NINE STEPS TO BUILDING A WINNING SALES ORGANIZATION
By Kevin Davis

Is your sales team performing far below potential?

Mine was. In my first sales manager's job almost 20 years ago,
I inherited a 10-person sales team that was ranked dead last out
of 64 offices. Our only producer was an 18-year veteran with the
company. None of the other nine salespeople had more than one
year of sales experience. Obviously, they/we were performing far
below standards. The attitude in the office was pitiful.

I heard a lot of excuses for poor performance like "lousy territory,"
and "our prices are too high." But what salespeople really lacked
was a success role model.

Eighteen months later the office had moved up to number five,
having posted the biggest increase in sales of any office in the
company. Perhaps a few of the strategies I used will help you
improve the performance of your sales team.

* STEP ONE: DO NOTHING
When you first arrive on the scene of a sales office in distress,
don't do anything. Take the time to understand your organization's
situation, gather information about the people involved, and...

* STEP TWO: ANALYZE YOUR PROBLEM(S)
My main problem was my salespeople didn't believe in themselves.
They hadn't yet experienced success, and there was no role model,
a salesperson of whom others could say, "there's somebody like
me who's successful."

You may be thinking, "Hey, isn't it my role as a sales manager to
set a leadership example?" And, of course, the answer is "yes."
But the example you set for your people is not enough, because
many salespeople emulate the actions of their peers. Since many
salespeople play "follow the leader," you've got to ask yourself which
salespeople do your less experienced salespeople look up to?
And, what kind of example are these "leaders" setting?

You can get peak performance out of average producers if you can
get average producers to emulate the success habits demonstrated
by a leading salesperson. Clearly, I needed to find a leader. Fast.

* STEP THREE: FIND YOUR SUCCESS ROLE MODEL
In sports, when a player assumes a leadership role on a team,
it's called "stepping up." Hopefully, you already have a few players
capable of stepping up. If so, talk to them. Help them see the
importance of their success example, and ask them to share more
of their knowledge and experience with less experienced salespeople.

Unfortunately, I had to recruit a new salesperson to be my success
model because nobody else on my team was capable of leadership.
I knew that my next hire could play an important role in reversing
the downward performance trend.

I had my new leader when I hired Bill Zeeb. I told Bill, "if you stick
with me, do exactly as I teach you to do, you will succeed." Bill knew
that I was counting on him, and he didn't let me down. In his fourth
month, he produced 200 percent of quota.

Overnight, the attitude in the office changed, from one of making
excuses for poor performance to "What's that Bill Zeeb doing?"
Bill's performance forced others to take a hard look in the mirror.
That's the day when they finally accepted responsibility for their
own poor performance.

* STEP FOUR: DON'T TOLERATE MEDIOCRE SALES PERFORMANCE
Far too often, poorly performing salespeople are allowed to continue
their lackluster ways. A manager may not want to face the hassle
of recruiting a replacement, or  may want to avoid confrontation.
This is a big mistake.

A successful sales manager doesn't tie the ship to a poor
performer's anchor. Instead, successful managers take a "hands-
on" role by providing the coaching and training the poor performer
needs to improve.

Your objective is to bring those that are lagging behind to "the
intersection of choice." By that, I mean poor performers must make
a decision themselves to either a) recommit themselves to perform
the necessary behaviors and activities, or b) leave the company
immediately.

As my manager once told me, "There's only one thing worse than
somebody who quits and leaves - and that's somebody who quits
and stays." The key question is this: If you knew then what you know
now, is there anybody on your team you would not have hired? If so,
get "hands-on" and escort that individual to his or her intersection
of choice.

* STEP FIVE: INSTALL PERFORMANCE STANDARDS
You've got to communicate your expectations. So raise the BAR
on everybody with standards that consist of Behavior, Activity
and Results.

A behavior standard, for example, could be to arrive in the office
every morning before 8 a.m.. An activity standard could be to make
a minimum of 25 telephone prospecting calls every day. A result
standard could be that a sales rep with seven to nine months sales
experience must sell a minimum of $50,000 per month.

On results standards, I recommend you set two standards. One,
a lower "keep your job" standard. Salespeople who fall below the
minimum standard for a three-month period are placed on probation.
If sales don't pick up in the next quarter, that person must be "de-hired."
Another standard performance is, of course, a higher sales quota.

* STEP SIX: DE-HIRE THOSE BELOW MINIMUM STANDARDS
Your salespeople will be wondering, "do you really mean it?" The
first person you de-hire will send a loud and clear message -
performance standards will be enforced. If you don't enforce
them, your standards are meaningless.

* STEP SEVEN: COACH, COACH AND COACH SOME MORE
Don't be a "desk jockey." Get out and work with your salespeople.
It's the only way to grow your people and your business.

* STEP EIGHT: CULTIVATE A BETTER "QUALITY OF LIFE"
Have more fun. We instituted a series of contests that got everybody
focused on a team goal. For example, if we hit our office goal,
salespeople who achieved their individual standards earned
a round of golf with the others.

Then there were sales blitzes, where everyone would pair up and
make a bunch of cold calls. The salespeople who received the
resulting leads had to repay the group with a comedic skit. Some
of these skits were really creative!

* STEP NINE: KNOW WHAT EACH SALESPERSON WANTS
Every person has his or her own personal motivators. Your job is to
find out what they are and help the salesperson toward achievement.

Sit down with each salesperson one on one. Try to learn something
about each of them: what are their goals with your company and
beyond? What is their past like? How can you help them be, have
and do more?

For example, one of my salespeople wanted to buy a house, while
another wanted to play the top 10 golf courses in the world. Two
very different goals, but both could be achieved faster by the
salesperson exceeding quota.

The results we experienced from all these steps: average sales
per salesperson doubled, and turnover was reduced by 45 percent.

Good selling!


About the Author...
Kevin Davis is president of Kevin Davis Selling Systems LLC,
and provides sales and sales management training programs to
corporations. Clients include BellSouth, IKON, Siebel Systems,
as well as many smaller, aggressive growth companies. He is
the author of the award-winning book and audiobook,
"Getting Into Your Customer's Head". Available at Kevin's website
http://www.customershead.com  and at Amazon.com

FREE Report - "15 Biggest Mistakes Salespeople Make"
  http://www.customershead.com/resources/article.cfm

Kevin can be reached at (888) 545-SELL  or  (925) 831-0922
Kevin@...  http://www.customershead.com

I have included another guest article for you entitled, "How to
Make New Year's Resolutions Stick". Please let me know if you are
able to use it.

Happy New Year!

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

        HOW TO MAKE NEW YEAR'S RESOLUTIONS STICK


                                                By: Dr. Donald E.
Wetmore

At the beginning of each year so many of us commit to changes and
worthy goals to be accomplished in the next twelve months only to
be disappointed come next December 31 when we discover we are no
closer to achieving those resolutions than we were on January 1.
The noble resolutions we made early-on became unstuck. So I
looked at this dilemma and created four useful suggestions to
increase the probability that your New Year's resolutions will
stick this year.

1. Quantify it. Sometimes we are just too vague about what we
want. Therefore, a resolution such as, "I want to lose weight
this year" will probably fail. It is too vague. How much weight?
Be specific. What would your ideal weight be, less what do you
weigh now, is what you are going after. It is not enough to
resolve that; "I want enough money in the bank this year".
Quantify. What specific amount would soothe your soul?

2. Set a deadline. Resolutions that are to be achieved "as soon
as possible" wind up in the heap of "Someday I'll". Deadlines are
commitments. Without a deadline as a self-imposed pressure point,
getting started is easily postponed. You see, deadlines put us on
the line and define when failure occurs. Deadlines also help us
to break the resolution down into little bite-sized pieces. For
example, if your goal is to lose 25 pounds by June 30, that
translates into approximately 4 pounds per month, one pound per
week, or a daily reduction of caloric intake (or an increase in
daily caloric burn) of just 500 calories per day. Now that's
manageable. 500 calories a day is easy to achieve. 25 pounds
seems like a leap across the Grand Canyon. Until we quantify our
goal, set a deadline, then break it down to its daily
requirements, the resolution will forever seem unattainable.

3. Change one or two things at a time. We generally do not like
change in the first place. We seek the familiar and avoid the
strange. The more change you put yourself through, the higher the
probability your campaign will collapse. Focus in on one or two
of the more important resolutions you seek to accomplish this
year. When you achieve one or the other, start on the next one.
Don't overwhelm yourself with too much change all at once.

4. Be realistic. There's just something about the start of a new
year that gets us all wound up for changes in our lives,
sometimes extraordinary and unrealistic changes. We become much
like the child in the candy store whose eyes are bigger than his
stomach.  Be realistic. You can only accomplish a certain amount
within a period of time. Don't saddle yourself with unrealistic
resolutions that will only spell failure later on.

Would you like to receive free Timely Time Management Tips on a
regular basis to increase your personal productivity and get more
out of every day? Sign up now for our free "TIME MANAGEMENT
DISCUSSION LIST". Just go to:
http://www.topica.com/lists/timemanagement and select "subscribe"
. We welcome you aboard!

SPECIAL OFFER: If these ideas have been useful, you may want to
receive, "Control the Free Fall", which discusses why we sometime
feel so out of control. To get yours free, send your request for
"control" to: ctsem@....

Dr. Donald E. Wetmore-Professional Speaker
Productivity Institute
Time Management Seminars
60 Huntington St.
P.O. Box 2126
Shelton, CT 06484
(800) 969-3773
(203) 929-9902
Fax: (203) 929-8151
mailto:ctsem@...
http://www.balancetime.com

Professional Member-National Speakers Association

Copyright 1999 You may re-print the above information in its
entirety in your publication, newsletter, or on your webpage. For
permission, please email your request for "reprint" to:
ctsem@...

From: "ctsem" <ctsem@...>
To: "PostFree" <Free-Content@onelist.com>
Subject: Resolution
Date: Thu, 30 Dec 1999 10:46:16 -0000



Now is the time to make our New Year's resolutions. For some of
us, we may not achieve them. I wrote an article that addresses
this issue entitled, "How to Make New Year's Resolutions Stick".
It's free for members of our List. To get yours, email your
request for "stick" to ctsem@...

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

To subscribe to our Time Management List and receive free Timely
Time Management Tips to increase your personal productivity and
give you more time and balance for your personal life, click the
following link: http://www.topica.com/lists/timemanagement
Once you arrive, click "subscribe".

Or you may signup at our website: http://www.balancetime.com
Go to the green "Topica" box and just add your email address.

Welcome to the list!

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126
Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

Date: Wed, 15 Dec 1999 20:18:17 EST
Subject: (Free Content) Go Away (I'm Working!)
To: Free-Content@onelist.com

"Go Away (I'm Working)" - by Christine Clark
A humorous account of one woman's determination to avoid constant
interruptions while working at home.

Word count - 1,118
Permission for publication granted as long as sig line is included at end of
article.  Article must be printed in full!

I am offering use of this article for members of the list.  If you are
interested in receiving my article, please contact me at clarkpromo@...,
with subject line "Article Request".

Happy Holidays To All!


Christine Clark
Editor/Publisher
The Work-At-Home Wire
http://stop.at/wahw
The webzine for those working from home...
and for those who want to!

The holidays are upon us and, for some, the stress levels are up
decreasing our productivity and enjoyment. I just completed an
article entitled, "Holiday Stress Busters" which contains seven
ideas to enjoy the holidays more. I'm happy to share it with
members of our list. To get yours, email your request for
"busters" to: ctsem@...

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
Time Management SuperSite:
http://www.balancetime.com

I'm looking for an article on "The History of
the Ezine" or something similar to it.

Anyone have anything like that?  We offer
a sig file (author's resource box) and publication in
our newsletter.  Then publication on our website and
a link from our site to yours.  Article needs to be
300-800 words.

Thanks,
Renee Kennedy
rkennedy@...
http://www.thewritemarket.com

I have included an article entitled, "The Big Hole in Your Day",
that you may wish to use as a guest article. Please let me know
if you are able to use it.

Regards,

Don Wetmore-Professional Speaker
Productivity Institute
Time Management Seminars
60 Huntington St. P.O. Box 2126
Shelton, CT 06484
(800) 969-3773
(203) 929-9902
fax: (203) 929-8151
mailto:ctsem@...
http://www.balancetime.com

THE BIG HOLE IN YOUR DAY


By: Dr. Donald E. Wetmore


We all have 24 hours in a day and 7 days in a week. And if you
multiply that out and my math is correct (I assume it is because
I've done this a few times), that gives us a total of 168 hours
per week. And the thing about time is that it can only be spent,
it cannot be saved. (Did you ever have any time left over on
Sunday night that you could lop on over to the following week?)

And there are only two ways to spend time, spend it wisely, or,
well, not so wisely.

The average person is working in excess of 40 hours per week and
I have found that most people lose about 3 hours per day or 15
hours per week in a Black Hole that sucks away and consumes
better than a third of the quantity of time we have available to
be productive in our work.

The Hole? Needless interruptions.

Now an interruption is nothing more than an "unanticipated
event". (That's what makes it an interruption.) They come to us
in two ways, either in-person or via the telephone. (Telephone
would include all the electronic devices such as fax, email,
beepers, pagers, etc.)

Like everything we encounter, interruptions are both good and
bad. A lot of what you and I do on a daily basis is to address
the "good" interruptions, those that are "crucial" and
"important". Indeed, a lot of what we are paid for is to handle
those "good" interruptions. Those are not the concern.

What takes away from achieving higher levels of productivity are
the "bad" interruptions, those that have "little" or "no" value".

Examples of "good" interruptions are when a client or customer
calls you to place an order, your boss stops by to inform you
that you will be getting the raise, or a co-worker interrupts you
at your desk to show you how to complete a project in less time.
These are all interruptions but they will lead to enhanced
results. They are "good", so very good.

Examples of "bad" interruptions are when a co-worker drops by to
complain about the price of hay in Denmark (assuming that you are
not in that business) or some irrelevant, uninteresting topic or
a telephone solicitor reaches you at work to try to sell you
something you do not need or want.

Here are some interesting statistics. (Your actual mileage may
vary, but if you need something to compare yourself to.). On
average, we experience one interruption every 8 minutes or
approximately 6-7 per hour. In an 8-hour day, that totals around
50-60 interruptions in the day. The average interruption takes
approximately 5 minutes. (Some may take several hours or days;
others may only take a few seconds.) If you are receiving 50
interruptions in the day and each takes 5 minutes, that totals
250 minutes, or just over 4 hours out of 8, or about 50% of the
workday.

Now, if you we were to track and rate each interruption we
experience during the day, (let "A" = Crucial; "B" = Important;
"C" = Little Value; and "D" = "No Value"), most people will
discover that only about 20% of their interruptions are of the
"A" and "B" variety and 80% are of the "C" and "D" variety.
(Maybe you will come out better; I hope so.)

Finally, if you experience 250 minutes of interruptions in your
day and 80% are of the "C" and "D" variety, having "Little" or
"No Value", 80% of 250 is 200 minutes or just over 3 hours per
day going down the drain being consumed by interruptions that are
not worthy of your time.

For most, there is a hole so big in their productive day that
they could drive a truck through it.



Dr. Donald E. Wetmore, a full-time Professional Speaker, is one
of the foremost experts on Time Management and Personal
Productivity and the author of "Beat the Clock". If you would
like to receive a free copy of his companion article, "How to
Plug up the Hole", to help reduce the interruptions in your day
that have "Little" or "No Value", email your request for "plug"
to: ctsem@...

Would you like to receive free Timely Time Management Tips on a
regular basis to increase your personal productivity and get more
out of every day? Sign up now for our free "TIMELY TIME
MANAGEMENT TIPS". Just go to:
http://www.topica.com/lists/timemanagement and select
"subscribe". We welcome you aboard!


Dr. Donald E. Wetmore-Professional Speaker
Productivity Institute
Time Management Seminars
60 Huntington St. P.O. Box 2126
Shelton, CT 06484
(800) 969-3773
(203) 929-9902
fax: (203) 929-8151
e-mail: ctsem@...
website: http://www.balancetime.com

Professional Member-National Speakers Association since 1989

Copyright 1999 You may re-print the above information in its
entirety in your publication or newsletter. For permission,
please email your request for "reprint" to: ctsem@...

Sometimes we do not get the raise or promotion we deserve, and
our productivity is trimmed, not because we are not working hard
enough, but because we are operating of a different wave-length
than our bosses.

I wrote a short article addressing this issue and a solution,
entitled, "The Boss Question". I would be pleased to share it
with members of the List. To get your free copy, email your
request for "boss" to: ctsem@...

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

Here is an article for your consideration.


SMART Goals for the New Year

The beginning of the year is traditionally a time when we
make resolutions. If you are like me, many of those resolute
plans become 'diluted' after the fanfare of the new year
quiets down. One process that works best for me to
overcome this weakening problem is the smart goal process.

Make the goal Specific. Have a clear picture of it. Keep it
specific --- attract 5 new customers a week is specific;
increase the number of customers is not specific.

Make it Measurable. How do you know if you are getting
closer to your goal, or when you have reached it? You can
measure your progress every day. Measurability is built-in
when you satisfy the specificity.

Be sure your goal is Achievable. Chunk down big goals into
smaller steps. Identify any obstacles to consider. This
is key if this goal has come up for you in the past, and is
still making it to your list. Create a step-by-step plan.

Earlier this year, after over 10 years of interpreting the R
as relevant, James MacDonald. http://higherawareness.com ,
identified the R as Reward in his goal setting workshop via
email. He suggests, setting a meaningful reward - buy a
special gift for yourself, visit a place you've thought
about - for when you either reach a milestone or reach the
goal. Rewards can be motivating.

Time bound. Set a date for reaching the goal. An example
for losing weight would be, "I am delighted to weigh 120
pounds the last day of July, 2000." This example fills in a
few key points about your goal statement. Keep it personal
and in the present tense; as if it is  already in existence.
And, add an emotion or feeling word to breathe life into it.

It's a simple process, but not easy. Here are some final
considerations to fuel your desire:

- If they are significant, keep your New Year goal list to
just 3 or so.
- Write down each goal.
- Along with each goal, list up to 6 or more benefits,
what is in it for you, or what value is it for you to
achieve this.
- Review and picture your goals daily.

Try a few smart goals to get your momentum for the new
millenium.

Copyright 1999. Patricia Weber is a speaker, trainer and
author. She is available for keynotes, workshops and
teleclasses. Bolster your customer service and achieve more
results in selling. Email her at tips@... for
a free online newsletter. Visit her web site at
http://www.prostrategies.com

*note to moderator: I thought this would be of interest to the group.
Please tell me if the message is inappropriate here. *

*note to list from moderator: Normally I'd prefer we stick to article
submissions, but I'll let this one by because I'm interested myself  ;-)  *

comp.publish.electronic.misc, aka cpem, is a newsgroup dedicated to
discussing e-publishing and e-writing. Our regulars include beginners
and veterans from both camps, and our commongoal is to make e-publishing
a profitable and effective business for us all.

Topics include marketing, design, payment rates, publishing formats and
  standards, ebooks,freelancing and copyrights. We have a very high
signal/noise ratio, and take good care of newcomers. If you write for
the Internet or publish there, chances are that you will find interesting
discussions and useful contacts.

As a Usenet newsgroup, comp.publish.electronic.misc is able to reach a
very high number of readers with very little effort. Ads from e-writers
and e-publishers are encouraged, and the group is entirely unmoderated.
Come visit us!

-Terje Johansen

________________________
Here is a brief synopsis of the following article (636 words):
"The Rainmaker" - by Gary Lockwood. Many successful business
professionals routinely take positive action to create opportunities
for new business. More clients, more revenue, better client
relationships and happier employees are just a few of the
advantages you'll realize when you take business-building
action for your enterprise.
________________________

      The Rainmaker

Remember when scientists used to seed the clouds to try to make
it rain? They would fly over rain clouds and dump salt pellets to try
to force the rain from the clouds. I guess they figured that they
could just help Nature along a bit.

In my years of helping business owners and professionals
discover ways to grow their business, I've seen many who sat
around waiting for rain. They would wait by the phone, hoping a
prospective client would call or come to the business. Their attitude
seemed to be a combination of passive hope and resignation.
They hope someone will do business with them. They hope that
others will initiate contact with them. They seem resigned to
whatever business floated their way.

Others, including some of the most successful, took positive action
"to make it rain". These are the ones who made calls, ran ads, got
out of the office to make their own contacts. Through their activity,
these business professionals created opportunities for new business.

A few years ago, my own business went through a slow period. As
the business slowed down, revenues decreased and demands
on my time decreased, too. For awhile, I enjoyed the slower pace.
Then I figured out that we were on a path to financial disaster.
I realized that something had to change drastically.

Verna, my wife and business partner, finally said, "Get on the phone
and stir up the cosmic dust"! So, I took her advice and started
making calls. I called everyone I knew. I called past clients, old
prospects, people from my old phone lists. I even called people
I knew in a previous company. Also, I got out of the office and
attended business mixers, seminars and other events where
business professionals (my target market) tended to show up.

Sure enough, after I started all the activity, we began to notice that
the phone was ringing constantly. We were getting calls from
prospective clients wanting to know more about our services. Even
more interesting, many of the incoming calls were from people we
did not contact. It seemed like the very act of outbound activity was
causing inbound business.

Time and again over the years, I've seen this phenomenon.
Positive action, directed outward seems to stir up the cosmic
dust. It doesn't work if the actions are directed inward. No matter
how many times you count the inventory, rearrange the furniture
or have internal meetings, these inward-focused actions won't
cause clients to show up or prospects to call you.

So what does this mean for you? Consider a couple of things.
First, brainstorm the types of outward-focused activities that are
appropriate for your business. Would it be appropriate to make
calls (to whom?), go visit (where?), run ads (what type, when?).
Would it be reasonable to attend mixers, seminars, do some
direct mailings, conduct a telephone survey, or canvass the neighborhood?

Next, pull out your calendar and start blocking off some time for
these tasks. Generally, this type of business-building activity is
best done in blocks of time, so pencil in blocks of one to three
hours for this.

Clearly, most of these actions require preparation. To make sure
you don't make a career of just the preparation, schedule the
set-up tasks on your to-do list for specific days. That way, you're
more likely to get them done.

Finally, just do it. You know in your heart that you enjoy the results
of this business-building action, especially when the revenue
starts to come in. The benefits to you and your enterprise are
legion. More clients, more revenue, better client relationships
and happier employees are just a few of the advantages you'll
realize when you take action to make it rain.

So, what are you waiting for? "Stir up the cosmic dust"!


About the Author...
==== ++ ==== ==== ++ ======== ++ ======== ++ ======== ++ ====
          Gary Lockwood is Your Business Coach.
Get the Free BizSuccess newsletter - http://www.bizsuccess.com/newsletter.htm
or send any blank email to mailto:subscribe@...
Email:  mailto:Gary@...  Web: http://www.BizSuccess.com
Office: (800) 272-1575 (USA) *  Fax: (760) 325-9608
==== ++ ==== ==== ++ ======== ++ ======== ++ ======== ++ ====

Hello.

I have added two more articles to my archives:

Author:  Patricia Weber
Article Subject: Business, Customer Service
Article Title: It's Just One Customer Complaint
Word Count:500 words
Article Description: Learn the easy math of calculating
what one lost or unhappy customer can really cost you
and your business.
To request this article mailto:customercost@...
Publish free with all credits.

Author:  Patricia Weber
Article Subject: Business, Trust, Leadership
Article Title: A Leader's Lesson in Trust
Word Count: 289 words
Article Description: Everything we do and say either adds
to or subtracts from our account of trust with each other.
Learn four of the ways you do this everyday.
To request this article mailto:leadertrust@...
Publish free with all credits.

Some previous ones are:


Article Title: Seven Must Have Skills for Sales to Soar,
Word Count: 625 words
Publish free with all credits.
To request this article mailto:7tosoar@...

Article Title: Take On the Telephone Connection
Word Count: 265 words
Publish free with all credits.
To request this article mailto:3phonetips@...

Article Title:No Lights, No Camera, Just Action to Buy
Word Count: 291
Publish free with all credits.
To request this article mailto:salesaction@...





|Pat Weber - Speaker, Trainer, Author
|Visit http://www.prostrategies.com - Sales and Service Talk
|TURBOCHARGE YOUR BUSINESS! Increase your sales --- fast!
|Send email mailto:WTinfo@... for details.

Hello everyone,

I've heard that good news comes in threes. That is true of our
activity for the day. We've had three large publishers come aboard
Once again, I'll leave it to them if they wish to introduce
themselves. Suffice it to say that we now have publishers
represented on the Free Content list with combined circulations
of over one-half million.

Submit your best. Preferably in the "files" area for complete
articles and *reference* to those files in your post with file
names. The value of the list is in easy access to the publishers
of quality work, not in having to wade through long posts of
full articles. Go to the "files" area and upload your txt files.

Post a short summary with word count and content to the list.

Good luck to the writers and a big *Welcome* to the publishers!

Mike Banks Valentine
moderator

Hello,

I want to let everyone know that we have had a major publisher
join us here and will leave it to them to introduce themselves
if they wish to.

They are giving the list a try to see what this great group of
online business writers can offer. So let's show them what we do
best and post your most recent work for possible publication.
You may wish to offer an exclusive article rather than multiple
simultaneous submission pieces. Just note that in the submission
post and communicate with them if they contact you about your work.

This list is meant to offer publishers the best of small business
and internet writers on a regular basis. Let's prove that we are
worth the attention.

Mike Banks Valentine
http://www.website101.com

Subject: Time Management Tips
Date: Thu, 11 Nov 1999 20:10:40 -0000
Return-Path: ctsem@...

To subscribe to our Time Management List and receive free Timely
Time Management Tips to increase your personal productivity and
give you more time and balance for your personal life, click the
following link: http://www.topica.com/lists/timemanagement

Once you arrive, click "subscribe".

Welcome to the list!

Don Wetmore-Professional Speaker
Productivity Institute
Time Management Seminars
60 Huntington St. P.O. Box 2126
Shelton, CT 06484
(800) 969-3773
(203) 929-9902
fax: (203) 929-8151
mailto:ctsem@...
http://www.balancetime.com

It was recently announced that Americans are working 500 hours
more per year now than just ten years ago. We now put in more
work hours per week than anyone else. Leisure time is down and
burnout rates are up.

I composed a short article that, in a tongue and cheek way,
addresses the issue. It's called, "You Just Might be a
Workaholic", and  identifies 28 "symptoms". I would be happy to
share it with members of the List. To get your free copy, email
your request for "might" to: ctsem@...


Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

We have had interest from several publishers, including "Addme.com"
newsletter! I'm certain that with a little nudge from a couple of you
who have contributed to them in the past, we may get some quicker sign
ups. I've been promoting the list to the largest publishers online and
so far, no takers but "Addme". Anybody have suggestions on how to bring
in a few major publishers?

I still receive regular contributions to my own newsletter from many of
you, so I know you are interested in the smaller pubs too  ;-) but the
point of this list is to gather together the publishers that will offer
the best exposure for each of us.

I have a request from a publisher that has not yet joined for a personal
finance article for tonight before midnight. Any takers? I know that
none of us works on Sunday evening right? Anyway, if you have a personal
finance article available, I'll see that the publisher gets it if you post
it here tonight.

If you would like to gain more exposure, tell publishers about this list
whenever the opportunity presents itself. We have quite a collection of
consultants, writers and coaches here. Community is the way of the web,
so how do we make it work for all of us?

Keep plugging - I'll let you know if Addme.com joins us!

Mike Banks Valentine

A major stumbling block to our daily plans is having to respond
to interruptions. ("Life is what happens to you along the way as
you plan otherwise.") I wrote an article entitled "Interrupt
Interruptions" that addresses this issue and I would be pleased
to share it with members of the List. To get your free copy,
email your request for "interrupt" to ctsem@...

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

Here is a synopsis of the current article:
   “Got Referrals?” by Gary Lockwood
   What would your business be like if your current customers were
   enthusiastically rounding up prospective customers for you? You
   can achieve your professional goals faster and easier through
   effectively targeting referrals. This article shows you how to get
   more and better referrals.

If you use the article, please let me know.

For your convenience, I have included only the synopsis of the
article in this short email message. You can get the full article
in seconds by email (see below) or at my website:
http://www.bizsuccess.com/articles.htm
_________________________________________
To get the full text of this article  (940 words), send any email to
full-article@...  <mailto:full-article@...>
or click over to http://www.bizsuccess.com/articles.htm
_________________________________________
If you prefer the condensed version of this article (470 words)
send any email to our autoresponder:
short-article@... <mailto:short-article@...>

If you require other types of articles or have specific submission
requirements, please contact me. Often, I can contract with you to
create an article exclusively for you. Just let me know how I can
best be a valued resource for you. Thanks.

SUCCESS to You........
Gary Lockwood

Subject:
           article submission-Nunley's tips
     Date:
           Tue, 19 Oct 1999 12:03:50 -0600
    From:
           Kevin Nunley <kevin@...>
       To:
           articles@...




Here are my latest six short articles on marketing
for your consideration.
Thanks!
Kevin

Dr. Nunley's Biz-Tips
by Kevin Nunley

Write For Cash

You can EARN anywhere from a few hundred dollars a
month to a BIG six figure income!

Sound like a get-rich-quick program?  Actually I'm
talking about being a writer.  And I don't mean a superstar
best-selling writer.

If you can jot down an idea using plain words in a short
sentence, you can earn money as a writer.  The explosion of
the Internet and fax machines has multiplied the demand
for people who can write.

Businesses of all sizes need sales letters, classified ads,
press releases, brochures and more.

Beginners can earn $50 per page.  With a little experience
you can charge hundreds of dollars per job.

Writing is hard work.  Not many people can do it more
than a few hours a day without feeling mentally tired.  Even
if you are a full-time writer, you will find you only write
part time.

If you enjoy writing, learn the tricks of the trade by
browsing through a few good books at the library.  Look for
books on direct copy, copy writing, and non-fiction writing.

Get Kevin's NEW 49 Lesson E-Business Course.  Comes with
FREE secure shopping cart, FREE web builder, and FREE hosting.
All for just $37. Affiliate program pays you $20 for every sale.
Just released!  See  http://DrNunley.com


Dr. Nunley's Biz-Tips
by Kevin Nunley

Canvass for Sales

Some of the most effective marketing and selling methods
are the oldest and simplest.  People have been doing door-
to-door sales since the door was invented.

Canvassing for sales requires determination, but the
rewards can be astounding.  On a good day a good car
salesperson can work 10 customers.  A good canvasser can
easily meet and pitch and sell to 10 customers in an hour.

You don't need to be a full-time canvasser.  Include a few
stops of door-to-door sales on your daily trips through
town.

Start by pointing out something you noticed about the
prospect (you have a new car, this neighborhood is
growing, etc.).  Make eye contact and smile.

Introduce your product or service and immediately get to
the benefits it will bring the customer.  We rarely buy
features, but the BENEFITS features will bring the
customer.

End by asking the customer a question they can't answer
with a simple yes or no.  "Do you want to order the big one
or the little one?"  "Should we deliver it on Tuesday or
Wednesday?"

Get Kevin's NEW 49 Lesson E-Business Course.  Comes with
FREE secure shopping cart, FREE web builder, and FREE hosting.
All for just $37. Affiliate program pays you $20 for every sale.
Just released!  See  http://DrNunley.com


Dr. Nunley's Biz-Tips
by Kevin Nunley

ABC Selling

One of the simplest and most effective ways of quickly
increasing sales is to use the ABC Method.

Many top sales people say this is the only method they
use.  And it get's sales fast!

ABC stands for Always Be Closing.  From the time your
meet the prospect until you get the sale, keep your sites on
the close.

You never know at what point in your conversation your
prospect will decide to buy.  Some people like to make their
decision quickly.  Others need plenty of time to consider
before they make a buy.

When writing web site copy or a sales letter, I always
include a way to buy after the first couple of paragraphs.
That's all the info many people need.  They want to be
closed NOW!

I include another opportunity to buy half way through the
copy and another one or two chances to buy toward the end
of the copy.

Telephone or in-person sales can work the same way.
Veteran phone sales people say it's OK to ask for the sale
just after introducing yourself.

Get Kevin's NEW 49 Lesson E-Business Course.  Comes with
FREE secure shopping cart, FREE web builder, and FREE hosting.
All for just $37. Affiliate program pays you $20 for every sale.
Just released!  See  http://DrNunley.com


Dr. Nunley's Biz-Tips
by Kevin Nunley

Instant Ordering

One of the key's to making lots of sales on the Internet is
to offer instant ordering.

Here's an example: Joe's Italian Restaurant features an
instant order feature on their web site.  A customer can look
at pictures of food, click the items they want to order, put
their credit card info in.

Their order is sent directly to Joe's where it is printed off
on a fax machine in the kitchen.  When the customer
arrives, the meal is ready.

Other restaurants are delivering the food to the customer.
This incredible ease of ordering and delivery is extremely
attractive to many of today's busy consumers.

Watch for this kind of Internet instant ordering to take the
world by storm.  Think about how instant online ordering can be
used in your industry to make the shopping experience
faster, easier, and more fun for customers.

There are a number of e-commerce providers
(justwebit.com and netgateway.com to name two) that
provide inexpensive ways to get your instant order web site.

Get Kevin's NEW 49 Lesson E-Business Course.  Comes with
FREE secure shopping cart, FREE web builder, and FREE hosting.
All for just $37. Affiliate program pays you $20 for every sale.
Just released!  See  http://DrNunley.com


Dr. Nunley's Biz-Tips
by Kevin Nunley

Look For Values

In our super competitive world, the fastest way to business
profits is finding your niche.  A niche is a smaller segment
of customers who REALLY want what you sell.

Lately, marketers have been having trouble selling to
different groups of people.  The world of commerce is
changing so quickly that today's niche group may be gone
tomorrow.

Instead of centering your marketing on what makes groups
different, try to find out what different customers value.
Focus on different customer values when you look for a
niche to serve.

Values tend to last.  Even though we often hear out values
have faded, the ideas we hold dear remain remarkably
stable for generations.

Niche your product, service, or business to people who
want to save time, or people who need the lowest price, or
customers who value energetic customer service.

Just like we prefer to have friends who share our values,
we all like to shop with businesses who reflect things that
make us feel good.  Make your core value shine in all your
marketing.

Get Kevin's NEW 49 Lesson E-Business Course.  Comes with
FREE secure shopping cart, FREE web builder, and FREE hosting.
All for just $37. Affiliate program pays you $20 for every sale.
Just released!  See  http://DrNunley.com


Dr. Nunley's Biz-Tips
by Kevin Nunley

Outsource for Profits

Now that consumers know they can get just about anything
they want through mail and email, there is no reason to
make people think you can do it all.

Limit your business to the things you do well, the product
and services that turn a good profit for you..  Outsource the
rest.

I enjoy writing press releases, but don't have time to send
them to media.  I outsource the sending chores to a group
that specializes in  media relations.

My customers get better service and, when the good word
gets around, I get more customers.  Customers are
impressed when they learn you're outsourcing to a group of
experts.

You can also use outsourcing to expand your offerings.  A
shoe store can also offer shoe repair (outsourced to a repair
shop).  A web site selling web promotion tools can also
provide web design (outsourced to design experts).

Providers will often give you a preferred rate for bringing
them new business.

Get Kevin's NEW 49 Lesson E-Business Course.  Comes with
FREE secure shopping cart, FREE web builder, and FREE hosting.
All for just $37. Affiliate program pays you $20 for every sale.
Just released!  See  http://DrNunley.com

Personal Productivity success in our daily lives has less to with
the traditional tools of Time Management ("to do lists",
prioritizing, and delegating skills) and more to do with enjoying
the good cooperation of other people.

For most people, better than half of daily success can come from
networking with those who can help us to significantly advance in
our journey.

I wrote a short piece entitled, "Multiplying with Networking"
that explores this concept. It can be useful for members of the
List and for your colleagues as well. To get your free copy,
email your request for "multiplying" to: ctsem@...

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

Hello.

I have a number of business-related articles available via autoresponder.
They can be used for ezines, newsletters, web sites or for other purposes
provided my byline is included.  To access the autoresponders, visit my web
site (http://www.nightcats.com) and click on the Free Business Articles link.

I am also looking for articles to publish in my bi--weekly email newsletter,
The Roundup. I am looking for articles that would be of interest to people
doing business -- but get rich quick schemes and shameless self promotion
won't make it. Sorry.  The articles should be between 500-600 words.
Naturally, I will publish your byline if you article is used.


Regards,
June Campbell


Writing Services by Nightcats Multimedia Productions
The Roundup -- a FREE business ezine--
plus "How-To Booklets" for business plans, proposals, brochures and more!
http://www.nightcats.com

To subscribe to our Time Management List and receive free Timely
Time Management Tips to increase your personal productivity and
give you more time and balance for your personal life, click the
following link: http://www.topica.com/lists/timemanagement

Once you arrive, click "subscribe".

Welcome to the list!

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

Our list is growing as I invite new members, we are at 17 writers
and one publisher. I'd like to thank those of you have have come
aboard and hope you will use the list to promote your articles.
Something that was pointed out to me by a new member. Most of us
are publishers of our own ezines as well as writers and if we use
this list to promote articles to each other, it will increase our
readership and our reach.

The original intention, and still a major goal of this list is to
bring in major publishers to pick up articles from list members,
making it easy to submit your work to several major publishers at
once. I have not had any luck in attracting the big dogs of the
publishing world YET, but I think they'll come along with some
prodding from a few of the well know names on our membership list.
Would you each consider approaching regular publishers of your
material to invite them to join the Free Content list?

Something that I hadn't covered in detail was the idea of posting
complete articles in the "Files" area of the list. It is a tab on
the left of the main page and you can access it to upload your
articles to be shared among members. This avoids posting those
articles to everyone, but still makes them available. I've done
this with my own most recent article. We can keep that area updated
with our freshest material. Deleting the previous article as new
ones are posted will keep enough storage space available for all.

In a message from earlier this evening I posted something I think
will be of interest to all members here. It's worth looking at.
If you want to sign up with them they help to promote both your
"free" articles and any "reports" you may charge for. I am using
this new service to help me promote my writing and hope they will
prove effective for your work as well. The URL again if you missed
http://www.reportsearch.com?fw1r There is NO submission charge.

Finally, I assume you've all seen the new e-book being promoted by
Rick Beneteau called "Ezine Marketing Machine" which helps ezine
publishers grow their online business and build their list. It's
at http://www.ezinemoney.net/sgx/d.cgi?1566 for those of you that
haven't seen it yet, this one is also worth looking at. Rick has
been invited to join this list, but is so overwhelmed with response
to his new e-book that he hasn't come aboard yet. Any of you that
know him might give him an elbow in the ribs.  ;-)

Please feel free to post relevant imformation to list members if
it's in the vein of increasing our readership and our reach. Just
keep in mind that publishers will see your posts too. :^o

Mike Banks Valentine
http://website101.com/freecontent.html

Attention Online Information Product Sellers: Writers, Speakers,
Presenters, Marketers or Smart People with great ideas...

Selling information online just got easier!

ReportSearch.com is looking for people that have either free or paid
online information products (reports, guides, information, and how-tos)
that they would like FREE marketing help with.

As a subscriber of WebSite101: Reading List, if you are one of the *first
100* people to submit your Information Product, you will pay NO
submission fee by using this special URL:
http://www.reportsearch.com?fw1r

ReportSearch.com is looking for quality reports and information,
submitted by the original creator to become part of the best directory of
online information. No mass-published materials from CD-ROMs, Info-Disk,
etc.

This is a *unique* opportunity to help your product get seen by thousands
of people and FREE marketing by an experienced team using *cutting edge*
Internet marketing techniques. We own *all* of the top Internet Marketing
courses and memberships, so we know!

Even if you don1t have an information product, we can provide you with
information on how to get started and cash in on the most lucrative
segment of the e-commerce boom. No merchant account necessary! You retain
your own copyright. You get paid for your material.

Be one of the first 100 to submit using this special URL that let1s us
know you are a WebSite101: Reading List subscriber and you pay NO
submission fee:
http://www.reportsearch.com?fw1r




Selling information online just got easier!
Where will you work from today?
ReportSearch.com...online information at its best.
http://www.reportsearch.com?fw1r

You may use these articles in your newsletters or on a website
free if you agree to leave them as is and include the contact
information and resource box attached and text un-edited.

Feel free to return for more articles at any time at
http://www.website101.com/freecontent.html where
you can sign up for our weekly WebSite101 Reading List to
see new articles weekly. Article list Follows:

<><><><><><><><><><><><><><><><><><><><><><><><><><><><><><>

1) Death Defying Feats
         426 words
short piece about how even successes can sometimes throw
you off balance on the tightrope of e-business and offline
business!
mailto:tightrope@...

2) Search For the Keys!
         555 words
Emphasizing the ease and value of web searches for a tool
often ignored, the straightforward search engine query.
mailto:search4it@...

3) Yikes! It worked!

         546 words
How "Doorway Pages" can dramatically improve search
engine rank.  Provides link to a site offering a template.
mailto:yikes@...

4) Magnetize Your Site!

         738 words
Keep your clients coming back to your web site often by
publishing an online newsletter or e-zine for your customers.
mailto:magnetize@...


5) Robby Robot to the Rescue!

         455 words
Automate your website and ease your work load with
autobots, reminder services and web-based calendars.
mailto:robotrescue@...

6) Snakeoil Salesmen!

        370 words
A short piece on misconceptions about Public relations
and promoting a service you believe in - Yours!
mailto:nosnakeoil@...

7) Cut the Deadwood!

         616 words
Discusses the need to update websites regularly with
and provide new growth before the pace of change does
it for you!
mailto:deadwood@...

8) Awards Bring Rewards!

         353 words
Short piece talks about the value of web awards and
the reciprocal linking that increases search relevancy.
mailto:awardsgetrewards@...

9) Scribe & Subscribe!

         558 words
Learning on the web via free courses and tutorials!
Go from novice to pro with free resources online.
mailto:scribeandsubsribe@...

10) Jungle Treasures!

         327 words
Points out the sometimes amazing freebies from new
web companies seeking your attention to paid services.
mailto:jungletreasures@...


11) Blinded!

         494 words
The importance of independent site reviews to help
you step back from the forest and see the trees!
mailto:blinded@...

12)In Your Face!

       375 words
Setting up a newsletter opt-in list beats spam
every time, don't send UCE (usolicited commercial
e-mail) to strangers!
mailto:inyourface@...

13) WebSite101 Short Course Lesson 1

         936 words (Part one of three)
Where to BEGIN in getting your business online!
mailto:lesson1@...

14) WebSite101 Short Course Lesson 2

         823 words  (Part two of three)
Reserving a domain name  and web site content
mailto:lesson2@...


15) WebSite101  Short Course  Lesson 3

         945 words (Part three of three)
The role of promotion and marketing for web
success is paramount to success and never stops!
mailto:lesson3@...

One the most important Time Management issues I regularly
encounter deals with relationship breakdown and divorce. It
causes great stress and an enormous loss of personal productivity
opportunity both on and off the job. I have written an article on
this issue not only from the perspective of a Time Management
specialist but also as an attorney. It's entitled, "Why we
Divorce" and I am pleased to share it with members of the List.
To get yours, email your request for "why" to: ctsem@...

Don Wetmore-Professional Speaker
Productivity Institute Time Management Seminars
60 Huntington St. P.O. Box 2126 Shelton, CT 06484
(203) 929-9902
mailto:ctsem@...
http://www.balancetime.com

I know that among those I invited to join this list are some
great business minds and some high profile publishers. Let's
challenge ourselves and each other to make this list grow
dramatically and become a valuable resource for both the
writers and publishers of internet business online.

Since I expect the list to be a big hit in business publishing,
I'm going to ask upfront for volunteers to help with list
management and maintenance. Let's make it work for all of us by
giving it our best shot in your next article or your own news-
letter, e-zine, forum, list or guest appearance!

It benefits all members of the list to carry the "Free Content"
torch! Anyone willing to do signature lines on occasional
e-mails or in newsgroups? If each of us gave a classified ad or
e-zine adswap to the list we'd be cookin' with gas!

I'd love a few disciples to spread the Free Content gospel. O.K.
this is the last appeal. Please visit the "Invite" section of the
Home Page at OneList and use the invitaional tools to make this
list grow substantially in a short period so we can all get back
to what we do best, writing and publishing great internet business
content.

Mike Banks Valentine
http://www.website101.com/freecontent.html

Hello,

There is a new survey for the Free-Content community.

How did you hear about the Business Publishing Free
Content List?


----

Possible answers are:

o New List (Web Scout)
o moderated forum
o OneList search
o Subscription Box on visited web site
o any Onelist announcement list
o e-groups announcement list
o topica announcement list
o other announcement list
o friend or family
o newsletter advertisement
o WebSite101 Free Content Page
o List of lists (directory)
o Lifestyles Publishing E-zine Directory
o Other directory
o private e-mail
o business discussion list
o Mike Valentine
o I made a typo while entering URL
o I have no clue
o I don't remember
o My business consultant
o TheWebCoach website
o Mens Room wall
o Womens Room wall


To vote, please visit the following web page:

http://www.onelist.com/surveys/Free-Content

Note: Please do not reply to this message. Survey votes are not collected
via email. To vote, you must go to the ONElist website.


Thanks!

Free-Content Owner