My last two articles dealt with “Before the Show” and “During the Show” planning, so there can’t be much more to do, right? Wrong! (You just knew I’d say that, didn’t you?) Here are my top ten things to do AFTER the Trade Show to help you deal with the “aftermath”.

After the Show

1. Follow up on requests immediately.

Send requested material within 24 hours. A quick response is your second opportunity to make a favorable impression. (Your performance in the booth is the first). You could even arrange to have your office forward the material while you’re at the Trade Show, so it’s waiting for your prospect on their return – now wouldn’t that be impressive!

2. Include a tag on the envelope or in the e-mail subject line.

Your organization’s name and the name of the conference on the outside of the envelope, or in the e-mail subject line, will help differentiate your letter from junk mail.

3. Make it easy your prospects to take the next step.

Make sure your literature packages make responding easy for prospects by including your web address and information on the opportunities available to them. Remind them of any “Trade Show specials” (and suggest you’re doing them a favor by extending a time-limited offer…). Always start any communication with, “It was good to meet you at this year’s XXX Trade Show” (no, not that kind of Trade Show…).

4. Keep track of your prospects.

Nothing highlights the success of your Trade Show effort better than having prospects purchase your products. Keep a record of the customers who found out about your products through the Trade Show. If you’re using a CRM to track your prospects (please say you are…), then tag them with an appropriate Look Up word for the Trade Show. Use these results to demonstrate the show’s return on investment.

5. Send out any “Thank You’s”.

Just like you’re Mother always said, you should send a brief “Thank You” to anyone that helped make your Trade Show a success. Always include the Event Co-ordinators, Hotel staff, Convention Center personnel, etc., etc. It doesn’t cost a thing (especially if you bulk e-mail…) and it just may make the difference next year when you’re begging them for an extension cord or something.

6. Analyze “lessons learned”.

After each show, do a debriefing. Evaluate what went well, what didn’t, and what could be improved for next time. Critique each aspect of the show and ask others for comments. Keep it real – don’t suggest “better weather” for next year. Pay special attention to feedback regarding communication to prospective customers. The “lessons learned” will help improve your efforts for future Trade Shows.

7. What was the score, anyway?

Remember Point #3 and #4 from the Before list? (You didn’t think there’d be a test, did you?). It was “Identify your goals”, and “Define measurements of success”. So, okay, did you meet or exceed your goals? If not, why not?

8. Make a decision for next year.

You should quickly reach a decision as to the value of the last Trade Show, and whether or not you should attend next year’s show. If it’s a “go”, book that more favorable booth location early, and designate who is in charge of putting next year’s Trade Show together. Maybe you want to change hotels, as well, to get closer to (or farther from!) all the action.

9. Knowledge is power.

Keep track of all this Trade Show information in a spreadsheet or simple database. By recording things like number of attendees, number of leads, total costs, deals closed, amount of sales, etc., you can make informed decisions in the future about the value of individual Trade Shows, or what works or doesn’t work for your company. What was the ROI?

10. It’s never too early to start again.

Take time to research all the valuable information on the web regarding Marketing in general, but specifically Trade Shows. One of my favorites is Susan Friedmann, “The Trade Show Coach. Do a bit of research, and enjoy your next Trade Show!

Myth 1: Sales People are all Shady!

In the Broadway play “Death of a Salesman” Willy Loman was a down and out emotionally spent Salesman trying to understand his life after 34 years of traveling up and down the roads selling his products. The negative stereotype of a Salesman is rooted deep into the subconscious of society. Images of the fast talking, scheming, shady, over-the-top, and high-pressure Salesperson make you feel uncomfortable. You definitely would never trust or make this “dishonorable” person your friend.

Evidence to support this negative stereotype continues to today. I have personally seen salespeople portrayed negatively on children’s cartoons such as Jimmy Neutron and Spongebob Squarepants!

As a result of all of this and the Top 10 myths of selling, some sales professionals harbor inner feelings that restrict their ability to become stellar performers and have fun doing doing their job. They mask their inner feelings of choosing a “dishonorable” profession with over-the-top deflected identities (i.e. I’m not a “Salesperson,” I’m a “customer experience engineer”). Give me a break.

Let’s face it…

Almost everyone has had a “bad” buying experience. As a result, they feel burned and think that sales people are shady. In the eyes of many people who make purchases, Salespeople are “all about money”, and salespeople are just “trying to take money from us” so they can feed their kids (sometimes I wonder what’s wrong with that!)

But guess what…

ALL professions (not just selling) have fast talking, scheming, shady, over-the-top, and high-pressure people in them. And all professions have extremely professional individuals that serve as pillars of society.

But, you can’t fight it. Or can you? Salespeople have rights too, and non-profit trade associations dedicated to the profession are trying to help organizations and buyers realize the value of their salespeople. Because these organizations realize that most sales people are effective and they have done their homework to understand the needs, concerns and interests of the people they are selling to. Find out about one such organization, the United Professional Sales Association I started for individual sales success at www.upsa-intl.org

Myth 2: If You’re a Schmoozer Then You’re a Closer!

A schmoozer is someone who has the ability to converse casually, especially in order to gain an advantage or make a social connection. This is almost the definition of “Networking” in business terms. Schmoozers are not closers because they are trying to talk with someone or build a relationship with them for only one thingthe money. Schmoozing to build a “fake rapport” is something that people can smell for miles away, so don’t do it. Schmoozing doesn’t help you close deals — successful networking does!

Someone who works hard at developing a personal connection with people on a non-business level first and develops a plan to truly help that person will reap the rewards. In other words, if you give, you will receive! Schmoozing doesn’t allow for that. Schmoozing is all about getting, with no giving.

Myth 3: There is no such thing as an Ethical Salesperson!

Every day working people are faced with ethical challenges to conducting business. Ethical decisions require making the right decision, even when nobody is looking! Ethical business practices stem from the understanding that an ultimate payback may take awhile to attain.

A company’s ethics and integrity are directly reflected in the relationship between the Salesperson and the customer. As a result, most great salespeople who have been doing this for any length of time have had to build their “Sales reputation” through happy clients. You cannot be unethical in the Sales profession and stay at the top of your game. This philosophy is the same with any other profession as well.

Those who have engaged in unethical behavior in sales are out there, don’t get me wrong. But bad apples exist in any other profession. By reading great books, attending sales training and knowing right from wrong, you will set yourself apart in your business dealings.

As an example, you will come to realize that your decision to work with the client affects the profit and loss issues of your company and their company. You will also realize that your business relationships also affect how much business you are able to conduct in the future and the quality of the relationships you build with your customers.

The best decisions are made when one examines the short term and long term effects of the decision and keeps their clients success at the forefront.

Here’s another fact:

Most buyers (prospects and customers) actually feel that it is “OK” to tell a lie to a sales person during the buying process. It’s ironic that salespeople are seen as unethical, while the pendulum is swinging the other way with unethical buying practices needing to be regulated by the federal government in some cases! Prospects even learn sales tactics (such as closing techniques) and how to “counter” them. I personally think it’s time for everyone to get real (including unethical sales people), but that’s another book.

I guess I understand it…
It’s a defense mechanism built up over hundreds of years of being treated poorly. Today, prospects are able to find out more information than the salesperson sitting across from them and they will often play one salesperson against the other. Somehow this is seen an “ethical” and “ok.”

Myth 4: Marketing and Selling are the Same Thing!

One of my professors I had while taking my Master’s Degree once told me that you can only do one of three things in business: make it, sell it, or count it.

The problem is the definition of “selling it” comprises two divergent but inextricably entwined functions — sales and marketing. The more appropriate elements (especially in today’s world) should be, in business you can only: make it, grow it, or count it.

I say grow it, for two reasons. One reason is the marketing department and the other reason is the sales department. The problem with the two professions is each of believe that their occupation is the dominant half of the pair. Marketers generally think of salespeople as golf-playing monkeys or pushy placement professionals whose sole purpose is to repeat the same sales pitch (that they have developed) over-and-over again to new prospects. Salespeople generally think of marketers as lazy liberal arts graduates who use the words “focus groups” and “corporate brand” to describe activities that are nothing but “a colossal waste of money.”

Ultimately each function needs the other if the company is to GROW. To that end, sales and marketing are separate but equal professions from a business perspective.

What’s less obvious is how we should all work together. Marketers believe that marketing should play the dominant role. After all, marketing defines the product, articulates the positioning, and creates all the sales tools (ranging from glowing CEO profiles in “Fortune” magazine to the ubiquitous corporate logo wear that serves as the de facto currency of the modern professional). All sales has to do is to follow orders, right?. Salespeople believe that selling should play the dominant role. After all, selling is where the rubber meets the road, where the tough get going, where everyone gives 110 percent, and where slogans reign supreme. Salespeople bring home the bacon. All marketers do is provide brochures and take all the credit. The truth is more complicated but more rewarding.

Suffice it to say, let’s just say that selling and marketing are NOT the same thing. What both departments SHOULD agree on is the need to stay focused on what the client’s and customers want, in an effort to provide them value. Can’t we just stay focused on that? That’s another book too.

Myth 5: Selling is about Winning Over Your Customer!

Selling isn’t about wining over anyone. It’s about helping your customer win. If you think of making a sale as “winning”, that means someone has to lose. If you are winning and your customer’s are losing, you’ll be selling a very, very short amount of time.

It’s about both you and your customer winning. Enough said. I just wish that prospects and buyers thought that all the time too!

Myth 6: Selling isn’t a Real Profession!

If you’re embarrassed about being in selling, this is the myth you’re subscribing to. You have to be proud of being in selling in order to be successful. One way to do this is to realize the important people you’ll be working with on a daily basis. When sales professionals sell, they are often sitting across the table from the following formalized professions:

• Chief Financial Officer (formalized by the American Finance Association)

• Legal Counsel (formalized American Bar Association)

• Project Manager (formalized by the Project Management Institute)

• Marketing Professional (formalized by the American Marketing Association)

• Information Technology Professional (formalized by numerous associations and organizations)

• Procurement Professional (formalized by the Institute of Supply Management and the National Association of Purchasing Management)

The question is, what exactly is a “formal” profession?

There are many formalized professions in our society, including doctor, lawyer, teacher, engineer, dentist, and other recognized and formalized occupations. These occupations engender a level of respect from the population as a whole because their standards of entry require education and training specific to their respective fields. Professions generally provide a service to the population as a whole, but the average recipient of that service has little opportunity to judge the qualification of the professional. This, the individual who wishes to make use of the services provided by professionals must rely on their professional membership to determine qualifications.

There are five attributes generally identified as common to all recognized professions . Think about each in relation to the sales profession. I believe all five aspects exist in the sales profession, but they are not fully recognized and understood. The future of the profession lies with those choosing selling as an occupation and advancing understanding of these five elements (that’s you!).

A Unique Body of Knowledge: This attribute encompasses concepts and principles that are unique to the profession and are documented so that they can be studied and learned through formal education. In most professions, the body of knowledge is taught in graduate or professional schools. For example, the specialized body of knowledge of the legal profession is taught in law schools. A degree does not necessarily qualify an individual to practice in the profession, but it does provide a means of assuring that the individual has at least been exposed to the basic principles in which the profession is based. Every profession has at least one degree that can be earned by those wishing to demonstrate knowledge of the profession’s principles.

In the sales profession, there are only a very small handful of degrees in selling. There is a large body of knowledge, but until the United Professional Sales Association defined the framework for that knowledge, other professions didn’t understand how complex professional selling was. This attribute of a profession is the most important, and it also has the longest way to go. To help in this area, you can help get the United Professional Sales Association standards adopted by your selling organization.

Standards of Entry: Defined minimum standards of entry into a profession imply progression in a career. Entry standards define the place from where a career path begins. All professionals must have an accepted route open to the public by which a person can become a recognized member of the profession. Law, engineering, accounting, medicine, and teaching all have entry standards. These standards usually involve formal education leading to an academic degree, several years of experience as in an apprenticeship program or as a beginner in the profession, test score requirements, which may or may not be legally enforceable, or some combination of the three.

A Code of Ethics: Ethical Standards, or a code of ethics, is common to most professions. Its purpose is to make explicit appropriate behavior and to provide a basis for self-policing of unethical behavior, thus avoiding or limiting the necessary legal controls.

Service Orientation to the Profession: The service orientation is actually an attitude of the members of the profession, an attribute by which members are committed to bettering the profession itself. Professionals will commit their money and energy to publishing their ideas and experience, attending conventions, and generally contributing to the body of knowledge and the administration of the profession. A professional’s commitment to the profession is frequently stronger than to the employer. In many cases, professionals will leave their employing organizations rather than violate the professional’s standards or ethical practice.

A Sanctioning Organization: The authenticating body or sanctioning organization has many purposes. It sets the standard and acts as a self-policing agency. It promotes publications and exchange of ideas, encourages research, develops and administers certification programs, and sponsors and accredits education programs. Through public information and recognition of professionals, such organizations provide the voice for their profession. To summarize, the purpose of the authenticating body is to administer the profession.

Myth 7: Selling isn’t That Hard! Anyone Can Do It!

Selling is a hard profession to master. It’s one of the most complicated professions in the world. Where else do you have to understand organizations and individuals with such depth and clarity? Where else do you have to build rapport with so many different types of people, in so many different locations, buildings, or business types?

On top of this complexity is the reality that Selling is one of the few real pay-for-performance professions, with over of the compensation “at risk” or based on commission.

A lot of sales professionals feel stress in their jobs. In the engineering profession, stress results from the application of a constant force to an immovable object. In selling, the force is your “quota” and the immovable object is your customer’s expectations.

If you guess, you stress. It’s that simple.

Selling is about taking the guess work out of what the future will hold. True, it isn’t as much as it sounds for real sales professionals. The key is to learn about the truth of the sales profession and banish the myths. When you accomplish this, you will find selling concepts that make sense that can immediately put into practice. Above all else, you will persevere when so many others will quit, and that’s what will make the difference to your company’s bottom line.

Myth 8: Selling is a “Numbers Game”!

Undoubtedly, you will hear this one within your first week of selling: “Selling is a numbers game.” Make the calls, make the presentations, and work your way through enough people, and eventually you will make a sale. You’ll hear it within three hours of being on your first job in Sales. Someone will say “it’s a number game” I guarantee it.

It goes something like this. The more phone calls you make, the more sales you will make. “So, make 100 phone calls” someone will say. “Of those 100, send 10 proposals. And of those 10, you will close 2. The more numbers you have the more you will sell. Now, there’s your phone. Good luck!”

Remember this always! Quality supersedes quantity. Your goal in selling must be to find prospects that have a propensity and a motive to buy your product or services. If they don’t want to buy or need to buy your product or service, then I don’t care about the numbers!

I would rather make two phone calls and close two sales than make 100 like our example above, wouldn’t you? If someone is tracking your progress, how do they know you are calling the right people, with a want and a need?

I know of a large insurance sales organization, who provided sales reps with contact lists for life insurance and investments. The only problem was most prospects lived in a low income area and were highly unlikely to buy any life insurance because they didn’t need, or want it. I don’t care if you call 1,000 people that don’t fit the profile. You’re still wasting your time. Quality over quantity.

Rather than buying into the myth that selling is a numbers game, think of a game of darts. By aiming your effort (the dart) at a clearly defined target (your pre-qualified prospect on the dart board) your chances for hitting the mark (a sale) are greatly enhanced. Contrast that mindset with a pure numbers game, where you stand outside and try to get hit by lighting or crossing your fingers multiple times with the hope of attaining good luck.
Myth 9: You Must Like Rejection!

Many sales courses, sales books, and sales training will tell you to keep a very stiff upper lip when you get “rejected.” A rejection can occur when you are rebuffed on the phone, not granted an appointment, or simply told “no.” These courses will also tell you not to let a “no” get you down. The problem with this approach is the fact that once you accept the simple proposition that you have been rejected in the first place, you have given up the psychological high ground and put your self-esteem into retreat! Simply put, your sales team needs to reject the notion of rejection.

Once salespeople understand that all they are doing is helping people, every outcome should be the same. If prospects don’t want your help or choose not to deal with your company for whatever reason, it is not your salesperson’s problem. He or she simply has to locate another prospect that needs your company’s products or services.
Regardless of the response prospects give, the salesperson is still the same person with the same amount of product knowledge, experience, and competence. When you teach your team to stop linking, no matter how subtly, their sense of self-worth and accomplishment to a prospect’s response, then selling ceases to be hard work and instead becomes a game.
In general, the healthiest mindset for you to teach is: “You, Mr./Ms. Prospect, have made a decision to move forward without my services. I’ll be here when you come to your senses and change your mind. It’s not my responsibility to straighten you or your company out.”

Myth 10: Selling is a Dead End Job!

Did you know that 85 percent of the company leaders and entrepreneurs in America today were once salespeople? They carried sample cases, made cold calls, dialed for dollars, did product demonstrations and handled objections. Today, they’re the majority of corporate presidents, CEOs and the like. Selling is a dead-end job all right–especially when you consider that the end may be at the very top of an organization!

Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world’s first universal selling standards and open-source selling framework for free distribution. This ‘Compendium of Professional Selling’ containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions.

Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession.

Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org

Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian_Lambert

Or at http://www.brianlambert.biz

With sales promotions being an everyday part of life, many shoppers are starting to become desensitised to the value of “sales”. Here’s a unique type of “sale” that not only significantly increases your sales figures, it also enables you to maximise repeat trade.

If you have stock to clear or are about to introduce a new range, a “Customer-only Closed Door Event” delivers an outstanding opportunity to cement your relationship with your customers and bump up your sales figures in the process.

A few years ago I attended one such “Closed Door” event put on by a swimwear retailer at Pacific Fair on the Gold Coast. The free gift was a pair of bike shorts.

It was a Monday night so most shops were closed yet the shopping centre was absolutely packed with people who were all there to attend the “closed door sale”. There were queues leading out into the car park … imagine that, people queuing up just to get into the store. They weren’t just taking their nibblies and their free gift and leaving, they were buying up and buying up big time. It was extraordinary.

Here’s another example …

One of our customers, a furniture importer was having a clearance sale of a range of unusual pieces that didn’t match her usual collection, and instead of offering the furniture to the public, she ran a closed door event where she sent out invitations to 50 people. As a gift for attending, she gave guests picture frames that she had picked up for a song. All up, 57 people visited and she sold the entire collection.

Here’s a summary of how your “closed door event” can work …

Build a mailing list of customers and when the timing is right, send a beautifully printed invitation inviting them to a very special “closed door event” where they’ll be treated to nibblies and champagne and see a preview of your exciting new range.

Run the event at night after hours and mention that only people with an invitation will be granted entry.

Tell them that they’re entitled to a FREE gift simply for coming along. Also mention that they can bring one friend along. Make sure you stipulate that customers must RSVP so that you can reserve their bonus gift for them.

For effect, paste newspapers over your windows so passers by can’t see in. On the newspapers write the words “Closed Door Event – admission by invitation only”. This adds to the intrigue and the prestige of the event.

The reason that this type of event works magically is very simple.

First it helps build customer loyalty by showing your customers that you’re thinking of them by giving them a first glimpse of your new range, or first pickings of clearance stock, along with refreshments plus a FREE gift just for turning up.

Second the fact that you’re limiting invitations makes them feel even more special and compels them to attend.

Third Because they’ve been given a FREE gift they feel compelled to buy.

Fourth Most customers are likely to bring a friend along and when they do, you’re instantly building your customer list for future promotional activities plus if their friend buys something, there’s a fairly good chance they’ll buy too.

Last but not least you are increasing your sale volume without spending a fortune on advertising.

What to offer as a FREE gift?

It doesn’t need to be anything expensive ($5 hard cost will do depending on the type of business you’re in) but it must be something that has a universal appeal and have a perceived value. If you’re a fashion retailer, try some sort of fashion accessory or t-shirt. If you’re a nursery, offer a plant.

To be frank, $60,000 a year with permission email marketing is conservative. Had you been part of this program 3 months ago you could have made $23,750 in just two weeks. I’ll show you how below.

Permission email marketing is the most powerful and profitable way to create a consistent source of income on the internet.

Amazon uses it. Microsoft uses it. Sharper Image and Motorola use it. Even IBM and The Wall Street Journal are using it!

Anyone can follow my simple PE strategy from beginning to end in one sitting and begin earning money with permission email marketing. It is the same strategy online marketing guru’s are using to rake in tens of thousands of dollars within a few short weeks. This isn’t a pie in the sky promise. It’s a fact. If you’re willing to be patience and make a sincere effort, you will be pleasantly surprised at what you can do!

Ready? Ok, let’s begin…

WHAT IS PERMISSION EMAIL MARKETING?

Generally speaking, permission email marketing is email marketing which utilizes an opt-in list of names and email addresses of people who have requested information from you.

(An “opt-in” is a prospect who has requested free information or signed up for a free service you provide.)

Marketers use their opt-in email list to create an ongoing and consistent source of high income by first CULTIVATING the list.

CULTIVATING the opt-in email list establishes an ongoing relationship with your subscribers because you will be sending, via email, highly desirable and FREE information.

The information you offer will teach the subscriber something of value. You, the marketer, will make money when you occasionally endorse a new product to the list.

Over time the people on the opt-in email list become familiar with you and grow to trust you.

Having built such trust, when the time comes for you to endorse a product to the list, you can reasonably expect to produce anywhere from 10% to 40% in sales.

The more times you have communicated with your subscribers and the more value the information received offers, the greater expectation there is of a higher percentage of sales.

Remember this one simple FACT and you will not fail to earn a remarkable income as a permission email marketer:

**People are 1000% more likely to buy based on the recommendation of someone they TRUST than from a complete stranger**

SEE HOW OTHERS ARE MAKING AMAZING PROFITS FROM SMALL OPT-IN EMAIL LISTS

Let me give you an EXAMPLE of the power of a well done “Permission Email Marketing” campaign and the profits that can result from such an effort.

In 1999, Mark Provo of Provo & Gladwell Associates developed a hot new software product. The associates hired a web developer to create a web site and place it prominently on the major search engines. However, only a few orders trickled in each week. To speed things up they spammed 1,000,000 random email addresses.

The emailing produced less than $100 in sales and generated a landslide of not-so-nice responses.

It was a dreadful disappointment.

However, on another occasion Mark emailed the same ad to his own in-house, opt-in email list of 8,000 people. These were people who had purchased products from him before or who had, at one time or another, requested more information about other products and services.

Mark had an established relationship with the people on his list. Over time he had CULTIVATED his list by sending out free tips and valuable information. Those on his opt-in list benefited from these emailings and learned to trust him and the advice he gave.

The end result of emailing his ad to his in-house, opt-in list was a whopping $190,000 in sales and zero complaints — all within three weeks! People on his personally cultivated, opt-in email list trusted him and in no time at all, he made a small fortune and he continues to do so to this day.

As for yourself, consider this:

If you had a high-demand product, your own in-house list of 1,000 opt-in email subscribers, and sent the same email ad, you could very well have made $23,750 in just three weeks.

And just think about it for the long term! If you have your own opt-in email list of 1,000 subscribers, and only 20% of the people make $300 in purchases per year, your income would be $60,000.

If your opt-in email list had 2,000 subscribers and 20% purchased $300 in products per year, your income would skyrocket to $120,000 annually!

Get the picture?

YOUR FIRST GOAL AS A PERMISSION EMAIL MARKETER MUST BE TO BUILD YOUR OPT-IN EMAIL LIST TO A MINIMUM OF 1,000 SUBSCRIBERS.

Next, you’ll need to build TRUST with those on your email list by offering them FREE information of real value.

Finally, endorse products of equally real value and you could kiss your money worries good-bye tonight.

AS YOU CONTINUE READING, you will learn how to acquire pre-cultivated, opt-in email list, a free, pre-written newsletter you can use to send to your opt-in email list to continue building TRUST.

Plus you will learn where to get free products with high value… all for FREE! Additionally, you will learn to work only 30 minutes a week and be in a position to earn $60,000 a year or more.

However, let’s not get ahead of ourselves. I want to be thorough and explain to you an important detail you must understand about CULTIVATION before attempting this strategy.

HOW TO WORK YOUR OPT-IN EMAIL SUBSCRIBERS INTO A BUYING FRENZY!

As I mentioned above, when you gain your subscribers’ TRUST, they will buy from you over and over again. What’s more, they will buy from you even if your price is higher than any of your competitors.

The best way to build trust is simply to Stay In Touch with your subscribers. Trust is gained by consistently CULTIVATING them. In advertising circles this is called REACH and FREQUENCY.

For example, if you hear a song played over and over again on the radio (Reach) enough times (Frequency), sooner or later you’re going to wind up whistling that tune while at work and getting so caught up in it, that you will go out and purchase the tape or CD, and, this action being repeated by thousands of others, the artist will have a hit.

The radio allowed the recording artist to REACH you; the number of times the disc jockey played the song created the FREQUENCY.

As a permission email marketer, you can REACH your opt-in email list audience for free, as FREQUENTLY as you wish, simply by broadcasting an email with desirable information to them once or twice a week.

Quiz #1: What do you get when your subscribers hear from you consistently? Ans: TRUST!

Quiz #2: What do you get when your subscribers TRUST you? Ans: …SALES! SALES! …and more SALES!

Let me give you a real world example of how I used Reach and Frequency to earn a substantial income as a Permission Email Marketer starting with only 48 people on my email list.

REAL WORLD EXAMPLE:

I emailed a newsletter twice a week loaded with useful tips and valuable information. This is how I CULTIVATED the list to gain recognition and TRUST.

These 48 individuals purchased virtually EVERY new product I offered them…

I made, on average, 2 offers per month and usually earned around $30 per sale on these offers.

48 people X $30 = $1440 per mailing X 2 mailings per month = $2880 a month just from a list of 48 people.

That’s over $34,560 in a year’s time.

So what have we learned so far…

STOP STRUGGLING to sell products to strangers on the internet.

BUILD A RELATIONSHIP with an opt-in email list by offering subscribers something of real value–free of charge.

OFFER DESIRABLE PRODUCTS to your subscribers and kiss your day job good-bye.

By completing the steps outlined below you’ll be on your way to quickly becoming a professional, email marketer and a full-time, online income will be well within your reach.

HOW TO GET 1,000 TO 3,000+ OPT-IN, HIGH-RESPONSE EMAIL SUBSCRIBERS VIRTUALLY OVERNIGHT

A cultivated opt-in list is your key to earning an income as a professional, permission email marketer. Building your own opt-in, email list can take months or even years and cost you literally thousands of well spent dollars.

However, through the wonders of modern technology, I will introduce you to an amazing short-cut that will make acquiring your own Pre-Cultivated, opt-in email list an overnight process.

Additionally, you’ll get FREE ACCESS to my Professionally, Pre-written Newsletter to continue the ongoing cultivation of your opt-in email list. PLUS- free access to high-demand products.

I will show you how to broadcast the newsletter once or twice a week. You will learn how to endorse one or more of the high-end products inside the newsletter.

The pre-cultivated, opt-in email list, the pre-written Newsletter and high-end products are designed to create an EASY SELL.

As noted above, if only 20% of the people on a 1,000 subscriber, opt-in email list make $300 worth of purchases in a year, your income could be $60,000, or $5,000 per month.

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All My Best

Your precious little one

The light of your life, your son or daughter who you have watched from baby to toddler, to preschooler is ready to graduate to kindergarten. What is next? It is time for a preschool gown for your little doll! He or she will look so cute in their kindergarten graduation gown so regal walking up the aisle. Where do you get such small preschool gowns? There is a place online you can go to that has kindergarten graduation gowns, preschool gowns, they have them all and all you need to do is check us out on the web! Our Kindergarten cap and gown sets are made of the finest material we have for longevity and shine. They look as beautiful as the bigger sets for the high schools and colleges.

Kindergarten graduation gowns

Our kindergarten cap and gown sets are made with the same care and quality that our bigger caps and gowns are. The little people deserve the same quality as their older counterparts when it comes to something as important as a milestone in education!

At Gordon International

We strive for the best product in comparable prices for schools worldwide. We are on the internet for ease of seeing all the products we have and for ordering. You can see the colors we have and the fabric we use as well on the site, and of course the prices! Preschool gowns are just as important as the kindergarten caps and gowns and will look adorable on the little ones moving in to their next level. Our representatives are there every step of the way to advise you on your choices and help make the right decisions so your order is shipped right and on time for the big day.

Come purchase from us you will not regret it!

Have you been shopping for Christmas gifts lately? Then you must have experienced heavy traffic jams, shops packed with bleary eyed buyers grabbing everything available on the shelves, screaming and barfing babies and same old Christmas carols playing again and again till you are ready to explode! Is it any wonder then that you are unable to find the perfect Christmas gifts for him in this messy setup?

The best time to start shopping for Christmas is early September, when all the shops have just begun to stock up. You may not get huge bargains but you will be able to shop in peace. Another thing that will help you to buy the right Christmas gifts for him is to listen to him carefully when he goes on describing something that his colleague or friend has bought recently. Men are gizmo freaks and this will give you a clue to the hot and happening products in this niche.

If your man is an avid reader then a magazine subscription is sure to make him happy. You can also buy him a collection of books of his favourite authors or get him new book racks to house his precious collection. If he is follows a certain sport then a giant book on the facts and trivia of the sport will also make a cool Christmas gift for him.

The best gifts are those that reflect his personality. Add quality and craftsmanship to it and you have a sure winner on your hands. Most men also like to relax after a hard day’s work so Christmas gifts for him that help him de-stress will be more than welcome. These can be stress busters like body massagers, gaming consoles or even a good collection of music CDs that he might like to listen to. Just appreciate your man and his qualities and you won’t fail to find the right gift for him.

Blue Skies has with time garnered splendid reputation by providing the top most quality recruitment solutions. They ensure all Blue Skies Careers’ clients enjoy access to quite a bit of the most talented personnel at just the push of a button. Blue Skies are experts in marketing recruitment, view their site online for to see further details.

BlueSkiesCareers.co.uk have expertise in various distinct sectors counting marketing, public relations, advertising and sales promotion. BlueSkiesCareers.co.uk see the recruitment agency to be very different in comparison to more recruitment companies; BlueSkiesCareers.co.uk ensure that Blue Skies incessantly can have a transparent interpretation of exactly what the client is researching for, they are acclaimed for their ability to inform the customers and candidates on their special needs. This starts in the reason that they employ gifted recruiters who have worked around the marketing market, bringing with them knowledge and also experience.

Marketing has with time become one of the most trendy job industries to join into after university and every sort of further education. Along with a trade such as marketing it can be truly awkward to enter straight off unless you are lucky plenty to have the right contacts. This can be the fact why advertising recruitment consultants have become consequently trendy; their guidance could also be required to enter the market and source out desirable available vacancies.

Blue Skies source Blue Skies’ marketing personnel both offline and online via their site. The company site makes it effortless for candidates to find possible positions and also apply instantly online. There are also more main elements to Blue Skies practice and these include; Developing a well defined perception 5 Blue Skies’ clientele goals, Supplying detailed reports for all retained assignments, providing constant information for the rest of the marketing recruitment period.

The knowledge of working along with much of the worlds greatest companies and agency networks has helped BlueSkiesCareers.co.uk to become a market leader. The companies recruit by both well known market figures and smaller independent start ups.

Closing: An Essential Part of the Selling Process

The ultimate outcome of the selling process is to close the sale. Closing the sale is extremely problematic for most sales people often causing them to lose sight of this vital objective. Studies show that a vast majority of sales people never even try to close the sale by simply asking for the order. Some marketing executives estimate that as many as 50 % of all sales representatives quit after their first sales meeting and fewer that 12% persist until a buyer finally says “yes”.

It is imperative that you learn the art of asking for business, or your chances of consistently selling your products or services will be reduced significantly. When a sales presentation is made properly, the natural conclusion to the transaction is to close the deal. Most buyers expect to be asked to take action when your sales presentation is followed to its natural conclusion. At this point in a sale, you do not need to use special closing techniques you simply to ask for the business.

Closing is actually the easiest part of the selling process. However, most sales representatives and professionals do not believe that closing is easy, because most of today’s sales training teaches the closing process backward.

Using a marriage proposal as an analogy, marketing professional Steven Brown in American Salesman suggests that the emphasis on presentation and closing skills puts the sales or service industry professional in the position of a suitor in Victorian England. “He has barely met the girl, but convention demands that he propose marriage before he can get to know her. He uses a well-rehearsed speech to try to persuade her of his worthiness. He has no idea of whether his attention is welcome or utterly inappropriate. He’s terrified because everything hinges on her ‘Yes’ or ‘No’.

An effective closing process turns the sales pyramid upside down, with the small point at the bottom. Closing should follow a patter similar to today’s marriage proposal. “Will you marry me?” is most often no more than a rhetorical question, of which both suitors should know the outcome, provided they have a well established relationship. As Brown suggests, “When he asks for her hand (or when she pops the question), he’s pretty sure of getting a ‘yes’. Closing a sales transaction the right way is a natural outcome of a relationship that is built on a foundation of mutual respect and trust.

Closing a sale is an integral part of an orchestrated selling process. By first building rapport with our prospect, you create the trust that is vital to closing a sale. No matter how wonderful your product or service is , people will not buy from you unless they trust you. By learning to ask closed-ended, attention-getting questions, you can open your prospect’s mind to ultimately accepting your presentation. Open-ended, probing questions can then be asked to learn about needs, hidden feelings, and problems tha can be solved by the specific products or services that you represent. By tailoring your demonstration to only those products or services that meet the needs or problems you uncover in your questioning, and by asking trial closing questions, you can determine how your prospect feels about your presentation and the suggested solution to your prospect’s problems. Then, by answering any questions or objections your prospect might have, you can set the stage for tying off the transaction. All that is left in the closing process is to simply ask for the business.

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A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.

When we receive a referral from someone, it seems like an easy way to get a sale, but keep in mind, referrals don’t come without first building relationships with your current customers, and within your business community.

There are several ways to get referrals, but perhaps the easiest way to get them is from the people closest to you, the people right in front of you. Your current customers.

Your current customers will refer you business solely on your past treatment of them. If you treat your customers with kindness and sincerity, give them good products, and treat them as a person and not as a statistic, why on earth would they not refer their friends and family to you.

The extra couple of minutes you spend with your customer to make sure that they are happy and satisfied when they leave the table should result in a few referrals coming your way.

Think about it. Referrals just for being nice.

Another thing to keep in mind when it comes to getting referrals from your customers, is to just flat out ask them to refer you someone.

There are two ways you can go about doing this;

If you have a new customer and you have just wrapped up a sales session with them, thank them for their business and hand them two business cards. One is for them, for obvious reasons. And the other is to give to a friend or family member that may be in need of your services.

Trust me, you won’t run into any objections, and this is a great way to keep your business card in circulation.

Another thing you can do with your current customers is call them from time to time. Say quarterly or every six months. Tell them that you are calling them to follow up, or to make sure that they are satisfied with your services. Then go on to explain to them that you are also calling to see if they have anyone in mind that may be in need of your services that they can refer. If they say no, than leave it at that, kindly thank them for their time, and hang up the phone.

A great way to obtain referrals is to join community-based organizations.

Here are few for you to consider:

Lions club, rotary club, coaching little league sports, Chambers of commerce, and church involvement.

The above-mentioned organizations are a great resource for obtaining referrals once you have established yourself within the group. They also give you the opportunity to build relationships and make a few friends with some of the business leaders within your community.

I always saw them as a great way to break up the monotony of your work week. The majority of these groups often meet once a week for lunch at local restaurants for an hour or so.

Keep in mind these luncheons are not free, so make sure they fit into your budget.

Once you receive a referral, make the most of it. Don’t take it for granted. Call the person immediately, or make time to sit down with them at a time convenient for them

Remember, once a person refers someone to, you are automatically representing not only your company, but you are representing the person that referred you, and you want to make a good impression.

Imagine if someone was referred to you by one of your business associates, and you never followed up with them, or just let the information sit around for a few days, or your service was less than satisfactory. Do you think that person would ever refer someone to you again? Doubtful.

So when you get a referral, make the most of it, make sure the person doing the referring knows that you are taking the referral seriously and that you are doing everything you can in your power to satisfy that potential customer. It will keep the referrals coming.

There are people in business and in sales who have built such good reputations for themselves, that all of their business comes from referrals. They got to this point through years of hard work, networking, and providing excellent customer service. Make it your goal to get to this point. Hopefully, some of the above-mentioned ideas will help. Good luck!

When you are ready to layout your alarm system design, for installation you must first decide where to mount the alarm control. If you have an unfinished basement, you will be drilling down and running your wires in the rafters to the area that you select for the panel. Most often this will be the mechanical or furnace room.

If you are working on a single story building, you will be running your wires up into an unfinished attic and
dropping your wires down to the control.

If you are in a commercial application you will run your wires on top of drop ceilings or along beams or possibly through exposed conduit.

If you are in a place where there is no place to run all these wires and hide them then you are a prime candidate for a wireless system.

You want to make sure that wherever you decide to mount your alarm control panel, that you have a device such as a motion detector or door contact to protect it. Leaving the control panel in an unprotected area could make it easy to circumvent in the event of a break in. Consider running the wires through the basement, and than jumping them up into a closet, in the protected area of the house. If you are wondering “what about the exposed wires in the basement? Don’t.” Cutting the wires would duplicate opening of the device they are running to, and would cause an alarm condition if the system were armed.

If you elect to go wireless on your system of choice, choose a central location in the home or business that will receive a strong radio signal from all points of protection. Remember that even on wireless system there are some wires that will need to be run. Most often they are the keypad, the siren, the power supply and the phone line. Take these runs into consideration when choosing your central location.

Provide lighting for the chosen area, as this will be where you are doing most of your installation work. Lay out a tarp and place all products and tools and a trash bag in this area. I have learned over the years to come to my central location to get what I need, and return everything I’m not using back to this location when I am done with them, especially tools. If you do not run an organized installation, you will spend of your time searching for a tool, part, spool of wire etc. A tool belt is handy for the tools you will need everywhere, such as fresh drill bits, tape, wire cutters, screwdrivers, B- connects, a small bubble level, stud finder, a clean rag, etc.

You also want to clean as you go. As you finish running each wire and installing the device that will go there, take the time to clean up and bring all trash to the bag at your control zone. Being anal is a good thing, when you are doing a quality installation.

As you run each wire to the control room, measure where the wire is going to come into the control panel hole, and then add about a foot of wire before cutting it with your diagonal cutters. Place a piece of light colored electrical tape around the wire about 5 inches from the end and write on the tape with an indelible sharpie or marker where it is going.

If your home or business is under construction you may elect to pre-wire it for security. Pre-wiring is beneficial in the ability to get every device in the exact location you would want it. Placing wires and gang boxes before construction is complete, is dependent on your ability to read the architects plans and understand where cabinets, appliances and electrical devices will be placed with accuracy. If you do elect to pre-wire be sure to drill your own holes in the wall studs and rafters. Many a lazy alarm technician will run through the electrical and plumbers holes and think they are getting away easy. The problem is that if an electrician or plumber fails inspection they will have to pull wire and pipe out to relocate them to the inspector’s specifications. They are not likely to be concerned about your wire, when doing so.

The best time to run your wires on a pre-wire is immediately after the electricians leave and before the insulators arrive.

If you are ready to start running wires, lets start with the front door. If you are going down to the basement you will be working low on the opening side of the door. If you are running your wires up you will be working on the top of the door. Lets use down for our example. What kind of contact will you be using? Surface mount or recessed? If you are running wires anyway, why don’t you take the time to install recessed contacts so that they are out of site when the door is closed? Set up your drill with a 3/8-inch standard length drill bit.

In the jam of the door, approximately 4 inches from the bottom begin drilling at an angle towards the basement. Switch to your 3/8- inch by 12 to 18 inch long drill bit and continue drilling towards the basement, finally switch to your 5-foot long bell hangers bit and continue drilling till you pop out in the basement. Pull the long bit out of the hole and remove it from the hole. Poke the skinny end of the long bit down the hole.

Go down to the basement with a flashlight, diagonal wire cutters, tape, marker, staple gun with staples in it, and a spool or box of 22 gauge 2 conductor wire. Strip the plastic off of the end of your wire about 2 inches. Twist the 2 wires together and thread them through the hole at the end of the skinny side of the long bit and twist it around itself. Go back upstairs and pull the wire up to the hole. Tie a large loose and temporary knot in the wire after you get it there, so that it will not fall back in the hole. Leave at least 12 inches upstairs, so that you can work with the wire.

Go back downstairs and begin to roll out enough wire to make it to your control panel. Staple the wires with an industrial stapler like a T22 along the beams in a neat and orderly manner from the drop hole towards the control panel. Be sure you are not penetrating the wire with each staple, if you do, remove it now and re-staple. These mistakes are hard to trace after you walk away. Be sure to make it down the wall stud to where you will poke into the back of your control panel (about chest high) and leave an additional foot or more of wire before cutting it off the spool. Mark your wire with the tape and marker several inches from the end.

Congratulations! You made your first run. Be sure to gather and return all tools to the starting point so that you know where they are when you need them.

Get your 3/8 inch recessed contact and magnet. You will need a drill, extension cord (unless you are using a wireless drill), electrical tape, and a wire cutter. Split the end of you wire and strip a small amount of plastic cover off of each end. Do the same with your contact unless you have the type that has small screws for the wires to be clamped under. Twist each end of your wire to an end of the contact wire and tape tightly and individually. After you do each one you can wrap a piece of tape around the whole thing tightly. (It does not matter which wire goes to which wire as this is a circuit wire, and has no positive or negative side.) Carefully poke the wire into the hole and press the contact in. Now mark the door in the spot that the magnet will meet the contact, when the door is closed. Stabilize the door and drill a 3/8 ” hole just deep enough to put the magnet in. Repeat for each door you want contacted. We always suggest that you contact every perimeter door.

We will post additional device wiring instructions on The Experts Know! Alarms web-site for your access.

Check Back Soon! as we will be adding DIY device installation techniques often.

Matthew Francis Alarms@expertsknow.com

Matthew is a 22 year veteran of the alarm industry. He has served as an installer, salesman, licensed alarm company owner, monitoring station designer, and a promotions and marketing director with one of the worlds largest security dealers. He now works as a consumer advocate, teaching consumers how to buy or get systems for free (without being taken). He is committed to being unbiased.

His web site is http://www.expertsknow.com