Upon returning to my university, I am meeting many new people and am having to learn new names in the process. Remembering names has always been a problem for me, and I decided to research some tips to help me. I realize also that remembering names is also very important in the business setting. Small introductions can lead to profitable business relationships but only if all parties involved feel comfortable enough to pursue the avenues of communication. Remembering names assists tremendously in this goal. So here are a few tips I have learned:
1. Give your full attention to the person whom you are meeting. That means not thinking about other people you want to talk to and not thinking about the next thing that you want to say.
2. Repetition! Use every opportunity to repeat the person's name. Make it a goal to use the person's name at 3-4 times in your first conversation with them.
3. Associate the person's name. Find some context whether it be phonic, pictoral, etc. to relate the person to.
4. If you forget someone's name or didn't fully understand it, simply ask them to repeat it. It's much more respectful than trying to guess or beat around the bush. Most people are flattered by the effort.
In conducting more research in how exactly I am going to
market my business, I stumbled onto the concept of white papers.
White papers are essentially a marketing piece that is informationally loaded and solution-based. Companies such as
Microsoft and
IBM regularly use whitepapers.
Whitepapers have an interesting history. They orginally applied to government produced pamphlets that were quickly bound with paper and released rather than bound with a hard spine. The term also became more popular after Winston Churchill's whitepaper in 1922 on the conflict in Palestine.
Today, whitepapers are popular in
commercial circles. In particular, they good for companies with complex and/or cutting edge services or products. They especially appropriate, indeed I say necessary, for any company using
IT (internet techonology) in a
B2B settings. They are an instant
credibility builder for these types of companies. Because they are solution based, prospects will want to know ultimately how your product or service will help to do business better and faster. Outside of B2B circles, whitepapers are less appropriate because they are by nature nonemotionally appealing.
Michael Stelzner is an authority on whitepapers if you ever want anymore information.
This is an example white paper by the Sun Developer Network:
Java Performance.
So to start my online business finance
brokerage , I've decided that one key is cutback on my marketing and rather focus my energy into
sales . My orginal plan was to start out with a
marketing campaign of over 3000 direct mailings and $500 in online
advertisements . I realize that some other
brokers in my industry may consider those in themselves small efforts. But I can't even afford to do them! But, I realize that marketing isn't the key, at least now in the beginning. I now see the light, that a good salesperson is worth more than a
marketer any day of the week. Marketing might build awareness, but it's sales that put money in the bank. The great thing about sales, though, is that you practically need no money to do it. Isn't that great to know!
This Sunday, I picked up and read How I Raised Myself From Failure to Success in Selling front to back. It is the story of
, a 1910's St. Louis Cardinals baseplayer turn insurance salesman. He tells his story in a cross between autobiographical and instruction form. Not only do you learn much of his life's story, but you also learn how to be kickass salesperson. I've read many books on the aspects of selling (because of course every entrepreneur must be a
salesperson whether they want to admit it or not), but this one is different. I see what Frank teaches as coming from hard-earned life experience and from both ups and downs. He also has a soft spot for the young and ambitious ones out there like myself. I reccommend this book to any
entrepreneur or
salesperson both new and experienced.
My favorite tips from the book:
1. Force yourself to be enthusiatic and it will show in everything that you do.
2. Sales is about honestly finding out what people want and helping them to get it.
3. Make calls and appointments. This shows that you respect your client's time.
4. Focus on the one or two key issues. Never try to prove your client wrong on EVERYTHING.
5. LISTEN - Ask Questions - LISTEN - Ask Questions
6. Know your business and never speak ill of your competitors (EVER).
7. Be sincere and take pride in what you do.
8. Always always try. When you are afraid, simply admit it.
9. Treat your old clients well. They will bring you far more business with less effort than any work that you do on your own gathering new prospects.
10. MAGIC PHRASES - Why? In additions to that, what is the real reason? How do you like it? Would you like it in green or red (always assume the close)?
2.gif)
