August 12, 2014
by Bob Meyer, Editor of BarterNews
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Strategy For Becoming A Chosen
Let's face it, owners of small growing businesses often find
themselves multitasking — trying to do several things at once.
And being overloaded, they may appear to have a chip on their
So when seeking to do business with these
owners, realize they are deeply involved in their company's
day-to-day operations, which become a continual problem-solving
challenge for them. And because they're such busy people, they may
resent a supplier's sales attempts. Yet no one depends more on their
suppliers to help them succeed than small businesses.
can get your foot in the door by overcoming the objections that a
small business prospect is likely to have simply by answering the
following questions pro-actively.
1) Who are you?
If you're a newcomer or a little-known entity, address this concern
head-on by presenting your qualifications. They need to know they
can trust you.
2) How will you save me time?
Convincing them you can save them time is often the greatest benefit
you can offer.
3) How will you help me save or make
more money? Small business owners are in it for the money,
as well as for the freedom to call their own shots. Demonstrate
savings and profit increases. (Do you see where barter can play an
important part in your sales presentation?)
this for a business like mine? Your message needs to be
targeted. Speak to specific industries, addressing their individual
5) Can you prove it? Be sure your
promises are believable, and back them with supporting evidence.
6) What's the catch? Small businesses are
always concerned about trust.
7) Why should I buy
now? A small company's resources are limited. But strong
incentives can overcome the objection that you're a new supplier
asking a small company to change the way it does business.
8) No cash involved, how does that work? Introduce
them to barter; then use the competitive close by offering to work
with them on a barter basis. Telling them, "You don't have to pay me
in cash," is the most powerful closing there is!
marketers understand that behind a small business owner's gruff or
skeptical exterior is a hard-working person looking for reliable
products and services that not only will help make a company
profitable, but fulfill a dream!
Open your thinking to
their particular perspective, and you'll open a path to new
prospects and substantially increasing your sales.
Ways To Spot Future Trends Early
Read classified advertising, observing which firms are hiring and
what kinds of jobs are in short supply.
- Where are the long lines? Back orders?
- What are people reading? What are the best-selling books,
magazines and newspapers?
- Where are the shortages?
- Follow the financial pages. Look for common stocks selling
at higher than average price-earnings multiples.
- What are the comic strips saying?
- Where and what are the most popular seminars?
- Who's losing ... having going-out-of-business sales and
- Check vehicle registrations for types, prices, etc.
- Study display advertising.
- Watch crime statistics.
- Look at mail-order catalogs.
- Visit trade shows and read trade magazines. Visit shows
outside your industry.
- Travel. Watch and listen.
You can add a dozen other indicators that are unique to your
field. But you need to keep the blinders off, in order to stay in
touch with the big picture.
BarterNews.com — World's Largest
Hundreds of valuable articles,
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Leaders Produce Both Happy People &
By Dr. Tasha Eurich
Why won't my employees just do what I tell them? Why am I
struggling to motivate my team? Why aren't they giving me the
performance I need?
If any of these questions sound
familiar to you, you're not alone.
You were probably promoted because you're a competent technical
professional. You know how to build a bridge, negotiate a deal, or
justify a capital expenditure. But whether you're a middle manager
or a CEO, your technical skills usually won't help you be a better
Yet effective leadership has an undeniable business
value. In one study, Jack Zenger and colleagues (How
Extraordinary Leaders Double Profits) examined the best (top
10%) and worst (bottom 10%) leaders at a large commercial bank. On
average, the worst leaders' departments experienced net losses of
$1.2 million, while the best leaders boasted profits of $4.5
Sink Or Swim Is Not A Plan
As any disgruntled employee will attest, exceptional leadership
isn't commonplace. One recent Center for Creative Leadership study
reveals that up to 50% of managers are ineffective. And sadly, your
company probably isn't doing much to help you. First, they probably
use the wrong criteria to select leaders by focusing on technical,
rather than leadership, skills. Second, most invest precious little
to develop leaders, and training is often an isolated,
one-size-fits-all event. Without follow-up, 90% of information from
training programs disappears after three months!
organizational support, leaders wanting to improve are left to their
own devices. But when they search on Amazon.com for "leadership
books," they're assaulted with more than 100,000 options! No wonder
leadership feels so complex and impossible.
good news. Though psychologists used to believe leaders were "born,"
recent research tells a much different story — leadership is
an acquirable skill. Recently, a study by Richard Arvey at
Singapore's NUS Business School revealed that a whopping 70% of
leadership is learned. That means anyone can learn to become an
Two Behaviors All Leaders Must
For decades, scientists have known
everything we need to know about how successful leaders behave. It's
like finding your TV remote tucked under a couch cushion after hours
of searching elsewhere: The secrets to leadership really have been
here all along.
In 1945, a group Ohio State University
researchers set out to disprove the notion that leadership was an
inborn personality trait. With 70 International Harvester Company
foremen as their subjects, they discovered that leadership
effectiveness was related to the presence of two independent
First, effective leaders showed consideration,
displaying support, compassion, and friendliness to their team.
Second, they initiated structure. They clearly defined the
role each employee played and drove their performance.
best leaders are able to move to the middle, focusing on
people and results. These bankable leaders create
prosperity in the form of achievement, health, happiness and wealth
for themselves, their team, and their organization. Think of the
best manager you've ever had. He or she might have been a walking
contradiction, achieving all of these things at once:
for and understand team members AND set aggressive performance
⇒Help team members succeed AND expect responsibility for
successes and failures.
⇒Provide recognition AND push continuous improvement.
⇒Help you enjoy your job AND ensure everyone maximally
Three Actions For Becoming More
1. Gather the Facts
like you can't start a weight-loss program without getting on a
scale, you must begin your journey by learning the truth about
yourself. We're often the worst evaluators of our behavior. You may
have placed yourself in the middle of the continuum, believing you
place an equal emphasis on People and Results. However, your team
might say, "Are you kidding? You're a total slave driver!" Use your
resources and gather the facts, whether it's through an assessment
or via feedback in the form of conversations.
For executive teams, research by Paul
Leinwand and Cesare Mainardi of Booz & Company shows that as their
quantity of goals increases, revenue declines. Similarly, leaders
often choose too many development goals. Give yourself the greatest
chance for victory by developing one thing at a time. It is far
better to make progress in one area than to make little or none in
3. Practice Daily
It's likely that
you've had a development plan before, one that gathered dust in a
drawer. You were probably engaging in Delusional Development: the
futile hope that just by wanting to get better at something
and knowing enough to be dangerous, you'll show improvement. The
amount of deliberate practice you choose will be proportionate to
your improvement. The journey to leadership is like learning a
violin concerto: You have to learn the concepts (reading music) and
behaviors (playing the violin). Then you practice every day to
create beautiful music.
Happens Day By Day
From music to science to
athletics, people with average talent have achieved extraordinary
things. Scientists used to think that superior athletes achieved
greatness because of biological differences. But we now know that
the best marathon runners, for example, simply train more in the
weeks leading up to the marathon.
The same is true for
exceptional leaders. That's why the "I just wasn't born to be a
leader" excuse doesn't hold water. A person may not want to
be a leader, which is entirely different. But with focus and
commitment, anyone can become a more effective leader. The
daily commitment it requires isn't always sexy, but will make you a
more bankable leader ... guaranteed.
An executive coach, speaker, leadership
master, contributor to Huffington Post, and author, Dr. Tasha Eurich
is the author of the book, Bankable Leadership: Happy People,
Bottom Line Results, and the Power to Deliver Both. She
also helps organizations succeed by improving the effectiveness of
their leaders and teams. Dr. Eurich passionately pairs her
scientific grounding in human behavior with a practical approach to
solving some of today's most common leadership challenges.
Her decade-long career has spanned roles as an external
consultant and a direct report to both CEOs and human resources
executives. The majority of Dr. Eurich's work has been with
executives in large Fortune 500 organizations. She has an M.S. and
Ph.D. in Industrial-Organizational Psychology from Colorado State
University and serves on the faculty at the Center for Creative
Dr. Eurich has been featured in The
New York Times and Forbes, as well as published
articles in Chief Learning Officer Magazine and The Journal of
Business and Psychology among many others. In 2013, she was honored
as one of Denver Business Journal's "40 under 40," for rising stars
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The Growth and Use of Secondary
Capital (New Money) Creates Unprecedented Wealth In Today's New Age
There are many forms of secondary
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