Today, there are hundreds of enterprising men and women who
write simple research papers (known in the mail order trade as
FOLIOS) and sell them by mail. In the pages that follow, you'll
be shown how you can do the same. You'll be shown how to select a
subject, how to research it, how to write it, how to get it
printed, and how to sell it.
There are four ways to sell it. If you are new to folio
selling, You'll be shown which of the four ways would be the best
for you. Read what follows very carefully and
very thoughtfully. THERE ARE NO CATCHES.
EXACTLY WHAT IS A FOLIO?
A folio can be called a booklet, a pamphlet, a report, a
newsletter, a guide, an instruction manual, a plan, a
manuscript, etc. etc. A folio is simply an easy-to-understand
manual which shows the reader "How To" do something that he does
not already know how to do. Most folios show the reader...
* How to start or expand a hobby
* How to develop new abilities or qualities
* How to start a new business or expand an old one
* How to prepare for a new career
* How to make or save money
* How to spend leisure time.
A well written folio is authoritative, factual, and helpful. It
should be written in simple, easily understood language. It can
be anything from a brief two-page mimeographed report to a
professionally printed book bound in hardback cover. People who
purchase folios by mail are interested in the information they
contain. Seldom do they care what brand of paper the
information is printed on.
WHAT KIND OF FOLIOS ARE NOW BEING SOLD BY MAIL?
Pick up almost any magazine at a newsstand that carries
classified advertising and you will find ads written by people
who are selling their folios by mail. Here are sample ads from
magazines lying here on my desk.
"Be secure, confident, successful! Learn the secret of personal
power $2.00"
"Why grow old and die? Li Chung Yun lived 256
years. You could too! learn how - $2.00"
"Secrets of the Spirit World! Only 60 cents postpaid!"
"Guide to Witches Covens - $2.00"
"Traffic Tickets? Beat them, step by step method. $1.95
postpaid."
"Learning Bridge? Send $2.95 for small 20 page guide."
"Fluorescent Tubes rejuvenated at no cost. Instructions $1.00."
"Learn the secret of making every pair of slacks you sew fit
perfectly, Only $1.00"
HOW TO WRITE A FOLIO
"10 Wonder Working Prayers. Enrich, strengthen your life!
$1.00 guaranteed."
"Enjoy camping inside your Volkswagen. Do it yourself Plans -
$2.00'
"Homemade Cheese! Hard soft, and cottage! Make it yourself!
Easy. Delicious. Complete instructions, recipes $1.00"
"Toronto Area Job Opportunities - $1.00"
"Ship in Bottle. Instructions, Drawing. $1.00"
If you can produce a "How to Do It" Manual that is NOVEL,
INTERESTING and genuinely HELPFUL, you can do what the
advertisers above have done. You can print it yourself and sell
it by mail!
WHAT SHOULD YOU WRITE ABOUT?
You should write
* ONLY on subjects that REALLY interest you, and
* On subjects that you already know something about.
For example, if you just love to cook, write a folio on cooking.
If people like the first folio they buy from you, they will buy
other folios in the future, as long as they are on the same
basic subject. If you write on a subject that really does not
interest you very much, you will be bored to death by the time
you get to your third folio!
Ask yourself what do I do with my spare time? Write a folio
about THAT!
HOW DO YOU RESEARCH THE FOLIO?
Make yourself an expert on the subject! Talk to friends and
neighbors. Ask questions. Read books, newspapers, and magazines
on the subject. Ask your librarian for suggestions. As you
read, KEEP NOTES ON EVERYTHING. When you have read everything
you could lay your hands on, sit down and study your notes.
Read them over slowing and carefully. Then lay the notes aside
and think about the whole subject for a day or two. You will be
amazed at what your mind will do with the subject if you have
research it thoroughly!
HOW DO YOU WRITE IT?
Here's a tip from a professional writer. Sit down and pretend
that you are a person who knows absolutely nothing about the
subject. Write down FIFTEEN QUESTIONS that such a person might
ask you. Then write out, in your own words, the answers to the
fifteen questions. Do not try to be literary! When you are
finished, lay it aside for a day or two.
Then re-read it with a red pencil, crossing out all unnecessary
words and sentences, inserting a new point here and there.
REWRITE the whole thing, and you will be amazed to discover that
your folio is ready to be published!
HOW DO YOU GET IT PRINTED?
Type it as neatly as possible on 8 1/2 x 11 WHITE typing paper.
Single space it, leaving two lines between each paragraph. Take
it to a local PHOTO-OFFSET printer who will make a few hundred
copies for you, very reasonably, usually within 24 hours. If
you have more than four pages, have it printed on both sides of
the paper. It will lower your printing costs slightly, and it
will save you extra postage in the future. To give your folio a
professional touch, have it printed on canary yellow, pink, or
light green paper.
HOW DO YOU SELL IT?
There are four ways:
1. DIRECT FROM ADS IN MAGAZINES AND TABLOID PAPERS. If
economically possible, sell it for $1.00 or $2.00 per copy.
(Occasionally $3.00.) Write a brief, eyecatching classified ad
asking those interested to send their orders directly to you.
If your ad is novel, believable, and of genuine interest, you
will be surprised at how many people will do this. If your
folio is about stamp collecting, advertise it in the stamp
collecting papers. If it is about Astrology, advertise it in
the Astrology magazines - to do otherwise is fatal. Be sure to
run your ad in at least three issues. If you have never sold
folios by mail, I sincerely suggest you use this method.
2. ADVERTISE FOR INQUIRIES. If your folio is quite elaborate
and must be sold for $3.00 or more, use this method. Write a
brief, tempting ad describing your folio, and offer free
details. Then mail literature describing the folio to those who
answer the ads. Don't expect more than one inquiry in ten to
buy it from you.
Here are ads placed by folio writers in a recent issue of the
National Enquirer, who use this method:
"Never Won anything? Anyone can win sweepstakes contests! Free
details." "Overweight? I lost 53 pounds. Easily.
(Permanently!) New Method. Information Free.
"Troubles? God can help! Free information." "Make money
clipping newspapers at home spare time. Details Free."
3. DIRECT MAIL. If you have written a folio showing how to get
inventions patented, you could purchase a list of amateur
inventors, and mail your sales literature to each individual on
the list. If you are lucky, you'll sell your folio to about one
person in every twenty-five. Direct mail can be very effective
for experienced mail order operators, but it is usually far too
costly for the beginner. It can easily cost you several hundred
dollars for each one thousand letters you mail.
4. SELLING THROUGH AGENTS. If you are willing to sell your
folio in small wholesale quantities, or if you are willing to
drop-ship folios for mail dealers, then you might find this the
most effective way to market your folios. Below are some ads
placed by folio writers in a recent issue of Specialty Salesman.
"Sell Health Books Mailorder! Write"
"Sell Books by Mail! 400% Profit!"
"Sell Books by Mail. Complete dealer set-up. 25 cents"
"Free Newsletter! Sell Books by mail! We wholesale, drop ship."
Some of the above ads have been running ten and twenty years,
indicating that this could be a very successful way to market
your folios.
Monday, April 2, 2012
WRITE PROFITABLE CLASSIFIED ADS
Everybody wants to make more money. In fact, most people would like to hit upon something that makes them fabulously rich! And seemingly, one of the easiest roads to the fulfillment of these dreams of wealth is mail order or within the professional circles of the business, direct mail selling.
The only thing is, hardly anyone gives much real thought to the basic ingredient of selling by mail - the writing of profitable classified ads. If your mail order business is to succeed, then you must acquire the expertise of writing classified ads that sell your product or services!
So what makes a classified ad good or bad? First of all, it must appeal to the reader, and as such, it must say exactly what you want it to say. Secondly, it has to say what it says in the least possible number of words in order to keep your operating costs within your budget. And thirdly, it has to produce the desired results whether inquiries or sales.
Grabbing the reader's attention is your first objective. You must assume the reader is "scanning" the page on which your ad appears in the company of two or three hundred classified ads. Therefore, there has to be something about your ad that causes him to stop scanning and look at yours! So, the first two or three words of your ad are of the utmost importance and deserve your careful consideration. Most surveys show that words or phrases that quickly involve the reader, tend to be the best attention-grabbers. Such words as: FREE... WIN... MAKE BIG MONEY...
Whatever words you use as attention-grabbers, to start your ads, you should bear in mind that they'll be competing with similar attention-grabbers of the other ads on the same page. Therefore, in addition to your lead words, your ad must quickly go on to promise or state further benefits to the reader. In other words, your ad might read something like this: MAKE BIG MONEY! Easy & Simple. We show you how!
In the language of professional copywriters, you've grabbed the attention of your prospect, and interested him with something that even he can do.
The next rule of good classified copywriting has to do with the arousal of the reader's desire to get in on your offer. In a great many instances, this rule is by-passed, and it appears, this is the real reason that an ad doesn't pull according to the expectations of the advertiser.
Think about it - you've got your reader's attention; you've told him it's easy and simple; and you're about to ask him to do something. Unless you take the time to further "want your offer," your ad is going to only half turn him on. He'll compare your ad with the others that have grabbed his attention and finally decide upon the one that interests him the most.
What is being said is that here is the place for you to insert that magic word "guaranteed" or some other such word or phrase. So now, we've got an ad that reads: MAKE BIG MONEY! Easy & Simple. Guaranteed!
Now the reader is turned on, and in his mind, he can't lose. You're ready to ask for his money. This is the "demand for action" part of your ad. This is the part where you want to use such words as: Limited offer - Act now! Write today! Only and/or just...
Putting it all together, then your ad might read something like this: MAKE BIG MONEY! Easy & Simple. Guaranteed! Limited offer. Send $l to:
These are the ingredients of any good classified ad - Attention - Interest - Desire - Action... Without these four ingredients skillfully integrated into your ad, chances are your ad will just "lie there" and not do anything but cost you money. What we've just shown you is a basic classified ad. Although such an ad could be placed in any leading publication and would pull a good response, it's known as a "blind ad" and would pull inquiries and responses from a whole spectrum of people reading the publication in which it appeared. In other words, from as many "time-wasters" as from bona fide buyers.
So let's try to give you an example of the kind of classified ad you might want to use, say to sell a report such as this one... Using all the rules of basic advertising copywriting, and stating exactly what our product is, our ad reads thusly:
MONEY-MAKER'S SECRETS! How To Write winning classified
ads. Simple & easy to learn -should double or triple your
responses. Rush $1 to BC Sales, 10 Main Anytown, TX 75001.
The point we're making is that: l) You've got to grab the reader's attention... 2) You've got to "interest him" with something that appeals to him... 3) You've got to "further stimulate" him with something (catch-phrase) that makes him "desire" the product or service. 4) Demand that he act immediately...
There's no point in being tricky or clever. Just adhere to the basics and your profits will increase accordingly. One of the best ways of learning to write good classified ads is to study the classifieds - try to figure out exactly what they're attempting to sell - and then practice rewriting them according to the rules we've just given you. Whenever you sit down to write a classified, always write it all out - write down everything you want to say - and then go back over it, crossing out words, and refining your phraseology.
The final ingredient of your classified ad is of course, your name, address to which the reader is to respond - where he's to send his money or write for further information.
Generally speaking, readers respond more often to ads that include a name than to those showing just initials or an address only. However, because advertising costs are based upon the number of words, or the amount of space your ad uses, the use of some names in classified ads could become quite expensive. If we were to ask our ad respondents to write to or send their money to The Research Writers & Publishers Association, or to Book Business Mart, or even to Money Maker's Opportunity Digest, our advertising costs would be prohibitive. Thus we shorten our name Researchers or Money-Makers. The point here is to think relative to the placement costs of your ad, and to shorten excessively long names.
The same holds true when listing your post office box number. Shorten it to just plain Box 40, or in the case of a rural delivery, shorten it to just RRl.
The important thing is to know the rules of profitable classified ad writing, and to follow them. Hold your costs in line.
Now you know the basics... the rest is up to you.
The only thing is, hardly anyone gives much real thought to the basic ingredient of selling by mail - the writing of profitable classified ads. If your mail order business is to succeed, then you must acquire the expertise of writing classified ads that sell your product or services!
So what makes a classified ad good or bad? First of all, it must appeal to the reader, and as such, it must say exactly what you want it to say. Secondly, it has to say what it says in the least possible number of words in order to keep your operating costs within your budget. And thirdly, it has to produce the desired results whether inquiries or sales.
Grabbing the reader's attention is your first objective. You must assume the reader is "scanning" the page on which your ad appears in the company of two or three hundred classified ads. Therefore, there has to be something about your ad that causes him to stop scanning and look at yours! So, the first two or three words of your ad are of the utmost importance and deserve your careful consideration. Most surveys show that words or phrases that quickly involve the reader, tend to be the best attention-grabbers. Such words as: FREE... WIN... MAKE BIG MONEY...
Whatever words you use as attention-grabbers, to start your ads, you should bear in mind that they'll be competing with similar attention-grabbers of the other ads on the same page. Therefore, in addition to your lead words, your ad must quickly go on to promise or state further benefits to the reader. In other words, your ad might read something like this: MAKE BIG MONEY! Easy & Simple. We show you how!
In the language of professional copywriters, you've grabbed the attention of your prospect, and interested him with something that even he can do.
The next rule of good classified copywriting has to do with the arousal of the reader's desire to get in on your offer. In a great many instances, this rule is by-passed, and it appears, this is the real reason that an ad doesn't pull according to the expectations of the advertiser.
Think about it - you've got your reader's attention; you've told him it's easy and simple; and you're about to ask him to do something. Unless you take the time to further "want your offer," your ad is going to only half turn him on. He'll compare your ad with the others that have grabbed his attention and finally decide upon the one that interests him the most.
What is being said is that here is the place for you to insert that magic word "guaranteed" or some other such word or phrase. So now, we've got an ad that reads: MAKE BIG MONEY! Easy & Simple. Guaranteed!
Now the reader is turned on, and in his mind, he can't lose. You're ready to ask for his money. This is the "demand for action" part of your ad. This is the part where you want to use such words as: Limited offer - Act now! Write today! Only and/or just...
Putting it all together, then your ad might read something like this: MAKE BIG MONEY! Easy & Simple. Guaranteed! Limited offer. Send $l to:
These are the ingredients of any good classified ad - Attention - Interest - Desire - Action... Without these four ingredients skillfully integrated into your ad, chances are your ad will just "lie there" and not do anything but cost you money. What we've just shown you is a basic classified ad. Although such an ad could be placed in any leading publication and would pull a good response, it's known as a "blind ad" and would pull inquiries and responses from a whole spectrum of people reading the publication in which it appeared. In other words, from as many "time-wasters" as from bona fide buyers.
So let's try to give you an example of the kind of classified ad you might want to use, say to sell a report such as this one... Using all the rules of basic advertising copywriting, and stating exactly what our product is, our ad reads thusly:
MONEY-MAKER'S SECRETS! How To Write winning classified
ads. Simple & easy to learn -should double or triple your
responses. Rush $1 to BC Sales, 10 Main Anytown, TX 75001.
The point we're making is that: l) You've got to grab the reader's attention... 2) You've got to "interest him" with something that appeals to him... 3) You've got to "further stimulate" him with something (catch-phrase) that makes him "desire" the product or service. 4) Demand that he act immediately...
There's no point in being tricky or clever. Just adhere to the basics and your profits will increase accordingly. One of the best ways of learning to write good classified ads is to study the classifieds - try to figure out exactly what they're attempting to sell - and then practice rewriting them according to the rules we've just given you. Whenever you sit down to write a classified, always write it all out - write down everything you want to say - and then go back over it, crossing out words, and refining your phraseology.
The final ingredient of your classified ad is of course, your name, address to which the reader is to respond - where he's to send his money or write for further information.
Generally speaking, readers respond more often to ads that include a name than to those showing just initials or an address only. However, because advertising costs are based upon the number of words, or the amount of space your ad uses, the use of some names in classified ads could become quite expensive. If we were to ask our ad respondents to write to or send their money to The Research Writers & Publishers Association, or to Book Business Mart, or even to Money Maker's Opportunity Digest, our advertising costs would be prohibitive. Thus we shorten our name Researchers or Money-Makers. The point here is to think relative to the placement costs of your ad, and to shorten excessively long names.
The same holds true when listing your post office box number. Shorten it to just plain Box 40, or in the case of a rural delivery, shorten it to just RRl.
The important thing is to know the rules of profitable classified ad writing, and to follow them. Hold your costs in line.
Now you know the basics... the rest is up to you.
How to Find Time Management Games
Are you looking for a fun and exciting way to make better use of your time? If you regularly find yourself late for meetings or missing important deadlines, you may need to improve your time management. Although the playing of games isn’t always associated with putting your time to good use, it can be.
As great as it is to hear that time management games can help you learn how to make better use of your time, you may be curious as to what they are. Time management games are like most traditional games. The only difference is that you have a limited amount of time to finish the game. For example, a popular time management games is that of Tetris. With this game, blocks fall from the top of the screen and you must align them in the proper way until the screen fills up with blocks.
As for why you should play time management games, there are a number of reasons why. For starters, most time management games are fun to play. In fact, that is why some individuals deem them a waste of time because may say that learning how to manage your time should be work, not fun, but that doesn’t have to the be the case.
Another reason why you should play time management games is because they can help you learn how to quickly think on your feet. This can help you with a number of different situations, including emergencies. In fact, stressful and unexpected situations are where many individuals waste the most time.
If you are interested in using time management games to your advantage, you will first want to check your computer. If your computer comes preloaded with games, which many modern computers now do, you may have free time management games already installed on your computer. Just look for games that have set deadlines for you meet. Even games with trial periods are nice, as they can help you save money incase you don’t end up liking the game in question.
The internet is another great way to go about finding time management games to find and play. In fact, many time management games can be found online free of charge. With that said, there are some gaming websites that you charge you a fee, but you may first want to find free online time management games. Playing games online is nice, as there are no software programs that you have to install on your computer. These online games can easily be found with a standard internet search.
Speaking of performing a standard internet search, you may want to search with the phrase “free time management games.” You can also find online gaming websites. These are websites that list all sorts of games for you to pay. You can browse through the games yourself to find the time management games that you like the most. Finding time management games on your own can take a little bit of time, but you never know what other fun and exciting things you can find in the process.
In addition to games that you can find online or games that are already installed on your computer, you can also buy software for your own time management games. When you do so, you should receive a CD and an instruction booklet. Whether you buy these items in one of your local retail stores or online, the CD will need to be placed in your computer and then installed. Since you are buying a software program, as opposed to finding free games online, be sure to read reviews or examine trails first. This will help to make sure that your money is well spent.
Since you now know how you can go about finding time management games to play online and to buy, you should give them a try. As a reminder, there are a number of benefits to playing time management games. The best being the ability to quickly think on your feet.
As great as it is to hear that time management games can help you learn how to make better use of your time, you may be curious as to what they are. Time management games are like most traditional games. The only difference is that you have a limited amount of time to finish the game. For example, a popular time management games is that of Tetris. With this game, blocks fall from the top of the screen and you must align them in the proper way until the screen fills up with blocks.
As for why you should play time management games, there are a number of reasons why. For starters, most time management games are fun to play. In fact, that is why some individuals deem them a waste of time because may say that learning how to manage your time should be work, not fun, but that doesn’t have to the be the case.
Another reason why you should play time management games is because they can help you learn how to quickly think on your feet. This can help you with a number of different situations, including emergencies. In fact, stressful and unexpected situations are where many individuals waste the most time.
If you are interested in using time management games to your advantage, you will first want to check your computer. If your computer comes preloaded with games, which many modern computers now do, you may have free time management games already installed on your computer. Just look for games that have set deadlines for you meet. Even games with trial periods are nice, as they can help you save money incase you don’t end up liking the game in question.
The internet is another great way to go about finding time management games to find and play. In fact, many time management games can be found online free of charge. With that said, there are some gaming websites that you charge you a fee, but you may first want to find free online time management games. Playing games online is nice, as there are no software programs that you have to install on your computer. These online games can easily be found with a standard internet search.
Speaking of performing a standard internet search, you may want to search with the phrase “free time management games.” You can also find online gaming websites. These are websites that list all sorts of games for you to pay. You can browse through the games yourself to find the time management games that you like the most. Finding time management games on your own can take a little bit of time, but you never know what other fun and exciting things you can find in the process.
In addition to games that you can find online or games that are already installed on your computer, you can also buy software for your own time management games. When you do so, you should receive a CD and an instruction booklet. Whether you buy these items in one of your local retail stores or online, the CD will need to be placed in your computer and then installed. Since you are buying a software program, as opposed to finding free games online, be sure to read reviews or examine trails first. This will help to make sure that your money is well spent.
Since you now know how you can go about finding time management games to play online and to buy, you should give them a try. As a reminder, there are a number of benefits to playing time management games. The best being the ability to quickly think on your feet.
You’re A Salesperson in Your Life!
You’re A Salesperson in Your Life!
Strange as it may seem, our life is made up of a series of “sales presentations”. Sales may not be your gig, but if you’re the boss you’re making presentations everyday. Be it a pitch to your Board, announcing a policy change to employees, selling an idea to your spouse, or just trying to win others over to your point of view – you need to punch up your people skills for winning pitches.
Human nature is such that people support solutions that they help create, so involve them by allowing your audience to participate with questions or ideas. It goes without saying that to not involve key people is risky, because messages can be misunderstood. Your plans may be derailed before they begin if sufficient “buy-in” is lacking. Use lots of open-ended questions in your presentation to draw out the silent type.
Preparation is a key to success. Prepare your listeners to what’s coming during or before your presentation. Try these pre-meeting tactics:
• Assign task-related pre-work. This could be pre-reading or study of a problem, and the preparations of possible solutions. An example could be, “go and visit three kinds of accounts before the meeting.”
• Make pre-meeting contacts with those invited by email, phone, or in person. You might want to try an informal survey to get people’s position on the issues at hand.
Remember support on key or controversial matters can be established ahead of time by lobbying, if you know where to lobby.
Do your research! People who make it look easy and are effective presenters have a hidden arsenal. This is an arsenal of up-to-date, organized material that can be accessed quickly in ready-to-use form when needed. They have the stats to back up their ideas, and they have a mental arsenal of stories, examples, jokes, and ice-breakers to use when needed.
Your physical presentation could include tangible items relating to the issue such as recent articles clipped from newspapers or magazines, photographs, reports, and demonstration property. To become masterful in this art learn to maintain resources you can access for just the right thing at the right time.
The next thing you must do is to explain “why?” The single most powerful thing you can do to convince your audience of something is to provide a convincing reason why they should do what you suggest or believe what you say. People want and need a clear “WIIFM” – “what’s in it for me?” – to be able to react positively to what you want them to do. It’s extremely important that you deliver a vision of benefits. Hearing the “why” won’t automatically generate a “yes” to your proposition, but it’ll open the door for receptivity to your idea.
Knowing and accepting the “why” satisfies a basic need that we all have – to understand the purpose of our actions. Use the words “because” or “so that” in your presentation and then finish the phrase. When your subject matter is controversial or likely to generate emotions, it is essential that your “why’s” be tested in advance. Ask some people you trust or that are on your “team” to play devil’s advocate to help you with your logic and arguments.
These are just the first four points for making successful presentations. There are eight of them in total, and we’ll look at the other four in my column next week. For now, let me leave you with this thought.
Life is a sales job from beginning to end. From the moment that we discern how to get approval as children, winning friends at school, getting our first beau, getting our first (and subsequent) job, getting engaged and married, achieving our goals, and anything else you can think of in between – we’re selling ourselves or our ideas all along the way. Who said you weren’t a salesperson?
Strange as it may seem, our life is made up of a series of “sales presentations”. Sales may not be your gig, but if you’re the boss you’re making presentations everyday. Be it a pitch to your Board, announcing a policy change to employees, selling an idea to your spouse, or just trying to win others over to your point of view – you need to punch up your people skills for winning pitches.
Human nature is such that people support solutions that they help create, so involve them by allowing your audience to participate with questions or ideas. It goes without saying that to not involve key people is risky, because messages can be misunderstood. Your plans may be derailed before they begin if sufficient “buy-in” is lacking. Use lots of open-ended questions in your presentation to draw out the silent type.
Preparation is a key to success. Prepare your listeners to what’s coming during or before your presentation. Try these pre-meeting tactics:
• Assign task-related pre-work. This could be pre-reading or study of a problem, and the preparations of possible solutions. An example could be, “go and visit three kinds of accounts before the meeting.”
• Make pre-meeting contacts with those invited by email, phone, or in person. You might want to try an informal survey to get people’s position on the issues at hand.
Remember support on key or controversial matters can be established ahead of time by lobbying, if you know where to lobby.
Do your research! People who make it look easy and are effective presenters have a hidden arsenal. This is an arsenal of up-to-date, organized material that can be accessed quickly in ready-to-use form when needed. They have the stats to back up their ideas, and they have a mental arsenal of stories, examples, jokes, and ice-breakers to use when needed.
Your physical presentation could include tangible items relating to the issue such as recent articles clipped from newspapers or magazines, photographs, reports, and demonstration property. To become masterful in this art learn to maintain resources you can access for just the right thing at the right time.
The next thing you must do is to explain “why?” The single most powerful thing you can do to convince your audience of something is to provide a convincing reason why they should do what you suggest or believe what you say. People want and need a clear “WIIFM” – “what’s in it for me?” – to be able to react positively to what you want them to do. It’s extremely important that you deliver a vision of benefits. Hearing the “why” won’t automatically generate a “yes” to your proposition, but it’ll open the door for receptivity to your idea.
Knowing and accepting the “why” satisfies a basic need that we all have – to understand the purpose of our actions. Use the words “because” or “so that” in your presentation and then finish the phrase. When your subject matter is controversial or likely to generate emotions, it is essential that your “why’s” be tested in advance. Ask some people you trust or that are on your “team” to play devil’s advocate to help you with your logic and arguments.
These are just the first four points for making successful presentations. There are eight of them in total, and we’ll look at the other four in my column next week. For now, let me leave you with this thought.
Life is a sales job from beginning to end. From the moment that we discern how to get approval as children, winning friends at school, getting our first beau, getting our first (and subsequent) job, getting engaged and married, achieving our goals, and anything else you can think of in between – we’re selling ourselves or our ideas all along the way. Who said you weren’t a salesperson?
Sunday, April 1, 2012
A Leader Is...
There are certain leadership ideas that we fail to identify and comprehend. Here is a short list of things you thought you knew about leadership.
*Leaders come in all shapes and sizes.
There are different types of leaders and you will almost certainly meet more than one type in your lifetime. Formal leaders are those we elect into positions or offices such as the senators, congressmen, and presidents of the local clubs. Informal leaders or those we look up to by virtue of their wisdom and experience. Both formal and informal leaders practice a combination of leadership styles.
*Leadership is a process.
Although some people seem to be born with leadership qualities, without the correct environment and exposure, they may fail to develop their full potential. You do not become a leader in one day and just stop. Lifetime education is vital in becoming a good leader for every day brings new experiences that put your knowledge, skills, and attitude to a test.
*Leadership starts with you.
As an adage goes "action speaks louder than words." Keep in mind that your trustworthiness as a leader depends much on your actions: your dealings with your family, friends, and co-workers; your way of running your personal and organizational responsibilities; and even the way you talk with the newspaper vendor across the street. Repeated actions become habits. Habits in turn form a person's character.
* Leadership is shared.
A leader belongs to a group. Each member has responsibilities to fulfill. Effective leadership requires members to do their share of work. To learn how to work together requires a great deal of trust between and among leaders and members of an emerging team. Trust is built upon actions and not merely on words. When mutual respect exists, trust is fostered and confidence is built.
*Leadership styles depend on the situation.
Most of the time, leaders employ a combination of leadership styles depending on the situation.
*Leaders come in all shapes and sizes.
There are different types of leaders and you will almost certainly meet more than one type in your lifetime. Formal leaders are those we elect into positions or offices such as the senators, congressmen, and presidents of the local clubs. Informal leaders or those we look up to by virtue of their wisdom and experience. Both formal and informal leaders practice a combination of leadership styles.
*Leadership is a process.
Although some people seem to be born with leadership qualities, without the correct environment and exposure, they may fail to develop their full potential. You do not become a leader in one day and just stop. Lifetime education is vital in becoming a good leader for every day brings new experiences that put your knowledge, skills, and attitude to a test.
*Leadership starts with you.
As an adage goes "action speaks louder than words." Keep in mind that your trustworthiness as a leader depends much on your actions: your dealings with your family, friends, and co-workers; your way of running your personal and organizational responsibilities; and even the way you talk with the newspaper vendor across the street. Repeated actions become habits. Habits in turn form a person's character.
* Leadership is shared.
A leader belongs to a group. Each member has responsibilities to fulfill. Effective leadership requires members to do their share of work. To learn how to work together requires a great deal of trust between and among leaders and members of an emerging team. Trust is built upon actions and not merely on words. When mutual respect exists, trust is fostered and confidence is built.
*Leadership styles depend on the situation.
Most of the time, leaders employ a combination of leadership styles depending on the situation.
So You Want Your Own Business!
There are many reasons for wanting to start your own business, and most of us get to this point. Which one of the following applies to you?
• Freedom from daily routine.
• Doing what I want when I want.
• Improve my living standard.
• I want creative freedom.
• I want to fully use my skills, knowledge and education.
• I have a product/idea/service that people need.
• I’ll have more time with the family.
• I won’t have a dress code.
• There are good tax breaks for business owners.
• I’m a Type B person and work best alone.
• I want to be my own boss.
• I want to make the decisions.
Now granted, every one of the above is a good reason for wanting your own business. The rub is, that not many people think the process through – step by step. There are 7 phases to business planning. They are:
1. Investigation Phase
2. Planning Phase
3. Start-up Phase
4. Operating/Monitoring Phase
5. Problem/Challenge resolution Phases
6. Renewal/Expansion Phase
7. Selling, Transferring, Retirement Phase
We’ll cover all of the above in my next few columns as a “Business Basics” refresher, but for today let’s take number one.
In the Investigation Phase you take a look at yourself and also your business options. There are careers that are suited to personality types, so the first thing you must discern is “Which personality type am I?”
Duty Fulfillers
This is an introverted personality who is serious, quiet, thorough, orderly, matter-of-fact, logical, realistic, and dependable. They take responsibility, are well organized, know what should be accomplished and work steadily toward it disregarding distractions. They are careful calculators, and 20% of this group become accountants.
The Mechanics
These are also introverts and are cool onlookers. They are quiet, reserved, observing, and analyzing life with a detached curiosity and have unexpected flashes of original humor. They’re usually interested in cause and effect, how and why mechanical things work, and in organizing facts using logical principles. They usually are craftsmen, mechanics, or handymen with about 10% becoming farmers.
The Doers
These people are extraverts who are good at on-the-spot problem solving, don’t worry, enjoy whatever comes along, are adaptable, tolerant, and generally conservative in values. They tend to like mechanical things and sports, and dislike long explanations. They are best with “real” things that can be worked, handled, taken apart, or put together. About 10% of this type go into marketing or become Impresarios.
The Executives
These are another extravert group and are hearty, frank, decisive, leaders in activities and usually good in anything that requires reasoning and intelligent talk, such as public speaking. They’re usually well informed and enjoy adding to their fund of knowledge. They may sometimes appear more positive and confident than their experience in an area warrants. They’re sometimes called “judgers” and “thinkers” and 21% of this group become legal administrators.
To go into each personality type would be far too complicated, but to give you an idea of the roles that personality types could fall into look at the following list. Beside the categories we covered in depth here are some simply broken down into Introvert or Extravert Personality.
Introverts choose careers that satisfy being:
• Nurturers
• Guardians
• Artists
• Scientists
• Protectors
• Idealists
Extraverts are usually:
• Performers
• Visionaries
• The Inspirers
• Givers
• Caregivers
The second part of the Investigating Phase is looking at your business options. When choosing the business you want to start consider the following:
• Do you like to work with your hands or brain, or both?
• Does working indoors or outdoors matter?
• Are you good at math, writing, puzzles, blueprints, installing things or fixing things?
• What interests you? What are your hobbies?
• Do you like to work alone or as part of a team?
• Do you like to plan things, or go to events?
• Do you like machines, computers?
• Do you like to drive or operate equipment?
• Do you like to travel, collect/display things, give/attend shows, or take pictures?
• Are you small, large, strong?
Make a list of your likes and dislikes. Keep a diary of things you do that relate to business and rate each entry from 1 to 5 based on your interest. Then prepare a list of your strengths, weaknesses, opportunities and concerns. After doing all that, you should have a list of candidate businesses that are right for you. Then you can make a list of the “candidate businesses” and rate them from 1 to 5 based on your own chosen criteria.
Some criteria could be is it feasible, low in cost to establish, meets my objectives, will make money, there is a “niche” market of existing customers, or it will produce residual income to name just a few.
By the time you’ve accomplished all that, you should seriously consider visiting the local chapter of S.C.O.R.E. or your own mentor to use as a sounding board for your plan. Next week, if I haven’t dissuaded you so far, we’ll cover the Planning Phase.
• Freedom from daily routine.
• Doing what I want when I want.
• Improve my living standard.
• I want creative freedom.
• I want to fully use my skills, knowledge and education.
• I have a product/idea/service that people need.
• I’ll have more time with the family.
• I won’t have a dress code.
• There are good tax breaks for business owners.
• I’m a Type B person and work best alone.
• I want to be my own boss.
• I want to make the decisions.
Now granted, every one of the above is a good reason for wanting your own business. The rub is, that not many people think the process through – step by step. There are 7 phases to business planning. They are:
1. Investigation Phase
2. Planning Phase
3. Start-up Phase
4. Operating/Monitoring Phase
5. Problem/Challenge resolution Phases
6. Renewal/Expansion Phase
7. Selling, Transferring, Retirement Phase
We’ll cover all of the above in my next few columns as a “Business Basics” refresher, but for today let’s take number one.
In the Investigation Phase you take a look at yourself and also your business options. There are careers that are suited to personality types, so the first thing you must discern is “Which personality type am I?”
Duty Fulfillers
This is an introverted personality who is serious, quiet, thorough, orderly, matter-of-fact, logical, realistic, and dependable. They take responsibility, are well organized, know what should be accomplished and work steadily toward it disregarding distractions. They are careful calculators, and 20% of this group become accountants.
The Mechanics
These are also introverts and are cool onlookers. They are quiet, reserved, observing, and analyzing life with a detached curiosity and have unexpected flashes of original humor. They’re usually interested in cause and effect, how and why mechanical things work, and in organizing facts using logical principles. They usually are craftsmen, mechanics, or handymen with about 10% becoming farmers.
The Doers
These people are extraverts who are good at on-the-spot problem solving, don’t worry, enjoy whatever comes along, are adaptable, tolerant, and generally conservative in values. They tend to like mechanical things and sports, and dislike long explanations. They are best with “real” things that can be worked, handled, taken apart, or put together. About 10% of this type go into marketing or become Impresarios.
The Executives
These are another extravert group and are hearty, frank, decisive, leaders in activities and usually good in anything that requires reasoning and intelligent talk, such as public speaking. They’re usually well informed and enjoy adding to their fund of knowledge. They may sometimes appear more positive and confident than their experience in an area warrants. They’re sometimes called “judgers” and “thinkers” and 21% of this group become legal administrators.
To go into each personality type would be far too complicated, but to give you an idea of the roles that personality types could fall into look at the following list. Beside the categories we covered in depth here are some simply broken down into Introvert or Extravert Personality.
Introverts choose careers that satisfy being:
• Nurturers
• Guardians
• Artists
• Scientists
• Protectors
• Idealists
Extraverts are usually:
• Performers
• Visionaries
• The Inspirers
• Givers
• Caregivers
The second part of the Investigating Phase is looking at your business options. When choosing the business you want to start consider the following:
• Do you like to work with your hands or brain, or both?
• Does working indoors or outdoors matter?
• Are you good at math, writing, puzzles, blueprints, installing things or fixing things?
• What interests you? What are your hobbies?
• Do you like to work alone or as part of a team?
• Do you like to plan things, or go to events?
• Do you like machines, computers?
• Do you like to drive or operate equipment?
• Do you like to travel, collect/display things, give/attend shows, or take pictures?
• Are you small, large, strong?
Make a list of your likes and dislikes. Keep a diary of things you do that relate to business and rate each entry from 1 to 5 based on your interest. Then prepare a list of your strengths, weaknesses, opportunities and concerns. After doing all that, you should have a list of candidate businesses that are right for you. Then you can make a list of the “candidate businesses” and rate them from 1 to 5 based on your own chosen criteria.
Some criteria could be is it feasible, low in cost to establish, meets my objectives, will make money, there is a “niche” market of existing customers, or it will produce residual income to name just a few.
By the time you’ve accomplished all that, you should seriously consider visiting the local chapter of S.C.O.R.E. or your own mentor to use as a sounding board for your plan. Next week, if I haven’t dissuaded you so far, we’ll cover the Planning Phase.
Saturday, March 31, 2012
Cornerstones of Self-Confidence
Self-confidence is something that all of us need if we have to do well in life. It gives us the courage to face the most difficult of situations, something which cannot be said of people who lack self-confidence. They often break down in front of challenges.
The question, however, is how do you achieve self-confidence? You can do so if you define your tasks, and priorities, correctly. You then need to ask yourself as to how you can accomplish these tasks. A good strategy is to break your goals into smaller tasks. This makes the main task seem less daunting. You then need to pat yourself every time you reach a milestone. This increases your self-confidence, and makes it easy for you to achieve your goals.
You also need to look at the image that you have of yourself. If you don’t have a good image of yourself, and are always running yourself down, then your chances of being successful are minimal. Your self image or what you believe about yourself can be hurt easily if you blame yourself for any setback in your life like a business failure, loss of a job or a divorce. So, avoid self-flagellation. It feeds on your negative thoughts, and can easily become a monster. You need to write off your failures, and plan for new challenges. This is a positive approach to adopt, and can shore up your shaky self-confidence.
Those who are close to you play an important role in shaping your self-confidence. If they happen to critical or negative, they will have a negative impact on your self-confidence. Your priority should be to distance yourself from such people, and find friends and supporters who are imbued with a positive outlook. Without your knowing, they will add to your self-confidence.
Another issue that matters is your reaction to the events in your life. You should consider yourself a unique person who has his own special place in the world. This will lead to a development of positive attitudes, beliefs and values, qualities that can give you the self-confidence to succeed against all odds. However, there is an inherent danger in such a world-view. You may become too over-confident, and stop listening to what the others say. Don’t allow this to happen. Listen to all criticism, filter out the points that can make you a better individual; junk the rest. This constant course correction will make you a better individual.
At the same time, you need to monitor your internal dialogue. You must talk yourself into believing that you can take up any reasonable assignment. This will drive away negative attitudes and beliefs, and add to your self-confidence..
In fact, the picture you have of yourself needs constant monitoring and care. You cannot afford to let it take care of itself. Your self-confidence, happiness and success depends on it. You need to guard against selling yourself short. Don’t underestimate yourself and prevent feelings of inferiority from creeping in. Aim high and feel that you are capable of achieving anything you choose. Write down how you would like to see yourself five or ten years from now.
Make a list of your strong points, the things you do well and the compliments you receive. Write down a few of the things about yourself, which you think need improvement. Think of yourself as a self-confident person and act as if you are very self-confident, even if you don’t feel that way. Try to keep negative attitudes and beliefs away from yourself and maintain a safe distance from negative and destructive people.
If you take responsibility for your life and practice these methods regularly, your self-confidence will rise. What’s more, it will remain high.
The question, however, is how do you achieve self-confidence? You can do so if you define your tasks, and priorities, correctly. You then need to ask yourself as to how you can accomplish these tasks. A good strategy is to break your goals into smaller tasks. This makes the main task seem less daunting. You then need to pat yourself every time you reach a milestone. This increases your self-confidence, and makes it easy for you to achieve your goals.
You also need to look at the image that you have of yourself. If you don’t have a good image of yourself, and are always running yourself down, then your chances of being successful are minimal. Your self image or what you believe about yourself can be hurt easily if you blame yourself for any setback in your life like a business failure, loss of a job or a divorce. So, avoid self-flagellation. It feeds on your negative thoughts, and can easily become a monster. You need to write off your failures, and plan for new challenges. This is a positive approach to adopt, and can shore up your shaky self-confidence.
Those who are close to you play an important role in shaping your self-confidence. If they happen to critical or negative, they will have a negative impact on your self-confidence. Your priority should be to distance yourself from such people, and find friends and supporters who are imbued with a positive outlook. Without your knowing, they will add to your self-confidence.
Another issue that matters is your reaction to the events in your life. You should consider yourself a unique person who has his own special place in the world. This will lead to a development of positive attitudes, beliefs and values, qualities that can give you the self-confidence to succeed against all odds. However, there is an inherent danger in such a world-view. You may become too over-confident, and stop listening to what the others say. Don’t allow this to happen. Listen to all criticism, filter out the points that can make you a better individual; junk the rest. This constant course correction will make you a better individual.
At the same time, you need to monitor your internal dialogue. You must talk yourself into believing that you can take up any reasonable assignment. This will drive away negative attitudes and beliefs, and add to your self-confidence..
In fact, the picture you have of yourself needs constant monitoring and care. You cannot afford to let it take care of itself. Your self-confidence, happiness and success depends on it. You need to guard against selling yourself short. Don’t underestimate yourself and prevent feelings of inferiority from creeping in. Aim high and feel that you are capable of achieving anything you choose. Write down how you would like to see yourself five or ten years from now.
Make a list of your strong points, the things you do well and the compliments you receive. Write down a few of the things about yourself, which you think need improvement. Think of yourself as a self-confident person and act as if you are very self-confident, even if you don’t feel that way. Try to keep negative attitudes and beliefs away from yourself and maintain a safe distance from negative and destructive people.
If you take responsibility for your life and practice these methods regularly, your self-confidence will rise. What’s more, it will remain high.
Subscribe to:
Posts (Atom)