May, 2013 | BizSieve.com

Making The Perfect Sales Pitch: Turn A Potential Client Into A Paying Customer

It makes no odds what type of business you work in; profits are typically associated with both sales and new customers. Perhaps, you are part of a sales team, but your overall performance could do with a little boost. One of the best ways to turn potential clients into real, paying customers is to concentrate on your actual sales pitch and the ways in which you can improve it.

This can generally be achieved through additional training and further practice, although the best sales pitches will always be well-organised and of interest to your customer. Your prospective client should also feel like an individual and therefore they should believe that you are actually engaging in conversation with them, as opposed to simply reading from a script. Possibly the most important aspect of any sales pitch is to focus on the benefits that apply to the customer sitting in front of you.

Linking Benefits to Your Client’s Needs

Your first step should always be to link the benefits that your company offers with the specific client’s needs. Take some time to think about the problems your client may face and how your business can provide solutions to these problems. You can either list these benefits to the client or prepare a short statement that will tell them specifically the benefits they will receive. An example of this could be that your client may be worried about the initial cost of a product or service you provide. Therefore, the benefits could be explained by showing the potential costs the client would incur if they didn’t use your business’s product or service.

Always be Prepared

Preparation is crucial in sales. It’s a good idea to have a specific set of responses tailored to different types of clients. Imagine if your business sells a wide variety of services or products, you could prepare a list of the different benefits for every type of client you are likely to encounter. This will allow you to have tailored responses to every client’s needs. The main benefit to you of this type of preparation is that you will definitely come across as knowledgeable and professional; something which most people will be impressed by.

Use Active Questioning and Listening Skills

Another critical part of any sales pitch is asking your prospective client questions and, of course, carefully listening to their answers. This will help you to identify how this person can actually benefit from the services or products you have to offer. In fact, use this as an opportunity to explain how your business can solve a particular problem they face and indeed the advantages you hold over their current providers. Prospective customers are far more likely to do business with your company if they feel you understand the problems they face. They are also more inclined to do business with someone who appears genuinely interested in what they have to say, rather than a company who is solely interested in talking about what they have to offer.

Focus on What is Important to Your Client

You should always focus solely on the benefits of your products or services that apply specifically to the client in front of you. There is absolutely no point in speaking about the benefits that don’t relate to your customer, as they are likely to lose interest. A prime example of this may be that although you offer the lowest price in the marketplace your potential client is disappointed with the level of customer service they currently receive. This is an ideal opportunity for you to focus on the customer service benefits your company can offer them.

About the Author: Pipa Rose is a writer who understands the importance of good communication when speaking to potential clients. She strongly believes that all business employees should undertake in regular communication skills training, as this will have a positive impact on overall profitability.

Important Reasons to Guard Your Domain Registration Information

Everyone in the modern-day world understands the serious need for privacy, and website owners are usually well aware of this since they often keep their customers’ information on file. What many don’t realize, however, is that keeping their domain registration information private is important as well. The mailing address, email address and phone numbers of most website owners are available on the WHOIS Internet directory, but there are several benefits to preventing this information from getting on that public domain.

Reduced Spam

As stated, part of the domain registration process includes sharing an email address on the WHOIS directory. Sadly, there are people out there who are sometimes called WHOIS miners that do nothing except go through the database and seek out the contact information of website owners. They can then use this information to flood a company’s email address with spam and unsolicited offers. Private registration services hide a website owner’s email and ensure that this doesn’t happen.

Domain Name Safety

One of the biggest fears with using private domain registration services has always been the possibility of losing access to a domain if the service goes out of business. This was a huge issue with the former company RegisterFly. Luckily, since customers had difficulties accessing their domains when RegisterFly went bankrupt, rules have changed to prevent this from occurring again. The Internet Corporation for Assigned Names and Numbers, or ICANN, now requires these private registration services to keep all of their clients’ contact information in an escrow.

More Control

Whether it’s in the business world or on the reality show Survivor: control is everything. Since private domain registration services prevent all of the aforementioned information from being publicly available, it’s the website owner who can pick and choose what to release to the public. If an individual wants their organization’s phone number available but not their address, they can make it happen. Any information that gets out to the public will only do so because the website owner chooses to let it.

Personal Protection

One of the scariest aspects of having a domain registration that isn’t private is the fact that most of the information registered on the WHOIS database can be traced back to an individual person. The Internet makes it easily possible to use an address or a phone number to find contact information on a private citizen who just so happens to own a website. This can be a huge annoyance, and in some cases, it can even be dangerous.

Depending on what type of website a person runs, there’s little doubt that there are those out there who would harass the website owners. Just imagine if private contact information was available from those who ran controversial political or religious websites. The point is that it is much safer to have this information kept private. Even if a person doesn’t run an especially hot-button issue website, it’s probably not a good idea to let an angry customer find personal contact information either.

It’s a sad fact that it can be annoying and even detrimental for a person’s or organization’s information to get out into the public. More and more, people are starting to realize that this holds true for domain registration information as well. Luckily, there are companies whose sole purpose is to keep this information private, and if a website owner decides to work with them, they’ll be on the right side of all of the aforementioned benefits.

About the Author: Researcher Shelby Warden shares this information to help small business owners protect themselves. Business owners who decide to register their own domain for the highest level of protection can find the latest updates on domain registrars here. Domain Raccoon is a well-known database of domain registrars that provides users with unbiased, fact-based information.

Alcohol Addiction on the Job: Is the Company Liable for a DUI?

For both practical and legal reasons, employers cannot control the actions of an employee when the employee is off the clock. Employers may proscribe certain behaviors such as drug usage or speech that reflects poorly on the company, but employers can only react to wrongful conduct after it has occurred. Such is the case with an employee who is charged with driving under the influence. This unexpected development can be unpleasant for both the employer and the employee.

Alcohol Addiction and the Law

While an employer’s first reaction to an employee who is intoxicated at work is usually to terminate the employee, employees have some rights under the law. Under the Americans with Disabilities Act, employers may not discriminate against employees with certain disabilities if the employee can perform his or her essential job functions with reasonable accommodations made for the disability. If there is a legitimate business purpose to exclude employees with a certain disability, employers may do so; for example, a trucking company looking for drivers may reasonably decline to hire the visually impaired.

The Americans with Disabilities Act applies to a wide array of disabilities, including alcohol addiction. If an alcoholic can perform the essential duties for which he or she was hired without the disability affecting his or her performance, the employer may not make hiring or termination decisions based upon that disability. However, if the disability affects the employee’s work and cannot be reasonably accommodated, the employee may be terminated.

Driving Under the Influence and the Five-Minute Meeting

An employer will almost certainly terminate an employee who is arrested for driving under the influence while on the job. The primary reason for this is liability. Employers are vicariously liable to third parties for the actions of their employees assuming that the employee was acting within the course and scope of his or her employment when he or she committed the tortious act. Intoxicated motorists are a hazard and a lawsuit waiting to happen for the employer.

Additionally, an employee who is convicted for driving under the influence will be unavailable to perform the essential duties of his or her job. While it’s true that, as offered by The Wilson Law Firm, “There are many possible defenses to a drunk driving charge,” in Virginia, persons convicted of driving under the influence face a license suspension for up to one year. If an employee is driving while acting within the course and scope of his or her employment, it is likely that the employee is involved in an occupation in which driving is an essential duty. In such a case, the employee may be released from his or her employment.

Assisting an Employee with a Legal Defense

Mounting a legal defense to a charge of driving under the influence can be expensive for the employee, and most employees should expect no assistance. Very few employers would even consider contributing to the legal defense of an employee charged with driving under the influence while on the job. However, it can happen. If the employee is particularly valuable to the firm and his or her absence from the company would cost the firm significant revenue, an employer may provide assistance to the employee.

If the employer does elect to retain and assist the employee, the employer must proceed carefully. A jury may consider an employer who knowingly allows employees accused of driving under the influence to operate vehicles for him or her to be negligent. If an accident occurs, the employer may be liable for negligence, which can result in an award of punitive damages. Punitive damages can greatly exceed the cost of the injury.

While employers can be liable for injuries to third parties for an employee’s act, the employer will generally owe no duty to the employee to assist him or her if he or she is arrested for driving under the influence. Employers have a strong interest in terminating such employees from employment and the few employers who choose not to will usually reassign the employee to a position in which he or she is not responsible for operating machinery. However, talented and highly trained employees are difficult to come by. Employers with an indispensable employee may consider providing assistance to the employee in the form of legal counsel or funds to pursue an independent legal defense.

Ann Bailey posts this research for employers with workers who are facing a DUI charge, particularly in Virginia. The Wilson Law Firm vigorously represents clients of intoxicated driving charges, aggressively fighting to keep their personal rights intact, within all boundaries of the law.

Photo Credit: http://www.flickr.com/photos/elvissa/339081965/

Choosing An Accountant For Your Small Business

Hiring a professional accountant for your small business is a smart investment that will pay off in the long run. Their professional expertise will guide you through some of the common financial pitfalls that businesses suffer from. As a result, you’ll have higher profits and more free time to focus on other aspects of your business. It’s important to note, however, that not all accountants are the same. To get the most benefit from their services, you’ll need to choose the one that’s right for you. Keep reading and we’ll reveal a simple method for choosing a small business accountant.

Before you can even think about hiring an accountant, you should identify the specific needs of your business. Some businesses may only require the services of an accountant during tax time, while others may need them for on-going work like payroll, invoices, check cashing, etc. Determine exactly what services you need and then start your search for an accountant.

Credentials

When it comes to your business’s financial documentation, you want a skilled and experienced accountant for the job. Allowing some inexperienced college student to perform your taxes or handle other accounting roles places the livelihood of your business at risk. Even the slightest mistake in your financial statements could result in disastrous consequences.

So, how do you know if an accountant is qualified to handle your small business? Check to see if they are designated Certified Public Accountants (CPA). This requires ongoing training and test taking in the accounting field. You can expect to pay a bit more for an actual CPA, but their experience and knowledge is something that every small business can benefit from. Don’t just take their word for it, but instead ask to see their credentials to ensure they are still registered as a CPA and have met all of the necessary prerequisites.

Experience and Background

In addition to their credentials, you should also perform a basic background check on their past experience and client reviews. Thanks to the expansion and reach of the internet, this has never been easier. Any reputable accountant should have a website with their past experience and education. Check to make sure it’s credible and professional. If there are any discrepancies, you may want to double check to see if they are correct.

Doing a simple Google search of the accountant’s name will likely reveal comments and reviews from past clients. See what people said about the accountant’s services. If the majority of comments are positive, then you know the accountant must be a pretty good choice. On the other hand, a long list of negative comments is a sign of trouble.

These are just a few of the many things you should consider when choosing an accountant for your small business. Take your time to compare the services offered by different accountants both online and in-person until you find the best match for the needs of your business. A services offered by a good accountant is something that’s well worth the investment.

About the Author: Alyssa is a content contributor for MyVAO.com. Alyssa enjoys writing about accounting advice, small business marketing, and much more. She recommends checking out MyVAO for all of your Quickbooks hosting needs.

Empowering Your Small On-Line Jewelry Business

Creating a small on-line jewelry business with the help of using various E-Commerce friendly websites such as EBay or Etsy is now easier than ever. But beginning jewelry makers may find that opening their online store is the easy part and getting noticed and actually selling goods is very difficult, sometimes almost impossible. Many talented your creators simply give up without being aware of the fact that there are several easy to use self promotion techniques that can help them to get their designs and work noticed.

Let’s take a look at how you can empower your on-line jewelry business by using social media and accumulating positive customer ratings.

Getting People to Notice your Work

A lot has been said about the usage of social media to actually get your work noticed and there is no doubt that the potential they present is almost limitless. That being said, if you are not the kind of person that can get hundreds of Facebook friends, promoting your online store to an adoring crowd of five family members will not do the trick. Just like in real life, some people are good at easily making friends and promoting their work socially, while others are shy and will need someone to help them do that.

If you belong to the first type, don’t hesitate to push your new business via Facebook and ask friends and family to share and promote your work. Also, make sure you regularly post and update new work and designs and be active on a daily basis.

If you belong to the second type, you may want to consider hiring the services of a professional to help you. If Google based search engine optimization used to dominate the market in the past, today it is combined, and sometimes even entirely replaced, by social media based promotion. A professional will be able to asses the commercial potential of your new on-line jewelry business and present you with opportunities to promote it for you.

Accumulating Positive Online Reviews

Getting as many positive online reviews as possible will provide you with two positive results – it will be easier for you to sell, as more people will trust you and you will empower your online presence.

Most E-Commerce online shops buyers will hesitate to purchase items from new sellers or sellers that have few positive reviews.

This means that as a new seller you need to go the extra length in order to get customers to make the first hundred or so purchases and transform each and every one of those sales into a positive rating. I always recommend for beginners to start out with really attractive prices and discounts. This will attract buyers to visit and inspect your store page. When you get customer requests for information, be sure that you are lightning quick with your positive and reassuring replies. Once a transaction is completed, no matter how large or small it is, you need to provide flawless service. Try to ship the item the very same day in which it was purchased and update the customer when you do. This is an almost certain way to earn you some positive ratings and pave your way to success.

About the Author: Doron Heifetz is an expert designer, jeweler and the owner of the BPJ Name Necklaces website.