A short while ago I wrote about creating a “One Sheet” for your business. Many people wrote me back that this was a new idea for them … and asked for a sample. Unfortunately, I have been busy the last few weeks with the process of moving our office. But now, you can click on the following link for a sample copy of the BizTrek “One Sheet” , which is now available for viewing. It also has our new Greenville, SC office information included (in case you want to update your records).
What A “One Sheet” Looks Like
July 7, 2009
Leave a Comment » | 
Branding | Tagged: one sheet | 
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Posted by Gil Gerretsen
Backup Your Linkedin Contacts
June 25, 2009
I am a strong believer in backing up information. One of the things I have discovered that few people back up are their Linkedin connections. I doubt Linkedin is going anywhere, but you never know. So, I encourage you to at least back this data up to a file on your computer every now and then (so you keep the latest data).
Backing up Linkedin is easy. Here are the steps:
1) Log in to you Linkedin account.
2) From the menu on the top left of the page, click on “Contacts”.
3) This will take you to a page listing all of your connections (see image).
4) In the upper right is an option to “Export Connections” (also at the bottom of the list).
5) Click here and select the file type you want (.csv is probably the most versatile).
6) Create the file and save it to your computer (use save rather than open).
7) From here, you can upload your contacts into other databases such as Outlook, GMail, Yahoo etc, or just keep the file as a pure backup should you ever need it.
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General BizBullets | Tagged: backup contacts, Linkedin | 
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Posted by Gil Gerretsen
How To Make Sure Your News Release Is Ignored
June 24, 2009I talk with many business owners who have sent out press releases that were completely ignored … and they wonder why. Sometimes, knowing what NOT to do is just as important as knowing the right things to do … so here are four ways to make sure that your News Release gets ignored!
1. Long News Releases – Reporters and editors are busy and with many staff cutbacks, they are often overwhelmed. Do not send them a news release that is more than one page. Get to the point and keep to the point! Long press releases generally end up in the garbage because there is not enough time to go review them carefully.
2. Spelling and Grammar – The people who read your news release make their living around writing, language, spelling and grammar. Poor grammar and Read the rest of this entry »
1 Comment | 
Publicity / Public Relations | Tagged: news release, press release | 
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Posted by Gil Gerretsen
Replace Your Business Card With A One Sheet
June 23, 2009The problem with business cards is they generally don’t give enough information about your business. They only have room for your most basic contact info and maybe a slogan line about what you do.
A business card can’t list your hottest services, your latest products, your upcoming bargains, or your philosophy on customer service. These are often the factors that turn a meeting into a sale.
Instead of handing out cards (or in ADDITION to handing out cards), pass out a one sheet. This is exactly what it sounds like … a single sheet of 8×11 paper printed on one or both sides listing all the benefits I mentioned above. Start your one sheet off with a headline at the top touting your most impressive and popular benefit. What is it you provide that customers almost always go for? Next include a sub heading that explains your business a little more. Follow that with a graphic (your photo, a picture of your building, etc.) and a pack of bulleted features/benefits. Also include testimonials from satisfied customers or recognized experts in your field.
Leave a Comment » | Networking | Tagged: business cards, one sheet | Permalink
Posted by Gil Gerretsen
The Importance Of Discomfort
June 16, 2009
I just finished leading a BizTrek Guild session and there was an interesting discussion about the value of speaking to prospect groups.
Over the years, I have been guilty of conducting free speeches (and have seen many others do the same) where nothing really came from that event. No changes! No leads! No referrals! It was just a big waste of time. Why did that happen?
I have observed that many volunteer speakers are happy to share useful information with the audience. The subtle expectation was that if people like what they hear, they will hire the speaker or their company. But somehow, that rarely seems to happen. People just politely applaud and continue doing what they have always been doing … even if it is not really working for them.
One of the Guild members mentioned that during some speaking engagements, he encountered people he knew he could help. They would profit immensely yet those people were not open to a chat about their situation. They left thinking they were still just fine. They were complacent.
Here is what I have learned over the years. Too many speakers are “being nice.” They are afraid of making their audience uncomfortable. But in reality, discomfort is the only way to move people to action. Without discomfort and pain, we get soft and flabby. People who avoid discomfort do not arrive at a better and stronger position.
So when speaking to a group, consider an alternative approach. Stop being so nice. Find and encourage discomfort. Make the audience squirm abouot where they are in their journey. Without squirming, they will never get to the point where they are willing to change behavior. If some audience members get to the point where are uncomfortable enough, they will seek out wisdom and counsel about correcting the situation. It is reasonable to expect that part of that search will be the speaker who pointed it out in the first place. That dialog potentially leads to a productive relationship for both parties.
1 Comment | Phasing your Prospects | Tagged: Prospecting, speaking skills | Permalink
Posted by Gil Gerretsen
Win Customers By Telling The Truth
June 5, 2009
When ready to buy, many people still don’t know exactly what they want because they are struggling with the details of life. So, to gain customer loyalty, be a truth teller. How? Take the role of conveying to people that they are not being told all there is to know about a subject. Then say here’s the complete truth as we see it. See your role as helping people focus on issues they had never fully verbalized before.
The people that win our trust are those who best help us understand, acknowledge, articulate, act upon and formulate a logical and compelling strategy for solving our problem or dilemma. People naturally gravitate to other people who lead them and who are comfortably authoritative without being condescending. Your critical business purpose is to present views your customers can trust!
Leave a Comment » | Word of Mouth | Tagged: Truth in business | Permalink
Posted by Gil Gerretsen
The Story Of Cherokee Wolves
June 4, 2009One evening an old Cherokee told his grandson about a battle that goes on inside people. He said, “My son, the battle is between two ‘wolves’ inside us all.” “One is Evil. It is anger, envy, jealousy, sorrow, regret, greed, arrogance, self-pity, guilt, resentment, inferiority, lies, false pride, superiority and ego.” “The other is Good. It is joy, peace, love, hope, serenity, humility, kindness, benevolence, empathy, generosity, truth, compassion and faith.” The grandson thought about it for a minute and then asked his grandfather: “Which wolf wins?” The old Cherokee simply replied, “The one you feed.” ……………. During these wild times, which wolf is your business feeding?
3 Comments | General BizBullets | Tagged: headlines | Permalink
Posted by Gil Gerretsen
Headlines That Demand Attention
May 22, 2009
It does not matter whether you are writing an ad for a newpaper, magazine, radio, TV or even a sales letter … you need to lead it off with a powerful headline. If nobody sees your headline, then what follows is invisible and pointless!
So … here are four tried-and-true ways to get a headline that pulls people into the rest of your ad.
1. Write your headline in newspaper style. This works particularly well if your product or service relates to something that is in the news. For example … GUARANTEED WAY TO STAY SAFE DURING A FLU EPIDEMIC!
2. If your price is good, include it in the headline. i.e. WHICH OF THESE BEST SELLERS DO YOU WANT … FOR ONLY $1 EACH?
3. Announce your free product or service. Trite as it may seem, “free” (as well as no-cost and complimentary) gets more attention and results. i.e. FREE BOOK TELLS YOU TWELVE SECRETS OF BETTER LAWN CARE.
4. Talk about the reader, one person at a time. i.e. IF YOU HAD $500 TO SPEND, IS THIS WHAT YOU WOULD DO WITH IT?
Leave a Comment » | Advertising | Permalink
Posted by Gil Gerretsen
When Customers ARE Wrong … Use Feel, Felt, Found
May 21, 2009
It is not realistic to expect that you will agree with every customer all of the time.
You are certain to encounter situations where a customer or prospect will make a statement about your product or service that is inaccurate or incorrect. In a situation like that, you can avoid an argument by not rejecting the remark outright. You seldom win a sale when you use a confrontational approach.
Rather, if you comment on their point as if you think it has merit (and to them it does), then you can give your answer or rebuttal without antagonizing them. You might say: “That’s an interesting point the way you say it, and I understand how you might feel. In fact, I once felt that way as well. But let me tell you what I found …” Then you can move ahead and show the customer or prospect where he or she is wrong without actually saying it.
Pay particular attention to three key words in the above phrase … feel, felt, found. These words, or other words like them, are very effective in bringing clarity to a key point that is causing someone concern. When you stand alongside the customer in looking at an issue rather than attacking them, you become an friend instead of an enemy. And since people only do business with people they like, your chance of a sale increases dramatically.
2 Comments | Selling Skills | Tagged: sales tips | Permalink
Posted by Gil Gerretsen
Tips For Getting Viral
May 11, 2009
Most likely you have heard about viral marketing. Just like the flu bug, it involves having a large number of people freely pass an idea or product from one person to the next. But unlike the flu, a marketing virus is a wonderful thing to catch!
Blogs like this BizBullet are a simple type of viral marketing. If people like the message, they share it with others who in turn pass it along top others. In the process, this blog gets new readers and fans. Here are some other ways that Read the rest of this entry »
Leave a Comment » | Word of Mouth | Tagged: viral marketing | Permalink
Posted by Gil Gerretsen
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