Advanced Advertising:

FREE GAS CALL TODAY! The idea behind advertising is to catch people’s attention! Right? This tag line was precisely the way Cool Shades Vehicle Tinting caught people’s attention. The owner was looking for a way to create value for the customer and empathize with the people who suffer from rising gas prices.

Cool Shades in Saint Charles MO is offering a $50 gas card to anyone who gets their entire car tinted before August 30th 2006. The owner said, “The best way to increase business is show people that you care personally about them.” This Ad that ran in Saint Charles County Home Town Family Savings is a great example of how to advertise effectively.

The Ad: featured in coupon style, was to be cut out of and old time gas pump. It is really cool! To this date, this is probably the best example of putting the customer first and meeting the needs of the growing community.

Advertising like this takes customer service one step further than normal. This idea catches people’s attention because the business owner was able to empathize with the community (customers) and not just sympathizes. He knew & understood how increasing gas prices reduced the discretionary income contributing to things like car window tinting. But he does not feel down like the customers he servers.

Instead, this smart owner was able to back away from the problem (increasing gas prices) and offer a solution ($50 free gas).

Basicly reading this just saved you $50 on your next gas bill: if you pick up a copy of HOME TOWN FAMILY SAVIGNS.

I Set Goals! Why Am I Not Successful?

There are a lot of busy people out there. I’m sure you’re one of them. Just being busy is not accomplishing your goals. You know that but why? I know you work hard just like everybody else, and it seems like the only way to be successful is to “GET LUCKY.”

I was told a long time ago that LUCK is when: Living, Understanding, Connecting, & Kindness enjoy each others company or to put it in simple terms: “When opportunity meets preparedness.” ~ Brian Bush.

Living- breathing, moving, thinking, and learning.
Understanding- knowing the opportunities, knowing something, and putting it to use.
Connecting- finding the right situation.
Kindness- knowing that you must put the needs of other first.

Alright, alright, alright……how does all this tie into goal setting and being successful.

When you set goals it is important to attach a value to that specific goal. Simply saying I want to buy a house is an idea but it is not a goal. Let us think about this for a second. What are your values????

Do you value family, wealth, security, teamwork, planning ect……

Now that you have determined some of your values…..every goal that you set should be formed around those values.

If you value
Family: I want to save/earn enough income so that I can help my family
Wealth: I want to save/earn enough income so that I can obtain wealth
Security: I want to buy a home so I have security

When you attach values to your goals the goals you set become important to you. When you are working on value-goals those opportunities to get lucky open up.

Get lucky set a Value-Goal today!!!
Nathan Bush.
636.399.0416
http://www.nonprofitmindset.blogspot.com/
May 12, 2006

Close More Sales With Referral Based Selling

Many salespeople would like referrals, matter-a-fact it is what pays a lot of people’s living. Sales books and CD’s everywhere pride on referrals. It was a Thursday when I first introduced referral based selling into my sales process.

I was on a sales call and it hit me, like most good ideas. It was the first meeting of the day, and I was meeting with Bob from BBrook Auto Insurance. He was the owner of this franchise and was just starting out. He had been in insurance sales for a while, but decided that he wanted to own his personal firm.

His insurance policies focused mainly on high risk auto insurance sales. I was trying to help him advertise in Hometown Family Savings, the direct mailer magazine I have been selling for. The only reason I was in his office to begin with, was because of a referral from my hairstylist (anyways).

The conversation that closed 7 sales (including this one) went like this:

Bob: So, I want to purchase a ¼ size space I think it would help me out…
Me: Yes it would, and I understand you are ready to make a decision?
Bob: Yes I am!
Me: Bob, I don’t think it would be in your best interest to do so right now….
(I turned down a sale WHAT?) No I did not! follow me for a second
Bob: What?
Me: Bob, to help your AD do the very best, I think that we need to fill the page with other businesses that revolve around high risk auto.
Me: Do you consistently deal with any traffic lawyers or any other business that complements your company? If you do, we should have them on the same page… To receive the best response possible we should fill the page with companies that people go to when they are in high risk auto situations.
Bob: yeah that’s a good idea; I want my AD to be looked at more often.
Me: So bob, why don’t you talk to the people you do the most business with, and see if it would be beneficial for them to commit with you. Until then I can not sell you this space….See until this is the best decision for you; I can not let you make a mistake….

Thee days later I sold his entire network because it was in their best interest.

Five things that help close referral sales:
1. Integrity
2. Problem solving
3. Turn customers into salespeople for your company
4. Make the product desirable, but only obtainable with referrals
5. Patience (Don’t pressure customers into buying)

Volunteer Management

Recruitment, Retention, & Reward

Recruitment
The 4 Secrets of Superstar Sales People.
1. Positioning and Being Prepared for Volunteers.
2. Provide Potential Volunteers Time to Think.
3. Probe, Don’t Push Volunteers Away.
4. Prevent Misunderstandings (Use Good Communication Skills).

Retention
You must B.O.T.T.L.E your volunteers if you would like to retain them.

Believe in the volunteers
Offer Orientation
Train Volunteers
Trigger action
Listen to feedback
Evaluate their progress

Reward
The only way to truly reward your volunteers is L.O.V.E them.


Listen to their needs
Offer support
Value their work
Encourage volunteers

The best way to introduce a volunteer program is complete the 4 steps to reaching organizational maximization:
Research
Plan
Implement
Evaluate

College AH! Where did it Go?

“10 Steps For Students Who Are Graduating”

College is over! It is the end of the semester and graduation is this Saturday. I am truly the most scared I have ever been in my entire life. College has been fun though, and I have had some great times.

There were things in college that have shaped my thoughts, beliefs, and actions. After only 3 years its over! Up until now my life has been easy, fun, and comfortable; all I had to do was what I was told.

Man I had some great times!!!

Now it is time for me to be set free. Free?? Was not I free before? NO! I was in the educational system, and now I have the whole world in front of me. I have so many questions that I need to answer myself NOW:

What do I want to do for a living?
What kind of hours do I want to work?
What kind of benefits do I need?
How in the hell do I pay all these bills?
How do I become Wealthy?
How do my peers see me?
What do I want to be known for?
Do I have enough experience?
Who will give me the chance?
Will the person who employs me pay for my continued education?
How can I make a difference in the world?
What do I truly like to do?
What needs to be done?
Where are all my friends now?
What kind of jobs are they getting?

The list goes on and on, but there has to be a rational way to take the step from college into the real world right? Answer: Yes! There is a logical step by step guide to follow.

Here are the10 steps for students who are graduating:

1. Email people
Send an email to all your contacts (teachers, friends, family, coworkers, business owners ect...) thanking them for all their support guidance through your college experience. Let them know how much they mean to you.

2. Keep a journal
Write down your best marketable qualities. Write down things that happen to you. Keep writing all your ideas and review them at the end of the month.

3. Talk to everyone about your skills (Network- not neteasy-netWORK)
Go to seminars, association meetings, and family events. Use these opportunities to build relationships with people. Call other professionals and ask them if they have time to talk to you about their job.

4. Read a motivational book or magazine on success
There are many books written to inspire you as well as focus your attention on your personal best qualities. Try to apply principals that you learned in books, to your life

5. Listen to speakers on your Ipod
It may sound funny but I did it and it helped me focus my personal goals as well as teach me how to negotiate my salary.

6. Review interview question
I feel it was important to practice before the “game.” It dose not matter how good of a programmer you are if you can not sell yourself in the interview.

7. Do something to help other people for free
Zig Ziglar states “You can have everything you want in life if you are just willing to help enough other people get what they want first!”

8. Write your resume
By the time most people graduate they already have completed this step.... but, go back and review it. Try to structure the resume to the specific job you are looking for.

9. Find a mentor – someone you look up to for guidance

10. Set personal value-goals
Read my section on setting value-goals and it will make a difference in your life.

A Testimonial from a Volunteer

I am a volunteer, and I was asked to help your organization. I am dedicated to helping the people this organization serves.

I am your volunteer, and I need an orientation. I am not just free labor. I am not here to just clean the floors or take out trash (although I will).

I am a volunteer, and I want to make a difference. I have a career already, and I came to your organization ready to use the skills I have already developed to fulfill the (organizations) mission. In every way I want to help because I love what this organizations stands for.

I am a volunteer, and I want people to at least say thank you to me, when I do something.

I am a volunteer, and I spend my own money, time, and resources to help this organization.

I am a volunteer, and this organizations success depends on my ability to perform. I struggle with my family, friends, and peers; they do not understand why I a volunteer.

I am a volunteer, to give to the community so that other do not have to suffer, so that kids can grow up with the right head on their shoulders, so that people can have the same opportunities as myself.

I am a volunteer, and I would put my life on the line to defend this organization because I stand by the principals from which it was founded. I want people to know that the values of this organization are the same as mine.

I am a volunteer to bring peace in the world, to those who are attacked in this world’s war, and they don’t know why, or how come.

Yes! I am a volunteer, and I know that this organization, with all my heart, represents me and I represent this organization. Where you lead me I will follow and where I lead you, you too will follow.

I am a volunteer changing the world, living in the world, and helping the world one person at a time.

Are you a volunteer?

Any Business Owners that Need Training Call Me!!!

8 out of 10 businesses will fail in the first year of operations. Each and every day I find another business owner that actually has no clue what in the world he/she is doing. There are so many businesses out there that fail and now I understand why.

Today while I was out soliciting potential advertisers, I found a couple more of those business owners that I just wish had a clue. Today started Ok things were going fine. The first business owner was perfectly normal. He pretty much had things under control. But things went down hill quickly.

At one point I remember going into a restaurant and I remember the owner saying to me, “we already advertised on the radio, in the newspaper, and other publications for May. None of them have worked out.”

I ask him, “How do you track your response, how can you tell if they worked or not?”
With a confused look on his face he replied, “Track my response?”
I said “yeah, you know, how do you measure your return on investment?”
He looked puzzled and responded, “Return on Investment?”

I sat down with him and tried to helped him understand that a return on investment means an increase in the amount of money you make after (advertising) spending money to better the business and so on…..

I still don’t know if he understands, but what I do know is that if there was any way at all to help this business owner I wish I could do it. Training business owners seems to be 80% of sales.

When I finally help this business owner understand what is going on I am sure he will buy from me. The reason he will buy is because I know our Direct Advertising Magazine (Hometown Family Savings) will help him grow his business. He just doesn’t understand that yet.

Why do businesses fail? Many people will tell you things like:
Lack Of Capital
Poor Management
Flooded Market
Trend Dies

I think a business can only grow if:.
Research The* owner is well educated
Plan The* owner sets Value-Goals
Implement The* owner practices horizontal leadership
Evaluate The *owner does not have a self-destructive attitude.
*Owner can be replaced with CEO, President, Boss, or Manager

Do you understand Return On Investment (ROI)?

The Value-Goal

"How to set goals that will be accomplished"

Every book you read will tell you that you need to have goals. You need to set goals, and you need to complete goals. That is true; however, what is a goal if it doesn’t mean anything to you. I could set a goal to build the tallest building in the world, but what actually happens? Nothing! Unless I attach a VALUE to that specific goal.

I have six personal values that guide my decision making and help me set goals:

Education
Charity
Respect
Leadership
Organization
Teamwork

Every goal I set has these six values attached to help me accomplish my goal with promptness and efficiency. When you attach a personal value to your goal, only then does the goal become important and obtainable.

So, how come some people never reach their goals?

Simply, It was not important to them. They did not have a VALUE-GOAL they probably had an Idea. The difference between an idea and a goal (value-goal) is: an idea is a feeling that something is likely. A VALUE GOAL is based on your core principles, and is a measurable something that (if not accomplished) will tear on your personal foundation.

Every time I am granted the gift of leadership, my personal plan is form all around my values.

In 2005 I was on the Executive Board of a Lindenwood Student Organization. I though it was time to implement a rewards system that would further ingrain these six values in all the students that went through the program.

I thought of these six awards:

Highest Scholar Award (highest grade point average) – Education
Heat Award (person who did the most volunteer hours) – Charity
Campus Citizenship Award (Person that demonstrated best integrity) – Respect
Valued Leader Award (high leadership skills) – Leadership
Prompt and Prepared Award (On time and prepared)- Organization
Committee Award (Best Committee) – Teamwork

Having specific “VALUE-GOALS” to achieve each semester will create a culture in that organization that is focused on significance, service, and success. If it is true that success breeds success then VAULE-GOALS matter. This rewards system was also a perfect demonstration of how to set VALUE-GOALS. If a student wanted to win an award they automatically knew the value that was attached to their goal. This made competition tough, but it helped move the organization into a more successful mindset.

Students that were once a part of this organization are now very successful. The key to their success is the ability to set VALUE-GOALS.

Why do I want to graduate from college? Answer: because I value my education.


How do you set goals?

My Fiance is the best salesperson ever.

My fiancé is the best salesperson ever.

My fiancé is the best salesperson ever. Not to brag, but I learn a lot of things just from paying attention to her.

It was two days before this past Valentines Day (February 2006). She said to me, “Nathan, what are YOU doing tomorrow?” I just knew what was coming next….. She was going to ask me to go eat lunch with her, or waist my time when I had work to get finished… (I was working on deadline for a few accounts…. in sales).

So, I responded the only way I could, “I’m working tomorrow and it is deadline. I’m really busy. “Awe……pause ...she said. “That’s okay.”

Then she asked me (In her sweet lets go get lunch voice), “where are you going to be at?” and I was on to her trick. I said “all over town.”

She chuckled as she closed the sale on me like this……

“Well that’s great” she snickered….”I picked out my Valentines Day gift. It’s at Victoria’s Secret behind the counter on hold. All you have to do is go there and pick it up!” She said with a huge smile on her face.

What could I say…. She had made it easy, quick, and convenient to buy. How could I honestly say NO!?

I couldn’t!!!!

When I got there, and she had placed not 1 but 2 items on hold. What could I do I had to get both. I was thinking for our first Valentines Day I would spend, ya know, maybe $20 and move up from there over the years. Nope! $150 all because she is a good salesperson…..

Message sent…….message received.

How convenient is your service or program to buy?

Horizontal Leadership

What do most people think of when they hear the word “leadership”? Some of the answers I received when I asked over 300 people at Lindenwood University this very question were, “strong, powerful, the boss makes decisions, likeable, and courageous.” People tend to associate a leader as a person who is over a group of people.

Leader
Followers
Followers
Leadership as defined by the dictionary is to influence people’s actions, beliefs, and/or decisions.

Leadership in the most common understanding takes a (visually) vertical approach. Kouzes & Posnes in their book Leadership the Challenge state, “The climb to the top is arduous and long.” Many people describe a leader as someone who, “is at the top of the ladder.” They make take charge. Leadership is recognized as the person who has the most influence, therefore recognized at the highest point in a group.

Horizontal Leadership
I’m here to tell you that leadership is not at the top (visually) or at the bottom (visually, as in servant leadership). Leadership is horizontal. What does this mean?

Followers Leader Followers


True leadership (influencing people’s actions, beliefs, and/or decisions) can only happen if the leader is seen on the same level as the rest of the people in the organization, group, or association. They share the same values, ideas, and beliefs. When people who are peers feel at any time that they are below the leader, anxiety well be felt by the peer group, and they will ultimately be envious of the leader’s position.

This was very obvious this in 2005 when I was working with a campus organization at Lindenwood. There were about 35 people in our organization and many of them were very ambitious people. Paul was the president of the organization at the time.
Paul was a very effective leader.

He had this ability to help people reach their full potential, and in turn the organization grew leaps and bounds. One day I ask Paul, “how are you such a great leader?” his answer was profound he said, “I ask others for advise”

The goal of a leader is to help their peers understand that they are on the same level. A great leader truly and honestly appreciates the input from others. My idea behind leadership is that a leader organizes other people’s thoughts, beliefs, and ideas to be productive. A leader is not the first to go into a room, a leader is the person whose peers have the desire to find out what is in the room, and the leader organizes the trip.

How do you see leadership???

For Part 2 of Horizontal Leadership:  Click HERE

Ten Tips for Successful Phone-Drives that Raise More Money

1) Make your donation first
How can you honestly expect someone one at the other end of the phone to make a donation if you yourself haven’t even made a donation? Wanting someone else to do something you are not willing to do dose not make much sense. Do you believe in the organization? Well then make YOUR donation.

2) Have the Story
Every successful phone drive is backed by a strong success story by the organization. Get everyone making the calls to understand the story and be able to recite it from memory. Powerful stories provide pictures for the prospect to visualize when making a big commitment.

3) Your smile will bring their smile
Smile before you dial. It is important to love what you are doing and why you are doing it. If you are not smiling your prospects will be able to tell, and a very small number of pledges will be make that day.

4) Find the decision maker
If the prospect says, “I need to talk to my husband.” You might respond, “Is he the one that will ultimately make this decision.” “I would love to talk to him. When is he available?”

5) Ask for exact amounts
It is better to ask for an exact $25 or $75 commitment. You might say “with your support last year at $25 the organization was able to accomplish amazing things…..this years we would be great if you were in a position to give at the $50 level or higher???”

6) No! “I don’t know enough information”
When a potential donor says “no” all that means is they don’t kNOw enough information about your organization. You believe in it or you would not be calling them. Well you kNOw way more information than they do, and it is your responsibility to help them understand WHY they should donate.

7) Think in their best interest
List the benefits of donating to help the potential donor see how they are exactly helping. If they are going to be recognized tell them how. Getting a potential donor to commit to a donation is as simple as helping them see how they will benefit from the donation……even when they benefit by feeling good about doing something right!!!! Help them to feel the way you feel about the organization!!!

8) Suggest different giving amounts
Never ask for money like this. “We are raising funds for the Boy Scouts. Do you want to donate?” It is better to give them a choice. Try this for example, “we have three levels we are excepting pledges at. First, the bronze level at $25 will help people like Dale make it to camp. The second level is the silver level at $50 and so on….”

9) Negotiate
Often prospects will say I can not afford to give at any of the levels you are asking. That’s Ok! Ask them why. They might respond “I do not have that kind of money available.” Your response might be “that’s ok I know how you feel, many of our top donors felt the same way before they made their decision, what those select few top donors have found out is that giving at that stretch level is not as hard as they had though. In fact year after year they continue to support our organization at the same level. If you would like to be a top donor we can work out a payment schedule.”

10) Follow up! Always follow up!

***Eight Ways to Improve Your Business Writing & Profitibility Today***

“Guaranteed or your money back!”

1) Lead with the need
Get to the point right away. Tell people everything as soon as possible. In a nonprofit let people know exactly what the need is first. The need is the strongest point your organization can make.
For example :
3,000 people in your county are homeless. We want to see this number reduced drastically by May 15th 2006.

2) Build creditability
If you are a new organization find a way to build creditability by attaching your organization to established company. If you are an established company remind your audience of that. People want to do business with companies they know are established.

3) Less is more
Do not ramble on and on. Say what you have to say and stop writing. The shorter the better. Don’t try to make too many points all in one piece.

4) Who, what, when, where, why
Try to establish the 5 “W’s” as soon as possible. The reason this article is effective is because in the opening headline it establishes the “5 W’s”. Who: You, What: Writing, When: Today, Where: In Business, & Why: Increase Profitability.

5) Encourage people to take a positive action
If you don’t tell people what to do they will not do anything. Be specific in the directions, and don’t let your audience leave before they know what they are doing. If you want them to donate tell them to! Match the need to the positive action.
For example:
Donate today and you can help house 3,000 of the homeless people in your community, please call 555.555.5555

6) Be repetitive, Be repetitive, Be repetitive
This is self explanatory. Be repetitive, Be repetitive, Be repetitive!!!
With every piece of literature you create Be repetitive Be repetitive Be repetitive. It works!

7) Write to a very specific audience
All this means is target your message. Keep in mind which group of people you are calling on to take a positive action. The message should feel to your reader as though it was written specifically for them.

8) Be Looney, Opposite, Unique, or Different ***(LOUD)***
If you can make people stop and think, they will remember your writing. The more different your writing is the more people will talk about your writing to some one else. Remember to make your writing as LOUD as possible.