Author Archive for Gail Geronimos

4 Ways to Increase Sales Through Teleseminars

Published
by
Gail Geronimos
on July 15, 2009
in General
. 4 Comments

Teleseminars are a cost effective way to stimulate sales and improve business communications. Teleseminars connect multiple participants to one phone call, allowing you to contact dozens if not hundreds of prospects.

Here’s what you can achieve…

I interviewed a client of mine during a teleseminar in March. We were flooded with callers but we didn’t get the technology quite right. The technology actually shut people out. AAAAGH! My client came up with a low priced product ($97) and within 24 hours he made $7,470 in sales and got great leads.

What’s a teleseminar?

It’s a call moderated by your company, maybe by the marketing director, where an ‘expert’ is interviewed or makes comment on topical issues that concern your prospects.
You can run a teleseminar where the participants do not actively participate or you can have your audience participate. If there are hundreds on the call then it is not practical to have audience participation.

These phone based seminars are cost effective because they don’t require extra equipment and can be managed from just about anywhere, anytime. There is no need for travel to a specific location.

The host simply plans the seminar, sets up the number and password, and waits for others to dial in and begin the conference. Most people prefer to keep the teleseminar to an hour in length, but this can vary according to the needs of your business.

There are a number of companies that you can use that offer teleseminar services. Look at www.GoToMeeting.com and www.teleconference.com.au.

A Couple of Tips…
•    Promote the teleseminar by email
•    Include the benefits from participating
•    Ask prospects to register so that you know how your numbers are going
•    If it is free make sure you say it is free. That alone will increase your sign ups but your drop out rates will also increase. You need to test pay vs free and monitor registrations vs actual participants
•    Test the system a day before you go live
•    Keep the content moving otherwise it will get boring.

Here are 4 ways to use teleseminars in order to boost your sales and get a jump on the competition.

1.    Relationship Building
Use the time to build relationships with the callers. In a teleseminar you are given the opportunity to offer relevant and topical content that your prospects want to hear about. You have 2 choices:
•    You can have someone from your company deliver the content with a moderator asking questions
•    You can invite in an ‘expert’ to be interviewed by someone from your company.

Because you are providing current information that is useful to your prospects you become ‘real’ to them and not just an impersonal force trying to sell something.

2.    Interview a Client
Use the teleseminar to highlight details about your product or service that goes beyond an ad or written presentation. People react differently to information presented in teleseminar format.

You could interview a client and ask how their company used your products/services and what they achieved as a result. This is a form of testimonial but make sure it is not just a disguised ‘sell’.

3.    Present a Panel Discussion
I have participated on a panel during a teleseminar and I was surprised how effective it really was. I’d stay with no more than 3 panelists and make sure that your moderator can control the discussion. With 4 people on the call it will easily get out of control if you are not careful.

4.    Reward Participants
Use the teleseminar ending to your full advantage. Since you have direct contact with prospects, reward their participation with a bonus or special offer. Your chance of making sales from the conference has just increased. Sweeten the deal by making it worth their while to make a purchase within a certain time frame. Additionally, you may want to consider offering a perk for each caller who connects a friend to the conference.

CALL TO ACTION
Here are some considerations to make when getting started with teleseminars.

  1. Be yourself and allow listeners a chance to get to know you on the call. Keep it casual and informal.
  2. Put a mirror by the phone and a note that says “SMILE” - your listeners will hear that smile in your voice!  Also, be enthusiastic.
  3. Practice your closing before each teleseminar.  It is at the end of your call that you offer a reward to the callers or incentive for making a purchase – so you definitely want to have your closing polished and ready to go.
  4. NOW RUN A TELESEMINAR!

With some planning and a bit of creativity, teleseminars can give your sales the boost you’re seeking.

How to Use Joint Ventures to Increase your Sales

Published
by
Gail Geronimos
on June 24, 2009
in General
. 2 Comments

Here are 3 scenarios where a joint ventures may increase your sales.

1.    You have just developed a new product and it is ready for exposure. While you know your product is fits a market need, you can’t seem to get it off the ground. People just aren’t paying attention.

2.    Your product still needs some testing, but you don’t have the capital needed for that or the forthcoming production. Your new product is sitting on your desk collecting dust instead of rave reviews.

3.    Your business offers a ‘one of a kind service’. No one can handle these details like you can, but for some reason you just can’t seem to connect with the right people who are in need of your service. You’re spinning your wheels, but you know if you can find more help and the right contacts, your business will flourish.

The Solution
These three people are faced with the same problem. They need help to start making sales. They need exposure, resources, and money, but where are they going to find those things?

What they need to find is a Joint Venture Partner (JVP). A JVP can offer assistance in finances, but they can also help with research and development and marketing. They might have the resources or the exposure potential to help get a new product or service into the market.

The Process
While it is helpful to know what you need, where are you going to find a JVP to help make your journey a bit easier? The key is to do your research and make sure that those you contact are reputable and trustworthy.

Know what you are willing to offer your JVP in exchange for their help. Ask around, has your prospective JVP done this before and what return did they expect? Before you contact anyone, make sure you know exactly what you need and the potential of your business.

Finding the right JVP for your business might take some time, but it is time well spent. In some instances, finding a JVP may cost you money in location/membership fees. Again, consider this money well spent if it saves you time.

Read, Read, Read
Know your industry. Read newsletters, journals, articles, and forums that may have information about the advances and product developments. Watch for the names that appear, time and again, as the leaders in your field. While these people may seem out of reach, the important thing is gaining knowledge so that when you have the chance to act, you can act quickly and with confidence.

Head of the Class
Look for people who run successful forums, web sites and newsletters related to your product or service. These people will be able to offer you a large contact base if they choose to support your business. Some of these people will have mailing lists and readerships that reach in the thousands. That is exactly what you are looking for to promote your business and increase sales.

Online Services
There are services online that match up potential JVPs. Some of these are free, but some may charge a fee. Since they are doing all the leg work for you in making the matches, it just might be worth your time and money to consider this an option.

Networking
Nothing beats getting to know the people in your product or service field. Word of mouth has made many businesses successful and it can also lead you directly to the right person to help your business grow.

Consider joining and being involved in any organizations that will aid you in meeting successful people that would be interested in your business. For some larger organizations a membership fee may be charged, but it may be worth the fee to get in closer to people with shared interests.

CALL TO ACTION
How to approach people about joint venture partnerships

1. Consider what you need from a joint venture partnership.  Is it funding that you’re after?  Exposure to new potential customers?  The reason for contacting people about joint venture partnerships will facilitate the type of arrangement you set up.

2. You must make the joint venture partnership attractive to the people you approach.  Think about their businesses and what they need that you might be able to offer in exchange for their help.  Perhaps an ongoing referral program with businesses that have similar target market customers.

3. Join mailing lists and newsletter programs online of leaders in your industry. Keep up with what they’re doing and watch for opportunities to contact them about your idea for a joint venture.

Till next time.

Do You Exercise Your Ethical Muscle?

Published
by
Gail Geronimos
on June 16, 2009
in General
. 6 Comments

Achaeus Business Advice

We don’t often talk about the ethics of the decisions we make every day in business. Yet, the Global Financial Crisis has shown us that ignoring the ethical side of our business lives can lead to $billions lost, suicides and hardship all round.

Sounds pretty gloomy when I put it this way.

There were many issues that led to this crisis but it all started when bankers lent money to families that had no hope in hell of ever paying off those loans.

What was going through their minds? Did common sense just fly out the window? Didn’t they care about what they were doing and what would happen to those families when crunch time came?

These bankers were driven by the Christmas bonuses, meeting targets and building their portfolios.

But why has this happened?

Here’s what I think…

Generally, decisions aren’t ethically based because ethics doesn’t pay. In fact, your ethics may cost you your job, your investments or more importantly, your life. There is no measurable, sustainable relationship between ethics and our own self interests. There are few rewards for acting ethically.

Of all our human qualities, ethics has the hardest edge and is the most demanding.

We’re losing the ability to make ethical decisions about our businesses and our lives. Mostly because we don’t exercise our ethical muscle often enough in small ways. So what hope do you have of making the really tough ethical decisions?

Here’s what I mean.
Do you buy your mate a dinner on your expense allowance?

Do you use office stores and equipment for your own use without approval?

Do you ‘add a few things’ in your insurance claim when you get robbed?

These small decisions all help to exercise your ethical muscle. You get used to making decisions where you lose but that make very little difference in the overall scheme of things. Nobody may ever be aware of your decision. You make the decision purely because you personally won’t cross that line.

You may argue that it just doesn’t matter and nobody will be any worse off anyway. But that’s not the point. These small decisions prepare you for the big decisions. The decisions that will make a difference.

You’ve just got to read about what’s happening with the MP rorts in the UK to see what I mean. It’s disgraceful and it’s unethical. But many may well have been within accepted practice or even, the law.

I’ll leave you with this story, it’s my favourite.

Jean Moulin organised the French Resistance in the Second World War. He was betrayed in Lyons in June 1943. He was slowly and horribly tortured by the Germans and died without revealing any names, saving the movement and many lives. He died for his beliefs and for his honour.

But this is not the real ethical story.

When the Germans invaded France in 1940, Jean Moulin was a top public servant who controlled the region around Chartres. He was well known, respected and ambitious.

On the first day of occupation he was asked to sign a document that detailed the massacre of 9 French women and children by French colonial troops. He refused to sign without proof.

He was beaten and tortured and thrown into a cell with the swollen cadaver of a woman. He knew he could not last another round of torture and this sort of treatment so he tried to commit suicide.

The suicide attempt failed and finally the Germans relented.

The Germans wanted to compromise Jean Moulin. He was respected and had influence and they wanted him to do their bidding. They failed.

But how often are we compromised. We see ourselves as useful. Our compromise today will save us to do better tomorrow.

This is a tough one because compromise keeps people talking and living successfully together. But there is a real difference between this talent and the marginalisation of ethics in the name of a smooth process.

Unfortunately when someone who has made ethical compromises reaches the summit, he usually discovers himself to be too compromised, too dependent, too tired, to do as he intended.

And there is our problem.

Exercise your ‘ethical muscle’ every day in small ways. It’s like any muscle, unless you use it there will be no strength there. You can’t lift a 150kg without first lifting 15 kilos.

Acknowledgement: The ideas and some of the content was taken from ‘On Equilibrium’ by John Ralston Saul. Well worth the read.

I would love your comments and thoughts about this, feel free to join the discussion by commenting below under “Leave a reply”.

Talk hard with your bank

Published
by
Gail Geronimos
on October 21, 2008
in General
. 0 Comments

Hi

Have a look at the latest article in Smart Company about what SME’s are thinking about the coming 12 months. It’s not looking good.

I did a series of blogs  about what you can do to make sure that your company comes through these tough times. The key is access to ready cash - make sure that you collect all your debtors on a timely basis and keep in good with your banker and/or talking to other bankers.

Having cash is going to make all the difference. Don’t ignore cash from credit cards. It’s certainly not the cheapest money but when it makes the difference between staying alive and failure then it’s not a bad option.

Here’s an interesting story…

I am following my own advice and I called the bank to confirm my credit card details. Low and behold, WITHOUT my asking, they offered to reduce my interest rate by 7.25%. And that’s on a standard card. They probably thought that I was going to cancel the card. The only catch, I had to forgo ‘free’ travel insurance and frequent flyer points.  That’s a pretty good offer.

Now, I am a good customer and I make sure that all is in order with my cards. After all, these cards are my access to emergency cash.

And it gets better…

I have had 2 offers this week to transfer balances to other providers at rates as little as 10.99%. It getting very competitive!

My advice…

- renegotiate your credit limits upwards. But be very disciplined and only use in case of an emergency

- renegotiate all your interest rates. It will take time (you’ll be on hold forever) but at reductions between 7% and 10% it’s worth the wait.

Do it now. If you wait until you need to money you probably won’t get it. Everything is getting tight. You can’t afford to wait.

Banks are starting to be more flexible, take advantage of this opportunity.

Cheers

Have a read

Some relief…but stay tuned in

Published
by
Gail Geronimos
on October 14, 2008
in General
. 0 Comments

Hi

The markets have recovered some of the ground they lost last week. That’s a huge relief. Government action has given business and consumers a higher level of confidence and we’re seeing that flow through.

We’re not out of trouble yet and there may still be surprises in the US. Life is very tough there and both consumers and businesses are going through very difficult financial times. That will continue to impact on our markets. Any further crisis in the US will erode confidence.

In today’s paper I read that China is cutting back on steel production. Not good news for us. We are currently being cushioned by the resources boom with China as a major customer. Changes here will slow our growth.

As well, our PM expects unemployment to increase.

To help get through think about:

- make sure you have access to ready cash. Talk to your banker and make friends with an alternate banker just in case your bank says “NO”

- watch your debtors. Check your Debtor Days at least monthly. Don’t become a banker for your customers.

- reduce your debt as much as possible.

- read the papers. Keep in touch with what’s happening in the markets and review your own financial position.

Business insolvency has increased significantly over the last 3 months. Make sure your name is not on the list.

Cheers

It’s getting very bad

Published
by
Gail Geronimos
on October 7, 2008
in General
. 0 Comments

What a night it was. Staggering losses on stock markets around the world. And Iceland has frozen bank trading. Who knows what might have happened if the bailout was rejected!

It’s easy to sit back and think that the impact in Australia will be minimal. After all, our 4 major banks are in the top 20 in the world. That’s pretty impressive. Our system is well regulated and  Australian financial institutions did not engage in some of the wreckless lending practices as those in the US.

But, this is not the time for that sort of thinking. The impact will come and it will affect many businesses.

Cash is now more important than ever to get businesses through the tough times ahead. Here’s what you should be thinking about:

- get a few sources of ready cash right now. Before you really need it. Look at increasing your overdraft, get increased limits on your credit card, make friends with a few bankers

- check your debtor days. If your customers are taking longer to pay then that is a bad sign right now. They hold your cash. You are not their banker. Tighten up your debtor controls.

- manage your cash out as well. Look at every conceivable way to retain cash as long as possible.

- check your cash flow weekly. And I don’t mean looking at your bank balance. Work out a simple spreadsheet where you track your debtors and creditors for the next few weeks. Keep it simple. It doesn’t need to be perfect. But you will have a better idea of your cash a few weeks to a month into the future. Update these figures every week. It will take just a short time.

Lack of cash is going to slow growth and/or send a lot of companies broke over the next 12 months. Make sure you do everything you can to so that it doesn’t happen to you.

Cheers.

What’s Going to Happen Now!

Published
by
Gail Geronimos
on September 30, 2008
in General
. 0 Comments

Hi everyone

Earlier it was announced that Congress had rejected the Wall St Bailout. And sharemarkets around the world crashed. The Nasdaq was down just over 9% in a few hours.

What does it all mean for us?

First, money will be very tight so make sure you have access to enough cash to see you through in the next 12 months. Have a few options up your sleeve just in case your banker gets a little nervous and decides to no longer provide you with the funding you need. Talk to other banks and have a store of ready cash handy.

It will get worse before it gets better so don’t even think about riding out the storm. It will be a long wait and you just might drown.

Think twice about any major expenditure right now. Access to cash is going to be critical. The banks will certainly be getting very careful about the loans they make in the coming months.

I agree with many commentators who suggest that the system in Australia is better controlled but it will not save us from the economic fallout. It will probably be less than what the Americans experience but it will be felt.

China is still predicting about 8% growth and that will certainly help our economy. But I wonder about the state of their banking system. It is relatively new and was established in the boom times. Do they have the rigorous regulation in place to ensure the soundness of their banking system? I’ve not read much about that and there is a little warning bell in the back of my mind. Then again, perhaps I’m too cynical.

For now, batten down the hatches, don’t be too adventurous and take your bank manager out to a very nice lunch.

Cheers

The Minefield of Metrics

Published
by
Gail Geronimos
on September 24, 2008
in General
. 0 Comments

Minefield of Website Metrics

Hi

I’m doing lots of work on fine tuning our metrics for online marketing.

What I really love about online marketing is that you can measure everything. But the trouble is you need to sort out what the key measures are to help work out what makes money and wha doesn’t.

So we’ve come from not being able to get the metrics we want to being overloaded with numbers that don’t make a lot of sense.

And the next job is to put together a simple report that doesn’t take forever to compile and tells the story at a glance. It’s a huge balancing act.

I’ve come across lots of resources, so that’s good. Now to reduce the complexity to simplicity. That’s hard.

And then working out the benchmarks is the next step. What is a good open rate? What should be the target for bounce rates? How many unique visitors should I aim for?

I know that there are lots of variables to consider in answering these questions. The trouble with online is that it’s all very new and most people are still sorting their way through the maze of numbers.

We are constantly improving out metrics and you should be doing that as well. The better you measure the better the results from your campaigns.

I’ll keep you posted on how we progress. I’d love to hear how you are managing your metrics.

Gail Geronimos

Scary Economy in Europe

Published
by
Gail Geronimos
on September 9, 2008
in General
. 0 Comments

Hi everyone

I was in Europe for 7 weeks, longest holiday since I started my business. It was great. It went from the sublimely relaxing to extreme mountain stuff. The Austrians call it walking but it went far beyond that in my book.  We were in the Alps between Austria and Italy. I’ve climbed mountains in this region a few years ago but this was harder!

When we climbed we were roped up so if I fell I’d be OK. On this so called ‘walk’ over the mountains there was no rope and it got veeeery dangerous. I can tell you from first hand experience that fear does overcome exhaustion! It was 12 hours a day, up and down the mountains (max altitude was 2,450 metres) mostly above the tree line, sleeping in the huts (they are great) and then on our way early next morning.

But the scenary was just magnificant - from the high peaks, to alpine meadows, to dense forests and the wildflowers were endless in colour and variety. So the rewards were there.

Now to the economy…

The ‘relaxing part’ was spent in Sperl Cafe (Vienna) reading the papers and eating too much of that freshly baked Austrian cake.

The papers are full of doom and gloom, much more so than in Australia. The Georgia situation has re-ignited very negative feelings about Russia. That hasn’t helped. Perhaps the mood is best summed up by a comment from an equity investor that I met, ‘I’m advising my clients and colleagues to buy gold. Not the shares but actual gold. Even though prices may go down I still think that they’d be better off in the longer term.’

With a US election in November and the uncertainty in Europe we all need to monitor the implications for the Australian economy. This will impact on both business and personal financial positions. My advice, read the Financial Review and the more reputable commentators in the next 6 months. You might just save some money.

Cheers

Day 2 of our Internet Marketing Workshop in Brisbane

Published
by
Gail Geronimos
on April 8, 2008
in Events
. 1 Comment

Internet Marketing Workshop Brisbane

We’ve just finished our 2 day internet marketing workshop. A big job. It was go, go, go.

The big thing - we tested a new workshop model. Basically, keep the entry price low, provide great content with the very best speakers and have speakers sell their services at the workshop.

All worked (except 1 speaker who didn’t provide enough content).

Why this model? From a survey we did in February companies made it clear that they have no idea where to go to get the right suppliers. We heard horror stories about web developers who really screwed up websites because they didn’t understand marketing, people who paid the ‘Google Dumb Tax’ - in other words paid way too much for their Google ads, databases that were very broken and next to useless, etc, etc, etc.

I’ve paid dearly for some internet whoppers and I know how much that hurts.

Achaeus - Internet Marketing Workshop Brisbane

The Internet Workshop covered all the essentials of what companies can do to get effective internet marketing working for them. I’m feeling pretty good about it right now - the feedback has been great. We need to ’smooth logistics out’ but basically all else hit the spot with our participants.

So I’m looking at how we can help companies get the right advice from the right suppliers - read, and not paying a motsa for it. Anyway watch this space.

Cheers

Gail Geronimos

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