BUSINESS BOOKS 2019
"Avoid Danger In Negotiations - How To Control Conversations Better" - Negotiation Tip of the Month
By Greg Williams
Two agents were working undercover as they discussed an update with their informant. They were seated in a recessed area in an attempt to keep their conversation private and to avoid danger. They wanted to control the environment as much as possible. Suddenly, a panhandler walked over and aggressively began to ask for money. One agent said pleasantly, no. But the person persisted by asking, why not? The agent said, no, again. Still, the person continued their plea for money. Finally, the agent growled as he said in a loud voice, I said no! Stunned, the beggar turned and quickly walked away.
Potential danger always surrounds you, even during negotiations (you're always negotiating). In some cases, you avoid it by staying outside of its bounds. At other times, you prevent it by the way you control conversations in an environment.
When the agents turned their attention back to their update, the informant asked, did you think that person was dangerous? The agent said, no. That beggar didn't accept my answer the first few times. So, I had to alter the delivery of my words. By changing the tone of my reply and sounding more hostile, the panhandler sensed my, no, response as being more definitive. That's why he walked away at that point.
Consider the following techniques to increase your control as you negotiate with those that might attempt to be defiant or with those that you'd like to control better.
Block and Bridge
Block and bridge is one way to alter the flow of a conversation. You'd implement its use as a conversation began to head in an unwanted direction - one that you feared would cause you to lose control of the discussion or interaction. You might also consider employing it when you wanted to enhance the flow of a conversation.
To invoke its use, when someone began making statements that you disagreed with, or citing accounts not aligned with where you wanted to take the conversation, block their comments. As an example, you can say, you have a point (block), and the outcome was less than expected (bridge). I suggest we take the following approach. It's known to have better results.
The manner you block someone's comments depends on the severity of the situation. If it's one that might escalate to a high degree of irritation, you might consider blocking the other person's statements with a harsh tone and words. If that's not required, consider being milder in your intonation and demeanor.
Answering Questions With Questions
Answering questions with questions is an excellent way to gather more information than you give. It also allows you to control a conversation. Because the person asking questions is controlling the flow of the discussion. And that occurs as long as the other party is answering questions.
To implement this strategy, ask a question in response to one that's asked of you. Do this instead of answering the initial query. Thus, instead of providing an answer to that question, you'd respond with one of your own.
As an example, if someone says, do I have to take this course of action? Your response might be, what do you think will happen if you don't take this course of action? You've not answered the question. And if you get a response, you've gained more insight into the individual's thoughts. Along with a possible solution to a situation if you choose to implement that person's response.
Listening To What's Not Said
Many people consider themselves good communicators because they pay attention to what someone says. In reality, you can be a better communicator and control conversations better by observing what's someone doesn't say.
As an example, if someone said, I didn't do what you said I did. You might consider a person's answer to mean, I didn't do what you said I did. Yes, I did it, but not the way you stated it.
By listening for what's not said, and the response of how something's said, you'll gain better insight and control of someone's statements. You'll also know more about how that person is communicating. And that will be worth its weight in gold.
In every environment, and every negotiation you're in, think about how you'll control that environment. In particular, consider how you'll avoid dangerous situations, what form of control you'll use, and where that might take you in your encounter. Because the better you control conversations, the more power and control you'll have in every negotiation and situation that you're in... and everything will be right with the world.
Remember, you're always negotiating!
Listen to Greg's podcast at https://anchor.fm/themasternegotiator
After reading this article, what are you thinking? I'd like to know. Reach me at Greg@TheMasterNegotiator.com
"Body Language Secrets To Win More Negotiations" will allow you to gain insight as to how you can negotiate better by being able to read the other negotiator's body language. In addition, the book goes deep into new negotiation strategies that you can use to disarm your negotiation opponent and increase your negotiation win rates.
Get "Body Language Secrets To Win More Negotiations" and start winning more negotiations while reading body language to do so!
Your 3-Step Guide to Increase Sales With Seasonal Marketing
By Susan Friesen
When holidays like Thanksgiving and Christmas roll around, you may be thinking more about what to serve guests for dinner, or how to decorate your home-not how to increase sales with seasonal marketing. (That is, unless you sell Christmas ornaments or turkeys, then I'm sure it's top of mind.)
Holiday promotions aren't just limited to important dates, either.
You can go as broad as you like: the seasons, festivals and statutory days, to name a few. You only have to spend some time on social media platforms to see everything from International Coffee Day to World Teachers' Day; get creative and find the ones that make sense for your business.
No matter what your product or service is, there are some great ways to appeal to your target audience.
5 Seasonal Marketing Ideas to Promote Your Business
From clothing stores to grocery stores, many businesses offer gift cards-and not just seasonally; you'll often find them year-round. Even if you don't have a product or service traditionally associated with a special occasion like Christmas, with a little creativity, you can make it work.
For example, you probably wouldn't think of Subway sandwiches when you're brainstorming Christmas presents, but if you saw this gift card you might get an idea to give it to a friend or family member.
Maybe you're a life coach or a business coach who could design a festive-looking gift certificate for a certain number of sessions.
Or, perhaps you're an interior designer or feng shui consultant who could sell an introductory session as a housewarming gift.
Have you ever received a freebie email or e-greeting card on your birthday?
While some customers may shy away from entering their birthdays on your website or eNewsletter signup form, you can make it easier by not asking for the year and telling them why you're requesting it.
Then, send your birthday customer a seasonal discount or freebie with your best wishes.
Here's a tasty one: The family restaurant chain Red Robin offers a free birthday burger as one of the perks to signing up for their Royalty program.
If you don't offer free shipping throughout the year, making this a prominent holiday offer on your website during can encourage visitors to buy from you.
If you already offer free shipping over a certain amount, consider lowering it for a special occasion.
You can remind customers that it's a special offer by having them enter a promo code at checkout or showing them the regular shipping cost crossed out.
A social media photo contest
Ask your followers on Facebook or Instagram to share festive photos with your product and tag you for a chance to win a prize. You could have followers submit summer vacation photos, Easter dinner pics, a favorite first-day-of-school memory... whatever!
Tie it in with your business and it's a win-win situation: your followers get a chance to win a prize, and you get exposure and user-generated content.
A simple thank you
It's always a thoughtful gesture to thank the people who make it possible for you to stay in business!
I appreciate our clients so much, and I always want to wish them a happy holiday and let them know if we are going to be closed for a stat or special event.
While this isn't a tactic to gain more sales, the more gratitude you feel and show to your loyal clients the better. Take the time to send a short holiday newsletter when you feel it's appropriate.
As a business owner, it's your main purpose and what you focus the bulk of your energy on. However, it can be a challenge-especially when you're so close to your brand-to see what's missing and to make the necessary changes.
Now that you have some ideas around what to do for your customers, I'm going to share how you can pull off a successful holiday marketing campaign.
1. Do your keyword research
It's important to do keyword research anytime you create content. You want to have a nice balance of targeted short- and long-tail keywords.
Don't wait until the last minute to create your compelling content, especially for big holidays like Christmas. According to the National Retail Foundation, 40 percent of consumers begin shopping for the 25th before Halloween.
Rather than stuffing your content, you should be writing for your readers and sprinkling these well-researched keywords throughout your content. For special occasions, brainstorm the event + your product/service/timely offer + your location. Here are a few examples:
- Valentine's Day + gift cards + Vancouver
- New Year's + women's dresses + Mississauga
- Father's Day + spa packages + Edmonton
2. Provide valuable content
Think about what your visitors will find valuable when you're creating website copy and articles as part of your seasonal marketing.
People are looking for solutions to their problems, whether it's how to make spring cleaning easier, or how to shop for birthday gifts on a budget.
You could create a "Top 5" list, gather the "Most popular" products or services around an occasion or post some "Easy ways" to do something to catch people's attention.
Turn your keyword research into well-written and -researched articles and guides that your customers will want to share on social media.
3. Be data-driven and flexible.
It's essential to capture as much data as possible during your seasonal marketing campaigns. Are people engaging with your social media posts? Is your website content converting visitors into leads and sales? Is a particular page getting more traffic than others?
As you collect data, you can review your campaign's performance to develop your strategy for other important dates and holiday promotions.
You don't want to miss out on a profitable Black Friday or New Year's opportunity because you weren't sure how your campaign was doing.
As you can see, seasonal campaigns are about more than just putting up store decorations or adding a greeting to your website's home page. By creating meaningful campaigns that resonate with your target audience and following these three steps, your holidays can be happier -and more successful -than ever.
Susan Friesen, founder of the award-winning web development and digital marketing firm eVision Media, is a Web Specialist, Business & Marketing Consultant, and Social Media Advisor. She works with entrepreneurs who struggle with having the lack of knowledge, skill and support needed to create their online business presence.
As a result of working with Susan and her team, clients feel confident and relieved knowing their online marketing is in trustworthy and caring hands so they can focus on building their business with peace of mind at having a perfect support system in place to guide them every step of the way.
The Innovative Leader: Skills and Strategies
By Donna Stevenson
Challenging circumstances and complex issues face every leader today, no matter the organization or environment. These circumstances and issues give rise to ever-increasing demands for leaders who have the capability to innovate.
Leaders who innovate see the bigger picture, grasp the entire situation including all the variables that may come their way. This means they have the capacity to think differently about their organization, they have the skills which allow them to bring new ideas and energy to their role, to address challenging situations and find solutions to complex issues. As a result, they bring more innovation into the entire organization.
Innovative leaders have powerful imaginations, they challenge everything, looking where others have not looked. They constantly ask, 'What if?' And because they do, they find new opportunities and take reasonable and appropriate risks. An XBInsight survey of over 5,000 CEOs worldwide found innovative leaders are more successful than non-innovative leaders as a result of five key competencies. The survey found innovative leaders are better able to manage risk and seize opportunities. They demonstrate curiosity, lead courageously, and maximize a strategic business perspective.
Because they have excellent communication skills, innovative leaders generate enthusiasm for opportunities, motivating and inspiring others to collaborate with them and take the needed risks. They apply emotional intelligence to their everyday lives, continually building relationships with team members, colleagues, and bosses. They have confidence in their team, recognize and support creativity in the team, and the ability of them to work together effectively on implementation strategies.
Finally, innovative leaders are tuned in to the details of a situation and its effect on the organization. They dig down to seek out new patterns and consider new points of view. They are willing to change their perspective, challenging their own previously held convictions.
Innovation is about implementation. Without implementation, innovation is creativity - the generation of new ideas, something new without the application - non quantifiable, minimal risk, and no investment. Kouzes and Posner, in their book, The Leadership Challenge, encourage leaders to challenge the status quo by searching for opportunities, experimenting, and taking risks. They suggest leaders ask themselves:
· What can be challenged?
· What needs to be improved?
· What can I learn?
To drive innovation in your organization, consider applying the following five strategies.
1. Increase your knowledge from a variety of sources.
Innovation is based on knowledge. Therefore, you need to continually expand your knowledge base. Read things you don't normally read. Think about your personal experiences. Is there knowledge or skills you can apply to being innovative at work? What are your interests, hobbies, or volunteer activities? Do you play the piano, are you a gourmet chef, do you write short stories? Thinking about personal experiences may help you to tap into other knowledge and expertise and leverage them at work.
2. Treat patterns as part of the problem.
Sometimes we rely on previous experience to determine our next steps and we fall into a pattern of behavior. Reach out to team members, colleagues, and bosses to test out your innovation plans. Are you relying on previous experience only to develop your solution? Are you spending time to reflect on the justification of your assumptions, beliefs and values?
3. Turn off idea generation and work on implementation.
Creativity is the process for generating ideas, lots of ideas. But at some point, you need to stop, step back, and decide on which idea to implement. Innovation is about actually working the idea, implementing and executing in order to bring the idea to life.
4. Foster an innovative environment.
Involve your team in your innovation decisions. Communicate and collaborate with them. Part of your role as a leader is to encourage the creativity of those who report to you. Make sure they have the tools they need to create and adapt to change. You do not need to, or should you, do this alone. That is why you have a team. Be a courageous change agent by trusting yourself to trust and lean on others. As you build your innovation skills and expertise, your team should be building theirs as well.
5. Evaluate, revise, repeat.
As with any change, it's critical to evaluate the result. Ask yourself, and your team, what has been learned from the experience? Did anything occur that was not expected? What would we do differently? What could we have done better? Document your findings and apply them to the next situation that needs innovative thinking.
Innovation is not about the past but rather, visualizing a desired future state. The goal of innovation is to find a better way.
Donna Stevenson is the owner of Boomer Match to Business (BM2B). She is an expert in leadership development and employee engagement, working effectively with all types of industries and businesses. She also designs and delivers leadership training courses. In her business, she specializes in matching business experts with business needs.
Contact Donna at http://bm2b.ca/.
By Rajesh Thaker
Log is a symbol or other small design adopted by an organization to find its products, uniform, vehicles, etc.
What is a logo?
At the very basic level, it symbols made up of text and images that help us find brands we like. But they can be so much more! A good logo is the cornerstone of your brand. It helps customers to understand what you do, who you are and what you value. That's a lot of responsibility on a tiny image! Let's look at how to make the most of your unique logo. This definition explains how logos are created to represent organizations and some of the best considerations in their design.
What does a logo do?
It do something aside from look pretty, right? Yes! It serve many ,different functions.
What are 5 characteristics of a logo? Five Characteristics of a Great design are below:
Simple. Simple design are the ones people can recognize as soon as they see them...
Scalable. A great design should be simple enough to scaled down or up and still look good.
Memorable / Impactful. A great design should be impactful...
What are logo types?
The term "logo" is often used as a catchall to define any emblem a company has designed to visually represent their brand. But there are two main categories when it comes to design: logos that only consist of type - denoting the name or initials of a company - and those containing both text and a symbol. It’s a combination of images, texts, shapes, or a combination of the three that depict the name and purpose of a business - to put it simply. However, a logo can and should be this described way.
How to create a creative logo?
Logo type is a graphic representation or symbol of a company name, trademark, abbreviation, etc., often uniquely designed for ready recognition. You may also think of a it is a simple visual mark to show your company product or service.
What is logo design? Your design is often the first touch point a potential customer or client will have with your brand.
Importance of Logo in corporate branding
It's a creation is important in branding strategy. Most of the Fortune 500 Companies focused on Branding and there were succeeded. Adidas, McDonald, Puma, Uber, Pamper, Mercedese, Audi, Arrow, Amul, Rebock, Olam KFC, Nike etc are the few names in national and international market. Logo creates your company image.
Rajesh Thaker is avide writer for technical as well non-technical article. He writes for Ankit, he has been working as Sr. Programmer Since 2005. He can be contacted atl email@example.com. PHP development company with post development support.
5 Ways To Start Scaling Your Business For Growth
By Jon Allo
Scaling up can make or break your company. If you scale too quickly or recklessly, you'll create organizational problems that will be difficult to undo. Also, premature scaling can cause your business to fail.
Scale too slowly, and you could miss out on important opportunities that come with greater revenue and more resources. So, as you prepare to take the next phase of business development, these 5 tips will help you have a successful and profitable scale-up.
1. Determine If Your Business Is Scalable
You may have a killer product that serves a real need, but that doesn't make it a cornerstone to scale up your business. Examine your offerings and determine if scaling will cost a lot of resources. sometimes it's better to stay a lean and successful business.
Not every business wants investors or is highly scalable. A majority of small businesses are family owned and this can be successful, satisfying and profitable.
2. Keep Your Processes Simple
Successful business owners are good at keeping things simple. Take complex processes and make them simple. Apply this approach to everything, from your product launches to creating workflows.
Complexity wastes time because it needs more meetings, more communication with clients, more explanation, and more people in the workflow. It slows business and reduces growth. By reducing complexity, you'll have a clear and well-communicated vision of your business's goals.
3. Focus on Making Customers Happy
Gaining new customers is an important part of any business, but you need to focus on your current customers. Client perception can make or break your business. So, if you offer quality products, services, and experiences, and attempt to keep your customers happy, then they'll praise you.
Making customers happy isn't complicated. The most important things to focus on are to expect their needs and be with them until they make their first purchase.
4. Invest in Your Employees
Businesses that invest a lot of money in their employees are successful because they keep their employees, who are loyal, and they attract top talent. Making your employees feel valued will make them share your vision passionately and they'll be motivated to grow your business.
5. Stay Tuned with Your Business
As your business grows, hiring smart and talented people should be one of your goals. This is because as the business owner you can't do everything. It's essential to delegate and let qualified employees handle the work.
However, this doesn't mean you tune out. Staying tuned with your business enables you to anticipate the need for change and adapt quickly when the time comes. Growth takes time, so you need to know every loose stone and handhold to grow successfully.
Being an entrepreneur and business owner can be overwhelming and exhausting. So how do some people seem to thrive and achieve their goals and dreams while others struggle? The answer is mindset. To start taking steps today to embrace a success mindset get a copy of my free checklist, Cultivating A Business Mindset at https://jonallo.com/mindset