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How to Select the Right Marketing Strategy for Your Business

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I’ve probably had more conversations about this topic with clients than any other: What marketing strategies should I use to market my professional services?

These days, there are more options to market yourself than ever before. And you may have a tendency to look for something quick and easy that will generate a never-ending stream of new prospective clients.

I wish that solution existed. Some of the newer methods of marketing, such as YouTube videos, are very powerful, but extremely difficult for the average person to pull off successfully.

Over the years, I’ve had tremendous success with three primary marketing activities. And I’ve also helped a whole lot of clients implement these strategies successfully as well. Nevertheless, for all of them it can take a tremendous amount of time and energy to get consistent results.

Here are the pros and cons of each strategy and my overall recommendations about how to integrate each one into your overall marketing plan.

Networking and Direct Outreach

This strategy about building relationships with others in your field who can connect you to prospective clients. This means having conversations, attending meetings (individually or in groups), and doing follow-up. Sometimes it means reaching out directly to those in your network (including LinkedIn), being proactive, and exploring possibilities for projects.

Pros: Networking is the most concentrated, focused, personal kind of marketing. And if you do it well and consistently it can be extremely effective in building strong relationships and trust with your business associates and prospects.

Cons: The downside of networking is that it can drain your energy. This is a particular issue for introverts like me. And networking only enables you to reach a limited number of people.

Recommendation: Start marketing your professional services by meeting as many people as you possibly can – face to face. Join organizations and associations and then learn how to use LinkedIn to connect with new prospects.

Speaking (Live and Webinars)

If you want to gain a reputation as an expert, nothing is better than speaking. And it combines the best of networking and writing, in that you are connecting with people directly and also sharing your valuable expertise.

Pros: Speaking can quickly establish you as an expert. And you can immediately follow up with those in your audience.

Cons: The downside of speaking is that, for many people, it comes with a high fear factor, therefore a lot of people avoid it.

Recommendation: As your network expands, start to find audiences to present your ideas through professional associations, chambers of commerce, and other groups both offline and online. Learn the skills of giving a great presentation and of following up with your audience members.

Writing

Publishing articles and books have always been a good way to market professional services. It establishes your credibility. And with the expansion of various platforms on the Internet, such as Medium, and tools such as WordPress, it’s easier than ever to put your ideas out there.

Pros: There is no better way to get your ideas out into the world and in front of a large number of people quickly and at virtually no cost.

Cons: The downside of writing is the sheer volume of online material. There are so many articles published online these days and sent out by email that it can be hard to break through. And yes, writing is a lot of work and takes lots of time.

Recommendations: You should publish an online newsletter and blog as soon as possible. Work at growing your list and you’ll expand both your reach and credibility. Note that this can take years, so you need to be patient.

This is the fifth of five articles about the 5 Pillars of Marketing, my marketing model that helps get your marketing on track. 5 Pillars article here.

Social Media (supplemental strategy)

For independent professionals, social media is a fast and easy way to communicate about what you’re up to in your business. It’s worth the time to set up LinkedIn, Facebook and Twitter accounts.

Pros: It’s easy to set up social media accounts and start posting and linking almost immediately.

Cons: It can take a long time to gain traction that results in any new business. And it can also eat up a huge amount of time.

Recommendation: Think of social media as a supplement to networking, speaking, and writing. It can increase your visibility and credibility among those you already know.

All of these marketing strategies take time to master and don’t yield immediate results, but in my experience, the time and effort you put into them will reward your investment many times over.

Perhaps the biggest mistake you can make in marketing your professional services is implementing these activities randomly and superficially. For success, you need to do all of them regularly and frequently. And for that you need a solid, step-by-step plan.

Cheers, Robert

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Source by Robert Middleton

Views: 1

November 12, 2022
I’m Hoping That My Marital Separation Will Only Be Temporary. How Do I Communicate With My Spouse?

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Many people are understandably confused about how they should communicate with their separated spouse, especially when they are hoping that the break is going to be only temporary. Some have people advising them that it’s better to speak only sparingly, while their heart might be telling them that they want to keep in constant communication.

Someone might ask, “how are you supposed to keep in touch with a separated spouse? I’m hopeful that we will not be separated for very long, but I don’t know that for sure. My husband did make a point of getting a week to week place rather than signing a lease, so that does offer me a bit of encouragement. Still, things are not really all that great between us. We don’t fight horribly or anything, but we just seem to misunderstand one another all of the time, so things are tense and chilly. I am used to talking to my husband multiple times per day, but I don’t know how to proceed now. Some of my friends tell me that I need to follow the ‘no contact’ rule, but I don’t like the sound of that. I want to know that my husband is okay and I’d hope that he’d feel the same about me. Still, it would feel awkward calling and have him not sound like he is happy to hear from me. So I am not sure how I should be communicating and how often. What do most couples do about this?”

It truly does depend on the couple and on the state of the marriage. In my experience, it greatly helps to try to agree on the agree that you’ll talk on certain nights and see one another at regular times, this is ideal. It allows you to check in regularly. Plus, literally seeing one another allows you to still be invested in each other’s lives.

I know that this might seem like overkill, but too many couples leave this to chance and then some time goes by and then it’s suddenly awkward and weird to call. People also tend to assume the worst of each other when they aren’t in regular communication. So if your spouse is receptive to regular communication, I’ve found that this is best.

With this said, sometimes one of the spouses doesn’t want excessive contact initially, especially when things are volatile. In this instance, texting can be better than nothing. That allows you to check in and let your spouse know that you are thinking of him, while it’s not as intrusive as calling so that he has to pick up.

To be honest, I see “no contact” going wrong more than I see it being helpful. Often, with “no contact” the couple just drifts further and further away and assumes the worst of one another. The only time that I’ve seen “no contact” work is when one spouse is blatantly rejecting the other so much that communication is only possible when the rejected spouse is doing all of the heavy lifting. I had to do a variation on this, but I wouldn’t call what I did “no contact.” My husband got very tired of me always asking how he felt and what he wanted. When he wouldn’t answer me, I’d just keep calling and texting. He eventually shut down. It got to where I really had no choice but to back off. I went out of town. I told him that I was going and that I was available if he wanted to talk. I checked in every once in a while. So this wasn’t traditional “no contact,” where I completely went silent. I just toned down the communication on my end because it had become too much. But I made it clear that he could reach out to me at any time. And he eventually did. So it was to my benefit to tone down what my husband perceived as overbearing behavior. However, I would never have given my husband the perception that I didn’t want to talk to him and wasn’t available.

Ideally, it’s best to have open and regular communication in a way that feels comfortable to both spouses. You may prefer phone conversations. Your husband might prefer texting. You might want to actually see each other at regular intervals. Whatever works for you is okay. But in my experience, it’s best to remain in contact if you can make that work. It’s so easy to not check in and then before long, you’ll find that things have deteriorated even further. You’ll worry that your spouse is seeing other people or avoiding you. These things are avoidable if you communicate, but I realize that not everyone has that luxury. Sometimes, a text might be all that you get. But at least you know that your spouse is okay and is checking in. I tried to tell myself that my goal for each communication was to make it so that my husband was open and receptive the next time that we communicated. When you leave things on a positive note, then it’s more likely to be pleasant the next time. When you look at it this way, you are more likely to be in regular communication, which in my experience is the ideal way to go.

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Source by Leslie Cane

Views: 0

November 12, 2022
Money Is Actually Important

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“If you think that money is not important, you don’t have any”

After hearing the panelist make this comment, I immediately looked around the room to see who he just offended. Although I agree with him, I was surprised to hear him make such a strong comment in such a public forum. The truth is, this type of belief makes people without money, and no plans to get it, feel better. I have heard this a thousand times from family and friends when the topic of money comes up.

I remember growing up and watching the movie “Can’t Buy Me Love” in school. The basic idea of the movie is that an unpopular male high schooler is desperate for approval and pays the lead cheerleader to date him for a month; or to at least make it look as though they are dating. This way he will become popular, which was a guarantee of his happiness. The result was that she starts to fall for him and he does in fact become popular. The popularity however, does not make him happy. In fact, the lesson was that money cannot buy you happiness. He was much happier with his original relationships than he was with the new ones from the “cool crowd”. I was in elementary school when this movie was shown to my class and I still remember it.

I have always believed that money cannot buy happiness and that I could honestly be fulfilled without it, but I still wanted it and I still pursued it. I focused a huge part of my life to attain it and now, after all the years of hard work and struggle, I am glad I did. I live a very happy and fulfilled life, and money enhances it.

I relate money to alcohol. Alcohol, when consumed responsibly, can enhance an experience. It can make challenging situations easier and it can bond people together. It can also ruin your life! A difference of course, is that alcohol is much easier to get, but outside of that, there are a lot of similarities. They both are enhancers and they both can be addictive. They both can ease stress, but they both can create stress too. I know rich people that are miserable, and I know rich people that are happy. The money does not create one or the other.

There was a time as I was trying to create wealth that I lost almost everything financially. I went through an extremely challenging time in my business and my personal financial life. I stopped answering the phone because I knew it was debt collectors on the other end. I learned a great deal with this experience. One thing I know for sure is that I never want to be broke again. Although I believe having money is not a guarantee to happiness, not having money is a guarantee of at least some stress and pain. It is possible to be happy without money, but it is a hell of a lot easier with it. Money is important.

From my experience, the only sure-fire way to happiness is through solid relationships. These days I spend a lot more energy strengthening relationships with friends and family that make me happy. I also focus on limiting time and energy into relationships that drain me or do not make me happy. This is tough to do, but the results are positive. Over the years in business, my circle of friends has shifted to more supportive and positive people. This happened organically, but now that I am aware of it, I can focus on it. The real estate industry has been good to me in many ways, but the most important is the people that I have met and that I now spend time with. Some of the most generous, supportive, and amazing people in the world are real estate investors. It is helpful to have a little extra cash to have amazing experiences with people I want to be around.

It is true money alone will not make you happy, but it sure helps. Money is important.

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Source by Kevin Amolsch

Views: 1

November 11, 2022
Nose Injuries – When There Is No Doctor

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Injuries to the nose are not uncommon; yet, when they happen, people tend to panic. Instead of letting the situations "lead you by the nose", follow these simple first-aid measures, and stay in control:

Your nose is not merely an organ of smell. It's a filter, a temperature controller, a passageway and sometimes even an alarm system. It is closely connected with your eyes, mouth, ears and head, both cosmetically and physically. So, when it is injured, to treat it you've got to look beyond your nose.

"In order to treat any injury to the nose, you must first understand the nature and extent of the injury," say ENT surgeons. "Basically, there are three kinds of injuries: those that involve the nose and the head; those that affect the nose and the face; those that pertain only to the nose. Only after the kind of injury has been ascertained can proper treatment or first aid follow. "

The first two kinds of injuries are usually the result of a violent, perilous impact, like a fall from a great height, or a road accident. When the nose and the head are injured – and such cases are obvious even to a layman – the damage is serious and can occasionally be fatal. In all probability the victim will be unconscious and to render first aid would be impossible. Your only course of action is to rush the victim to a hospital and leave him in the hands of the doctors.

If the head is not hurt, that is, if the injury is only to the front of the face, then check the extent of the damage. Any injury to the eye directly, or even to the area around the eye, will need a doctor's attention. You can try to control the bleeding of the nose, if there is any, but the person should be taken quickly to the hospital. Probably he will need the attention of the ENT surgeon and the ophthalmologist.

Injury to the nose and to the area around it, that is, the sides and below, could mean damage to the sinuses and upper jaw. Ask the victim to make as if he is biting on something. Difficulty and pain in moving his mouth indicate probable fracture of the upper jaw. In this case, too, though you could try to control the bleeding from the nose, the victim needs medical attention. An ENT surgeon and a dental surgeon may have to work together to repair the damage. Therefore, such a case should be quickly taken to the hospital.

The third type of injury is more commonplace. In this kind of injury, first aid can be given, but again, it will depend upon the cause and nature of the injury. Injuries to the nose can be broadly grouped as: external wounds; fractures; obstruction by foreign objects; bleeding from the nostrils.

EXTERNAL INJURIES

External injuries like abrasions, bruises, cuts and punctures can be treated as you do wounds. Clean the affected area, apply an antiseptic and bandage. Slight abrasions or cuts will heal with adequate care. Deep and extensive wounds should be shown to a doctor.

Fractures of the nose are easily detectable from the distorted shape of the nose, the constant pain and swelling. Fractures have to be splinted and set right, which can only be done by an ENT specialist.

Those with children will b familiar with the third type of nasal injury – that is, blockage of the passage due to insertion of foreign objects into the nose. "" Often, the child may not be aware that he has done something he shouldn't have, says ENT surgeon. "" So the object remains in the nose for days and is discovered only when infection sets in. then, either the parents notice that the child's nose is swelling, or the child complains of pain in the nose. "

However, even if you know that the child has pushed something up his nose, don't try to extricate it yourself. You could push it in even further. Sometimes, lightly blowing the nose helps to dislodge the object. But if the object is edged, it may scrape or bruise the nose and bleeding may result. So it's safest to take the child to a doctor, preferably an ENT specialist, as he is better equipped to deal with the problem.

NOSE BLEEDS

Nosebleeds or epistaxis can occur due to a number of reasons: Sudden climatic changes; a rise in blood pressure; a traumatic injury; high fever.

The air we breathe in has to be homogenised to the body temperature of 34 ° C before it reaches the lungs. The nose acts as a temperature controller. If the air is cold, the nose warms it; if the air is too warm, the nose cools it. In order to help it carry out its function, the nose is heavily lined with blood vessels. The supply of blood depends upon the difference in the body and atmospheric temperatures. When the temperature outside changes suddenly, as when we move from a warm climate to a cold place, or vice versa, the demands on the blood vessels can be extensive and, consequently, they are likely to rupture, resulting in a nosebleed.

A rise in blood pressure forces the blood vessels to enlarge and sometimes even burst. Since the capillaries in the nose are fine, they rupture more easily. Thus a nosebleed could be a symptom of hypertension. Also, during plane flights, if cabin depressurisation takes place, the difference in air pressure outside the body and within affects the blood vessels and some passengers could experience bleeding from the nose.

Any trauma inflicted on the nose – say, when you fall while running and hit your nose on the ground, or when a child is hit on the nose by a ball while playing – ruptures the blood vessels inside the nose. Often, in these cases, the bleeding may seem heavy, but if there is no fracture, it may not be grave. However, once you've stopped the bleeding, you should get the patient checked by the doctor.

Sometimes the trauma can be light, as when a person digs in too hard to clean the nostrils. In that case, the bleeding stops spontaneously after a few minutes.

A high fever may sometimes be accompanied by a nosebleed. Again, this is because of the nose having to adapt to the difference in temperatures of the body and the air outside. ENT surgeon says, "This is occasionally seen in typhoid cases where the temperature rises very high."

When bleeding from the nose occurs, you should first prop up the patient. Don't let him lie flat. If you do that, the blood will rush back and enter the throat making him choke or cough, thus increasing the pressure on his blood vessels and forcing out more blood. "Sometimes the blood that is thus forced back goes into the stomach and the patient then vomits it out through the mouth," says ENT surgeon. "At such times, everyone panics because the patient has vomited blood. They don't realize he's merely throwing out what he has swallowed."

Ideally the patient should be made to sit up; head bent over a bowl so that the blood can drip down from the nose. Pinch closed the nostrils, letting the patient breathe through his mouth. Often, this stops the bleeding. Or you could put an ice pack on the nose. To make the pack, put some crushed ice in a clean kerchief or cloth and pack it closely over the nose. Use crushed ice, not chunks, because it can be molded around the nose, and even pressure applied. If ice is not at hand, give the patient a freshly-cut onion, or crushed garlic pods, or ammonium bicarbonate, to smell. The strong odor will repulse his sense of smell, forcing the nostrils to contract, and this stops the bleeding.

NOT SERIOUS

Nosebleeds are generally not serious. "In a normal person, the bleeding stops on its own after about five minutes," says ENT surgeon. "That it lasts for a long time and that the flow is heavy are only impressions. What happens is that, in the absence of muscles in the nose, the tightly-packed blood vessels cannot contract. So the bleeding continues till clotting sets in. and that normally occurs in about five minutes. But if the bleeding does continue longer, don't panic. Pinch the nostrils or use an ice pack to stanch the flow, which will happen after a while provided there is no serious damage. even if the bleeding stops you should get the injury examined by an ENT specialist to preclude complications later. "

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Source by Andy G

Views: 1

November 11, 2022
Successfully Resolve Customer Service Problems to Retain Customer Loyalty

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It seems that as our technology improves, the business/customer relationship is declining. With online technical and sales support, the personal side of customer relations is not as prevalent. There is no longer any loyalty to a business and its products and services. This trend can cause a significant decrease in sales. One way to counteract this trend is to resolve customer service problems successfully and efficiently in order to retain customer loyalty.

The following list outlines simple but effective methods of successfully resolving customer service problems:

Create a Customer Complaint Department: The best way to deal with customer complaints effectively and efficiently is to have experts who are able to manage irate customers with their problems

Be Polite and Courteous: If a customer walks into a business or calls, it is important that the customer service representative takes the time to show that they care and are willing to listen and help. Empathize with the customer’s problem. An angry customer will calm down if they feel they are valued and respected. Be positive.

Record the Problem: Writing the complaint down and the actions that will be taken helps avoid any misunderstandings. It also shows the customer that the matter is important to the business.

Provide Solutions or Methods of Resolving the Problem: Don’t list business policies and practices. This will only infuriate the customer. Work with the customer to come up with a solution that will satisfy the customer. If possible, don’t pass the problem off to another representative or transfer the call to someone else. If you do, make sure the new representative has all of the pertinent information so the customer does not have to repeat himself.

Empathize, Don’t Apologize: A direct apology will assign blame to the company. It is better to empathize using such phrases as: ‘I am sorry you have had such a difficult time with our product.’ It will show that you care about the customer’s situation. Try to understand the customer’s feelings and point of view. Understanding will go a long way in satisfying the customer.

Keep Your Promises: Make sure that you don’t make promises that you can’t keep. It will reflect badly on the company and make you look incompetent. The customer will also appreciate reliable service.

Produce Positive Results: Always follow through with your plan to resolve the problem. Bad or poor quality service will cause you to lose customers. The key to maintaining customers is to always follow through with your promise.

Offer loyalty Incentives: If the problem cannot be adequately resolved, offer a customer an incentive so they will continue being a loyal customer. This can include giving them a replacement product or service along with a gift or discount on their next purchase. Everyone loves free things. It will make the customer feel appreciated.

Think of customer complaints as lessons for improving customer care. The solution to great customer service is being able to identify the type of customer you are dealing with. To reap the rewards of customer loyalty, the customer needs to be put first when there is a problem. Showing the customer you care and are willing to resolve the problem efficiently and effectively will go a long way in retaining customer loyalty. Customer loyalty cannot be established immediately, but the investment is well worth it. A happy and satisfied customer is essential to achieving a successful and long term business.

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Source by Amy Nutt

Views: 1

November 11, 2022
How to Kick Start Your Day With Healthy Habits

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An integral part of human behaviour is that knowingly or unknowingly, we operate our system under habits. These habits are an intrinsic part of our daily existence. So, when you make a conscious effort to start your day with healthy habits, you are actually in a process to make our life more meaningful, nourishing and active. Nutritionists advocate making these healthy habits a part of your everyday ritual and seeing you transform your life for a better future. Here is a list of a few healthy habits to kick-start your day.

Get Up Early-

Make a powerful habit of getting up early in the morning as there is something magical about the morning hours. Steer away from the practice of snoozing your alarm clock every time it starts ringing. Waking up early is an important habit which can set the tempo for your entire day. Once you make a dedicated effort to accomplish this goal, you would realise how much extra work you can fulfil with the extra time found in the morning.

Meditate-

Once you have learned to wake up early in the morning, now you should focus on some concentration building ideas to set your intention for the day. Performing meditation for 10-15 minutes can be good practice to train your mind and emotions. It teaches to react positively to challenges which you may experience during the day.

Meditation also gives you a bright idea of how to go ahead with the day. When you breathe deeply during meditation, you let all your worries leave you far behind and experience inner peace. The silence of meditation has a remarkable effect on your mind and soul.

Hydrate Yourself-

Top and famous nutritionists also suggest beginning the day with a glass of water with honey as it helps you to rehydrate your body. Since you have woken up after long hours of sleep, your body may experience dehydration early in the morning. Drinking a glass of lemon water also cleanses your system and removes the toxins from your digestive tract. Moreover, lemon is an excellent source of vitamin C; it helps to combat obesity and freshen breath.

Exercise-

A workout session in the morning helps you to stay fit and active throughout the day. You can opt for yoga, brisk walk, cycling, a quick set of sit-ups and push-ups, jogging or swimming. It also keeps you safe from many deadly lifestyle diseases like diabetes, hypertension, heart ailments and obesity. You may take the help of a trainer to decide the right type of exercises keeping in mind your body structure and other health condition. Exercises improve the oxygen and nutrient level in your blood and energise your mind and body.

Have a Healthy Breakfast-

Breakfast is the most significant meal of the day. Since you eat the breakfast after long hours of sleeping, try to make it nutrient-rich and healthy. You can opt for eggs, sprouted beans, brown bread, baked beans, whole wheat chapatis, and fresh fruit juice. Top Nutritionists recommend never skipping your breakfast as you may end up with a craving for junk food which only provides you with empty calories.

So, these were, in brief, 5 healthy habits to kick-start your day.

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Source by Abhilash Tyagi

Views: 0

November 11, 2022
How Changing Your Mindset Can Change Your Life
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If you have been struggling to lose weight, improve a relationship, find a new job or just have more fun, the answer may be in your mindset. Mindset is a concept developed over a decade ago by Stanford University psychologist Carol Dweck through her research to understand how people cope with failures. Dweck defines mindset as the view we adopt of ourselves and proved that it can profoundly affect how we live our lives. She found that people generally fall into two categories, those with a fixed mindset and those with a growth mindset. A “fixed” mindset suggests that our intelligence, ability and personality are carved in stone and do not change much over our lifetime. An example of this mindset might be “I am not athletic”” or “I am a math person” which suggest that these traits can’t change. The downside to a “fixed” mindset is these kinds of beliefs limit personal growth. By contrast, a “growth” mindset suggests that individuals have basic abilities but can develop and cultivate these and other abilities or intelligence and talents through effort and strategies. This view allows for potential to grow and opens us to greater possibility and success. Adopting a growth mindset can improve all areas of life from personal to professional. Changing from a fixed mindset to a growth can be accomplished through three steps.

Three Steps to Grow Your Mindset

According to Dweck, a growth mindset is based on the belief that we can change throughout our lifetime. While changing our beliefs can be challenging, the growth mindset can be developed in small steps.
1. Awareness of how we think. The first step is to become aware of our behavior. When we tune into our thoughts and start to notice our reaction to challenges, criticism and setbacks, we can notice patterns where we are stuck. Challenges, criticism and setbacks are roadblocks with a fixed mindset. For example, a fixed mindset reaction to a difficult challenge is to question whether we can succeed. If we don’t think we can, why would we try only to fail. For instance, the thought “I am not going to volunteer to help my boss with that project because I am not sure I have all the skills. If I fail, I will look like a fool in front of my co-workers” is limiting the possibility for growth. In addition, constructive criticism is taken as an affront and a typical “fixed” mindset response is to become defensive and feel like a failure. “I can’t believe she told me my paper needed work. I am a horrible writer.” Setbacks can be a reason to give up because they reinforce our belief that we did not have the ability in the first place. “I auditioned and didn’t get a part. I knew I wasn’t a good singer.”
2. Choice, The second step is to take this awareness and begin to see each of these is a choice. While it is comfortable to stay with our habitual responses, growth occurs when we make choices to change our limiting beliefs. A limiting belief keeps us in a safe zone but also keeps us from growth. For example, if my limiting belief is “I can never lose weight because my parents were overweight”, why try at all? This choice is to default to limiting thoughts. Or in the setback example of not being selected because of lack of natural ability, the response is a choice to give up because I “failed” and my ability is fixed. The growth choice requires more effort to stretch our abilities or maybe change the strategy.
3. Challenge the belief. The final step is to challenge the belief as it comes up. To challenge these beliefs, it is important to see challenges, criticism or setbacks as opportunity for growth. For instance, in the above example of the audition “although I did not get this part, I learned about the audition process and I will continue to take voice lessons because it is important to me and I enjoy it. I might not get a part the next time I will keep trying new strategies. I can ask for feedback and see how I might improve.” The shift from focusing solely on the result to enjoying the process to critical with a growth mindset. In addition, being open to feedback helps us develop much more than seeing it as a failure. Dweck suggests incorporating the phrase “I am not there yet” instead of “I failed” to stay encouraged to keep trying. As Henry Ford said “whether you think you can or think you can’t – you are right!”
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Source by Liz Brown

Views: 0
November 10, 2022
Breaking Down the Strip-Lining Sales Technique

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In our most recent blogs, we’ve been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. One of its more compelling techniques is called strip-lining, a method of using reverse questions to get the prospect talking, and you keep “throwing more line and let them swim”. However, you need to do this step right or it could backfire on you. When you do it correctly, prospects feel like they are in control of the conversation, and you have a better chance of making a sale. Practice this step frequently in low risk situations before using it on your biggest and best prospects.

What should you practice? Getting the fit right means executing as follows:

• Neutral prospects get very hard strip-lines, such as, “It sounds like you’re very happy and I should leave. Before I go, what do you like about who you’re doing business with now?”

• Negative prospects get hard strip-lines, but not as hard as neutral prospects. For example, “Based on what you just said about your current vendor, it makes sense to me why you’re not interested in switching your business to another company. We get great feedback like that from our customers, too, but your vendor sounds really good at what they do. I don’t know if you can do any better than that. There doesn’t seem to be much opportunity for us to work together here, is there?”

• Positive prospects get strip-lines that are just a light tug: “Thanks for reaching out to us. I have to say, your friend Bronwyn gets almost all the credit for having a great experience with us. She was very good about explaining the application problem, and that really helped her have a happy outcome with us. Since I don’t know your application, I’m not sure if I can help you at this point. Could you be nice enough to tell me about it?”

In all three examples, you’ll find three components. Look at each of them, and you’ll see how strip-line responses are structured.

1. The first component is a build-up (a compliment or validation of the prospect’s point of view). In the above, an example of that was, “It sounds like you’re very happy.”

2. The second component is a takeaway (a conclusion that goes in the opposite direction to what the prospect expects). In the above, an example was, “… and I should leave.”

3. The third component is a question (a continuation of the discussion). In the above, an example was, “Before I go, what do you like about who you’re doing business with now?”

Looking at the example above for positive prospects, notice the buildup portion of the response validates how well things went “with Bronwyn” and gives most of the credit to her: “Thanks for reaching out to us. I have to say, your friend Bronwyn gets almost all the credit for having a great experience with us. She was very good about explaining the application problem, and that really helped her have a happy outcome with us.”

The takeaway portion includes words to the effect that you’re not yet convinced you can help the prospect. “Since I don’t know your application, I’m not sure if I can help you as well at this point.”

The third part, the question, is pretty obvious; you ask a question to start to understand the application, the problem, and ultimately the prospect’s pain: “Could you be nice enough to tell me about it?”

When you strip-line a prospect using all three components of the technique, you are likeliest to uncover the most meaningful information. You now know what a good fit looks like. What does a bad fit look like? Let’s say a prospect calls your office and says, “I’ve heard really good things about your company. A friend of mine, Bronwyn, told me all about you, and I’m very interested in doing business with you.” Obviously, that’s a positive prospect. It wouldn’t be appropriate for you to do a hard strip-line since the prospect is almost ready to buy. Saying to the prospect, “You must have used some other vendors in our space. Why wouldn’t you want to use them now?” will not only confuse the prospect, but would probably ruin the sale. So that’s a bad fit. Instead, you’d want to use the approach I shared with you above, the one that begins “Thanks for reaching out.”

Sometimes the prospect says something that more or less does the buildup for you. In that case, you don’t need to do it, but you still need to do the takeaway and pose the question. For example if the prospect says, “I heard really good things about your company,” you could strip-line by saying, “That’s nice to hear, but we’re not for everyone. Would you like to tell me why you thought it might have been a good idea to call, and hopefully we find out that we’re a good fit”?

In summary: Strip-line very hard with neutral pros-pects, even sounding like you are getting ready to leave the sales call or implying that you think the sales call is over; strip- line hard with negative prospects; strip-line lightly with positive prospects.

Strip-lining is a great way to uncover pain because it’s extremely disarming and helps build trust. When you do it right, it doesn’t sound like you’re selling. Prospects feel like you truly embrace and care about their goals and pain. (As, of course, you do!) If you don’t uncover pain with strip-lining, then perhaps that particular prospect doesn’t have enough pain to do business with you. Strip-lining combined with other pain-finding Sandler approaches will put you in a different league from all those other salespeople who traditionally start with the hard sell, list off features and benefits, and offer prospects free quotes.

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Source by Greg Nanigian

Views: 0

November 10, 2022
3 Ways Web Design Works to Help Your Business Grow

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As you know, web design and development affects your business and audience. It is the first thing they see concerning your business, so it ought to make a good impression. Below are three important aspects of web design:

1. Makes the first impression

Like I said, your website is the first thing a potential client sees before knowing your services and how your business works. Those first few seconds are essential in your business because they determines if a potential client would become a client or not. And, it also determines your bounce rate. Would the client leave the site almost immediately? Or would they stay and check your services out?

An unappealing website or – God forbid – an outdated one would make your audience immediately bounce. This is because first impression matters. What they see first – your branding and website – matters a lot on your business. So you should always keep yourself and your business up to date on the latest technological trends and developments.

2. Helps your SEO

A great web design is beyond how great it looks or how easy it is to navigate. Although these two are important on their own, a great web design should also be SEO-friendly.

A great way to stay on top of your game among your competition is SEO. Let SEO be integrated into your website design from scratch on a long-term basis, and watch as your website improves its rankings in search engines like Google or Bing.

If you don’t know how to integrate SEO into your website, do not leave it for a latter period. Instead, get a professional web developer who knows what he/she is doing.

3. Builds up the character for your company

How your website looks and feels to your audience is how they perceive the customer service to be. For example, when you enter a company for the first time, several things happens. You get recognised as a potential client, and immediately get attended to by the receptionist. The receptionist further directs you to either the waiting room or the person in charge directly.

If you get transferred to the waiting room, you would be given certain refreshments – like coffee or tea – depending on your preference. And when you finally meet the person who would handle your request, the manner at which he/she treats you, their character, is what makes you stay or leave.

The same thing goes for websites. Your website tells a potential client how the character of the company is. So you have to ask yourself, is your website user-friendly? Natural? Welcoming? Easy to navigate through? And most importantly, is it SEO-friendly, so that more clients can find your business?

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Source by Karina Popa

Views: 0

November 10, 2022
Health Anxiety and Solutions

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It's always important to take care of oneself using all the principles of good health. Regular check-ups, proper nutrition and healthful living all enable one to keep on top of their health in a careful yet reasonable way. Often one becomes overly concerned with health issues and caught up in a cycle of health worries. One health issue is reconciled when another immediately pops up to take its place. These worries become all encompassing and exhausting after a while.

Eventually, the individual realizes that this cycle of health anxieties has intruded upon the quality of their life. A dark cloud, always hovering over daily living, this intrusive form of anxiety has to be addressed. One begins by determining why this is occurring, what purpose does it serve and how to interrupt this behavior.

Reason for Health Anxiety

Health worries actually serve a purpose and this purpose is not difficult to detect if one looks deep enough into this pattern of behavior. Often this pattern involves the brain distracting from specific emotions which the individual finds difficult to address.

Many emotions are so overwhelming, such as anger, grief or fear, that the brain looks for ways to distract. Health worries fit the bill because when one worries intensely about their health, there is little room to address an upsetting emotion.

Health worries blanket every other thought and this WORKS. This is the perfect distraction from unsettling emotions. When one worry is reconciled, another takes it place to veil the unaddressed emotion. Each health worry has a strong purpose, as it masks the true upsetting emotion, which is much more difficult to face in the long run.

Solution

– Recognition and acknowledgment of the Health Anxiety habit, one worry quickly following another in a noticeable loop that never ends. Awareness of this cycle is always the first step to reconciliation of the issue.

– Determining if this health worry is a true physical problem by visiting one's primary physician and ruling out a definite physical cause for the difficulty. Always rule out a physical cause before assuming it is merely health anxiety.

– Noticing that these health worries settle down when you become intensely interested in another topic or swept into a new relationship, job or cause.

– Identify your patterns. Do you experience twinges of symptoms that often jump from one area of the body to another? Do you find yourself overestimating physical intrusions and instantly jump to the conclusion that they signify danger or warrant the attention of an alert?

– Find interests that involve your entire being. Lose yourself in things that allow you little time for inward thinking. True illness does not surface through boredom as do these behaviors. True health problems do not generally follow the same time table as health anxieties do. Health worries are stronger during times of boredom and when one lacks interests. An intelligent mind requires challenges and goals.

– Activity is an important therapeutic tool against health worries. Exercise and movement invigorate and stimulate the mind and body in a positive way. Endorphins are released and Serotonin levels are boosted naturally when activity is a part of a daily routine. Moderate walking, jogging, tennis, swimming and dancing are all helpful activities that bring forth positive results.

– Nutrition is also essential to good health which in itself helps eliminate the strong habit of negative thinking, often concerning health worries. When eating properly, Serotonin levels are naturally boosted and blood sugar levels remain stable. This helps settle down an over-reactive mind, leading to a lessening in health anxieties.

– Talk back to the brain by firmly telling it to stop when health worries enter the mind. Shift into a more positive mode of thinking because you always have a choice in what you think about.

The mind will respond by quieting down as negative thoughts subside. The brain, caught red handed in this behavior is instantly embarrassed causing it to suspend this cycle of negative thought. This is comparative to a child being caught with his hand in the cookie jar. Embarrassment at being caught, stops this intrusive behavior.

– Be aware of "what if" thinking. If the majority of sentences you think begin with "what if" then this is proof of a strong health anxiety habit. Change "what if" thinking to "so what" and watch the cycle break.

Most of all, understand that worry solves nothing. Health worries, in particular will only serve to exhaust and deplete both mind and body. Consciously make a concerted effort to change the way you think and you will succeed in changing your life. You will go from self victimization to freedom from the intrusive habit of fearful worry.

You always have a choice. Life can be wonderful and fulfilling when you learn to alter your perspective and chose a more positive point of view. You always have a choice. Never define yourself by your habit of worried thinking. Do not be victimized by health anxiety and fear. With a few simple corrections, especially in thinking, you will find your life changes from being difficult and upsetting to becoming easier and much more fulfilling on a daily basis.

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Source by Dr.

Views: 0

November 10, 2022