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  • Answer Upon - Information and Trust in Your Small Business

    Sell Yourself in Ninety Seconds or Less: How to Develop a Great Elevator Pitch
    What comes to people's mind when they say your name? You probably haven't given it a lot of thought; few of us have. When we don't develop and manage our professional image, we invite others to do this for us, and we lose control of how we are perceived. In business, creating and managing our image is called personal branding. A brand is the relationship or position an object or person holds in the mind of the consumer. For example, when you t
    've done it right in the first place.

    What can we do about it?

    First, accept that you will never have 100% of the information 100% of the time. Determine what the most important things you need to know are. Dig up as much as possible on them. Make note of any secondary information as you go along.

    Second, create an environment where you have tr

    Fundraising or Fund Development - What's the Difference?
    The terms fundraising and fund development are bantered about almost interchangeably. But, there is a difference. Here’s my attempt at an explanation.Fundraising is probably the easiest of the two terms to define. It is activity that is conducted with the intention of raising money for a nonprofit organization or charity. It usually involves asking people for donations, using a variety of communication methods, asking people to purchase a
    How much information is enough? That is the question that a recent blog post at INC Paradise prompted me to ask.

    The blog entry describes a survey done by Business Objects and highlights the fact that only 11% of workers claim they "always have all of the information that they need to confidently make decisions." What the entry does not note is that a full 49% - almost half of those surveyed - have enough information "often".

    This leaves me to wonder just how subjective the respondants were. All of the entries I found seem to believe there is a huge difference between 'often' and 'always'. And yet, honestly, when will you always have exactly what you need? More specifically, how long will it take you to gather all of that information? Ironically, the survey states "workers spend too much time verifying data", since in the US, we take an average of 12.1 hours per week verifying information.

    So we have bad info to start with, and then we waste time verifying it?

    Then, after all of that, most of us - 87% in the United States - have our information challenged by either colleagues or supervisors.

    We start with bad information, which gets challenged, leading us to verify the information.

    It sounds to me like the problem doesn't have to do with the information. The problem has to do with trust. It's no wonder we spend so much time on verification - either we don't do it right or the boss doesn't believe we've done it right in the first place.

    What can we do about it?

    First, accept that you will never have 100% of the information 100% of the time. Determine what the most important things you need to know are. Dig up as much as possible on them. Make note of any secondary information as you go along.

    Second, create an environment where you have tru

    Customer Service Starts in Selling
    After some initial how-are-you, rapport building conversation, your prospect brings up what they called you about: “I called you because I don’t like the results we’re currently getting. I’ve heard you have something you can help us with.” What an opener for someone who provides a product or service to improve whatever the problem is! Maybe; if the provider or seller listens and understands first.At this conversational juncture the meaning
    49% - almost half of those surveyed - have enough information "often".

    This leaves me to wonder just how subjective the respondants were. All of the entries I found seem to believe there is a huge difference between 'often' and 'always'. And yet, honestly, when will you always have exactly what you need? More specifically, how long will it take you to gather all of that information? Ironically, the survey states "workers spend too much time verifying data", since in the US, we take an average of 12.1 hours per week verifying information.

    So we have bad info to start with, and then we waste time verifying it?

    Then, after all of that, most of us - 87% in the United States - have our information challenged by either colleagues or supervisors.

    We start with bad information, which gets challenged, leading us to verify the information.

    It sounds to me like the problem doesn't have to do with the information. The problem has to do with trust. It's no wonder we spend so much time on verification - either we don't do it right or the boss doesn't believe we've done it right in the first place.

    What can we do about it?

    First, accept that you will never have 100% of the information 100% of the time. Determine what the most important things you need to know are. Dig up as much as possible on them. Make note of any secondary information as you go along.

    Second, create an environment where you have tr

    When is Negotiating Not Negotiating? 4 Tips for Improved Success
    When you left home for work this morning, did you feel ready to face the day knowing that you were going to have a number of successful negotiations? Chances are, the word "negotiation" never entered your head. Perhaps it should have!We often think of negotiation as a formal process conducted behind closed doors by high powered executives, politicians or world leaders. Yet everyday all of us negotiate. You may have to agree with colleagu
    er all of that information? Ironically, the survey states "workers spend too much time verifying data", since in the US, we take an average of 12.1 hours per week verifying information.

    So we have bad info to start with, and then we waste time verifying it?

    Then, after all of that, most of us - 87% in the United States - have our information challenged by either colleagues or supervisors.

    We start with bad information, which gets challenged, leading us to verify the information.

    It sounds to me like the problem doesn't have to do with the information. The problem has to do with trust. It's no wonder we spend so much time on verification - either we don't do it right or the boss doesn't believe we've done it right in the first place.

    What can we do about it?

    First, accept that you will never have 100% of the information 100% of the time. Determine what the most important things you need to know are. Dig up as much as possible on them. Make note of any secondary information as you go along.

    Second, create an environment where you have tr

    The Added Effectiveness of Promotional Products in Your Marketing Plan
    Recently, I stopped by a new car wash in my town and while preparing to insert my six quarters into the machine to start the cleaning process, the owner came over to me and thanked me for stopping in. He also handed me a pen that had the name and address of the car wash imprinted on it.The fact that the owner was going around passing out free promotional pens to patrons impressed me. I stop at car washes all the time and never get free
    ed by either colleagues or supervisors.

    We start with bad information, which gets challenged, leading us to verify the information.

    It sounds to me like the problem doesn't have to do with the information. The problem has to do with trust. It's no wonder we spend so much time on verification - either we don't do it right or the boss doesn't believe we've done it right in the first place.

    What can we do about it?

    First, accept that you will never have 100% of the information 100% of the time. Determine what the most important things you need to know are. Dig up as much as possible on them. Make note of any secondary information as you go along.

    Second, create an environment where you have tr

    Prospecting - It is Simple, Only DOING Counts
    "Actions speak louder than words.""The smallest action is better than the greatest grand intention."We have all heard these sayings for years. Why, because they are actually true.When it comes to Prospecting and Making Cold Calls, it is particularly true.I have been training field sales people in this skill for over 25 years. It is actually very simple and easy to learn and to do. It simply involves learning to say 6
    've done it right in the first place.

    What can we do about it?

    First, accept that you will never have 100% of the information 100% of the time. Determine what the most important things you need to know are. Dig up as much as possible on them. Make note of any secondary information as you go along.

    Second, create an environment where you have trust. This, of course, is the hard part. You have to have employees who you know will have found the right information. You have to have relationships where people will trust one another. To develop that, perhaps you will have to cite your sources.

    Third, make sure everyone knows how to go about gathering information. You don't want to look in my personal blog to find out how female entrepeneurs feel about xyz. Instead, find a survey or a reputable source. Is there a problem with your service? Don't ask the guy in the cubicle next door; ask the one who handles the troubleshooting (okay, if that guy is in the cubicle next door, then you can ask him). As we said, you may have to start off by citing your sources to build the aforementioned trust, but over time, handle that trust.

    In the fantastic book, Good to Great, author Jim Collins claims one of the most important steps in becoming a great company is to get the right people on the bus. You want people working for you who are excited and motivated. People who are happy to be there, who desire to help the company excel. People who love their job and want to do it right. Only with these sort of people can your employees develop trust with one another.

    Information is important, but far more important, I think, is the issue of trust. If you can't trust your employees to do a good job, if you have to double and triple check their every move, then what is the point of havin

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