Archive for 24 March, 2014

How to negotiate properly to make your business grow

What does a business need to be successful? Are you making the right decisions? Are you taking risks? A lot of people assume that top-notch negotiators are hostile and adversarial. The truth is, you don’t have to be liked in business, and you just have to be fair. Negotiations are vital for entrepreneurs who want to make their business grow, so buckle up and let’s have a closer look at some really efficient tips that will help you close the sweetest deals.

Negotiations – the perfect marketing strategy

The principles we use in marketing usually work in negotiations too. Basically, if you know your way around the advertising world you can bargain too. Don’t take everything for granted though as you might get burned.  A good deal for you and your business doesn’t mean a bad deal for your opponent. Find mutual ground and reach an agreement that can suit both of you equally.

What do you want from a negotiation? Before setting foot in the meeting you have to know what you want. How strong is your pitch? Do you know your company inside-out? Having a good understanding of your bottom line prevents entrepreneurs from abusing opponents, and it prevents you from being too greedy.

Tip: never ask for more than you came in for. Greed can become your worst enemy in business, so it’s best to be fair and ask for what you deserve.

PIC blog

You can’t win if you’re not open-minded. Dealing with board member policies, procedures, salaries, and lots of paperwork is not easy, so arm yourself with a great deal of patience.

The key to successful negotiations is to understand the market first. Who is your audience? How do you awake their interest? Entrepreneurs should understand that the business world is one tough battle field. You have to master three main arts to win it all:

  • The art of persuasion – convince your audience to buy without pressuring them
  • The art of communication – efficient communication skills make you trustworthy
  • The art of negotiation – great negotiation skills will help you gathers lots of worthy investor

How do you make a business plan work?
Experienced entrepreneurs are ok with the idea that some business plans are meant to fail. How do you make yours succeed then? It’s simple – people devote too much of their time to crafting the perfect business plan. Stop doing that; instead, focus on getting your idea started, crack down on vision, and develop a plan as you move forward. As your company and brand grow, size will eventually offer you some predictability.

Understand your audience if you want to grow your business
When an entrepreneur sells a service or a product, it means that he’s making a promise to the people who are interested in their business. If you can’t understand your audience it will be impossible for you to keep your promise; in the end you’ll let everyone down. Find the geographic and demographic location of the people interested in your business, and try to figure out their activities and hobbies to target them better.

Most entrepreneurs make one vital mistake when trying to market their business: they try to sell before analyzing the market. How do you know an idea is a good idea if you don’t know your competition? For example: if you’re an entrepreneur selling shoes online but you can’t differentiate yourself from the other thousands of similar online stores, it will be impossible for you to develop an efficient marketing campaign and gather loyal customers. Figure things out and think outside the box. Bright ideas matter the most, however they don’t come easy.

Are you ready to negotiate and help your business grow?Whether you’re bargaining with vendors, customers or investors don’t forget the number one rule of negotiation: preparation. As long as you have a clear, straight and honest answer for each question that comes your way, chances are your business is a winner. Don’t be afraid to take a risk to see what happens. Your best teacher is the last mistake, so learn from it.

Text by Jason Phillips, Comvort Negotiation/Business blogger.



Customer Reference Programs: Making satisfied customers talk

What do you offer your leads after a trade fair? Ideally, he is presented with a reference example that leads to instant conviction.

Using satisfied customers as references for PR & Marketing

When it comes to convincing new customers, references still form the crucial basis. This is something every marketer and every sales person is aware of. Especially after trade fairs best practices and case studies are vital instruments in turning new contacts into new customers.

Satisfied customer! Yes!

If companies are yet reluctant to integrate satisfied customers in their Sales and Marketing Communication, this often has one reason: fear of the customer. Because the customer might be currently unhappy. Because he could be bothered by the request for support. Because he might not agree with the text of a reference brochure. Because the customer’s communications department will not release information anyway. Because there is no one who could write a substantial text, not to mention interviewing the customer at eye-level. Or because….Well, of course: these are all serious obstacles blocking the way to a reference flyer, a success story press release or a best practice video.

But here comes the good news: These obstacles can be overcome by experience and planning. A professional reference program presents the right solution. Integrated in the sales process, it brings order, transparency and commitment into communication. If someone is well informed, then nothing goes wrong. – At least, this is what I have experienced: After successfully closing reference projects, our customers are always happy – as are their customers, too.








Text by Dr. Annegret Haffa. @drhaffa
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Blogs Emerging as News Release Platform

Press releases are press releases, and blog are blogs. Never the twain shall meet? That depends…


More than half (60%) of PR executives said they have not used blog type news releases without a formal news release, according to an exclusive study conducted by marketing communications agency MWW.

Among those PR executives who are using a blog style release without the accompaniment of a formal news release, 44% of the respondents said they plan to use more blog style releases in the future while only 6% said they would use them less.

“It’s not blogs versus news releases, that’s the wrong discussion,” said Ephraim Cohen, executive VP of technology and digital content at MWW. “The discussion should be around formats, and when to use one, or the other, or both.”

The online study, which was conducted in December and January, garnered a total of 42 responses. Nearly 80% of the respondents work in communications for a company or PR agency, with 42% in a management or supervisory role.

Despite the tremendous growth in social platforms, formal press releases still hold sway with stakeholders, according to the survey.

“It’s a formal documentation of the news, whereas a blog is a place to further the dialogue to what’s in the news release, and then, if it’s appropriate, extending to other mediums such as video,” Cohen said.

He stressed that traditiional and new media outlets alike still expect a formal press release for news and information. “As expectations change our delivery of news will change, as well.” PRN

Source: MWW

Ephraim Cohen,