Archive for the ‘advertising management’ Category
Most business leaders don’t know how to structure their sales organizations or even themselves for maximum productivity. They don’t know how to change, adapt and re-organize for new stages of growth. Whether you are a one-person army or a large-scale sales force, you can learn and leverage my golden secrets to super sales mastery.
I first learned the secrets to building precision sales organizations while working for billionaire businessman, Charlie Munger. I doubled the sales of the first company given to me in just 15 months. The second company I doubled in just 12 months. Several of the companies I took over, I doubled two and three years in a row. Here’s how…
How to Increase Productivity & Double Your Sales
In most sales organizations, the sales are ad-hoc. Everyone’s running around doing what they think is best. Management sets very little standards of performance.
If you want to achieve maximum productivity and double your sales in less than 12 to 15 months, you must think like a scientist. You must plan of every aspect of your sales process down to the smallest detail.
Here Are My Top Ideas to Help You Create Your Step-By-Step Battle Plan for Sales Success:
1. Prospecting Stage
Do you have minimum standards for the types of accounts your salespeople should go after? Does every rep have some “dream clients” they chase constantly and relentlessly? What is the minimal size accounts should your reps be going after?
Did you establish the minimum number of accounts your team will go after (per rep)? How much time each day is going to be dedicated to this effort? Did you set a minimum amount of rejections your team will face per client? Make sure you include in your battle plan what your sales reps should do after each rejection and how this process is going to be monitored? If you don’t set standards here, 52% of all salespeople will give up after a single rejection. Yet studies show it takes 8.4 rejections today to get the client to at least meet you.
What will be your sales reps first approach? The second? The Third? What do you say if you get the prospect on the phone right away? What are your procedures for getting around gatekeepers and assistants?
2. The sales call.
What are your sales reps going to present? What are the top five strategic objectives you want to achieve from every interaction with every buyer? What and how many questions are they going to ask? How will your reps own personal credibility?
The sales call is a terrific strategy 99.9% o companies never address on purpose. Have you seriously sat down and talked about the sales call and planned out each aspect? Did you practice it, role-play it and polish it to a fine luster? Are you leaving nothing to chance?
For every company I work with, I make them plan every inch of the sales call. I tell my clients to think of sales like a war. Marketing with direct mail, advertising, trade shows and Internet Marketing are like your long range bombing. They soften the market and make it more receptive.
Your salespeople are your foot soldiers. When they get into hand-do-hand combat, how well do you want them trained? How many scenarios do you want to address in advance? By perfecting every aspect of the sales phone call, my clients slaughtered companies four tines their size!
3. The actual pitch for the product or service.
What’s your pre-emptive strategy to block competitors? What’s going to motivate your prospects to buy right now? Pretend you had to present to all your prospects all at once, what kind of experience would that be? Are you ready right now? If not, your sales process is sloppy.
Sorry, but it’s true. I plan out the sales opportunities to the letter. I know exactly what I’d say if you put all my prospects in a room all at once. Figure it out, then role-play it.
4. The offer.
Creating a compelling offer is an art form. Can you offer something for free that gets you deep into your clients’ world? Can you offer a free audit related to your type of product or service? Can you sweeten the inducement to buy with a bonus or free gift?
I have a client who recently added an MP3 Player to the offer and it increased his sales by 22% overnight. As a bonus, I give away spectacular additional training programs as an inducement to buy my primary offers.
Role-play your offer again and again until the reps do it with ease and complete comfort.
5. The follow up.
Now it’s time to continue the bonding process. In this stage you must recognize and plan your objectives after a sales interaction? Do you want to get referrals? Do you want to keep the client coming back again and again?
How are you going to build a bond? Did you get emails addresses? Can you open a relationship that is so worth having they can’t say no? What’s follow up step one, step two, step three and so on?
Train Your Sales Reps to Act More Like Top Producers
That said, the procedures, role-playing, constant training and working on your sales process and not just in it, can help even regular salespeople perform like top producers. If you’re not leading, you can’t close. There’s a war in today’s business world. It’s called sales. Ad, if you want to win the war and get more market share you must get yourself some true warriors. You need top producers.
Top producers respond perfectly to rejection by becoming more effective. They become more aggressive when someone is brushing them off. They’re more persuasive if someone isn’t buying.
Top Performers know that the sales process is a science. They understand that they must operate like scientists, constantly moving toward the sale. So start drilling down like a scientist each and every aspect of your sales process.
Chet Holmes
http://www.articlesbase.com/sales-articles/sales-management-mastery-how-to-turn-your-sales-effort-into-a-rocket-ship-of-results-139249.html
Studiengänge an der Hogeschool Zeeland.
http://www.fh-zeeland.de/
http://www.studieren-in-holland.de/
http://www.edu-port.de/
Duration : 48 sec
Learn the seven most important tips for managing your time whether in the field or in the office. Construction contractors and subcontractors including painters, roofers, builders, carpenters, remodeling, doors & windows, siding, commercial, residential or industrial contractors will save countless hours of frustration, confusion and mindless wondering from task to task.
1. Set Goals and Keep Them Simple
You need to set a few simple and achievable goals regarding the management of your time and resources. An example could be “As of January 1st, I will no longer check my email until I get at least one pro-active thing done to grow my business.”
Goals must be written down to be worth the paper they’re written on. A specific time limit or completion date is also essential. Without it, we will just make excuses for not getting things done on time.
2. Reduce or Eliminate Interruptions
The biggest time waster of all is the dreadful Interruption! You must pledge to eliminate or at least substantially reduce them at all costs. There are many ways to accomplish this. Typically, contractors invite a vast majority of these distractions.
We have a tendency to want to know every little thing that is thought, said or done within the business. Simply delegating responsibility to your employees and being unavailable to deal with whatever “emergency” crops up this hour goes a long way to adding countless productive hours to your schedule.
You will be surprised at what actually can get done without your micro-management.
3. Get Up Early and Get Going Immediately
Most contractors I know don’t have a problem with getting up early. They rise before the sun with nothing but their internal alarm clock. The problem lies after they roll out of bed, jump in the shower, grab a cup of coffee get out of the house.
Many like to take their jolly ol’ time getting the ball rolling. Arriving at the jobsite with three guys waiting for him as he wastes even more time talking on his cell phone to some vendor that can wait until later. Get after it immediately…whatever it may be at the time.
4. A Clean Desk Is a Sign of a Sick Mind
We’ve all heard that, or some version of it. It is absolutely FALSE. There are only two bigger wastes of time than not being able to find something that should be easily located: Interruptions and Procrastination. I will cover those two more in depth in separate articles.
A desk must be clean and your immediate space well organized. No clutter other than what you’re working on at the moment. As soon as you’re done, get your space cleared and ready for the next task. Which brings us to number 5.
5. Multi-Tasking: Good or Bad?
Every single resume I’ve ever received says the same thing somewhere: Good at multi-tasking. It is my contention that multi-tasking (a great new, overly-used buzzword meaning “I can’t get anything done because I’m always starting something else.”) is not a good thing.
Now I’m not saying you can’t be on the phone and writing a note, or walking and chewing gum at the same time. What I am saying is you cannot possibly complete two tasks simultaneously. A vast majority of contractors have six or seven things going on at any given time.
The key is to quickly prioritize and complete each task accordingly before moving on to the next item at hand. If you hunker down and concentrate, many seemingly overwhelming tasks become relatively minor and can be completed in a matter of minutes. Check them off the list and move on. You’re energy will be renewed with a sense of accomplishment.
6. Work In Blocks Of Time
To avoid having to multi-task in the first place, a contractor should set regular, certain blocks of time to get the same things done at the same time each day. Humans are creatures of habit, and this habit will help you be twice as productive as before.
For example, since you probably wear several hats in your business, you may want to break down times according to each hat. I would suggest no shorter than an hour in length so as to give yourself adequate time for substantial completion of any given item.
7:00 – 8:00 Estimating & Bidding
8:00 – 9:00 Advertising Projects
9:00 – 10:00 Return Calls, Faxes, Emails, Etc.
10:00 – 12:00 Visit Jobsites
You get the idea! During these times, ONLY work on stuff pertaining to the current item at hand. Jot down any new thoughts or ideas and maybe have an hour each day dedicated to coming up with new strategies on how to meet your long-term goals.
7. Implement Systems In All Your Business Functions
Just like interruptions are the biggest time-wasters, fool-proof business systems are, bar none, the most incredible time-savers at your disposal.
From the simple office organization & filing procedures to complex project scheduling nightmares, bookkeeping to installing crown molding, systems are set into place to make things run as smooth as possible…automatically!
Set it and forget it. That’s the sign of a well-oiled contracting business machine.
Have you ever ordered a burger from a fast food restaurant in your home town, then, two months later order the same thing in a town 100 miles away? What do you get? The exact same thing. Every time. Not even a sesame seed’s difference on the bun.
How is this possible? Systems. Get a few going today and see just how much time is really available in a day, week, month or year. You will be amazed!
Dave Fadorsen
http://www.articlesbase.com/management-articles/all-busy-construction-business-owners-must-learn-these-seven-time-management-tips-695277.html
The science of waste management has gained immense importance over the last few years. The need to evolve newer meanings of the concept has risen manifold in the last few years. Learn more at www.pollution-info.info
Duration : 1 min 1 sec
need answers before april 2009….
advertising arts
pretty useful course if you ask me
As we mentioned in previous articles we know that our government only represents about 30% of our retirement income. The company retirement pension plan offers another 30 % and many of us do not have one. It is up to individuals to invest wisely short and long term in order to make up for the short fall if he or she would like to live comfortably after retirement without giving up some retirement plans.
Mutual fund is a pool of investor’s money and is sold as a unit. It is an open end fund and is managed by professionals. It also must meet certain regulations of the security commissions and laws governed before it can be sold to general public. In this article we will discuss mutual fund fees.
1. Acquisition fee
If fees are imposed at the time mutual fund shares are purchased, it is called an acquisition fee or front-end loading charge. It used to be 1- 5% of the amount purchase. Investors can always negotiate for a lower fee with their financial adviser.
2. Redemption fee
Fees are paid at the time when money is withdrawn from the mutual fund. Redemption fees represent a percentage of either the amount of the initial investment or the current market value of the holding, usually 5% and decreases over time depending on the years of money remaining in the mutual fund purchased. Usually after 7 years, the money withdrawn carries 0% redemption fee.
3. No load fund
No load funds do not charge sales fees. Most no load funds do not have sales forced. It usually finds investors through advertising, direct mail, and still charging a management fee and probably a trailer fee arrangements with stockbrokers.
4. Managing fee
a) Management fees are represented as a significant cost for both closed-end and mutual funds, usually range from 0.5% to 2.5% being deducted directly from the assets of the fund before calculating return to investors. Some specialty have managing fees over 3%.
b) A good way of comparing the management fees of various funds is the management expense ratio also known as MER. MER, expressed as a percentage is an annual ratio of all fees and expenses to the average net assets of the fund excluding sales fees.
c) All fund companies pay their agents annual commissions, known as trailer fees.
Unlike no load funds, most acquisition and redemption fee funds are sold through financial advisers or insurance agents who also have mutual fund licenses. They are experts in their field. It is nice to have someone to talk to after initial purchasing.
Before deciding to invest in mutual funds, it is necessary to look at the 10 years return graph of each fund, the fund manger and expense ratio. Please do not assume all of these types of funds are the same, some equity funds always return below the same equity index while others have beating the same index year over year.
I hope this information will help. If you need more information, you can read the complete series of the above subject at my home page:
http://lifeanddisabitityinsuranceunderwriter.blogspot.com/
http://financialinvesting09.blogspot.com/
Kyle J. Norton
http://www.articlesbase.com/personal-finance-articles/personal-finance-and-money-management-18understand-fee-of-mutual-funds-674044.html
Shawn Collins of http://blog.affiliatetip.com discusses how to find an affiliate management company to run an affiliate program.
Duration : 2 min 23 sec
I would like to pursue a career in advertising. Could i study Management-Economics for undergraduate studies and then take Marketing for postgraduate?
This depends on what you want to do in advertising. I teach marketing, and I find that a lot of people who think they want to go into advertising think they will be developing the ads themselves. For that, you would need a degree in some form of art. If you want to manage the process, marketing would usually be a better degree, but if your school doesn’t offer that at the undergraduate level, then yes, find the closest thing you can.
Search Engine Management, or “SEM” is defined as the process of building and marketing a web site with the end goal of improving it’s position in the search engine results. This process includes a few key techniques:
Search Engine Optimization (SEO)
Search Engine Optimization is the process of building a site that is “search engine friendly”. Pages that are optimized for search engines will provide content that is highly relevant to it’s targeted keywords and make it more appealing to both the search engines and the users.
Advertising or Pay Per Click (PPC)
Pay Per Click advertising is used within the search engine’s results as a way for advertisers to get their website on the first page of the search results on a cost per click basis. This is done in 2 ways, with search results and with content results. The search results return PPC links for a specific search, and content results provide links within sites that contain content relevant to the advertiser’s website. You bid on the top spots against other advertisers.
Link Building:
Link building is used to improve both visibility and the apparent quality of your site to the search engines. Having a link to your site on sites that have content highly relevant to the content on your site gives the search engines the impression that your site is more important to that particular topic.
1. Choose the Right Domain Name
Any good website starts with a good domain name. Picking the right domain name that is both easy to remember and related to your site and top keywords is very important. It is also very common to chose a business or organization name for your domain. Your domain name should have a few key characteristics:
- Try to include one or more of your top 5 Top Keywords
- Make your domain unique
- Go for Dot-com domains if possible unless another extension suits your brand
- Make it Easy to Type
- Make it Easy to Remember
- Keep the Domain Name as Short as Possible
- Relate it to your product and/or brand
- Avoid Copyright Infringement
- Avoid Hyphens and Numbers
As you do your research (Point #2), you will find numerous blogs and sites that discuss choosing the right domain names.
2. Do Plenty of Expert Research Before Getting Started
In order to create effective sites for SEO and to get the most out of your PPC dollars, you will need to learn as much as you can about both topics prior to getting started.
The SEM experts online provide literally thousands of websites out there that can tell you all you need to know about SEO. You can learn a lot from what other people have put on the web for free, before moving onto other other avenues. What’s right for you may not be what’s right for others. Here are a few links to get you started.
seobook.com
webconfs.com
There are also several references that can be purchased online, but until you really know what you want, I would suggest that you should stick to the free stuff.
3. The Search Engines Themselves Provide a Wealth of Information
Google in particular provides a great deal of information from webmasters on their support site.
google.com/support/webmasters/
Reading through these pages will allow you to find some key dos and dont’s for search engine optimization. It also
introduces you to Google webmaster tools which has been provided for you to track your site’s performance with Google and offers helpful hints, specific to your site.
4. Build a Home Page That is Full of Your Top Keywords
One of the most important factors for search engine engine optimization is “Keyword Density”. Keyword density is defined as
the amount of times a keyword shows up in the text of your site or home page. This metric is used by the search engines to
rank your site’s relevance to the keywords input by the user. The more times your top keywords appear on your site, the more
relevant your site will seem to the search engines for those keywords. There are several tools on the web that will allow you to check your site’s keyword density. Here is a link to a simple one that I have used.
webconfs.com/keyword-density-checker.php
5. Go Slow on Pay Per click Advertising
Over the past few years, the top PPC providers have changed the way they look at advertising. Google in particular has added a relevance factor into their algorithms that new gives you a quality score for each keyword you add to your campaign. This quality score takes into account the content of your landing page and the content of your advertisement. This has been done in the hopes that the user is provided with more relevant ads for their keywords. If your site is not highly relevant to the keywords you have chosen, or your advertisement does not appear to be relevant, your minimum bid is raised significantly. This can prove to be somewhat frustrating to the advertisers at first, but once you get going and learn how to manage your ads and bids, you will be able to create relevant ads and reasonable bids for your keywords.
It’s best to start slow with PPC advertising. Set yourself a budget and work within that budget. Try a few different landing pages and different ad content to see what happens. Don’t get caught up in it if you see a lack of clicks and keep increasing your bid to gain position on your competitors. You should have an idea of what each click will be worth to you; Stay within that range.
6. Link Building
There are several ways to go about link building for your site. Some of them, like paid links are not recommended and the search engines frown on this form of link building. You can use link exchanges to build links to your site, but building a huge cache of links on your site can turn out to be cumbersome and some say that the search engines don’t put as much weight on these types of links. The best way to build links is through providing relevant linkable content for your site viewers. Here are a few suggestions to get you started.
- Create lists of top 5, top 10 or top 100 somethings that relate to your site content
- Perform surveys relating to your content
- Write and syndicate articles
- Create a blog
- Use Social Networks like Facebook and Myspace to promote your site
Hopefully these few beginners tips to SEM will start you on your way to #1 placement in the search engine results.
Duane McLennan
http://www.articlesbase.com/sem-articles/6-important-tips-for-beginners-search-engine-management-sem-571224.html
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Duration : 3 min