Monday, October 25, 2010

Successful Team Building

It is really quite simple, for a team to win or accomplish a task they have to be motivated to. However, team motivation is affected by many factors. According to experts, the clarity of purpose, the present challenges, the existing leadership, the camaraderie and the growth opportunities present in the team can affect its overall performance. 


Clarity Of Purpose
One of the most important factors that can keep a team motivated is clarity of purpose. As long as the members of the team share a common goal or purpose, they will have the motivation to work together. 


According to studies, team motivation is at its highest when all the members of the team fully understand their purpose and strongly believe in what they are doing. To achieve clarity of purpose and to give each team member a sense of ownership over the team's goals, everyone should be involved in the decision making process. 

Moreover, involving everyone in setting the directions of the team is very important. This makes sure that everyone knows where the team is heading and what specific roles are they going to play for the team to achieve its common goal.


Present Challenges Can Increase Team Motivation
Team motivation may be determined by the present challenges faced by the team. In most cases, teams work well and have the highest level of motivation during crisis and extreme challenge. According to studies, human beings have the natural capacity to fight and defend. 

This capacity to fight and defend is greatly enhanced if done through team efforts. To keep up high team motivation level, you need some challenges to test the ingenuity, courage and stamina of you team members. 

The human needs of the team members are very important. Everyone needs to feel that they belong and that they are an important factor in the team achieving its goals. 

According to studies, highly functional teams do not just work together; they also play and have fun together. To improve the interpersonal relationships between team members you should practice:

* Openness

* Respect
* Honesty 


A team is like a family. If you lie to or cheat members of the family, you are bound to get into trouble. 


Good Leadership Is The Key To Motivation 
Above anything else, leadership is very important to maintain high team motivation level. A team needs to have somebody who can keep things together and do the dirty works every now and then. 

A good team leader is like the head of the family. He or she should take full responsibility of everyone in the team. When choosing a team leader, you should take into consideration the capacity of the person to inspire loyalty, trust, and respect from the other members of the team. A good leader should have a lot of experience in the task at hand so the team members have faith in their abilities.

Tuesday, October 19, 2010

Competitors or Allies?


A Competitors List – Knowing you opponent is half the battle.

We should closely examine businesses which fall anywhere
close to our local search model. What makes them different?
Where are they similar? Can you 
use any feature or function
they might possess? How and why did certain sites 
become
so successful? No need to reinvent the wheel. Ultimately, our
unique 
vertical approach has yet to be incorporated by other
local search entities. And it's this innovation that will carry us
to success.

Competitors?

Major Data Suppliers to Local Search Engines
IBeginSource.com
InfoUSA Add Business Listing

Localeze.com Manage Your Business Listing

Popular SEO’d Local Search Engines With Customer Reviews

Monday, October 18, 2010

It's Time to Close the Sale!




Want to increase your rate of sales success? Want to work at the same pace
but sell 
more? Here are 11 ways to increase your conversion rate and close more
deals.


1. Measure conversion rates at all stages of your sales pipeline, focusing in
particular on the conversion rate of leads and inquiries to appointments,
appointments to proposals, proposals to sales, etc. Set targets for
improvement and track performance against them. A small improvement
at several stages of the pipeline will have a major impact overall. For
example, if you could increase the rate at which leads become
appointments, proposals and orders, respectively by just 5%, you would
probably double sales.

2. Make your proposition more compelling. Too many sales messages are
vague and bland. So, take a fresh look at your company’s sales proposition. 
Is it credible, compelling, and clearly communicated? Does it describe the 
solutions, or benefits you deliver? Does is represent a competitive advantage?
Explore new ways to telling potential customers  why they should do business
with you.

3. Target key segments and tailor your approach so as to maximize its
relevance and appeal to buyers in each. For example, your proposition for
big companies is likely to be different to that for small companies and the
message for financial services companies is likely to be different to that for
the public sector.

4. Build a target database. For each segment you are targeting devise a
prioritized list of target companies. Put intelligence into your target list by
researching the companies you are going to approach. Then with the
names, addresses and telephone numbers of your target customers to
hand you can systematically communicate your message directly to target
buyers.

5. More pre-qualification. Improve pre-qualification of inquires and leads by
deciding what classifies a good lead, what criteria must be met for sales
appointments to be made, or proposals to be written. This will focus your
limited sales and marketing resources where they are most likely to deliver
results.

6. Improve your listening
Most sales people talk too much. By focusing on listening instead of talking
you will gain a much better understanding of the customer’s needs and
how they can be met. So, cut the number of slides in your sales
presentation, replacing them with good questions that will help you
uncover the prospect’s needs and buying motives.

7. Write fewer, but better proposals/quotes/tenders. Proposals take time and
thus are expensive to prepare. So, before agreeing to write a proposal
make sure that the customer has both a real need and a budget allocation
for your solution. Then when a proposal is justified write it as if it were your
last, involving the prospect at all stages. Ensure your proposal:

·        Confirms your understanding of the company’s problems, or opportunities
·        Shows how your solutions meets and exceeds the buyer’s needs
·        Offers proof (reference sites, awards, etc.)
·        Provides technical information / documents how it works

Most salespeople talk too much and don’t listen enough

  • ·        Demonstrates your company’s credibility
  • ·        Presents a clear cost justification and range of pricing options


8. Nurture your prospects more intensively. A sales meeting with a buyer
followed by a hastily prepared proposal is not enough. It takes months for
organizations to make complex purchase decisions, so sales people and
their companies must engage prospects over a long period of time to
present solutions and build thrust, as well as to demonstrate credibility and
expertise. This process is likely to simultaneously involve contact with
multiple decision makers and influencers in the target company.

9. Match your sales processes more closely to the prospects buying
processes. That sounds obvious, yet such mismatches are at the root
of all sales rejections, for example:

• a failure to talk to the right decision makers, or influencers
• a miss-match of styles and personalities
• a failure to understand buying criteria\needs, or budget requirements
• a failure to meet the prospects’ need for technical information, or validation


Thus, it is important to clearly understand how each prospect buys, both in terms of
what is explicit and implicit. It is also important to define your company’s optimal
sales processes, including how sales leads are prequalified, how sales presentations
are conducted, what is contained in proposals, etc.

Always ask:
Is there a budget allocation for purchase this year? Is it likely to be spent as
  planned?
• When is purchase likely to be made?
• Who has budget-making authority? Who signs the purchase order?
• Who else is likely to be involved in making the purchase decision?
• What is your role?
• What are the key factors in making a decision regarding purchase?
• What are they key steps in the purchase process, or selection of a new supplier?
• Is there a supplier who has a head start at the moment?

10. Maximize referrals. Buyers expect salespeople to say good things about
their products and are highly skeptical about any claims they make.
However, when somebody the prospect knows and trusts says something
good about your product they are readily influenced by it. For this reason
when you are introduced or referred by a customer, or industry experts your
chances of closing are radically increased.

11. Increase your level of sales activity. The first ten steps involved improving
the quality or effectiveness of your sales and marketing activity. For most of
us this is an area of opportunity that will probably never be exhausted. But,
while you focus on increasing the effectiveness of the leads, sales calls and
proposals you can also increase the level of activity in each of these areas.
That means generating more sales leads and doing more sales calls.


Sunday, October 10, 2010

Successful Telecommuting: Avoiding the Pitfalls

Telecommuting is a regular employee’s dream, for many obvious reasons. It’s also a great way to combine a day job with a freelancing career, if you can manage to juggle two jobs at once. However, telecommuting often turns out to be less of a dream job for many people who are not prepared for the hazards of working at home, and many people will see a drop in productivity if they don’t take steps to ensure that they firewall home from work.

It’s not impossible to be a success as a telecommuter, but it takes a bit of
commitment. But think of it this way: it’s worth the effort to make telecommuting
work, because your worst day working from home is pretty much better than any
day at the office. What follows are some of the best tips I’ve found that work for
me, and have worked for many others. Your mileage may vary, so choose
those that will work best for you.



Create a ritual. One of the main problems with working from home is that home and work become so blurred that there’s no distinction. That’s dangerous, and a surefire way to fail. So start your work day with a pre-work ritual. This will be different for each person — you might take a shower, dress for work, eat breakfast, and plan your day, for example. But the main thing is to give yourself a signal that you’re beginning work, and leaving home behind.

Simplify. Work can become complicated if we let it, leaving our days filled with a million tasks and stretching on forever. Don’t let this happen. Simplify your work day by focusing only on those tasks that really matter, that must be done, that you want to accomplish for the day. Try to eliminate as much of the rest, the distractions, the little things that can fill up your day, or at least batch them together and do them all at once. Simplify your day, and you will be much more productive from home.

Set limits for work. Set a starting time and ending time for work, or for several blocks of work if that’s better for you. However you structure it, always have a finish time. Otherwise, you’ll work way longer than you would at the office, because there’s no home to go to. When it’s quitting time, wrap everything up, shut down, and go spend some time with the family or some “me” time.

Make a plan. When you start your work day, don’t just start working. Plan out what you want to do, picking out a few important tasks or projects, and structure your day efficiently, broken down into hour-long blocks. This will allow you to make the most of your work day, and ensure that everything necessary is taken care of.

Schedule chores, family, breaks, meals. In your schedule, don’t just put work tasks — get the other stuff in there too, or you will forget about it. Have time for your family, for eating, for taking breaks, for doing chores, for all the other things you want to accomplish by working from home.

Find quiet. If you work with family in the house, or roommates, you’ll want to find a quiet place to work. You can’t get stuff done with the television blazing or babies screaming. If possible, put your computer and desk in a separate room, away from the living room or family room.

Have a good work space. Your working area should not only be quiet, but also spacious enough for you to have room to work, with a place to put your files, your supplies, etc. Make it a place you enjoy working in, and that puts you in a productive mood.

Find your zone. Most people have a time of day when they’re most productive, when they can really crank out the work. Find your zone, and make the most of it. Don’t schedule trivial tasks during this time, but the most important tasks of your day.

Communicate. Whether you’re a regular employee working from home, or a freelancer working on a contract basis, you need to communicate with those you’re working with. That includes communicating what you’re working on, the progress you’re making, what you’ve achieved, any issues that need to be resolved, and anything that needs to be followed up on. Keep that communication regular, so you can’t be accused of not doing your work.

Groom yourself. Many people make the mistake of working in their pajamas, unwashed and loving it. However, as comfortable as that may seem, I know from experience that you will feel more productive, more energetic, and more on top of your game if you take a shower, get fully (but comfortably) dressed, and otherwise groom yourself as if you were going to work.

Log your time and work. As you have no time clock and no one to watch over you, you need to account for your time, if not for your employer or your client, then for yourself. It’s important that you not have a day go by without knowing what you’ve really accomplished, so log what you do, and how long it takes. It may seem like extra work, but really it just takes a few seconds after every task.

Use a timer to stay focused. Working from home can make it difficult to stay focused. To combat that problem, use a timer to help keep you on task and productive.

Limit calls, keep them short. If possible, schedule short blocks of time (30 minutes, perhaps twice a day) for phone calls, otherwise you may be doing them throughout the day, and never get actual work done. When making calls, keep them short and stay on topic. Calls can be one of the worst time drains if you aren’t careful.

Do only work emails, infrequently. The problem with doing email from home is that people tend to mix work with pleasure, and can spend all day in their email client. Instead, schedule time for email, and while you’re working, only do work emails. And, as with phone calls, keep them short and on topic. Do the personal emails later, when you’re off.

Set limits for a task. If you’re going to work on a task, set a time limit for it. Say, 30 minutes or an hour. And then stick to it, or you’ll end up taking forever on a certain task. If you don’t finish within that time limit, try scheduling more time for it later.

Disconnect. If you have problems staying focused, and tend to surf the web or check email or whatever, try disconnecting when you really need to concentrate on a task. Close your browser, and even disconnect the Internet if necessary. You’ll see a huge productivity boost.

Pace yourself. People tend to work hard and fast, and not realize how much they’re working. But if you telecommute for any length of time, you can burn out. Instead, keep an even pace, take breaks, stretch, walk around.

Minimize interruptions. If you can, turn off the phone and your email notification and IM, and ask anyone else in the home not to interrupt you when you’re doing an important task. Interruptions can kill your productivity.

Don’t watch kids and work. Many people make the mistake of substituting telecommuting for child care. You can’t actually do both at the same time. Telecommuting is great for the flexibility you’ll need if you have kids, but when you need to work, you need to have other people watching your kids.

Don’t go to the couch. It’s tempting to move from your desk to your couch, and take a nap or watch TV. After all, why are you working from home, right? Wrong. The couch is a trap from which many a telecommuter has never returned. It’s hard to go back to work after relaxing on the couch (or the bed), so try to avoid the temptation.
  

Wednesday, October 6, 2010

Working the SEO Angle



One of the major misconceptions that businesses have about search engine optimization is that the end goal is ranking highly on Google - or other rival search engines. While this is undoubtedly one of the main aims of search engine marketing, it is not the be all and end all. There is another far more important consideration; the actual number of sales leads and conversions created by an effective SEO/SEM campaign that works on several levels..

According to industry experts, one of the major concerns that SEO agencies have is that businesses often get hung-up on a set of very specific keywords that will rank highly but are unlikely to be searched for by internet users. While it can be easy to get obscure phrases to the top of Google search engine results pages, if no one is actually looking for those specific keywords then the effort is wasted.

While generating leads is not the responsibility of an SEO agency, it should be something that is raised with clients that are adamant on ranking for very obscure key phrases. This can be done with three simple words - return on investment. Companies can end up wasting a lot of cash if they stick to their guns and push ahead with a search engine marketing campaign that doesn't generate leads.

Unfortunately, there are those who will always attribute total SEO success to the ranking of a keyword that they’ve grown personally attached to. Equally unfortunate, there are a huge number of unscrupulous SEO companies out there that would happily take businesses' hard-earned cash and get them high rankings for perfectly useless keywords.

That's not how your approach to SEO should be, though. If you have a bunch of keywords that someone gets you ranked for but they do nothing to help you, you're going to think SEO just didn't work. 

Businesses should work closely with their chosen third-party SEO agency to ensure their search engine marketing activity is offering concrete results. Insight and experience offered by SEO experts should not be overlooked. Meaning in-house is good but specialists will target the myriad of considerations a business must be concerned with when developing an effective SEO strategy.

Friday, October 1, 2010

Business Skills: 11 Points to Success

1. Be Persistent
A persistent drive is an asset; it will help you get through tough times and slumps. Practice being persistent. It pays off!

2. Learn to Easily Adapt to Change
The business world, among other things, is in constant fluctuation. You have to be able to adapt to change quickly, without modifying your main goal or mission. You may need to change the way you do things or adapt to changes in the market. Adapting to change is a positive for you and your business.

3. Assess Risks
The better you are at assessing risk, the better your outcome. You'll be able to make intelligent decisions, and you'll avoid making decisions that could put you out of business and this will allow you to easily pick up good opportunities.
4. Continue to Learn
Learning is an ongoing process in all aspects of life, whether or not you're aware of it. Since you're learning anyway, you might as well put into your mind positive thoughts that you can use as much as possible.

5. Learn to Welcome Responsibility
When you avoid your responsibilities, you're breaking down your self-esteem, slowly and silently telling yourself that you can't handle it. When you welcome your responsibilities, you're building your self-esteem and becoming a stronger person.

6. Be Creative
In business, being creative in the right places can give you the edge you need to stand out and offer something special. Practice creativity in small steps. Ask questions like: What can I do to improve this?  Try our brainstorming exercise to help you come up with remarkable ideas.

7. Take Charge
Successful business people take charge and hit the pavement running. Move ahead FEELING powerful, FEELING you can do it and move ahead doing what you do best! Note: This is not to say that you should move blindly and ignore common sense. It's a mere comparison of moving ahead by walking on a tightrope as opposed to walking on a sidewalk.

8. Know Your Numbers
Numbers and business go hand in hand if you don't know much about numbers, you're going to need to. You don't need become a financial wizard, knowing the ins and outs of multinational companies and how they operate, nor do you need to become an accountant, but you need to know the basics.
You need to know if you're profitable, how to manage money, how to hold onto your money, etc. Even if you hire an accountant/bookkeeper, you still need to know what's going on in your business. You can find out more about this from your accountant/bookkeeper, from your banker, online, or at your library.

9. You Must Market Your Business
Whatever business you're in, without marketing, you won't have much of a business. You need to develop skills in marketing. This can be as simple as placing ads, creating promotions, creating enticing signs, etc. anything that gets the right people to know about your business and do business with you is a form of marketing. It must be done. It's the lifeline of the business.

10. You Must Avoid Procrastination
If you're a seasoned procrastinator, then you're going to have a hard time finding success. You may be doing okay, but it takes so much longer to become the success you really want. You're just moving along slowly, and you're probably missing out on a lot of opportunities. Get things done quickly. Don't start something else, something new, until you complete all you can with the current task. 

11. Become Self-Reliant

When you're on your own, you have no one pushing you, no one telling you what needs to be done, and it's hard to stay on track. It's essential that you keep yourself on track. The first step is knowing what to do, then you may want to create a list in priority order of what needs to be done and how to do each step. 


You may want to simply follow the list or have someone check up on you to see how you're doing. For some there is hope and an acquired sense of achievement to know your dreams and pursue them vigorously through self-improvement. For others well.... No one is hopeless in my book. Then again, yeah, some of us are. Whether you fall in the first of second category, any steps taken to improve your business or personal acumen can do everything to advance you aspirations and very little to hinder them. A little diligence now can make all the difference for the future. Do it....