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   Thursday, September 6, 2007

WHEN LESS IS MORE: LOWER ENERGY LEVEL FOUND TO WORK BEST ON COLD CALLSBy Susan BerkleyThe title of this article might confuse you. However, a salespersonwrote to tell me that he and his colleagues experience better coldcalls when they speak in a more "laid back" manner with a lowerenergy level. Fascinating!This salesperson relates, "I seemed to notice that the more energeticI was, the more theprospect got scared and put walls up. I guess the message they weregetting was, 'Here comes a salesman.' But when I was more low keythey were much more receptive. It seems like most people want toincrease their energy level and talk faster. I want to do the exactopposite! Any quick tips?"Sure ! Here's:HOW TO TAME A HYPER-ACTIVE SPEAKING STYLE1. KEEP BODY LANGUAGE TO A MINIMUMCut back on gestures. Remain seated. If you normally wear a headset,try restricting physical movement by working without it.2. MAKE SURE YOU ARE PHYSICALLY RELAXED BEFORE MAKING THE CALLImage that you just got out of bed. Take a deep breath and centeryourself before speaking. Learn some stretching exercises and do themonce an hour to keep the kinks out of your body.3. SURROUND YOUR DESK WITH SOOTHING IMAGESBeach scenes (no bikini clad women!), mountains, flowing water. Lookat the predominant colors in your office decor. Neutrals and bluesare soothing, red will pump you up.4. IF YOU CAN STAND IT, CUT BACK ON THE CAFFEINEThe more caffeine in your bloodstream, the faster you will tend tospeak.5. PAUSE MORE. AFTER EACH THOUGHT, COUNT TO 3 BEFORE YOU CONTINUEAsk lots of questions and listen for the answer. Most salespeopletalk too much. You should be listening 3 times more than you speak. Apause can feel like an eternity internally, but a listener willscarcely notice that you stopped speaking and will appreciate thatyou gave them a chance to digest your message.6. TAPE YOURSELFThe biggest challenge in voice improvement is that most of us do nothear ourselves as others hear us. A tape recorder and feedback from asupportive friend can help. Record yourself doing your sales pitch atyour normal speed and then at a slower rate. Give the tape to afriend and see if they notice a difference between the two. If youare still too fast, visualize elongating and extending the spacebetween your words. Pause for a beat or two after each thought. Ifyou use a script, make marks to remind you to pause at appropriateplaces.From "The Voice Coach" ezine by Susan Berkley. Copyright 2002,reprinted with permission. For a free subscription visithttp://www.greatvoice.com. Susan Berkley is a professional speakerand international communications expert. She is a top voiceoverartist and author of "Speak to Influence: How to Unlock the HiddenPower of Your Voice, " available at bookstores or from The GreatVoice Company at 800-333-8108.


The Power of a Self Brand
The Power of a Self BrandBy Catherine KaputaToday, branding isn't just for companies, Hollywoodcelebrities, or highly-paid athletes. People in allwalks of life are starting to use personal or selfbranding to get ahead in the game of life.The single factor that often explains the differencebetween a professional who is competent and doing okayand one who earns a significant income and generateslots of business is self branding.Self branding defined.Self branding is a strong personal identity based on aclear perception about what you stand for, what setsyou apart from others, and the added value you bringto a job or situation.Your self brand is the sum total of other people'sfeelings about your attributes and capabilities, howyou perform, even their perceptions about what you areworth.To brand or not to brand.Many people think that if they do a good job, theircareer will go fine. But no matter how secure yourposition seems to be, you are in competition with morepeople than you think.To some people, branding may seem manipulative orphony. "I'd just rather be myself," they say, "towith the flow and see where my career takes me." Or,the familiar line, "I'm not good at marketing myself."If you don't brand yourself, others will.The fact of the matter is you're giving the power toother people to brand you if you don't do it yourself.Let me give you an example. A new client came in whowas fuming because of the way another executiveintroduced her at a conference. He branded her as thecompany's direct mail maven. That may have been theway she started out at the firm, but not quite how shesaw herself now.Self brands are created not born.Branding is mainly a process of analyzing a product inrelationship to a market and figuring out how tomaximize the brand's potential. Branding is creatingan asset out of something. It is a matter ofsatisfying a market need in a different way. Andfiguring out a plan of action - the marketing plan -to build awareness and trial of the brand.Launching a person on a drive to become a successfulpersonal brand is essentially the same process. It isa conscious strategic process, a branding process, aprocess that Hollywood celebrities and high profileathletes have been using for some time.The Self Brand mindsetSelf branding means looking at yourself as a marketerwould look at a product that he or she wants to make awinning brand. You don't think of yourself as anemployee even if you work for a boss. You think ofyourself as working for yourself marketing the brand,You.The first thing a marketer does is analyze the marketand the product to understand what the opportunitiesare, what the threats are. What are the currentconditions? What are the assumptions about the future?What problems need to be solved? What needs aren'tbeing met?Act like the marketer of the product: YouIn personal branding, after analyzing the market, youdo a self audit. What are my strengths andweaknesses? How does my brand compare with the peopleI am competing with?You focus on key attributes and resources thatdifferentiate you. Skills, abilities, evenpersonality traits you have that are a solution to amarket need. Then you adopt what Theodore Levittcalled "the marketing imagination." You build apersonal brand identity that is different, relevantand adds value.Plan to dazzle: write out a marketing planI often work with clients to develop a formalmarketing plan that lays out a personal brand strategyand action plan. It is often in the writing that newcreative options come to light.It is important to set personal brand goals with aspecific time frame and plan of action for achievingthe goals. So just like a marketer would, you writedown personal marketing activities to achieve yourgoals. And, of course, you execute the marketingplan. You can't get to where you want to go unlessyou plan it and then do it.The final step is measurement. You assess youreffectiveness. How is my "portfolio" different nowthan it was last year? What new projects did I takeon? How did I expand my network? What new learningdid I acquire? If something isn't working, you changetrains. Branding is a dynamic process that offers thegreatest rewards to the receptive individual.Thinking and acting like a brand can create andmaintain demand for your most important product - you.Copyright 2003 All rights reserved.About the Author:Catherine Kaputa is a personal branding strategist,seminar leader, speaker and coach who works withexecutives, entrepreneurs and others who are good atwhat they do, but want to use branding to be moreeffective and successful in their lives. Visitwww.selfbrand.com or catherine@...__________________________________________________Do you Yahoo!?Yahoo! Tax Center - forms, calculators, tips, morehttp://taxes.yahoo.com/


An Empty Box of ICYHOT Becomes A New Marketing Solution For All My Advertising Aches and Pains
An Empty Box Of ICYHOT Becomes A New Marketing SolutionFor All My Advertising Aches and Painsby Thomas A. Hilton, Jr.I have an empty box of ICYHOT right next to my computer but it's notfor the reasons you might think. The benefits on the box statesthat it's for the following symptoms:ArthritisSore MusclesBackacheBursitisBody AchesLeg Cramps.I use it however for the following.- Massive Marketing Creativity- Inspirational BreakThroughs- BrainStorming Power Thoughts- Simple Motivational JumpstartsLet me explain... As you know ICYHOT is a wonderful theraputiccream for pain but when I learned the story behind this product.The success story in itself created more comfort for meas an internet marketer than the promises to relieve any symptomsit may contain on the box.Jay Abraham, the well known marketing expert somehow wasinvolved with this product at one time and he uses it to explainhow it came about to be successful and known as the veryICYHOT Therapy For Pain Medicine we all know today.Seems that a very unique marketing plan was used to catapultthis product and the plan was a genius of an idea. Jay explainsit this way. Once you discover the networth of any potential clientyou can then and only then determine how much you are willingto spend in advertising to acquire that client. Most people do itin reverse. I prefer Jay's way -- it's a guarateed way to successfor any product or service.The story goes... that the marketing plan was to invite overthousands of direct mail marketers to help promote the productand they would in exchange keep 100% of the money on everysale. This sounds too good to be true, but Jay explained it thisway. He had already discovered from other satisfied customersthat they were willing to buy the product at least 3 times duringthe course of a year and that they would buy the product for thenext (we'll say 7 years).He discovered this to be a formula to determine the exact networthof any client or customer.He quickly determined that if he simply gave the product awayfor free then he could profit from the second and third purchaseduring the first year and every purchase from the same customerduring the following 7 year period.So I now use this box of pain relieve to remind me that there arevarious ways to get around simple problems in business. Youmust however first recognize your problem for what it is. Thinkoutside the box. I know you've heard of that statement.I say "Put The Box Next To You For Inspiration and MarketingMotivation".------------------------------------------------------------------About the Author:Thomas A. Hilton, Jr, of http://www.ailspromotions.com and co-founderof http://www.headlines2go.com - where pre-testing your headlineswithout spending a fortune in advertising fees is only smart. Let OurFocus Groups Vote On Your Headlines Within Minutes --- Absolutely Free!email: mailto:thomas@...------------------------------------------------------------------[Non-text portions of this message have been removed]