Management - Skills Needed For Managing People
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We've all heard of Entrepreneurs...and then Solopreneurs..and of course Mompreneurs...the newest iteration is INFOpreneurs...even though the word was originally registered as a trademark (USPTO) on February 1 1984 by Harold F. Weitzen. In 1988, H. Skip Weitzen published "Infopreneurs: Turning Data Into Dollars" (John Wiley & Sons)."
As defined by Wikipedia, an" Infopreneur is a person whose primary business is gathering and selling electronic information. This term is a neologism portmanteau derived from the words "information" and "entrepreneur".
An infopreneur is generally considered an "entrepreneur who makes money selling information on the Internet. They use existing data and target an audience."
For the purposes of attraction marketing, I prefer the original definition: "turning data into dollars." I further recommend that the data or content should be yours, not existing data. Too many people simply post articles they have read rather than creating their own content. Content rules!! You should create your own.
So the question is, how to turn data into dollars? The answer is crystal clear. Using an education based marketing approach, you will attract more prospects more quickly. More prospects turns quickly into more customers. More customers turns quickly into more money in your pocket
There are many ways to educate your marketplace and attract the best possible prospects. You can create free reports, newspapers/newsletters, white papers, fliers, books or even blog content.
You should create market driven data which will appeal to your target population and draw them to you in great numbers by fascinating them enough to entice them to WANT to speak with you.
The irrefutable fact is that if you are tired of cold calling and doing things the same way you've been doing for years, then you need to do things differently. After all, we all know the definition of insanity: doing the same thing over and over again and expecting different results.
Although any of the education based devices I discussed above are far and away better than the more common approaches most of you are utilizing, one attraction marketing device in particular outshines the others.
That device being a BOOK . Becoming a published author enhances your credibility and differentiates you from your competition like no other vehicle. You will destroy your competition once you become THE authority in your marketplace. Plus, you will create a legion of raving fans who are happy to pay you a premium price; rather than just having some customers who are likely to jump to the competition to save a couple dollars.
The choice is yours. Stay in your comfort zone, continue banging your head against the wall and believing the traditional wisdom that sales is a numbers game. You know that "wisdom". "See more people, you'll make more money" or "that NO just means I'm a little closer to that next YES". I played that game for years. It's no fun. There are much better ways to attract new clients.
You may be asking yourself "Who am I to write a book?"
The answer is "Why NOT you???"
If you believe in yourself and that you have something to offer to your target market, then you should absolutely consider writing a book.
The now economy demands new approaches. Wouldn't you prefer your target population coming to you rather than you chasing them??? Wouldn't you like to be THE recognized authority in your marketplace? A book accomplishes that; and more.
You can choose to get out of your comfort zone, to try something that is proven to work much better than the traditional approaches. In turn, you will make more money, have more time in which to spend it, and enjoy your business and life much more.
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By Krisz Rokk
ow to win a negotiation? In business you need to have an objective in mind before you start negotiating. State the Win-Win intention upfront and create a collaborate atmosphere from the beginning. Do you know the number one reason why people avoid negotiating? It's fear, the fear of looking bad.
There are a lot of myths about sales and negotiating. I guess the two biggest ones are:
· Negotiation is a talent that you're born with.
· To get what you want, you have to take away something.
If you watch children you will immediately notice that you face the best negotiators on the planet. How come we lose this 'talent' while growing up? Negotiation is a learnable skill. The more you practice it, the better you become.
Negotiating should always be Win-Win. A good deal is when everybody is happy. In business it's all abut relationships. Both parties have to win and be happy, otherwise you won't have a long-term relationship.
"Never take blood from a stone!"
If the person is not happy than go back to the deal and start all over again. Win-win or no deal!
Here are three highly effective strategies for negotiation:
1. Don't go first.
I'm sure you've heard of this one before, but guess what? It's one of the biggest mistakes sales people make. Don't go first in an offering situation because you never know the position of your counterpart. And more importantly - don't assume anything!
Here are 2 powerful questions you could ask:
· You do this a lot more than I do, so what would be a fair price in your opinion?
· What's the least you could live with and still be happy?
Remember, everything is in the tone. Now, what do you do if you deal with a real expert? Don't worry, this won't happen very often. And if it does occur and they don't want to go first, give them a good reason. But stick to this strategy and don't go first!
2. Be a juggler.
This is a great strategy to check upfront if you're dealing with a newbie or an expert. You will always know a newbie negotiator because they always talk about price. When negotiating you must use all the elements, not just price. Throw in factors like shipping, exclusivity, advertising, credit card terms, volume, logistics and distribution, other products and services just to name a few. Become a factor juggler.
3. Be prepared to walk away.
Now this is a tough one for many business people. The essence is not to get too attached even if you like the product or service very much. Here's an example of how to handle this situation with elegance: "I like your product very much but I will give you my email and phone number. Let me know if you do something on the offer maybe before I buy it somewhere else".
"You get what you negotiate. The rest is just conversation"
Most people negotiate harshly. But this doesn't work with reasonable people. Don't deal with people who are not fair. Deal with business people who are fair. Only negotiate with people who are pre-qualified.
And if you are interested in finding out more about sales and marketing strategies, I invite you to visit my blog at http://strengthinbusiness.com/ and grab your FREE Excerpt of my new eBook "SPEED - 5 New Ways To Winning In Business".
From Krisz Rokk - passionately sharing Marketing and Sales Experience.
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