January 21, 2010

The Lost Art of the Telephone Conversation... The Difference
Between Cheap and Free... Why Playing Safe Can Lead to
Failure... Is it Time to "Tune up" Your Web Site?... and More.

In this high-tech world of e-mail, texting and Twitter, it's easy to stay in contact with thousands of people with just a few keystrokes and a SEND button.

And while I think it's great for keeping yourself "in the loop," I feel like all of this voiceless communication might be doing more harm than good.

It wasn't long ago (at least it doesn't seem that long ago) that I was considered the "young guy" dealing with business associates who sometimes had 30 years on me.

Now, I'm the old guy and I'm dealing with a lot of 20- somethings in some of the business ventures I'm working on and I have to be honest that a lot of them have no idea how to talk on the telephone.

For example, recently I was setting up a business deal that involved a lot of particulars. The e-mails went back and forth between myself and one of the employees of the company I was doing the deal with.

During the back and forth with e-mail, it seemed like we got our wires crossed. So, I decided to give the employee a call. Here's how the telephone conversation went (we'll call the employee Jane):

Jane: Hello?
Adrian: Hi Jane. It's Adrian calling. How are you?
Jane: Good.
Adrian: That's great. I'm just calling because I wanted to clarify our upcoming business, deal as I feel that there might've been some confusion in our e-mails. Do you have a minute or two to go over this?
Jane: What?
Adrian: Do you have a minute or two to go over the specifics so that we're both on the same page?
Jane: I guess.
Adrian: Okay (I proceed to go into the details and try to get some clarification. All I'm getting back from Jane is one word answers like "okay" or "uh-huh." So I finally ask the question...) Jane, is this a bad time?
Jane: Yeah. Can you e-mail me and I'll get back to you tomorrow?
Adrian (in a resigned tone): Sure Jane. I'll e-mail you shortly. Thanks for your time.
Jane: (hang-up)

Now, because this is a business deal with a really good company and, other than the little hiccup in a couple of our e- mails, I've had a really good experience with Jane, I'm not going to lodge a complaint.

However, it's important not only to be a communicator with your e-mails, but also be a good communicator on the phone, especially when launching your own business.

A lot of customers want to talk to real people when they have a question. That's why it's so important to have good phone manners, like:

-- Be courteous and friendly: No matter what kind of mood you're in, try to keep an upbeat tone in your voice. Even if you're having the worst day ever, fake it.

-- Don't be afraid to tell someone you'll call them back. I've had people call me while I've been in the middle of something and I've got no problem telling them that I'll call them back. In fact, it's a lot better because I find I get more from the conversation while I'm 100% focused on it and not doing other things. And, of course, I keep that courteous tone.

-- Avoid a lot of one-word answers. Some answers are simply "yes" or "no." However, try to expand on some answers. It shows the other person that you've been listening and retaining information and could be the impetus of something important that you may have missed.

-- Make sure you "finish" the conversation. I always like to ask something like, "Is there anything else we should go over?" or recap what we discussed. It shows the other party that I understand everything we've talked about and addresses any concerns.

The online world plays such a big part in our day-to-day lives. However, it's important to remember the etiquette and importance of verbal communication, because it is still an essential part of the business world.

Recently, while shopping for new furniture, I've come face-to- face with a lot of different promotional offers.

Each offer that stores present is made in the hopes of making a sale by triggering a thought in my brain that will get me to take out my wallet and hand over my money.

Since furniture is expensive, many of these offers include elaborate ways to pay for the furniture over any number of months and sometimes even years.

However, if you have the cash on hand to make that purchase right away, there are other promotional offers to consider.

Free delivery is one offer. Another one that I've seen more often is the option to get a free television with your new living room set.

For me, the offer of free delivery really holds a lot of value. You see, I don't have a large van at my disposal and, living in the city, I don't know too many people who do.

So, for me, the cost of renting a van, convincing a few friends to help me haul a bulky and awkward couch up a flight of stairs and doing this all without destroying the paint on my walls...well, you can see that free delivery is very valuable.

Now, on the other hand, the promise of a free television is also nice, but there's a problem with it. If you have the large moving truck and a team of helpful movers, then free delivery isn't of much use to you. So going for the free television may be a lure.

Now, as we all know, televisions can be very expensive. There are walls of them in the store. We also know that technology seems to be already outdated by the time we get the product home.

The question that comes into my mind is, "Why are these televisions being given way?" Is it because they are unable to sell these older models... or are they free because they are cheap and more likely to break?

When it comes to deciding on the best deal, it is important to consider the value to you personally, because no two free items are worth the same amount.

If you own your own business, there is something you should know: playing it safe almost never equals success.

If you want to experience financial success with your business, you'll have to learn to take risks. Being on the offensive lets you control how much you make and how your business grows.

Many people believe playing it safe is the way to go. They like to act defensively and react to change, as opposed to initiating it. In some cases, this may make sense. After all, many people don't want to act recklessly, especially when it comes to their livelihood.

However, taking risks doesn't necessarily mean being reckless.

Taking risks means you've thought about your options and recognized where you can gain the most. Sure, some risks may also mean you're gambling heavily and putting a lot on the line; but, at the same time, if things go properly, as they should, you stand to gain much more. By taking risks, you stand to win.

You see, if you're not on the offensive, trying new things to grow your business, you're not in control of what happens to you. By assuming a defensive role, you're unable to act freely. Instead, you are waiting for the other players to make their moves while you come up with ways to react. By doing so, it becomes impossible to realize your full potential and take your business where you want.

Before you take risks, however, you really need to assess the various results. For example, if you're putting a lot on the line and don't stand to gain much, it might not be worth it. Generally speaking, the greater rewards are associated with the larger risks.

Before making decisions about what to risk, look at the possible outcomes. After all, things may not always work out as you would have liked. When they don't, you want to make sure you're able to recover. Things may be tough for a while, but you don't necessarily want the result of your risk to be something that's unmanageable. Therefore, you must always look at the risk/reward ratio. Sometimes taking a big risk might not necessarily be worth it. Look at all the factors that play into a risk closely, and be sure to make the proper considerations before moving forward. The more prepared you are, the better.

To be the best you can be and go as far as you can as an entrepreneur, you need to take risks. Bring an aggressive approach to your business and control how it grows.

** Is it Time to "Tune up" Your Web Site?
By James Burt, Online Marketing Expert

We've come a long way in the online world and it's only going to get more exciting.

Think about it: you can purchase airline tickets online and quickly find the lowest fares; you can study for and obtain a college degree; and you can view satellite images of places around the block from you or across the planet. The technology has changed too -- you don't have to hear that grinding sound of a modem like you did 10 years ago or wait 10 minutes just to hit your homepage. Fiber optic cables and high-speed advances can now put you in cyberspace in a finger-snap.

It's all right there in front of you and readily accessible, all of the time.

Recently, I found myself working on another writing gig for an online business assistance firm that I've worked for a few times in the past. I got called into an office meeting and afterwards and got to shoot the breeze with my boss over a cup of espresso in the boardroom. We started to compare notes on the Internet and what affects a business' success online.

One item that came up again was web site maintenance. Too often, businesses establish themselves and create a web site that they use to advertise or interact with clients. The trouble begins, however, when they fail to keep their web site up to snuff.

Having a web site is similar to having a marketing campaign in a big company or a current portfolio in the graphic design world. It needs to be used as a current visual representation of both yourself and your business. By neglecting it over a long period of time, you're allowing a great representation of yourself to falter and you can lose a lot of business in the process.

Info marketers are at an advantage here. While other business types either unsure of how to keep their web sites strong, don't have access to the tools to do so, or, worse yet, have to rely on flashy graphics and techniques to update their web sites, info marketers don't have to be too concerned with these matters.

However, there are some matters you should look out for. The first and foremost is regular updates. If you're a regular e- Wealth Daily Bulletin reader, you get e-newsletters and see the updates to the e-Wealth Daily web site on a scheduled basis. The guys that work in-house on the e-Wealth Daily Bulletin commit a large part of their time to make sure this is maintained and it's a good lesson for everyone. Even if you are operating online with just a small blog, don't underestimate the importance of keeping it updated on a regular basis. Chose a time -- daily, weekly, bi-weekly, etc. -- and make sure you stick to this schedule. The general impression clients get from those business types who don't update regularly is that the person behind the business does not care and is not punctual. And if they don't care, why should the public? Don't let this happen to you. Even if it's a quick news notice or letter from yourself, update your web site regularly.

The second is your visual presentation. Like I said above, info marketers don't need the flashy visuals to sell their product. Graphic designers and animators usually have to rely on that. However, it's good to treat your web site like you would your house. As cool as it might be in your mind's eye to have a shag rug or tropical wall paper from the late 70s around, it's really not that appealing to look at day-in and day-out. Your web site is the same. Take some time every couple of months to reconsider updating the basic visual content of your web site. Consider color, graphic design, and layout. If you need help, check other trends online and see if they can help you or check with a colleague. Remember: you don't need a lot of flash, just something basically appealing to the eye.

And don't be afraid to see what new services are available to you. When working on a web site for at the firm I mentioned above, my boss mentioned some new technology he had developed to help his clients get their web site material online faster. I was pretty impressed and love to tell you more about it, but my boss swore me secrecy. My apologies. But the good news for you is that there are loads of new online service providers that can make your content posting quicker, making your new web site material "go live" in seconds. If you are having problems with your current provider or think you could be speeding up the process, check online providers in your area. Not only can they possibly make your material get into cyberspace faster, but they might have a price that is right, too!

Since you're an info marketer, you get to work online quite a bit. This can be a good thing. A lot of companies and their proprietors are away from their desk a lot and they don't pay close enough attention to their online material. But, as an info marketer, you can regularly update your web site and keep it strong all the time. Don't undervalue this. Treat your web site as an extension of yourself and your business' presentation all of the time and you'll see success come in again and again.