Manhasset Minuteman Press

One of the keys to a successful business -- and a fulfilled life in general -- is to not only have a plan but to also have forward momentum pushing you in the direction you want to go. Many times, the problem in moving forward isn't the goal but the struggle to generate the drive needed to accomplish what needs to get done. When the momentum is lacking, it's easy to become disheartened and slack off or abandon the goal altogether in favor of looking for a new magic bullet. In almost all cases, the missing ingredient is very close. Typically, that missing key involves taking massive action. Not just any action, but action that is focused on the fundamental steps needed to drive the company forward. More often than not, that action revolves around sales. After all, if there are no sales, there is no business. "Nothing happens until a sale is made." Every business and industry has its own subtleties and nuances when it comes to sales, but there are core acti

Pablo Picasso created paintings the world has marveled at for decades. Looking with awe at these masterpiece creations, it would be perfectly logical to imagine that the distinctive brush strokes were made by someone with a natural gift -- a gift not achievable by most. Although Picasso's talent is undeniable and his style unmistakable, that genius was actually developed in a surprising way that many don't realize. From the time Picasso was a young boy, he was formally trained by his father in oil paintings and figure drawings. And what method did his father use to train young Pablo? Jose Picasso was an artist who believed the best training for his son required formal and disciplined copying of the masters' work. For many years, young Pablo Picasso fervently reproduced paintings, drawings, and plaster casts of the masters. He not only copied religiously but also experimented with a variety of styles, theories, and ideas, until he developed his own voice and distinct

Most business owners and company executives use the terms "customers" and "clients" interchangeably without fully realizing that there is a meaningful difference between the two. Understanding the distinction and setting your plans accordingly can help you build and grow a more profitable business. Let's start with the definition of each term according to the dictionary. Customer: "a person who purchases goods or services" Client: "a person or group that uses professional advice or services" Examples of companies with business-to-customer relationships include Wal-Mart, Apple, and your local grocery store. Examples of companies with business-to-client relationships include service-oriented professionals such as accountants, attorneys, advertising agencies, architects, and the like. There are pros and cons to catering to each type. Customers will typically do business with you based on convenience, value, and price.

We all want to increase sales and grow our businesses. We also know that hiring and grooming a sales superstar is one surefire way of achieving those goals. Unfortunately, finding and retaining a sales superstar is a difficult task. Until you find the secret to make that a reality, here's an alternate path to consider for reaching your sales goals. Self-publish a book! You read that correctly. One of the best ways to increase your sales and grow your business is to author and publish your own book. Self-publishing your book allows you to present your points to your target audience in an authoritative way -- just like a sales superstar would. Now, to be clear, we aren't talking about writing a novel the size of War and Peace . Nor are we talking about writing a prize-winning book. This type of book is written specifically to bring you leads and the types of customers who are looking to buy what you sell. They say everyone has at least one book in them, but no one

While the economy seems to be slowly recovering, it's far from smooth sailing, and many businesses are still struggling to find firm footing. Even so, you don't have to look hard to find businesses that are thriving. What's the secret behind these companies that the struggling ones haven't found? It may be tempting to think that lowering prices is the best way to compete in a struggling economy. When times are tough, people think longer and harder before making the choice to buy something. But this doesn't mean they will always opt for the cheapest option. If they did, Apple wouldn't be the brand leader it is today. There are many inexpensive alternatives to Apple's popular products, yet they continue to break sales records with each successive new product release. The Internet has made it easy to compare prices and find the cheapest alternative. Only one company can be the cheapest, and the low-price shopper will spend as much time as necessary to f

Henry Ford, the famous Ford Motor Company founder, was known for many things. Among them was his role in promoting the assembly line as a viable means for mass-producing automobiles, a process that made cars more affordable for middle-class Americans. Ford had a global vision with consumerism as one of its centerpieces. He had an intense commitment to lowering costs through systemization and building a more process-driven company. This focus made his next move (which is not as well known) quite a shock at the time. The Five Dollar Workday In January 1914, Henry Ford made a radical decision. He increased Ford Motor Company employee wages from $2.34/day to $5/day (equivalent to approximately $110 today) and reduced the workday from nine hours to eight. While this was one of the most generous pay hikes of its time, Ford didn't do this simply out of the goodness of his heart. At the time, the Detroit area was already becoming known for companies offering higher-than

Every industry and every business tends to have at least a few competitors who know only one way to compete: unreasonably low pricing. These businesses undercut pricing so much that few make any profits. Unfortunately, as they go down the tubes toward oblivion, they often drag a few good companies with them. Everyone knows that competing is part of being in business. Problems occur when some companies don't want to play by the rules. One man who ran into just this sort of problem was Herbert Dow. Herbert Dow founded Dow Chemical in Midland, Michigan, after inventing a way to produce bromine inexpensively. He sold the chemical for industrial purposes all over the US for 36 cents per pound at the turn of the 20th century. He couldn't go overseas, however, because the international market was controlled by a giant German chemical cartel that sold it at a fixed price of 49 cents per pound. It was understood that the Germans would stay out of the US market so long as Dow

There are skills you can learn from textbooks, skills you can learn in business school, and skills and lessons passed down from mentors and peers. Then there are the skills that can only be learned in the school of hard knocks and the real world. An entrepreneur who wants to be a true leader must understand which skills are the most important in order to lead a healthy and growing business. Here are eight of the most critical skills which differentiate successful entrepreneurs from others. 1: Patience and Persistence The life of an entrepreneur includes facing many closed doors. Successful entrepreneurs have grit. They focus on the end goal and have the patience to see it through to completion despite the roadblocks. 2: Planning Skills & Time Management Entrepreneurs must wear many hats and are often pulled in many different directions throughout the day. It's critical, therefore, that plans and goals are flexible enough to handle unexpected surprises when they occu

What is a Premium? A premium is anything of value that you offer a prospect or client in exchange for taking an action that you direct them to. This could include an incentive or a gift. The right premium could encourage someone who might otherwise set aside the mail to act now instead of later (or not at all). This works especially well when there is a limited quantity available or you state a deadline for responding. An example of this would be offering a Starbucks coffee gift card in exchange for filling out a survey or submitting an honest testimonial. Premiums can also be used to generate demand for your products and services, to reward fast response, or to boost the size of an order. Why Does a Premium Work? Everyone wants something for free, but they also want to reward those who rewarded them. Premiums work because of the "rule of reciprocation" made famous by Robert Cialdini, a psychologist and author of Influence: The Psychology of Persuasion