Monthly Archives: March 2016

What Makes a Business Successful

download (57)You might exclaim that it is profit! Certainly that is the object and does indicate whether or not the business is successful. However what all determines if the business even gets to that point? Some of the main components of success beyond the obvious things like a good product are mindset, focus and presentation.

There is really a lot to be said for the ‘spirit’ of things. This has to do with mindset and extends to the environment in the business. Is it bright and shiny? Or is it dark and dubious most days? It is obvious that if the atmosphere is one of positivity and hopefulness that it will carry the business a lot farther than if someone is skeptical and just has a negative attitude. This can be about the time, money or duties required to conduct the business.

A positive mindset is so important that steps should be taken to create a positive atmosphere no matter what is happening or not happening. Remember wherever you are focused, that is where you will likely end up. That is why it is so important that you force yourself to be in ‘a good mood’ about your life in general as well as your business. Do not allow yourself to get off into self-pity or create reasons that you know you will fail.

You can accomplish this positive mindset by doing mental exercises whenever you feel a dark cloud hovering over you. Truly know and believe that you can succeed. Do not look at what you can see, but look at what you might not be able to see YET. Focus on what you HOPE to attain and believe that you can accomplish it. Keep telling yourself about that over and over until you actually believe it.

Here is where it is important to keep your goals realistic. Certainly somebody who tells themselves they know they can make a million by Friday is going to be sorely disappointed. Keep it real. Give yourself goals that you can actually accomplish. Don’t be afraid to under-estimate. You can increase your goal each time you accomplish a benchmark.

Another very important component of having a successful business is to be focused on the tasks at hand. It can’t be a half-way thing where you kinda, sorta pay attention to business. Treat your business just like you would a job where you are accountable to someone. In fact you want to be the type of person who ‘exceeds expectations’ – don’t just do enough to get by but do more any time you have an extra 5-minutes to invest in your business. Learn what ‘proactive’ means and go there often.

Two Great Tips To Build Your Business

download (56)Two ways to build your business faster

Hi guys, how do you feel about your business today? That is a question you should ask regularly, because if you are not in love with your business how can you possibly interest others.

We all have off days, but they should be the exception rather than the rule, so to cheer you up here are two corking ideas to revitalise your business.

GO PROSPECTING WITH OLD CUSTOMERS

It never ceases to amaze me that so many people spend fortunes on trying to get new customers and never bother to keep in touch with previous happy clients.

Get your old receipt book out and just check how many potential customers that know you, are lurking there.

Dependent on what business you are in, create something that you can offer to these old clients that not only gives them some value but also says HELLO I would love to do business with you again.

You will be surprised at how many will react to your reaching out to them and once they respond, you will have opened a conversation that could well end in more business.

Don’t keep trying to load up the front of the truck, if potential clients are falling off the back.

BE CREATIVE NOT COMPETITIVE

So many people get too involved at being competitive. My suggestion is that you find your point of difference and enhance that. People are looking for solutions to their problems and are time strapped, so if you can point out a problem and offer a solution you are in a field of one and not in competition.

A mistake many people make in business, is to constantly monitor other businesses prices and although this should be loosely monitored it is not so important if you are offering something different.

Once you find out exactly what problems your clients have and offer them a solution, it is amazing how far down the line price becomes a deciding factor.

Have faith in what you are doing and tell your customers with confidence how your goods or services will benefit them.

Business is changing and the more effort you put in to communicating with your customers correctly, the easier your sales will be.

Once you have belief in your business it is so easy to convince others.

Do these things properly and you will notice that you feel different and your business will grow without too much extra effort.

 

The Three Times to Handle an Objection

download (55)Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether.

This is how most sales reps react when they get objections, but not the top producers. Top producers view and react to objections very differently. To start with, because top producers thoroughly qualify their prospects up front they generally uncover and deal with many objections during the qualifying stage. Objections like, “I’ll have to show this to my partner,” and others are already known and dealt with.

In addition, top producers have taken the time, long in advance, of scripting out two or three different rebuttals to the objections they get, so when they do get them, they know exactly what to say to overcome them. In other words, they are rarely caught off guard, because they know what to say to deal with them.

Third, because top producers know what the objections or stalls are likely to be in advance, and since they are prepared for them with solid scripts and techniques to overcome them, they are able to take advantage of the timing of “when” to handle an objection. Unlike most sales reps who feel they have to handle an objection the moment they get one (and hence instantly lose control of the call), top producers realize that they have three options as to when to handle an objection. They are:

1) When it comes up. Again, because top producers know what to say and how to effectively deal with objections, they have the choice of handling the objection when it comes up or of postponing it for later.

The first choice may be to handle the objection when it comes up. This is usually good if the prospect is rejecting a product or service at the beginning of the pitch because they haven’t been through all the details (features and benefits) of the pitch yet.

The way to handle this is to use a script, of course. But the key is to handle the objection and then move back into the pitch. An example would be if a prospect objects to the price at the beginning. It might go like this:

Prospect: “This is out of our budget – the price is just too high.” (Or any other objection.)

Rep: “You know, it might seem that way now, but the price actually breaks down to about $2.00 per (lead, incident, etc.), and when you look at it that way, it becomes very affordable – especially when you see how much time and effort it saves you. Let me just show you a couple of things… ”

In this example, the rep answered the objection but instead of checking in with the prospect to see how the close landed, they instead kept control of the call by continuing on with the pitch.

2) The second option to handling an objection is to postpone it till the end of the pitch. This is ideal if the prospect seems willing to keep listening but is stuck on an issue or two. The important thing is to acknowledge that you heard the objection and promise to handle that at the end. It goes like this:

Prospect: “This is out of our budget… ,” (Or any other objection.)

Rep: “I can understand that but let’s do this. Before you make any decision on this, let’s talk about all the things this can do for you first, and then you’ll be in a much better position to decide if this is worth it for you. I even have some payment options that might make the decision easier for you as well.

But first, let me show you this… ”

What you’re doing here is delaying answering the objection and thereby retaining control of the call. The nice thing about this is that by the end of your pitch, many times the prospect won’t even bring up the objection at all! You’d be amazed by how often that actually happens once you begin using this technique.

In addition to this, if you know what the objection(s) are at the beginning of the pitch – or in the middle – you can begin pitching and building value around the known problem area (objection).

Postponing answering the objection like this is a great way to get your pitch in, keep control of the call, and prepare yourself for what you know might be coming at the end.

3) The third time to answer an objection is… never! That’s right. So many time prospects will test you and try to put you off with many questions, stalls and objections that it’s just best to not respond at all. Here’s how you do that:

Prospect: “This is out of our budget… ” (Or any other objection.)

Rep: “Some of our clients felt like that until they heard about… ” (Now give a benefit or two and keep pitching).

This way you’ve acknowledged the objection but you remain positive and so sold on your solution that you let your enthusiasm drive the call – and often times your prospect’s mindset. It is said that enthusiasm sells, and that’s true in many cases. The problem with most sales reps is that as soon as they hear an objection they start to give up.

But by acknowledging, remaining positive, and continuing on with your pitch, you can often override any initial objection and get further into your pitch. In fact if you’ve done this before, then you’ll often find that the prospect changes to a different objection the next time they bring one up!

These three times to handle an objection also work for questions as well. The important thing to remember is that it is up to you as to when to break your rhythm and deal with an objection. The whole point is that you must remain in control of the call.

Try using the techniques and scripts above during your upcoming week of pitching your product or sale. You’ll be amazed by how much easier your sale becomes – and how many more deals you’ll get.

Black Masterbatch Benefits And Uses

images (17)Masterbatch is liquid of solid additive for plastic that is used for coloring or imparting different properties to plastic. It is a concentrated mixture of additives and pigments that are encapsulated in the heat process to carrier resin that is then cooled and then cut into granular shapes. Processors use masterbatch to economically color raw polymer in the plastic manufacturing process.

Masterbatch is preferred by many because it is less expensive compared to buying a material that is fully compounded. Such a material is not only expensive, but can also be less open to product color variability. The concentrates are also preferred over compounding raw materials on site because they do not have dispersion issues of additives and colorants as it is the case with the compounding process. They might require longer lead times and more storage space, but masterbatches are still advantageous in more ways than one. They offer excellent coverage power and dispersion so they are able to meet requirements for various end user applications and resins. Below are some of the benefits black masterbatch offers to final products.

· Excellent mechanical properties offering better tear and impact resistance and balance stiffness

· Excellent dyeing power

· Enhances appropriate stretching

· Suitable and compliant even for food packaging

· When combined with latest additives, black masterbatch offers thermal stability, UV radiation protection, electrical conductivity, bactericidal effects and flame propagation resistance, heat dissipation and thermal conductivity

These benefits are what makes black masterbatch excellent solution for different segments. Some of the segments that benefit and use the black concentrates include:

· Agriculture for irrigation pipes, agricultural tarpaulins and mulching purposes

· Automotive for technical parts production through polymer engineering

· Electric for electronics such as mixers, blenders, washing machines, coffee machines, vacuum cleaners, TVs and DVDs among many other items

· Packaging for blowing film, flatting film, coatings, injecting and blowing sheets and direct contact with fatty foods and dairy products

· Shoes for the production of blankets and EVA soles

· Raffia for the production of sacks meant for wheat flour, sugar, animal feed and raffia as well as other plasticulture applications

· Fibers to get multifilament and monofilaments

· Construction for wires, cables, geomembranes, hoses, plugs, profiles and fittings, corrugated tubes and water tanks

There are so many masterbatch manufacturers today and you would need to choose a reliable one to have a good experience purchasing and using the concentrates that you needs. Some of the questions that you should ask before placing your order are;

· What will I use the masterbatch for?

· Is it going to get in touch with potable water?

· Is FDA approval necessary?

· What directives need to be adhered to?

· Is it necessary that it is free from heavy metals?

· Does it need additives to enhance performance?

· Is it for outdoor or indoor use?

These questions will help you get the best supply form and material sample within a good time frame. You always work with a reliable manufacturer and supplier so you can have your needs met in the most professional manner possible.