Back to Back Issues Page
BoomerBizTips February 24, 2014 - Take Charge of Your Business
February 24, 2014

Free press is one of the best ways to spread the word about your website, your product, and your brand. However, most people don't know where to start. Fortunately, it's really not as hard as you might think. Our business builder this week is a tool designed to help you.

Plus we are going to focus on the one thing that can make or break your business - YOU!

And if that's not enough, we are going to give you some tips on how to overcome price objections.

Lots to do this week. Let's get busy!

Weekly Business Builder

There are thousands of articles being published every single day on blogs, newspapers, and magazines. Bloggers, writers, and journalists have pages to fill and all of them are actively looking for interesting topics to write about.

Many people forget that PR is about public relations. It's not just about writing a press release. It's about getting to know the journalists. Find out what kind of stories they're working on and see what you can do to help them. PR is really about listening and engaging key influencers. You need to connect. Connect with journalists who are writing about stories in your industry. Send them a quick note to tell them what you like about their writing. Provide them with story ideas within your industry. Provide them with value and they will have open ears whenever you want to pitch your story.

But remember, a journalist is extremely busy. You must respect their time. Keep everything short and sweet. Get to the point quickly and concisely.

Most journalists can be easily contacted through email, which can be found on their website, in their byline, or within the publication they write for. However, many writers and journalists can also be found on a number of different social media networks, including Facebook, Twitter, and LinkedIn. These social media platforms are another great way to connect with bloggers and mainstream media journalists.

However, what if you could get reporters and writers for major publications like the New York Times, USA Today, and the Wall Street Journal to actually come to you for their information for articles? That's exactly what you will get with a free service called Help a Reporter Out. It's run by a New York PR guy named Peter Shankman. They connect you with PR people and journalists who are looking for sources.

Each day, they will send you up to 3 emails containing anywhere from 2-10 queries per email. You can then respond to any queries that are targeted within your niche.

This free service actually started out as a group on Facebook called "If I can help a reporter out, I will." However, it got so big that Peter decided to start sending the enquiries by email. They now have over 10,000 members getting free PR leads.

Sign up here.

Take Charge of Your Business

No matter how good your business, your products, or your plan is, one thing can still make or break your business - YOU!

The only person who can guarantee you will achieve your goals is the person who set them. YOU! You are president and CEO of your business and your success. And there is no limit to what you can achieve when you take charge.

It's your business. You are not vulnerable to the performance of others. You are free to focus on what you need to do to be successful.

Taking responsibility for your business will be easy when things go well. But when things don't go as planned, you will have to have the strength and courage to take responsibility for that as well.

Life is not perfect. It is unrealistic to think that everything will work just right all the time. You will have your share of successes, but there will also be failures and hard times.

It's easy to blame others, or say it's just bad luck when your business falters. But when you do, you relinquish control. When problems arise or things don't go according to plan, take the opportunity to learn from the experience and grow stronger.

Refuse to allow yourself to be derailed by outside influences. YOU drive your business through its ups and downs. You have set your goals and you owe it to yourself to do whatever it takes to achieve them.

Have courage. Make bold decisions. Take action.

You have awesome power over your future. "If it's to be, it's up to me!"

Before you go any further with your business, make sure you can answer "YES" to the following questions:

1. Are you ready to accept responsibility for your future?

2. Are you realistic about the challenges you will face?

3. Are you willing to do what you have to do to succeed?

3 Steps to Eliminate Objections to Price

When a prospect objects to your pricing, it is often the beginning of the end of a potential sale. You can run through all the benefits of your product or service again, but once price has become an obstacle, it's hard to remove it.

Do you offer to discount the price?

That's a slippery slope; how much of your profit can you bargain away?

The first thing to remember whenever a prospect objects to your price is that it's not about the money!

It's true; in 99 cases out of a 100, when a prospect objects to your pricing, the money is not the real issue.

Every small business owner, marketer and salesperson gets hit with objections to price. It costs them tens of thousands if not hundreds of thousands dollars in lost sales each year.

Your prospects happily spend lots of money each year, even in a weak economy, on everything from cell phone service, to Internet services, and equipment to accounting services. Just to give you an idea of the amount, small businesses spend over $90 billion on IT products and services alone each year in the U.S.

This brings us to the second thing you need to know about selling when a prospect objects to price. Your own business marketing may be creating this pricing trap. Most small business marketing does. No matter how good your services and products are, you're going to keep losing sales unless you find out how to eliminate price as an obstacle.

When prospects tell you that your price is too high, they are really saying, "I don't see the value of your products and services to my business." Or, "The benefits relative to the cost aren't clear."

People object to price when they don't have enough information about why they need your products and services and how those are going to help them. Price is only meaningful to prospects once they understand what they'll be getting in return.

To eliminate price as an obstacle, follow these 3 steps:

1. Spell out in detail the value of your products or services in your marketing. Remember that most people aren't buying the features; they're buying the benefits.

2. Avoid discussing price until prospects have had a chance to explain to you the benefits they want from the product or service. If a prospect wants to know the cost before you've asked them to define what they are looking for, redirect the conversation. Ask them what they want. Get them to tell you the benefits they are looking for.

3. Your prospects want to feel like they have a choice about how much they pay. Give them pricing options so that you control the options, instead of having them propose their own.

That's it! Make sure you are ready to take charge of your business - and your future. Help a reporter out by sharing your expertise. And learn how to overcome pricing objections. See you next week. To your success!

Please let us know if you found this issue helpful!
Back to Back Issues Page