3 Ways to get People to Want Something!

There are three things that you need to do to get people to want your services: 1)Make it scarce, 2)show that other people want it and 3) make them work for it.

1)Make it scarce

The services and products that charge the most are the ones that build scarcity into their marketing. We need water more than we need diamonds but water comes a dime a dozen. Another word for scarcity is busy. If you’re in the service business then you need to appear busy whether you are or whether you’re not.

If I call a lawyer and he doesn’t have any cases then the natural assumption is that he isn’t good (although it could be a wrong assumption). The reason is because we look at a small aspect of people’s lives and make inferences on all other aspects. Since this lawyer isn’t busy then I have to assume people don’t hire him because he isn’t a good lawyer. I bet Johnnie Cochran never had a problem getting business. He was too busy for new clients and that is why he got them.

2)Show that other people want it

Imagine you’re driving in a new state and you’re looking for a restaurant. You pass a one that has a huge line which curves all the way around the building into the parking lot. You might not wait in line since you have little patience but you have to be thinking it must be good. Why else would people wait in such a long line for food?

Night clubs do this a lot as well. They make people wait so a line is created and when others drive by the club, they think it must be good since everyone is waiting to get in.

To have the marketing mindset you need to show that other people want your services. That might mean you need to create a client list of all the people you worked with, provide references, and more. But the key is to show that a lot of people are interested in what you do. If you only have two references then that doesn’t tell me how good you are. On the other hand, if you have a list of 2,000 references of people I can call to tell me how good you are then I don’t even need to call. The fact that you have so many already creates credibility.

Marketing is about perceptions. If you can create the perception that other people want what you have, then the natural conclusion is that what you have must be good.

3)Make them work for it

People don’t value free. When you buy a home, you feel special because you have invested a lot to get to that point. When you buy an expensive car you don’t let people lean on it because that car is your baby. When people have to work for something, they value it more.

This work doesn’t have to be physical as in mowing the lawn. This work has to be more about invested time. Are you spending time with them on the phone, email, and in person? Do you send out a contract? Do they have to deposit (invest) a certain amount of money for you to begin working? There are many ways to get other people invested in what you do and the more invested they are then the more they will value your services.

Making people work for it will force them to value it more. You have to dangle possibility in front of them and make sure they can reach it. If you dangle a string in front of a cat without letting him/her grab it then the cat will get bored and find something else.

So those are the three things you need to do to get someone to want something. You have to make it scarce, show that other people want it, and make them work for it. If you can build these into your marketing then you will have a very magnetic service.

Barbecue or Mildew

What you gone do, Barbecue or Mildew? Simple question huh, deserves a simple answer, well not quite. One of the main ways to destroy your Business, is a small epidemic called "Procrastination".

That word has been apart of some of the well thought out American dreams that we have never even had a chance to witness nor experience.

Is "Procrastination" curable? Is there hope for this mind control agent to be tamed? I say Yes.

You must get to the root of what causes "Procrastination" and that is....drumroll please......."FEAR"

You procrastinate because of fear.
Fear of Failure
Fear of Success
Fear of Rejection
Am I talking to you now!

Rule of Thumb: Business Owners can never "Procrastinate" or be fearful, you must be fearless, be a rock, stand for your brand and it will stand for you.
When you start a project finish the project, remember people are watching and your reputation is always on the line.

When I say Barbecue or Mildew I mean just that in a metaphorically speaking kind of way. Either your business/brand is going to be cooking hot or dead cold. You be the choice. You pave your way. You get it done, no matter the road blocks of people or situations. You cannot be stopped on your path of success.

Until next time...Galen siging off!

God Bless Haiti!

7 Ways to Become a Effective Negoitiator

We all engage in negotiation at various stages in our lives both at work and in our home lives. Yet many people even in the business world never receive any formal negotiation training. Consequently they often suffer more than necessary in the buying and selling processes.

For many people, negotiation is seen as a pitting of wits, a battle of power and an opportunity to 'get one over' on 'the other side'. However really successful negotiations tend not to be so brutal. We frequently talk today in terms of win-win negotiations where both sides gain a deal with which they are satisfied. The basic idea is to move from a competitive approach to a cooperative approach where both sides work together to solve a common problem to the satisfaction of both parties rather than one party winning and one losing.

Although negotiation can be a sophisticated process there are some basic ideas which will help anyone create a better deal with a higher level of satisfaction. These techniques work in every situation with every person.

Firstly what can you give the other side which will cost you little but which will mean a lot to them? The reverse of this is, of course, what do they have which they could give you which would mean a lot to you but would cost them little. This is the basis of win-win negotiation and is based on both sides wanting different things.

Secondly never negotiate just about price. Once you just focus on one issue there has to be a winner and a loser. Get creative and build a package around what you are offering and encourage the other side to do the same. That will give you material for concessions and flexibility in terms of your demands on the other side.

Thirdly practice 'tough empathy'. Imagine what it would be like to be the other side negotiating with you. Don't sympathize with them or feel sorry for them but simply put yourself in their shoes for a while and see the situation from their viewpoint. This is often the key to successful hostage negotiations.

Fourthly plan your negotiation. Never enter the discussions without finding out the issues with which the other side is dealing. Identify your 'walk away' price and try to work out the maximum and minimum you can obtain from the other side.

Fifth on our list is to practice taking the view from the balcony and look at the negotiation and how it is progressing as would an observer watching the proceedings from a nearby balcony. An alternative way of thinking about this idea is to imagine you can fly up in your personal mental helicopter and see from a distance what is really happening in the negotiation.

Number six is never to accept the first offer and always aim high. Research into successful negotiations suggests that high level of aspiration invariably produce the better deal even with the risk of upsetting the other side.

Number seven is to make sure that you never give the first concession. When you do give a concession always make sure that you ask for something in return before finally agreeing the concession.

Negotiation is a skill which can be learned. It is vital not only for business people but for everyone in every walk of life. We all buy and sell things including cars and houses and it is important particularly in a time of economic recession and hardship to ensure that we make the best deals possible. Practice negotiation at every opportunity, whatever you are buying or selling.

Your Gift Is Your Path to Success!

I have come across thoughts of the Gifts that we possess as people. Everyone have a Gift/Gifts, but the Key is to find that gift God has given to you and bring it to life. You say what does this have to do with The Business World, and I say "a lot".

Think about this, all talented writers, singers, artist, athletes, directors, attorney's teachers, and the list goes on and on...are blessed with that special gift. And with that gift, you can be considered a mobile business/brand image.

For example:

01. President Barack Obama has a gift of speech, which brought about CHANGE.

02. Michael Jordan has a gift of athleticism/drive, which brought the youth hope and determination.

03. Miles Davis had a gift as a musician, he brought about timeless melodies.

04.Russell Simmons has a gift of being a visionary, he brought a trend of empowerment to the youth movement of the world.

05. Maya Angelou has a gift of words, she has brought guidance to potential/current poets/writers.

All of those historical figures listed above have a major similarity. And that is they are all successful business owners.

Without their God given gifts that would not happen.

If you are stuck in the crossroads of life with your career and you have a desire to become your own boss, find that special gift(s) that you have and put them to work.

The funny thing about this is that it never fails that your gift/talent is 9 times out of 10, a hobby that you have, just turn that hobby into a business venture. You are creative, be like NIKE and "just do it".

Until next time, I am Galen Ross
Signing Off from the Backtwo.com headquarters.

Back 2 The Drawing Board, Graphic Design
"We Create Identities for the Future"

Take your Branding to Video Heights...Be Creative!

Timing Is Everything!

Hello, again from the Headquarters of
Back 2 The Drawing Board, Graphic Design/Backtwo.com
We are bringing you another blog installment for your thought process.

Being a business owner is demanding in 2010 and beyond. Due to your competitors and the ways of the world, "timing is everything". Don't be caught out in the cold, due to being unprepared.

Unprepared you say, Yes. Be prepared by having business cards available at all times, you want to be a walking advertising Kiosk. Because you never know... Who or what you may come across in the future. As a owner of a business you will always, I mean always be promoting your brand.

Promote your brand until the cows come home........

I recommend that you keep your company branding tools (ie...business cards, stickers, promo cards, pens, etc. in your car or on your person.

Be prepared, stay focused and always be on top of your GAME!

Until next time...

Sigining Off...Galen Ross
Backtwo.com

"We Create Identities for the Future"

image is everything!

As a business owner, your image is everything. Not in regards to your personal image, but the way your companies image is perceived in today's society.

Create a clean look for your brand, that will leave a lasting impression on your current and future clientele. Listed below are ways to make a strong but effective way to WOW the business world.

01. Create a catching business name, a name that stands out and sounds like greatness

02. Create a fun slogan

03. Pick nice earthtone or power company colors, such as: red, blue, green, brown....those colors are great to create combinations with and throw in a little white as a accent.

04. Create a standard or policies and procedures of your company that you will not deviate from. Remember that your future clientele will respect your brand only if you respect it first.

05. Consult with a graphic design specialist (www.backtwo.com) for affordable business tools such as: business cards, letterhead, envelopes, etc. For that professional look.

06. Create a sales pitch for calling a potential client or a face-to-face meeting.

07. Create the proper business forms that will keep your image professional and as organized. (I recommend that you purchase business form software from Office Depot or Office Max)

Remember this current and future business owners, Image is Everything!Take your time and do it right, because "your first impression is your last impression"