Internet Tip of the Week

by Bob Osgoodby

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- 7/1

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In this Issue

** Internet Tip of the Week by Bob Osgoodby – Positive Cash Flow

** In the News – Justice Department Casts A Wide Net For Information

** Featured Article – Does Your Service Sell? By Kelley Robertson

** Biz-Tips by Dr. Kevin Nunley – Rejection is part of selling.

** Humor to Start the Weekend – Children

** Feedback – Archives

** Something to Think About by Jan Tincher

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- 4/7

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Welcome

Welcome to our new subscribers, who have joined 47,000+ other business savvy onliners.  We hope you enjoy our weekly Newsletter.  If you have a favorite "Tip" that would be of interest to our subscribers or an article that would be of interest, please send it to: articles@adv-marketing.com

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Positive Cash Flow
by Bob Osgoodby

It doesn't matter how great your product is or how wonderful your service, if you don't have customers, all you have is a skill, or a product. People don't go into business normally as a hobby, although a lot of hobbies do turn into a business. The trick however, is to turn it into a positive cash flow to realize your goals.

If you're serious about doing business, you must plan for the long run.  Successful businesses don't normally just happen. They are the result of long hours of planning, and a great deal of work.

There must also be a "war chest" of funds available until a positive cash flow is achieved. One of the major problems that many encounter when starting up, is that they overextend their financial resources.  No matter what your business, or how it is run, you must be able to meet current bills when they come due. Every business has its peaks and valleys.  During the Holiday Season for example, retailers have their peaks. Other businesses may suffer however, but even during the "lean" times they must still meet their monthly obligations.

The pundits may argue that the economy is what is causing turmoil and business failures.  A business that does fail however, most likely has overextended themselves, to the point that their cash inflow wasn't enough to cover their expenses.  When their "war chest" was depleted, they were gone. How does this affect the small entrepreneur?  Can we learn a lesson from this?

Let's examine a program that the average person can get into. Affiliate Marketing is the current "buzzword" for Multi-Level Marketing, or MLM for short.  MLM got a bad rap in its early years, due to the scamsters that abounded. A number of companies were founded that were simply "Ponzies" in disguise. The majority of their cash inflow was the result of signing up new members. When the cash flow from new recruits dried up, so did the investment of those who had joined.

Are there legitimate companies out there - sure and many have a great track record.  They don't rely on attracting high priced recruits, but have a legitimate product or service that they offer.  If you are going to get involved in one of these companies, that should be a major concern.

So - assuming you found such a company, it is time to investigate the feasibility of you going into business with them.  They provide the product or service, and you must set yourself up in business.  Here is where the cash flow comes into play.

Can you afford the monthly amount you pay them?  Can you afford to promote your relationship with this business without immediate income?  If the answer to either question is "no", you'd be well advised to reconsider.

If the answer is "yes", how are you going to promote it?  Most companies recommend you exhaust your "warm market" first.  Your "warm market" is your circle of family and friends that you might convince to join in with you.  Eventually however, you are going to exhaust this market and must start seeking people outside that circle.

One way to attract new people is in the online arena.  While this will not replace the "face to face" contact that is necessary, if it is done correctly, it can add a valuable source of additional income. Many people make the mistake of using a web site supplied by their company. While this can be a valuable tool, it really ties you into their product.

If you get your own site, you can use it to highlight your offerings.  It is of course necessary to advertise your web site, and ezines and newsletters usually give you the best return on your investment. With a modest investment on your part, you can realize a decent return.

Usually, for less than a few hundred dollars, you can get a web site and advertise in ezines targeted to your potential market. Most people can afford this without counting on their cash intake to cover the expenses.  Determine what you can spend out of pocket to make something like this work.  Then, as your cash flow improves, expand your advertising to include a broader market.

While this is a modest start, it doesn't put you in the position where you must realize income to make expenses.  Above all be patient and realize it will take time and effort to generate a positive cash flow.

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Did you know that subscribers to Bob Osgoodby's Free Ezine the "Tip of the Day" get a Free Ad for their Business at his Web Site? Great Business and Computer Tips – Monday. Wednesday. And Friday.  Instructions on how to place an ad are in the Newsletter.
Subscribe at: http://adv-marketing.com/business/subscribe2.htm

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FYI FYI

We have an Ad Position available in our popular
“Tip of the Day Newsletter” With 52,000+ Subscribers

To submit your ad,  go to our web site at: http://www.adv-marketing.com and click on Advertise in our Newsletters"

If you submit a FREE ad to our web site, you will receive a confirmation when it is received, and also be notified when it is posted to the web.  Ads are normally placed on the web on Thursday morning. Confirmation that your ad was received is no guarantee that it was placed on the web. If you submitted one, you will receive a notice on Thursdays that they have been posted. Check your ad on the web to be sure it is there, and is correct.

Don't forget, it takes 5 to 7 exposures to an ad before you can expect someone to reply. Ads must be renewed each week, but you can join our auto-renew program and we will post the ad for you.

This program costs an outrageous $1 per week.  There is a 13 week minimum.

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In The News

Justice Department Casts A Wide Net For Information

Subpoenas obtained through the Freedom of Information Act indicate that the U.S. Justice Department is seeking Internet usage data from at least 35 companies in its efforts to defend the 1996 Child Online Protection Act (COPA) against court challenges.

One of the subpoenas sparked a legal showdown between the government and Google, which challenged the request for millions of records of Internet searches. In that case, the government significantly scaled back its request, which the judge ruled was allowable. Other companies that received similar subpoenas are Comcast, EarthLink, AT&T, Cox Communications, Verizon Communications, Symantec, and other makers of computer security products.

The Supreme Court has ruled twice that COPA is likely unconstitutional, and the government will go to trial in October to defend it. David McGuire, spokesman for the Center for Democracy and Technology, expressed concerns echoed by other critics that the government is seeking large amounts of information to defend a questionable law.

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Does Your Service Sell?
by Kelley Robertson

Smart business owners know that providing great service to their patrons is an essential ingredient to their overall success. They also recognize that without a certain level of revenue they will not stay in business. Unfortunately, many people think that selling and service are two distinct activities and mutually exclusive. So, where does the service part of the job end and where does selling begin in a retail store?

I believe that service and selling work hand-in-hand to create the entire experience for a customer. According to Webster’s dictionary, one definition of service is “to be ready to help or be useful”.

You can actually improve your service by applying a few customer-focused selling techniques because effective selling is an integral component of delivering great service. It’s all in the approach you use.

First of all, recognize that many consumers anticipate sub-standard service from businesses. While this may appear discouraging, it actually gives you an excellent opportunity to distinguish yourself from many of your competitors. Here’s a personal example;

I recently ventured into a medium-priced fashion retail store. I was greeted immediately by the two employees who were working, and as I browsed through the store, one of them approached me to make sure I was finding what I was looking for. At no time did she make me feel that I HAD to buy, she simply commented on some of the items I was considering. I eventually ended up spending several hundred dollars because of the attention I received in the store.

Personalized service is also a form of selling. An employee who shows interest in her customers is more likely to sell more and have a higher average dollar per transaction than her coworker who simply processes a customer’s order. Creating a connection with people creates trust.

My wife and I once traveled to New Orleans for a one-week vacation and decided to dine at a restaurant owned by a well-known chef. During our conversation, the server learned that we were on holidays and made us feel extremely welcome. When the Chef arrived that evening she made arrangements for us to meet him and prompted me to buy one of his cookbooks so he could sign it. The service we received that night sold us on returning again before we left New Orleans. Although we had dozens of restaurants to choose from in the vicinity, we decided to go back to this one because we knew the service would be great. Now, many years later, my wife and I still talk about that restaurant and our experience.

There are a few local retail stores I visit regularly because they work at creating that connection with their customers.  They make me feel important which prompts me to return. Show interest in your customers. Strike up a conversation. Talk to them. Although it sounds simple, my experience has taught me that most retailers do not engage their customer and create a personalized experience.

Suggestive selling is not pushy. I remember shopping for cuff links a while back. I had selected a pair in a certain men’s fashion store and was wandering around while I waited for my wife. At one point, I stopped in front of a mannequin that displayed a particularly unique tie. As I gazed at the tie the salesperson said, “I can get one for you if you’d like.” His casual and comfortable approach made it easy for me to say “yes”. He then asked, “Would you like a suit to go with that tie?” I laughed and told him that I had enough suits in my wardrobe. He nodded and said, “We have some new raincoats that will protect your suits. Would you be interested in seeing them?”

Even though it was evident he was trying to increase the size of the sale, the way he positioned it indicated that he was actually trying to help me. Plus, his casual, yet professional and polite approach encouraged me to buy more than I had originally intended.

In another situation in a completely different store, the sales person took the initiative to suggest a few additional items that complemented the ones I was considering purchasing. As a result, I ended up buying a few more items that I had budgeted for.

Professional selling is about helping people make educated buying decisions. Professional service is about creating a memorable experience for your customers. Combine the two and you can quickly entice people to return while increasing the amount they spend each time they frequent your business.

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Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales & profitability and motivate their employees. Receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his free newsletter available at http://www.RobertsonTrainingGroup.com. Kelley speaks regularly at conferences, sales meetings, and corporate functions. For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.

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- 07/22

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Trivia

Facts about The Pentagon, headquarters to the US Military: -  Built in only 16 months between 1941 and 1942, the Pentagon is only 71ft tall, yet it has 5 floors, 17.5 miles of corridors, 150 stairways, 280 restrooms, 685 drinking fountains, 7,748 windows and workers replace more than 250 light bulbs each day.

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Biz-Tips
by Kevin Nunley

Rejection is part of selling.

Realize people aren't rejecting you personally, but the situation.  In most cases they simply aren't ready to buy at this time.  No doesn't usually mean no, but not right right now.  A week, month, or year from the now the prospect who rejected your sales pitch may come looking for you wanting to buy.

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Quote of the Day

Things turn out the best for the people who make the best of the way things turn out.

- John Wooden

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- 6/25

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A Little Humor to Start the Week

Children
-=-=-=-=-=

A census taker in a rural area went up to a farmhouse and knocked.

When a woman came to the door, he asked her how many children she had and their ages.

She said, "Les' see now, there's the twins, Sally and Billy, they're thirty-two. And the twins, Seth & Beth, they're twenty-six. And the twins, Penny and Jenny, they're twenty-four..."

"Hold on!" said the census taker, "Did you get twins EVERY time?"

The woman answered, "Heck no, there were plenty of times we didn't get nothin."

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A housewife with three small children was getting dinner ready, when the telephone rang.   The six-year-old picked it up, and said, "Hi, Daddy!" and began telling him about her day.

She then passed the phone to her brother and sister, as was the custom whenever Daddy called from work.  When it was finally the wife's turn to talk, she took the receiver, and said, "Hi, Hon."

"Thank goodness, Lady," the voice on the other end replied.  "I just called to tell you that the wallpaper you ordered has arrived!"

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Little Johnny was walking down the beach, and as he did so, he saw a matronly woman sitting under a beach umbrella on the sand.

He walked up to her and asked, "Do you go to church every week?"

"Yes." she replied.

"Do you pray often?" the boy asked next, and again she answered, "Yes."

"Do you know the Ten Commandments?"

"Yes, I do." she answered, with a smile.

"Do you keep them all?" Johnny asked.

She nodded her head, "Yes, I do." she said.

With that he asked his final question, "Will you hold my dollar while I go swimming?"

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The young woman really thought she'd been very patient, through a protracted period of dating with no talk of marriage.

One night her steady boyfriend took her to a Chinese restaurant. As he perused the menu, he casually asked her, "So . . . how do you like your rice? Boiled? Steamed? Or fried?"

Without missing a beat, she looked over her menu at him and replied clearly, "Thrown."

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                                     Riddle

What do you use to hoe a row, slay a foe, and wring with woe?

Scroll Down for the Answer

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If I knew I would live this long,
I'd have taken better care of myself.

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- 6/3

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Feedback - Q&A

Hello Bob!

Would you please send me the archive address of the Tip of the Day?  I lost it several months ago, and the other day it had something I wanted to copy...the tale about the green grass snake being so dangerous. LOL

Thanks, in th Lord, Tommy!

http://www.auto-repair-answers.com

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Tommy – nice hearing from you – sure hope you’re feeling a bit better.

http://www.adv-marketing.com/business/tod.htm

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Answer to Riddle

There are tons of answers that will work for this riddle, so if you said any of these, way to go! Fear, Mask, Makeup, Alcohol or Drugs, Clothes, Car, etc.

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Something to Think About
By Jan Tincher

Do you know how to motivate yourself?

Pretend you are talking to a little two or three-year-old. What would you say to that two or three-year-old to motivate them? Isn't this going to be fun? Aren't you glad you came? Don't you just love to learn? Picture how great it's going to be.

Keep talking and visualizing until you feel motivated! It's that easy!

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Be a success!  Let Jan Tincher, Master Neuro-Linguistic Programmer, help you!  Great articles, great strategies you can implement immediately!  Go here now:
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It is easy to follow, but it is uninteresting to do easy things. We find out about ourselves only when we take risks, when we challenge and question.

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That's it for now.

Best Wishes - Have a Great Weekend
Bob

Copyright - 2004

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