In this Issue

Welcome
WELCOME to the second edition of the Invigorate news.This issue has the final part of Martz Wittys article on What is a Client?and Also confirmation of the date for Invigorate 2007.So grab a coffee or something else refreshing sit back and enjoy the read.
How to make a good impression on the telephone
Simple things to remember
Don't Just Sell Benefits
What are you selling?
What Is a Client ?
Part 2 of Martz Wittys story from last month
Why Do People Buy ?
Very interesting statistics
Invigorate 2007
Confirmed dates plus a sneak preview of two of the speakers
Invigorating tools
Invigorate 2006 Speakers launch new business tools
Brain Teaser
How is your Brain at solving this ?
Next Months Newsletter
More on Invigorate 2007 Taking care of Business By Fiona Powell
Subscription Options

WELCOME to the second edition of the Invigorate news.This issue has the final part of Martz Wittys article on What is a Client?and Also confirmation of the date for Invigorate 2007.So grab a coffee or something else refreshing sit back and enjoy the read.

How To Make A Good Impression on the Telephone.

Remember the saying: 'You never get a second chance to make a first impression'. So be conscious of that advice whenever you pick up the phone. Consider these pointers:

* Answer promptly. If possible, pick up the handset before the third ring ends.

* Quickly finish off any office conversation before lifting the handset so that the caller doesn't hear any irrelevant discussion.

* Put a smile in our voice. It may sound silly, but your voice actually has a more pleasant tone when you're smiling. So answer the phone with a smile.

* When answering, say 'Good morning' or 'Good afternoon', then identify your organisation and yourself.

Dont Just Sell the Benefits

Don't just tell customers what they gain when they buy your product or service. Tell them what they lose if they do not buy it. Most people fear loss more than they desire gain. Customers want your product or service to enjoy the benefits it provides. They will want it even more when you remind them of what they lose by not buying it.

What Is a Client ?

Part 2

BY Martz Witty

Profiling

Every business, including yours, needs to do some serious profiling of their clients.

You need to know as much about them as possible. Are they male or female? Where do they live? What is the typical age? And so on. The more you know, the better placed you’ll be to gain more clients like them.

Preferred Client Profile

Detail criteria that relate to your business, remember to put in non-financial data and criteria as well. There’s more to business than just making money (or there should be). Here’s the criteria I use in my personal business,

Criteria	Weighting 1- least important 10 - most important
1. Willing to listen to advice.	10
2. Pleasant, outgoing, positive personality	10
3. Business is not chronically undercapitalised.	10
4. Business has scope for improved productivity through innovative management planning and control.	8
5. Business is profitable and/or able to pay for consulting services.	6
6. Business has scope for product or service differentiation through innovative marketing.	5
7. Able to understand and implement recommendations.	3
8. In business for at least 3 years.	2
9. Business is not dominated by a small number of customers or suppliers.	1
10. Clearly established demand for the product or service.	1

As you can see, money ranks only at number 5!

What’s more important is the ability to form a productive, long-term relationship with the client. And in the process, have some fun. It’s all about injecting some fun back into business.

Selecting your clients

It’s all very well to go hunting for clients, but should you accept everyone as a client? When I started my career as an accountant, the practice I was in accepted anyone with a breath as a client. As a result, we ended up with some very poor quality clients.

Many businesses fall into this trap. They are busy trading for sales, charging after ‘any sale’s are good sale’. However, in many cases they could operate far more profitably if they focused instead on who are their best clients.

It’s preferable to have fewer clients spending more, than lots spending a little.

Martz Witty spoke at the Invigorate 2006 conference

Business Developer, Chartered Accountant, Professional Speaker

Check out his website www.martz.co.nz

Why Do People Buy?

21 % Mr. Price (wants the cheapest)

18% Mr. Loyal (loyal to the people and services)

21 % Mr. Knowledge (wants information and the latest options /solution seeker, price not an issue)

40 % Mr. Value (sees values &benefits Service oriented, cost effectiveness)

so why do we focus on 21 %?

Invigorate 2007

After the success of the Invigorate 2006 coference at the Surf and Sand Conference centre in Ohope we have already started to organise for 2007.We are having it this year in July 20th and have six exciting speakers confirmed.

Two of the speakers are John Shackelton and Phil Baldey

John is a top sports coach with a sports psychology background who shows international business audiences techniques to exercise the biggest muscle in the body - the brain. His exhilarating masterclasses put business teams, managers and individuals through their mental paces and help them achieve best performance in ALL aspects of life.

With a deep understanding of the importance of controlling attitude, confidence, self-esteem and mental focus, his entertaining and acclaimed talks, inspire global audiences to become true winners.

Phil Baldey is known as a visionary and strategist with broad industry knowledge and lots of life experience. Being both analytical and intuitive, he has the unique ability to get to the heart of the real ailments in business. After some heady years working alongside Eric Watson as Group Marketing Director of the Blue Star Group, and being part of the team that saw the business grow from $4 million to $180 million in five years, he sold out just before his 30th birthday believing that there was more to life He has also been a management consultant for seven years and, drawing from this experience, is confident across a large array of industries.Phil will talk about How to Grow your Business Smarter

The other three speakers are as Invigorating.

This conference will give you the opportunity to mix and mingle with the speakers as we will have restricted numbers of 50.

Already 5 tickets have sold so you need to be in quick.The conference brochure will be out soon

For more details email us at info@invigorateme.co.nz

Invigorating Tools

Two of the speakers from The Invigorate 2006 have recently developed some new business tools.

Martz Witty has just written a book titled "Hit the Road Running! Find more customers of the kind you want." It is due to be released soon and we will have copies available for purchase soon. I was lucky enough to preview the book and it is a must have for all businesses. If you want a copy email me now and we will ensure you get them hot off the press

Fiona Powell is about to launch her new website for women It is an interactive website where you get a chance to join a focus group and discuss your business and personal goals .More details to follow in the next Invigorate news

BRAIN TEASER

The answer to last months Question was

He re-posts the sign, aligning it by pointing the "Birmingham" part back the way he came.

This months question is

Forward I am heavy, but backward I am not.
What am I?

Send answer to info@invigorateme.co.nz for the chance to win a bottle of wine

Have a great in Invigorating month

Regards Gerard and Janet

Next Months Newsletter

A new business article from Fiona Powell