ARRiiVE: Team Building, Product Launch, Interactive Marketing, and Sales Training

Review: Using HUDDLE For Collaboration

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Tue, 14 Apr 2009 09:09:00 PDT

I recently discovered a new tool for personal or business collaboration: HUDDLE.

Huddle is useful for online collaboration, project management, and document sharing using social networking principles.

The online collaboration tool Huddle offer you the ability to:
1. Organize a group or team more easily.
2. Brainstorm via the use of white boards (just as we would off-line).
3. Create, capture, and edit documents and valuable files.
4. Communicate effectively across teams. This includes leaving messages, and getting/giving approval for various tasts and projects.
5. Manage to-do lists.
6. Network more effectively off of your social networking platforms, such as Facebook and LinkedIn (the two I'm using the most, besides MySpace).

Huddle is an effectively simple online tool to help you maximize your interactions with projects and teams. Although Huddle offers each team member the ability to manage projects, easily share and store files (even really large ones) online, quickly create or edit Word and Excel documents online, have group discussions, and more. What I love about Huddle is the "white board" sharing space and ease of use. This makes so much more sense to me than Google Groups' reply to all function that is frequently misused by my band members. Huddle may also be used as a client extranet - something I'll be exploring for ARRiiVE Business Solutions.

For my work with ARRiiVE and AspireNow, where I publish information frequently, my team now posts their work for review on Huddle, where I can edit, suggest changes, and approve projects. I can connect freelancers to my core team and manage the entire edition from a single spot - critical for a small business like ARRiiVE and AspireNow.

I've been using Basecamp, but feel that Huddle offers more functionality for the money. As both a Facebook and LinkedIn user, I'd like to drive more functionality out of my networks. Huddle's add-on extension applications for those social network platforms just might be the ticket to accomplish that objective.

For my new SLOJazzFest.org charity, we can use Huddle to share plans, documents and photography with our partners, suppliers and agencies. We can brainstorm new ideas on a whiteboard and get everyone involved. I like that I can control the group by assigning user priveleges and track their actions. We'll eliminate wasting time, too.

I intend to use Huddle for ARRiiVE, AspireNow, and SLOJazzFest.org... maybe even band stuff, although I use GoogleGroups and MySpace for the band, now.

Are you using Huddle? How is it working for you?
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Elements of Great Logo Design

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Thu, 09 Apr 2009 13:41:48 PDT

I've been designing logos since founding AspireNow.com back in 2000. I remember it started with an idea. After brainstorming on the idea, I started drawing logo designs by hand. I then worked with a graphic designer to turn the hand drawings into a usable graphic image. She added a couple of cool things. Then, once the logo was designed, I created the website. So many times, you can't really launch your product, service, or company until you have a solid logo.

Are you seeking a logo right now?

Elements of great logo design include the following features:

1. Instantly recognizable.
2. Appropriate.
3. Scalable.

1. Instantly recognizable. This is where most graphic designers get too fancy and blow it. They create something hard to figure out and therefore lose the audience. The image must be memorable to be a great logo. In order to be memorable, it usually must be SIMPLE. Too many logos clutter up what they're saying with too many elements of design. Keep it simple and people will remember the logo longer.

2. Appropriate. There are several aspects of "appropriate" that matter. First, the image and font convey the right "feeling" for the product, service, or company. By feeling, I mean the image conveys the right message. For example, technology often uses "shutters" or open spaces cut into the logo, such as with IBM. AT&T uses shutters. Banks often use rectangular images, with pillars, both of these shapes convey stability. We want to know our money is in a stable place, right? So, both of those types of techniques for those industries are "appropriate" for the logo.

3. Scalable. By scalable, the logo image ought to look good in color or black and white, and it ought to look good at any size.

My first logo design was AspireNow:

Many people commented how they liked the playfulness of the logo, as well as the shadow, which gave the image depth. I've been toying with the idea of updating this logo. What do you think? Will it stand the test of time or would it be wise to update this logo?

The latest logos I designed were for the SLO Jazz Festival and the musical band BODY:

The SLO Jazz Festival to me needed to (a) feel festive, (b) convey the words of the festival, (c) feel traditional, yet modern, and (d) convey music. So, I used the treble clef to convey music. The font conveys the feeling of a traditional festival. The SLOJAZZFEST.ORG font is more modern and feels fun. The logo could be printed in any color and still look good, too.
The key elements in the logo for the band, BODY, including conveying an image that left a feeling of the band being solid, accomplished with the square shape enclosing the D and Y; yet open, accomplished with the black on white part of the logo; yet not complete, as with the D not being wrapped in the black square, as bands usually change their music and songs over time. BODY needs to hold up to the test of time. In addition, the font and colors needed to feel contemporary. Black & White in a logo is both timeless and contemporary. I could just as easily put two other colors and I'm sure the band will play with that idea in the future. I'm currently working on an additional SYMBOL of just a body that could also be just as recognizable as this font-based logo. I'll share it when I get it completed from drawing into graphic form for computer (in process).

If you like the designs I create, why not see if I can help you with your logo?

I'm not the cheapest logo designer around, but I do tend to create images that leave a lasting impression, are appropriate and convey the right image and feeling, as well as scalable in both design and color.
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Successfully Launching the SLO Jazz Festival

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 08 Apr 2009 12:03:03 PDT

We've been busy launching many new projects this past year. We've helped launch a software product, as a software as a service (SAAS), for Elements. We've also launched several new websites, designed a few flyers, created several logos, written a handful of business plans, and helped quite a few companies get more traffic to their website(s).

The most recent project and website I'd like to share with you is the SLOJazzFest.org.

(above) SLO Jazz Festival (slojazzfest.org) official logo designed by ARRiiVE Business Solutions

We held our first event on March 13, 2009. It was called the SLO Winter Funk Festival and is one of only a handful of funk festivals across the United States - or even in the World, for that matter. The objective of SLO Jazz Festival is to build a world class festival and series of "awareness building" events throughout each year. These festivals are held in San Luis Obispo, CA (SLO).

(above) Magma Funk playing at the SLO Winter Funk Festival.
Photo Credit to Michael Ackerman www.ackermanarts.com

The next event for the SLO Jazz Festival will be the SLO Summer Soul and World Music Festival on June 13, 2009, at the Mission Plaza in San Luis Obispo. Details are available at www.slojazzfest.org. The SLO Jazz Festival is planned for September 17 - 19, 2009, and will feature a "Beyond Jazz" "SWING Out of Summer" and "Hot Havana Night - Salsa" nights with dance contests and more.

If you're launching a product or service, why not contact us to determine if there is a fit for us to help you with your business launch:

1. Business Plan
2. Logo
3. Business Strategy
4. Flyer or Brochure
5. Website
6. Business Cards
7. Getting traffic (SEO) for your website
8. Building sales strategy and sales teams
9. General consulting

These are all organization launch services we've proven, time and again, to deliver for clients successfully.

We look forward to hearing from you about how we can help you launch your company, product, service, or organization!
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Selling Tips: Don't bring a gun to pick cabbage

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 28 Jan 2009 10:00:12 PST

If you're in sales, you must think like a hunter.

Why?

Because hunters go get deals and close them. They're not afraid to pick up a phone. They're not scared to make a presentation. And they sure the heck aren't afraid of asking a closing question. It's like the movie Glen Gary Glen Ross, "Always Be Closing." There's some validity to that.

Now, if you want to build relationships and HOPE someone might buy from you SOME DAY (and can afford that amount of time to WAIT) then you're a FARMER. That's what farmers do: they plant vegetables. They seed them. They fertilize them. They watch out for floods, heat waves, and pests. Then they harvest their crop. They then go to market and get the price the market will bear in price for their crop.

Obviously, farming is a system, too, but it is different than strapping on a gun, wearing camouflage, blowing a whistle, raising a gun, and shooting your game, right?

My approach is to always start with each prospect in HUNTER mode. Why? Because it keeps me sharp and aggressive. Otherwise, I can turn weak and don't get my sales objectives as much as I want. But, when I stay in hunter mode, I kick ass. Can you relate?

There is a time to switch to FARMER mode; however. When someone says "Yes, I'm interested, but this isn't a good time," you can't keep pushing. Instead, offer them an opportunity to learn now by sending them something they can passively review and get back to you, and put a note in your software or day timer to follow up on the appropriate date they suggest. That's more of a FARMER mode than HUNTER mode. Now, if they call me back, I can go back into HUNT mode. Or, when I get back with them, I can regain my HUNTER form. But for that moment, you back off and be their friend. It's a form of permission marketing. You only want to be marketing/hunting when they're interested (or in season). It's the best way to grow your pipeline.

You don't bring a gun to pick cabbage because when you're selling you are hunting. Make sure you bring the right MENTALITY and you'll grow your selling success.
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Rabbits, Deer, and Elephants: Make Selling More Fun

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Thu, 22 Jan 2009 10:00:00 PST

I'm an elephant hunter.

Have you ever heard a manager describe a salesperson as an "elephant hunter?" I have. In fact, I've been called that before. I've also been called a "peak-and-valleys" salesperson (not true). But when you sell to elephants (large prospects) you will have deals less often and when you do they will be huge. Metaphorically speaking, hunting elephants is great because elephants provide a lot more food than smaller game. I've had two elephant-sized customers feed me my entire quota for the year for three years in a row!

Being an elephant hunter can be dangerous for salespeople.

But, be careful - when you hunt elephants, you might starve in between kills. Companies love, love, love you one day then a few months later they might be on the edge of firing you before your next big win. That's the life of an elephant hunter. So, to remind myself that I must always keep the pipe full of a variety of prospects, I created a system I call "rabbits, deer, and elephants" to target prospects.

My solution: the Rabbits, Deer, and Elephants system.

For example, at a current opportunity, I call a prospect with 10 - 50 locations a "rabbit", one with 51 - 200 a "deer" and "201 - 2000+" an elephant. Someone recently suggested adding a category "bear" in the 200 - 500 category, but I think they forgot WE'RE THE BEAR! Ha ha! Or at least, the lion. Anyway, I feel rabbits, deer, and elephants works quite well.

I added "rabbit" and "deer" to elephants to remind me that you need to sell small deals and middle-sized deals in order to eat (i.e. not get fired) between the big deals. Yes, your company will love you and send you to "club" when you bring in elephants, but the rabbits and deer will feed you in between those big deals and make sure you hit quota. Don't overlook rabbits and deer - all prospects are critical to your success. The customer reference you use from the rabbits will help close the deer, and the references from deer help close elephants. In other words, experience matters. Elephants, as we know, help close everything! But, it is good to know we can address each prospect's needs on their level.

I remember in the movie SWINGERS when Vince Vaughn describes hitting on a girl much like being a bear with claws and fangs, and the girl is like a little rabbit, all soft and cuddly. I had so much fun thinking of rabbits that it made selling to rabbits more fun for me, rather than thinking "this prospect is too small and a waste of my time," I now think "This prospect is important to close on quickly" because that is how a lion or a bear would approach a rabbit - as a small meal. But a meal is a meal, right? You don't always see bears eating deer. Sometimes they eat rabbits, or other small animals, to stay alive.

"That's a nice DEER."

In one of my companies, we will even talk about a prospect and say "Yeah, that's a nice deer." By categorizing prospects in such a way it does several things:

1. You think like a hunter, not like a farmer. Ever notice the salesperson who builds relationships with everyone but hardly ever closes anything? I'd call that salesperson a "farmer" more than a "hunter" salesperson, wouldn't you?

The smart manager pairs that farmer with a hunter to make both more productive. I like using rabbits, deer, and elephants as a reminder that I'm hunting, not farming. Otherwise, I'd have used strawberries, cabbage, and watermelons or something.

2. It helps keep track of the size of deal. For some reason, managers like to quantify deals in their reports. When you have them on your page with "two deers" they have fun adding up the money to know how much you're bringing in for the month. They'll also leave you alone when you throw the meat in their cage every so often as that's what feeds THEM, too.

3. It keeps selling fun. Let's face it, making sales calls is a bit of a grind. Not only that, but we face plenty of rejection in selling. We might bat 2 for 20 at some efforts (a 10% success ratio) and that means hearing the word "no" or the words "yes, but not now" far more often than we'd like. Yes, we'd love to hear "yes" all the time. But by keeping sales fun, we make selling a bit more of a game, and that keeps it exciting. Oddly, it also increases the likelihood of a "yes" because people like to buy from people who are enjoying their job and having fun. Don't you?

4. Using rabbits, deer, and elephants also helps categorize sales prospects so that you can vary your pitch. For example, at my current company, an elephant will buy for different reasons for a rabbit. So, use the animals to help determine marketing strategies, too.

Now, back to elephants. If you're going to hunt elephants, you'd better bring a big gun. Or a bunch of people. That's my approach to hunting elephants - gang-hunting! In the corporate world, they like to call that "team-selling" but whatever. When I hunt, I hunt with one or two other sleek, well-ripped lions who know how to get the kill, just like me. So, enlist key people in your company to help you sell the elephant and bring it in. Both deer and elephants may require a team effort (sometimes, even rabbits need to be "herded" towards the trap) so make sure you use your pride (team) to help you sell!

By the way, make sure the other people you hunt with also know how to hunt, or you might look silly when the elephant gets away. After all, you never see two or three lions hunting an elephant with the help of a gazelle, right? Life isn't exactly like the movie, Lion King, after all.

Try using a technique like "rabbits, deer, and elephants" in your own selling to help you sell more of your products and services. You'll have more fun selling, and find yourself thinking about prospects like a hunter, not a farmer. The way I see it: if you're going to hunt you might as well have fun doing it.
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE. Images from Wikipedia. Swingers video from YouTube is most likely copyright Miramax and not used with intention to violate that copyright, just to make a point here.

Like it? Share on del.icio.us or Stumble Upon!

Is Sales Getting Harder?

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 21 Jan 2009 14:44:07 PST

I just got off the phone with a former sales associate. He made a statement that, at first, I took at face value. However, this comment is eating at me: "Sales is getting harder all the time."

Is selling getting harder, truly?

Do you agree? Or do you disagree?

After pondering the idea, I've decided that selling is NOT getting harder. Selling in the new millennium is just different. For example, fifty years ago, people used the typewriter to write a sales letter. If they wanted to contact a prospect, they basically used one of several methods: in-person, over the phone, writing a letter, sending a wire, playing golf together, conventions, or over a meal.

Today, we have more tools: online social networks (LinkedIn, ecademy, Plaxo, Facebook, etc.), email, the telephone, voicemail, in-person, writing a letter, sending a FedEx, conventions, golf, or over a meal.

Our tools to contact and track prospects may have improved, but there are more people selling to our prospects every day. So, in my mind, the tools equalize with the quantity of people selling to the prospect: zero-sum-gain there.

In order to sell, we've always had to be intelligent. We've always had to listen to the prospect, ask smart questions about their business, do our homework and research on the prospect's company, and provide solid solutions. Price is always a variable issue that is relative, as well.

So, considering all things, I don't think selling is harder than ever before. It isn't easier, either (exception: people who can automate their entire sales process when they are selling an online product).

The selling profession is still challenging and a dynamic way to earn a living. I believe the opportunity always exists for the salesperson who is innovative, works hard enough, and targets prospects that maximize their time. I've always been great at following-up, and I'm tenacious. But when I add innovative techniques, and when I target prospects that produce big wins, I always win big. Can you relate?

If certain prospects aren't buying, switch to prospects who CAN buy right now. It's like moving your boat when fishing to find a better hole to fish in. Right?

My advice is to avoid the naysayers who say "we can't sell in this economy" and instead put your ears back and go do what you've always done best, only better. The odds are you'll have a banner year.
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

10 Habits of Top Sales Performers

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Fri, 16 Jan 2009 11:29:00 PST

If you're seeking to become a top "sales" performer, either for your own company or selling for someone else's company, you might review the following habit guidelines:

10 Habits of Top Sales Performers

1. Top sales performers set specific and measurable goals.

If you set a goal of 200% quota, you tend to over-achieve every year, year in and year out.

2. Top sales performers embody the lifestyle that they are selling.

For example, when I sold vacations, I took vacations, so that I could show pictures that related to what I talked about with the people touring with me. It made my presentations more "real" and gave credibility to my sales pitch.

3. Top sales performers are more concerned about how to make others feel good about themselves than what other people think of them.

If you're focused on your client, you aren't worried about bragging or showing off. You're focused on the client's needs and ways to relate your solution to those needs.

4. Top sales performers strive for balance in all areas of their lives.

I've met people who sold a lot and could be described as work-a-holics and those who worked six hour days but sold double the work-a-holic. How did they do it? By working smarter and leveraging company and personal resources (such as their boat, game tickets, golf, and so forth). Their personal life blended with work so that it didn't feel like they were working all the time.

5. Top sales performers give credit to others.

You'll notice how superstar ball players, when asked how they made their difficult shot or play, will often deflect to the team "well, it was a team effort, I put it up and it went good" would be typical.

6. Top sales performers live in a state of gratitude.

Being grateful for abundance is an attitude that begets more abundance.

7. Top sales performers believe in treating others with integrity and respect.

Have you ever seen a salesperson outright lying to a prospect? I've seen it and it makes me sick. I find that the very best salespeople don't need to lie. They are so good at bonding with their client that they simply relate and close more easily.

8. Top sales performers listen twice as much as they speak. Another way to put this is top sales performers listen first and try to sell or solve problems second.

Most salespeople ought to put this one at #1 on their list and just focus on this trait. Simply by listening twice as much you can double your sales results. There's an expression I recall "keep it in the bag" meaning that you leave your "bag of tricks" and just listen. Then, after you fully confirm what the prospect needs, you offer your solution in a timely manner.

9. Top sales performers help others freely.

I recall when a manager asked me to be a "mentor" to new salespeople. I agreed. I remember how both salespeople I mentored later went on to become top salespeople in the company. My help put them on the path quicker so they could succeed faster than others. I gave them the inside track to what worked at the company and what didn't. If you're new at a company, seek out the top performer and ask them what worked for them. The best of the best will always help you out.

10. Top sales performers look for reasons people need their solution and why they might buy. They have a positive attitude.

I recall some deals I think I made in my past simply by driving by the prospects building, and THINKING I could close business there, some day. Then, throughout my week, I'd put out some effort towards each of those accounts I'd driven by. It is amazing how many of those I closed in my career! I called it "drive-by" selling as a joke, but the reality was I used the power of BELIEVING I CAN to succeed.

Use "I CAN" and "I WILL" in your statements about prospects, and you'll sell more.

Note: I offer sales training courses for managers and individual sales teams. If you're interested to learn more, click here to learn about our sales training programs or email me directly.
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

The Bottom Line For Entrepreneurs

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Thu, 15 Jan 2009 13:42:56 PST

If you're an entrepreneur you face some uncertainty from time to time. What is the biggest risk you run into as an entrepreneur?

Is it losing face, losing people, or losing money?

"Cash is King" is a Cliche that holds true.

Usually, the problem most entrepreneurs face is losing money. Your cash flow is the key to your business booming, and also the lifeblood BOTTOM LINE for the life of your company.

Q: How can you make sure you never run the risk of losing your business?

A: Always make sure the money coming in is higher than the money going out.

In a recession, many companies close offices that weren't profitable or achieving as high of profit margins as others. The question I would pose to those companies is "Why did you allow those offices to be open when it wasn't a recession?" Seriously, if it makes sense to close the office during a down economy, it probably makes sense to close it during an up economy, too.

Part of the problem with entrepreneurs is they rely heavily on the availability to cash lines. If the average length of time for you to close a sale extends two months to five months, and you only have three months cash in the back, you've got a problem.

So manage your business in such a way that your expenses do not outweigh your cash flow and your availability to money. If you're currently running at a negative, with no projection for positive cash flow, I'd have to say I hope you have enough money in the bank to justify such a cocky behavior. Jeff Bezos, CEO of Amazon, pulled it off. However, he also had a mountain of money. Most entrepreneurs won't be able to last beyond the money. So, why push your luck?

Instead of buying new computers, hold off and let new sales pay for the new equipment. I've taken that approach with my company. Every time I succeed with a new sale, I buy something on my list or add a new software tool to make me more effective. But I don't buy the product or software until I've proven I can support the revenue stream with a new client.

Try supporting your cash position with the philosophy that sales drives the business and you'll see your focus improve, too.

Protect your cash flow and you protect your bottom line.

What do you think? How have you implemented solutions in your company to improve cash flow?
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

From Naysayer To Optimist In Two Words

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 14 Jan 2009 11:25:33 PST

"This won't work."

Have you ever found yourself uttering those words?

Is this comment a form of negativity? Being real? Truthful? Or is this a form of pessimism? Perhaps saying "this won't work" is all of the above? Do you think it EMPOWERS the audience or TEARS THEM DOWN?

There are times when we're trying to do something difficult and someone utters "this won't work."

I'd say you're tearing down ideas, rather than building them up. In other words, you're a naysayer! Nobody digs a negative whiner. If you catch yourself doing this, let me assure you it is time to revise your language (and attitude)!

A revised approach:

The next time you find yourself saying these words, or anything like them, try ADDING TWO SIMPLE WORDS into the sentence:

"UNLESS WE"

So, instead of saying "I can't write this article" say "I can't write this article UNLESS WE..."

What's the point of using "UNLESS WE" to shift from naysayer to optimist?

Because by adding "UNLESS WE" into the sentence, you force yourself to think of a SOLUTION to the challenge. Now, you are no longer part of the problem, but by answering UNLESS WE you become part of the SOLUTION everyone desires to achieve.

Be an optimist. Believe and hope in your projects. Create success with the words you use!

Bonus Hard Things First Update: Do the important, hard things first. Do you remember me writing about this? If you've gotten bogged down in any goals for the New Year, a quarter, a month, or a week, the odds are you failed to do the hardest things first. Get back on track! Put off the things you don't need to do. Put off all time-wasters. Avoid partying or doing any extra-curricular activities until you get the hard, important things DONE. Once you get them done, the month and quarter will open up to many more possibilities. (I'm doing this myself, right now).
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Increase Your Sales with Take Away Selling

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 14 Jan 2009 11:23:05 PST

How to Increase Your Sales with Takeaways

If you're like me, you're always seeking ways to boost sales success. Whether in an established business or a start-up company, it is imperative to discover ways to take our numbers from 80% to 250% sales success.

On of the techniques I've come to utilize is the powerful sales technique called a TAKEAWAY.

What is a takeaway?

A takeaway is a psychological trigger that lets the prospect know that they CAN'T HAVE what you used to offer at this time. The takeaway is literally telling them "Well, if you'd responded to the letter we sent you six months ago, you could have received the $3,000 discount we were offering for all customers who converted. Because you waited, you now have to pay the conversion fee of $3,000."

That's a take away! Now a take away (or takeaway) is truly only a take away IF you GIVE BACK the original offer to the buyer. In the above example, you could have the prospect write a letter that they never saw the original offer, and if they had, they would have acted. You could explain that "Senior management is approving this discount for this one time, but if they refuse the offer now their name will go in a file to indicate they saw the offer, understood the terms, and refused to accept it. In the future, they will pay the higher price."

Of course, only use this if it is TRUE. Otherwise, you're employing deceptive selling tactics, which I do not advocate. If you can't sell it truthfully, you've got a crappy product. And, why would you sell a crappy product? So, be honest, you'll sell as much or more than the hucksters who make stuff up to sell their wares.

Don't Use a Takeaway As A Low-brow Selling Technique

I've seen a take away selling or closing described as someone who says:

“It makes no difference to me whether you buy this X or not. You have until tomorrow to make a decision and reserve your X or not. If I don’t hear from you by noon, I’ll know you did not want it. No pressure. Bye.”

That is NOT take away selling! That is a dishonest arm-bending process I DON'T recommend using. You'll turn your prospect off and NEVER get a chance to sell to them again. Using this technique is like admitting you suck at selling (they weren't sold) so instead you'll go low-brow to get the close. Don't use this technique - this is what gives salespeople a bad reputation!

What a take away is not:

I've seen another article on the web from a domain hawk seller who claims that a takeaway is something that creates scarcity, or an offer that makes someone feel as if they will only have access to something for a limited time. So, that would include limited release e-books, sale items, buying 3 for 1, and that kind of thing. While those are good tools and they do create scarcity, those are two DIFFERENT sales techniques. One, the LIMITED OFFER, or LIMITED AVAILABILITY, is not the same as a take away. The other, the PACKAGED DISCOUNT, is another tool related, but not the same as a take away.

The LIMITED OFFER/LIMITED AVAILABILITY is highly effective, and I'll describe that in a different post. Is the limited offer a take away? Kind of, but it is a precise selling tool that requires definition on its own.

The Take Away Sales Method Is Not Math

Another salesperson describes a take away as: "A take away is where the prospect is offered a product with A, B, and C options for X price. When the prospect cannot pay X, but only offers Y, you must remove something to achieve the lower price. The answer is to remove B and C or take C off the table. That is a form of a take away selling process." I agree that this process is a good form of negotiation. I don't call this a take away, though. This is the GIVE SOME TO GET SOME negotiation technique. It could also be 6 minus 2 = 4. There's a difference between this and take away selling.

The Take Away Hints At Something They COULD Have Had, But Can't

The real intent of the "take away" in selling is to imply that something was MORE valuable BEFORE, but NOW it is worth LESS. This would seemingly make the prospect feel like you just gave them a negative, which is true, in a way, but once you GIVE BACK the take away, you've now empowered the prospect to do something NOW rather than wait.

The Take Away Is EMPOWERED When You Give It Back!

I describe a take away as saying "We used to offer rooms with a view. The only ones left are those that face the mountain." Then, when closing, if I discover that the ocean view room came back into inventory, I can sell that room and the prospect is more pleased. That's an example of a take away and give back that can be successfully used to close a prospect. You cannot offer this if it is not true, so make sure you're using it when it is appropriate and not just as a manipulation.

Find something with your product that you're no longer including or offering. Then make a deal with management that if you can get the prospect to agree now to include it, for the next quarter only, at the old price, then offer the deal to your prospects. That's using the take away (and give back) to increase your sales.

Let me know how the take away works for you to increase your sales success.
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Hope For Gain: The Savvy Entrepreneur Series

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 14 Jan 2009 11:23:20 PST

If you're seeking to improve success with any sales endeavor, you need to embrace the two biggest motivators: FEAR of LOSS and HOPE for GAIN.

I've already explored FEAR of LOSS earlier (click here to read).

In this article, I'll discuss HOPE for GAIN.

Think about the last thing you bought to improve your life or business. Was there not some aspect of why you bought that item related to increasing your ability to do something, enjoy life more, or experience something new?

If we buy a new car, we almost always seek more air bags, cup holders, gadgets (like my sunroof in my Tundra), sliding windows, more horsepower, better gas mileage, more storage space, SOMETHING MORE. These are all examples of HOPE FOR GAIN.

When I sell my service to companies helping them gain organic search position with their websites, yes, I do use FEAR of LOSS (by asking "How do you feel seeing your competitors with these phrases and you're not there?") but moreover I use HOPE for GAIN by promising to put their landing page in Google's Top 10 results for the phrase they seek. It's a challenge no single company has mastered, but I can realistically say that I'll capture Top 10 over 50% of the time with my methods. And, that leads to more traffic. More traffic leads to more people who click "BUY NOW" on the web page, right? Beyond that, converting more of those leads is also a HOPE for GAIN, too.

When I sold computer service and support, I would use HOPE for GAIN by promising their computers would stay up longer, that we'd respond faster, and that it would cost less money. Those are all examples of hope for gain. I would suggest that by using my competitor, they would increase exposure to slow response time, which is using FEAR of LOSS. See how those two motivators, when used together, become highly powerful?

The majority of Americans vacation, on average, 12 days a year. Yep, that's right, less than 3% of the majority of American lives are spent on vacation. Sad, isn't it? (Notice the use of LOSS there)... well, I'd use that statistic as a motivator when I sold vacations, and indicated that by COMMITTING to a PLAN there was implicit HOPE FOR GAIN of more dreams, going more places, spending time with those they love most, exploring the world, and seeing nice places by buying a vacation program. Those benefits all indicated HOPE FOR GAIN. The benefits extended to other aspects of living: people who vacation more are more productive at work (GAIN), more healthy (GAIN), and live longer (GAIN). See how it works?

How to use HOPE FOR GAIN:

First, make a list describing what are you selling. How do people benefit from buying what you sell?

Next, make a second list extending how they benefit even in other related areas by benefiting from what you sell them. This is the extended list.

Last, put these together in an order of priority that addresses your prospects biggest need first, second biggest need second, and third biggest need third. Keep in mind that smaller prospects have different needs than larger organizations. Selling a company a fleet of cars is definitely a different GAIN pitch than selling a single car to a young woman still in college. And, selling that single woman in college a car will use a different "GAIN" pitch than selling a luxury automobile to a wealthy entrepreneur.

Clearly, a person will buy a Toyota Corolla for different reasons than they will buy the Tesla Roadster. One is economical and simply wheels to get you there while the other is about speed, prestige, and flash. Both people GAIN. They just gain in different ways. So, make sure you utilize the differences in gain to your advantage and then target those benefits to the buyer most likely to buy for those reasons.

Best of success to you in improving your sales using HOPE for GAIN.

Read FEAR of LOSS here.

How have you used FEAR of LOSS and HOPE for GAIN to improve your selling? Weigh in below.
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Twine for Starting A Company

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 14 Jan 2009 11:23:37 PST

I just started a new "twine" for starting a company.

If you're starting a company and/or interested in advice and connections for information on the following subjects, you're encouraged to join, follow, contribute, and share with friends. Here's the link:

http://www.twine.com/twine/11rr86z2y-lq/starting-a-company

Subjects this twine will cover:
Business plan, strategy, funding, connecting with investors, sales plan, marketing collateral, logo design, website design, list building, business cards, and more!

ARRiiVE Business Solutions is a firm specializing in product launch and creating new company growth and also hosts a radio show called Innovations In Business.

How To Build Success In A New Year From Day 1

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 14 Jan 2009 11:24:00 PST

Want to get your New Year off to a good start?

I'll give you a simple way to build success in a New Year from Day 1:

Take the one project you feel is MOST IMPORTANT to your personal or company success and do it right now. If at all possible try to finish the project in one day.

If the project is too big to complete in one day, complete it in as short of time possible:

two days
one week
two weeks
one month
one quarter

But get it DONE. If it is the project most important to your success, you ought to do it first.

After you've completed it, write me back and let me know how completing that project impacted your year, okay?

BONUS: If you were holding a party for 100 CEO's in a major city (SF, NY, etc.) and had a budget of $1,000 or less, what would you do to make the event memorable?

Idea 1: Have everyone dress up in funny colors or polka dots. People remember events where they dress unusual.

Idea 2: Hire a cartoonist to write cartoons depicting conversations and random happenings at the event. Later, post the cartoons into a slide show so they can laugh at what happened, or get inspired by the ideas shared.

Idea 3: Hold the event somewhere unusual: a beach, a park, a theater.

Idea 4: Expand upon idea 2 - have someone video the event. Have another artist paint what happens. Raffle off the painting to go to the cause you select, but video the painting, video the cartooning, and video any other music (bands might play free if you held a contest first giving them desirable publicity).

Idea 5: Have someone dress up as the ego, another as the super-ego, and another as the ID. Each has to play their part when they converse.

Idea 6: Perform a skit: the CEO has to be janitor. The HR person the employee who is under performing, the sales superstar is HR, the customer service agent is the salesperson, the administrator the CEO, the janitor the graphic designer, and so on. Have them take on their roles with a Mad Lib about a company and act or play it out.

Idea 7: Suggest a potluck with a dish they've never cooked before, from a country they are not from. Then everyone will experience how hard it is to cross cultural lines but make a sincere effort to partake as they eat their food.

These are just a few ideas... what ideas do you have to contribute?
________________________________________

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Business From Social Networking?

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Thu, 04 Dec 2008 15:13:54 PST

Are you doing business from social networking platforms? I've received quite a few inquiries from social networks and closed one deal this past year. So, I can weigh in on the topic. How about you?

This just in from my friend, Lori Steed:

I was excited to see that my friends Jim Ware and Charlie Grantham, authors of Corporate Agility, The Future of Work, and other books, are doing a survey about social networking platforms. I participated in the survey and it took about 5 minutes. Will you share the survey link also with those you think may like to participate? There is an option to enter an email address and receive a copy of the survey results at the end.

The article
http://www.thefutureofwork.net/newsletter_1108_Notes_Social_Networking.html

The survey
http://www.surveymonkey.com/s.aspx?sm=pkopp3GCNhBMnHVv82cBdA_3d_3d

After a two month break from blogging, I'm back, and sharing new thoughts and ideas. If you missed information in the past or would like to suggest new topics, I'm open to suggestion!

Cheers!
Scott
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Fear of Loss - Innovations In Business Show

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 22 Oct 2008 14:45:40 PDT

"Fear of Loss: The Savvy Entrepreneur, Part IV" on ARRiiVE: Innovations In Business Show

When: October 22, 2008 at 2:00 PM PST / 5:00 PM EST
Topic: "Fear of Loss: One of the Two Most Important Sales Motivators"

Host: Scott Andrews, CEO of ARRiiVE Business Solutions

Call In: Call in at (724)444-7444 and enter 37798 # 1 # Text chat online: http://www.talkshoe.com/tc/37798 to text questions or listen online.

Listen to the show live here now:

Details:
Visit http://www.talkshoe.com/tc/37798 To hear Scott Andrews, CEO of ARRiiVE Business solutions, discuss ways to use "fear of loss" increase your sales and grow more business today at 2PM PST / 5PM EST.

Some of the top companies in business use fear to sell their products. Why? Because people buy when they are afraid of losing something. The Insurance industry is known for using fear. Automobile tire companies, computer companies, and more. How can you use fear of loss as a motivator for your product or service? Dian in to learn ways you can dramatically improve your sales results, starting right now!

Don't miss this fun and educational call with Scott.

Scott Andrews' BIO:

Scott Andrews is a business professional with over twenty years' experience in executive management and sales positions with IBM/Lexmark, EMC², Instantis, DecisionOne, BusinessLand, JWP, Data General, Instantis, Sunterra, Wyndham, and ARRiiVE Business Solutions. Through developing a "summit club" and "million dollar achiever" record of success throughout his career, Scott built a series of programs which empower people to grow their success. Scott is currently focused on helping organizations through marketing strategy, sales training, and business leadership coaching. Through AspireNow.com, Scott's articles help people in over 100 countries. He also has appeared on numerous radio programs, including KEST 1450 AM SF, CA Seeing Beyond Personal Growth Talk Radio, and is host of the ARRiiVE: Innovations In Business internet talk radio show.

Scott's programs include "Concepts of Selling" "Cold To Gold" and "The Keys To Discovering Your Purpose" and many of the articles Scott writes are posted to http://www.arriive.blogspot.com or http://www.aspirenow.blogspot.com. To book Scott to speak on your show or at your event, contact (805) 459-6939.

It's simple and easy to join - call (724) 444 -7444 enter 37798#1# to dial in or visit http://www.talkshoe.com/tc/37798 OR http://www.ARRiiVE.com (see radio show link) to visit online and/or text chat questions to Scott.

ARRiiVE Business Solutions provides sales training and executive coaching. Click the link or email info [at] arriive.com to get started.

Update: Share this article with a friend and forward this link!

Want to share your thoughts about this show? Weigh in below.
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Is Your Trademark Protected?

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Thu, 16 Oct 2008 15:03:30 PDT

Are you running a business? Is your business BRAND important to you? Are you considering getting trademark protection for a brand or slogan?

If the answer is "yes" to these questions, you might want to consider looking into protecting your business name and slogans with trademark application and protection. It usually only cost $300 to trademark a name; however, you need to first do the research. I suggest you contact a trademark attorney to assist you. That will add a couple hundred to the tab, but it is worth protecting your name BEFORE you discover someone infringing upon your valuable brand!

Before you contact anyone, I can direct you to Garrett Sutton's useful page on trademarks to help you gain more knowledge to clarify how important trademarks ought to be for you. It can take 18 months to get a trademark approved, so don't delay!

Here's the link:
http://www.sutlaw.com/trademarks.html
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Own Your Own Corporation with Garrett Sutton

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Thu, 16 Oct 2008 14:51:14 PDT

Join us for the ARRiiVE: Innovations In Business Radio Show tomorrow on "Own Your Own Corporation: Which Way to Incorporate Your Business" with special guest, Garrett Sutton, attorney, best-selling author and Robert Kiyosaki's corporate advisor in the Rich Dad/Poor Dad series.

Topic: "Own Your Own Corporation: Which Way To Incorporate Your Business"

How to Participate:
Call (724) 444-7444, enter show 37798 # 1 #
Visit http://www.talkshoe.com/tc/37798

Listen to the recorded show online right here:

Description:

Even though many people are complaining about the economy, the truth is many people are still launching their dream of going into business. And, the important real-world block and tackle questions, such as "How should I incorporate?" are as relevant as ever. In this special interview with Scott Andrews, Host of ARRiiVE: Innovations In Business with special guest Garrett Sutton, Attorney, Author, and Corporate Advisor, learn the importance of incorporating, and how to incorporate, including these important topics:

Avoiding Corporate and Tax Scams
Building Business Credit
Nevada’s New Asset Protection Laws
Professional Corporations
Business Tax Deductions
Wyoming Corporate Advantages

Garrett Sutton's Bio:

Garrett Sutton, attorney, best-selling author and Robert Kiyosaki’s corporate advisor in the Rich Dad/Poor Dad series, is pleased to let you know that the new and updated version of his book, “Own Your Own Corporation” has just been released. It is available at Barnes & Noble, Borders and your favorite bookstore, online at amazon.com, as well as through Corporate Direct and Success DNA.

Garrett’s law firm assists individuals and businesses from around the world with asset protection, estate planning, trademark and corporate strategies. Sutton Law Center attorneys provide the legal and planning opportunities for personal, business and real estate wealth building. Most recently, Garrett hosted the nationally syndicated Wealth Talk America ™ radio network, where he discussed legal and business issues that small business owners and entrepreneurs want to know about.

Garrett obtained a business degree from the University of California, Berkeley, and his law degree from Hastings College of the Law. He is licensed in Nevada and California. Garrett lives in Reno with his wife Jenny, son Ted, and twin girls, Emily and Sarah.

Call in to the show - it's simple & easy, fun & educational to join the call and ask your questions!!

Visit http://www.talkshoe.com/tc/37798 to hear all the ARRiiVE: Innovations In Business Shows.
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Feed Your Blog Into Twitter

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Mon, 13 Oct 2008 10:38:01 PDT

I've had four people ask me this week how to publish your blog feed to Twitter so that your blog automatically posts an update direct to Twitter.

Here's a handy tool called Twitterfeed to make it easy for you to publish to Twitter:

http://www.twitterfeed.com/

You'll need to use or create an OpenID to use Twitterfeed. It took me about 10 minutes to set it up. Enjoy!
________________________________________

Follow my twitter feeds at http://twitter.com/arriive. Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Blog Aggregator: MailChimp ChimpFeedr

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Thu, 09 Oct 2008 14:20:39 PDT

Do you ever want to aggregate multiple blog feeds into one readable stream? Collecting blog feeds isn't really that easy unless you use a reader. But, what if you want them all in one easy to read stream, kind of like Twitter?

MailChimp created this groovy tool called the ChimpFeedr allowing you to do just that. Check it out:

http://www.chimpfeedr.com/

________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

The 100 Most Productive Sales Forces with Greg Alexander on ARRiiVE Radio

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Thu, 25 Sep 2008 10:41:21 PDT

Join us for the ARRiiVE: Innovations In Business Radio Show tomorrow on "The 100 Most Productive Sales Forces" with special guest, Greg Alexander of SalesBenchmarkIndex.com.

When: September 24, 2008 at 2:00 PM PST / 5:00 PM EST

Topic: "Learn how your sales force can become world class by using sales benchmarking to drive performance."

How to Participate:

Call (724) 444-7444, enter show 37798 # 1 #

Visit http://www.talkshoe.com/tc/37798

Description:

Learn how the top sales forces in business today use sales benchmarking to maximize their success. In this talk, you'll gain an insight into sales analytics, benchmarking for both hiring and promoting, and other valuable tools to help you build a more productive sales team.

Greg Alexander's Bio:

Greg Alexander serves as CEO of Sales Benchmark Index, a leading strategic advisory firm that helps executives understand how well they are performing relative to a peer group and world class levels. SBI is differentiated through its use of empirical data, a repository of over 11,000 companies, 12 years of history, 19 industries and over 250 sales metrics. Through SBI's benchmarking services a company can deploy comparative data sets to identify improvement opportunities available through leveraging the best practices from world class sales forces. In 2004 Sales and Marketing Management Magazine named Greg Sales manager of the Year. In 2008, Mr. Alexander co-authored two books published by Portfolio -- Making The Number: How to Use Benchmarking to Drive Sales Performance and Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives.

Visit www.SalesBenchmarkIndex.com to download a copy of World Class 100 report to find out the world's top sales forces or call (888) 556-7338 for more information.

Call in - it's simple & easy, fun & educational to join the call and ask your questions!!

Listen in after the show:

Or visit http://www.talkshoe.com/tc/37798 to hear all the ARRiiVE: Innovations In Business Shows.

We recommend Greg Alexander's books! Click here to purchase Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives or Making The Number: How to Use Benchmarking to Drive Sales Performance from Amazon.

________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Fear of Loss: The Savvy Entrepreneur Series

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 07 Jan 2009 17:02:15 PST

The two strongest motivators in selling are the FEAR of LOSS and HOPE for GAIN.

When you're making your sales pitch, how often do you utilize FEAR of LOSS to persuade people to buy your product or service?

While many people claim that "fear of loss" is a negative tactic, it nevertheless is proven effective by many of the most effective salespeople throughout history.

Military Generals use fear to intimidate their opponents. Politicians use fear to throw their opponents "under the bus" and win elections. Business leaders use fear to position their company as the "gorilla" and their competitors as "chimps". Salespeople use fear to undermine the strength of competitors and maximize their own product's benefits to a prospective customer.

I recall a saying in the high tech industry, where it was widely known in the early 1990's that IBM, the large technology service provider, utilized FUD (fear - uncertainty - doubt) tactics to create doubt and undermine credibility of their competition to such a high degree they could charge 30 - 200% more than competitors for essentially the same levels of service. They also won business that otherwise might have gone to a competitor.

Examples of ways you can use FEAR of LOSS to position yourself as the best choice include:

"How can you be sure your current provider will be there when you need them?"

"Who will answer the phone at 3:00 a.m. when the system goes down?"

"What training have they received on the products they recommend?"

Some ways you can demonstrate you meet the fear or concern include:

"You're on our mind: With our "alert-status" 24/7 service and 4 hour response, you can rest assured your system's care is in good hands. Not only that, but our "proactive care" program will make sure you have fewer needs for alerts or downtime in the first place."

"You come first: With our "executive alert" plan you will know you always have top priority with our company."

"Your needs - delivered professionally: our people are trained on the systems you use. As a result, we're able to deliver more knowledge, keep your systems running with the least amount of hassle. This will keep your team focused on your business, and both save and help you make more money doing what you do best."

These are examples of marketing statements within the high tech industry that would position one company above another.

Individual competitive situations can get even more nasty. I once saw my coworkers work hard to win a large mainframe support contract - or so they thought. The agreement was signed by the CIO (Chief Information Officer responsible for technology at the prospective company) earlier in the day. During the "celebration dinner", the CIO received a phone call. When he returned to the table, he bore a troubled look on his face. "Fellows, I'm not sure how to say this, but I've been overruled and we're going with IBM," he said. He then explained that IBM made it clear that they might not be so agreeable to offer the code for their new chip if they weren't responsible for supporting the mainframe service. They cast doubt on whether updates would happen in a timely manner and basically said the customer would be a fool to switch vendors. They delivered this message by calling their "friend" on the board of the prospective customer. That board-member then overruled the CIO. That's how high IBM's relationship went. And that is how powerful the fear-tactic ended up costing a multi-million deal for a sales team that they'd seemingly won just moments earlier. Months of hard work and countless hours went down the drain.

Fear of loss is a strong motivator. Fear, properly applied, will help you win more often. Make sure both your marketing and sales pitch utilize this tactic.

Up next: HOPE for GAIN.

How has fear worked for you or against you in business? Comment below to contribute your experiences.
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

Carmine Gallo: 7 Secrets of Inspiring Leaders on ARRiiVE Innovations In Business Show

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Mon, 15 Sep 2008 14:24:01 PDT

Join us for the ARRiiVE: Innovations In Business Radio Show tomorrow on "7 Secrets of Inspiring Leaders" with special guest, Carmine Gallo of Gallo Communications:

When: September 17, 2008 at 2:00 PM PST / 5:00 PM EST

Topic: "7 Secrets of Inspiring Leaders"

How to Participate:

Call (724) 444-7444, enter show 37798 # 1 #

Visit http://www.talkshoe.com/tc/37798

Description:

Fire up your colleagues, customers and employees by learning the language of motivation. In his new book, Fire Them Up, Carmine Gallo reveals the 7 keys all inspiring communicators share. He has spent two years interviewing extraordinary leaders and entrepreneurs like Starbucks CEO, Howard Schultz, Ritz-Carton President Simon Cooper, Google Vice President Marissa Mayer, and many others. Learn how these men and women use language and presentations to engage their leaders.

Carmine Gallo's Bio:

Carmine Gallo is a communication skills coach for the world's most admired brands. As a former journalist for CNN, he leverages his skills as a journalist to help company executives tell their stories through presentations, pitches, and media interviews. He is here to discuss the insights he learned after interviewing more than two dozen well-known business leaders and entrepreneurs for his new book, Fire Them Up!

Fire Them Up is available at all major bookstores and online at Amazon.com, BN.com or through our partner company AspireNow's Amazon Bookstore.

Sign up for Carmine's newsletter by sending an email to: vanessa@gallocommunications.com. Put "newsletter" in the subject.

Call in - it's simple & easy, fun & educational to join the call and ask your questions!!

Also, you may click here to visit/follow the show: http://www.talkshoe.com/tc/37798 or http://www.arriive.com/arriive_liive.htm or listen in after completion of the show.
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

The Importance of Being Different: The Savvy Entrepreneur Series, Part III

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 03 Sep 2008 13:44:00 PDT

"Do Something Different: The Savvy Entrepreneur" on ARRiiVE: Innovations In Business Show

When: September 3, 2008 at 2:00 PM PST / 5:00 PM EST
Topic: "The Importance of Doing Something Different"
Host: Scott Andrews, CEO of ARRiiVE Business Solutions

Call In: Call in at (724)444-7444 and enter 37798 # 1 # Text chat online: http://www.talkshoe.com/tc/37798 to text questions or listen online.

Details:
Visit http://www.talkshoe.com/tc/37798 To hear Scott Andrews, CEO of ARRiiVE Business solutions, discuss ways to be different to increase your sales and grow more business today at 2PM PST / 5PM EST.

Stop butting your head against the wall and copying all your peers. Figure out why most companies succeed where others fail: by differentiating and offering a different look, product, or service, you can dramatically improve your sales results, starting right now! Don't miss this fun and educational call with Scott.

Show hosted by Scott Andrews, CEO of ARRiiVE Business Solutions (www.ARRiiVE.com)

It's simple and easy to join - call (724) 444 -7444 enter 37798#1# to dial in or visit http://www.talkshoe.com/tc/37798 OR http://www.ARRiiVE.com (see radio show link) to visit online and/or text chat questions to Scott.

ARRiiVE Business Solutions provides sales training and executive coaching. Click the link or email info [at] arriive.com to get started.

Update: Share this article with a friend and forward this link!

Want to share your thoughts about this show? Weigh in below.
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

How Do You Use Twitter?

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 03 Sep 2008 13:07:00 PDT

What are you doing?
Where are you right now?
What did you just post on your blog?
Are you inspired by a website link?
Where is everyone?
What do you need to communicate quickly?
Hey guys! What do you think of THIS!?

How do YOU use TWITTER?

Check out this groovy video that shares more ideas for how to use TWITTER:

How Do You Use Twitter? from biz stone on Vimeo.

Twitter rocks! Use Twitter to discover and receive:

Real-time feedback from followers...
Discover new websites and ideas…
What’s HOT? Fashion… music… thoughts… movies… discover BUZZ
Keep up with people – where are they? What are they doing? What is IMPORTANT to friends and associates…

Question: Why is Twitter the fastest growing Social Network on the Internet?

Answer: TWITTER is fast, simple, easy, and concise.

What is Twitter? Twitter is an instant online status update limited to only 140 characters, so you are FORCED to be brief! Hallelujah! It is super easy to add people you want to follow and also easy for them to follow you. You just type in their name and find them, then click "follow" by their name. It's that easy. Then, on your home page, you'll receive their updates every time you log-in to Twitter.

The only thing is, if you follow a lot of people, you’ll get so many updates, it is impossible to read them all.

Who FOLLOWS YOU on Twitter?

You can send updates to Twitter from your regular home page or from your mobile phone or IM using SMS.

Are you building a fan base? What do they want to know about you? I like Twitter because I can post a question and get quick feedback. I can also share feeds. I also TWEET when I publish my blog updates as Twitter is another way for people to find my blog feed through TWITTER. The number of people you can follow is limited to 2,000 (to reduce SPAM).

Who do you FOLLOW on Twitter? Why? What are you looking for?

Most people will get followed when they have important things to say, their posts are meaningful, or they are popular to certain other people. Or, all of the above. As with blogs, the more useful your content of "tweets" the more likely you will be followed by other Twitter users.

By the way, if you want to follow me, use these shameless promoter links (heh heh):

Scott Andrews (this is ME): http://twitter.com/scottandrews
ARRiiVE Business Solutions (blog feed +): http://twitter.com/arriive
AspireNow (blog feed +): http://twitter.com/aspirenow

Note: According to Twitter, you can only FOLLOW 2,000 people (to limit SPAM). However, there is no limit on how many can follow you! :)

Are you feeding your blog to Twitter? It's a smart way to get more followers to your blog:

http://twitterfeed.wordpress.com/
http://twitterfeed.com/
http://twitter.com/badges/blogger

Ways You Can Make Twitter More Useful To YOUR Activities:

Bands: A band sends their tweet to fans that they're going on stage. Fans tweet back "play XYZ song" so they can coordinate their set list to what the crowd actually wants to hear at that moment!

Journalists: A journalist sends a tweet asking what topics people want to see next, then writes to the responses she receives.

Web Designers: People tweet the web designer their ideas for improvement directly to their @tweet twitter address. The designer then incorporates changes more quickly with the real-time feedback.

Political poll: A politician is giving a speech. People start twitting their tweets about reaction to the speech into Twitter, and the Politician's writers can give them an instant teleprompt to change the speech on the fly with the feedback from Twitter.

Business announcement: A group of users within a large company want to send instant communication out to the group. They send a tweet which is then accessible to all the members of the group to comment and provide instant feedback.

Business PR: Announce new products and services, or innovations to existing products and services, through your TWIT feed.

Personal network: have friends know what to bring to a party or meet at a certain location through your tweets.

Tweet Suggestion: Additional Twitter Tools:

Badges: http://twitter.com/badges
Organize your Twitter Feed with TweetDeck: http://www.tweetdeck.com/beta/
Commoncraft Show: Twitter, In Plain English
Twitter mobile and IM: add Mobile Devices
Additional Ideas: Mobile Ideas For Twitter
Icons and Graphics for Twitter: Glossy Web 2.0 Twitter Icons/ Web 2.0 Icons / Graphics

TWEET BEEFS: What would you like to see LESS of on Twitter:

Ok, I'll start it... my personal tweet beefs (yep, that's a Scotty-sniglet):

1. Don't tell me you're having coffee (unless you say where).
2. Don't tell me you're going PEE or POO (nope - don't wanna know)!

How else can you see ways to use Twitter? Want to add your own Tweet Suggestion or Tweet Beef? Please share below!

Cheers and happy tweets!
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!

The Power of Referrals on Innovations In Business Show

noreply@blogger.com (Scott Andrews - ARRiiVE Business Solutions) — Wed, 27 Aug 2008 15:34:07 PDT

"The Power of Referrals" on ARRiiVE: Innovations In Business Show

When: August 27, 2008 at 2:00 PM PST / 5:00 PM EST
Topic: "The Power of Referrals"
Host: Scott Andrews, CEO of ARRiiVE Business Solutions

Call In: Call in at (724)444-7444 and enter 37798 # 1 # Text chat online: http://www.talkshoe.com/tc/37798 to text questions or listen online.

Details:
Visit http://www.talkshoe.com/tc/37798 To hear Scott Andrews, CEO of ARRiiVE Business solutions, discuss ways to increase your referrals and grow more business today at 2PM PST / 5PM EST.

Are you seeking ways to grow your business? Word-of-mouth has always been the most powerful way to grow a business. If you're seeking ways to grow your referrals, this is a show you won't want to miss:

In this show you'll receive:

Better understanding of the power of referrals...increase your selling power.
A simple and easy methodology to increase referrals... save time and hassle.
Advanced ideas to improve referrals... start growing more traffic immediately.

Stop wasting time trying to impress people with advertising and instead increase your referrals - right now! Don't miss this fun and educational call with Scott.

Show hosted by Scott Andrews, CEO of ARRiiVE Business Solutions (www.ARRiiVE.com)

It's simple and easy to join - call (724) 444 -7444 enter 37798#1# to dial in or visit http://www.talkshoe.com/tc/37798 OR http://www.ARRiiVE.com (see radio show link) to visit online and/or text chat questions to Scott.

ARRiiVE Business Solutions provides sales training and executive coaching. Click the link or email info [at] arriive.com to get started.

Update: Share this article with a friend and forward this link!

OR share the radio broadcast - bonus affiliate ideas:

Want to share your thoughts about this show? Weigh in below.
________________________________________

Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Like it? Share on del.icio.us or Stumble Upon!