Tag Archives: Sales

Technology Backlash: Good Old-fashioned Business Success Comes with the Personal Touch

slider-image-JoanneHello? Is anybody there? 

One of the biggest problems sales people face with social media and technology is the lack of real, meaningful contact and communication.  Sure, it’s quick and easy. But when it comes to closing deals, does it really produce the results you need?
Joanne S. Black, author of the new book Pick Up the Damn Phone! , How People, Not Technology, Seal the Deal, is on a mission to help people learn the importance of personal contact.  Her manifesto is simple – to make a real connection and achieve true, meaningful communication, you have to make a personal and even in-person contact. Her goal is to get people to tweet less and talk more to the customers and contacts who really matter.

“It’s easy to get sucked into technology,” she says. “But the personal touch is the best deal maker there is.  Relationships matter more than anything else. The digital world—as great as it is—threatens personal connections. Humans need personal contact with others. Email, texting, social networking—these certainly have a place in business today, but none of them replaces the power of a personal connection.”

Based on years of research and experience, her book describes what she sees are the critical elements for success, particularly in business, where the creation of the powerful personal trust with executives and clients is necessary to produce immediate and long-term mutual economic benefits. Here they are:

  1. Stop Typing. Stop Texting. Get Personal Right Now. Pick up the phone and call. Go down the hall, take a walk, get in your car, take a train, get on a plane, hop on a bus, take the metro, and GO AND SEE THE RIGHT PERSON OR PEOPLE RIGHT NOW.  Make arrangements to see the people you work with face-to face. Go and meet your prospects and clients in-person. Thrash your competition. They are still tapping away on the keyboard. Even in our technology-driven world, nothing replaces a handshake and in-person interaction for both building and maintaining business relationships. Face-to-face meetings aren’t luxuries.
  1. Our Smart Phones Are Not So Smart Everyone looks down at their phones–bumping into people on the street, at networking events, on muni, at restaurants, in bed, at home. Our addiction to technology is bleeding into our personal lives. There’s no conversation. Kids are ignored. When you used to go into a public place, you assumed everyone was in that place with you. Now everyone is somewhere else. No one is talking. No one is connecting.
  1. Are You Spammed? Salespeople think that technology can do their job. They are under the mistaken beliefs, that if they do some research, identify specific trigger events and mutual connections that they can now spam away. It’s like digital snake oil. Executives don’t have “Meet with Salesperson” on the top of their list. They will always take a meeting with a personal introduction from someone they know and trust.
  1. We’re Smarter Than Our Buyers The digital buyer, Buyer 2.0 learns all about us with a click of the mouse. Salespeople are armed with the same tools. Even though buyers may know a lot about us, we know just as much or more about them. Clients don’t usually recognize exactly what they need. We do. Because so much information can be found online, the standard is now higher for sales to add value. Information isn’t knowledge. Knowledge comes from wisdom and experience. Just being tech savvy doesn’t mean you’re smarter than your buyer.
  1. Message to Marketing:  Keep Your Hands Off My Clients It’s up to salespeople to nurture their own relationships—not just with marketing automation, but with one-on-one conversations. Marketing should not be qualifying leads. That’s our job. Not only is generating leads our responsibility, it’s a task you don’t want marketing (or anyone else) doing for you. These are your clients, and you must continue to cultivate these relationships. These are the people who can send you the best, hottest referrals. So marketing–keep your hands off my clients.
  1. Bring In Your Team! Don’t be a lone ranger. If you are the manager, bring your technology experts with you. If you are the technology expert, bring your manager with you! Knock people’s socks off by giving them access to the right people that matter to the solution of their problem.. Show clients that you trust your teammates and that they can trust you. When we share data, strategies, best practices and even people, you make the best impression and win loyalty that lasts for a long time.
  1. There’s No Such Thing as a “Warm” Call.  If you don’t have a referral introduction, your lead is freezing cold—even though you mistakenly think you’ve been able to avoid sounding like a pesky telemarketer. Walk straight into meetings with your ideal prospects—without cold calling or trying to figure out how to bypass the gatekeeper. If you’ve been introduced by a trusted source, these gatekeepers will welcome your call. The secret isn’t duping them (trust me, they’re onto you). Make referral selling your primary sales driver and convert more than 50% of prospects to clients.
  1. Shine the Light! Prove that Live and in Person is the Best! Social networking isn’t the next big thing. You are! It’s not technology, but rather the person using the technology, that sets people apart. Social selling is a great way to expedite the first few important steps in prospecting; researching potential clients and identifying referral sources. Beyond that, it’s not social intelligence we need; it’s relationship intelligence that seals the deal.

It’s people, not technology, that seal the deal. It’s the real thing.

About the Author

Joanne Black is an expert on referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. She is the author of the book No More Cold Calling, and a popular speaker who teaches people how to build their referral networks so they can quickly attract more business, decrease operating costs, and ace out the competition every time. Her clients include Autodesk, KPMG, Bank of Marin, California State Automobile Association, Colliers International, Sage Software, and many other companies. She is a member of the National Speakers Association.

She has a Bachelors Degree in English from the University of California at Berkeley and a Certificate in Training and Human Resource Development, with Honors, from the University of California Extension.  Joanne lives in San Francisco, California.


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Is Your Leadership Hurting the Bottom Line?

leadership4 ‘Bad Leader Behaviors’ That Affect Productivity, Profits

What can business leaders and managers learn from watching the earnings of publicly traded companies?

“Plenty,” says Kathleen Brush, a 25-year veteran of international business and author of “The Power of One: You’re the Boss,” (, a guide to developing the skills necessary to become an effective, respected leader.

“When looking at the corporations reporting lower-than-expected earnings, you need to read between the lines. They are not going to admit that the reason is a failure of leadership, but 99 times out of 100 that’s what it is.”

She cites Oracle, the business hardware and software giant, which recently reported a quarterly revenue shortfall based on a decline in new software licenses and cloud subscriptions.

The company is “not at all pleased with our revenue growth this quarter,” Oracle co-president Safra Catz told analysts. “What we really saw was a lack of urgency that we sometimes see in the sales force …”

They are pointing the finger at the employees, but they are really admitting a failure of  leadership, Brush says.

“Do you know how simple it is for managers to motivate sales people? If indeed the lack of sales urgency is the problem. There are dozens of bad leader behaviors that can cause sales to decline,” she explains.

In her work for companies around the country, from restructuring operations to improving profitability, Brush says she sees an epidemic of bad leader behaviors.

“When I point them out, most leaders downplay, or refuse to acknowledge, the impact their behaviors are having on their bottom line. But, in companies where leaders change these behaviors, employees become engaged and motivated. It is really that simple to increase productivity, innovation, and the bottom line,” she says.

“If you’re a boss examining your own lower-than-expected performance, instead of wasting time searching for scapegoats, look in the mirror. Most bosses unwittingly exhibit bad leader behaviors daily that cause their businesses to suffer.”

Here are four increasingly prevalent and damaging behaviors:

• The unethical boss: This is a category that doesn’t just annoy employees, it appalls them. As such, it’s a powerful demotivater. When a boss breaks or fudges the rules, cheats, lies or indulges in behaviors that reveal a lack of moral principles, he or she loses employees’ respect. Without their respect, a boss cannot lead. In addition, when a leader indulges in unethical practices, he gives his employees permission to do the same. Padding mileage reports, splurging on business travel expenses, failing to take responsibility for mistakes – they all become endorsed activities by the boss – the role model.

• The unfair boss: Our current societal efforts to treat people equally – think gay marriage, health care reform, the children of undocumented immigrants – have led to confusion among some leaders about “equality” versus “fairness” in the workplace. “I talked to a manager who gave all his employees the same pay raise because ‘he wanted to be fair,’ ” Brush recalls. He then seemed mystified that the productivity of his best employees declined to that of an average worker. “Rewards can be powerful tools of motivation, but they must be administered fairly.”

• The buddy boss: Bosses can never be buddies with their employees. Ever. Friendships neutralize the boss’s authority and power. They can also cloud a leader’s objectivity and hinder her ability to correct behaviors, to delegate, and to hold employees accountable. When friendships compromise output, it’s the boss who will be accountable. “Be friendly to employees, but do not cross the line that muddies the relationship between boss and friend. It could cost you your job.” Brush says.

• The disorganized boss:  Workplaces are filled with employees who lack direction because disorganized leaders don’t deliver and manage plans and strategies to guide their teams. What’s the chance of an unguided team maximizing its productivity to create competitively superior innovative widgets? “What’s the chance of employees being inspired by a leader who leads like a doormat or by random thoughts?” says Brush.

“As a manager, you wield a tremendous amount of power,” she says. “You can be an incredibly negative power or a positive one who’s looked up to by both peers and employees.”

“For the latter, bosses have to purge the bad behaviors.”

About Kathleen Brush

Kathleen Brush has more than two decades of experience as a senior executive with global business responsibilities. She has a Ph.D. in management and international studies. Brush has been teaching, writing and consulting on international business and leadership for companies of all sizes, public and private, foreign and domestic.



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How To Harness And Utilize Advanced Selling Skills

Selling Skills

While the idea of garnering advanced selling skills sounds like a daunting, time consuming task, it can actually be a relatively simple transition.

To become an advanced salesman requires a different approach and to attack problems from a different angle. In turn, this requires the salesman to look at the sales process in simpler terms. The key to obtaining advanced selling skills is not to work harder, but to work smarter.

An advanced salesman is everything the smug, pushy salesman is not. A salesman with advanced selling skills is not short-sighted. They look for long term gains by aiming to build relationships with their prospects that revolve around mutual respect. Learning this and other aspects that go into gaining advanced selling skills takes time, dedication and a patience to learn. These advanced selling skills can also be taught directly from a training sales manager as part of a sales and management training program.

Here are a few comprehensive tips that can help a salesman at any experience level gain the advanced selling skills they need.

Intentions Come First

As a salesman, it’s important to make your intentions clear to the customer within those first few moments. In other words, never candy coat the reason for you being there on the sales call.

So how does this help a salesman? It saves them valuable time. By making their intentions clear and direct from the moment the salesman arrives, the prospect has a chance to make it very clear that they’re not interested, which lets the salesman know not to invest too much time into that particular customer, and it allows the salesman to quickly move on to the next prospect.

Share the Negatives

Whichever product or service the salesman is pitching to the prospect, it more than likely comes with a few drawbacks. It’s important to explain these drawbacks during the initial sales pitch.

But what if it kills a sale? While that is a possibility, not relaying the negative information only causes mistrust between the salesman and customer. Doing this also eliminates any unwanted refunds from customers.

In addition, the customer is bound to notice these negative aspects eventually, so it’s ideal to come forth with the drawbacks in the beginning and let the prospect know that the salesman is straightforward. This also instills a sliver of trust with the customer.

The Closing

All great salesman who possess advanced selling skills have one characteristic in common: They know how to close the sale and ask for the customer’s business. While this is certainly one of the more obvious skills that an advanced salesman should possess, it can be surprising at how often a salesman waits for the prospect to come to their own conclusion. Ask for their business in a direct manner. Give them guidance and a quick recap of the benefits. This saves the salesman and the customer time and allows the salesman to spend effort and time on other prospects that could lead to more sales.

Learning how to perfect these and other advanced selling skills is made easy by utilizing a sales management development program or by taking advice from a training sales manager.

Featured images:

Anne Harvester is familiar with customer service and how to successfully use selling skills to sell products. Anne refers to Learning Outsource Group when in need of additional professional assistance. Add Anne on Google Plus.



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Don’t Bite the Hands that Feed – Your Customers Deserve Better


It has been a tough couple of years out on the high street. We are still managing to survive yet we have had to make some changes into how we operate. Cutting back on spending has been our focus along with improving our sales through marketing, excellent customer service and reliable products. One of the ways we have managed to keep trading while others around us have closed is by being flexible and making cutbacks, such as moving into a cheaper property.

Moving to a smaller shop was never going to be easy for us but it was a step we needed to make in order to keep our doors open. The reduced cost in utility bills and rent have meant we could afford to cut back on our prices to keep serving the customers excellent quality goods while they also struggle to keep their heads above water. It’s a war out on the high street but one that can be won with careful planning and even more careful spending.

The Doorway Caused Instant Problems

Sadly when we moved to the new premises we noticed that there were some problems that needed to be fixed right away. The door to the shop was a huge problem as it was small with a step up to it. We serve items to everyone and there is no way we want to turn anyone away from our store so we had to address the issue of access so that all our customers, new and old, would be able to enter and exit the shop without any problems. The door was a problem and so we set about sorting it out right away.

We contacted some access consultants and spoke to our landlord. Thankfully the agent was more than willing to help us to make improvements. We were given permission to replace the door and add a small ramp to the exterior of the property. The landlord even chipped in with some of the costs which was not something that we were expecting to happen.

Why go to so much Trouble?

Why did we go to the trouble of sorting out the access? You may think we were silly spending our money that we didn’t need to while making cutbacks everywhere else. When you think about it carefully it does make perfect sense. We make our living by selling to the public. Our product range includes items for men and women of all ages, so we have to be able to welcome men and women into our store. Without them we can’t make sales, which would result in us having to close down and only focus on online sales.

The new doorway and ramp now meant that everyone had the ability to access our store. People that use wheelchairs, mobility scooters, mums with pushchairs and prams and anyone else who might have problems with a small door and a step can now come and go without any problems. The door only needs a slight nudge for it to then open on its own, meaning it’s easy for everyone to open. Shoppers overloaded with bags don’t have to battle with the door anymore!

Your Customers are Your Lifeline

Providing excellent customer service includes welcoming people from all walks of life into your shop. Investing in making your property more accessible makes perfect sense. We saw an increase in footfall immediately and all of our old customers who couldn’t access our new shop were thrilled that we went to the effort to welcome them in. A simple change to the entrance can result in a dramatic rise in sales, something worth considering I think you’ll agree.

Aki Hashimoto specialises in writing, providing DDA Audit and disabled access news to businesses in the UK. Find out more by following @EqualityAct2010 on Twitter.


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Five Tips for Making a Positive Online Impression

jobs_that_pay_40_per_hourJust because you’re running an internet business and not meeting your customers face to face, it doesn’t mean good service is unimportant. On the contrary, with so little to distinguish between so many faceless online operators, giving your customers something positive to remember you by is absolutely essential. But what can you do to make sure your customers recommend rather than forget you? Here are five ideas to give your business a boost!

1. Make sure they know what they’re getting

Buying online is not the same as buying in a shop: you can’t pick the item up, read the box, check the size or colour or ask the sales assistant for advice. Unless it’s a widely available product which people can find out about elsewhere, you’re going to be the only source of information they have. And, of course, if they have to go looking for information elsewhere, they’re just as likely to buy elsewhere – probably more so! Last but not least, make the description accurate, because if your customers don’t get what they’re expecting, they’ll just return the item. Then you really will be out of pocket, as you’ll not only have to refund the cost of their purchase, but you’ll still have to pay delivery charges both ways.

2. Offer them an incentive

People like to feel they’re getting a bargain – check the prices of your competitors and make sure you’re competitive; offer quantity discounts to encourage people to spend more; you could even give away a free gift with every order – it doesn’t have to be an expensive one, but it’s the sort of thing people remember!

3. Keep them informed

Make sure people know the status of their order at each stage of the process. Send an email to confirm you’ve received it, with an estimate of when you’re likely to dispatch their purchase. Send another email when you do dispatch, so they’ll know when it’s likely to get to them, also telling them whether they’ll need to be at home to sign for it.

4. Deliver to them safely and on time

You may not be making the actual delivery yourself, but you’ll still be held responsible if it goes wrong. Find a reliable courier that you can trust to make your deliveries on time and to treat your goods with respect. Good quality packaging materials are also important – even the most careful courier can’t guard against every eventuality. Going for the cheapest option in either case will nearly always be a false economy, because the money you’ve saved will soon be dwarfed by the lost sales and replacement costs incurred by a lost or damaged delivery.

5. Ask them to provide feedback

There are many places where your customers can tell the world about the service you’ve provided. If you’re selling on Amazon, for instance, you’ll probably already know what a positive effect a good rating can have on your sales. If you get a bad review, don’t ignore it – a well-handled complaint can make as good an impression as a perfect transaction, because it shows you care what your customers think. Other sites like Trustpilot are also good for generating positive word of mouth about your business, while social media sites allow you to engage with customers and let them know about new products and special offers.

About the Author: Dave Smith is lead copywriter and blogger at Davpack packaging suppliers. At the time of writing, Davpack has a lifetime rating of 96% on Amazon and a 97% rating on Trustpilot.



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Three Tips To Make Your Sales Team Kick Ass

Even the best sales people are only as good as the information they’re given. In the modern business world things can change three times between the start of the workday and lunchtime and another four times before the business day ends! Giving your team the power of customized sales apps tailored to your unique business needs can give them the edge they need to close that big deal or secure that monster customer you’ve been trying to hook for months. Sales apps customized to specific needs are a great investment for any company! A business-specific sales app doesn’t need to be overly expensive, and the possible cost of not having one can be enormous.


Lead management is another consideration. If your sales people can click their lead management app at the end of a meeting to tell you what prospects have become definite clients, which ones aren’t worth wasting time on, and which ones maybe need a little extra “nudge,” you could save yourself and your company unbelievable amounts of man hours and money by targeting leads that really have potential as customers. Sales people spend about five hours of work time on average for every sale they make, and a dedicated lead management app internal to your business can help you target their efforts more efficiently.


Other sales apps can help your team keep in touch from remote locations such as outlying towns or even other countries. By setting up functionality that allows them to instantly access everything from production figures to shipping manifests, you can give your sales team just the edge they need to negotiate a bigger deal at more attractive terms for your business. These apps can also be used to let you know immediately if the climate or timbre of the negotiations has shifted favorably or otherwise, keeping you in the loop and up to date at all times.


Anything that gives your sales team another tool to be more profitable and generate more revenue is worth investigating, and sales apps are less expensive than ever before. With customizable interfaces for iPhone or Android phones, your people can simply upload your custom app to their phone and voila! Instant communication and access to the information they, and you, need to stay competitive and one step ahead of the other company.

By creating custom sales and lead management apps for your sales teams, you combine the power of your business with handheld, one-touch functionality. If your sales team can readily access facts, figures, data, and charts, you don’t have to worry about a slick talker fudging numbers and winding up with an unhappy client, and the fact they can access this data right from their phone is sure to impress potential clients. The best part is that you can focus on other aspects of business knowing that, whether they’re just down the street or negotiating a deal in Dubai, your sales team has a secure and ready means of letting you know the minute something changes.

Liam is what you can consider a sales expert and enjoys sharing his expertise. For more information about sales apps please visit


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Fear – An Occupational Hazard to Sales Representatives and How to Deal With It

One of the most common problems that many sales representatives face right now is fear – fear that the economy will decline further, fear that he won’t be able to generate sales leads, and fear of what the future will bring. This happens to most sales representatives, but if they let fear get to them, then it will affect their performance at work.

There are valid reasons as to why he feels all these though. After all, the country hasn’t fully recovered yet from the financial crisis. In fact, we’re still walking on eggshells that one huge crack could spell disaster to the whole country. However, this doesn’t mean that we have to focus on our fears and not move forward.

What causes fear and what are its effects?

Fear is caused by the current market conditions and the uncertainty of the future. Because most people are going through tough financial times, there is the fear that you won’t be able to get your current clients to purchase your products or avail of your company‘s services. If you can’t get them to purchase, what more can you do to get new customers, right?

If you let your fear rule you, then you’re letting so many opportunities of making a sale pass you by. Not only will this affect your work performance, but this will also affect company sales and revenues. After all, the more you dwell on negative things, the harder it becomes to get up and fight, and the more you become inactive, the more potential sales and profits your company loses. If you become an unproductive employee, then you are sure to lose your job.

Dealing with Fear

Fear is natural, but you have to let go of it if you want to keep your job and be a productive sales representative. Here are some tips on how you can deal with fear.

  • Don’t focus on the financial crisis. You can’t do anything about it but adapt to the situation and do the best that you can. Instead, focus on the bigger picture, which is to provide for your family.
  • Get past the “call reluctance” stage and start getting in touch with your current customers. Yes, they may not need your company’s service or product right now, but they might know someone who does. They can refer the potential customer to you. Furthermore, there’s also the chance that your clients do need what you’re offering but have forgotten to call you about it.
  • Stay away from other sales representatives who are complaining of the current financial situation. It won’t do you any good to indulge yourself in “isn’t this just terrible” conversations. The more you join conversations like this, the more it’ll feed your fear and insecurity, and the more it’ll affect your performance.
  • Think of new things to generate sales leads. Don’t just communicate with old clients, but actively look for new ones. Visit new neighborhoods and communities. Who knows, you just might get new clients there.
  • Finally, relax. If the stress is too much, then take a breather. Go somewhere nice with your family and enjoy a small vacation, but don’t think of work. You’ll be surprised to know that this can make you feel more energized and ready to tackle your problems.

Jennifer Dalenberg mainly writes for marketing companies such as Vantage Marketing, one of the top pest control marketing companies in the country. She mostly writes about sales articles, how to be a good sales representative, how to deal with pressures at work, etc.


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How to Improve your Business Negotiating Skills

In today’s highly competitive business environment, having good negotiation skills can make the difference between recording great sales and going through a slump. In order to take your business to new heights, great negotiating skills are vital.

Tips to Improve Business Negotiating Skills

Here are some tips that will help you to improve your business negotiating skills.

  • Always be prepared: When it comes to successfully negotiating business deals, information is king. You need to be thoroughly prepared before you enter into any kind of negotiations. Research the business and products or services of the person who you are negotiating with. Know who your competitors are and also be aware of standard practices in your field, so that these cannot be used as leverage against you. It is also very essential to know what is important to the other person and what their expectations from the negotiations are. Lastly, you should be absolutely clear about what you want from the negotiation process. This means you have a clear idea of what your walk away figure will be, and you know exactly what is the very least that will be considered acceptable.
  • Learn to listen: The only way to know the other person’s interests is by listening. This means you need to pay attention to everything that is being said, but also keep your eye on the other person’s body language. Visual clues can be a big giveaway of what the other person is thinking or what they want. Once you master the art of listening, you can come up with workable solutions to peoples’ problems and hence negotiate better deals.
  • Be open to compromise: In rare cases you may be able to negotiate a deal on your terms only, but it is more realistic to know that compromises may have to be made. You need not compromise on things that are absolutely critical to you, but you should have areas in which you are ready to offer a compromise. This goes a long way towards making the other party feel that they are getting something from the deal too and is an extremely effective negotiating technique.
  • Be prepared to walk away: Another essential negotiating skill is knowing when to walk away. Once you have outlined the best proposal that you can possibly offer, be prepared to walk away if the other party wants to negotiate further. This is a very effective way to close deals; however, you should be prepared to lose the sale should your bluff be called.

Esther is a financial blogger and writer, who writes about everything from contractor tax to how to set up an umbrella company.



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Start a Fundraiser for Your Business

While it may seem promising, fundraising can be intimidating for some businesses, provoking us to steer clear of the effort and time it entails. While intimidation may have provoked you to shy away from the practice of fundraising, the products sold and some sales tactics you may have experience from other fundraisers may have caused you to discount fundraising and the benefits altogether.

Successful fundraising that won’t make you cringe can require seeking the right product or service to sell, one that won’t cause you to hide in shame but will, rather, provoke pride in your cause and efforts. Before deciding on your next fundraising project, take the time to do some research to uncover what products, services and tactics will benefit you and your company as well as the cause in which you are trying to raise money. Research of the fundraising market, tactics and aspects of events, along with products and services can provide valuable information that can take your fundraiser to the next level and reward the hard work involved in promoting and holding successful efforts.

Product Sales

Exciting, beneficial and energizing are just some of the characteristics a good fundraiser should evoke. In order to benefit without leaving yourself exhausted as a fundraiser concludes, a team of trained and willing volunteers can take a lot of the stresses and provide help that is vital to the success of your benefit.

Members within a community can be helpful, providing both physical and mental power needed for your fundraiser while also providing you with networking opportunities through the family, friends and people they know. Members of a neighborhood or community will be familiar with the residents, businesses and aspects that make the area and people diverse, giving you information and outreach opportunities that you may not otherwise experience without their help.

Additional Fundraising Ideas

While manpower and volunteers can be a great source of help for your next fundraiser, it may not be feasible to gain the type of help necessary for your particular situation or fundraiser. In such cases where gaining valuable volunteers is not feasible, it may make more sense for you to get help from other sources. Other places to seek help for your fundraising include:

Ebay Mission Fish

After registering your business with the website, sellers on the site can choose to allocate specific funds toward your fundraiser from the money they gain from sales of their products, giving your benefit some exposure.

Professionals within the arts industries can receive fundraising aid from this organization, which provides help in areas ranging from health to financial support.

This organization provides software specifically designed and targeting auction style fundraising as well as events like balls and other events that can be used successfully to fundraise for your small business. In addition, the software and consultants can help with planning, organizing and managing the various events you plan on using to fundraise for your business, providing clarity and organization as you struggle to balance efforts with running you business.

Danny works for an invoice factoring company which helps provide cash flow for growing companies.  His purchase order funding can provide short-term financing to ensure the delivery of goods.


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How to Take Advantage of a Short Sale

In the real estate business, there are all sorts of specialized terms that can be confusing to the average layperson. With the condition of the economy like it is, we are seeing many different house sale conditions, including auctions, foreclosures and short sales. These are often the result of people not being able to afford their mortgage payments and being forced to move. Whether you’re in that position and needing to sell, or you’re in the market for purchasing a new home, it’s important to understand all the various terms and options available to you. So let’s go over one of them now. What, exactly, is a short sale?

A short sale, put in the simplest of terms, is when a house is selling for less than the balance owed on the mortgage. A short sale has to be agreed to by the mortgage lender. When a person is unable to make the mortgage payments, the lender agrees to a short sale so they can at least get a portion of their loan back. It is often a way to cut their losses and get something out of it. If they allow the property to go into foreclosure, they will potentially get even less. Some banks can save up to 25 or 30 percent by allowing a short sale rather than going to foreclosure.

Should You Purchase a Short Sale Home?

If you want to buy a new home, a short sale can be an attractive option. With a short sale, you are often able to get a lot more house for your money. The house will be priced well below its value, so it is worth considering, especially for people buying their first home or people who are interested in buying an investment property to rent or flip. You should enlist the help of a realtor who is experienced with short sales. A realtor who is knowledgeable about the process will be a valuable asset to you.

On the downside, most short sale homes are being sold “as is,” meaning the sellers aren’t willing to fix it up for you. Many short sale homes are in less than stellar condition. Some need complete and total rehab, other just a few minor repairs. You should have a building inspector come to the home before you purchase it, and you should get repair estimates from contractors. Consider if you’re really willing to put in the time, effort and money it might take to fix up the home. Short sales also require a lot more paperwork and involve more parties, so they are bound to take longer to complete.

Should You Request a Short Sale for Your Home?

On the other hand, if you’re in financial difficulty and can’t keep up with your mortgage payments, you might want to consider requesting a short sale from your mortgage lender. You will need to begin by writing a letter explaining why you’d like a short sale by detailing your hardships. A short sale is a way to avoid foreclosure, but it will still negatively impact your credit score. Your mortgage lender will need to agree to the short sale, and they will be the one to approve any offers made on the home. If you have any liens against the property, the lien holders will need to agree to the short sale also.

Whether you’re considering purchasing or requesting a short sale, it is always a good idea to consult with an attorney.

Terry Ford has been writing for many years and loves to provide readers with informational material related to trends impacting our economy. Terry uses Grammarly grammar checker to ensure her readers receive the best possible content.


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