The Bitch Ditch

The Hawaiian language is an Austronesian (or Polynesian) language that is the ancestral tongue of the Hawaiian Islands, which lie in the Pacific Ocean. The Hawaiian language is the official language of the State of Hawaii. It is an endangered language, meaning that it is no longer spoken officially on any of the populated Hawaiian Islands. The native language was supplanted by English many years ago. There is one Hawaiian Island, Ni’ihau, where the Hawaiian language is still predominantly spoken. This island is privately owned, and tourism there is rejected in favor of a traditional way of life for its inhabitants. Though English is spoken by Hawaiians in order to conduct business and for political and educational purposes, the Hawaiian language remains in the souls and memories of all native Hawaiians, and connects them to their heritage.

Thousands of people travel to the island paradise of Hawaii every year. It’s beautiful beaches, terrific surfing, and breathtaking vistas make Hawaii one of the most common vacation spots on the Earth. The residents of the islands share a real sense of history and community, and consider themselves to be ‘ohana, or family, with one another. Hawaiians love to share their interesting history, vibrant culture, and the beautiful poetry of the Hawaiian language with visitors. When visitors arrive on the Islands, they are often greeted by native Hawaiian ladies who present new guests with a kiss on each cheek, a friendly “aloha!” and a beautiful and fragrant lei, or garland of indigenous flowers from the Islands.

Today, there are many words from the Hawaiian language that are still used conversationally and informally by the Islands’ inhabitants. We all know the word “aloha”, which has a myriad of meanings including hello, goodbye, and love. There is also hula, which is a very common Hawaiian dance that you often see at lu’aus, or traditional Hawaiian feasts, where ukulele music is played along to meles (traditional songs and chants), and tradition Hawaiian foods such as poi are served.

Today, the Hawaiian language is enjoying a resurgence in popularity. Native Hawaiians looking to reconnect with their ancestral pasts are learning the traditional native tongue. And children are also being educated in the Hawaiian language, as a means of teaching them the history and legacy of their people. The Hawaiian language is being taught in public schools on the Islands as a second language alongside English.

For tourists, there are Hawaiian language books available that can provide lessons in the basic Hawaiian language. Also, computer software can provide a fun and interactive experience for a person who is interested in learning the native tongue of the Hawaiian Islands before embarking on a vacation there. There are also websites available that offer free, accelerated lessons in Hawaiian. Learning the basics of a language like Hawaiian will provide tourists with an opportunity to gain more understanding of a fascinating culture that thrives still today. Though there will not be any real language barriers for tourists when they visit Hawaii, learning some of the ancestral language will also serve as a history lesson, which will allow tourists to appreciate the culture that they are being exposed to so much more.

Traveling to the tropical paradise that is the Hawaiian Islands is a chance of a lifetime. Experiencing the sights, the sounds, the people, and the exotic surroundings is likely to broaden anyone’s scope of the world.

Though the Hawaiian language is not widely spoken any longer, its concepts remain in the hearts and souls of the people who inhabit the idyllic and ancient oasis, and they relish the opportunity to welcome their visitors in the true spirit of ‘ohana.

These are simple and effective methods to increase your sales. You may think that you know what your customer wants, but do you really? Instead of assuming that you know, why not listen to the customer and ask questions to find out what it is that they REALLY want.

1. Give your customers benefits, not features. Your customers don’t want to know the ins and outs immediately of your products, they want to know how it benefits them! Save the details of the product for a secondary page that’s NOT on your home page. You can give some main selling points, but keep the minor details off the home page and just list benefits.

For example, let’s say you’ve got a strategy to get your clients out of debt. Don’t tell them step-by-step how it works on the front page, be vague and leave the small print for another page. Instead tell them how they can imagine a life with riches and being debt free! That’s a benefit, not a feature!

2. Keep in communication with potential buyers. I read somewhere that it takes at least 7 views of your products to get interested parties to buy them. They’re obviously interested if they’ve gotten to your site and requested information, why not keep them informed about your news and updates to the site? You just may have a future customer.

It’s also a good practice to use a “bookmark this page” and “tell a friend about this page” tool so you can get potential buyers for the future. Even if they’re immediately not buying it doesn’t mean they won’t be back!

3. Encourage your site visitors to ask questions. Some people may think they’re bothering you or wasting your time to ask you a question. Extend your open arms to each and every surfer that comes into your site and encourage them to ask about your site!

However if you see the same question coming up over and over again, it will benefit you and the client both if you create a “Frequently Asked Questions” page. People usually want immediate answers to their questions and it saves you the tedious same responses over and over again.

4. Make the buying experience easier. Don’t ask for information that you don’t need. Instead, ask for the bare minimum information from the customer so they can “get in, and get out”. And then later on, you can send them a quick thank you note and a follow up to see how they liked your website.

Don’t make your customer jump through hoops to buy your products. They’ll only get frustrated and put it off for later - and later may never come!

By keeping these lines of communication open with your site visitors and potential customers, you’ll find you gain more trust and credibility with them and in turn, more sales!

Jennifer Clason is the site owner and operator of www.mommyjobs.com. She has been running a full-time home-based Internet business for several years now and owns more than 10 different Internet Sales websites.

In this day and age of satellite TV with hundreds of channels, computers with 24/7 internet access and video games that also connect to the internet it is difficult to get out children to take the time out to do something more constructive and educational like reading a book.

What we have to do is conform a little with the times and make use of the technology to give our children tools for learning that they enjoy. How do we do that, you ask?

There are many companies now producing videos, video games, and computer games that are not only fun to the children but are at the same time educational. I am not suggesting that you only buy educational products because if you were to do so your kids will rebel and then you won’t even have the technology they like working for you.

What we can do however is mix it up a bit and include some educational games. These products are available for every age group from toddlers all the way through high school so there is no excuse for not using them. For toddlers you get games that will help them learn shapes, colors, and numbers more rapidly. I have a nephew who is only 4 years old reading on the level of a 9 year old, to me that is evidence the methods work.

I have used the programs with my own son who was struggling in school and disinterested in certain subjects like math and history for example. One of the games I used with him took the kids back in time to Egypt and the Great Pyramids and made it fun to learn history and math at the same time. His grades shot up in a matter of weeks. Is that not worth the price of a CD or DVD? It definitely was to me.

Who was born on January 15, 1929? A man who believed in equality and peace…Martin Luther King, Jr. Here are some ways to honor this man. NOTE: If you live in a country other than America, adapt these activities for a significant person in your country’s history.

1. Draw a silhouette of Martin Luther King, Jr.’s face against a plain background; then add lines to create a puzzle. Add words that rhyme with ‘king’ in the spaces of the face and words that rhyme with ‘men’ in the background. Color the first set of words brown and the second set of words red. NOTE: Vary the activity by adding equal math problems in the face and unequal math problems in the background (ie: 4+6=2+7+1 versus 5+3=2+3+4).

2. Make a Criss-Cross puzzle with these words: Atlanta, dream, equal, laws, leader, minister, peaceful, and prize.

3. Use the same words in Tip 2 to fill in these blanks:

Martin Luther King, Jr. was born in _____, Georgia. Dr. King received the Nobel Peace _____. MLK worked to change unfair _____. Dr. King gave a famous speech called “I Have a _____.” MLK was a great _____. When he grew up, Martin Luther King, Jr. became a _____. Dr. King believed that all people should be _____. Dr. King believed in _____ protests.

4. Have older children look up the following words in a dictionary, encyclopedia, or the internet: segregation, prejudice, equality, civil rights, nonviolent resistance, protest, demonstrations, equal opportunity, Nobel Peace Prize, assassinated, tribute. What does each word or phrase mean? How can you apply it to Martin Luther King, Jr.’s life?

5. As a culminating activity to your unit, have a panel of ‘interviewers’ ask ‘Dr. King’ questions.

6. As an alternate activity, have children write a play. Different groups of students can focus on various aspects of Dr. King’s life.

I hope these ideas are useful and have inspired your own creative thinking.

And remember…Reading is FUNdamental!

(Answers to Tip 3: Atlanta, prize, laws, dream, leader, minister, equal, peaceful)

Trade shows are so obvious. You go. You hand out
brochures. You come back to the office. It’s just a glitch in
your work week. Well, it’s much more than that. Your bottom
line can float on when you make - or lose - a sale at a trade
show.

Trade show training. So, who needs it? Well, you do - if you
want to understand the process and do a better job. Is
training just for one person? It’s a start but it’s best that
everyone involved in a show understand the impact a show
can have.

Through the years, I’ve been asked lots of questions about
training. These are the one that are asked most often - the
FAQs about why training is important.

Q - We’ve been going to shows for years. We always send
the same crew. Why do we need training?

A - Because if you’ve been going to the same shows,
sending the same staff and selling the same products to
the same people, you’re in a rut. The business world is
changing quickly, and you need to adapt. Trade show
marketing is unique for each show because there’s a
change of exhibitors, attendees - and most important - your
reason for attending. To “just do it” doesn’t work for trade
shows.

Q - Why does everybody involved in the show need training?

A - Because old habits are hard to break. And bad habits
are
tougher. Trade shows are a company-wide marketing event,
not a trip for the sales staff. Statistics show that 80% of
leads are not followed-up after a show. When you have
more people responsible for the success of the show - from
the executive office to the loading dock, from the
telemarketing staff to the out-of-town reps, your odds are
greater for making sales and keeping customers.

Q - We have had sessions on how to sell and follow-up.
What’s so different about trade shows?

A - Trade shows are a completely different environment. The
time is compressed, the expectations are high (sometimes
too high), you’re constantly on stage meeting strangers.
Then you get back to your office? Well, you have to follow-up
leads as well as do your regular work. The more you know
about this unique marketing opportunity, the more
comfortable and successful you will be.

Q - We’re just going to a show to walk the aisles. Why do we
need training?

A - Are you a good spy? What are you looking for? Do you
know trade shows are the best source of market
intelligence about your industry, new products, new
processes, new suppliers, new partners, new reps, new
employees and new competitors? Training can help you be
more aware of your surroundings, focus on your targets and
be open to new opportunities.

Q - Our display is looking worn since we do lots of road
shows a year. But the boss doesn’t want to spend money.
Can we substitute training for a new display?

A - Sorry, no. A sad-looking display is a reflection on how
important you think your company is. Training can make you
more effective, but it can’t overcome a neglected image.

Conversely, a new and expensive exhibit cannot overcome
an inexperienced staff, pushy sales people, a lack of
purpose or that infamous I-don’t-care attitude. Don’t put all
your exhibit money into the exhibit. A sharp exhibit is
important to get people to your space, but it’s people who
make the contact - and the contract.

The more you know, the better you will be at a trade show.

Julia O’Connor - Speaker, Author, Consultant - writes
about practical aspects of trade shows. As president of
Trade Show Training, Inc, now celebrating its 10th
year, she works with companies in a variety of
industries to improve their bottom line and marketing
opportunities at trade shows.

Julia is an expert in the psychology of the trade show
environment and uses this expertise in sales training
and management seminars.

Last week, one of my clientswe’ll call him Rickhad a demo scheduled with a prospect. The standard “show up and throw up” they typically did early in the sales cycle.

Trying to shorten the sales cycle, I asked naively, “Why does the customer want to buy? What are they trying to accomplish?” Rick couldn’t tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out “Why,” “Why now,” and “What’s it worth.” Otherwise no demo.

In other words, no compelling reason to buy…No demo.

So Rick took a risk, and is rapidly moving to a fully-paid trial implementation.

Sure, long-term objectives and plans still matter, but I’ve been getting more and more inquiries focused on “what to do now.” Entrepreneurs and executives alike are demanding help on how to improve revenues and profits right away.

How do you make the quickest difference? Focus the bulk of your energy on revenue generation. In other words, sales! And don’t do it the same old way either, because — as you may have noticed — it isn’t working that well.

Here are five ways for your sales force to bring in more business in short order. There are no magic bullets, but just last week I taught one of these techniques to a client (#2) and he used it to close a deal the following day! Use one or use them all. Each technique will have its own effect, and each will multiply the power of the others.

1. Sell return on investment, and sell it to the CFO.

Sales people are complaining that while the pipeline may be full, the deals are taking too long to close. Perhaps that’s why the pipe is so full! What are the reasons for this? Companies have money, and in many cases they have needs. But many people are so scared THEIR customers aren’t going to buy THEIR wares, they are loath to spend any money themselves. The result? They are only willing to spend money when they absolutely see near-term financial payback, and the CFO is killing many deals.

The solution? Sell the return on investment. Sell the payback. And sell it to the CFO. Arm your salespeople with two things: A series of case studies that document the returns from using your product, and a well-defined ROI process worksheet. Work with the CFO to build the ROI case so that he or she owns it. This is the only way they come to believe it. Make it their idea and instead of killing your deal, they will help you close it.

2. Forget USP. Determine your Usage Cases

Instead of focusing on why your product is the latest and greatest, clarify the ways in which potential customers will use your product to solve specific problems and produce tangible results. Then, instead of touting the “benefits” of your product–which often fall on deaf ears, anyway–engage your prospects in conversations about what costly and quantifiable problems they now have, and how they might use your product or service to alleviate those.

And, as sales guru Mike Bosworth says, don’t tell them your offering IS the solution. You’re a sales “guy” and they won’t believe you. Instead, ask them if your possible solution might help them. If they believe it does, they have accepted your solution as truth. Then get them to tell you, in real dollar terms, what fixing that problem is worth.

3. Increase Sales Training. Use the 10% solution.

But don’t expect any one salesperson–even your superstars–to be 100% at every part of your sales process. They almost never are. But there is a way you can raise the level of every person in your sales organizationimmediately.

Use this process adopted from W. Edwards Demming’s principle of optimization. Break your sales process into as many discrete–but meaningful–steps as you can.. Cold calling. Letter writing. Setting appointments. Identifying pain. Writing proposals. Presenting. And so on. Find out who in your organization excels at each step, and have those reps explain their methods and mindset to the rest of your sales force. Do all the steps at once in a marathon session, or one step at a time. Either way, the results will be amazing.

4. Use the 80/20 Rule. And get rid of the bottom 20.

There’s no room in today’s world for mediocre producers. Hold each member of your team accountable for reaching two kinds of performance benchmarks: results measurements, which include not only revenue, but perhaps new accounts and repeat business, and action measurements, which might include prospecting calls, appointments, and new contacts.

Not every sales person will be a superstar, but every one should pay their own way–and then some. Salespeople who aren’t producing not only cost you money, they drag down the performance of your whole organization. You may not pay them very much, but why pay them anything? I suggest you do both yourself and them a favor, and let them go. Don’t worry about having an empty desk: that warm chair was an expense your company doesn’t need.

If you feel it isn’t fair to “dump” them, or if your sales cycle is too long to measure short-term revenue results, give the problem reps a 30-day plan to increase their level of activity in specific ways. That’s long enough to see an improvement if there’s going to be one.

5. Track your results and work harder

Most entrepreneurial sales organizations fail to analyze their efforts. They have no idea how much effort–or money–it takes to create a new customer. The only indication they have of whether salespeople are “doing enough” is based on the revenue numbers. The answer? Track both activity and results, and use the statistics your garner to quickly raise performance. Break your sales process into a series of meaningful steps, counting each time a rep completes one. Calculate averages and set a benchmark. And while you’re at it, analyze the percentage of deals that close whenever you complete that step. That knowledge can dramatically improve your sales forecasts.

Once you establish benchmarks–this one’s a no-brainer–RAISE THE BAR. Yes, that’s right, because the fact is, revenue isn’t coming in fast enough. Do everything discussed above to improve your sales effectiveness–then do more of it. Just working smarter isn’t going to cut it. You’re going to have to work harder as well. And anyone who doesn’t want to? See number 4 above.

I’ve developed a unique Sales Audit Process based on the work of W. Edwards Demming. This program is guaranteed to produce an immediate 10-25% improvement in your company’s sales, or more. If you’d like to find out more about how you can increase sales right away, call me at 858-951-3055, or visit www.paullemberg.com/contact.html and send an email with details about your company’s sales situation.

Paul Lemberg is the president of Quantum Growth Coaching, the world’s only fully systemized business coaching program guaranteed to help entrepreneurs rapidly create More Profits and More Life(tm). To get your copy of our free special report with detailed steps on how to grow your business at least 40% faster, even when you aren’t sure what to do next, go to Paul’s business coaching website.

Click here if you are interested in Quantum’s Business Coaching Franchise Opportunities.

1. Allow your prospects imagine you both have a strong bond. A powerful way to bond with your prospects is to tell them a secret in your ad copy. Tell them the only people who are learning the secret are the people who read the ad. This will make them feel like they’re included in a special group of people. When you tell people a secret, it makes them feel important and creates a strong bond. It will also create trust and rapport. Example: Please don’t let anyone know I’m releasing this top secret information to you…

2. Have your prospects to imagine that you believe in them. People want other people to believe in them. You should write your ad copy in a way that shows you believe in your prospects to solve their own problems. Example: I know you have the courage to change your life using our product.

3. Allow your prospects imagine that you’re leading them to a better life. Most people like to be lead. They often choose to be followers rather than leaders. That is why it is important to use action commands in your ad copy. Your copy words must become the leader to get them to take action. Examples of action commands: Order Now! Improve Your Business! —-

I am sure you are familiar with the phrase, “I could sell ice cubes to an Eskimo.” First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.

You would have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling somebody something they didn’t need?

First of all, imagine how long it must have taken to pull off a sale like that, I doubt the Eskimo jumped at the chance, it must have taken a lot of persuasion on the part of the sales person.

Second of all, the Eskimo doesn’t need ice cubes, so why would anyone waste their time selling them to an Eskimo.

Okay, enough about the selling of ice cubes, I think you get the point.

This brings us to the title of the article “Needs-based Selling.” Sell your customer only the things that they need, you will find it to be a much easier sale, and you won’t spend a whole lot of your time selling it.

If somebody told me that they sold a heater to an Eskimo, I would be very impressed, because this person chose their target market wisely, and then sold his customer something that they need and can use.

If I were an ice cube salesman, my target market would be supermarkets, convenience stores, and liquor stores, because they buy bags of ice in bulk to distribute amongst their paying customers. Why on earth would I waste my time selling my ice cubes to Eskimos?

“Needs-based Selling” is selling people the things that they need and can make their lives more convenient. Get to know your customer before you start selling them your products, get to know as much as you about them.

In my early twenties I was in the market for a new car. When I went to the dealership, the salesman asked me a few probing questions, such as, how old I was, If I lived in the area, and wether or not I was married. After gathering this information, he started taking me in the direction of the jeeps and sports cars. Because he found out almost immediately that I was young and single, he did not walk in the direction of the mini vans.

The next time you have a customer in front of you, take a little bit of time to get to know them and their needs. Once you have accomplished this, offer your customer the products you believe they will need and can use. If they need it, they most likely will buy it.