Logic, Reason and “Common Sense”
Unless you’re absolutely certain that you and the prospect value logic, reason and common sense equally highly, forget these three concepts. They may help you to convince yourself of the value of your product or service. They won’t convince the prospect.

Money As Value
“Value for money” is an ancient catchphrase. But it doesn’t mean that value is only, or even mostly, expressed in monetary terms. And what’s good value for money for one man may be poor value for money for his brother.

What’s Included In Value
Value includes an array of elements including, social status, convenience, ease of use, improved relationships, technical reflection of knowledge or technical understanding and being up to date to mention a few. Prospects may ask and discuss cost. But value includes much more.

Value As A Solution
Perhaps the least commonly perceived value of a product or service is its value as a solution to a problem. Even prospects may not include this idea of. problem solution when asked how they assess value. But it’s always there. There’s an underlying problem or concern beneath every buying decision even though prospects may be unable or even unwilling to articulate it.

The Key To Expressing Value
When you discover the problem that the prospect wants to solve, you’re halfway home. When the prospects see what you’re offering as a solution to their problems you’re almost home. You may still fail to “make the sale”. There may still be circumstances beyond your control. But you’ll be far closer to successful completion than the person who doesn’t offer a value based solution to the prospect.

An Exercise For Staff
Ask your people to describe, preferably in writing, a major purchase they’ve made recently. Then ask them to write down why they chose that particular product over others. Ensure they avoid phrases like “value for money”, “technical reliability”, “reputable brand” and similar clichés.

You want them to think about why satisfying the concepts behind these clichés is important to them.

Finally, ask them what problems their purchase solved. When they realize the solution value of their purchase, they’ll have learned a lot.

Other Staff Development Ideas

• Discuss the contents of this article with your staff so that they realize the difference between value and cost or price.
• Ensure your staff are well trained in effective listening, paraphrasing and non-threatening questioning techniques. Prospects’ values will only be successfully unearthed by careful and respectful questioning.
• Conduct exercises at which staff can consider your products and services from your customers’ or prospects’ perspectives. Compare these perspective with the “official” corporate position.

Conclusion
“Value for money” means different things to different people. It rarely includes only monetary value. When you and your people clearly understand this, they’ll be well on the way to discovering and solving prospects’ and customers’ underlying problems. When that happens, you’ll gain a great competitive edge.

Leon Noone invites you to contact him on http://www.leonnoone.com where you can collect your free copy of his 42 page Special Report: “5 Proven Methods For Improving Employee Performance On The Job”. He’s published books on staff selection and team development as well as various video, text/audio and self instruction programs on selection, training, motivation and performance systems.

Article Source: http://EzineArticles.com/?expert=Leon_Noone

So while everyone is waiting around for the government to “do something”, other Americans are creating their own stimulus package. And, it does not require waiting on the government or waiting like a herd of cattle as they gawk at the hay maker throwing out a few bales of hay.

More and more people are thinking about starting their own business. After all, insecurity in an unstable economy will either drive people to cling more diligently to what they have – or they will simply strike out on their own.

Even those clinging to what they have may be clinging to a thread.

Many people will look to a hobby or some passion they possess to see if these can be developed into a full-fledged business worthy of supporting a family. Then others try to “read” the economy to see what trends might be worthy of exploiting for starting a new business.

Regardless of which method to find sustainable self-employment, the alternatives boil down to about three types of businesses – (1) manufacturing, (2) services, or (3) professions.

Manufacturing is normally fraught with heavy start-up costs. Services, as well, can be expensive depending upon the equipment and facilities required. For professions, many require licenses that establish credibility for entering the field.

The key to start with a bare-bones situation is to find a realistic home based business that does not require employees or inventory or any other huge start up costs. There are thousands of opportunities such as these but some are more realistic than others.

Working as a freight broker or broker agent are two such opportunities that can be started right off of a kitchen table. There is unlimited income potential. But are these real? Just look out your window and count how many trucks you see moving along the interstate. Most have been moved by either a freight broker or broker agent.

While these indeed are realistic opportunities, you will want to have some capital to carry you until you get established. Another income in the family is ideal. In this way, there is less pressure to “make it” fast and the business can progress in a steady fashion.

Don’t always fall for the get-rich-quick schemes or those that are promising something that sounds too good to be true.

John is the sole owner and president of Atex Freight Broker Training, Inc. He trains individuals over the telephone and Internet to become fully self-employed freight brokers or broker agents. John is a certified public accountant by profession with over 25 years’ experience working with small business startups.

To learn more about the freight broker industry, you may download John’s free eBook “Introduction to Freight Brokering” from his website at: http://www.atexbrokeragenttraining.com/

You may also view John’s Broker Agent Training website at http://www.atexbrokeragenttraining.com

Article Source: http://EzineArticles.com/?expert=John_D._Thomas

Catering is a multi-billion dollar industry in the U.S. and as one of the fastest growing segments of the food and beverage industry, the catering business offers great opportunities for those wanting to start a small business with a low start up cost.

In this article we will look at catering business profits, earnings and salaries and how much money it is really possible to make in this industry. Then we will examine some of the things that separate the really successful players from the amateurs.

Is a $100,000 Yearly Profit Possible in Catering?

Many people consider a $100,000 pre-tax salary or profit to be a benchmark for success and they wonder if they can reach this level of earnings in catering.

Most small catering business owners who put in the effort can expect to earn between $20,000 and $40,000 profit per year for the owner during the first couple of years. After a couple of years in the business, you can easily scale up to earning a ’six figure’ annual income from catering.

Tips for Getting to the ‘Six Figure’ Level

1) Forget catering from your home kitchen if you want to get to this salary level. Business savvy caterers do volumes that require them to either rent commercial kitchen space by the hour, arrange access to restaurant kitchens during off-hours or focus on ‘on-premises’ jobs only and use the kitchens of their clients.

2) Successful players love spending time creating menus, following food trends and interacting with people without neglecting the business side of catering.

3) Start to create a powerful brand right from the start with your logo, company values and unique service that will grow into a valuable asset that allows you to command a premium price for your catering services in the market.

4) Develop systems for every part of your business to streamline day-to-day operations. Analyze the way that you and your staff work and strive to increase productivity.

5) Understand that there are ‘niche’ markets within the catering industry that you would never think of until you really start looking. Top caterers find these untapped opportunities, and carve out a business catering to the specific needs of these groups.

6) Perfect the process of consulting with new clients and learn how to politely up-sell them on some of your more expensive offerings.

7) Realize that you are leaving money on the table if you don’t also up-sell additional event related services to your customers.

Learn how to hire, train and organize a small team to assist you with food preparation, delivery, service, and even sales if you want a realistic chance of getting to an income level above $100,000.

9) Don’t neglect traditional advertising methods but also pursue other modern marketing methods such as networking, cross promotions and guerilla marketing.

10) Successful caterers also recognize the importance of customer referrals. Customers may introduce friends to you because they like your food and services but there are also other ways to get them talking about your company.

To get started on the right track, do as much reading as you can about general small business management and the catering business specifically. Many highly successful caterers have published start up guides and you have a chance to learn from their mistakes instead of making your own and you can benefit from their expert advice and insider tips.

It is possible to make a lot of money in the catering business if you put in the effort. Reaching a level of earnings that will allow you to make a ’six figure’ salary from your catering business is entirely possible within your first two years in business.

Visit http://www.StartaCateringCompany.com for reviews of three of the top catering business guides that can help you achieve a high level of earnings in this industry.

Article Source: http://EzineArticles.com/?expert=Steve_Sutherland

- Telephone costs.

There are several ways to save money with telephone costs. Firstly, check with your carrier and have them review the usage patterns for your business. Does your current phone plan best suit your patterns of use? Could savings be made by switching to a more cost effective plan (or even to a different carrier)? Are you taking advantage of toll free numbers at every opportunity, for example when ordering stock? Would there be any advantage in switching to an internet based phone system? How much are staff using your phones for personal calls? While we like to think that it doesn’t happen to excess, the reality is that many business owners lose considerable amounts every month through abuse by staff.

- Electricity costs.

As with your phone costs, electricity is a major expense to most small business owners. Air conditioning chews through the power, so make sure that your system is serviced regularly, is set by timer, and where possible, that the control unit is accessible only by you, or by someone you delegate. Staff constantly changing the settings can add significantly to your power costs. You want your business to look it’s best, so lighting is important. However you should always ensure that lights are switched off in areas where they are not needed (subject to health and safety requirements of course). One way of ensuring this may be to have lights in those areas switched to a sensor system, where they come on when someone enters the room, then switch off automatically when they leave. Energy efficient globes may also provide savings. Does your office machinery have an energy efficiency rating? Today, many manufacturers of copiers, faxes, printers etc provide an energy efficiency rating, so it may be that you can make savings when you make your next purchase.

- Postage Costs.

If your business has high postage costs, there are ways to make real savings. Are you regularly mailing out small batches of mail? If so, would you benefit by having less frequent mail outs, but higher volumes in each mail out? Check with your postal service to see if you are eligible for any bulk postage discounts. Do you send marketing material out separately to invoices? What about sending them out together?

- Freight costs.

Can you save money by switching to a different carrier? Can you save money by reducing the frequency of deliveries? Would it be more cost efficient to pick up stock yourself?

- Marketing Costs.

Have you ever really evaluated the return on your marketing dollar? If not, now is the time. You need to survey your clients and ask them how they heard about you. Did they come to you because of that last brochure? Did they hear about you from another customer? Marketing can be expensive, and costs can vary considerably depending on the type of marketing you use. TV or radio advertising can be expensive, but can reach a wide audience. What return will you receive compared to a mail out?

- Slow moving stock.

How much is that old stock costing you? It restricts your cash flow and takes up valuable space. If you are an importer/exporter and rely on currency fluctuations, then you need your stock to turnover regularly. Have you considered setting up an online store through eBay? These days it’s not too expensive, and may just be the solution you need.

Dave Curran has 30 years experience in management and finance. Dave has worked extensively in the public and private sectors, and has worked at senior management level in the banking industry. He has also successfully run his own small business for several years.

Further helpful information can be found at Dave’s website:

http://www.accountingtipsforbusiness.com

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Here are 10 steps to follow to get your event catering business started successfully.

1) Research

Find out as much as you can about the catering industry and how to run a successful catering business. Try to also learn about small business management and marketing. Taking some classes on business or culinary related topics is one great way to prepare.

Research the industry in your town or city. Try to find out more about what the successful operators are doing, the size of the market and what kinds of events you should be targeting. Talk to people who have hired caterers before to try and better understand your future customers.

2) Experience and Qualifications

While most states and countries don’t require you to have any experience or qualifications to enter the catering business, if you have had experience working in the food, beverage and hospitality industries (or even with another catering firm) you will have an immediate advantage.

3) Look into Health Regulations

One of the most important things to consider when going into the business of food preparation and service is the local health regulations that you will be subject to. Aim to know all about the permits that you will need and the cost of complying with health regulations before you even dream about starting your business.

4) Think about where will you prepare the Food

Having access to a suitable kitchen space is essential if you are serious about your business. Is your home kitchen really sufficient or will you need to rent time in a commercial kitchen or work out an agreement with the restaurant owner?

5) Insurance

Before you set up your company you should seriously look into the insurance that you will require in order to protect your company’s assets and your company’s liability in the case that things go wrong and result in personal or property damage.

6) Menus

Start putting together a variety of menus for different kinds of events. Have a look at what other caterers are doing to get ideas about what is popular.

7) Practice makes Perfect

Why not have a trial run before you start your event catering business to get an idea of what it takes to cater an event for a large number of people. This is easy to do if you throw a dinner party for a large number of friends or colleagues. Pretend that it is a real event and when the party has finished, ask your guests what they thought of your service and you food.

Branding

Start thinking about an appropriate name for your new venture and think about how you want customers to perceive your business. How would you differentiate your company from the competition? What about your company values?

9) Financing your Business

Try to get a clearer idea of the start-up costs that you will be facing and decide how you will finance your business. Will you be able to fund the whole project by yourself or a will you need another form of financing?

10) Your Business Plan

Once you have given these other nine factors some thought, you can start to compile a business plan outlining set up costs, marketing and management methods and goals and targets among other points. Try to cautiously forecast your expected income and expenditure for the first two years of your business and then you will be able to determine how profitable your new business is likely to be and when you can reach breakeven point.

If you follow these 10 steps before going ahead and starting your event catering business you will be giving yourself the best possible chance of finding success.

Visit http://www.StartaCateringCompany.com for reviews of some of the top start a catering business guides.

Our top rated Catering guide currently comes with a free real-life example of a catering business plan that you can use to model your own plan on.

Article Source: http://EzineArticles.com/?expert=Steve_Sutherland

Finding the right grant for your new business is an important first step and may be the only way to get your business operational. You will be surprised once you start down his road that it is not as painful as you may have imagined.  There many resources along the way to guide you through the process.

When figuring out your starting costs and the type financial assistance you will require, you need to consider many different factors. Grants are specialized and your specific needs dictate the place you should look. Location, future plans, and total dollars needed are all factors in deciding which type of funding you will need and which source is the best bet for your business. There are many Small Business Start Up Grants available at the local level, the state level, and the federal level. There are also grants provided by industry and large corporations. Doing thorough needs assessment will help you determine where to start looking.

You not only need to know where to apply for a grant for your new business, but you also need to learn how to apply for the grant once you find a source.  There are online sites that give free information to those looking for grants for a startup business. Many of these sites take will take you through the entire process, including required research, business types, business plans, startup costs, business licensing, taxes, and funding.

For any grant to be considered an application must be filled out and written requests and descriptions must be provided. You will need to put in writing your business proposal, a summary of your business, grant justification, a project description, a yearly budget, your qualifications, and any outsourcing that may be done.

There are places that you can visit on the Web that will educate you in the process of applying for a grant. There are also sites that will teach you how to write a grant application step by step.

The Business Grant Steps Management is one such place.  They can assist you in learning how to spend your time, writing business proposals, assessing your company’s needs, getting business clarity, and learning how to avoid scams.

Another site you may want to check out is called Women Owned Business Grants.  This site is designed especially for women starting their own business, whether a home-based business or an office-based business. The site gives many suggestions as to where to look for government funding.  It also provides information on start up ideas, setting up small business management.

Another place to check out is called Small Business Investment Company or the SBIC Program. Since 1958, this program has provided approximately $30 billion in both loans and equity investments to 90,000 small businesses since 1958. They represent a successful partnership between the Federal Government and private investors. There are SBIC offices nationwide.  Each SBIC defines its own area of interest, specializing in specific industries or locations. Some of the most well-known businesses in America got their startup money from SBIC, Apple Computer and Staples for instance. Specialized Small Business Investment Companies, SSBIC, specialize in applications from economically or socially disadvantaged new businessmen.

Another well-known source of new business capital is The National Association of Small Business Investment Companies, also called NASBIC.  This is another venture capital organization, actually, the oldest organization its kind. Any startup business owner may be wise to checkout out this source as a way to acquire the necessary funding for their new enterprise.

The answer is yes. While it won’t be easy – and don’t’ believe anyone who tells you that it is, it is entirely possible. Following are three tips for starting a foreclosure cleaning business while you hang on to your full-time job. If you do it right, you can be out of your job before you know it because you can make from several hundred to several thousand dollars on foreclosure clean up jobs.

3 Tips for Starting a Foreclosure Cleanup Business Part-time

Foreclosure Cleaning Biz Tip #1: Get someone to answer the phone. You must, must, must have someone there to answer your phone when it rings because most clients who are calling won’t leave a message – at least not the first time they call.

In the foreclosure clean out business, clients are looking for quick service. So if someone doesn’t answer their call, they just go on to the next company. And, they do this until they come across a live person.

Foreclosure Cleaning Biz Tip #2: Schedule Jobs on the Weekend. Most jobs take anywhere from less than 24 hours to a few days. It all depends on what condition the property is in. Rarely do they go past a week though – that is, unless you’re doing a major cleanout like an apartment building (which is a whole other ball of wax).

So, if you line up two jobs during the week, you can do one on Saturday and one on Sunday. While you’ll be dog tired (told ya it wasn’t going to be easy), you will be making money – and progress so that one day (soon) you can quit your job.

Foreclosure Cleaning Biz Tip #3: Hire a Competent Crew. Getting jobs done on time and within budget is critical. You don’t want a job that should take 10-12 hours to drag into a second day. This costs you time and money. And, if you have to get back to work the next day, it can be a real hassle from a client – and work crew — standpoint.

So, hire competent professionals who will adhere to a schedule and keep your foreclosure clean out project on track.

Learn more about how to start a successful foreclosure cleaning business.

May be reprinted with the following, in full: Cleaning foreclosures is a sizzling business opportunity where excellent money can be made. Visit Start-a-Foreclosure-Cleanup-Business.com for 200 pages of info that tells you everything you need to know to start a business cleaning foreclosures. View the news video featuring the owner of a leading foreclosure company in Atlanta, GA on the site as well.

Article Source: http://EzineArticles.com/?expert=Yuwanda_Black

My first sales job included a lot of telephone selling.  My sales manager taught me that you should never let go of the receiver on the phone after making a sale.  What he was telling me was that if I didn’t hang up the phone it would be impossible for me not to make another call.  “Just keep dialing and you’ll keep selling” he said.  In this way he ensured that I would make another call right after making a sale.

The best time to make a sale is right after you’ve made one.  You should sell when you are hot.  And there’s no time hotter for a salesman than the moment right after a sale has been made.  You are excited and enthused immediately following a sale.  Everyone loves the feeling of having been successful in an endeavor.  It is no different when selling.  A customer says yes and you know that you have performed your task well. When you successfully help a customer purchase your products or services, you have helped him, your company, and you.  Of course you’re hot!

And best of all, you’ve heard it first hand from a customer that what you are selling has value to your target customers and they are willing to pay for the product or service.  You’ve been endorsed.  With such an endorsement you should take advantage of the good feelings the client is experiencing as well.  For example, let’s say you’ve just sold Jane some widgets.  Here are the three things you should do immediately following the sale:

1.    Ask Jane for two or three people she knows who would like to enjoy the benefits of your product or service immediately after the deal is closed.  This is when Jane is most likely to give you referrals.

2.    Ask Jane which of the referrals she would call first.  Notice that you are asking her to call the referral for you in a way that is non-threatening.

3.    Ask Jane if she will call the referral she said she would call first.  Tell her that you will make contact with the other referrals on her behalf.  This way she knows that you are only asking for one phone call.  Ask her to let her referral know that you will be calling for an appointment. It’s that simple.

Selling while your hot can mean different things.  Whether asking for referrals or making the next call, take advantage of the good feelings you are experiencing and you will be sure to repeat your success again and again.  Sadly, most people will stop the world and bask in the glory of a victorious moment and lose all momentum.  Don’t let this be you.  Sell while you’re hot!

Need a fatter wallet? More Warm Calls? Want more sales? Better Relationships? Visit http://www.TheSuccessfulNetworker.com for FREE tips and to receive Glen Gould’s FREE newsletter packed with techniques and ideas to increase your networking success and fatten your wallet.

Glen Gould is a business growth and networking expert who works with Fortune 100 companies and chambers of commerce to grow their business through effective systems and word of mouth marketing. He is a sought-after speaker and trainer and the author of numerous audio programs and books including Meet Me At Starbucks. The founder of Inspiration Agents, Inc., Glen is a regular contributor to numerous publications including The National Networker and co-hosts The Natural Networker Radio Show. Visit http://www.IsYourNetworkingWorking.com for tools to improve your networking effectiveness.

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There are all different types and sizes of food concession trailers including everything from stationary concession stands to mobile catering trucks. You must first decide on the type and size food concession which will serve your needs. This will in part be dependent upon the type of food product that you will be selling. Whatever types of food you sell, the trailers may come with refrigerators, freezers, ovens, fryers and sinks. Select a food product which you will be comfortable working with because you will be spending a lot of time in the food trailer. If you do not like working around hot oil then do not consider French fries, fried dough or anything which requires a fryer. Choose a food, beverage or snack product which has a nice mark up and the potential for creating a profitable business.

Should you buy it new or used? This is a big question. As you know, starting a new business venture is expensive. You want to cut corners wherever you can and purchasing a used concession trailer is an easy way to save thousands of dollars. One of the pitfalls of buying a used food trailer is that it will either have no warranty or a very limited one. New trailers, like a new car, comes with a warranty usually based on a time period of a year or more. Some vendors of new trailers offer financing and the appliances of a new trailers come with their own factory warranties.

You can have your trailer customized. The customization could simply be the way the outside is painted, including the graphic designs, awnings and skirts or interior customizing which includes the flooring and other fixtures . Once again, it is a lot less expensive to get a standard concession trailer rather than a customized one. However, you may want to think about how a customized exterior can really set you apart from your competition. It is a terrific way to advertise your business too when pulling the trailer along the highways that you travel. It could very well be worth the extra money to customize the trailer’s exterior.

When buying a trailer, you can go directly to the manufacturer for a new one but I suggest buying them at a discount. Do not overlook auctions for finding concession trailers for sale. You might be able to pick up a new or used concession trailers at online auction sites and government repossession auctions. Always be careful to inspect (where possible) or ask all of your questions prior to placing your bid. Make sure that you are buying from a reputable person who has feedback above 95 percent positive. Most auctions sell the trailers as is, which means that you cannot get your money back if the trailer is not what you thought it was. Questions to ask are; how old is it?…How much use did it have? What was is used for? And how old are the appliances?

If you have always wanted be in your own business and if you love carnival food, why not turn it into a profitable venture. Selecting the correct type of food product and buying either a new or used concession trailer is the foundation for your successful business. Paying a discount price for your food concession will save you thousands of dollars, which can be used for food equipment or customizing your trailer. Those tasty foods like funnel cakes not only put a lot of calories into you system but they put even more cash into your pocket.

Mark Ralph is an Expert in Investing, Marketing & Business. He has worked at Carnivals, Fairs and Horse Racing Tracks. For New and Used Concession Trailers, click: http://www.AmusementBusiness.org and For Discount Concession Trailers, Click: Discount Food Concessions.

Article Source: http://EzineArticles.com/?expert=Mark_Ralph

HomeTeam Inspection Service

If you’ve ever bought or sold a home, you know firsthand just how important a role the home inspector plays. In many ways, he makes or breaks the deal depending on what problems he finds in the house. A HomeTeam Inspection Service franchisee becomes that essential ingredient to a successful purchase, but with this franchise, he doesn’t do it alone. As the name might lead on, the HomeTeam Inspection Service model sends small teams of inspectors to look over 400 designated inspection points. With the housing market as vibrant as it is, this effective, collaborative, and comprehensive system greatly expands the growth possibilities for a HomeTeam Inspection Service franchisee.

Global Broker Systems

Similar to HomeTeam Inspection Service, this work-at-home franchise’s prospect for success is founded on current market trends: if the businesses you serve are doing well, so are you. And even in a slow economic climate, there are still plenty of ways to make good money with this franchise system. Providing all kinds of financial services to client companies, Global Broker Systems has the opportunity to grow as big as the franchisee wants it to go. The greatest part is that the demand for this franchise’s services is always high. As long as companies need lease financing, capital loans, debt restructuring, and other services so important in our current economy, a Global Broker Systems franchise will likely never stop growing.

Real Property Management

One of the most recognizable names in an ever-needed industry, Real Property Management’s future success as a premier property management franchise is highly likely, as they’ve already proven to be one of the best and fastest-growing in their market. Moreover, with a third of the nation’s houses not inhabited by their owners, there is still plenty of expansion space for this already highly lucrative business.

Any Lab Test Now

With a name like that, you pretty much get the gist. What makes this medical franchise a prospect for big success is that it fills a hole that is constantly expanding, and not many companies are jumping into. With increasing frequency, employers are requiring drug screenings for employees, and at perhaps a higher rate, baby boomers are retiring and needing a lot of medical testing. With so much demand, regular hospitals can’t keep up, and Any Lab Test Now has huge room for growth.

Billboard Connection

One of the most prominent means of advertising is billboard use, but most small and medium businesses don’t have direct access to billboard companies. Billboard Connection makes those connections happen, linking smaller local companies to the billboard groups that can advertise for them. Because no new medium has yet to oust billboard usage as a primary advertising strategy, and there are far more smaller and mid-sized businesses than mega-corporations, the outlook for this brand of home-based franchise is very good in nearly any city.

Most franchises begin what seems to be a very small level of business, and there’s nothing wrong with being a small fish in a big pond. In fact, some people are better wired for it. But those who are best suited for large-scale operations don’t have to avoid small-business franchise opportunities for fear that they’ll never get to work on the scale that they want to. Realistically, the whole reason that franchise businesses exist for purchase to begin with is that an initial business simply grew to be too big for a single person to operate, which really makes the outlook for any small-business franchise just a little bit rosier.

Find more small business opportunities including home services small businesses and health and fitness small businesses at Small Business Sale

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