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Most individuals think that solely financially secure mothers to be would stump up for a personal London pregnancy scan.
At the time I went to have mine done, many of the mothers to be at the reception area at the scan clinic were in fact totally normal bourgeois ladies exactly like I am.
These ladies may have had a variety of reasons for having a London baby scan, including existing health conditions or, similar to me, they simply wanted to observe their children before they arrived!
Everyone at the London centre I went along to were kind, supportive and helpful at the time of my appointment.
It felt like a life changing event, bonding in a very positive manner with our child with my husband with me. When a multi-dimensional scan is conducted, the sonographer will do a flat image scan to check the baby’s health, pulse and posture. Such a flat image scan is performed to look over your child’s organs, whereas 3D ultrasound grants a decent image of the baby’s body shape and also shows realtime body movement.
You should remember that the image standard of your ultrasound is reliant on factors such as things like how large the mother is, the volume of the amniotic fluid surrounding the baby, the placenta’s position, and the foetus’s positioning. Having a non NHS baby scan won’t stop you from having your baby on the NHS, and also you typically do not require a referral from the midwife, obstetrician or GP in order to get one done.
I first saw the ad for a 3D scan London while browsing on the net throughout the 7th month of my pregnancy and consequently I had time to find a reputed North London baby scan clinic and plan for the examination. A 3D ultrasound scan is advised betwixt the 26th and thirty-first weeks of gestation. This is the ideal period to obtain descernible, detailed facial expressions and the foetus is substantial, however with enough space within the womb so that it can move about a bit.
Your scan center will give you the simple option of deciding whether to be told your baby’s gender, which you can inform the operator prior to the scan being performed.
Often it can require a reasonable amount of time to get a first-rate ultrasound picture, and so the scan can take the best part of a whole hour. In my case it was originally very difficult to get a clear image of the infant’s face because of the posture of the arms and legs, consequently I was requested to go for a walk and move around a bit to try and get the baby to reposition itself too.
This worked and we therefore could consequently discern her face very well.
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In essence affliliate marketing is similar to a consignment store. Merchandise is featured on your web pages and for all your time, you receive a cut from every sale. There isn’t as much time and effort involved, fewer overheads, it works 24/7, and it’s simple to master.
The very first step you must take is to determine what merchandise or area you would like to specialize in. To get this out of the way, you need to find out solutions to issues a specific set of customers are expecting, and then determine a solution. An effective method of accomplishing this is to find groups of narrow keywords; in general customers look for these less, nevertheless they convert far more into sales.
If you want to find these profitable keywords, use Micro Niche Finder or an application like it. Data compiled from Micro Niche Finder or analogous computer programs or software creates associated terms in a comprehensive list format allowing you to get a head-start when it comes to ranking on an web based search engine.
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The next step is to build a website; but you still have some important tasks to complete. Having a great performance on the search engines demands the fine tuning of your web site. Here SEO Elite information and other similar programs comes in. This program examines competitor’s websites and helps you by stating what you need to do to have a good ranking in the search engine listings.
In SEO Elite the info supplied by the computer software advises you on links, the most lucrative keywords, and even a list of article submission internet sites to refer to. In short, the data produced are the same kind of information that a specialist in search engine optimization may provide.
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Anyone that is in sales has had to, at one point or another, prospect for new customers. If you are one of the lucky ones the company you work for provides leads for you directly in to some kind of a CRM solution. For a while I was one of the lucky ones. Our website was generating about 15 new leads per day and these leads magically appeared in our homegrown CRM. But easy lead distribution, like all things, came to an end when I left that company to start my own consulting practice. Being self-employed meant I now needed to prospect my own leads.
I need prospects and I need them fast, I need leverage. When it comes to sales there are two ways to get leverage: the people you know and the tools you use. I’ll leave how to leverage the people you know for another time. Today I’m focusing on tools, one tool in particular; a way to copy information directly into your contact manager from websites, emails, documents, anywhere that has electronic text. (www.copycontacts.com/tools to get the software)
Like many people I use Outlook as my CRM. It is not the best CRM solution but it has the advantage of also being my email client. In my business, search engine optimization, my email client is always open so it makes it easier for me to also use Outlook for my CRM solution. My biggest hassle when it comes to using Outlook as a CRM is getting the contact details into the database! I hate typing in all the little contact details. I bet you do too!
A little over a year ago I asked a software developer friend of mine if it would be possible to ’scrape’ address information from a web page directly in to a database. He said sure it’s possible but he wasn’t going to do it. That sent me on a search for a tool that would make it easy for me to capture contact details in the variety of documents that I interact with most like webpages and emails.
After a little searching I found an add-on for Outlook that did an awesome job of copying contact addresses from web pages directly in to my Outlook with the press of a key. I couldn’t how easy it was! No more need to tedious copy the address then move to Outlook, then back to the web page to copy something else and then back to Outlook, it’s boring just writing about it never mind having to do it! When you factor in fixing mistakes and distraction factor I am now adding prospects to my Outlook in about 10 seconds instead of 5 minutes!
I am a self employed search engine optimization consultant. From time to time I find tools that are so good I need to help other people find them. If you would like to try this tool out as you search the web for prospects you can find it on the Copy Contacts site. You will also find other helpful Outlook Tips & Tricks on that site.
How do you feel about selling? Ouch!! Do you want to stop reading now?
Many of you reading this will probably admit (if only to yourself) that you do not enjoy it. You probably wonder why you have to do it - it’s not what you trained for or why you started out on your career. This article may not achieve a 180 shift in your thinking and a radical change in your behaviour; it will show you how a few simple shifts in your own mindset can empower you to be more successful in generating business. As you become more successful, you will be more confident and find yourself doing even more.
Why is it so many people in many countries have a problem with the whole idea of “selling” or being thought of as a salesperson? After all, without revenue coming through your business, how will you survive? How do you generate that revenue - and grow it? Just sitting back and hoping to do it from a historical customer base, word of mouth or a few adverts is not exactly putting you in control!!
Professional services have to face up to this challenge if they are to continue to survive, let alone grow. As the successful ones (in financial and growth terms at least) continue to attract new clients and grow, those who are just operating passively or reactively are at risk.
Let us start by considering why you feel less than enthusiastic about selling. In my country, the UK, our media certainly do not help. It seems that whenever we see anything in the media it is about less than scrupulous tactics from sales people, conning or fleecing their vulnerable customers. This is totally unfair. If this was the way the majority of organisations worked none would make any sales - and where would we be? The stereotype does not cover the many sellers who help people identify specific issues and show them a solution to these which will enhance their businesses or their lives.
How many of you feel that selling is about pushing someone to do something they do not want to? Hardly surprising you do not want to be seen as doing this! If you imagine a diagram of a series of concentric circles, it can help you to understand what is happening now - and what you can do to shift your mindset. From the inside, imagine the circles being labelled as:
If you had some sales training and acquired new skills (capabilities), you could apply these with different behaviours. However, if you still have a “non-sales” attitude and do not see your role as being involved with selling (identity) you will struggle to apply them. Taking a few minutes to reflect on what your “inner voice” says to you about selling. How many messages are limiting or negative? “I can’t……”, “People will think….”? Also, what are your personal values? What are the things which are important to you? Is there anything to do with selling which conflicts with these?
If you want to become more positive, and effective, about selling you will have more success if you make changes nearer to the core. They will ripple out and affect the outer circles much more easily than starting the change on the outer levels. To do this, involves shifting your mindset.
Why should you do this? You may want to think about what you can achieve personally or for your organisation if you become more successful as a business generator. What difference might it make if this happens? Alternatively, what might be the risk if you do not shift and become more proactive as a business generator? No organisations can stand still in their markets these days.
What do you think the words “to sell” mean? A dictionary definition will tell you that it is: “to exchange goods or services for money or kind; to convince of value.” Concentrate on the latter part of this - what does that mean to you? I wonder what “value” is for you when choosing a new car, or a holiday, or an evening out? Would it be the same for your friends? In this lies one of the aspects of professional selling which can give you both fun and satisfaction - finding out an individual’s idea of value in the context. When you have done this you can apply the principles of “salesmanship”, which part of the dictionary definition says is: “persuading purchasers to buy.” Nothing here about pushing or forcing people into decisions! Can you think of any occasions when you have felt you were sold something? How did you feel about it after the event? (If you cannot, what do you think you would feel?) On the other hand, have you had a time when you think you decided to buy something? How did you feel after this? Can you notice any difference?
Reframe the idea of selling in your own mind to:
- find out what your prospect would think is value (or what their needs and wants are)
- show how you can satisfy these
- when they believe you can, they will want to buy!
It is not about selling - you are a provider of value! To achieve this you just have to talk to people, ask them to explain what they want and need - and listen. Check back to make sure you understand - and then let them know how you can supply that service or solution. It is not some black art! Yes, you can go and learn one of a number of structured sales approaches. . These days, more and more organisations, not just professional services, are taking a “consultative selling” approach which can be a softer style - though still allows you to ask for commitment. However, that will not work unless you change some of those items in the inner circles in the diagram
You can achieve your mind shift with a few simple steps, whether because you want to be more successful or to avoid problems from not getting more sales.
- Look inside yourself and ask what is stopping you. If you think what you are providing is worthwhile and of value to your clients or customers, why not give more people to chance to use it? You are not being a seller - you are helping them to buy!
- Pay attention to what you are saying to yourself! Beware the “can’ts”, “shouldn’ts” etc and start saying “I can…”, “I will….”, “It’s OK to….”, “Im able to….”, “I’m good at…..”.
- Start with the easy wins - look for opportunities to get more business from existing clients by getting them to consider other services or products that they do not currently buy from you.
- Enjoy helping clients and customers resolve their problems or improve their business through what you can offer them!
As you shift those inner circle aspects of your sense of identity, move your focus on to positive values and empowering beliefs, your attitude will change. Allow it to start thinking about being a business grower, generator, discoverer or nurturer if it seems better than selling! Once your attitude is positive you will find that you can use the appropriate skills and behaviours - generating more business and feeling good about it! If you want to develop your skills, you may feel more comfortable looking at what is involved in “relationship selling” or “consultative selling”, which will fit with your (new) values and beliefs. You do not have to be a social outcast to be a business getter or a seller. It is something to be proud of when done in the right way as all parties benefit.
Graham Yemm has over 20 experience as a consultant. He runs a UK based consultancy, Solutions 4 Training Ltd and works both in the UK and internationally with organisations in a variety of industry sectors. He works with organisations and individuals to help them with setting sales strategies, developing their sales processes and training them with the relevant sales skills. He can be contacted at Solutions 4 Training or +44 1483 480656
A few weeks ago I was onsite at a company that had hired me
to train their sales team on how to stop using traditional selling and start using the Unlock The Game sales approach.
After one coaching session, one member of the sales team came
up to me and said, “Ari, your approach makes complete sense –
but I’m afraid I’ll lose sales if I stop being aggressive and start being passive!”
Whenever I hear a comment like that, I want to scream, because it means that the person just doesn’t yet understand that removing pressure from
the sales process doesn’t mean being passive!
But…I didn’t scream. I took a deep breath and then explained that Unlock The Game is the reverse of passive.
Rather, it’s an active attempt to create pressure-free
conversations with prospects.
However, to do that we must eliminate behaviors and language that prospects can perceive as “aggressive.”
We all know what these are — continual e-mail and voicemail “followups” in which salespeople try to pin down the status of a potential deal — is one common example.
The problem is that prospects react to aggressive, or perhaps we
should say “overaggressive” sales behaviors by withdrawing and evading us.
We could say that Unlock The Game actually takes the “middle ground” between passive and aggressive by being authentically unassuming, yet effective - and that this is the most stress-free and effective way to sell.
What do I mean?
I mean that you have to shift away from assuming that every prospect is a fit for your solution.
It’s sort of like the legal concept of “being innocent until proven guilty.”
We can’t afford to make any assumptions about “fit” until our
conversation with the prospect indicates that we’ve mutually
arrived at that conclusion.
The aggressiveness that turns off prospects sets in when you assume, every time you pick up the phone, that you have a solution for them.
Your tone of voice and language gives them that message long before they’ve even had a chance to agree that they have a problem you might be able to help them solve.
But if you can manage to find that middle ground of not assuming
anything while also communicating in a low-key, unassuming manner, you’ll discover a whole new effectiveness you could never have imagined.
Can prospects sense when you’re assuming too much?
Sure they can — because most of us have been conditioned to
present or talk about our solution as a way to engage prospects
so they’ll reveal their problems to us.
But that logic is completely flawed, because when you launch
into your solution to someone who doesn’t trust you yet, all you
do is allow them to pigeonhole you as a stereotyped “salesperson.”
So how do you make this concept of being unassuming but effective a reality?
First, learn to start conversations by focusing 100 percent on
generating discussions around prospects’ problems, rather than
pitching your solution the second you hear an opening.
Second, learn to begin those conversations by converting
the benefits of your solution into problems that your solution can solve.
Third, after you and your prospects have identified a problem or problems, you can then engage in a discussion about whether fixing those problems is a priority.
It’s only at that point that prospects have finally given you implicit permission to share your solution with them.
Jumping in with solutions prematurely will only land you back
in the trap of being perceived as “aggressive.”
With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one’s mindset to a place of
complete integrity, based on new words and phrases grounded in
sincerity, has earned him distinction as the world’s leading authority on how to build trust in the world of selling.
Leading companies such as Gateway, Clear Channel Communications,
Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.
