Making International Exports Easier.

With the global economy opening up like never before, international trade is booming between countries. Whether it is an emerging market or an established one, the export industry is flourishing. There are more and more companies specialising in the export business, dealing in all kinds of products from manufacturing to retail. However, the rules and regulations that govern exporting rules in each country as well as internationally are very convoluted. This leads to a lot of paperwork and delay in getting shipments processed. The paperwork is by itself very extensive, with multiple copies, multiple signatures, different documents, etc., required at every stage of the export process.

While all these processes have been set in place in order to safeguard the interests of the country, if any paperwork or documentation goes amiss it leads to very inconvenient and costly delays for the export company. Whether it is a customs approval number or a statement of origin, every number and document is significant and cannot be missed. Even fields that have been mistakenly left blank or wrongly entered could get the company in trouble. This is a field where even a day's delay could result in millions of dollars' worth of losses. For this reason, it helps to have a system where the entire process can be streamlined and secured for the convenience and cost-effectiveness of the export company.

Whether it is a small, medium, or large enterprise, a multinational company or one that is just starting, the one thing that can help all these businesses streamline their export processes is an international trade software. The advantage of this kind of software is that it provides businesses with all the documents they require on a single platform. All they have to do is download and print out or fax the relevant documents to the relevant authorities.

Online export documentation software takes care of all documents required for regulations or approvals. The automation of these processes helps business to better manage the import-export trade cycle. It helps to ensure that they have all the documents they need. The international trade software has guideline and support for everything from a customs approval number to business process reviewing. This helps businesses get adequate support and assistance for their back office solutions.

No matter what the industry may be, there are relevant and up-to-date documents available for it in the trade software. The cloud-based software has the added advantage of being available anytime and anywhere. So it can be accessed by anyone at any time of the day or night, making it easier to deal with emergency situations. This means that documents can never get lost. Since they don't need to be carried around everywhere on a laptop or PC, they are also more secure.

Article source: Ezinearticles.com

5 Sales Tips to Sell More.

Over the years I have been asked countless questions, from what seems to be as many salespeople, some good, others who were thorough professionals, and still others that I felt somewhat inferior to be in their presence. Of all of the questions I have been asked to answer over that time is,

"What can I do to ensure that every call I make becomes the one that didn't get away?"

There are possibly countless ways this question can be answered, but I suppose I've now had decades to think this through I generally try and keep to a similar format every time I answer it - generally the answer is something like this.

Qualify the Prospect

This has to be the priority by which you do everything in sales. If the buyer is not at least partially qualified, then you are shooting blind, and shooting blind is not selling. Even after you've qualified the needs, wants and that your product or service is affordable, don't just rush in and start presenting.

On the other hand, if this call is with someone that has not bought a similar product to what you are selling you will still need qualify, ask related questions and learn what the prospect feels he or she wants and/or needs.

Develop Persistence

No matter what you sell, the majority of sales are made by determined persistence.

Doctor Herbert True from the Notre Dame University in the USA, spent over 10 years analysing what makes a person a success in selling, is on record stating that statistically 60% of all sales were made after the fifth attempt. His report also states that nearly 50% of those selling asked for the order just once and then quit.

Brian Tracy suggests that the top 20% of salespeople earn 16 times that of bottom 80%.

Johnathan Evetts, author of the Seven Pillars of Success says that at least 60% of all sales are made only after the sales presentation has been firmly rejected at least four times.

Then the late Zig Ziglar stated that over 90% do not ask for the order more than four times and 60% of all sales are written on the fifth and subsequent attempt. He then went on to say that 4% of the salesforce is making 60% of all sales - and 60% of the commissions.

It's the persistence of the seller that gets the sale, and seller has to stay there even while the prospect is rejecting everything you say or do. Other times, with less mature sellers, multiple sales calls may be necessary to sell to a customer. Do not be a part of the too many sellers that give up too early - and therefore miss the chance to make the sale... even if they call back.

Know When it's Time to Stay or When it's Time to Move On

You have now made the sale you need to be around to nurture your customer, work on building a relationship and be there for more sales and referrals. On the other hand, if you didn't make the sale, tag your prospect for an immediate follow-up and then on call-backs on a regular basis - and do this on a regular basis until you know there is nothing there, or you sell to them and then follow up on a regular basis for more sales and referrals.

Either way, you can't afford to waste time wallowing over the occasional successful sale, and you can't waste time trying to sell to prospects who never buy. My advice here is work out as quickly as you can where you stand and know when it's time to move on.

Differentiate Your Uniqueness

We all know that we are different to everybody else. In fact, we are different to every one from the time we are born. We look different; our fingerprints and footprints are different; we have a different voiceprint; and on the list goes. Yet I constantly meet salespeople who believe that they can achieve a lot in sales if they mimic others.

Mimicking at best can flatter another, and even if you learn your presentation word-perfect by rote rendition, that presentation will still be different because you present differently and always will. Then when you make contact with a prospect, your prospect doesn't differentiate that you are different to other salespeople - to your prospect we are all the same. It's for the same reason that you need to differentiate how you and your products or services are different from the rest. What makes you better than competitors?

In the eye's of the prospect, the one thing that will shape how vital you are to his or her business, is when they appreciate the difference between you and others. So what will shape your success is how you deliver a personal touch. The most important factor here is you. But knowing and passing on to others what makes you unique, allows you to differentiate how and what you sell, and when that is made clear to others, you will sell that much more effectively.

Form Relationships as a Priority

Far too often we have been told to build relationships with our existing customers, and then turn those relationships into partnerships. However, in today's selling mindset, all the seller needs to do is to provide enough value in what you do and the way you do it so that your customers really appreciate doing business with you. That is more likely to create lasting sales success and a few genuine friends along the way: Maybe it's time to take a different approach to the way you form relationships with others: Maybe we need to start to seriously analyse our focus on our sales thinking so we can identify why we're not making volume of sales we want to. Here are a few things that I have changed over the years.

• The first thing I have replaced is before I start any formal presentation I have replaced my preamble with general chit-chat. In other words, I simply start a conversation.

• Next I would make it my business to discover whether my potential client and my company are a good fit and then work on the best ways of doing that. That way the product or service are presented to suit what the prospect already has and how we can better untelise this rather than starting from scratch. But then if we do have to start from scratch, a good deal of trust towards me and my company has been built by the prospect.

The Most Important Person on This Earth

America's motivational father, Earl Nightingale, used to say,

• "If you want to be successful, treat every person you come into contact with as the most important person on earth."

Modern-day American motivator, Zig Ziglar says,

• "No-one cares how much you know, until they know how much you care."

True professionals, and those who understand this one point, focus all their energy, attention and care on the person they're with. They've learned to take themselves out of the equation and give others unbelievable attention without any hint of ulterior motives or manipulation.

Most also know we respond favourably to those that make us feel special in their presence. They also know that to the people who go out of their way to make us feel extremely important, we will give them our respect, our friendship, our knowledge and our business - and we will do it for life - or as long as they keep making us feel extremely important.

professional salespeople know there are no short cuts to qualifying prospects, or asking related questions to understand their buying hot button.

Article source: Ezinearticles.com

When Should You Call In a Management Consultant?

Consultants of all kinds are becoming more and more popular in today's business world, and for very good reason. There is often a great deal of talent out there, the hiring of which on a temporary basis means that companies can bring some freshness and creativity to their business, as well as benefit from valuable outside opinion.

Indeed, many businesses can become inward-looking and stagnant if they are always relying on the same individuals to put forward their opinions and perspectives day-in, day-out. Although a close-knit teams is actually a very valuable asset, there are definitely some instances when it is time to call in a management consultant- here are just a few.

Firstly, management consulting can be beneficial when you want a deeper understanding of the market and you are simply unsure where to get this kind of information. As mentioned above, people working for the same company for an extended period of time can become myopic and can lack the ability to see the bigger picture; this is where a great consultant can come into the picture.

As they work with a number of different clients in the sector - and train regularly in their industry - consultants can offer a unique and detailed perspective of industry trends, problems, risks and opportunities. This, when brought to a new company in the form of management consulting, can result in the greater possibility of business success.

Consultants also lack the biases that many business owners have, and will not fall into 'wishful thinking', instead being objective when it comes to their suggestions about what will work best for a particular company. Although all advice does not need to be taken to heart, it is definitely worth considering when trying to move a business forward in the right direction.

A second reason that many people choose to invest in management consulting is that there is a recognised need to improve processes and efficiency, but the supervisors or managers in question are simply not sure how this can be best achieved. 

Whether the CEO of a company or middle managers, leaders at many different levels can learn about how to improve efficiency in their business, and this is where management consultant can come in very handy indeed.

Consultants specialising in management will be able to bring a new perspective, analyse processes and pinpoint issues within any organisation and make suggestions for improvement. They will also have the tried and tested tools to implement new processes that can dramatically improve efficiency in an organisation.

The results of this can mean happier staff, better sales results, more targets being met and everyone working to their full potential. This is not only great for the overall success of a business, but also for the morale of everyone working at the company too.

Another common reason that companies hire consultants is that they need to supplement their existing staff, but do not have the funding or desire to hire anyone permanently. This is one of the main reasons why more and more people are working as freelancers and consultants nowadays, and this is because many organisations are reluctant to hire fulltime staff.

Hiring a management consultant can mean that the work that needs to be done is completed, but at much lower cost than hiring a fulltime employee. Again, the fresh perspective of a professional in management consulting is also very important, as this can bring some new life to a business on a periodic basis.

These are just a few reasons why management consulting can be great for businesses. From filling a temporary need without the costly process of hiring permanent staff right through to identifying problems with company processes, there are many arguments as to why an outside consultant can be a very valuable asset to business.

Balanced business accounting is a team of accounting, taxation and financial specialists based in Brisbane, Australia. The firm aims to understand the financial position of each of their clients and deliver a proactive and reliable service to both small and medium businesses. Balanced Business Accounting provides business performance analysis, management reporting and consultancy services in addition to traditional accounting and taxation services. The team at Balanced business accounting are all highly qualified and experienced, and are dedicated to continuously improving their services through professional qualifications and the application of technology. The firm endeavours to not only meet client expectations, but to exceed them as well.

Article source: Ezinearticles.com

Tips for Creating Your First Sales Pitch.

A good sales pitch is when you demonstrate to the prospect that you have their interest in mind and the conversation is based on what you can do for them (ease their pain, make their life easier, or make them more money) and that will not happen unless you know a bit about your prospect and that will not happen unless you ask the right questions. The questions will change slightly from prospect to prospect, but not very much.

1. Questioning (Qualifying Questions)

A really good place to start is to compile a list of qualifying questions relevant to your services and the needs of the prospect as this will be the first step in generating interest in your service and it will ensure the conversation follows a step by step process toward a conclusion.

If you provide sales training, a good question would be "Do you have people in your business dedicated to sales"? followed by "are you happy with the sales results so far"?

You possibly can see where this conversation is going and as you are gathering the answers, note them on a pad as they will become the basis of your conclusion once you are satisfied the right questions have been asked and answers have been gathered.

Take your time in listing the questions you will ask your prospect and change them around until you are happy they will gather the facts you need to conclude your fact find with your prospect and the questions you ask are possibly the key to you generate interest in your services as the objective is to get the prospect to a point where they feel confident that you are the right fit for their business.

2. Carry out due diligence

In addition to having the questions (fact find prepared well) you should also ensure you know as much about the person you are meeting, the company they represent and the business they are in as well as possible and it will be fruitless for you if you pitch to someone you cannot connect with, because connecting with the decision maker is key.

In today's world, it is not that difficult for you to gather facts about customers as most decision makers have a presence on social networks, come up in Google searches or have websites. A good place to start would be LinkedIn as that is where big businesses have their decision makers profiles and it is there you will possibly make connections, your connections could be connected to the decision maker, what golf club are they in, who do they know etc.

What size is the company, what awards have they won, what chamber are they part of, what charities do they support, how many staff do they have and how many departments are in the company?

You are recommended to gather as much information as possible as it is possible on very little you will need on the day of your pitch, but you do not want to be put in a position where you have a great pitch and little or no background on the company and its people.

3. Make the right decision

What I mean by this is meet the person who can make a decision as it is all too often you get all of the groundwork done and then pitch to someone who says after your excellent presentation, we will get back to you when we get the OK from the decision maker... you are now at the mercy of their pitch to their boss, if they pitch on your behalf at all.

Out of your research, you should be able to detect who the decision maker is and do they fully understand the needs of their business as well as solutions to the problems of the company. If it is training provision you are pitching then it is recommended to pitch to the CEO or the person who understands the company needs such as Director of Training. This is possibly an area you will get wiser over time after some push backs because the CEO is the person hardest to get to, but do try as it is where the decision for spending money is at.

4. Put your best foot forward

You have set the scene and it is now the time to put your best foot forward. Know what you are selling and do not be a generalist as that will make the people hearing your pitch very uneasy as specialist shine brighter than a generalist. If you specialise in sales that is what you pitch and if something else pops up in the meeting such as customer service then you possibly could say yes as it is associated with sales, but if IT training is what they require then it is beyond your scope unless you can provide a specialist in that area.

I remember back some years ago I pitched to a company for sales and customer service training and did not do the research I need to do prior to meeting the prospect. On the day I pitched for what I specialised in and the prospect stated it was technical support training they needed, thank god for my sales wisdom as I knew a technical support training company I had met at a networking event and my answer to the prospects questions was "If I could get you a company that does that type of training would you do business with me then?", The answer I got was yes and we closed the deal that day.

5. Dealing with objections

Every pitch you give will involve questions and it is important you have the correct answers to those questions when asked and the conversation will be based on building enthusiasm for your services and belief in your confident to deliver to the needs of the prospects.

Conclusion

There is a saying that you only have one chance to make a first impression and that is as true today as it was back in the 80s when I started off in a sales career which lasted for four decades and today it is similar because you are still doing business face to face despite the fact business is slowly moving online.

Whether it is online or face to face the prospect comes first as it is their needs that need to be met through the service you provide. Know their possible pain points and create a sales pitch to ease that pain.

Article source: Ezinearticles.com

How Much Does a Franchise Cost?

Are you someone who is considering purchasing a franchise? While a lot of people consider owning a franchise, not many take the time to do a proper calculation of a franchise cost. It turns out that there are several factors that affect the final cost of the franchise which means that each company will be different. However, no matter which restaurant you're interested in, there are a few common costs that are the same in each situation. This includes the franchise fee, all build-out costs, contractor fees, professional fees, signage, and your inventory. It also requires that you have enough working capital to open and stay in business until the business can actually support itself. Let's take a moment to further discuss the common costs that come along with a franchise opportunity.

1. Franchise Fee.

Every company will require that you pay the initial franchise fees These fees cover the cost of training, support as well as site selection. The benefits (or items) that are included in these fees are different from one company to the next. In certain instances, these fees are simply an upfront licensing fee which gives the owner the right to use the company's name. This is why it's a good idea to take the time to do research into what you will be getting in return when paying your franchise fee.

This fee can range from $20,000 to $50,000. For example, McDonald's franchise fee is on the higher end at $45,000. However, there are some cases in which your fee may be less than $20,000. Those with lower franchise fees are typically mobile or even home-based.

2. Legal and Accounting Fees.

If you are interested in purchasing a franchise then you should consult with a professional franchise attorney. He or she will be able to help you review the Franchise Disclosure Document, better known as the FDD. They can also help you to better understand the franchise agreement. While there are no set fees, in this case, you should expect to pay anywhere from $1,500 to $5,000 to enlist the help of a franchise attorney. The amount you pay also comes down to how much time you spend with your attorney.

Just remember to keep a thorough and clear record from the very beginning. You may even consider hiring a professional accountant to keep an account specifically for your meetings. Not only can the accountant ensure that you don't go over budget with your legal fees, but they can also make sure that you have enough working capital.

3. Working Capital.

The cash that you have available from day to day is referred to as working capital. This amount needs to be able to cover a specific length of time. This time period can range from two to three years-whenever your business starts to pick up. McDonald's requires a working capital of $750,000.

The franchisor will usually provide estimates of the amount that you need, however, it's a good idea to do your own research if you want to make sure that your calculations are based on your market rather than system averages.

4. Build-Out Costs.

Build-out cost is another factor that can vary from one franchise to the next. Once you have decided on a location which the company approves, you will be able to determine the build-out costs. This includes furniture, equipment, signage, and fixtures. It may also include the professional fees for architectural drawings, contractor fees, security, insurance, and landscaping. There is one exception: Home-based franchise; these franchises have no build-out costs.

5. Supplies.

You can't run your franchise without the proper supplies. This may be something as simple as plastic utensils to your everyday office supplies. Franchisors will usually provide a list of what is needed. This amount can vary, but an owner should expect to pay well over $100,000 in most cases.

6. Inventory.

If you are buying a retail franchise, or any other franchise where you are selling a specific product, you must stock up on inventory. Once again, every franchise is different and has different requirements. You may be required to buy between $20,000 and $150,000 worth of inventory.

7. Expenses While Training.

Franchisors provide training for owners and at least one employee. In fact, completing training is usually a requirement. Although the training is usually covered by your franchise fee, the owner will be responsible for travel and living expenses. This amount can also vary based on location and the needs of the individuals.

As you can see, owning a franchise is not a straight-forward endeavor. If you want to be successful with your purchase, then you need to understand all of the different factors that come into play financially. In cases of franchises like Mcdonald's, your total costs will amount to more than $900,000. However, with diligent research and realistic expectations, you should be able to secure a place with your chain of choice.

Article source: Ezinearticles.com

Price Your Way To Profits.

Pricing your products and services is a critical element of a well-conceived marketing plan and appropriate pricing is integral to the development of a successful business venture. The burgeoning field of behavioral economics reveals why certain pricing tactics work and how you can incorporate some of them into your pricing strategy.

Have an anchor baby.

Your "anchor baby" can result in a positive outcome for sales and billable hours. A cognitive bias called anchoring can cause us to perceive the price of an item as reasonable when it is viewed after we've seen a higher-priced version of a similar item. In other words, a $2000 item may be perceived as a relative bargain after one has seen a similar version priced at $5000 and a prospect could be moved to envision him/herself purchasing that $2000 item.

Placing premium-priced products and services in proximity to similar, lower-priced, offerings that you hope to sell can potentially lead prospective clients to perceive the lower-priced items as providing real value, once they know that functionally similar items can be more costly.

Zeros kill sales.

In retail sales, it is standard practice for merchants to list prices that end in.99,.98, or.95, but never.00. The reasoning behind that quirky little tactic is that prices ending in zeros are often perceived by customers as being comparatively expensive, according to a 2003 study that appeared in the Journal of Quantative marketing and Economics. According to the study, most buyers feel that $5.99 is substantively cheaper than $6.00.

A 2011 study conducted by the Society for Consumer Psychology suggests that when pricing B2B services for a client proposal, it is best to avoid listing a price as $3000.00, or even $2995.00, for example, because too many zeros would be included. Prospective clients apparently will feel more comfortable with your price when it's expressed as $2995.

Be a Lexus and not just a Toyota.

A Vanderbilt University study demonstrated that customers are willing to pay more for a Budweiser beer in a fancy hotel bar than they would for that same Budweiser in a dive bar. Why? University of Chicago economist Richard Thaler explains that the power of perceived prestige allows the luxury set to get away with charging a higher price.

According to that line of reasoning, Solopreneur consultants (so much more classy and deserving than a mere Freelancer, no?) are advised to in various ways present cues that make the case for charging premium prices that enhance profits. Let the value you bring be known to those who matter. Teaching at the college level, speaking at respected business associations, producing long-form content that appears in noteworthy print or online publications, or publishing a newsletter or blog that draws several thousand subscribers will showcase you as a thought leader and an authority and allow you to reflect that expertise in your pricing structure.

How to raise prices.

Weber's Law (1834) indicates that your clients will probably accept a 10% price increase in products or services purchased from you and some may not notice the change. You already know that several factors to raise a higher price, including the urgency of the client's need for your product or service, the presence of competitors and the perception of your brand value.

4 Reasons Why In-Person Event Marketing Is Essential.

As the online space grows ever more crowded, in-person events are becoming more essential than ever. They offer the valuable opportunity to speak directly to your target audience and form in-person connections with them. At an in-person event, you can get immediate feedback and control the customer experience in a unique way. This is why event marketing is an essential element of your marketing mix.

You Build an Emotional Connection

People come to your event because they're interested in what you have to offer. Basically, they're self-selected as the best possible audience to receive your brand message and ultimately buy your product or service. Instead of talking to the internet at large or every reader of a newspaper or the drivers going by on the highway, you're speaking directly to your target demographic.

You can use that opportunity to build an in-person connection that feels more immediate and personal than other forms of marketing. In-person events build an emotional connection with attendees, as Howard Givner explained in an article from Entrepreneur.

Givenr says that companies can leverage the connection guests built at an event, cultivating their emotional connection into an ongoing relationship.

Even if attendees don't buy right away, they've become warm leads, primed for a sale.

You Get Immediate Feedback

At an in-person event, you have an ideal opportunity to get immediate feedback on your product or service. No need for focus groups or emailed customer surveys. Guests can try your product in real-time. You can address their questions right away.

This give and take helps you break down barriers to the sale and show potential customers exactly why they need your product or service.

And the value extends far beyond the end of the event. You can use the feedback, questions and discussion to inform your marketing strategy. For example, you might write a blog based on a question you heard several times or start a new Facebook ad campaign showcasing a feature your attendees were particularly excited about.

You Can Curate the Customer Experience

Consumers are bombarded by advertising and marketing messages all day every day. Experts claim a person sees as many as 10,000 brand messages per day. That's a lot of competition for your ideal customer's attention.

At an in-person event, your competitors are left outside. Instead of seeing dozens or hundreds of options, attendees see one, yours. That gives you an uninterrupted platform for evangelizing your product or service.

Event Marketing Works

In the Content Marketing Institute's 2015 Benchmarks, Budgets and Trends survey, event marketing topped the list of effective marketing strategies. And with good reason. According to the EventTrack Content Benchmarking Report, 74% of consumers say they're more likely to purchase after attending a branded event.

The evidence is clear - event marketing just works.