By k | December 21, 2007 - 6:00 am - Posted in Marketing

With the rise of YouTube and podcasts,
knowing how to look good on tv
is a must have skill
for the smart self promoter. 

The basic rules are 
not to wear black or white
(harsh on skin tones),
or red or orange
(these colors bleed). 
Stick to solid colors
as small patterns create a moiré pattern
and large patterns are distracting
(as are dangling earrings and glasses in a shirt pocket). 
Plan ahead as to not blend into the background and 
dress for the hot lights
(using dress shields if you perspire easily). 

Yes, a lot of do’s and don’t’s
but a tv spot can be a turning point
in a career or business. 
It is well worth the preparation.

By k | December 20, 2007 - 6:00 am - Posted in Sales

I was part of an online question
and answer session. 

One of the people on the panel would, sure,
happily answer each question but
would address the person incorrectly. 

I would send a question
with my writing name Kimber and
she would respond with Kimberly. 
And this happened with every single question. 

By the end of the session,
the group was openly hostile to her. 

Yes, the sales rule of using the prospect’s name holds true
but use the right name or no name at all.

By k | December 19, 2007 - 6:00 am - Posted in Sales

A loved one is a movie reviewer. 
I’ve noticed that whenever
he gets free advanced screening tickets,
he finds at least one thing positive
to say about the movie,
no matter how bad it is. 

Why? 

Because he feels like an insider. 
There is a sense of ownership. 

How can you use this? 
If possible, offer your influentials and loyal customers
the option of obtaining a new product early. 

By k | December 18, 2007 - 6:00 am - Posted in Marketing

With the holiday seasons come parties
and plenty of opportunities for networking. 
But that can be a challenge for
those of us who are introverted or shy.  

My favorite trick

I volunteer for a task
(usually door or registration duty). 
When I’m focused on a task,
I don’t have time to be nervous.  
I have an excuse to approach people. 
I look like a leader. 
Best of all,
everyone ends up knowing my name. 

Which is what networking is all about.

By k | December 17, 2007 - 6:00 am - Posted in Sales

I received an email today
from a fellow named Steven
asking to buy an ad on one of my blogs.  

That was all the email said.  

No mention of what product the ad was for. 
No company name. 
Not even a last name. 
Just hi, lets become business partners
(which is what an advertiser is). 

Unfortunately I receive one of these emails a day
and they all get the same response (if any). 
No thank you.  
If Steven doesn’t treat me with respect,
then I doubt he’ll treat my readers any better.  

You often have to sell to your partners
before selling to your prospects.         

By k | December 16, 2007 - 6:00 am - Posted in New Business Development

Carmine Gallo’s chapter on optimism
in his book Fire Them Up!
starts with this quote from Robert Noyce,
the co-founder of Intel and
co-inventor of the computer chip. 

“Optimism is an essential ingredient of innovation. 
How else can the individual welcome change over security,
adventure over staying in safe places?” 

Yes, some people are naturally optimistic
but even those people need help. 

Some of Carmine’s tips to stay optimistic? 
Build on your strengths. 
Radiate optimism. 
Speak highly of yourself,
especially when talking to yourself. 
Surround yourself with builders, not detractors. 
And
Create magnificient obsessions. 

Fire Them Up! is a worth the buy
based on this chapter alone.

By k | December 15, 2007 - 6:00 am - Posted in Corporate Games

It used to be that employees
had to hide their moonlighting work
for fear of looking disloyal to their core employer.  

Many feel… not any longer. 
A buddy is hiring and
candidates have been quite open about
their side projects. 

In Wikinomics,
Don Tapscott and Anthony D. Williams tell us to
“look for consultancy to be the
dominant contractual model for work
in the near future…” 

The near future is now. 

Note:  I keep my side projects to myself,
even though I’m officially a consultant. 
There is no upside with sharing and
there are still enough old school managers
around for there to be downside.

By k | December 14, 2007 - 6:00 am - Posted in Marketing

I’ve watched the 30 second commercial spot
for Charlie Wilson’s War about 30 times. 

I still have no idea what it is about. 
I know Tom Hanks is in it. 
Along with Julia Roberts and
a bunch of other award winning actors. 

Other than that, nothing. 

This commercial sells the actors,
not the movie, and
there are many places
(tv, internet, live, other movies)
where I can see them.

Don’t let your spokespeople
become your product.

By k | December 13, 2007 - 6:00 am - Posted in New Business Development

Aspiring entrepreneurs often justify delaying
so they can ”get it right the first time.” 

Good luck with that. 

Very few products or companies start out “right.” 
The Four Seasons is known today
as a luxury hotel for the businessperson. 
The first Four Seasons , however,
was 125 room motel in a seedy part of town. 

The founder, Isadore Sharp, entered
the business traveller market only
with his fourth hotel. 
You read that right.
It took him four hotels to find his market.

Build in some financial buffer
so you can find yours
and then get started.   

By k | December 12, 2007 - 6:00 am - Posted in Sales

In “The Way To Wealth,”
Brian Tracy states that
the “purpose of business negotiation is
to enter into an agreement
such that each party’s needs are satisfied
and each is motivated to fulfill
his or her part of the agreement and
to negotiate with the other party in the future.” 

What does this mean? 

Agreements should be win-win,
should be followed through on, and
should be considered the beginning of a relationship. 
Negotiate for the long term.