Saturday, December 17, 2011

Check this out,Receiver

From the previous post, people process information in different ways. Presenting a detailed and analytical document to a person who prefers the "big picture" will complicate the persuasion process. Presenting information at a technical level that is too difficult for the audience to grasp will also damage the effort. After all, most people tend to say "No" when they are confused or uncertain about the information they are receiving.

           Later in this blog we'll talk about the best ways to adjust the delivery of your message to match the audience's expectations, preferences, and capabilities.

Sunday, December 11, 2011

The receiver of the message

The receiver is a vital component of persuasion, because it's the receiver who must take action, who must make a decision, or whose attitudes must change.
       A message that persuades one person may leave another unmoved. Why? For now we can simply note that two of the factors determining how much influence a persuasive message has on an individual are the reciever's personality and his or her personal involvement in the issue. A person who feels threatened by change will be much harder to influence than one who feels confident and secure.Similarly, a decision maker will be particularly cautious in taking action on an issue that will directly affect his or her CAREER.

Sunday, December 4, 2011

There is a difference between a belief and an attitude.

From the previous post;that may seem circular:You can persuade people to accept only the things  they already accept or to do the things they already want to do. But that's not quite what's going on here. There is a difference between a belief and an attitude. Someone may issue an RFP for new equipment because he or she believes that production efficiency can be improved by using more modern technology. If you can base your proposal on the same belief and then demonstrate how your equipment will introduce labour-saving enhancements, the receiver's attitude toward you as the most suitable vendor will change in a positive way. However,if you send out a canned proposal, one that emphasizes the ruggedness and durability of your machines, instead of their impact on production efficiency, you will be not be addressing the client's basic belief. As a result, you may not persuade him or her to choose you.
         This is the fundamental problem in submitting boilerplate proposals. Because customers vary widely in their      beliefs and values, using the same text for everybody guarantees that a large percentage of them will find your message irrelevant or unconvincing. We will examine how to develop a client-centered message in the next post. Don't forget to drop a note of comment.

Friday, December 2, 2011

checkout message

The impact of your message depends in part on whether the receiver is receptive to it to begin with. If the evidence or logic in a particular persuasive message is in line with the audience's basic values, beliefs, or biases, the receiver is more likely to accept it and modify his or her attitudes accordingly.If the evidence runs counter to the receiver's basic beliefs,  persuasion is far less likely to occur. Thus, the way you frame your message with regard to your audience's preferences is critical. leave a comment.

Saturday, November 26, 2011

Going Deeper Into Persuasion

For thousands of years, people have tried to figure out the best way to persuade other people to do things. We know that persuasion has been the subject of serious study since the days of classical Greece. Plato worried about the rhapsodes' ability to appeal to citizens' emotions and persuade them to do things that were not in the best interest of the city or themselves. And Aristotle wrote one of the great treatises on persuasion. Among the Romans the ability to persuade was considered a hallmark of responsible citizenship.

The message and The receiver

Since world war ii, researchers have worked particularly hard to identify the elements of persuasion. Why? They  have some practical motives: improving advertising and marketing campaigns, motivating audiences, influencing the electorate, girding consumers and voters against propaganda, understanding the dynamics of brainwashing, and -yes-writing better proposals. From all this speculation and research, four elements have consistently been a vital part of nearly every theory of persuasion: the message, the receiver, the channel, and the source. Giving them some consideration will give us a deeper understanding of the process of persuasion.

Saturday, November 12, 2011

Prove you can do it


  • The last step in Persuasion is to provide the evidence necessary to prove you can do the job on time and on budget. Typical kinds of evidence that you might put in a proposal include references, testimonials, case studies, resumes team members, project plans, guarantees, third-party validation such as awards, details about management philosophy, your company history, and so on. Note that I am not saying your proposal should  contain every one of  these type of substantiation. Include only what the decision  maker needs to see to feel confident about choosing you. That will be determined largely  by the criteria that matter to this decision maker and by the specific requirements of the RFP, if there is one. Also, in a situation where you're responding to an RFP, your actual anwsers will be part of the evidence you provide -basically, evidence of your ability to comply with the customer's requirements and meet their objectives.

Tuesday, November 8, 2011

Recommend a solution

This is the third step of the most effective pattern for persuasion. Most proposals don't recommend anything. They lapse into informative writing and merely describe products and services you are recommending must be linked to the customer's specific problem. "One of the problems you are facing is declining transaction value in your e-commerce transactions. The aspect of our recommendation that will help increase transaction value is..." Also, when you recommend a solution, sound like you believe in it. Say the words: "We recommend the immediate installation of LeadPoint asset management software." "We urge you"..." "We are confident..." Don't be wishy-washy. Don't depend on telepathy to get your point across.

Saturday, November 5, 2011

The Persuasive Paradigm step 2


  • Second: Outcomes. Next, focus on the outcomes or results the customer wants to achieve. How will he or she measure success? What must the organization see in terms of results to make their investment in your products and services worthwhile? This part of the persuasive paradigm is probably a bit counterintuitive. After all, wouldn't it be more logical to state the problem and then give the solution? The thing to remember is that our goal is motivation. If we don't create a sense of urgency in the decision maker to go forward with our recommendation, we have not been successful in our persuasion effort. However, motivation does not come from problems and needs, most of which will never get solved. Why? Because in the mind of the decision maker, "it's just not worth it." In other words, the return to be gained from fixing the problem doesn't outweight its cost. You don't want your solution to fall into the category of "not worth it."you create a sense of motivation in your customer by showing that the problem you are addressing is one that really should be fixed. The potential outcome, the return on investment or improvement in productivity or whatever, is so big that the customer can't afford to wait. Focus on customers' pain to get their attention; focus on their gain to get their commitment.

Thursday, November 3, 2011

The Persuasive Paradigm

First: The customer's needs. The initial step in persuading is to demonstrate you understand the customer's needs, issues, or problems. Your first job is to summarize the business situation briefly, focusing on the gap to be closed or the competency to be acquired. "The vice president of sales for a large HVAC firm once asked me" said Tom Sant "Why should I tell the customer what their problem is? They already know that. If they didn't think they had a problem, they wouldn't have called us." The answer, of course, is that we are not telling the customers something they don't already know. We're reducing their anxiety. They're worried that the solution we propose won't work because it's the right solution to the wrong problem. By showing customers that we "get" it, that we listened to them and understood what they told us, we raise their level of confidence. We help them feel confident that what we propose will be appropriate for them. Don't forget to leave a comment.

Tuesday, November 1, 2011

The most effective patern for persuasion,don't miss it

Persuasion combines element of information and evaluation. It should present facts accurately, and it should offer intelligent, informed opinions. But to be successful as persuasion, what we write or say should influence what the audience thinks,how they feel, or what they do. Fortunately, the most effective pattern for persuasion, which Tom Sant calls"the persuasive paradigm" is simple to understand and use. It consists of four steps.

Friday, October 28, 2011

Checkout Persuasion

From the previous post:- usually this part is a combination of text containing anecdotal information about their testing and a table or matrix in which every brand or model is presented. Finally, they conclude the article by indicating which model is the "best buy" in their opinion. Do they care if you buy a DVD player or an ice maker or snow tires? No.It doesn't matter to them if you never buy anything. Their sole purpose is to take a look at what's available and offer an expert opinion about the various choices. Now PERSUASION; With persuasion we care very much about whether the reader is motivated to buy.

Tuesday, October 25, 2011

Good examples of evaluative writing

Informative writing does not need a conclusion and its really does not require any setting of the stage or introductory content.Good examples of evaluative writing can be found in consumer Reports.If you were thinking about buying a DVD player or a refrigerator or snow tires,you could find articles there that would evaluate the various models available. first, they define what they are discussing, why you as a reader might care about this kind of products, and what criteria are being  used to evaluate the options.Next,they evaluate every model or brand point by point according to the criteria they listed.

Sunday, October 9, 2011

evaluation

  1. Sometimes people aren't trying to communicate facts alone. Instead, they're offering an opinion about the significance of a certain group of facts, what those facts imply. For example,consider what happens in a court case when one side calls in an expert witness. Such a withness isn't asked to establish facts about the case-"where was the defendant on the night of july 15?" Instead, the expert witness is asked to offer an opinion about  what a certain body of facts shows. "On the basis of these facts, do you think the defendant is mentally competent?" "Given this sequence of events, did the defendant act in accordance with the profession's current standard of conduct?" In the business world, each time you write a performance appraisal or do a competitive analysis,you're  writing an evaluation. If you merely recite the facts but don't offer your opinion,you aren't doing the whole job.

Tuesday, October 4, 2011

What did you think about the previous posts?


This is the continuation of the information;now wait a minute,you might be thinking.In the previous posts I talked about decision heuristics and putting the kind of stuff up front that matters the most to the decision maker. Isn't that the same as the informative parttern? It's similar, and none of the structural parterns we'll be looking at can afford to start with content that the reader doesn't care about.But remember that the goal of persuasion is to motivate the decision maker to take action. Simply listing facts in a descending order of priority doesn't create any momentum toward action.

Thursday, September 29, 2011

INFORMATION

The best way to communicate informatively is to use the pattern taught in journalism classes.Start with the fact or set of facts that is more important to the reader.In journalism,there is often who, what, when, where, why, and how? Then go to the next most important fact. Then the third level of importance. The fourth, the fifth, and so on, until there is nothing left to say. The challenge in writing informatively is to figure out which fact is most important to the reader. The most common mistakes are writing chronologically,usually leads to wordiness, or starting with facts that matter to the writer but not to the reader ,which usually leads to confusion of false emphasis.

Thursday, September 15, 2011

Move out of the Comfort Zone to Persuade Effectively

we have to move away from the kind of writing that's easy for us(factual, technical) and into the style that's effective(persuasive,clear), as Figure 4-1 shows. So let's distinguish among the primary reasons people write in a business setting and look at how those different purposes require different approaches. When people present facts that other people need to do their jobs, they're to inform. The goal of informative writing is to be concise and accurate. The focus should be on transferring the information quickly and easily. The communication fails if the reader does not undastand the facts or, worse yet, misunderstands them. When people present facts that other people need to do their jobs, they're to inform. The goal of informative writing is to be concise and accurate. The focus should be on transferring the information quickly and easily. The communication fails if the reader does not undastand the facts or, worse yet, misunderstands them.

Saturday, September 10, 2011

The Structure of Persuasion

Most people are comfortable providing information. That's a writing or speaking task you probably feel good about. Evaluations are a little tougher for most of us, and if they involve touchy material, as a performance appraisal might, we may actually dread doing them. However, for the majority of people, persuasive writing is by far the most difficult communication task. It involves a step-level increase in complexity and difficulty over what the other types of communication require. Most people are comfortable providing information. That's a writing or speaking task you probably feel good about. Evaluations are a little tougher for most of us, and if they involve touchy material, as a performance appraisal might, we may actually dread doing them. However, for the majority of people, persuasive writing is by far the most difficult communication task. It involves a step-level increase in complexity and difficulty over what the other types of communication require. Unfortunately, when we're short of time or feel uncertain about our readiness to proceed, we're likely to revert to the type of writing we find easiest. For most writers, that's presenting information, usually to an audience that's about as knowledgeable on the subject as we are. For prposals, that's a lethal combination. Factual information presented at a high level of technical expertise not only doesn't persuade, but may actually alienate the reader.

Thursday, September 8, 2011

Emphasize your differentiators and explain how they add value for the customer

You have to read the previous post to follow suit. Third, find out what kind of outcome the key decision maker thinks is most important for his or her company. Is it increased revenue? Regulatory compliance? Elimination of downtime? Whatever the customer thinks is important defines the value proposition. If we provide the right information in the right way, one that corresponds to the processes our customers use to make decisions, our chances of winning business will soar. And, after all, winning business is what writing proposals is all about.

Monday, September 5, 2011

How can we help them use the estimation heuristic to our advantage?

The fact is that when people are making decisions on behalf of a group, they instinctively want to make a decision that gives their organization the best possible ROI. They'll even buy something more expensive and complex if they're convinced it's the best choice for their company. How can we help them use the estimation heuristic to our advantage? First, every proposal should include calculations and graphic displays of ROI, total cost of ownership, payback period, productivity improvements, speed of delivery, or other measures of gain. Second, provide your decision maker with case studies that show how other customers got big rewards from selecting your products or services. Quantify the impact your solutions had for those customers whenever possible.

These Researchers even went so far as to calculate the Calories

The experts who contributed to Simple Heuristics have come up with an answer. Their research suggests that one of the built-in decision heuristics people use is an innate capacity to calculate the "rate of return" for their efforts, particularly as they pertain to the group as a whole. In other words, hunting or a whale or a wooly mammoth has a bigger ROI for the tribe than hunting a Rabbit does. These researchers even went so far as to calculate the Calories required to kill a whale compared to the Calories the community will get from that animal, then calculated the Calories expended versus the Calories obtained for other prey. The result:The whale was by far the best investment of the tribe's energies. Leave a comment and also follow my blog.

Monday, August 29, 2011

Estimating the Rate of Return

For thousands of years,the Inuit people of Alaska and Canada have hunted whales as their primary source of food. They go out into the ocean in small boats, and pound on drums and the side of their boats to drive the whales toward shore(whales have very sensitive hearing, you know). Then, when the whales are in shallow water, they attack and kill them. Now they use harpoon guns and more advanced weapons, but they used to do it with little more than spears. Now why on earth would they do that? There are much simpler and less dangerous game they could hunt-geese,rabbits,seals,walruses even. They could fish. Why go after the largest, most powerful mammal on earth? For that matter, why did primitive humans hunt mastodons? We've all seen the "artist' recreations" of a tribe of scantily clad Neanderthals surrounding a wooly mammoth the size of a beachfront condo,attacking it with little more than sharpened sticks. Okay. So why did they do that? Why not pick on something your own size?

Tuesday, August 9, 2011

Highlight your proposal

It is a good idea to highlight your proposal so the customer can quickly find the high-value content that directly addresses the factors he or she thinks are important. For proactive opportunities, customers tend to search on their own key criteria until they find a differentiator. Then they stop and make a decision. This implies that it's vital that we organize our sales presentations and proposals to focus right away on the criteria that the customer thinks are most important. Often, these factors will address issues such as: # 1. Are we getting what we need? Does this solve a significant business problem? Will the proposed solution work in our environment? # 2. Can this vendor really do it? Do they have the experience and resources to perform on time and on budget? Are they competent? # 3. Does this represent good value for the money? Is the proposed pricing fair? What kind of return on our investment will we receive? Don't forget to post your comment.

Thursday, August 4, 2011

What does this mean for our sales effort? Answer #3

we need to differentiate between opportunities where we are acting to the customer's request for a proposal and opportunities where we are offering a solution proactively. When we submit a proposal in response to an RFP, we must recognize that our first job is to avoid elimination based on some arbitrary or trivial issue. That means following directions carefully, answering all of the questions and requirements, and making our compliance to the bid as obvious as possible. An effective tool in this area is the compliance matrix, a table in which you list each of the client's requirements, give your level of compliance with that requirement, and possibly offer a brief comment or explanation.

Sunday, July 31, 2011

What does this mean for our sales efforts? Answer #2

We can uncover the decision criteria of our prospects rather simply. We just have to ask:
#1 "When you compare different vendors, what is the most important factor for you in choosing one?" #2 "The last time you made this kind of decision, what factors did you use to guide your decision? What did you look for? Did that work for you?" So the second answer according to the title says: This technique opens up opportunities for us to help the decision maker during the sales process. An inexperienced or a naïve customer may take a simplistic approach, looking only at price. By using the sales process to educate the buyer, we can introduce other factors beyond price that may be more helpful to the buyer in making a good decision and that may give us more of a competitive position. Follow my blog. Welcome once again!

Wednesday, July 27, 2011

What does this mean for our sales efforts?

Finally, decision makers sometimes go a step further and develop a limited set of criteria by thinking back over several situations in which similar decisions were made. Which criteria produced the best results? Which didn't work? This heuristic, called "taking the best," assumes that some criteria will produce better results than others. What does this mean for our sales efforts? First, it suggests that during our sales contacts with a prospect, we should probe to find out what factors they will use to make a decision. Join our community and don't forget to suscribe to my posts.

Monday, July 25, 2011

What is using the last? You may ask

A slightly more sophisticated version of single-factor decision making involves asking ourselves what criterion we used the last time we made the same or a similar decision and wether that produced a good outcome.This is called "using the last," and some examples might be: # "Whenever we've hired a vendor who has done the same kind of project before, things have turned out pretty well." # "The last time I entered the office pool, I chose teams by flipping a coin and I won $20. I'll do the same thing again." # "When we bought our annuals for planting last spring, we chose specimens with dark green leaves and they did really well in the garden." make sure you come back to receive more updates and don't forget to register with us and again I would like you to leave a comment.

Friday, July 22, 2011

Minimalist Criteria

At the simplest level, the customer may use what the experts call "MINIMALIST" criteria, but which we might call arbitrary. The programmers who work at my company provided a rather amusing instance of this kind of decision making when it comes to choosing a lunch destination. They used to waste a sizable portion of their lunch period arguing and debating about where to go. Finally, they resolved it as only programmers would-they wrote a piece of software that makes the decision for them. At first, it was a random lunch generator, but then they got a bit more sophisticated. Now they enter a single factor, such as proximity or price, and click the mouse. The system generates a lunch destination based on that factor. And off they go, content with the choice.

Tuesday, July 19, 2011

There are three varieties of single-factor decision making

Even if your customer has not issued an RFP, he or she will probably evaluate competitive offers on the basis of a key criterion. It might be price. It might be timeline. It might be references or relevant experience or the "business fit" of your solution. What if you and your competitor are roughly equal on the first criterion? Then the customer moves on to a second and compares. If you are roughly equal there, the customer will choose a third. But decision makers seldom go beyond two or three factors before reaching a decision. There are three varieties of single-factor decision making that your customer may use.

Friday, July 15, 2011

The recognition heuristic in action

For example,suppose a company issues an RFP and receives twenty proposals in response. Someone at that company has to sort through those submissions to quickly eliminate most of them. At this stage of the evaluation, there is not much in the way of careful analysis, no real weighing of the evidence. An initial set of "no names" will be discarded. That's the recognition heuristic in action. Then the evaluator will begin to apply a decision factor or two. For example, some of the proposals will be eliminated because they did not follow the RFP instructions. Some will be cut because they did not answer all of the questions or indicated by their answer that they were noncompliant with a key requirement. The decision process will move very quickly until the evaluator has the pile down to something more manageable.

Wednesday, July 13, 2011

Single-Factor Decision Making

But how do customers decide if they recognize both us and our competitors? Or if they have never heard of any of us? Typically, at that point they move to a slightly more complex heuristic and choose among the options based on a single criterion or factor. This single factor is assumed by the decision maker to be a useful indicator to sort among the options.(sometimes there are as many as two or three criteria, but seldom more than that.) Make sure you suscribe to my posts to get more updates through e-mail.

Monday, July 11, 2011

When the customer is ready to buy,what happen?

Conversely, if we receive an RFP from a potential client we have never heard of and with whom we have absolutely no relationship, we probably ought to "no bid" it. Our chances of winning are minimal. Finally, it means that if you are a sales professional, you can't depend solely on the corporation to handle recognition building activities. You should make the effort to communicate with your prospect and leads on a regular basis to maintain recognition. Send the prospect a clipping, drop the prospect an e-mail with an interesting Web link like http://refreshin5minues.wordpress.com that interestingly says:"what the world really needs is more love and less paper work. They say you only fall in love once,but that can't be true.....Everytime I look at you, I fall in love all over again.", leave a voice mail, and make other efforts to communicate something of interest or value every six weeks or so. That way , when the customer is ready to buy, you won't be relegated to the discard pile because the decision maker doesn't recognize you

Friday, July 8, 2011

Our chances of winning are minimal,checkout how

The recognition heuristic indicates the importance of repeated exposure, in the form of advertising and branding activities at the corporate level, and repeated contacts, in the form of phone calls, e-mails, and other forms called "nurturing" the account. Our pre-proposal activities lay the foundation for choice by establishing recognition. What else does the recognition heuristic tell us? Well, it certainly suggests that if we represent a small or new company and our prospects have never heard of us, we may have a difficult time winning deals.

Wednesday, July 6, 2011

Our pre-proposal activities lay the foundation for choice

To test the principle, I have often shared a "lunch menu"at the outset of seminars. The so-called menu gives ATTENDEES two options: a turkey club sandwich or baked gravlox with crem'ora sauce. As you might expect, over 90% of participants will choose the turkey club sandwich. A few adventurous souls choose the gravlox,and a few will complain that there's no vegetarian option. But people for the most part are not willing to eat something for lunch that they have never heard of. So what does this mean for our proposal efforts? First, it suggests how important pre-proposal activities are. If the evaluator has never heard of us and our proposal comes on his or her office DESK, chances are we won't get much more than a cursory glance. (Converely, if you work for a fortune 500 company, you may get passed along to the next stage of evaluation based on recognition alone.)

Monday, July 4, 2011

The Recognition

The first and simplest technique depends on recognition as a simple cue to make decisions. The basic principle is that given two objects,one recognizable, the other not, we infer that the recognized object has higher value. For instance, suppose your laptop computer suddenly died. You go to your I.T. Manager and tell her that you need a new one. She says, "well, you are lucky, because I happen to have two brand new laptops with all the software installed. You can have either this IBM Thinkpad or this kretzenheimer millennial. Which one do you want?" Chances are, you will take IBM. Why? Because you've never heard of the other one.

Friday, July 1, 2011

Understand how people gather and process information

How long does it take people to make a "keep/discard" decision? On average, a little over six minutes. Infact, fast and frugal! By understanding how people gather and process information, we can gain good insight into the best way to organize our proposals. Also,we can structure our evidence for maximum effectiveness and can prioritize the content to match the kind of information the customer is looking for based on the decision techniques he or she is using. In simple Heuristics the authors describe seven heuristics of choice, but of those there are three that are particularly important for making business decisions.

Wednesday, June 29, 2011

Internet security services to groups of business professionals.

Our ancestors didn't have the biggest teeth or the sharpest claws, so they needed to make good decisions. Those decisions helped them survive, and they help us function this day. To determine whether people use these techniques in making a proposal-related business decision, I asked business professionals to evaluate a proposal for internet security services I distributed, noting the time when they reach a decision either in favor of or against the offer being made in the proposal. They are looking at a real proposal, one that deals with a complex, important problem and offers solution priced at approximately $250,000. Leave a comment.

Monday, June 27, 2011

Checkout How People Really Make Decisions

Recent research has recorded for the first time how people actually make decisions. It turns out that people use a limited set of decision -making strategies or techniques. We use them from the time we're kids who are taking "multiple-guess" tests in school resort to these techniques for narrowing our choices, in our personal lives, in college, and even in our business activities. Take for instance in our carport net business,we do sometimes decide to cut it 10m x 5m instead of 5m x 5m. The researchers speculate that these techniques,or "fast and frugal heuristics" as the authors of Simple Heuristics call them, are hard-wired into our brains, part of our evolutionary survival package.

Friday, June 24, 2011

Start looking at your proposals as tools

By keeping those long-range objectives in mind as you write each proposal, you may be able spot leverage points. If you have a choice between two or more equally right solutions, you can recommend the one that will move the business relationship in the area you want it to go. In other words, start looking at your proposal as tools and opportunities. Rather than seeing them as a kind of test that's been set up by clients to count you out,look at each business proposal as a means of accomplishing your objectives. That is the real problems you face-not just getting the proposal done on time so you can check it off your list of sales"activities,"but making sure that when it is done, it accomplishes exactly what you want. Don't forget to post a comment.

Wednesday, June 22, 2011

Thinking in terms of your long-term plan

Each time you write a proposal, think in terms of your long-term plan for a given customer. Where do you want the relationship to be in a quater? In a year? In five years? What intermediate steps are necessary to get the relationship there? Maybe you are currently providing carport net to the client, but you'd also like to take on developmental projects. Or perhaps you are currently providing call center operations on an outsourced basis, but you'd eventually like to enlarge that to include outbound telemarketing and help desk functions, too.

Monday, June 20, 2011

Influencing clients

Each proposal should also amplify and promote your perceived strengths and offer evidence,if possible, to overturn preconceptions about your weaknesses or shortcomings. If you don't win a given bid,you may have a positive impact on the decision maker's assumptions about you and your company. Over the long term that can be extremely valuable. Now, Good account management requires you to think about your busines relationships,not merely the immediate opportunity. Meeting customer's problems or needs when the customer brings them up is all right, but it's not nearly as effective as working with the customer collaboratively to develop a business direction.

Friday, June 17, 2011

You might want to target current customers

Doesn't it make sense to issue an unsolicited letter proposal every time you have a price reduction? In particular, you might want to target current customers whose costs can be reduced if they adopt the recommendations you're proposing. One of the good things on the list is that your company has a very important local presence in your market. Why not play that up in each proposal you submit? Remind the decision maker that he or she will be dealing with a vendor who can respond to challenges or concerns immediately,in person, rather than in a day or two or over the phone.

Wednesday, June 15, 2011

A typical list might look something like this:

1.Not interested in small jobs or small clients 2. Significant local presence 3. Lots of experience 4. Financially stable/solid 5. Expensive 6. High-quality vendor 7. Trustful 8. Difficult to deal with 9. Good product knowledge 10. Innovative,willing to come up with new solution(for a price). Openly, this is a mixed list, as virtually any company's would be. The question is how to use your proposals to capitalize on the positives and to minimize or overcome the negatives. One of the negatives on the list is the fact that customers notice your company to be expensive.

Monday, June 13, 2011

Proposal as a marketing tool

What do your clients think of you? How is your company's image? What do prospects who have never worked with you assume about you? Try this exercise. Take a clean sheet of paper and list all the characteristics, traits or attributes that are typically associated with your company. Write them all, positive and negative. Be honest,but be fair.(Try to get out of your head and see things the way a customer or prospect probably does)

Saturday, June 11, 2011

SELL ON VALUE INSTEAD OF PRICE

Use your proposal to move the decision maker's focus away from price and toward such measures of value as lower total cost of ownership,higher reliability,direct customer support,documented technical superiority,or message that separates you from your competitors. 2. Compete successfully without having personal contact with every member of the decision team: You may never have the opportunity to meet every member of the team in person. A better proposal can talk to each member of the team,helping make your case.

Friday, June 10, 2011

Make sure you offer a bundled solution


The buyer may ask you for a proposal for basic bookkeeping services. In your proposal, though, you can add a brief description of your ability to provide tax preparation, too, as part of a total solution. That will make the size of the deal to increase,it may differentiate you from other bookkeepers who submit a proposal, or it may just make the customer aware that you also do taxes. All of these things are good.

Saturday, June 4, 2011

Sell a complex,technical product to nontechnical buyers

Speaking the customer's language is an important part of winning his or her trust. A flexible proposal process can help you communicate effectively even if the buyer lacks in-depth knowledge of what you're offering. Sell the"smarter"customer: Smart buyers want to gain as much as possible while spending as little as possible. If you don't show them what they gain by choosing your recommendations, they will inevitably focus on the other half of the equation:spending very small.

Friday, June 3, 2011

Helping you sell

Look at your proposals very well as part of your overall sales and marketing activities,rather than narrowly as the formal means of responding to a particular request. Seen that way, a proposal can help you build your business in many ways, including some that extend beyond the immediate opportunity to which you are responding. The obvious:helping you sell. The proposal's most important job is to help you sell something. (In no profit realm,it should help you obtain funding in support of your mission and purposes.) To go a bit further,though, a high-quality, carefully constructed proposal can help you.

Wednesday, June 1, 2011

The important lesson in a quality proposal

The client may use your proposal as the basis for soliciting bids from your competitors. It does not happen often,but it happens often enough that you should be careful. The important lesson is that you should always do some prudent quality proposal. There is no point in submitting to some people who have no budget,no authority, or no real interest in working with you. There is even less point in submitting to someone who may take your material and share it with your competitors.

Monday, May 30, 2011

The potential client

What about the clients who issue RFPs or request proposals with no intention of buying something? They are looking for free consulting,and to the extent you answer all of their questions,you may be giving away the solution. Or the client may solicit bids in an effort to"beat up" the existing vendor. Does this really happen? Yes. Is it ethical? No. If you are selling a product,you have wasted time and energy,because you've prepared a proposal for somebody who never intended to buy anything. But if you're selling a creative solution,an idea, a syestem design,or other intellectual property,you may have lost much more.The potential client may glean enough substance from your proposal that he tries or she tries to do it without you, using your concepts but developing them internally.

Saturday, May 28, 2011

Soliciting creative ideas or getting free consulting.

Decision makers face a tremendous number of demands on their time and abilities. They need to know what's out there, who has it, and how much it costs. They need to know if there are new ways of handling old challenges.What are the trends in the industry? Who are the new people in the game? It's overwhelming. One way to establish a base of information is to ask for proposals. As long as you are honest with the sales representative about your time frame, there is nothing wrong with this practice.

Thursday, May 26, 2011

Slowing Down The Sales Process

Sales is a little bit like courtship.The word "proposal"applies to the final part of both activities.In the early stages of both,the process can take on a momentum of its own. We become happy and enchanted with new possibilities, and we hastine forward.Asking for a written proposal slows the sales process down.The customer figures that it will take several days,maybe even a couple of weeks,for the salesperson to put together a proposal,which give the customer time to think about this decision calmly,to weigh the options,to determine whether this opportunity will look as good the morning after as it does now.

Monday, May 23, 2011

Adding Objectivity to the buying process

It appears odd,but some people don't want to buy from people they like. They're afraid that if they really like the sales man or woman, they will somehow make a bad decision based on rapport or friendship. If that strikes you a goofy way to make a buying decision, join the club.(After all, wouldn't you rather do business after the sale with people you like?) Regardless, it makes enough point to some customers and prospects that they will try to create an arm's length relationship by asking you for a written proposal.

Saturday, May 21, 2011

Clarifying Complex Information

Do you sell something so complex that it would take you more than ten minutes to explain it to your father? If so,it's possible some of your prospects don't understand it, either. A proposal gives the nontechnical customer a chance to study,analyze,ponder,get help, and eventually understand.

Friday, May 20, 2011

Comparing Offers

Comparing vendors,prices or offers. Ask yourself this question,am i the only vendor this prospect is talking to? It's possible you are being asked for a proposal so that your recomendations,pricing and evidence can be compared to a competitor's. Buying products or services can be difficult, especially when the decision maker must deal with an array of options,lots of conflicting claims,and little practical knowledge of the area under consideration."Getting it in writing"is the traditional way to deal with this challenges.

Wednesday, May 18, 2011

Get good proposals for your clients

Why do customers ask us for a proposal when the recommendations we have made in person so obviously make sense? Because the proposal has value for them.For instance,a good proposal can help the decision maker to: 1.Compare vendors,or prices so he or she can make an informed decision 2.Clarify complex information 3.Make the buying process more"objective" 4.Solicit creative ideas,get free consulting and become educated.

Monday, May 16, 2011

Excellent tips on what to do to have a great day,everyday

1.Write down a basic plan for the day.Evaluate and prioritize the reward and benefits of the activities to you 2.Concentrate on those activities that produce quality results.Give them your best to get excellent results 3.Give total attention to the task at hand,and refuse to be distracted 4.Be sensitive to the schedule of others. Try not to give people open ended appointment 5.Remember to appreciate someone for something today 6.Create quality time to consult with God. This is the secret of all inspirations 7. Make sure your activities are all focused on the achievement of your greater goals.

Thursday, May 12, 2011

Money is a slave of ideas

Take charge of your habits.You are not in control of your future,you are only in control of your habits,and your habits in turn control your future.You become the person you are,not just because of the different things you do in a day,but what you do consistently.You have to maximize every moment of your life to turn out successful.If you can win in seven days,you can win in a week,if you can win in four weeks;you have won in a month,if you win in twelve months,you have won in a year,if you win in several years,you win in a life time.

Monday, May 9, 2011

Business, the provision of solution

This should be cheering news for people in emerging economies of Africa, where there are huge opportunities for needs to be met.Business is simply finding a need and meeting the need.It is the provision of solution to a prevailing problem,difficulty and challenges in a community.Cultivate your ideas.Start with a vision and plot your way into the future of your dreams.Become an entrepreneur.A person who will find a need and meet it is set up for success and achievements.

Saturday, May 7, 2011

Every Business Starts as an Idea

A trained and qualified lawyer for instance can start and successfully run a furniture making business.Entrepreneurs were simply having fun doing what they enjoy,while making money.Every business starts as an idea,which,once planted like a seed,grows to become a veritable economic machine.It is erroneous to think that business start with money.Money is a slave of ideas.There will always be money for a genuine idea.

Wednesday, May 4, 2011

You can start a business of your own

It is obvious from the skills analyzed from the previous post that most people can develop what it takes to be an entrepreneur and start a business of their own as an alternative to a fruitless pursuit of limited job opportunities.The assumption that there is a particular kind of acedemic qualifications e.g business administration or some kind of people that can start a business is not true.

Monday, May 2, 2011

Get the ability to switch on and off

More characteristics in creating and running your own business successfully:RESOLVE-This is the ability to push back the boundaries of physical and emotional pain, while still maintaining discipline and effort under distres. GUTS-This is the ability to accept that anxiety/pressure is inevitable and knowing that you can cope with it.INDEPENDENCE-This is not being affected by others good or bad performance.COMPETIVENESS-Ability to thrive under pressure A SENSE OF HUMOR-This is the ability to switch on and off as required in order to balance focus with fun.

Saturday, April 30, 2011

characteristics to create and run your business successfully

The following characteristics are required: 1.SelfBelief-This is being convinced that you have the abilities to succeed.2.Resilience-This is the ability to recover from setbacks as a result of increased determination to succeed.3.Discipline-This is retaining concentration on the task at hand in the face specific or personal distraction.4.Drive-This is having a strong desire that propels towards success.5.Mental Power-This is the ability to regain psychological control following an unexpected and uncontrollable EVENT.

Thursday, April 28, 2011

Become An Entrepreneur

You can turn your setback into setup. I tell you.You must develop a desire to change the status quo.WINNERS have learnt to turn adversity into great advancements.You will need to move from looking for a job, to being a job creator. This is achieved by becoming an entrepreneur and it is one way many have overcome unemployment and redundancy. I heard a man I regard as a truly great and influential man in our generation say "If they will not give you a job, make one". Become an Entrepreneur. An entrepreneur is a person who has an Idea, Vision or Dream and is able to convert these into product or Services that can add value to SOCIETY and bring benefit to him.

Tuesday, April 26, 2011

How to handle career stagnation

Your present condition does not really matter, what matters is your conclusion about your condition.What if you have worked for several years without promotion or any form of recognition on the job? This can be a very depressing situation as it often leads to redundancy and lay-offs.The following steps will guide you in avoiding career stagnation:
* Have a personal vision for your career and life. * See yourself beyond the organization,look at the industry. * Prepare for your desired level. * Maintain your integrity. * Seek opportunities in line with your preparation.

Monday, April 25, 2011

BECOME A JOB CREATOR

You may not have been able to get a job after several years of searching or you have just been laid off your job,however, the appropriate mindset to tacle this challenge is to accept the fact that you need to create an alternative solution to your economic predicament. This attitude is common among most great and wealthy achievers all over the word. Necessity is not necessarily the mother of invention, No! It is desire.

Thursday, April 21, 2011

It takes persistence and total commitment to your goals

Many times,we look at high achievers and assume they had a string of lucky breaks or made it without much effort. Usually, the opposite is true, as the so-called superstar had an incredible amount of adversity before he or she attained any lasting success. It may motivate you more toward your own goals to know that some of the most famous and well-known people in modern times had to overcome difficult and disappointing obstacles as anyone before they finally reached the top. It takes persistence and total commitment to your goals to reach the top, but it is possible! Yes! It is possible to turn your setback into a stage for greatness. This will however require that you first develop a different mindset regarding your conditions, because you can not change what you get until you change the picture in your mind.

Tuesday, April 19, 2011

Different people have different reactions to similar conditions in life

The Carrots mentioned from the previous story, can further be described as those who have developed an attitude of self pity and self limitations due to the challenges of life.The egg can be described as those who have developed a hard and embittered attitude and so lose the zest for life,while maintaining a fictitious hard look.This is a dangerous place to be in life! The coffee can be described as those who change the adverse situations of life with the flavour of their skills,"can-do"mentality and the attitude of a WINNER.

Sunday, April 17, 2011

Then finally on the story

She ask, "What's the meaning of this, Father?" He explained that each item had felt the same unfortunate and harsh condition-the boiling water. The strong and hard carrots became soft and weak after being in a boiling water for sometime. The fragile eggs with the thin epidermis covering the liquid became hard after being cooked. Coffee cores were very unique, in that they could change the boiling water."Who are you?" asked her father,"When difficulty and calamity knocks on your door, what is your reaction? Are you the carrots, the eggs, or the coffee?" The moral of the story is very clear.

Friday, April 15, 2011

The story continues

The girl waited impatiently, confused by what her father did. After approximately 20 minutes, her father turned off the stove, took out the carrots and put them in a bowl. He took the eggs and put them in a bowl. After that, he poured coffee into a cup.Turning back to his daughter,he asked, "My sweetheart, what do you see?" "Carrots,eggs,and coffee,"she replied. Her father asked her to touch the carrots. She did and felt that the carrots were soft. After that, he asked her to take the eggs and break them. After peeling them, she felt the eggs were cooked and hard. At last, the father asked her to smell the coffee. Don't miss the conclusion.

Wednesday, April 13, 2011

A story of a girl who grumbled to her father

A girl grumbled to her father about her hard life. She didn't know what to do and wanted to give up. She felt tired of fighting and fighting. One problem had been overcome, but the other overcame her. Her father, a cook, took her into the kitchen. He poured water into three pans and set them to boil. On boil, he put some carrots in the first pan, some eggs in the second pan and coffee in the third pan. He watched for some minutes without saying anything.

Monday, April 11, 2011

turning your setback into setup

Do you have a deep seated feeling of hopelessness, having failed several times to achieve something worthwhile with your life? Have you concluded that you do not have what it takes to win, having been told at interviews on how "unsuitable" you are? This part of this blog has been included to help you turn your setback to setup for success.You can unleash your potentials, despite intimidating challenges. I have always believed that it is your conclusion, not your condition that determines your success.

Saturday, April 9, 2011

Effort is important

The old man gently tapped something.Instantly,the engine lurched into life.He carefully put his hammer away.The engine was fixed! A week later, the owners of the ship received a bill from the old man for ten thousand dollars."What?!" the owners exclaimed."He hardly did anything!" so they wrote the old man a note saying,"Please send us an itemized bill." The man sent a bill that read:Tapping with a hammer....................$2.00 Knowing where to tap........................$9998.00 The message is clear! Effort is important, but knowing where to make an effort in your life makes all the difference. Read the posts in this blog and you will receive the motivation and instructions to know where to make the correct efforts that can facilitate winning at job search and career progress in a competitive environment.

Thursday, April 7, 2011

Ever heard the story of the giant ship engine that failed?

The ship's owners tried one expert after another, but none of them could figure out how to fix the engine. Then they brought in an old man who had been fixing ships since he was a youngster. He carried a large bag of tools with him, and when he arrived, he immediately went to work. He inspected the engine very carefully, top to bottom. Two of the ship's owners were there, watching this man, hoping he would know what to do. After looking things over, the old man reached into his bag and pulled out a small hammer.

Sunday, April 3, 2011

Remember:You are what you think.

People with healthy self-esteem are more likely to achieve success than those who think poorly of themselves.Remember, you've been successful before and will emerge from unemployment even stronger. A positive self-esteem can carry over to positive interviews, and companies want confident employees. CONTROL YOUR EMOTIONS. Try not to over-analyze or personalize situations.The job search process will have many highs and lows. Instead of riding the emotional roller coaster, keep perspective on the situation and try to keep your emotions in balance. You will think more clearly and efficiently.WATCHOUT! ON HOW TO HANDLE CAREER STAGNATION SOON.

Friday, April 1, 2011

Focus on what is within your control

Stay connected to supportive people. Being unemployed can be lonely and isolating. Staying connected to supportive friends, family, former co-workers, and business contacts is important for your mental well-being and your job search.Focus on what is within your control.It is not productive to worry about things you can't control, such as how quickly a company will make a hiring decision. Instead, focus on the things you can control, such as managing your day-to-day finances, researching companies where you would like to work, meeting with people in your contact network, and following up on job leads. Remember, People with healthy self-esteem are more likely to achieve success than those who think poorly of themselves.

Wednesday, March 30, 2011

Maintain a strong identity

Feeling a loss of purpose is a stressful side effect of unemployment.Stay positive about your identity and boost your well-being by taking classes, gaining certifications for your line of work, or volunteering. Take the time to consider priorities and learn new skills.

Monday, March 28, 2011

participate in activities that calm your mind and body

It's easy to feel that you don't "deserve" to enjoy unemployment, but taking time to relax will actually revitalize you mentally and help manage the emotions and stress of unemployment. Ways to calm your body and mind include physical exercise, praying or writing. Giving time to a hobby may also help you discover a job that incorporates your favorite activities into a new career

keep a schedule or routine,the second tips to manage unemployment stress

A common, often unexpected stress of unemployment is the lack of obligation to report to a job every day.Keep a routine to stay efficient and productive. Wake up and follow a schedule as you normally would. If conducting a job search from home, try leaving the house even if it is just to take a quick walk at the start of each day. Give yourself a daily"start" and "end" time. It will help you rest, stay less stressed, and search more efficiently during designated hours.

Thursday, March 24, 2011

Learn the tips to manage stress during a job transition

Being out of a job ranks as one of life's most stressful experiences. However, it is possible to turn the stress into constructive energy that will benefit your job search. Here are tips to manage unemployment stress. 1.Create a job-search plan.Eliminate the stress of not knowing where to begin. Write down a network of contacts for leads, and research interesting companies.Think broadly.Consider new industries where your skills and experience will add value.

Tuesday, March 22, 2011

Being out of a job ranks as one of life's most stressful experiences

The last two points of your income on the long run that is directly related to the value you help create for an organization, through the application of your skill and your focus are: (1)Leadership: You must develop your leadership ability in order to get higher position in an organization. Leaders are able to multiply the productivity of an organization, by influencing people for peak performance.(2)Become a global person:You should be conscious of the modern work environment and respond appropriately.Concepts like diversity, cultural integration, language tolerance, cross boundary innovation and customer-focus have become strong competencies required to work in a global environment.

Sunday, March 20, 2011

Get rid of the "sense of entitlement" work smart,not hard

Work smart,not hard: You should develop the personal culture of effectiveness and not just efficiency.Efforts are not rewarded-;the only thing that really counts is results.You should be careful that you do not develop the mental rut of the entitlement syndrome. Promotion on the job is a call to higher responsibility and not just a reward for working well on your job.Working well on your job is the contract you agreed with the employer.You must develop yourself for the next level so that you can move up in the organization.

Friday, March 18, 2011

can you be a problem solver? check out the details

Be a problem solver: You should develop the reputation of doing your work faster,simpler and better.Organizations always seek to promote those who can combine speed,dependability and quality of work.Embrace technology:Your attitude towards technology should be that of a necessity.The modern work environment is getting more complex and requires a good level of information and communication technology competence.

Wednesday, March 16, 2011

Work to learn, not to earn

You should not only be concerned about how much you are earning on a job, but how much better you have become on the job. Your ability to earn more may not change until you are promoted to the next level. Be "promotable". The third important points, Team work: You can not make an impact alone, no matter how gifted you are. The best organizations are looking for people that can work with others to make large scale impact in a competitive environment.

Monday, March 14, 2011

Develop a plan to manage your performance

Having settled effectively into your new job, there is a need to develop a plan to manage your performance and growth on the job. Your income on the long run is directly related to the value you help create for the organization, through the application of your skill and your focus on the following points: No.1 Systems Thinking: You should develop the attitude of thinking beyond your immediate work in the organization and seeing how your work affects the entire organization. This attitude will help you to locate those who require your work as an input to their work.

Saturday, March 12, 2011

There are tips that should help you settle into your new job

The following tips should help you to settle into your new job in the first few weeks: Resume promptly. Time is the soul of business. * Show eagerness, initiative and willingness to learn. * Discuss your expectations with your supervisor. * Introduce yourself to team members and ensure you have rapport with them in the first week * Ask team members about the dos and don'ts of the organization. * Make sure you locate outstanding performers in the organization and get advice from them * Take the firm's induction program for new intake seriously. * Ensure that you limit your references to how you did things in your old organization. It can be irritating.

Wednesday, March 9, 2011

Learn tips for career success

You might even have a bigger challenge with your new boss. This is because,there is often a parallel process of disappointment; the boss discovers that you are not the perfect candidate after all because you are only human. At this stage, the critical process of managing yourself on the job begins. As a guide, your task in the first few weeks is NOT to do the new job, but to learn how to do it. Remember that you are suitable for the job that is why you are employed; however, you will need to go through the normal process of adjustment.

Monday, March 7, 2011

There is a four word formular that applies to all individuals learn more...

When you start your new job, there is usually a period of disillusionment between your employer and you. You may feel overwhelmed with the stress of learning a new job and a new organization and geting to know a lot of new people all at once. You may experience a sudden loss of self esteem as the difficulties of the work become apparent. You may feel lonely because there is no one who feels like a friend.

There is a four word formular that applies to all individuals learn more...

When you start your new job, there is usually a period of disillusionment between your employer and you. You may feel overwhelmed with the stress of learning a new job and a new organization and geting to know a lot of new people all at once. You may experience a sudden loss of self esteem as the difficulties of the work become apparent. You may feel lonely because there is no one who feels like a friend.

There is a four word formular that applies to all individuals learn more...

When you start your new job, there is usually a period of disillusionment between your employer and you. You may feel overwhelmed with the stress of learning a new job and a new organization and geting to know a lot of new people all at once. You may experience a sudden loss of self esteem as the difficulties of the work become apparent. You may feel lonely because there is no one who feels like a friend.

Wednesday, March 2, 2011

There are solutions that can be applied to handle job rejection. Check it out here....

No.1 Is Expanding your job search into other geographical areas or other occupation * Take less skilled positions in order to break into the field and gain experience * Emphasize your training to employers * Check back with the interviewer and ask politely, why you were not offered the job * Review your training and consider an additional training to increase your marketability.

Tuesday, March 1, 2011

What do you do, when you receive an employment offer? Check it out.

If you receive an offer for a job, these are what to do: * Make sure you understand the offer letter completely * If you have questions about the offer, discuss with the interviewer. * Do not quibble over small differences in starting salaries. * communicate your acceptance and indicate when you are likely to resume.

There are reasons for job rejection after several interviews. How do you handle them?

During this interview process, if you receive a rejection keep your chin up. There are many other opportunities for you. However, if you constantly rejections, examine the reasons, they may show common interview faults, and make improvements where possible. The following are after the reasons for job rejections after several interviews: * Failure to project your qualifications well enough. * Need for greater self-confidence. * Shabby or inappropriate personal appearance. * Insufficient knowledge of the firm. * Lack of apparent interest, enthusiam and career direction. * Skill mismatch in the area which you are seeking work.* Aiming too high for a beginning position.

Wednesday, February 23, 2011

Is an offer presented to you lower than what you hoped? Learn more...

Be firm, if there is no flexibility in the offer, you can accept it as it is, or politely refuse and walk away. If the company is flexible on your terms, agree on all the new details in one conversation so that you can move forward with the next step in the process-signing and returning the written offer letter. Be respectful, if an offer is presented that is lower than what you hoped, thank the presenter. Ask if there is any flexibility in one or two of the areas that you've identified as being a priority for you. Regardless of the answer, always say you need time to consider the offer. Don't start negotiating new terms immediately.

What are your actions during the negotiation process learn more....

Be upfront, when asked about your compensation requirements during the initial interview, let the recruiter know where you stand. It's acceptable to ask if you're in the correct range for the position, and important to know so that both parties can make an informed decision about moving forward without wasting time. Be professional, your actions during the negotiation process will be remembered by everyone involved long after you're hired, and may be helpful when it comes to time to ask for a raise.

The guidelines that would help you in negotiating for salary during the interview process are here:

Before the interview, know what you want and prioritize what's most important to you in your new job-money, more responsibility, work/life balance, a shorter commute, corporate culture-before you begin interviewing. Be prepared, you should be ready to convince the recruiter that you are worth the amount at the higher end of the salary range. The easiest way to do this is to provide very specific examples of how you can add value to this organization-just like you've done throughout your entire career.

Monday, February 21, 2011

Success or Failure

Think about it. A lot of people who have jobs are dissatisfied with their jobs because they are trying to solve the right problem for the wrong employer. On the other hand, some others are trying to solve the wrong problem for the right employer. The best thing you can do then, is to prepare yourself to be the right problem`solver. Don't wait for someone to call you and give you a job. It is not wise to wait until work knocks at your door. It probably won't. Invest in yourself and look for opportunities to solve problems. If there are no opportunities, create them. You have to blaze your own employment trail. Sometimes,the recommendation of someone may help, but if you do not have this priviege, step out all the same. Someone will look at your merits and connect with you. There is a great deal of satisfaction in being able to stand alone and succeed. Life is how you look at it and what you make of it. Your attitudes and perceptions will determine your actions. The number of opportunities a person has in life depends not on how"lucky"he is, but on how well he has traind his mind to see opportunities in ordinary daily routines and occurrences. Success or failure depends more on the individual than his environment. What is your perception of life? It matters how you perceive your world. You will have to become "inverse paranoid" to succeed in a competitive environment. Let me explain. Being "inverse paranoid" is the belief that everything in life is conspiring together to help you succeed. With this kind of mind`set, the people that gravitate towards you will be those with your kind of attitude.

Saturday, February 19, 2011

Negotiating Salary

When and how to talk about Money. Keep in mind that companies typically have salary ranges budgeted for specific roles within the organization. Exceptions aren't all that common. The only flexible item in a job offer may come down to things other than salary. Other benefits in kind like moving up your comfirmation date, annual leave period could be an alternative to a higher salary.

Thursday, February 17, 2011

The following are the things never to say or do at an interview

As an interviewee, you must convey that you are a giver, not a taker, as employers hate to feel exploited. For intance, as a response to the question, "Why do you want this job", a Taker will say" Because it will be good for my career", while a Giver will say -"Because I think I have x and y to offer here" and describe it. Checkout these, they are things never to say or do at interview : * Never criticize your present employer or organization. * Never exaggerate your current remuneration * Don't inflate your experience * Do not disguise or misrepresent your job title. * Do not lie about your qualifications. * Do not fictionalize your interest.

Tuesday, February 15, 2011

Check out the interview questions

There are several questions that could be asked in an interview, but experience has shown that there are really only eight questions that are usually expressed in hundreds of different ways. The questions are: 1 What are you currently doing? 2 Why do you want this job? 3 Why do you want to work in this company? 4 What skills and experience do you have that meets our need? How will your skill help you to do this job to the highest standard? 5 How will you tackle this job? What are your ideas about changing or improving the way this role is carried out? 6 What kind of person are you? What are your abilities and weaknesses? 7 Do your personal circumstances, ambition and interest fit into our organization? 8 What questions would you like to ask us? You need to have built a comprehensive answer to these interview questions, and endeavor to do a practice interview with someone.

Saturday, February 12, 2011

Learn how to follow up on the interview

Make notes about the interview to retain as much information for future reference. * Write down interviewer's name and title. * It is usually a good idea to send a short thank you note to the employer and /or the interviewer thanking them for their time. Also state that you are interested in the job and would like to be advised as soon as decisions are made about the position. * Shortly after, you should follow up the interview either through phone calls or a short letter. This shows initiative on your part that you are still interested in job.

Thursday, February 10, 2011

Close: This is the part4, during the interview process

This is the wrap up. If the interviewer is really excited about you, you could get a last minute "selling" yourself. Also, ask any final question you might have. You should be aware that the interview is ending. Thank the interviewer for his or her time and for the information provided. If you are interested in the position, you might say "I am sincerely interested in the position and feel that I could do a good job for you. If you need any additional information please feel free to call me". You should leave as soon as possible. Do not forget to thank the sacretary or recept ionist on your way out. You will get instructions about what will happen next, such as: * Being told when you will receive a decision. * Being requested to fill a job application form. * Being invited for an office visit. * Suggestions about another meeting. * Expressing no further interest. * Providing other information as dictated by the employer's policy.

Tuesday, February 8, 2011

Part 3:The Discussion during the interview process

The discussion is a critical part of any interview. It is here that the interviewer tries to match your qualifications and career interests with the opportunities available at the firm. Having read the firm's profile and the type of jobs you qualify for and are interested in, you should now be able to enter a constructive dialogue about how you can fit into-and be profitable to-the firm. It is better to avoid asking questions that can be answered by reading the firm's literature. If comments on salary expectations are to be included in the interview, it will generally be in the discussion phase. However, let the interviewer be the one to mention salary first, even though you should have some idea of current salary through your research into the job. The discussion is also a chance for you to point out important qualifications that the employer may have left out or passed over lightly. Do not be afraid to point them out. You may not get another chance.

Sunday, February 6, 2011

The interview process part 2: background

This is when the interviewer examines your basic qualifications for the job. He or she will try to determine if you meet or exceed the firm's requirements to perform excellently on the job. While you are listening or responding to the questions, the interviewer will note how you handle yourself; evaluate your qualifications and suitability for the employment. This is to help him revise or confirm the initial judgment made during the introduction.

Friday, February 4, 2011

Learn the basic rules that should guide you effectively, during the interview process

* Look directly at the interviewer and maintain eye contact. It shows good self esteem. * Do not speak with your hands in front of your mouth, face or play with any other part of your body -it shows timidity. * Be polite-it shows consideration for others. * Lay emphasis on the part of your background, training abilities that are quite relevant to the new job-it shows goal-orientation. * Do not chew gum or sweets during interview-it shows lack of respect. * Pay close attention to the person interviewing you. It is the interviewer's responsibility to lead the interview procedure-it shows focus. * Relax during the interview. BE CALM. It shows self confidence. * Speak clearly and in well organized sentences. Think before you respond and direct your answers to the questions. * A specific question requires a specific answer, remain focused on the question you have been asked. * Be prepared to discuss issues that you know you have relevant experience about. * Be ready to talk about your present positions/education and interests.

Wednesday, February 2, 2011

A typical interview part 1

This is to establish rapport. During the introduction, the interviewer observes and records his or her impressions of you and makes initial judgment about your professional appearance, manner, energy,enthusiam and communication skills. The reception area is the starting point of the interview, you should therefore greet the receptionist and the workers around cheerfully and with a good sense of humor. Greet the interviewer by their official name when being introduced.

Monday, January 31, 2011

Surf through the interview process

To some extent, the format of an interview is the creation of the interview, therefore; no two interviews are exactly the same. Individual personalities are bound to influence the conduct of an interview. Also, since there is a great deal of mutuality in an interview, you may directly or indirectly influence its course. The basic structure of a job interview is quite standard. A typical interview has four parts but you must take note that all four parts may not be clearly cut as to be easily discernable. Watch out in the next posts, the four parts unvailed one after the other.

Saturday, January 29, 2011

Learn the golden tips for winning at job interviews

1. Research the job and the organization 2. Prepare yourself by having at least one practice interview which anticipates all the obvious questions 3. Dress appropriately 4. The interview is a social occasion. Handle it so that you make the interviewer feel comfortable with you 5. Handle all the questions by offering evidence of how your experience fit the job 6. Limit each answer to not more than 2-3 minutes 7. The interview is a two- way process; use it to get more information and to decide whether you still want the job 8. Don't negotiate salary and conditions at the interview, keep it for later when you have actually been offered the job 9. Write a thank you letter after the interview even if you did not get the job.

Be Conscious of Your Personal Grooming, Be Completely Honest, Attitude is a Major Factor

Be pleasant and easy to talk to. Don't be afraid to tell an interviewer about yourself. Be enthusiastic without being loud. Keep your voice modulated. A "Yes" or "No" is usually an inadequate answer to a question. Take the opportunity to tell the interviewer about your goals and strong points. Perhaps an important attribute will come out that you had not previously considered. Misrepresentation is usually an attempt to hide some problems that might get in the way later. It is better to deal with a potential problem immediately, in a straightforward manner, than to have it become a major issue later in the interview and perhaps result in making your entire interview suspect. If it is a matter of being unable to answer a question say so. DO NOT BLUFF. There is no substitute for neatness. Dress in a professional manner. During interview, always keep the primary objective foremost in your mind. If you are qualified for the job and feel you can handle it, say so. SELF-CONFIDENCE IS REWARDED INITIALLY BY EMPLOYER'S CONFIDENCE IN YOU -AND LATER ON WHEN YOU ARE SUCCESSFUL ON YOUR JOB.

Tuesday, January 25, 2011

First impressions are important, act natural and be yourself

Arrive just on time and walk gracefully in as soon as you are invited at the place of interview. * Bring a copy of your Resume and certificates in case the interview did not bring a copy. * Be certain you know the interviewer's name and find out how to pronounce it. * Be alert, friendly and courteous-but not casual. * It pays to look and act confident. * At the end of the interview, thank your interviewer using his/her name. * Leave your interview as gracefully as you entered. Do not try to "role play". You will not be able to continue to role play once you start. Better to have them hire you, for you and not for someone else.

Sunday, January 23, 2011

Learn the right approach to a successful interview

Your ability to market yourself your education, potentials and interests is in direct proportion to your level of preparation. With the type of competition you will face, it is your responsibility to convince the employer that you are qualified. We have established that the purpose of an interview is to exchange information between the interviewer and you so that a preliminary decision can be made as to whether you are among the persons best qualified for the job. This decision probably hinges on what you say and how you act within the time frame of the interview.

Friday, January 21, 2011

Learn the ability to market yourself

Be prepared to tell an employer why you should be hired. You might have to compete with several candidates for just one job, so if you are not prepared to tell the employer why you should be hired, then do not expect to be hired. The cardinal rule to bear in mind for interview preparation is be prepared, confident and positive about yourself. Preparation for job interview should also involve knowing the prospective employers. Who they are? What do they do? Know their services, the type of job available, training programes, and business locations. Read the firm's brochures, annual reports, evaluations and visit their website. Investigate job trends and business forcasts for the firm and its industry. Keep current by getting information on current news regarding the industry . It may also be useful to find out what led to the job being created. You need to know what specific challenges the employer is expecting a prospecting employee to solve.

Wednesday, January 19, 2011

Success in life occurs when opportunity meets preparation

The job interview is the means by which the employer and you come together and communicate to determine common interests. It gives the employer an opportunity to look you over and ask for additional information that may not appear on the application form or CV. It also might be the first time you and the employer are meeting. For these reasons,the first interview is the most critical and should be the focal point of ýour job search. The key to a successful job interview is a sound presentation. So begin with yourself. This should have been attained if you have carefully followed through the suggestions in the previous posts. The next thing is to be prepared to express your qaulifications and abilities in an organized, logical and convincing manner. Keep in mind that the interviewers have been trained to ask questions designed to reveal your strong and weak points.

Monday, January 17, 2011

The advice useful when sending a cover letter with a resume

1. Your name, address, phone number and email address. 2. Date 3. Contact and address 4. Salutation 5. Introduction Paragraph 6. Body Paragraph 7. Closing Paragraph 8. Signature 9. Name 10. Enclosure. The following advice is useful when sending a cover letter with resume: * Your resume/CV and cover letter should match in both style and appearance. * Fold them together and mail in a matching envelope. * If you are e-mailing resume as an attachment, it's not necessary to also attach a cover letter. The e-mail message itself serves as a cover letter. Write it accordingly. * Address the letter to a specific individual. * Keep in mind that your cover letter is also a writing sample, just like your resume. Use it to demonstrate your best "simple and direct" writing style. * Cross-check your information before final submission. * Make a copy for your file.

Saturday, January 15, 2011

The application or cover letter

When applyiny for a job vacancy, or making a speculative application to a company where you would like to work, your CV must always be accompanied by an introductory letter. If you are sending a hard copy of your CV, the letter will be printed out and sent along with the CV. When e-mailing your CV as an attachment, the latter will form text part accompanying the e-mail. The quality of the letter should be high as it provides an opening shot; it creates the first impression about you. An impressive letter can sometimes overcome the odd weakness in a CV; conversely, a poor letter might cause a perfectly good CV to be thrown into the trash can.

Thursday, January 13, 2011

Guidelines for writing a winning CV

1.Be careful to avoid errors, typos and poor grammar. 2 Ensure that the right dates are included in appropriate places. 3 Spend a bit extra to ensure that your CV is in an appropriate envelope, so that it looks as good as it did when you printed it out. 4 Avoid long resumes. The majority of CVs are prepared on three A4 pages, except when you have some comprehensive amount of information. 5 When using on-line application, ensure that you use a format that your recipient specified and can easily retrieve. 6 When using a CV Bank, ensure you paste your CV in the appropriate box on the website. 7 Avoid including personal information that are not relevant to the job. 8 Avoid poor formatting; Boxes, templates, tables, use of headers and footers. 9 Keep things simple and honest. Aggrandizing your job experience makes you sound silly. 10 Make sure the name of the company you worked in is clearly listed as well as the position you held there. One doesn't work without the other. 12 Use a few figures to put your accomplishments in context. If you helped grow sales, by what percentage? If you slashed operating costs, how much did it save the company? 13 Avoid being misleading about your education. If you attended business school but did not earn an MBA, make sure it doesn't look like you're implying that you did. 14 You want your resume to convey your solid character. Omit anything that might smear it, such as dubious awards, memberships in controversial organizations, or an affiliation with a political party(unless, of course, you work in politics).

Monday, January 10, 2011

The Application or cover letter

The design of your CV should ultimately reflect your personality and your suitability for the job for which you are applying. Your CV Should be typed on a computer using appropriate fonts and style. It is advisable that you keep a copy on a compact disc so that you can always adapt it to each occasion. When applying for a job vacancy, or making a speculative application to company where you would like to work, your CV must always be accompanied by an introductory letter. If you are sending a hard copy of your CV, the letter will be printed out and sent along with the CV. When e-mailing your CV as an attachment, the letter will form the text part accompanying the e-mail. The quality of the letter should be high as it provides an opening shot; it create s the first impression about you. An impression letter can sometimes overcome the odd weakness in a CV; conversely, a poor letter might cause a perfectly good CV to be thrown into the trash can.

Friday, January 7, 2011

Applying for a job

A good CV or Resume should have the following descriptive headings: 1 Name and Address: There should be name, email, telephone and contact address on the CV which should be current and in line with other documents. 2 Career Objective: This is a brief description of your career expectations. 3 Work Experience: Past work with various employers, functions/responsibilities, dates, special projects undertaken. 4 Training: Relevant training attended and dates. 5 Educational Qualifications: Institutions attended with dates, qualifications and awards 6 Membership of professional bodies: Indicate membership of relevant professional associations. 7 Skills: Indicate special skills that may aid the employer's decision about you. 8 Interests: Indicate special hobbies or recreational interests 9 Bio-data: Names, Age and Marital Status 10 Referees: Make mention of people that can give an objective and best appraisal of your abilities.

Wednesday, January 5, 2011

The packaging of your abilities

The term CV is commonly used in united kingdom, while Resume is widely used in the United State of America and many other parts of the world. They both communicate the same idea about the applicant and are often used interchangeably. However, while a resume tends to be more detailed about the personality of the applicant, a CV tends to focus on just the qualification and job history of an applicant. Resume or CV can be written in Chronological or Functional formats. A combination of the two descriptions is most widely used. 1 Chronological ¡. Lists your work history in reverse chronological order(most recent first) ¡¡. This is the format preferred by many employers. ¡¡¡. Works best for those who have progressed in titles and have a good work history. 2 Functional ¡. Centers around skill areas that relate to the position for which you are applying. ¡¡. Works well for those with limited education, significant employment gaps, lack of work experience, or experience in a different field. This format can be used by both recent graduates and career changers.

Monday, January 3, 2011

Do what you can, with what you have, where you are.

The application procedure for a job will vary depending on how you learnt or got information about the job; it is therefore necessary to plan for various approaches. A job search file should be maintained and it should contain updated documents about you. This ensures a better organization and ability to react to any and all job leads that may come to your attention. Applying for a job is usually done through two major important documents: 1. Resume or Curriculum Vitae(CV) 2.The Application or Cover Letter. RESUME OR CURRICULUM VITAE(CV) Resume or CV is a document that helps you to package yourself for prospective employers. This is a critical aspect of a job search process because it is the first impression you will make to an employer, and there is never a second chance to make a first impression. Your CV or Resume is the packaging of your abilities in the market place. It is the powerful impression you radiate when a prospective employer meets and discusses with you. Your CV should be a concise, factual and attractive document.

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