Friday, October 31, 2008

Promotional Items

Writen by Jason Gluckman

Promotional items are an important part in any promotional activity plan. It has rightly been said, "nothing happens until somebody sells something." This gives, in a nutshell, the philosophy of promotional items that are concerned with informing people about a new product's distinctive characteristics, and its availability. Promotional items take many forms, including paper products, clothing or apparel, office decorations, items for the home, sports gear, and so on down the line.

In addition, promotional items remind people about the product and its role, and also play a pivotal part in persuading people to buy the product. Promotion is an exercise in information, persuasion and influence.

Promotion is an all-inclusive term representing the broad fields of advertising, personal selling and sales promotion. The promotional mix, therefore, deals with co-ordination of sales force activities, advertising programs and other promotional efforts, which may include packaging, branding, direct mail solicitation, point of purchase display, holding trade shows and exhibitions, and the use of samples and gifts.

The main purpose of promotional items is to attract customers, awaken their dormant demand and stimulate them to act in the desired manner. The marketers, for more than one reason, have recognized the need for promotional items. The physical separation of the consumers and producers, and an increase in the number of potential customers, is the first reason. Secondly, when sales begin to decline, either due to preference for a new product brought out by the competitor or a total dislike for it, promotional items can work as a stimulant to restore the demand for the existing product.

Promotional Items provides detailed information on Promotional Items, Business Promotional Items, Trade Show Promotional Items, Imprinted Promotional Items and more. Promotional Items is affiliated with Corporate Branding.

Thursday, October 30, 2008

Produce More Sales From Your Email Promotions Five Ways Part 1

Writen by Judy Cullins

Do sales come from your ezine regularly? How many well-written articles do you submit per week to opt-in online ezines? How often do you send thank you's and follow up messages to your different email groups?

If you answered not many, then you need to re-evaluate. The answer to online success is the same as traditional success--promotion, promotion, promotion.

Use these easy ways to boost online credibility and sales:

1. Market and Make your Ezine a Sales Tool

Ezines are one road to sales if you have targeted subscribers who stay with you at least eight months. After four-seven issues, their trust builds and they eventually will buy from you. At the end of your feature article in your signature file include a link straight to your product or service sales letter related to your piece. Entice your ezine readers to go to your site often and stay a while to see new information, so they will eventually become faithful customers.

Many professionals complain that many subscribe to their ezine, but not many buy. Ask yourself why?

Is your ezine list of subscribers a targeted, preferred audience?

Many business people collect email addresses, but fail to categorize them so they can target a particular message and offer.

Be sure to give your targeted audience what they want. If you don't know who they are, write a short survey of less than five questions to potential readers. Ask them, "What do you want?" Include the answers in your ezine and send a thank you to those who participate.

As a book coach and Internet marketing coach, my ezine may not appeal to free-lance writers looking for work. While my ezine reports news on traditional publishing route, it focuses on self-publishing and eBooks by non-fiction writers.It shows authors how to sell online, much cheaper, easier and make more profit than traditional marketing.

What do you put in your subject line when you send your ezine out? 

Did you know that less than 50% open your ezine? Give subscribers a reason to open your ezine.  Put the title of your feature article in the subject line followed by a dash and your ezine title. If too long to fit on the line, just include the part that will be recognized followed by ellipses.

How are you building your ezine subscriber list? What do you offer people who subscribe?

This sign on most Web sites turns people off: "Subscribe to Our Ezine."

What's the motivation? None. To increase your targeted subscribers include a free eReport or ebook with every subscription. Get a strong testimonial like Dan Poynter's for The Book Coach Says... ezine: "Filled with useful tips and resources--definitely worth your time." Place it on your home page. Give visitors a reason to buy.

Another way to build ezine subscribers is to submit articles online to opt-in ezines. When you get published your article will be seen by at least 15,000 ezine subscribers looking for information. You can send to 15 or more of these each time. 

Many Webmasters and other business people who subscribe will see your professional article and want to post it on their Web sites or in their own ezine. Why? Because they need fresh content for their site and ezine. They want and need your information. While the list changes you might try article_announce-subscribe@yahoogroups.com. What great publicity for you! It's so powerful, my site got to #1 in Google and 35 other search engines in just eight months after submitting 30 plus how-to articles.

You can also submit to Web sites directly such as Marketing-Seek.com. When people see your articles, they will see the link to your Web site and visit, even buy. This viral marketing spreads the word fast and wide. It listed your coach's URL on 4500 other web sites.

Submitting these how-to articles increases new subscribers from 10-25 each time you send.  You can see why I'm sure to submit at least one article each week.

2. Submit Articles to Ezines and Web sites

After seeing different articles by you, your audience from the opt-in ezines and other Web sites will take advantage of your benefit-driven signature file, take you up on your free offer, visit your site, subscribe to your ezine, and eventually buy. Each time you submit an article, like me, you can boost new sales $50 to $100 a day.

Read articles on "How to Write a Publishable Article," "How to Write an Article Fast," "How to Submit Articles to Ezines and Web sites." Remember, the trick to promoting yourself and your products is giving away free information. It's like tasting chocolate cookie samples at Mrs. Fields. Visitors will be more likely to buy after they experience a piece of you.

Keep your articles categorized too. At first, I submitted random articles. Then I realized 20 years of coaching experience could be put into six categories:

- Writing/Publishing
- eBooks
- Online Promotion
- Web Marketing/Promotion,
- Offline/Traditional Marketing
- Under 500 words

Like me, you can offer these categories and a new tip category by auto responder to specific audiences who want specific kinds of information.  They appreciate the categories and the easy way to receive promotional articles. To receive over 100 articles on these categories go the web site link at the end of this article.

For the largest profits and connecting with people so they will want your product or service the two best ways to promote online are:

- Write a sales-oriented ezine and send regularly
- Send weekly how-to articles to your opt-in ezines and their publishers

Together they work beautifully to make you well known on the net.

Judy Cullins, 20-year book and Internet Marketing Coach, Author of 10 eBooks including "Write your eBook Fast," and "How to Market your Business on the Internet," she offers free help through her 2 monthly ezines, The Book Coach Says...and Business Tip of the Month at http://www.bookcoaching.com/opt-in.shtml and over 140 free articles. Email her at mailto:Judy@bookcoaching.com

Wednesday, October 29, 2008

Send Postcards To Save Money And Cut Through Email Clutter

Writen by Roger C. Parker

Use your computer to send personalized color postcards in quantities of 1 to 1,000.

Print on demand postcards are here. You can quickly, easily, and economically use your computer to prepare and address color postcards that will arrive in your prospect's morning mail!

Postal mail is growing in importance as the volume of e-mail steadily increases. A four-color postcard in the morning mail will attract far more attention than the same message sent via e-mail.

What you can do

Here are some of the ways you can profit from this new technology:

  • Networking follow-up. Quickly follow-up with prospects you meet at B.N.I. or Chamber of Commerce events, reminding them to visit your web site.

  • Thank You's. Express your thanks to new clients and those who provide referrals and testimonials.

  • Turn postal addresses into e-mail addresses. Give previous customers a reason to joint your e-mail newsletter list.

  • New prospects. Profile your best customers and use a list broker to locate the names and addresses of others like them.

  • Promotions. Invite clients and prospects to teleclasses and special events.

  • New Content. Let clients and prospects know when you post new web content.

  • Greeting cards. Use postcards to keep in touch at anniversaries and holidays.

Building your e-mail list

Use print on demand postcards to build your e-mail newsletter distribution list. Start by creating an information incentive—like a tip sheet or buying guide. Your incentive can be a special issue of your newsletter, an elaboration on a previous topic, or an audio that can be downloaded from your website.

For "hands off" delivery of incentives, use autoresponders to notify recipients where they can download your incentive.

Steps to success

Creating and mailing print on demand postcards from your computer involves three simple steps. The following shows how easily you can create a relationship with a new contact or reactivate previous clients.

  1. Choose the four-color artwork for the "billboard side" of your postcard. You can choose from thousands of four-color illustrations and photos. You can also create and upload your own online portfolio of custom postcard artwork.

  2. Prepare your message. Enter the desired text in an online form. Preview your work as you go.

  3. Address your postcard. Enter the name and address of your recent networking contact or previous client into the online database. You can also import lists from a many types of databases and contact manager software programs. Select the name, or names, you want to receive postcards, and send.

How is your card delivered?

Your postcard will be printed and mailed First Class from a centralized printing location the next business day.

Advantages and options

  • No minimum quantities and no inventory. No up front investment is needed, no supplies to run out of. Postcards are printed as needed. Send 1 or 1,000. The more you send, the lower the printing and addressing costs.

  • Quality. Postcards are printed in color on a quality glossary cover stock. Both sides are laminated to resist wear.

  • Flexibility. Choose either 4 by 6 inch or 6 by 9 inch postcards. You can add the recipient's first name to each card.

  • Efficient. No need to prepare and apply address labels or hand-address individual postcards. No trips to the Post Office for stamps. No last minute trips to the mailbox in the rain.

About The Author

Print on demand postcards are the ideal way to build your e-mail newsletter mailing list. They're just one of the ways Roger C. Parker can help you use technology to promote your expertise. To learn more about promoting your expertise, visit www.onepagenewsletters.com.

Tuesday, October 28, 2008

Develop Your Marketing Collateral

Writen by Jo Ann Joy

Developing Your Business Image:
You need the right items to provide information about your company to many different people, including employees, investors, existing and potential clients and the media. Your company´s success will depend upon how well you communicate the information about your business, and that depends on how well you prepare collateral marketing items such as company and product fact sheets, logos, brochures, websites, newsletters, press releases, biographies of key employees and all the other communications that influence your customers' opinion of your company. If you develop a successful business image, your company will be recognized and considered to be a reliable resource in your field.

The Right Image for Your Business:
Think carefully about what types of names and logos appeal to you. Do some research to determine which logos and brands you like and that you believe will convey the image you want to convey for your company. Stay true to the firm's creative style. Find a unique or original name. If it better fits your image, choose a name and logo that is more very conservative and traditional. Consider the procedures and the steps you will take to create the branding that best conveys your company's image so that you will keep your name in front of your customers.

Online branding for your small business:
An online business has a much greater chance for success if its customers recognize and remember its brand. You need to create a recognizable brand that will make your website more attractive and more visually compelling. A company's brand increases its chance to compete successfully for attention and market share.

Branding can be accomplished through partnerships, direct marketing, a good website, and good public relations. Branding online is very similar to branding offline, because the opportunity to send your company's message is the same. Your online brand will reinforce or influence what people already think about the company. You can get online and offline brand exposure uding different media through TV, radio, print advertisements, and public relations efforts. Your brand constantly reinforces your business identity.

Promotional Products for Branding:
Merchandise from calendars to coffee mugs can be a great way to spread your company's name and products. Promotional items can be used to reward your customers and create loyalty. Build name recognition with promotional products that implant your company's name in the minds of existing and potential customers.

Supplement your media plan with promotional give-aways that customers will use. The best choices are items that people really use such as these ideas. A give-away that is useful is best—a coffee mug, a calendar, a notepad, and a magnet are items that will end up in your customers' homes. Customers will remember your company's name when they see your promotional product in their homes and offices. It is important to choose the right promotional items that are not too expensive, but will have an impact.

Jo Ann Joy, CEO
www.IndigoBusinessSolutions.net, Phone (602) 663-7007
The future of your business starts here.

For more information about these and other important business topics and for legal consultation, please visit our website at http://IndigoBusinessSolutions. Copyright 2006. Indigo Business Solutions is a registered trade name.

Jo Ann Joy is the CEO and owner of Indigo Business Solutions. She has a law degree and an MBA, and an undergraduate degree in Economics. Her background includes commercial and real estate law, accounting, financial planning, mortgages, marketing, product development, budgeting, sales and banking. She ran a successful business for 10 years, and she has written and given presentations on various business subjects. She has been named an expert author.

Monday, October 27, 2008

A Monthly Marketing Plan Tips For Hiring Someone To Develop One For Your Small Business

Writen by Suzanne Lieurance

Today many small business owners spend a large amount of their yearly budget for paid advertising to get the word out about their company's products or services. But what many of these same small businesses fail to do is develop a monthly marketing plan that includes much more than just paid advertisements.

If you're a small business owner you probably spend most of your day running your business. You don't have time to develop monthly marketing materials, even though you know they can be a VERY important part of promoting your company and acquiring new customers or clients.

That's okay. You don't need to worry about finding the time for monthly marketing activities if you can simply hire someone to do that for you. Fortunately, there are many marketing companies available that would be glad to do so. Here are some tips for choosing the right company to develop your monthly marketing plan:

1. Look for a company that can devise a monthly marketing plan just for you. The plan that is developed should meet your company's specific needs and not overwork your advertising budget. In fact, the plan should be a big boon to your paid advertisements in newspapers, magazines, TV, radio, etc.

2. Expect some regular contact with the company that is providing your monthly marketing plan. The company you hire to do your marketing will need regular updates about you and your business in order to continue writing powerful marketing tools that will promote your company.

3. To save money, help the company providing your marketing plan by making sure they have quality digital photos of you, your products, and other aspects of your business (instead of paying the company to obtain these photos for you).

4. Find a company that spends time getting to know "the essence" of you and your business and what you want to convey to the world about your products and/or services. If you have a mission statement, make sure those designing your marketing plan know and understand this statement so they can incorporate it into monthly promotional materials.

5. Look for a company that regularly meets with you to evaluate the effectiveness of the marketing plan. It takes time for any kind of marketing plan to be effective, so don't expect instant results. Still, you'll want to spend time evaluating the effectiveness of the plan with the company that is providing it for you. Then you can revise or discontinue the plan if it doesn't seem to be working.

Take some time to compare the services and prices of various companies that can provide you with a monthly marketing plan. Then choose the company that seems to be the best "fit" for you. A good marketing plan should promote your business each and every month, and hiring someone to provide this for you can allow you to spend more of your time doing what you do best - running your company.

Suzanne Lieurance is a freelance writer, small business owner, and creator of The Lieurance Group which provides writing and marketing services for other small businesses. Visit http://www.lieurancegroupblogspot.com to find out more about her services. Read her daily food tips at http://www.threeangelsgourmet.blogspot.com or find out about her books and other writing at http://www.suzannelieurance.com

Sunday, October 26, 2008

The Importance Of Interpersonal Communcation Skills

Writen by Maria Boomhower

Interpersonal Communications is the transmission of information from one person to another and their understanding of it through the use of common language or symbols. It is a way of interacting and happens always at all times whether you want it to happen or not.

However, just because you transmit a message, it does not presuppose that communication happens. Without both information and understanding on the part of the other person, communication (understanding of your message) does not occur. The efficiency at which you communicate will determine the level of happiness and success in your life.

Most people do not think about or realize how they are communicating to others. It is affected by how you look, body language, attitude, perceptions, understanding the process and understanding the needs of ourselves and others.

It has been stated that the average manager spends 80% of their time communicating in different ways.

These are:

30% speaking
25% listening
15% reading
10% writing

Yet in the average school, reading and writing are considered the most important to teach.

Your client's opinion and relationship with your organization is dependent on your image, which stems from your interaction. Their perception of the quality you give will effect their decision to deal with you. How you interact with others will create an image in their minds, whether you are someone to be trusted and credible or someone not worthy of their time.

A CEO who is seen as aloof and distance can do more harm to a company in time, image and production, than many other aspects. This includes employees. Most employees will treat your customers and clients like you treat them. Is this good news or bad news?

Interpersonal communications happens every where from personal contact, to marketing, advertising, sales, employee interaction, stockholders, employee to supervisors and management, and public relations.

As technology advances, it is imperative to learn, embrace and use effective communication. You need to provide leadership in its growth, for the sake of time, production, growth and credibility. It is also important to realize that communicating through different devices and mediums contains different challenges and considerations.

I was watching the election debates unfold and I noticed that some people were commenting on the fact, that one of the leaders wasn't very good at relating interpersonal messages to the camera. They said in person he has a great personality, yet he was not able to deliver that message to the audience. This in turn had an affect on his campaign and the results at the polling stations.

More and more I am having people tell me how there is an increasing amount of misunderstandings from email sent by co-workers and other staff members. It has created hard feelings and turmoil where none was meant to happen. By learning the process of communication, these types of challenges can be greatly reduced or possibly eliminated.

Communicating with each other at all levels is core to having a competitive advantage in business.

"The English empiricist philosopher John Locke, in his Essay Concerning Human Understanding (1690), famously articulated this view. According to Locke, words have no natural meanings. The association of words with ideas in the mind is a voluntary act of the individual person"

Why this is important, is because we often relate different words to different meanings, and therefore, decipher the message other than it is intending. This is another reason why clarity and understanding is essential for todays business production and growth.

All the Best!
Maria Boomhower
The Master Communicator

For a free report on "The 7 Secrets to Communication Mastery"
go to: http://www.falconfreedom.com. To read past ezine articles go to: http://www.mariaboomhower.blogspot.com

P.S. If you like what you're reading in this ezine, you'll love the book, "Overcoming Barriers to Communication." It's a manual that helps you overcome the challengers that start with Intrapersonal to Interpersonal and on to Mass Communication. http://www.falconfreedom.com/OB.html

Saturday, October 25, 2008

Tips For Point Of Sale Marketing

Writen by Christopher Luck

How can a good point of sale product help your business? As a business owner, I know that my goal every day is to sell to my customers. I have also learned that a good point of sale product can help me with that. The point of sale, if you aren't sure, is wherever your customer goes in order to pay for items or services. The point of sale could be on the internet, in a retail location, or sitting across from one another at a lunch table. You will find that you can get a lot of mileage out of point of sale products if you use them correctly. There are a few ideas that you should at least consider.

If you own a retail or physical location for your business, it is likely that you use a cash register, cash drawer, and printer receipt at your point of sale. If you do, you might as well make them into point of sale marketing materials. For one thing, if you place certain items you are hoping to move quickly near the cash register, customers can use change or extra money to purchase those items as a spontaneous purchase. You may find that this works best as a point of sale products if you mark them as on sale, clearance, or marked down.

For the best results on cash register point of sale products, you should also dress them up a bit. Use merchandisers like toppers or attractive dispensers. With something like that with the merchandise, it will draw a customer's eye even if they wouldn't have normally considered the product. A good point of sale product is one that will at least get the customer's attention, and at most will encourage them to buy more from you.

Another tip for point of sale is to use the receipt. Use your marketing dollars to get your customers return coupons. A way to do that is to print such a coupon on the back of each customer's receipt. The coupon should be for something on their next visit to your location. Such a coupon can encourage the return of customers in a short amount of time.

There is probably no better place to market your business than at the point of sale. There is where you can lock in return business and can make a final impression. Take the time to look at point of sale products and how they can help you to expand the success of your business. You may be surprised at how far you can stretch your marketing dollar at the point of sale.

If you would like to read more of my articles on point of sale information, please feel free to visit my website on marketing!

Friday, October 24, 2008

The Ten Commandments Of Marketing

Writen by Alison Shaw

1. The philosophy of "build it and they will come" only works in the movies – marketing is essential to the success of any business, ignore it and your business will fail.

2. Marketing is not like Christmas, you can't just do it once a year – marketing is one of those ongoing activities in your business that you keep building and building. It's not a one off exercise.

3. Who are you? Before you can tell your customers who you are you need to know who you are. Ask yourself the questions – who am I aiming at, what does my business stand for, what is the idea or image I want to portray?

4. Who are your customers and do they fit you? Trying to be all things to all people is a sure fire way to fail. Pick those markets that you want to deal with, markets that suit you and the way you operate and then develop product that those markets will want to purchase.

5. Be different – Differentiate yourself from you competitors and then you won't compete on price. There are many companies that sell fried chicken in this world, but only one that has "the kernel's secret herbs and spices". If your product is different not only will you remain for longer in the customers mind, but you will be able to charge more for your services.

6. Lazy marketing is expensive and doesn't always work. Many people when they think of marketing they think of advertising, which often is the most expensive and least effective form of marketing. Look at alternatives that may take more of your time but less cash such as email marketing,

7. Consistency, consistency, consistency. Ensure that your image, your copy and everything about your marketing is consistent. Repetition is the key.

8. Do it right the first time – Save yourself a lot of heart ache, time and money by getting your marketing right the first time. Spend the time and money on getting a great logo the first time and you won't have to redo all your marketing material down the track.

9. Get organised, put it into a strategy and "just do it". Marketing is 1 % knowledge and 99% action. Get a plan, put in time lines, and set aside the time every week to market your business.

10. You need to be addicted to marketing. If not, hire someone who is.

Alison Shaw Ripple Massage www.ripplemassage.com.au info@ripplemassage.com.au 0438 567 906

Thursday, October 23, 2008

The King Of Queens And A Horrible Business Idea

Writen by Don Doman

One of my favorite television shows is King of Queens. A married couple, Doug and Carrie, are the main characters. They are selfish and self-centered. After being rejected at a number of job interviews, Carrie becomes depressed and tries to find herself. She has great plans to read more, learn more, and do more. She also plans to start her own business. Doug is supportive.

After weeks of staying home, she realizes that she's read nothing, learned nothing and done nothing. She swings into action and starts her own business. She wants to design, manufacture, and market personalized cell phone covers. She hires her father and one of his cronies to decorate the cell phone covers. What she doesn't do is conduct any market research. She's doomed.

Carrie invites friends, associates, Doug's co-workers, and neighbors to her home. With virtually no preamble she launches into a sales presentation. When no one volunteers to buy, she starts assigning phones. She overcomes every objection, but not well.

One friend complains that $49.00 is too much for a phone cover. Carrie responds that he needs to protect his investment. He replies, "The phone was free." Another "sale" has the objection that his phone is a PDA and won't fit Carrie's stock size. She ignores him and crams the PDA into the cell phone cover. With the pressure of the small cover, the phone begins placing a call. When he complains, Carries cracks that he needs new friends anyway.

As her sales party dissolves in shambles, Carrie faces reality. She's worse off than before. She's lost money, she's wasted time, and her support base of friends and neighbors may never speak to her again. Carrie should have conducted market research. She could have had the same party, but used it as a focus group BEFORE any money was spent and time wasted. She could have presented her idea and then written down her group's responses and then she could have used her friends for a brainstorm of ideas. She might have found out right then that her idea wouldn't work, but she also might have discovered other ideas that would fill needs and produce a profit.

Market research is like investing pennies on the dollar. It can save time and money, AND it can present avenues for business that you may have missed. Market research doesn't cost, it saves . . . time, money, and friends.

Don Doman is a published author, video producer, and corporate trainer. He owns the business training site Ideas and Training (http://www.ideasandtraining.com), which he says is the home of the no-hassle "free preview" for business training videos. He also owns Human Resources Radio (http://www.humanresourcesradio.com), which broadcasts HR and business training information, program previews, and training samples from some of the world's great training speakers twenty-four hours a day. You can listen and learn on Human Resources Radio.

Wednesday, October 22, 2008

Business Marketing Mistakes 3 Marketing Mistakes Every Business Makes

Writen by Terri Langhans

Here are a few important marketing mistakes that just about every business manager out there makes, along with a recommended fix that will help you attract more business and get better results from your marketing, regardless of how big or small your marketing budget is.

Mistake #1: We think that marketing is something we "do."

"We need to do some marketing." It's the first thing you think when you need to boost business. Problem is, when you think of marketing as something you "do," you're usually thinking about publicity, direct mail, flyers, email, ads and promotion. Marketing is much more than merely promotion, and it's rarely a quick fix.

The real fix is to expand your definition of marketing. Instead of thinking of it as something you "do," think of marketing as anything that helps or hinders the sale or use of your product or service. This includes: your location, the attitudes of the person who answers the phone, your name, pricing, policies, proposals, personality and more.

Before you write a promotional word, do a "help or hinder" once-over. Make a list of what's helping you attract business and what's getting in the way. Figure out what obstacles you can quickly fix or remove? What "helps" can you enhance or spotlight? Until the help-or-hinder homework is done, working on promotion is premature.

Mistake #2: We breathe too much of our own exhaust.

We are such big believers in our businesses that we can't wait to show it off. We admire our attributes and inhale our excellence. Then we exhale it all into our marketing communications. The problem is, when you do that, your marketing is all about you. And people don't care about you. They care about themselves.

If your marketing is going to get any response at all, the first thing it must do is connect to something prospects care about. Connect before you convince. Try this four-step exercise:

  1. Describe your products and services. Get the exhaust fumes out.
  2. Identify one or two attributes or "attraction factors"
  3. What is the benefit, the need or the want, that is satisfied by those attributes?
  4. Why is that benefit important, personally, to the target audience?

For example, Joy dish washing liquid (description) has real lemon (attribute) that cuts grease and leaves dishes shinier (benefit). "What a nice reflection on you!" (Connects to what she cares about.) Connect to what people want. Not to what you do.

Mistake #3: We all look alike.

A bank is a bank is a bank. Realtors, lawyers and consultants are a dime a dozen. The list goes on. But here's the good news: the more two businesses look alike, the more important each difference becomes, and the more impact even the tiniest difference will have on setting you apart. Why?

Consider identical twins. What's the first thing you do when you meet a pair? You try to find a little something to tell them apart. The same is true for your business. Your prospects are looking for a point of difference—just about anything—they can use to set you apart from your competition.

To find your points of difference, start with your points of contact, or "touch points" in your company. Make a list. Business card, fax cover sheet, invoice, phone greeting, front door, home page, etc. Then look at what the competition does and ask yourself how you can do it differently. Just a little bit will make a big difference, because your prospects are looking for them.

For now, try the Help or Hinder, Connect Before You Convince and Find Your Points of Difference tools to make your marketing more meaningful and effective. Be wary, too, of unrealistic expectations, faulty research, deadly bullet points and lack of follow through-- four other common marketing mistakes.

Terri Langhans is the author of the book "The 7 Marketing Mistakes Every Business Makes (And How To Fix Them)" and COE (Chief of Everything) at http://blahblahblah.us, her speaking and marketing retreat business for companies who want to be anything but blah. For a limited time, you can receive a FREE copy of the book and a FREE Audio CD when you order the DVD of a live 90-minute workshop at http://The7MarketingMistakes.com/DVDoffer.htm

Tuesday, October 21, 2008

Business Image Use Yours To Raise Your Credibility

Writen by Joshua Feinberg

Business images are formed with or without your express consideration. You may have the best intentions regarding your business image but if you choose the wrong marketing strategy the business image you project might be all wrong.

Your business image should be one of professionalism and credibility. This is the type of business image your sweet spot clients are looking for in IT service providers. To manage your business image effectively you need to manage your expectations and set the tone for how you want your company to be perceived even before you meet people.

Consider this, a computer technician has lettering on the side of his van advertising the services he offers and his prices. The business image he is projecting says that his services should be viewed as a commodity. His van is a mobile Yellow Page ad that shouts out high volume, low cost.

This is not the type of business image you want to portray. If you want to be perceived as a highly professional computer consultant you need to protect your business image at all times. Just as a lawyer or CPA would not advertise their services like this, neither should you.

When you start to develop marketing plans and advertising campaigns, make sure you factor in what business image they will project. These are really important decisions for you to make and they will determine for a large part, your perceived credibility, profile, and reputation.

Bottom Line on Business Image

Your business image is an important asset. You can't afford to squander it by making poor marketing and advertising decisions. When developing ideas to promote your business always consider the effect your actions will have on your business image. Business image is very easy to create even if it is one you don't necessarily want. Changing a business image is much more difficult. Do yourself a favor and start your business image off on the right foot right from the start.

Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Joshua Feinberg, co-founder of Computer Consulting 101, helps computer consulting business owners get more steady, high-paying clients. Learn how you can too. Sign-up now for your free access to field-tested, proven computer consulting secrets at Computer Consulting 101.

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Saturday, October 4, 2008

Getting The Maximum Marketing Mileage Out Of Your Nametag

Writen by Scott Ginsberg

As a small business owner, you must always explore creative ways to promote your products or services. One of the most effective yet underappreciated tools you can use to keep your company "on stage" is your nametag. Especially when you attend meetings, events or if you're out in the field representing your company, your nametag is your best friend. Not only will it remind people of your name (who will forget your name 10 seconds after they shake your hand anyway), but it will advertise your business.

Think of your nametag as your own personal billboard. And with that in mind, follow these steps get the maximum marketing mileage out of your nametag.

Create a Custom Nametag
If you're a small business owner or entrepreneur and you don't have your own custom nametag, you are missing out. Imagine you attend your Chamber of Commerce meeting and you get stuck wearing the obligatory, computerized, faded-font, barely-sticks-onto-my-lapel Avery piece of junk. You will not stand out. You will not promote your business. And other members will not know who you are or how you can give them value. Try this: at your next meeting, sit by someone in real estate – those people know how to wear nametags!

If you want a professional nametag that will effectively brand you and your business, consider a small investment in custom engraving. I once started a conversation and made friends with a lady at a meeting of the National Speaker's Association because she had the biggest, most beautiful…nametag…that I had ever seen! She then told me the name of the St. Peters company who customized her nametag – and I drove out to their shop that day! For more information, go to Incredible Engravings at www.engravings.com.

Stay "On Duty" All the Time
What frustrates you more? Someone whose name you've forgotten or someone whose nametag isn't available to help you remember their name? People have a tendency to remove their nametags when they eat, smoke, use the bathroom, go to break out sessions or attend pre/post show activities. Don't. Leave your nametag on for the entire meeting. You never know when there will be a new member in attendance who doesn't know who you are. Remember, as the great sales trainer Jeffery Gitomer says, "It's not who you know, it's who knows you."

Think of yourself as a taxi driver. If you cruise down the street and you want to attract customers, don't shut off your "on duty" lights. Be available at all times for the people who need your services. Because you never know around which corner your next customer will be standing!

Your Nametag is Your Brand
All billboards for McDonald's have similar components: the golden arches, the food, the lifestyle images, the slogans, etc. They are consistent because effective advertising campaigns coordinate their branding efforts between mediums. Therefore, since your nametag is just like your own billboard, the font, color, logo and company information that appears on your nametag should be consistent with the existing brand of your business. As a result, when people meet you, look into your eyes and then look at your nametag, everything will synergize together as one valuable entity.

A great example of someone who uses a nametag as a branding tool is my friend Tom Terrific. Tom is a speaker, trainer and coach whose company is called "Terrific Presentations." Not only do his name, company and programming revolve around the word "terrific," but his nametag simply says, "Tom Terrific." And nobody ever seems to forget Tom. Why? Because he's terrific – and he has the nametag to prove it!

Be an Ambassador
Your nametag will immediately identify you as an ambassador of your company. As such, it will hold you accountable for your behavior while you wear it. Your nametag is like a logo shirt – it should be the personification of your company's culture. So wear it proudly. It will help you maintain a consistency between your performance and the mission of your business.

My friend Bob, who is a Financial Representative for Northwestern Mutual, wears his shiny, sleek, silver nametag on the lapel of his elegant suit every day. It looks professional and meticulous. And just like his nametag, Bob is professional and meticulous. Bob is elegant. Now that is an example of how to be an ambassador.

Silly Is As Silly Does
I know, I know - nametags are silly and annoying. They ruin your clothes. They diminish your anonymity. They draw unwanted attention to certain areas of your body.

But, what if you wore a beautiful, customized nametag that differentiated you?

What if…your nametag offered a small amount of personal information that made you more approachable?

And what if everyone knew you and how you could help them?

Then, the only people who would look silly would be those who weren't connecting and engaging with each other – the people who weren't getting the maximum marketing mileage out of their nametags.

LET ME ASK YA THIS...
What's the best personalized nametag you've ever seen?

LET ME SUGGEST THIS...
Take a picture of your company's (awesome) personalized nametag, email it to me and I'll post it on my blog!

© 2006 All Rights Reserved.

Scott Ginsberg is a professional speaker and the author of HELLO my name is Scott, The Power of Approachability and How To Be That Guy. He helps people MAXIMIZE their personal and professional approachability - one conversation at a time. To book Scott for your next association meeting, conference or corporate event, contact Front Porch Productions at 314/256-1800 or email scott@hellomynameisscott.com

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Friday, October 3, 2008

Friend Or Foe Who Are You Competing With In The Global Market

Writen by Dina Giolitto

Everybody's talking about the competition. "Find out what the competition's doing." "Don't let the competition elbow you out." Exactly who is this invisible enemy and how can you wipe said foe off the selling map as everyone would suggest you do?

In the topsy-turvy world of internet marketing, are your friends your enemies, and your enemies your friends? It would seem so. Perhaps we should refer to such people as our "frenemies."

Let's talk about the word competition. The American Heritage Dictionary defines competition in several ways, two relevent ones being:

1. n. A business relation in which two parties compete to gain customers.

2. n. Rivalry between two or more businesses striving for the same customer or market.

The first definition depicts competition as an event, and the second one portrays it as a state of being. Either way, in both cases the two parties are working against each other, dipping from the same bucket. The proverbial bucket is really your target customer pool.

So: how to figure out if a colleague is your ally or competition? The easiest way to do this is to define your target customer, and then define theirs. Define it in the way that all the true-blue old-school marketers would; isolate the key demographics and psychographics.

That means:

Gender/age
Income bracket
Location
Lifestyle
Core values
Fears and emotional needs

Do you share the same identical audience AND same product offering as someone who you're worried might be a competitor? Or is there a subtle shade of difference between what each of you is peddling?

Think about that web surfer. If he visits "the other guy" at his website, and then visits yours, can he make a distinction between what each of you sells? If he can't, then you're looking square into the Eyes of the Enemy. Okay, maybe "enemy" is a bit harsh. We're all friends in this big, happy marketing world, right? Well... not always.

The truth is, you may find it difficult to forge any sort of relationship with someone whose product offering mirrors yours. Yes, instead of getting all palsy-walsy with said person, you may find yourself skulking about his website, gleaning coveted tricks and then fleeing in the hopes that he doesn't collect IP addresses. Which he probably does, if he's anyone important.

An example of clear-cut competition: GoDaddy.com and Earthlink.net. Nope, there's no way those two arch enemies are forming an alliance anytime soon... unless someone puts some money up and one gets bought out, from whence they become one and the same to the outside world.

But what about when you and the other person are pandering to the same audience but selling two different things? What if they offer a product, and you offer a service?

Suppose you're a dietician offering services and consultations, and JackandtheBeanSprout.com is not a dietician, but they offer health-related books and products on their website. So: are they your competitor, or no?

This dilemma requires a case-by-case comparison. In the case of the broadheading of your two businesses, no you're not *exactly* competition. But there may come a time when the two of you are pushing books about exercise equipment to the same gosh darned target audience for more or less the same price.

In that instance, you may temporarily take opposing sides of the same marketing coin and become competitors... but that's just in one instance. In another instance, JackandtheBeanSprout.com may choose to chase the population of old geezers with offers for exercise equipment. Meanwhile, you're pitching a new service to health practitioners. Suddenly, you're friends again.

Is there a way to capitalize on your relations with a businessperson who shares your general niche? Why, sure there is. Form an alliance. Become their affiliate. If the new exercise equipment the other guy is selling to seniors works nicely as a side dish to your own crop of offerings, why not cut a deal with old Jack? There, now everyone gets a slice of the pie. Not bad for a couple of rivals, huh.

At times you may keep your tongue firmly planted in the side of your face as you spout off glorious words on your marketing rival/friend's behalf to your own audience, but it's all part of the Opportunist Game. If you want to run with the big marketing dogs, you must learn the rules. And you must keep a cool head!

There is no *real* loyalty in the selling world. Business associates are fair-weather friends, at least in the business context... and there is a price tag attached to what they can do for you. So if they officially become your competition on Sunday, just ride it out for however long the fever takes to die down over what they're offering... and in the interim, plot your next move.

Your next move in the market will of course depend on the outcome of the buzz that they created. In what direction is the audience headed? Is technology remolding the average consumer mindset and making your product or service obsolete? If so, then you must move with the times. Move, grow, evolve, acquire, change, merge, switch directions, switch tactics. Remember that you're not leading your audience; they're really leading YOU.

If you stop thinking of your business competition in black and white terms and start thinking categorically and multi-directionally, you may find yourself traveling side roads to riches that you never thought possible. So, is that other guy your competitor? Yes... and... no.

Copyright 2005 Dina Giolitto. All rights reserved.

Liked this article? Have more of the same emailed to your inbox each month. Sign up for the Copywriting and Marketing Ezine from Dina at Wordfeeder.com and learn to write search engine friendly web copy and market your web based business for free.

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Thursday, October 2, 2008

European Regulatory Language Requirements

Writen by Shy Avni

Sustaining competitive advantage within the medical device industry involves a global product strategy that recognizes the European market's substantial global market share. Estimated at 30% of the global medical device market, the European community poses increasing regulatory challenges for medical device manufacturers. Regulations controlling the manufacturing, marketing and usage of medical devices in the EU are forcing manufacturers to incorporate language translation and localization into global development strategies as individual Member States demand product information in the language of the local user.

An exigent regulatory hurdle facing the medical device industry is the European Union's IVDD 98/79/EC directive which went into effect December 7, 2003. Formulated five years ago, the IVDD 98/79/EC dictates that as of the December date, all new in vitro medical devices must bear CE Marks or face refusal into the European market or regulatory, criminal or product/civil liability.

What is the guiding principle behind the new directive?

The IVDD Directive virtually eliminates the costly regulations imposed by individual member states. Manufacturers who comply with the Directive will be able to apply the CE mark to their products and market them freely within member states of the EU. The IVDD (In Vitro Diagnostic Devices Directive) is one of three associated directives issued by the European Union, which together cover all forms of medical equipment with the intent to ensure that only safe and effective products are sold in the European market. The directives clearly outline regulations regarding manufacturing, importing, and marketing of such devices. The IVDD specifically involves in vitro ( in an artificial environment outside the living organism ) medical devices that examine human fluids or tissue samples to identify, diagnose, and monitor medical conditions. The IVDD 98/79/EC brings in vitro devices in line with other medical devices already regulated by the EU, the MDD (Medical Devices Directive) and the AIMDD (Active Implantable Medical Devices Directive).

The IVDD and it sibling directives apply progressive regulatory requirements to medical devices and their accessories depending on the classified risk they present to the user, defined in the directive as Class I through III. Unless the classified product is a low-risk Class I device that does not contain any sterile packaging or a measuring function, manufacturers require a third-party Notified Body to independently certify the device's compliance to the Directive's Essential Requirements (a.k.a. Annex I)-good faith is not enough. Additionally, in a new twist within the Directive, the authorized representative shown on the device label for Class I devices manufactured outside the EU may be required to produce the technical file, including copies of all translated materials. Any incorrect labeling or instructions for use may lead to regulatory criminal or product/civil liability in the EU.

Any medical device manufacturer wishing to market its products in the European Union is fully responsible for complying with the corresponding safety and administrative Essential Requirements and must display the CE mark of conformity as stated in Article 16 of the IVDD 98/79/EC . If that's not a red flag, consider the next regulatory deadline facing in vitro device manufacturers: By December 7, 2005, the European Union will not only require a CE mark to legally market a product, but will require a CE mark to legally put a medical device into service—a requirement much more critical to the revenue of manufacturers and healthcare!

CE Mark: A passport to the European Union
An abbreviation of a French phase "Conformite Europeene," the CE mark indicates that the medical device manufacturer has conformed to all the obligations set forth by the Directive 98/79/EC of the European Parliament. Affixing this multinational standardized mark to a product will allow any global manufacturer a "passport" to freely distribute their products within the European Union without additional quality testing or approvals. Reflective of the 1946 Treaty of Rome, the CE mark is a conformity tool that is intended to further promote the establishment of a single market where the free movement of goods, persons, services and capital are ensured. Fundamentally, the CE mark and the medical device directives remove many regulatory hurdles while providing stronger regulations for smaller countries; however, it also creates critical language compliance issues that may prove to be costly for manufacturers. Regardless of the intended global harmonization, participating countries are preserving their national cultures and languages by requiring product information in their own local languages.

IVDD, MDD & AIMD…more languages!
Depending on device classification, to legally display the CE mark, the IVDD, MDD, and AIMD all mandate that manufacturers provide all labeling, information for usage, documentation, and marketing materials in the official language(s) of the end-user's Member State, taking into account the training and knowledge of the potential users as stated in Article 4, Paragraph 4, IVDD 98/79/EC .

Documentation Translation Requirements — Conformity Assessment Procedures Manufacturers are required to translate the documentation relating to the production, testing and quality processes in the official language(s) of the Member State in which the procedures are carried out as stated in Article 9, Paragraph 11 of the IVDD 98/79/EC. Depending on device classification, these documents must include a number of required disclosures dependent on the product classification. Depending on marketing and distribution objectives, some products may require up to 12 languages, creating complicated multilingual product labeling and IFU challenges. There can be over 20 information pieces required for each product label of IFU, depending on the classification as detailed in Annex I, Part B, Section 8 of the Directive.

Table I Official Language(s) of EU Member States

Member State Official language(s)

Austria - German

Belgium - Dutch, French & German

Denmark - Danish

Finland - Finnish

France - French

Germany - German

Greece - Greek

Ireland - English

Italy - Italian

Luxembourg - French, German, Luxembourgish

Netherlands - Dutch

Portugal - Portuguese

Spain - Spanish

Sweden - Swedish

United Kingdom - English

Table II
Official Language(s) of EFTA Member States
Member State Official language(s)

Iceland - Icelandic

Liechtenstein - German

Norway - Norwegian

Switzerland - German, French & Italian

( Switzerland is not a EFTA member but requires translation)

Table III
Official Language(s) of Member States Applying For EU Membership
Member State Official language(s)

Bulgaria - Bulgarian

Cyprus - Greek

Czech Republic - Czech

Estonia - Estonian

Hungary - Hungarian

Latvia - Latvian

Lithuania - Lithuanian

Malta - English & Maltese

Poland - Polish

Romania - Romanian

Slovakia - Slovak

Slovenia - Slovenian

Turkey - Turkish

EU Member State Official Languages
Depending on the extent of the product's presence in the European Union, there are currently up to 12 languages required for the labeling, IFUs, documentation, and marketing materials in accordance with the IVDD and MDD necessary for CE mark as displayed in TABLE I .

As the EU continues to grow and the trading barriers dissolve, prospective Member States are actively transitioning regulations to meet the CE mark criteria, requiring new languages. A midday regulatory shadow to the EU, European Free Trade Association (EFTA) countries of Iceland, Liechtenstein and Norway are aggressively enforcing the CE mark, shown in TABLE II . Although not a member of the EFTA, Switzerland is also enforcing medical device CE mark.

In addition to the EFTA, 13 more countries have applied for membership in the European Union. Performing a parallel migration to the European Union's regulatory requirements, several of these future Member States are actively adopting the CE Mark to ensure goods can freely move throughout the European Union, including Poland, Romania, Slovakia, and Turkey, see

TABLE III .
Global Harmonization and International Quality Standards In 1998, the United States and the European Union introduced the New Transatlantic Agreement (NTA) to improve economic cooperation between the two economic powers. In this landmark accord resides the Mutual Recognition Agreement (MRA) that acknowledges the regulatory standards of the respective economic bodies-an area of transition that affects the medical device industry. The European Union medical device directives refer to ISO 9001 as the series of quality management standards and the US refers to FDA's Quality System Requirements and all corresponding good manufacturing (GMP) practices regulations. Benefiting medical and pharmaceutical companies, both quality systems have made considerable efforts to synchronize their requirements further increasing the common ground between quality systems in North America and Europe.

ISO (International Organization for Standardization) Adding to the pressure the current ISO 9000:1994 standard is transitioning to a new ISO: 9000:2000 series effective December 14th of this year. However, as of May 15, 2003, only 19.5% of the total ISO registered North American companies had completed their registration process. This is essential in the entire chain of requirements. The new standard is a consolidation of ISO 9001 and 9002, and has more of a customer satisfaction and continuous improvement focus not present in previous versions.

GMP (Good Manufacturing Practices)
In December 1978, the FDA Good Manufacturing Practices (GMP) Regulation became effective, establishing Quality System Requirements for products regulated under the FDA, including medical devices. In 1990, the Safe Medical Devices Act (SMDA) expanded the GMP to include design, manufacturing, packaging, labeling, storage, installation and servicing of all finished medical devices.

Exporting American Medical Devices
Any medical device in the US market may not be legally exported anywhere in the world without prior FDA notification or approval; however, for a device to be legally distributed in the US, the FDA requires: Registration of both the medical device and manufacturing site

- Authorization for commercial distribution through either a 510(k) pre-market notification or a Pre-market Approval (PMA) application depending upon the classification of the device

- Compliance with FDA labeling requirements

- Manufacturing compliance with the FDA's Good

Manufacturing Practices (GMP)

While the FDA does not place any restrictions on the export of these devices, certain countries require an Export Certificate that the manufacturer and its devices are indeed in compliance with FDA regulations. Medical devices that do not have a 510(k), PMA, or are solely manufactured for export may by approved for exportation by the FDA through Section 801(e)(1) of the FFDCA; however, the manufacturer may experience regulatory difficulties depending on the individual country's requirements of an FDA Export Certificate, which, as stated above, require a 510 (k) or a PMA.

Sorting through the regulations to achieve global product delivery The question facing medical device manufacturers in the current global market is how to meet all language requirements in the most cost-effective, regulatory compliant manner. Managing regulations and translations are among the most critical aspects of developing and marketing products for the life sciences industries. Any mistake, no matter how minor, can delay product approvals, launches, or cause widespread public relations disasters. Therefore, developing translation and localization processes has become a competitive advantage for global manufacturers of medical devices.

Working closely with a translation and localization vendor who specializes in medical language services is an important step in conquering the ever-changing international regulatory process. The choice of the translation provider is extremely important to ensure that translations are accurate, consistent and technically correct, as well as harmonious with the manufacturers' processes.

Medical language service providers should—at the very least—provide documented processes that involve native-speaking linguists that have expertise in both medical translation and the medical industry. To deliver consistency, quality and reduced costs, the language service provider should also implement terminology management tools and computer-assisted translation solutions in concert with the team of human translators.

Conclusion
Complex and ever-changing international regulations controlling the marketing and usage of medical devices are forcing manufacturers to incorporate language translation and localization into global development strategies. The European Union members currently require that all product information be in the official language of the local users and the diversity of this economic area is only growing to include more regulations and official languages. A simultaneous global release of medical devices involving up to 12 languages in Europe alone makes this issue as critical as the intended purpose of the medical device. Medical device manufacturers can cost-effectively market their products globally while satisfying international regulatory requirements by partnering with Net-Translators a qualified language service provider in the very early stages of product development. The right language partner can turn what may now appear as a chaos of regulatory requirements into a successful international product release.

Shy Avni Buisness Development Manager Net-Translators

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Wednesday, October 1, 2008

Marketing And Promotion Plan And Track Your Expenses

Writen by Joshua Feinberg

Marketing and promotion expenses are one of the bigger outflows that you need to contend with. From the start you should be thinking about putting aside cash for marketing and promotion expenses on a regular basis. If you manage it properly, your marketing and promotion expense is more of an investment than an expense.

When you start planning your marketing and promotion expense, you should think about tracking every dollar that you put in. Not every campaign you run will be a winner, but you should be able to track it nonetheless. That's the trick to managing your marketing and promotion expense.

The tracking is key because there is no one sure thing. There is no one thing that works 100% of the time. If you want a sure thing get a job. When it comes to marketing and promotion, you need to try a lot of different things.

When you think about your marketing and promotion plan you should aim to have three, four or five balls in the air at once. Have three, four or five different marketing vehicles going at the same time. Out of the five things that you do, one will wind up being a huge winner, one will be a complete failure and if you're lucky, three of the five things will be mediocre.

The key thing to think about when you are choosing your different marketing and promotion activities, is that not all five of them are going to be successful. Fortunately, it's also extremely unlikely that all five of them will be complete losers. It's like putting together your retirement account. You don't want to be all in one shop or all in one sector. Diversity is very important.

The Bottom Line on Marketing and Promotion

Marketing and promotion expenses will be big. You need to think smart about how to best use your cash. The key thing is tracking what you spend, and where you spend your marketing and promotion dollars. If you play the odds, something is bound to be a huge winner, one will likely be a dog, and the others will be somewhere in between. If you keep diligent track of your marketing and promotion expenses you'll know which is which.

Copyright MMI-MMVI, Computer Consulting Blog. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Joshua Feinberg can help you get more steady, high-paying computer consulting clients. You can learn how too. Sign-up now for Joshua's free audio training program on the Computer Consulting Blog.

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