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Tuesday, October 23, 2007

Synchronize for success

How does one align ones self with a potential client or an existing customer for most effectiveness?

Whether you are going for a sales meeting or just a casual meet and greet synchronizing with the other person can be the difference between a great meeting or just an average one.

So what are the steps? How does one effectively synchronize?

In plain terms synchronizing means mimicking the other person's actions in a way that you appeal to their subconscious and thereby become "likable". On a side note, this does take some practice and, yes, there are many books on this topic that you may want to read for more information.

I will just give you some basics here. When you go to meet someone, start by looking them in eye, smile, and if you are wearing a suite jacket; open the buttons. If acceptable, have a firm handshake. Pay attention to the person's actions. Without being and appearing rude, copy their actions during the meeting. For example, if the other person crosses their legs, you do the same. If that person sits straight; you sit straight.

Basically you do what they do. However, take caution, practice, practice, practice!

The last thing you want to do is to appear rude or weired. The effectiveness of synchronization is in the subtlety of it's execution.

Sunday, October 21, 2007

Image is everything

Have you heard of "What you see is what you get", "you are what you appear to be","first impression is the last impression", etc. Well! if you pay attention to all of these sayings/phrases you will notice a common message; which is that people are very quick to judge and categorize.

It is just human nature that when we see something we make a judgement on that thing within the first 30 seconds. Our brain then classifies the item that we see and assigns a category to it based on our predisposed notions. Our brain also quickly separates what we see in to whether we like it or not. All of this happens within the first 30 secs.

Therefore when you go to meet someone, especially for the first time, you need to take extra care to prepare yourself for the meeting. Dress professionally, smile, and be polite. Do not emit any negativity.

Saturday, October 20, 2007

Believe in yourself and you will be successful

Hello. Today I am going to write about the power of belief. If you have a vision, a dream, and you want that vision of dream to become reality; the first step is to really believe in it and more importantly believe in your abilities to make that the dream a reality.

This principle can apply to anything in life. Whether you are an entrepreneur who wants to grow his/her business or you work for someone and you want to climb the corporate ladder; you must believe in your self and in your abilities to make it happen.

You need to also realize that the only person that can make this happen is you. As such you should not depend on others. You should also not let their opinions deter you from making your dreams a reality.

Thursday, October 18, 2007

Marketing Options for Targeted Industries

Today we will discuss a little bit about how to market within any industry by applying some generic marketing options. Marketing your product or service can be done through traditional medium such as paid advertising using flyer's, newspapers, web, TV, etc.

An alternative marketing solution is to partner with complementary businesses as well as market to strategic partners that have access to clients. This method of marketing takes more time to see returns however, in the long run it is less expensive and more productive.

Start by identifying complementary businesses. On a piece of paper write your business name in the center and draw a circle around it. Then draw spokes (lines) around the circle. Write the names of industries on the other ends of the lines. Once you have identified complementary business industries then for each industry create a partnership strategy. A partnership strategy should include a list of businesses, an approach method, some value added benefit for both parties, and a way to track progress over the life of the partnership.

Hope this helps. Any questions please email me at skhan@salmankkhan.com

Please visit my site www.salmankkhan.com and check back for the next blog.

Monday, October 1, 2007

Targeted Market Penetration Strategies

Today I will write a little bit on Targeted Market Penetration Strategies.

What is a Targeted Market Penetration Strategy?
Anytime one embarks on any campaign aimed to increase ones product and/or service awareness, one needs to identify a target. The target demographic is also known as a target market. Once the target market has been identified then one needs to define strategies to penetrate (or break in to) the identified target market. Therefore this process in its entirety is called "Targeted Market Penetration Strategy".

Why is having a Targeted Market Penetration Strategy important?
Each market has different operating dynamics. Therefore a generic market penetration strategy will not be very effective. A generic market penetration strategy will not address the nuances of a particular demographic. In such a scenario it is more effective to design specific strategies that address all the different nuances of the target market. For example, one may deal differently while approaching a prospect in the automotive industry as opposed to approaching a prospect in the air transportation industry. There may be different protocols to follow when presenting proposals, etc.

Next we will talk about how to find and identify industry specific protocols.