Suggest You - Business

Finding Overseas Buyers - Is it Easier Now ?
Perhaps the most daunting challenge any budding exporter faces is to find buyers for his/her products. Selling in international market has never been simple - with diverse language, geographical distance, cultural difference and lack of market knowledge posing real challenge to any manufacturer/ exporter.However, given right homework and planning, selling in overseas market today is easier, simpler and less expensive than it was a decade ago. There are many silver linings in the forms of positive Govt Policy, favourable international climate, less tariff and non-tariff barriers and above all easy and inexpensive

, as well.’

Having uncovered needs, you may have to mould or reshape your ideas to dovetail with the requirements of others. Often, people have a hierarchy of needs, so it may be important to discover and use this:

‘Which is most important to you – reliability or security?’

Wants & Wishes

Wants and wishes are not essentials, just a wish list: ‘Wouldn’t it be lovely … if only’. But their fulfilment can be the cherry on your influencing trifle, placed on top with a flourish, after the other person has agreed to your proposal.

Depends What’s On Offer

Question: How will your suggestions benefit the other person?

Presenting a New Technology to a Venture Capitalist
When presenting a Business Plan for a new Startup Technology Company to a Venture Capitalist you need to understand that they are looking for a one to three year kill. In other words they wish to fund a company that can be sold for 10 times or more their investment in three years.They are not interested in a long-term investments, but rather a short-term three-year maximum turnaround. They will plan on selling their shares or their percentage of the company whether you like it or not. If you are an entrepreneur who has fallen in love with your own idea and wants to do this for the rest of your life then perha

When we agree to an idea or proposal, it’s because there’s something in it for us. It’s hard to influence people who can’t see what’s in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever. It is only human nature to ask, ‘What am I getting from this?’

People will say yes to your ideas if they meet their needs or match their view of life in the following areas:

• Principles and values

• Beliefs and opinions

• Needs and wants

So Give People What They Want & Need

People agree to ideas and suggestions that match their needs or views of life. Underpinning all our lives are certain principles and values that we hold to be true. These become guidance for how we conduct our lives. They influence and mould our behaviour. They can differ greatly from person to person and successful influencers always take principles and values into account.

But how?

• Notice what principles and values drive other people

• Ask questions and invite comment and reaction

• Check with those who know them well

Some examples of principles:

‘Integrity and fairness are an integral part of business dealings.’

‘I think that older people deserve courtesy and consideration.’

‘Moral behaviour is part of the fabric of daily life.’

It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions

Beliefs & Opinions

Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.

An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.

‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’

‘I think that all politicians are corrupt.’

‘I never make decisions on the 13th.’

Each of these beliefs can be dealt with by logical questioning or providing proof or data.

Needs & Necessities

These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.

‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’

‘My team members are under great pressure, so it important to maintain their morale.’

‘The system must not only be reliable but secure, as well.’

‘Which is most important to you – reliability or security?’

Wants & Wishes

Depends What’s On Offer

Question: How will your suggestions benefit the other person?

Endorsement Marketing Secrets
Endorsement marketing is having famous or reputable people recommend your product or service to others. They could be celebrities, star athletes, musicians, etc. Choose people that are related to your business and might actually use your product or service.Before asking anyone for an endorsement be sure your product or service gives the results you say it does. They may ask you to prove it before they will agree to give an endorsement.Once you find the ideal person to endorse your product or service simply contact them and ask. When proposing any endorsement deal make it a win/win situation. Tell

rinciples and values that we hold to be true. These become guidance for how we conduct our lives. They influence and mould our behaviour. They can differ greatly from person to person and successful influencers always take principles and values into account.

But how?

• Notice what principles and values drive other people

• Ask questions and invite comment and reaction

• Check with those who know them well

Some examples of principles:

‘Integrity and fairness are an integral part of business dealings.’

‘I think that older people deserve courtesy and consideration.’

‘Moral behaviour is part of the fabric of daily life.’

It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions

Beliefs & Opinions

Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.

An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.

‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’

‘I think that all politicians are corrupt.’

‘I never make decisions on the 13th.’

Each of these beliefs can be dealt with by logical questioning or providing proof or data.

Needs & Necessities

These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.

‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’

‘My team members are under great pressure, so it important to maintain their morale.’

‘The system must not only be reliable but secure, as well.’

‘Which is most important to you – reliability or security?’

Wants & Wishes

Depends What’s On Offer

Question: How will your suggestions benefit the other person?

Employee Goal Setting
How many times have you heard it? To be successful you must set goals. Well it’s true. At some point we have all set goals and worked to meet those goals. Often times however, we set goals only to lose interest in them shortly down the road. One of the most consistent findings among researchers on being an effective supervisor has much to do with employee goal setting. If you, as a supervisor devote attention to employee goal setting you may find that there is higher productivity among your team members.Setting goals is simple and effective in the workplace. Here are some common guidelines to follow when goal se

.’

It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions

Beliefs & Opinions

Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.

An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.

‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’

‘I think that all politicians are corrupt.’

‘I never make decisions on the 13th.’

Each of these beliefs can be dealt with by logical questioning or providing proof or data.

Needs & Necessities

These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.

‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’

‘My team members are under great pressure, so it important to maintain their morale.’

‘The system must not only be reliable but secure, as well.’

‘Which is most important to you – reliability or security?’

Wants & Wishes

Depends What’s On Offer

Question: How will your suggestions benefit the other person?

Bring on the Baby Eyes
They say, “you can't teach an old dog new tricks” -- but if that old dog is an experienced exhibitor, he'd better learn some new tricks to stay alive in today's competitive trade show environment!Recently, I had a range of experiences that brought home the importance of going to every trade show with 'baby eyes' -- with an open mind and willingness to consider everything about your exhibit from a number of different angles.What are 'baby eyes'?If you've ever spent any amount of time with a baby, you can't help but notice the way they view the world. Every single thing around them -- every ob

politicians are corrupt.’

‘I never make decisions on the 13th.’

Each of these beliefs can be dealt with by logical questioning or providing proof or data.

Needs & Necessities

These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.

‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’

‘My team members are under great pressure, so it important to maintain their morale.’

‘The system must not only be reliable but secure, as well.’

‘Which is most important to you – reliability or security?’

Wants & Wishes

Depends What’s On Offer

Question: How will your suggestions benefit the other person?

It's All Marketing! The Sneaker Wars
For the past 40 years of my life, I've been involved with basketball in one way or another. First as a mighty mite player, as a 10-year-old. And progressing through the ranks, as a player, coach, referee and spectator.As a youngster, there were only two manufacturers of sneakers that could be worn for basketball. The two manufacturers were PF Flyers and Chuck Taylor Converse. If you were really a player, you bought the Chuck Taylor Converse. Or Chucks as we used to call them. And there were only two colors. Black or white. And two styles. High tops or low cut.If you really wanted to get fancy,you t

, as well.’

‘Which is most important to you – reliability or security?’

Wants & Wishes

Depends What’s On Offer

Question: How will your suggestions benefit the other person?

The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.

Features, Benefits & Advantages

No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.

Features

These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.

Benefits

These are far more important than the features of your proposal. They translate boring old features into exciting statements which show clearly how others will gain.

‘This new hardware is made in Germany (feature) which means that we will save time and money on spare parts (benefit).’

Advantages

These are comparative benefits e.g. – increased revenue, greater savings, and faster turn-around.

In Summary: The Benefit Balance Sheet

Most people do not agree whole-heartedly to an idea. There is usually something that niggles, however well you’ve addressed their concerns.

In the end, when we finally say yes to a proposal, it is because the benefits outweigh any disadvantages.

As you plan and prepare your influencing case, list all the benefits and advantages of your suggestions. Use them to tip the balance in favour of yes.

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Learn useful tips on how to react, taking care of your body posture, language and other body signals that reveal more about you during a job interview.

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You judge people. People judge you too. Dress for success in business. First Impressions are important.

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