Boost the Self-Esteem of your Personnel

“outstanding leaders go out of their way to boost the self-esteem of their personnel. If people believe in themselves, its amazing what they can accomplish.” 

-Sam Walton, founder of Walmart and Sam’s Club. 

Source: http://www.entrepreneur.com/slideshow/225835#5

I am an Entrepreneur

A Small Change in Your Mindset can Increase Your Sales

by Pawel Grabowski

Sure, you know that you must sell. Deep in your heart of hearts though you despise it. You know that making sales is the only way to increase your revenue, build up your company and, well, stay in business. You have heard of the results others get. You know that selling works.

But, for some reason, it’s not working for you.

You work hard researching and contacting prospects. You do your best to interest them with your work during a sales presentation. Hell, you even follow up, which is not something many small business owners would do.  But you still don’t make sales. At least not as many as you would like. You do everything by the book but you get no results. And, the sales that you make, well, sometimes they feel kind of accidental. Like as if they just happened, as if you were simply in the right place at the right time.

You know that wasn’t selling, just luck.

So, what’s wrong? What’s causing all this hard work to go to waste?

Well, I may have an idea so read on. I will show you a simple hack that can help you make more sales almost instantly.

This Is Not Only Your Problem

Before we begin, there is one more thing I want to talk about.

You are not alone. The problem I am about to discuss with you is one of the most common ones amongst all small business owners. There are literary thousands of people that struggle to make sales. Some of them try very hard, others give up because, as someone once told me, “this is the difficult part.” Nevertheless, they make no sales.

But do you know what is the reason for that?

Wrong Attitude

Yep, it’s nothing to do with who you are, what you do and how good you are at selling (well, technique plays a part in that too but it’s not the most important part). It’s your approach to selling that’s causing the problem.

Because, you see, you go to a presentation hoping to make the sale (and I fully realize how stupid this sentence sounds but please, read on). The trouble is, it’s true. You go to the sales call with one intention, to get the order.  It’s not a genuine, honest reason. It’s being selfish. And, the trouble is, many of your prospects see through that.

Do you know what a seasoned salesman does instead? They go to a meeting hoping that their solutions will help the prospect solve their problems and improve their business.  They know this, hell, they believe in it. And, they get the sale.

Want to make more sales? Go to your next sales call believing that what you are going to do to your prospect is going to help them, improve their business or increase the revenue.  And, you know what the best part is? It’s actually quite simple to do.

How To Change Your Sales Attitude And Show Your Prospects That You Care

1. Realize What You Are Really Selling

You can’t change your mindset if you don’t know what are you really selling. By this I don’t mean the actual product or a service you are offering but what is the biggest benefit of using it.  A web designer does not sell websites. She sells the opportunity to promote the business online, to gain more leads and sales for the business.  A garden designer does not sell new gardens but rather an opportunity to have a special place to rest and unwind.

Find out what you are really selling and figuring out the ways to help your prospects will become extremely easy.

2. Understand That You Are Not The Most Important Part of The Sale

By nature, we think of ourselves first. It’s quite natural, however, if you want to make sales, you need to change the way you think. In sales, in spite of what you might say you are not the important part. It is your potential client, their business and the problems they are looking to fix. Everything else is secondary.

3. Prepare Solutions For Your Prospect

When you initiate a sales process with a prospect, you usually have a very good idea about the kind of problems they might have in relation to what you are selling. If not, I suggest you stop here and first learn how to research your potential clients thoroughly before making the initial contact.

That knowledge should be enough to think of the best solutions for your prospect. It doesn’t mean that you should have the whole proposal ready. But having examples of how you could implement your solution into the prospects business in your presentation will certainly present you as someone who cares.

Here’s A Scary Fact

Every time you lose a sale, you most likely also lose a prospect for life. It is an unfortunate fact that you may never get a chance to sell to them again.  A simple change in your business mindset can make the difference between this and constantly winning new clients for your business.

So, what do you choose?

The Importance of Speaker Introductions

By Kelli C. Holmes

Having the right introduction when you are the featured speaker at a meeting sets the tone and atmosphere for your presentation. The purpose of an introduction is to gain the audience’s attention. The audience may have just come from listening to another speaker on a totally different topic, or they may be in the middle of an interesting conversation with a friend. The right introduction will put the focus on you!

A secondary purpose is to motivate the audience to listen. Just because the audience is there, doesn’t mean that they are ready to listen. Let them know “What’s in it for me” – narrow the gap between the audience and the stage with your introduction.

How is a good introduction organized? Introductions fuse three elements: the subject, the audience and the speaker. As the speaker, you put into your introduction what you would like to emphasize or what you think is relevant. Write out your introduction. Practice it for timing. You want it to sound natural and enthusiastic. Reduce your written introduction to a few key words and phrases, shooting for about one minute of information. Transfer it, in large font, to a sheet of paper.

Introduction Tips:

1. Include your name and how to pronounce it. If it is an unusual name, help the audience learn it. “It rhymes with…”
2. Put in your title or position.
3. Be brief, aim for about one minute.  Three minutes max!  Five minutes is too long.
4. Include the speech title and make sure your description matches the title given.

Additionally, be sure your introduction answers these questions. Why this subject… this audience… at this time? Use the “miniskirt rule” for introductions - It should be short enough to be interesting, and long enough to cover the subject!  One minute is a gracious amount of time and plenty for most people. You can qualify anyone in 60 seconds. Too much data and their attention wanders.

One way to build intimacy with an audience is to relate something of a personal nature, a little known fact, or a special talent, relationship, or community service. For example, “What you may not know about this evening’s speaker is…” The goal is to make your speaker introduction short, informative and interesting!

5 Phrases You Never Want to Hear in a Presentation

by Ben Yoskovitz

Giving good presentations is hard. Public speaking is a true skill that you can develop over time; a combination of art and science. I can’t help but hone in on those words I know don’t belong.

•  MAKE SOME NOISE!!! Unless you’re at the MTV Music Awards this isn’t much of a crowd pleaser. The key point is this: Know Thy Audience. Your audience should dictate your style, approach, the words you use, etc. If you can’t modify your pitch to your audience you’ll turn people off quicker than you can say…

• Um… The dreaded “um” is so commonplace in our speech we often overlook it. But when you’re standing in front of a crowd, selling ‘em whatever you’re selling ‘em (and don’t be mistaken: you ARE selling) too many “ums” shows a lack of preparedness and comfort.
• Did That Make Sense? Actually, it didn’t. And on top of that, because you had to ask me I’m so disengaged at this point that I’ve started playing a game on my BlackBerry. The key here: Practice. Do it in front of a mirror. Do it in the shower. Do it in front of others. Do it in public. If you present in front of friends and family who aren’t in your field of expertise and they get it, you’ve got yourself a winner.
• What Else Can I Show You? I don’t know, you tell me, that’s why you’re standing up there on the stage and I’m sitting here eagerly in the crowd. Presentations are stories – they need a beginning, middle and end. It doesn’t matter the setting, format or style of presentation/conference/meeting. If you’re standing in front of people and telling them something, you’re spinning a story. And that means it needs all the elements of a good one.
• I Guess That’s It. Well is that the end or not? You would know better than me. Blog professionals often talk about ending strongly, and the same holds true when giving a presentation. Even saying, “That’s the end” is kind of lame – your final point (and the entire presentation arc) should make it obvious enough, and you should be able to transition instantly into the next step – be it questions, slinking off the stage, hours of clapping…

So, I guess that’s it. Kidding.

Public speaking is the sort of thing that makes grown men cry, and buckles people to their knees. We all know it’s daunting, which is all the more reason to master the 4 Ps of Presentations:

1. Prepare. You might not need a word-for-word script, but prepare something. Make sure your story is compelling, entertaining and worth listening to.
2. Practice. You need to practice. Even veteran presenters practice. Make sure you at least read it out loud a few times to develop a good rhythm.
3. Pronunciate. You need to speak clearly. There’s no room for mumbling in a presentation. Let me toss another P in there – Project. Speak clearly and firmly to get your point across.
4. Participate. You should always try to engage your audience. The sooner they feel like they’re part of what you’re doing, the better.

The Importance of Sharing Stories

by Lisa B. Marshall

When you’re speaking in front of an audience or making a presentation for a client, it’s really important to include stories. For each of your main points, that is for each question, secret, or tip, you’ll want to include a story that is an example of the idea you’re discussing.

This is crucial for a few reasons:

#1. It makes the presentation far more interesting and fun.

#2. In an informal and indirect way, it lets your customers and prospective clients hear about your professional experiences and it shows that you already have clients that pay for your expertise.

#3. Perhaps most importantly, people remember stories. People not only easily remember stories, but they retell them to other people—which can only help your business or cause!

Use Nervous Energy to Your Advantage

by Lisa B Marshall

Speaking in front of others involves risk. The risk of making a mistake. The risk of not knowing something. The risk of being judged. The risk of appearing stupid.

How to overcome speaker’s anxiety is probably the single most common question I get. For some people, the fear of speaking publicly is debilitating. They avoid making presentations, attending meetings, or even going to dinner parties because of this fear. Others mention physical responses: turning red, a shaky voice, feeling sick. For others it’s just a mild sensation of nervous energy, a dry mouth or maybe a faster pulse.

But here’s the secret to great public speaking: It requires nervous energy!

In my experience, it is rare is for someone NOT to feel some nervous energy when standing up in front of an audience. Whether we are about to be attacked by a tiger, or about to deliver a speech, the brain perceives physical or psychological stress. Instantly, it starts pumping chemicals through your body. Your heart beats faster. Your blood pressure increases. Your senses sharpen.

Having this response is a GOOD thing. Extra nervous energy helps us. Research suggests it can help you perform tasks more efficiently and can improve memory. Good stress is something we want. Good stress stimulates us. Use the energy to show your passion for the subject matter of your presentation.  Use the energy for a stronger voice and varied inflection. Use the energy to move around the room. Use the energy to encourage interaction.

By channeling your nerves into creating positive attributes to your speech, you can utilize them to your advantage.

PVW: Your Business to Business Solution

PVW invests in people and that investment pays off in a multitude of ways. People with developmental disabilities are offered the tools and support needed to be more productive members of society. They learn work skills and earn a paycheck which boosts their self esteem and self worth. They pay taxes which boosts our economy. And many reduce the level of benefits received by State and Federal governments as they become more self-sufficient as part of the local economy’s work force. It’s a win-win situation for the individual and for the business community!

Since 1966, Pomona Valley Workshop has been partnering with businesses by providing contract packaging and employment solutions. There are many qualified, trained and work-ready men and women with disabilities seeking employment opportunities yet they are often overlooked. However, it has been proven time and time again that providing employment opportunities for these individuals is good for business. Save time and money, improve entry-level turnover and absenteeism and build goodwill with your customer base through a positive public image.

The Good Neighbor Tool Kit: Improving Your Community

By giving of your time, you can help make your community a better, safer, cleaner, and more pleasant place to live. And often, very small gestures can make a difference.

23 Simple Ways to Give Back to Your Community
Not every volunteer effort has to change the world. Let your efforts make your corner a little brighter. Here are some simple ways you can improve your community:

1. Help an elderly neighbor rake leaves, shovel snow, or do home repairs.

2. Plant flowers in the town center.

3. Give away free flowers or seeds in the spring.

4. Put out flags for the 4th of July in neighborhood front yards or the town center.

5. Sponsor a Little League team where there wasn't one already.

6. Become active in the chamber of commerce.

7. Organize a garden walk.

8. Speak at career day at the elementary school.

9. Repaint a playground.

10. Take your pet to the local senior center.

11. Organize a summer cleaning or painting of the local school.

12. Ask past clients to take part in a house tour.

13. Give a free first-time homebuyers seminar.

14. Collect customer donations in your office lobby.

15. Encourage sellers to donate clothing and furniture rather than throw it out.

16. Sit as a member of your city capital improvements task force.

17. Use your real estate contacts and skills to identify property that might be donated or purchased for charity use: building low-income homes, local schools, hospitals, or group homes.

18. Bring a carload of newspapers, towels, and blankets to an animal shelter.

19. Ask a local teacher what supplies his or her class needs most, then donate them.

20. Hold a canned food drive, then deliver the goods to a soup kitchen.

21. Organize a town clean-up day.

22. Take a lonely child with you when your family goes to the movies.

23. Join the PTA.

www.realtor.org

Doing the Remarkable

By Jim Rohn

When it comes to meeting and conquering the negativity in your life, here is a key question: What can you do, starting today, that will make a difference? What can you do during economic chaos? What can you do when everything has gone wrong? What can you do when you've run out of money, when you don't feel well and it's all gone sour? What can you do?

Let me give you the broad answer first. You can do the most remarkable things, no matter what happens. People can do incredible things, unbelievable things, despite the most impossible or disastrous circumstances.

Here is why humans can do remarkable things: because they are remarkable. Humans are different than any other creation. When a dog starts with weeds, he winds up with weeds. And the reason is because he's a dog. But that's not true with human beings. Humans can turn weeds into gardens. Humans can turn nothing into something, pennies into fortune, and disaster into success. And the reason they can do such remarkable things is because they are remarkable.

Try reaching down inside of yourself; you'll come up with some more of those remarkable human gifts. They're there, waiting to be discovered and employed. With those gifts, you can change anything for yourself that you wish to change. And I challenge you to do that because you can change. If you don't like how something is going for you, change it. If something isn't enough, change it. If something doesn't suit you; change it. If something doesn't please you, change it. You don't ever have to be the same after today. If you don't like your present address change it--you're not a tree! If there is one thing to get excited about, it's your ability to make yourself do the necessary things, to get a desired result, to turn the negative into success. That's true excitement.

Giving Back

By Kelli Holmes

Not sure how to fit "giving back" into your everyday life? That's okay. You can define service and giving in any way that works for you. Possible next steps could be:

• Volunteer one day per month to assist a non-profit in your community
• Mentor a new employee at work
• Become a Big Brother or Big Sister
• Donate blood through the American Red Cross
• Help an elderly neighbor with some of their shopping needs
• Cook a meal for a family in need
• Join Habitat for Humanity and help build a home for a family in need
• Teach someone how to read
• Take the extra step "above and beyond" to provide services to a customer or find a solution to a problem outside your job description
• Make a phone call to someone who needs cheering up
• Sign up for a committee at your child's school or in your community
• Mentor a teenage girl who needs help
• Commit yourself to reaching out today. When we give to others, we are the greatest recipients. As physician and writer John Andrew Holmes said, "There is no experience better for the heart than reaching down and lifting people up."

7 Good Reasons to Give Back

Improve Your Health and the World
Around You
By Leanne Beattie, Health & Fitness Writer

According to the Giving USA Foundation, charitable giving in the United States reached an
estimated $295 billion in 2006—a new record. The record-setting donations included $1.9 billion from Warren Buffett, paid as the first installment of his 20-year pledge of more than $30 billion to four different foundations. But you don’t have to be rich to make a difference. Millions of
ordinary Americans—people who you pass on the street every day--also gave to charity,
for the sake of making the world a better place, one dollar at a time.

Whether you donate money or time, giving back is beneficial--and not just for the recipients. Research has shown that the old adage, “it’s better to give than to receive” is true after all.

A Gallup survey on volunteering in the U.S.A. found that 52% of volunteers do it because they like doing something useful and helping others. Another 38% said they enjoy doing volunteer work and feeling good about themselves.

Besides feeling good about yourself for doing something for others, giving back is also good for your physical health. In a Canadian study, 85% of Ontario volunteers rated their health as "good," compared to 79% of non-volunteers. Only 2% of volunteers reported "poor" health, one-third the amount of non-volunteers who reported the same health status

Still other studies have shown a relationship between volunteering and increased self-esteem,
with volunteers reporting both greater personal empowerment and better health. Doing for others may stimulate the release of endorphins, which has been linked to improved nervous and immune system functions, too.

Many people report a “high” from volunteering, similar to the good feelings that come from exercise. Others have found that volunteering can help fight depression. Helping others can help take your mind off your own problems and enable you to see the bigger picture. Once you see the difference you can make in another person's life, your own problems can seem smaller and more manageable.

As more research is showing that people with fewer social contacts have shorter life spans than people with wide social circles, regardless of race, income level or other lifestyle factors. If you are lonely or live in an area far away from friends and family, volunteering is one way to build a social life and improve your emotional and physical health at the same time.

Here are 7 More Reasons to Volunteer:

1. Develop new skills. Gaining skills, knowledge and expertise are common side effects of volunteering. Giving others your time brings you interesting and challenging opportunities that might not come along otherwise. This experience can be added to your resume and could result in a better paying job in the future.

2. Make social connections. Loneliness and boredom are common among retirees, students, and transplants to a new city. Volunteering can relieve this sense of social isolation and help you fill empty hours in the day.

3. Give back to your community. Doing something for the community you live in and returning the favor to those who have helped you are strong motivators. Everyone, rich or poor, takes from society, and volunteering is one way to show a sense of appreciation.

4. Develop and grow as a person. Volunteering is an excellent way to explore your likes and dislikes. If you’re interested in a new career, volunteer in the field first to see if you will actually like it. You may find a totally unrelated field is a much better fit for you, one you’d never consider if you hadn’t volunteered there first.

5. Gain a new perspective. Life can be hard and when you’re feeling down, your problems can seem insurmountable. Volunteering can offer a new perspective—seeing people who are worse off than you are, yet still hanging in there, can help you see your life in a whole new light.

6. Know that you're needed. Feeling needed and appreciated are important, and you may not get that appreciation from your paid work or home life where the things you do are expected or taken for granted. When you volunteer, you realize just how much you are truly needed. Meeting people who need your help is a strong incentive to continue— people are depending on you. If you don’t do it, who will?

7. Boost your self-esteem. Many volunteers experience a sense of increased self-esteem and greater self-worth. Helping others makes you feel good about yourself, because you’re doing something for someone that they couldn’t do for themselves.

Research has shown that the good feelings you experience when helping others may be just as important to your health as exercise and a healthy diet. But it’s the smile from a child or thankful person that shows you’re really making a difference in someone's life. And that’s the greatest feeling in the world.