilling complexity into a single message.”
“We like coming up with a good name.”
“The fewer things that you ask people to remember, the more likely they will remember it.”
“Our best client is passionate and open minded with a challenge.”
“Education is a foundation – not training for a job.”
“Words are merely buckets for creativity.”
“I hate cold calling but…”
“When we do a good job for clients they don’t need us anymore.”

Listen to this radio interview

George Torok

Host of Business in Motion

Business in Motion podcasts

The Fifteen Most Common Publicity Mistakes Businesses Make

By Pam Lontos

As a business owner, you probably know that publicity is important to your success. But many businesses (and maybe you’re one of them) make crucial mistakes in their publicity campaigns. While some of the mistakes are more detrimental than others, the actual costs can be staggering.
For example, saying the wrong thing to a reporter may only cost you a quote in a national magazine. But in advertising dollars, that quote could have been worth hundreds. And you never really know who would have read the interview. Maybe a reporter for USA Today or maybe Oprah’s producer (or maybe even Oprah herself). Plus, what about all the time, money, and effort you spent in getting that reporter on the phone?
It’s true; everyone makes mistakes. By being aware of the more common ones, at least you can take action to avoid them. If you want to make the most of every publicity opportunity that comes your way, consider the following mistakes that businesses commonly make in their publicity campaigns:

Thinking hundreds of customers will walk through their door from one hit.
Fame and name recognition take time and repetition to build. In fact, a person will need to see your name and logo around six or seven times before they actually remember it. So regardless of what you’ve heard, there’s no such thing as an overnight success.

Not being unique in their approach.
No one wants to hear the same old message over and over again. So develop a hook, or unique angle that sets your business apart from others. For example, if you own a restaurant, consider what’s unique about it. What’s unique about your menu? Has the restaurant been family-owned and operated for generations? Do you offer vegetarian cuisine? The more you can make your message unique or different from the “old way,” the more attention you’ll attract.

Thinking they can’t get into a large publication.
Many small business owners feel intimidated by the big name publications. They envision high-powered magazine editors schmoozing with big company CEOs and lining up interviews with well-known figureheads for the next six months. In reality, editors scramble daily to find people to interview who have knowledge on the latest trends and topics. Realize too that editors must find new and exciting people to interview either weekly or monthly, so the more knowledgeable people they can add to their database, the better. Make yourself stand out as a reliable information source and you will get the media’s attention.

Thinking small publications don’t matter.
Even big name businesses had to build their expertise and name recognition by starting in small publications and trade journals. Although they aren’t sold on newsstands, you never know who’s reading them. So don’t overlook small publications as a foundation for your publicity.


Thinking their ideas are wonderful.
Touting your experience and explaining all the reasons why your business is wonderful to an editor is not an effective way to pitch your ideas. In fact, this is an immediate turn-off. Realize that an editor or reporter only cares about one thing: their readers. So instead of telling them all about your ideas and your business, first learn about their readers and what they want.

Pitching themselves, instead of a story for the audience.
Always pitch a publication or program by highlighting the benefits your business can offer their particular audience. Consider what uniqueness you can offer and why their readers or viewers will be interested in what you have to say.

Pitching the wrong person.
Besides wasting your time, pitching your ideas to the wrong media person will likely frustrate them. If you have an article you’d like to publish, you need to talk to an editor. But if you want to score an interview, you need a reporter.

Not finding out what reporters really want.
As you present your idea to a reporter, ask questions about what they’re looking for and what their audience is looking for. Then make changes to your initial idea based on their responses. Don’t try to “sell” your idea if it isn’t a good fit; instead, promote alternate ideas and emphasize your ability to address a variety of issues.

Not answering the reporter’s questions.
Always let the reporter or interviewer lead the conversation, because they most likely have an agenda for the story’s development already in mind. Don’t attempt to take over the conversation or talk about points the reporter doesn’t want to cover. They simply won’t include you in the final story.

Not getting to the point.
Audiences and readers love to hear firsthand accounts of experiences relating to the topic because it helps them know you on a more personal level. But don’t overload the reporter with unnecessary information that isn’t directly related to the story, and don’t ramble. If you can’t convey your message in a short amount of time, then your answer won’t be used.

Not respecting the reporter’s time.
Reporters work on time sensitive deadlines, and nothing will irritate them more than you being inconsiderate. So before you start pitching your ideas, always ask if they are on deadline. If yes, ask for a more convenient call back time.

Not gearing their pitch to the specific publication.
If you get a “no” response from an editor, reporter, or producer, always ask, “What don’t you like?” Then adapt your presentation on the spot. The more you learn about their needs and customize your message for their specific audience, the more likely you’ll be featured in their publication or on their show.

Making it an advertisement for their product or service.
Authors spend a large portion of their time selling their books because the profession simply demands it. But interviews and articles are not the right place to go on and on about your expertise and knowledge. You must let your information speak for itself. By giving solid, useable information, audiences will automatically know how great your book is.

Not providing their publicist with material and information in a timely manner.
Business owners are busy—that’s a given. But so are publicists, editors, and reporters. In order for your information to get into the right people’s hands, you need to give your publicist the requested information in a timely manner. Your publicist can’t pitch you and your book unless he or she has the most relevant information about you that showcases all you have to offer in a positive way. And if you make your publicist wait for information to send an editor or reporter, you may miss your chance to get interviewed or featured in your desired media outlet.

Not understanding the importance of frequency of publicity.
While it takes a long time to build your name recognition in the marketplace, it takes no time at all for people to forget about you. So you have to maintain the frequency of your publicity throughout the life of your business, especially when your competition maintains the frequency of theirs. Otherwise, you become old news.

Better Publicity in the Future
Just like everyone makes mistakes, everyone can avoid them by being aware of the common ones. When you make yourself aware of these fifteen most common mistakes that business owners make in their publicity campaigns, you can make the most of every opportunity and achieve a greater level of success in your business.

About the Author:
Pam Lontos is owner of PR/PR, a public relations firm that specializes in professional speakers, authors, and experts. Having been an author, speaker, and former VP of Disney's Shamrock Broadcasting, she knows the ropes of getting you good publicity and how to use it to really boost your business. Call for a free consultation at (407) 299-6128, and sign up for a free publicity tips e-newsletter at www.prpr.net.

163 Pieces of the Best Business Advice

Tip of the hat to Carol Roth for compiling this list of "163 Pieces of the Best Business Advice".

Good tips, ideas and reminders for anyone in business.

Also it's a clever way to create good content - ask other experts. It's the Chicken Soup model of writing.

Yes, I contributed. My advice is below for you.


109. Best Place to Invest?

When I started my business I left my corporate job with a separation payout. They were downsizing. I visited my financial planner and asked how to best use that money- pay down my mortgage, invest in mutual funds or stocks? He first asked me to explain my new business which I had started part time two years earlier. His advice was to invest the money in my business because that would give me the best return over the next few years. I followed that advice. It was good advice.

Thanks to: George Torok of Power Marketing.

And here are some pieces of advice that resonated with me



2. Wise Words from Henry Ford

While I never met Henry Ford (I'm too young to have known him), his words live on and have inspired me on many a day:Whether you think you can or think you can't, you're right.Believing I could start and grow my business played a huge role in the success I am now enjoying. Thoughts become things. What thoughts are YOU thinking?

Thanks to: Randi Busse of Workforce Development Group, Inc..


9. I'm Anxious Today-- Excellent!

When you have your own business, you will never have the "right" amount of work: there will always be too much or too little. Therefore, you will always be anxious. The trick is to stop thinking of anxiety as a bad thing. Instead, say to yourself, "I'm anxious today- excellent! This means I'm alive." Thinking of anxiety as one more form of energy-- fuel-- keeps you focused, committed, and excited about achieving your goals day-to-day.

Thanks to: Frances Cole Jones of author of "The Wow Factor".


25. Attention
Pay attention to the things you can control, not to the things you cannot control.

Thanks to: John Pulsifer of Jolly John Auto City.


37. Create an Advisory Board

The best business advice I received when starting my company - Loyalty Factor LLC - was to create an advisory board of senior-level individuals who believed in me, and the business model. The board had to include marketing, sales and financial experts. I was surrounded by experts in all aspects of a business and had the support system to encourage and energize me to exceed my goals and objectives. Capitalize on other people's experiences and expertise to strengthen your own.

Thanks to: Dianne Durkin of Loyalty Factor, LLC.


105. Sweat the Little Things.

My grandfather was a craftsman and an artist. His business was to make things look good. He told me that if you don't sweat the little things, then the big picture will suck.This bit of advice isn't simply about "paying attention to the details," but this is more about having the business discipline to be meticulous about the aesthetic, the functional and even the peripheral pieces that inevitably contribute to whole of the business.The little things are what really matter.

Thanks to: Dave Racine of Pierce Cleaning.


134. Stay Dispassionate

Tip: Nothing is as good or as bad as it seems at first. I received this tip from a friend. One of the most important things in managing a business is maintaining your equanimity, not over-reacting to situations (positive or negative). Many times we faced critical problems like key contractors leaving at crucial moments in product development, issues that could have sunk us if we didn’t manage it properly. But by maintaining an unemotional approach, we turned the problems to our advantage.

Thanks to: Gaurav Bazaz of Pravega Inc..


Here's the full list of 163 Pieces of the Best Business Advice

Here's the Carol Roth site


George Torok

Host of the weekly radio show Business in Motion

Listen to Business in Motion Podcasts

Listen to Business in Motion on iTunes

Jan Nichols, Bay Gardens Inteview

Interview with Jan Nichols, President of Bay Gardens Funeral Home in Burlington and Hamilton, Ontario.

Listen to podcast

This is not your standard funeral home. It’s exciting. It has high ceilings, a waterfall and videos screens.

Insights from this interview:

“The most successful opening of a funeral home in North America. Most are lucky to get 100 people to attend. We had over 800!”

“Rooms are named after waterfalls, plants or ponds instead of being called Salon A and Salon B.”

“People want food at a funeral – but not in the same room as the body or in the basement.”

“Reaching out to non-profit organizations and giving them free access to meeting rooms.”

Listen to this podcast of the 30 minute interview with Jan Nichols here.

More podcasts from Business in Motion

Free Marketing Tips

Free Power Marketing Tips by email
Get your free copy of "50 Power Marketing Ideas" when you ask for the Power Marketing Tips newsletter

Marketing tips at Youtube

Marketing tips at Slideshare.

Free Marketing Tips Lens on Squidoo

Article Directories

Publish your articles on article directories to promote yourself and showcase your expertise. It can also build traffic to your site.

Article directories are also a good place to research topics, issues and the market.

It is free to publish your articles and free to read them. You have permission to reprint these articles as long as you follow the reprint conditions shown on the directory site.

Here are a few of the article directories that I use to publish my articles.

Ezine Articles

Thinking Articles

a1Articles

SearchWarp

Go Articles

ArticlesBase

SelfGrowth

How Harley Fell Into The Commoditization Trap

As Published in Forbes

by Richard D'Aveni

In January Harley-Davidson announced higher-than-expected losses of $218.7 million for the final quarter of 2009. The motorcycle legend also announced that it anticipated sales of between 201,000 and 212,000 in 2010. Compare that with sales of 349,000 in 2006, and you get an idea of the ills that have beset the company.

Now, you might presume that Harley, with its premium-priced, iconic product, could not, definitely not, be affected by the phenomenon called commoditization, where a product becomes indistinguishable from its competitors. You would be wrong. The long straight highway has had a few hidden potholes, and in those potholes commoditization has lurked in the guise of both cheaper Japanese competitors like Honda and sexy upstarts at the top end like Big Dog.

Based on an in-depth study of more than 30 industries, I have identified the three most common patterns that create commodity traps: deterioration, when low-end firms move in with low-cost, low-benefit offerings that draw away the mass market; proliferation, when companies develop new combinations of price and unique benefits to attack part of an existing market; and escalation, when competitors offer more benefits at the same or a lower price, squeezing everyone's profit margins. Sound familiar? It certainly would if you were a Harley executive.

The company has faced two out of those three woes: deterioration and proliferation.
Harley first fell prey to commoditization in the 1970s, when it was undermined by a reputation for poor quality, lack of innovation and inadequate customer service. Japanese rivals such as Honda, Suzuki and Yamaha took advantage of its weakness and offered motorcycles at lower prices with better reliability. It was a textbook example of deterioration.

The outcome was predictable, if not inevitable. In spite of its legendary status, Harley's market share shrank from 39% to 23% between 1979 and 1983. The company could either slash prices to hold onto its market share or hold prices but concede share. Neither move would lead to financial health, given the firm's fixed costs.

The company's future looked grim at that point. But after a leveraged management buyout in 1981, Harley's leadership turned the company around. They kept its classical advantage in engine power but also emphasized a valuable secondary benefit: branding based on its rebel image and iconic status. This made the Japanese rivals' advantage in reliability less important as an inducement to purchase and value motorcycles. Rebels care more for role models than reliability.

Key to this was the launch in 1983 of the Harley Owners Group. HOG became the largest factory-sponsored motorcycle club anywhere and now has over a million members. HOG helped Harley develop a brand that could be extended to apparel and collectibles and reinforced the brand's adventurous, bad-boy image. The company roared back. During the 1990s buyers had to wait in line for months to get their bikes. In 2003, its centennial year, the company announced record revenues of $4.6 billion, up 13% from the year before.

My research found that in 2002 Harley customers were willing to pay on average 38% more for a Harley-Davidson motorcycle than for a similarly equipped bike from one of the big four Japanese companies, Honda, Yamaha, Kawasaki and Suzuki. Harley commanded this premium even though a Japanese bike at the same price offered 8% to 12% more power, measured by engine displacement. Harley customers were willing to pay more for less than purchasers of the most popular Japanese models.

A feeling of victory was understandable. Harley's turnaround showed how a company could--initially, at least--fight back successfully against commoditization by differentiating its products.

Read the rest of this article about Harley at Forbes

Fifteen Tips for Giving Great Radio Interviews

Great Interviews
By Pam Lontos

Besides spreading the word about your product or service, what’s the best thing about landing a radio interview? The answer is: you can conduct the interview wearing your pajamas! But there’s a catch. You can’t sound like you’re wearing your pajamas.

That’s right. Even though you’re talking on the phone to the reporter and no one can see you, you still have to communicate a professional image. Otherwise, the radio producers might bump you from the show and they definitely won’t call you back for future stories.

So how can you ensure that you make the right impression and, perhaps more importantly, that you’re called back for more interviews? You can use the following fifteen tips for giving great radio interviews:

1. Allow yourself private time prior to the interview. Use this time to relax and focus. Imagine that you are speaking with the interviewer face to face. Rehearse the points you want to make and remember that you can never be too prepared.

2. Seek a quiet spot for the interview. If you are speaking from home, close yourself off in a room with few distractions. Turn off your computer, TV, or radio, and clear your desk so nothing can take your mind off the conversation.

3. Write your main points before the call begins. Do not read scripted responses from a pre-printed sheet, because reporters can tell when something is being read to them versus when you’re giving honest answers. But do prepare a note card with three to five topics you would like to touch upon during the interview. That way you won’t struggle with an answer during the interview.

4. Show that you care about the reporter and their story. Be helpful and responsive to their requests. Ask the interviewer what you can do to make his or her job easier. Then really listen to their answer and be an eager, accessible source of information.

5. Stand while giving the interview. Even though you’re talking on the phone, act as if you were giving a live presentation and stand tall. Standing will raise your energy level and you will be more alert than if you sere sitting. Radio interviewers love energy and can really pick up on your mood.

6. Smile, and answer honestly and sincerely. People can hear your smile over the phone and a reporter will feel more comfortable after hearing the joy in your voice. Also, the sound of smiling builds a rapport with interviewers. If they feel they can trust you, they will think of you first for their next interview.

7. Put energy and spunk into your voice. No one wants to listen to a monotonous drone on the radio, and the reporters and producers know this. So even before the interview, assure the radio reporters that you’ll be pleasant to the listeners’ ears by putting energy into your voice. This could make the difference between a mundane interview and a great conversation.

8. Have backup information handy. Reporters will inevitably ask you one question you don’t want to or can’t answer (this is another place your note card comes in handy). In case you are unable to respond, you can say, “That brings up an interesting point...” then go on to one of your prepared statements. Or, offer to find out the answer to the questions and get back to them as soon as possible.

9. Be concise. The average answer to a given question is only nine seconds long. If you cannot convey your message in this short amount of time, your answer will not be used. So be careful not to ramble and stick to the facts. Don’t overload the reporter with unnecessary information that is not directly related to the story.

10. Be forthright. Answer the reporter’s question accurately and thoroughly, and don’t be afraid to give away too much information. Many business professionals fear that they might give too much and then no one will buy their product or service. But it’s impossible to spoil years of experience and training in a five minute radio interview, and the radio listeners will actually want more when you give them a little. So answer the questions and don’t say, “You’ll find the answer to that when you buy my product or service.”

11. Use the word “you” often. The word “you” draws the listeners in and helps them relate to what you’re saying. And always give the listeners a reason to pay attention by adding benefit statements to the facts in your presentation.

12. Let the reporter lead the conversation. The reporter most likely has an agenda for the story’s development already in mind, so don’t attempt to take over the conversation or talk about points the reporter does not want to cover.

13. Incorporate personal experiences into your responses. Audiences love to hear firsthand accounts of experiences relating to the topic. It helps them feel as if they know you personally. But make sure you stay on topic and don’t get distracted with your story.

14. Be prepared to back up your claims. Reporters want factual information. So instead of saying, “The majority of people do this...” say, “Eighty-five percent of my clients do this...” And don’t say, “I think” or “maybe.” Speak with authority and confidence.

15. Find future stories. After the interview, thank the reporter and ask what other stories they’re covering. Even if their other stories don’t directly pertain to your business, explain how you can be beneficial to what they are investigating.

Interviews in the Future
Although radio interviews usually only entail a ten minute phone call, you still need to take your time and prepare for it beforehand. You don’t have to shower and shave, but you do need to have energy and excitement in your voice. During the call, you want to put your best foot forward with clear, honest, and accurate responses. And when you’re finished, don’t forget to thank the reporter and offer to help on other stories.

When you use these fifteen tips for giving great radio interviews, you’ll communicate a professional, expert image to the reporter and the audience for you and your business.

About the Author:
Pam Lontos is owner of PR/PR, a public relations firm that specializes in professional speakers, authors, and experts. Having been an author, speaker, and former VP of Disney's Shamrock Broadcasting, she knows the ropes of getting you good publicity and how to use it to really boost your business. Call for a free consultation at (407) 299-6128, and sign up for a free publicity tips e-newsletter at www.prpr.net.
---------------

George Torok
Host of Business in Motion

No Barketing

July 20, 2009 Globe & Mail Harvey Schachter
Monday Morning Manager
Harvey Schachter's guide on how to handle everything from overflowing e-mail to meeting overload

NO BARKING, PLEASE

Burlington Ont-based consultant George Torok has coined a new word, barketing, which is a cross between marketing and barking like a dog: Barking, he says is often repetitive, annoying and loud, and always a one-way message. Barketing is marketing gone the way of dogs, as you annoy customers with your message attempt, try to outshout the competition, sound like the rest of the pack, and display no finesses. Avoid it says.
George Torok blog
---------------------

As appeared in the Globe and Mail

George Torok

Evan Carmichael on Entpreneuership

Evan Carmichael offers an article directory website that is a good resource for entrepreneurs. Lots of helpful articles plus motivational quotes and stories about inspiring entreprenuers.

If you offer a sevice or product to entrepreneurs then this is also a good site to publish your articles. When you publish your articles you get links to your websites or blogs and there is no cost to you - unless you join the elite program.

Check it out at http://www.evancarmichael.com/

Read my published articles at http://www.evancarmichael.com/Business-Coach/2700/summary.php

George Torok

10 Reasons Small Business Fail

10 Reasons Small Business Fail
From the Canadian Chamber of Commerece


Small Businesses fail:
· 36% of in the first 2 years
· 55% in 5 years
· 71% within 10 years


Ten Key Reasons Why Small Businesses Fail
Potentially Fatal Errors You Must Avoid

1. Lack of an adequate, viable business plan
2. Insufficient sales to sustain your business
3. Poor marketing plan: unappealing product, poor customer identification, incorrect pricing and lackluster promotion
4. Inadequate capital, misuse of capital and poor cost control
5. Poor management skills: lack of delegation, leadership and/or control
6. Lack of experience and knowledge
7. Lack of managerial focus/commitment
8. Poor customer service
9. Inadequate human resource management
10. Failure to properly use professional advice: i.e. accounting, legal, financial, etc
_________________________________________

An interesting list with no suprises. In my opinion the list is not a good representation of why business fails. And the points are not on the same levels of danger.

Number 2 ( lack of sales) is the symtom of the other points. You can do a lot of things poorly in your business as long as you generate enough sales. While not having enough sales will surely kill the business.

Number 4 (lack of captital and poor cost control) will quicken your demise. However if sales are pouring in you will enjoy a respite.

Marketing, (number 3) is the real maker or breaker of business. We've seen many business with many faults outdo better products because of superior marketing. And conversely, having a better product is never enough to succeed.

There are plenty of successful businesses with bad customer service. Lack of experience and knowlege never stopped the best entrepreneurs. Many are pioneering new territory. They learn and adapt as they go. The same observation applies to the business plan. Keep it simple and adapt it as things change.

In my opinion, more than any other reason business fails because of bad marketing.


George Torok

Host of Business in Motion

Marketing Expert and Author

Hanging Tough

Hanging Tough
by James Surowiecki
The New Yorker, April 20, 2009

In the late nineteen-twenties, two companies—Kellogg and Post—dominated the market for packaged cereal. It was still a relatively new market: ready-to-eat cereal had been around for decades, but Americans didn’t see it as a real alternative to oatmeal or cream of wheat until the twenties. So, when the Depression hit, no one knew what would happen to consumer demand. Post did the predictable thing: it reined in expenses and cut back on advertising. But Kellogg doubled its ad budget, moved aggressively into radio advertising, and heavily pushed its new cereal, Rice Krispies. (Snap, Crackle, and Pop first appeared in the thirties.) By 1933, even as the economy cratered, Kellogg’s profits had risen almost thirty per cent and it had become what it remains today: the industry’s dominant player.

You’d think that everyone would want to emulate Kellogg’s success, but, when hard times hit, most companies end up behaving more like Post. They hunker down, cut spending, and wait for good times to return. They make fewer acquisitions, even though prices are cheaper. They cut advertising budgets. And often they invest less in research and development. They do all this to preserve what they have. But there’s a trade-off: numerous studies have shown that companies that keep spending on acquisition, advertising, and R. & D. during recessions do significantly better than those which make big cuts. In 1927, the economist Roland Vaile found that firms that kept ad spending stable or increased it during the recession of 1921-22 saw their sales hold up significantly better than those which didn’t. A study of advertising during the 1981-82 recession found that sales at firms that increased advertising or held steady grew precipitously in the next three years, compared with only slight increases at firms that had slashed their budgets. And a McKinsey study of the 1990-91 recession found that companies that remained market leaders or became serious challengers during the downturn had increased their acquisition, R. & D., and ad budgets, while companies at the bottom of the pile had reduced them.

One way to read these studies is simply that recessions make the strong stronger and the weak weaker... Read the rest of this article

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The lesson seems to be - are you focused on the long term gain or short term avoidance of loss.

Where do you want to be in 10 or 20 years?


George Torok

Business Speaker

Host of Business in Motion

Zero Million Articles

Zero Million Articles

My articles are published on Zero Million Articles. It is an article site. Enjoy these articles.

Secrets from David Copperfield
David Copperfield - live at the MGM Grand Hotel Las Vegas! You might be fascinated to know what I discovered behind the curtain. I was lucky enough to assist him with one segment of his show. Of course I was sworn to secrecy and cannot reveal the magic behind that trick.


Keeping your business alive
As long as you eat and breathe you will stay alive. But is that really living? In a crisis that may be enough. If your business is in crisis - deal with it. But the secret to keeping your business alive is growth. That is the litmus test of keeping your business alive. Look at nature.


Systems for Success
What does it take to succeed? How many times have you asked that question of yourself and others? You may have heard many different answers. I have found one thing that successful people have in common. They use systems.


Marketing is a long term investment
"Dig your well before you're thirsty" is the title of a wonderful book by Harvey Mackay. It is smart advice for investing your money, "Save your money before you need it", or growing your business, "Market today for tomorrow". When times are tough some businesses stop marketing. They reason, 'No one is buying so why should I advertise?' The other time some businesses stop marketing is when they are selling like crazy. Again they figure - 'I can't handle any more business right now so why promote?'


Creating, Recognizing & Measuring Value
Price is what you pay - value is what you get. Warren Buffett, Chairman of Berkshire Securities
Deliver value that your customers recognize, appreciate and reward. If you want your customers to value what you offer - you must demonstrate that you value them. Value implies trust so start by building trust. Always under-promise and over-deliver. Be known for keeping your promise and then some. Be honest. Never promise what you cannot deliver.
Don't confuse value with cost.


How can you build more profitable relationships?
You build relationships over time. They are easier to destroy than to build.
Stay in contact by various means. Do more than merely show up at the regular networking meeting. Meet for coffee or lunch once in awhile. Make a phone call, send an email and mail a postcard. Different means of contact makes the relationship stronger and more memorable.


Networking or Sweatworking
Yes, I believe that networking works. Yes, I can give you examples of how networking helped boost my career and my business. No, networking is not a quick fix. Yes, networking can be frustrating – even when you are doing the right things. It’s more frustrating when you are doing the wrong things, and even more frustrating when you are not sure if you are doing the right things.


Networking: Five myths and realities
Networking has gotten a bad name. Ever visit one of those networking events? You’re told, "Arrive with a pocketful of business cards and don’t leave until they’re all gone."
Do you get so desperate to escape that you stuff the free gift box with a fistful of your cards and take off? Myth #1: You must give your card to everyone in the room.


George Torok
Host of Business in Motion
Canadian Business Speaker

Follow me on Twitter

Follow George Torok on Twitter

Twitter is a micro blogging tool. You get to write a post of up to 140 characters. It is meant to be even more informal than blogging. Twitter asks the question, "What are you doing now?" And you answer in those 140 characters. It looks like it might have some marketing use so I'm experimenting with it. You can follow me on Twitter.

Below is a feed from my Twitter account.

Click here to go directly to my Twitter page.

Open your own free account on Twitter.

George Torok

Brant County: Salute to Brant Business

Brant County Business: Business Salute

The County of Brant is celebrating its annual Salute to Brant Business on October 2, 2008, in Paris Ontario. Every business community needs to do that.

Brant County is nestled on the outskirts of the city of Brantford, Ontario. Brant County is mostly composed of quaint towns, villiages and hamlets. Naturally, small business is an important economic driver in Brant County. the Center of Brant County is the town of Paris, Ontario. And yes there are several medium sized companies within Brant County employing between 100 and 350 employees.

The Annual Salute to Brant Business for 2008 is on October 2 in Paris, Ontario. (It's the other Paris - the friendly one.)

This is a networking event for local business and the opportunity to listen to a business keynote speaker. The business speaker this year is George Torok - co-author of the bestselling book, Secrets of Power Marketing.

The topic of this keynote presentation - Power Marketing Secrets EXPOSED!


Summary

Annual Salute to Brant Business
Thursday, October 2, 2208
Paris, Ontario

Power Marketing Secrets EXPOSED!
George Torok

Register here

Free Marketing Tips

Free Marketing Tips

Get your free copy of "50 Power Marketing Ideas" when you register for the free marketing tips.

Read the archive of Power Marketing Tips

Register for the free Power Marketing Tips

George Torok

Business in Motion on Google Maps

Business in Motion is now listed on Google Maps

You can use Google Maps to find directions to the 93.3 cfmu radio studio at McMaster University in Hamilton, Ontario.

Business in Motion is the weekly interview program featuring 30-minute interviews with business leaders every Friday at 12 noon on 93.3 cfmu FM.

Your radio host and creator of Business in Motion is George Torok. The radio show has been going strong since September 1995.

Click here to visit the Google Maps listing.

If you are a business owner you should list your business on Google local business now. It is a powerful search engine tool.

You can find more detailed directions to the radio station here.

George Torok

Radio Show Host

Business Speaker

Motivational Business Speaker

Canadian Business Speaker