Short Videos on Business Achievement & Success

Several of my videos on business growth and achieving success have been posted on the World New and Report web site.

This is one place where you can view key videos. The videos and what we cover are listed below. As you can see all are less than 11 minutes (because I know how busy you are.)

Here is the link http://wn.com/rfinklestein

  • Behavior of Successful Business Owners 6:54
  • 7 Secrets to Overcoming Adversity in Business…10:54
  • Anatomy of a Sales Call…6:38
  • How to Grow Sales…9:49
  • What Business Owners Can Do To Grow Their Business…9:56
  • Hey! It is all about taking action…6:57
  • Why Intelligent Self-Interest is Critical to Your Success…5:28
  • Nine Principles for Inspired Action: A New & Targeted Perspective…5:50
  • Only a few ideas…3:39
  • Ownership and Empowerment…2:55
  • Measurable, Repeatable, Predictable…3:12
  • Persistence…3:29
  • Free and inexpensive marketing secrets that works – part 1…9:40
  • It is all about results

Revenue and Profit Enhancement Specialist
Ron Finklestein
ron@ronfinklestein.com
330-990-0788
www.ronfinklestein.com

Why Should People Buy From You?

Why Should People Buy From You (or why do they buy at all?)

People buy for their own reasons. Here are two reasons that fits almost all situations:

1.       To Avoid Pain

2.       Create More Pleasure

If you are very concerned about what others think, you may be interested in the latest technology gadget. Buy buying the new gadget, you are moving into a pleasurable state of mind because you believe others will think you are cool.

Without getting overly complex, I believe people buy for only four reasons. People will avoid pain or create pleasure by knowing:

1.       You are the right decision

2.       You are the safe decision

3.       You make me more productive

4.       It appeals to my ego (how will I be perceived by others)

All four reasons specifically address the need to avoid pain and create more pleasure.

If they are convinced I am the right decision they do not worry about being wrong and taken advantage of.

If they are convinced I am a safe decision they do not have to fear negative outcomes of their decision.

If they are convinced I can help them be more productive (get what they want), they will embrace my solution because the pain they will experience by not achieving their goal.

If it appeals to their ego and they believe it will enhance their image and reputation, how could it be wrong? Look how good I look!

How do you determine why people will buy from you?

There are six question prospects want answered before they buy form you:

1. What Do You Do?

2. Why Are You Different?

3. Why Should My Prospects Care?

4. What Do You Do Better Than Anyone Else in the World?

5. Why is That Important to my Prospects?

6. Why Buy From Me?

Good selling! It will be much easier for you when you tell your prospects why they should buy from you instead of letting them figure it out for themselves.

Ron Finklestein

Consultant to Small Business Owner who Want Results
330-990-0788
ron@akris.net
Follow Me On Twitter http://twitter.com/rfinklestein
Register for my newsletter http://www.rpfgroupinc.com
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Watch the One Degree Difference Video – Takes 8 minutes

Getting Results Through Friendly Persuasion

As a business coach who facilitates many different advisory boards with many different type of behavior styles I found using The Platinum Rule to be the most effective way of dealing with others. The Platinum Rule is defined as treating others the way they want to be treated.

The Platinum Rule is documented in an eBook for you readers and in a video for you visual learners.

The Platinum Rule for Small Business Mastery is based on The Platinum Rule® was created by Dr. Tony Alessandra and is based on “4 behavioral styles.”

For some of you, the “4 styles” model of human behavior is a new concept. However, many of you have probably run across this concept on more than one occasion. “Behavioral styles,” “personality types” and “temperament types” are methodologies that have been around for many, many years.

People have been fascinated with studying behavioral styles for thousands of years. Starting with the early astrologers, theorists have sought to identify these behavioral styles. In ancient Greece, for example, the physician Hippocrates outlined four temperaments: Sanguine, Phlegmatic, Melancholic, and Choleric… more than four decades before the birth of Christ. In 1921, famed psychologist Carl Jung (the first to study personal styles scientifically) labeled people as Intuitors, Thinkers, Feelers, and Sensors. Since then, psychologists have produced more than a dozen models of behavioral differences, some with sixteen or more possible blends. Some teachers have drawn metaphors (as teaching aids) to birds, animals, or even colors. Nevertheless, a common thread throughout the centuries is groupings of human behavior in four categories.

Many of the concepts discussed here book are based upon the proven concepts described in Dr. Tony Alessandra’s, Scott Zimmerman and Ron Finklestein’s book call The Platinum Rule for Small Business Mastery (eBook).

The Golden Rule-and many people aspire to live by it “Do unto others as you would have them do unto you.” The Golden Rule implies the basic assumption that other people would like to be treated the way that you would like to be treated. We know this is not true.

The alternative to the Golden Rule is the Platinum Rule: “Treat others the way they want to be treated.”

What a difference. The Platinum Rule accommodates the feelings of others. The focus of relationships shifts from “this is what I want, so I’ll give everyone the same thing” to “let me first understand what they want and then I’ll give it to them.”

There are four behavioral styles the Director, Socializer, Thinker and Relater. As you read the description of each style, try to visualize someone who exhibits behavior specific to each style. Ask yourself whether you would have been a more successful with them had you adapted your behavior to match their style.

Directors… The Great Initiators

Directors initiate change, momentum and growth. They focus on attaining their goals, and their key need is to achieve their bottom-line results. The driving need for results, combined with their motto of “Lead, follow, or get out of the way,” explains their no-nonsense, direct approach to getting things accomplished.

Directors are driven by an inner need to be in personal control. They want to take charge of situations so they can be sure of attaining their goals.

Socializers… The Great Talkers

Socializers are the great talkers because they are friendly, enthusiastic and like to be where the action is. They thrive on admiration, acknowledgment, compliments and applause. They want to have fun and enjoy life. Energetic and fast-paced, Socializers tend to place more priority on relationships than on tasks. They influence others by their optimistic, friendly demeanor and they focus primarily on attaining positive approval from others.

Thinkers… The Great Analyzers

Thinkers are analytical, persistent and systematic problem solvers. They are more concerned with logic and content than style. Thinkers prefer involvement with products and services under specific, controlled, predictable conditions so they can continue to perfect the performance, process, and results.

Relaters… The Great Helpers

Relaters are warm, supportive and predictable. They are the most group-oriented of the four styles. Having friendly, lasting, first name relationships with others is one of their most important desires. They dislike interpersonal conflict so much that when they disagree, they will often keep silent. At other times, they may say what they think other people want to hear. They have natural counseling tendencies and are supportive of other people’s feelings, ideas and goals. Other people usually feel comfortable interacting with Relaters because of their low-key, non-confrontational nature. Relaters are natural listeners and like to be part of networks of people who share common interests.

To Friendly Persuasion in Business

Ron Finklestein
330-990-0788
ron@akris.net

What is the value of the people you know?

What is the value of the people you know?

The One Degree Difference is in the people you know. 

I recently came back from a conference called SANG, short for speakers and networking group.  And I have met several very, very successful people and what was really interesting to me is what I found is that you always perform up to the level of the people that you are working with.

I’ve work very hard to creating some relationships with some of these individuals because I know that I really have to step up my games significantly to bring value.  Let me give you an example, I met Bill Bartmann. Bill is a billionaire. I had known of his material through a company called iLearningGlobal.  He and I were on the faculty there – and his goal setting process is just phenomenal.

I went to this conference specifically to meet him because I knew he was registered. When I met him, I told him all my clients had to watch his videos on goal setting because they were so good. All he said was “That’s great here’s a login to my website take whatever information you need, plagiarize it, copy and use it as long as it provides value.”

As we explored how we might help each other he said “Let’s starts small. Prove to me you can deliver what you say. If you say you can deliver and you do then we can take the next step. If you don’t then there’s no reason for us to talk.”  I loved his directness. He wasn’t mean or malicious.  His comment was not made because it was angry. It wasn’t done out of bitterness.  It was just a statement of fact. What he was really saying was “I am a busy man and I want to work with successful people.  I have a strong need to achieve and if you can help me with that then we can do business, if you can’t we won’t.”

So, thank you Bill for that wonderful piece of advice and for helping me make a one degree shift in my thinking.  I wish more people could so direct and forthright as you. If you read this Bill, please know that I am very grateful for your comments and I promise to be more direct with my readers and clients. I’m passing your advice on to my readers. 

Ron Finklestein
Business Growth
Your Business Coach

330-990-0788

ron@akris.net

 

ps. Please not Bill I will do what I said I would or you will be the first to know.

 

[0:02:00.2]

 

[Audio Ends]

Do People Really Care About What You do?

Be the One to Degree Difference. 

I recently had a tooth remove, it require surgery because it is one of those big ones in the back of my mouth. As I was talking with the surgeon before the procedure he was telling me that his wife didn’t really understand what he did. He went on to say, “Most people don’t even care what I do.” 

I look at him and with all the seriousness I could muster, as I’m sitting in this chair waiting for him to operate on me, I said “ I care right now very much”.  I was amazed by the look on his face because he finally understood that people do care about what he does. He got me to thinking, do people really care about what you do. I don’t think they do. 

I think what they really care about is what they will experience when they work with you. What they want to know is what outcomes they can expect in working with you.  I didn’t really care what the oral surgeon did or how he did it.  What I really cared was that he was going to take away the pain that I was experiencing. Since I believed that I was willing to do what he felt was necessary. 

I cared very deeply about what I was expecting to experience in working with him. I did not care at all about how he did it, especially if he wasn’t going to introduce any more pain. I have come to realize that people don’t really care what you do.  What they really care about is what they will experience in working with you.  This should be you marketing message.

So, if you are wondering if people care about what you do, you’re asking the wrong question.  The real question should be “do people care about what they experience in working with you.”  I would suggest to you, if you’re in business, the answer has to be yes or you shouldn’t be in business. 

 

Ron Finklestein

Your Business Coach

330-990-0788

ron@akris.net.

Implementing the One Degree Difference in Marketing!

 

Implementing the One Degree Difference in Marketing!

“The greater danger for most of us lies not in setting our aim too high and falling short, but in setting our aim too low and achieving our mark.” — Michelangelo

The One Degree Difference: In one critical moment you can change your life with change in a single thought.

It is essential that you implement the One Degree Difference in marketing. When you do this it makes is easy for others to understand: what you do, why you do it, and what is in it for your prospects when they join you as a customer.

How do you implement the One Degree Difference in your business?

1.       Get really clear on who are your best customers/prospects.

2.       Clearly articulate what is in it for your prospects when they do business with you. You might hear this defined as having a unique value proposition that speaks to your prospects.

3.       Make it easy for other to buy from you. You can do this by taking your service (if you are in the service industry) and converting it to a product. This makes it easy for others to understand.

4.       Write educational marketing documents that help others to understand why it is in their best interest to work with you.

5.       Supply endorsement / testimonials to make it safe for them to see your value. These need to come from your clients.

How do you do this?

Ask. Ask your existing customers why they buy from you. Ask others what they look for, specific to your product or services. Call competitors and tell them you are doing research and ask permission to ask them some questions. Be sensitive of their time. My experience is that they will be happy to tell you about their successes.

Lastly test. Surround yourself with a mastermind group or a board of advisors and test your material. Request specific feedback concerning what they liked, disliked, needs changed, added or removed. I find this part to be the most valuable, especially if you have the right people on your board. The right people are people who want you to succeed and are willing to tell you what they think. Park your ego at the door and know the feedback is not personal.

This is especially important if you are experiencing any of the following problems:

·         Prospects don’t understand what you do.

·         You have no trouble getting in front of prospects and you are frustrated because they are not buying from you.

·         You cannot articulate why people should buy from you.

·         You have no clear processes. As a result, you find yourself babysitting your employees and business is suffering.

·         You know the Internet can be a powerful lead generation and sales tool and you don’t know how to take advantage of this powerful tool. What do others do that you don’t?

·         You are frustrated because you do not know what to say or do once you get in front of a prospect.

·         You are afraid. You do not know who to trust. But you know you need help.

Take control and experience the One Degree Difference in your business.

Your Business Coach

Ron Finklestein

The Small Business Success Expert

Follow Me On Twitter  http://twitter.com/rfinklestein
Register for my newsletter http://www.rpfgroupinc.com
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ron@akris.net


It is all about results and only results!

I have been running advisory board for several years now and I have been asked why I offer a 100% return on your investment guarantee to the board members.

The answer is simple: we get results.

Let me share with you a case study.

I had a company owner join The Entrepreneur’s Advisory Board because he wasn’t closing any sales. Here are the three steps we took to help him:

1.His advisors had him create a presentation of 30 minutes he would take all his prospects through. This accomplished three things for him:

a.It slowed him down. He knew his product so well that his prospects could not keep up with him. This caused several problems for him.

b.We reviewed the presentation and his delivery for clarity and focus and made recommendation for improvement. During the presentation we had him include specific questions to get the prospect involved.

c.We changed the focus of the sales presentation from “look how great we are” to “here is what is in it for you” when you work with us.

As a result of that approach three things happened:

1.He started to understand his prospects differently. Objections started coming up that he had not heard before. We started to address each objection in turn and craft specific remedies to help the prospect understand better.

2.We saved him a lot of money in marketing because there was no need to leave behind marketing collateral. His prospects understood the product and process and what was in it for them when they worked together.

3.He realized he was selling into the wrong markets

He kept changing his presentation as he learned about his customers and addressed the objections in his presentation.
He changed his market from manufacturers to professional services firms and he determined the major hurtle that prevented his clients from moving forward with him and addressed this right up front in his sales presentation (they were concerned about the amount of time it would take.) He assured them it would take just a few hours and not the weeks of they thought they would need. He backed it up with a guarantee: if it took more time than planned he would reduce his price 10%.
After a lot of hard work his backlog grew to 10 good opportunities. He closed his first big opportunity recently that he expects will put 100K in his pocket over the next 12 months.
It was really fun for his group of advisory to watch the stress leave his body, see the smile come back to his face and watch work be fun again.

Not bad for six months of work.

Do all my clients get these results? Of course not. Not all clients are as coachable. Not all clients will work as hard and not all client will change their behavior when something is not working. He did everything that was asked to do.
Over the course of the next few weeks I will be posting more studies. I do not what you to think this was an accident or a onetime event. It was not.

Call me if you want to see how The Entrepreneur’s Advisory Board can help your business. If you are a business coach or a business consultant and you want to offer an advisory board service to your client please let me know.

Your Professional Business Coach
Ron Finklestein
330-990-0788
ron@akris.net

Why Are Certain People So Stupid?

Why Are Certain People So Stupid?

 

When you write several books, produce several videos for Youtube, and write blog posts like I do, you get some less than positive feedback in emails, voice mails and comments on my videos. That should be expected. Some would say that is the price you pay for being a public figure.

 

I actually had one person laugh at me when giving a speech. She later came up and said she was not laughing at the concept I presented but was not comfortable with the material and that is how she deals with being uncomfortable. That is cool!

 

At this same speech I had several people applaud this same concept.

 

Different strokes for different folks.

 

The people I am talking about hide behind technology. These email, phone calls and comments come from people who use fake email addresses, call using unlisted numbers and create user ids with false info.

 

I have been called ni—er, Mother F——, and other names that cannot be printed, nor should they be.

 

I must say I am not offended by these comments. I am saddened that people will not pick up the phone (my number is at the bottom of each blog post) and tell me about why they feel the way they do. I am open to feedback. Who knows it may cause me to revisit a certain position. I am a continuous learner and I welcome feedback. One of my favorite tools is www.ilearningglobal.tv. It is a powerful tool. There are video on this site that I do not agree with. I may call the author and ask for clarification or I may chose not to watch any more videos from this person, but I will never call them names because I disagree with their thoughts.     

 

So why am I getting these rather expressive and inventive communiqué from people who feel the need to tell me how I am not eligible for the human race and then proceed to hide behind technology?

 

In my latest book Nine principles for Inspired Action: A New & Targeted Perspective, I discuss concepts that I understand can be challenging to some people. In this book I ask people to get selfish with their time, energy and money so they can achieve their Intelligent Self-interest.

 

Because we are limited in time, energy and money, it is hard to achieve anything unless we get clear on what is important (our purpose or Intelligent self-Interest) and make decisions accordingly. When we do that a most amazing thing happens: we become selfless. From all my research, this selfishness leads to selflessness.

 

When this happens you get clear on what is important to you. You take action that leads to an specific outcome. When this happens, it is possible to positively impact hundreds, thousands or potentially millions of lives.

 

Let’s take an extreme example. Walt Disney has a specific Intelligent Self-interest. In his selfishness he wanted to totally control the experience of people from the moment they entered the movie theater to the time they left. He knew people needed an escape from the pressures of the real world. He was very selfish in making this dream happen. Every decision he made was designed to implement his Intelligent Self-Interest. Was it easy for him? No. He filed bankruptcy on two different occasions.

 

Through his selfishness he became very selfless. All his efforts led to the creation of an entertainment empire that employs thousands of people, a company that creates movies that millions have watched and theme parks that give people a time away from the realities of the real world. All because Walt Disney was selfish. He was focused on his Intelligent Self-interest.

 

On a personal note the wizard’s dual between Merlin and Mad Madam Mim is my favorite. I could not wait for my children to see The Sword and the Stone and watch this scene.

 

Why are people bothered by this concept of selfishness? I am sure there are thousands of reasons: my religion will not allow me to think this way, my family taught me to…, I means I have to make a decision about what is important, etc… It is ok to disagree but do not be stupid about it.  

 

If you do not like what I write you have two choices: Do not read my material or call me and tell me why I am wrong. We can have a discussion that could lead to meaning change. When I first developed this concept call Intelligent Self-Interest, I asked some friends and associates for feedback. Some could not agree and told me the only reason they read it was because they knew me. Others thought this was foolish and could not accept it because it was against their personal and religious beliefs and still others (a majority) felt free to make changes to pursue their dreams. Other made it their own and they teach it to others.  

 

One person walked away from a safe government job to pursue a job in sales. Another left the partner track in her accounting firm to raise a family, still others have started businesses, change careers and made other life affirming changes after reading this material. This material is not right for everyone.

 

Here is one of the videos that is causing gas, indigestion and that burning sensation for some people. It is about 10 minutes. Give it a watch and post your comments.

 

     

Either leave a youtube message or respond in the comment section of this blog post. I would love to hear your thought and feeling about this video.

 

So to my stacker out there, you are out of luck. I will pray for you and wish you the best but you will not change my mind, tactics or approach.

 

In Your Service,

 

Ron Finklestein

ron@akris.net

234 738 1550

Top 10 Business Issues for Business Owners

Are These Your Top 10?
According to Grant Thornton, today’s business owners have the following needs.
 
Top 10 Business issues for Business Owners  

Strengthening customer relationships   97%
Finding Good People     89%
Minimizing taxes     81%
Growing the business     73%
Keeping pace with technology    68%
Managing cash flow     66%
Current business climate    65%
Creating & executing strategy    62%
Retirement & business succession planning  56%
Finding expansion capital    50%

Every business owner I talked and who have engaged RPF GROUP INC services have at least five of these issues they are dealing with. The two I am finding the least interest in right now are succession planning and finding capital. I am sure they are issues but not for my client, at least not right now.

The top two I am seeing are creating and executing strategy and strengthening customer relationships. For most of the business owners I am talking with, these two go hand in hand. They are asking two key questions: why are you buying from me and why do you keep buying from me.

As a result of the answers they are getting they are revamping their strategy.

Call me and ask how I can help you with all of these 10. 

Ron Finklestein
330-990-0788
ron@akris.net

Marketing to Four Generations Working Side by Side

It is all about Marketing, expecially to the Four Generations now Working Side by Side.

I was watching Terri Murphy (www.ilearingglobal.biz/ronf) discuss the communications stlyes of the different age groups. According to Terri Murphy, there has been no other time in history where we have four generations working side by side. All required different communication style when you are marketing.

The Civic group is ages 61 and up. They demand respect. For effective communications, they like written or spoken communications and consider texting rude.
 
Baby Boomers, ages 44-60, likes long lasting relationships, stability, respect, and will delay gratification to get what they want. They tend to focus on team goals. For effective communications, they prefer email communication. Some will use texting but overall they tend to avoid texting.

Gen Xers, ages 32-43, are into personal gratification, like a sense of community. They are the original latch key children. They are independent and like change. For effective communications,, They like you to speak their language get right to the point.  They want you be supportive in action and words.
 
Gen Yers, ages 14 – 31, are confident, like technology and like to use technology for community building. This age group prefers text message, like 24×7 self service web sites and they are not brand loyal. They like a good price and good buying experience. For effective communications,, it is all about them. They prefer non-traditions work policy.

It is interesting that some new marketing tactics is direct marketing to the cell phone via text messaging. The yourg generations loves this concept. Many of the older adults I talked with find it to be another unwanted intrusion into their personal space.

What do you think?

Ron Finklestein
You are the action you take
Business Coach
330-990-0788
ron@akris.net