Definition:
Sustainable development, as defined by the Brundtland Commission (1987) is "development that meets the needs of the present without compromising the ability of future generations to meet their own needs".
By definition, then, sustainable development is development that takes the impact on the environment into account and tries to minimize environmental damage.
I'm of the opinion that sustainable development is a good thing in itself, but whatever your personal opinion, sustainable development is something that all businesses, large and small, should be actively involved in. "Green causes" are increasingly popular with the public, making sustainable development both good for PR and good for sales. It's no accident that so many large corporations have entire ad campaigns devoted to presenting themselves as environmentally friendly.
Small businesses, too, can get involved in sustainable development by adopting environmentally sound business principles and translating them into action. See Sustainable Development For Small Businesses for more information on how to do this.
Also Known As: SD
Common Misspellings: Sustanable Development, sustainabal development.
Examples: Integrating environmental considerations into day-to-day operations is one of the basic principles of sustainable development.
Showing posts with label Usman Anwar. Show all posts
Showing posts with label Usman Anwar. Show all posts
Friday, December 11, 2009
Friday, December 4, 2009
Top 7 Sales Blunders-Avoiding sales mistake:
We all make mistakes when selling our product or service. Here are the most common sales mistakes people make. I have to admit I have made many of these mistakes, even though I have been teaching this stuff for almost a decade.
Sales Mistake # 1: Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way to learn whether or not your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert.
Sales Mistake # 2: Not completing pre-meeting research. After several weeks of voice mail I finally connected with my prospect and scheduled a meeting. Unfortunately, I entered the meeting without first researching the company. Instead of presenting a solution to an existing problem, I spent the entire meeting learning fundamental information, which to senior executives, is a complete waste of their time. This approach is one of most common sales mistakes. Invest the time learning about your prospect before you call them and before you try to schedule a meeting.
Sales Mistake # 3: Talking too much. Too many sales people talk too much during the sales interaction. They espouse about their product, its features, their service and so on. When I first bought carpet for my home I recall speaking to a sales person who told me how long he had been in the business, how smart he was, how good his carpets were, etc. But this dialogue did nothing to convince me that I should buy from him. Instead, I left the store thinking that he did not care about my specific needs. A friend of mine is in the advertising business and often talks to prospects who initially request a quote. Instead of talking at great length about the ad agency’s experience and qualifications, he gets the potential client talking about her business. By doing this he is able to determine the most effective strategy for that prospect.
Sales Mistake # 4: Giving the prospect information that is irrelevant. When I worked in the corporate world I was subjected to countless presentations where the sales person shared information that was completely meaningless to me. I don’t care about your financial backing or who your clients are. Make the most of your presentation by telling me how I will benefit from your product or service until I know how your product or service relates to my specific situation.
Sales Mistake # 5: Not being prepared. I remember calling a prospect expecting to receive his voice mail. That meant I was completely unprepared when he answered the call himself. Instead of asking him a series of qualifying questions I simply responded to his questions, allowing him to control the sale. Unfortunately, I didn’t progress any further than that initial call. When you make a cold call or attend a meeting with a prospect it is critical that you are prepared. This means having all relevant information at your fingertips including; pricing, testimonials, samples, and a list of questions you need to ask. I suggest creating a checklist of the vital information you will need and reviewing this list before you make your call. You have exactly one opportunity to make a great first impression and you will not make it if you are not prepared.
Sales Mistake # 6: Neglecting to ask for the sale. I recall a participant in one of my workshops expressing interest in my book. I told him to look through it but at no time did I ask for the sale. Later, I heard him express this observation to other participants in the program. If you sell a product or service, you have the obligation to ask the customer for a commitment, particularly if you have invested time assessing their needs and know that your product or service will solve a problem. Many people are concerned with coming across as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favorably.
Sales Mistake # 7: Failing to prospect. This is one of the most common mistakes independent business make. When business is good many people stop prospecting, thinking that the flow of business will continue. However, the most successful sales people prospect all the time. They schedule prospecting time in their agenda every week.
Even the most seasoned sales professional makes mistakes from time to time. Avoid these blunders and increase the likelihood of closing the sale.
Sales Mistake # 1: Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way to learn whether or not your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert.
Sales Mistake # 2: Not completing pre-meeting research. After several weeks of voice mail I finally connected with my prospect and scheduled a meeting. Unfortunately, I entered the meeting without first researching the company. Instead of presenting a solution to an existing problem, I spent the entire meeting learning fundamental information, which to senior executives, is a complete waste of their time. This approach is one of most common sales mistakes. Invest the time learning about your prospect before you call them and before you try to schedule a meeting.
Sales Mistake # 3: Talking too much. Too many sales people talk too much during the sales interaction. They espouse about their product, its features, their service and so on. When I first bought carpet for my home I recall speaking to a sales person who told me how long he had been in the business, how smart he was, how good his carpets were, etc. But this dialogue did nothing to convince me that I should buy from him. Instead, I left the store thinking that he did not care about my specific needs. A friend of mine is in the advertising business and often talks to prospects who initially request a quote. Instead of talking at great length about the ad agency’s experience and qualifications, he gets the potential client talking about her business. By doing this he is able to determine the most effective strategy for that prospect.
Sales Mistake # 4: Giving the prospect information that is irrelevant. When I worked in the corporate world I was subjected to countless presentations where the sales person shared information that was completely meaningless to me. I don’t care about your financial backing or who your clients are. Make the most of your presentation by telling me how I will benefit from your product or service until I know how your product or service relates to my specific situation.
Sales Mistake # 5: Not being prepared. I remember calling a prospect expecting to receive his voice mail. That meant I was completely unprepared when he answered the call himself. Instead of asking him a series of qualifying questions I simply responded to his questions, allowing him to control the sale. Unfortunately, I didn’t progress any further than that initial call. When you make a cold call or attend a meeting with a prospect it is critical that you are prepared. This means having all relevant information at your fingertips including; pricing, testimonials, samples, and a list of questions you need to ask. I suggest creating a checklist of the vital information you will need and reviewing this list before you make your call. You have exactly one opportunity to make a great first impression and you will not make it if you are not prepared.
Sales Mistake # 6: Neglecting to ask for the sale. I recall a participant in one of my workshops expressing interest in my book. I told him to look through it but at no time did I ask for the sale. Later, I heard him express this observation to other participants in the program. If you sell a product or service, you have the obligation to ask the customer for a commitment, particularly if you have invested time assessing their needs and know that your product or service will solve a problem. Many people are concerned with coming across as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favorably.
Sales Mistake # 7: Failing to prospect. This is one of the most common mistakes independent business make. When business is good many people stop prospecting, thinking that the flow of business will continue. However, the most successful sales people prospect all the time. They schedule prospecting time in their agenda every week.
Even the most seasoned sales professional makes mistakes from time to time. Avoid these blunders and increase the likelihood of closing the sale.
6 Sure Ways to Increase Sales:
1. Set up a sales incentive program.
Give your sales staff a reason to get out there and sell, sell, sell. Why do so many businesses that rely on their sales staff to drive sales have incentive programs in place? Because offering their sales staff the trips and/or TVs for x amount of sales works. See Paul Shearstone’s Creating Sales Incentive Programs That Work for how to make your sales incentive program “sweet and simple and attainable”.
2. Encourage your sales staff to upsell.
Essentially, upselling involves adding related products and/or services to your line and making it convenient and necessary for customer to buy them. Just placing more products near your usual products isn’t going to increase your sales much. To upsell successfully, the customer has to be persuaded of the benefit. For instance, when I last had my carpets cleaned, the cleaner noticed a pet stain. Instead of just cleaning it up, he drew my attention to it, and showed me how easily and effectively the spot cleaning solution removed all trace of the stain. Did I buy the spot cleaning solution? You bet. He persuaded me that buying it was beneficial to me and made it convenient to purchase it. Result: increased sales for the carpet cleaning company.
3. Give your customers the inside scoop.
Recently I was shopping at a retail housewares store. I had picked out an item and was mulling over whether to buy it or not when a salesperson came up to me and said, “I see you’re interested in that blender. We’re having a sale next week and all our blenders will be 20 percent off. You might want to come back then.” Guess what? I did – and bought two other items as well. Lesson: if you have a promotion or sale coming up, tell your customers about it. They’ll come back – and probably bring some friends with them too. (And don't forget - you can give your customers the inside scoop by emailing or calling them, too.)
4. Tier your customers.
There should be a clear and obvious difference between regular customers and other customers – a difference that your regular customers perceive as showing that you value them. How can you expect customer loyalty if all customers are treated as “someone off the street”? There are all kinds of ways that you can show your regular customers that you value them, from small things such as greeting them by name through larger benefits such as giving regulars extended credit or discounts.
5. Set up a customer rewards program.
We’re all familiar with the customer rewards programs that so many large businesses have in place. But there’s no reason that a small business can’t have a customer rewards program, too. It can be as simple as a discount on a customer’s birthday or as complex as a points system that earns various rewards such as discounts on merchandise. Done right, rewards programs can really help build customer loyalty and increase sales.
6. Distribute free samples to customers.
Why do so many businesses include free samples of other products when you buy something from them? Because it can increase sales in so many ways. As the customer who bought the original product, I might try and like the sample of the new product and buy some of it, too. Or I might pass on the sample to someone else, who might try the product, like it, and buy that and other products from the company. At the very least, the original customer will be thinking warm thoughts about your company, and hopefully telling other people about your products.
Attracting new customers is a good thing. But attracting new customers is not the only way to increase your sales, and is, in fact, the hard way of going about it. Shifting your sales focus to enticing your current customers can make increasing your sales easier – and best of all, build the customer loyalty that results in repeat sales.
Give your sales staff a reason to get out there and sell, sell, sell. Why do so many businesses that rely on their sales staff to drive sales have incentive programs in place? Because offering their sales staff the trips and/or TVs for x amount of sales works. See Paul Shearstone’s Creating Sales Incentive Programs That Work for how to make your sales incentive program “sweet and simple and attainable”.
2. Encourage your sales staff to upsell.
Essentially, upselling involves adding related products and/or services to your line and making it convenient and necessary for customer to buy them. Just placing more products near your usual products isn’t going to increase your sales much. To upsell successfully, the customer has to be persuaded of the benefit. For instance, when I last had my carpets cleaned, the cleaner noticed a pet stain. Instead of just cleaning it up, he drew my attention to it, and showed me how easily and effectively the spot cleaning solution removed all trace of the stain. Did I buy the spot cleaning solution? You bet. He persuaded me that buying it was beneficial to me and made it convenient to purchase it. Result: increased sales for the carpet cleaning company.
3. Give your customers the inside scoop.
Recently I was shopping at a retail housewares store. I had picked out an item and was mulling over whether to buy it or not when a salesperson came up to me and said, “I see you’re interested in that blender. We’re having a sale next week and all our blenders will be 20 percent off. You might want to come back then.” Guess what? I did – and bought two other items as well. Lesson: if you have a promotion or sale coming up, tell your customers about it. They’ll come back – and probably bring some friends with them too. (And don't forget - you can give your customers the inside scoop by emailing or calling them, too.)
4. Tier your customers.
There should be a clear and obvious difference between regular customers and other customers – a difference that your regular customers perceive as showing that you value them. How can you expect customer loyalty if all customers are treated as “someone off the street”? There are all kinds of ways that you can show your regular customers that you value them, from small things such as greeting them by name through larger benefits such as giving regulars extended credit or discounts.
5. Set up a customer rewards program.
We’re all familiar with the customer rewards programs that so many large businesses have in place. But there’s no reason that a small business can’t have a customer rewards program, too. It can be as simple as a discount on a customer’s birthday or as complex as a points system that earns various rewards such as discounts on merchandise. Done right, rewards programs can really help build customer loyalty and increase sales.
6. Distribute free samples to customers.
Why do so many businesses include free samples of other products when you buy something from them? Because it can increase sales in so many ways. As the customer who bought the original product, I might try and like the sample of the new product and buy some of it, too. Or I might pass on the sample to someone else, who might try the product, like it, and buy that and other products from the company. At the very least, the original customer will be thinking warm thoughts about your company, and hopefully telling other people about your products.
Attracting new customers is a good thing. But attracting new customers is not the only way to increase your sales, and is, in fact, the hard way of going about it. Shifting your sales focus to enticing your current customers can make increasing your sales easier – and best of all, build the customer loyalty that results in repeat sales.
Thursday, November 19, 2009
The top 25 Home Based Business Ideas
If you are thinking about starting your own home-based business, the available options can be overwhelming. However, there are many tried and true home-based businesses that may be just what you are looking for.
Here are the top 25 home-based business ideas, in no particular order:
Here are the top 25 home-based business ideas, in no particular order:
1. Personal trainer. If you are fitness-minded, you can start your own career as a personal trainer. Check out the National Federation of Professional Trainers for information about the certification process.
2. Yoga instructor. Begin sharing your expertise with others by teaching yoga classes. There are a number of online resources, depending on the school of yoga that you practice. The Yoga Alliance Web site provides information on yoga schools, certification, insurance, and so on.
3. Tutoring. You can start a business tutoring students by advertising at schools, the local YMCA, and other places frequented by families. If you have children, talk to their teachers and determine the needs of your school district.
4. Business coaching. Have experience with management or some other specialized business skill? Share it with others by becoming a business coach. The International Coach Federation provides certification and a coach referral service for its members.
5. Consulting. If you are an expert in your industry, such as finance, marketing, or mediation, consider beginning your own consulting business.
6. Medical and legal transcription. If you have transcription skills and the necessary equipment, you can easily work from home for a variety of different companies. Check local community colleges or online for transcription training courses.
7. Medical claims billing. This industry is one of the most popular work-from-home businesses -- so much so that suspect companies have been popping up on the Internet and in classified advertisements. ELearners.com can help you locate transcription training courses online.
8. Accounting. There are many franchises and opportunities available for certified public accountants. If you are interested in getting certified, take a look at the Web site of the American Institute of Certified Public Accountants for information on specific state requirements.
9. Web design. If you can design quality Web sites, consider turning your skills into a home-based business. Although the software and hardware costs can be steep, good Web designers tend to be well-compensated for their efforts.
10. Desktop publishing. Do you have a creative flair for putting together brochures and newsletters? You can offer your own desktop publishing services to other small businesses. Software can be expensive, so make sure to give applications a trial run or take a course before investing in one.
11. Photography. If you are skilled with a camera, you can open your own photography studio in your home. Keep in mind that you will need space to shoot the pictures as well as a light-free space for a darkroom if you decide to process your film and print your photographs yourself.
12. Home inspection. The National Association of Certified Home Inspectors Web site provides information on becoming certified to inspect homes.
13. Remodeling. If you are a gifted carpenter or contractor, you can turn your passion into your own business. The SBA provides loans to experienced contractors looking to renovate homes or businesses in order to sell them.
14. Interior design. If you have a flair for the creative, consider interior design. The American Society of Interior Designers Web site provides resources for aspiring interior designers, including a list of each state's requirements for licensing.
15. Catering or personal chef. Consider starting your own catering or personal chef business from your own kitchen. You can set yourself apart from competitors by providing specialized services such as low-carb or vegetarian menus.
16. Gift baskets. Gift basket creation is a popular and creative home-based business. Target both individuals and businesses to increase potential sales.
17. Wedding planner. If you are an ace at organizing important events and have a Rolodex full of contacts, consider becoming a wedding planner. There are numerous online certification courses online, including one from Weddings Beautiful.
18. Personal shopper. If you are a great shopper with an eye for people's personal styles, you can offer your services to those less inclined. In addition, consider providing a gift shopping service for those too busy to shop themselves.
19. Concierge. If you have a lot of energy, a love for the mundane, and the ability to juggle multiple tasks, consider providing a personal concierge to busy business people or parents.
20. Custom jewelry creation. Designing your own custom design jewelry can be a lucrative pastime. Make sure to wear your own creations as a way to drum up business.
21. Computer repair. Are you the person everyone calls when they have a computer problem? Turn this into a business and start getting paid for fixing fatal errors. Check out Geeks on Call America and Rescuecom if you are interested in franchise opportunities.
22. Cleaning service. If you are good at cleaning, consider offering your services to others. One way to go is with a franchise which have cleaning and managing staff.
23. Carpet cleaning service. There are many popular franchises that allow you to start your own carpet cleaning business and receive the equipment and training you need. ServiceMaster Clean and ChemDry are two of the bigger ones.
24. A riding school. If you own your own barn, land, and horses, you can open your own riding school. Equisearch.com offers resources, including some useful articles on liability issues.
25. Child-care services. Turn your expertise with children into one of the most popular home-based business opportunities.
Tuesday, November 17, 2009
3 Ways To Generate Profitable Business Ideas
All businesses are created first by ideas. Then once you're in business you need ideas for marketing, advertising, solving problems, product development etc. The difference between success or failure could be one just one idea. That's all! Below are three ways to generate profitable business ideas.
1. Communicating regularly with other business people can generate many ideas. There are many resources online and offline to meet new business people lie; seminars, chat rooms, discussion boards, trade shows etc. Sharing your knowledge, asking questions, and taking in new information will stimulate your mind. Your brain will begin to put all this information together to create profitable business ideas.
2. If you're not much of a communicator, try reading. Reading can also stimulate your mind. Read business books, magazines, e-books, web sites, journals, e-zines, newspapers etc. Your brain will generate profitable ideas by absorbing and rearranging this information on a regular basis.
3. Don't have a lot of time to read? You could listen to business audio books, seminars and courses. Listen to them in the car, while your doing house work, working in the yard, or exercising. Also, tune in business related radio stations. This will help you save time and generate profitable business ideas at the same time.
There are a few extra tips that will help improve these idea generation strategies. Take short breaks to brainstorm about the information you absorbed. Keep a notepad and pen handy to record your ideas so you don't forget them. All businesses need profitable business ideas to stay ahead of competition and survive.
1. Communicating regularly with other business people can generate many ideas. There are many resources online and offline to meet new business people lie; seminars, chat rooms, discussion boards, trade shows etc. Sharing your knowledge, asking questions, and taking in new information will stimulate your mind. Your brain will begin to put all this information together to create profitable business ideas.
2. If you're not much of a communicator, try reading. Reading can also stimulate your mind. Read business books, magazines, e-books, web sites, journals, e-zines, newspapers etc. Your brain will generate profitable ideas by absorbing and rearranging this information on a regular basis.
3. Don't have a lot of time to read? You could listen to business audio books, seminars and courses. Listen to them in the car, while your doing house work, working in the yard, or exercising. Also, tune in business related radio stations. This will help you save time and generate profitable business ideas at the same time.
There are a few extra tips that will help improve these idea generation strategies. Take short breaks to brainstorm about the information you absorbed. Keep a notepad and pen handy to record your ideas so you don't forget them. All businesses need profitable business ideas to stay ahead of competition and survive.
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