Apr 28, 2010

How to Start a Business

Do you want to learn how to start a business?
Are you currently starting a company? Or, maybe you're launching a product or new service?

Join Scott Andrews, International Author, Speaker, CEO of ARRiiVE Business Solutions, as he shares wisdom learned in starting AspireNow, ARRiiVE, and launching products and companies.

How to Start a Business
Avoid the Top 10 Mistakes Entrepreneurs Make and

Learn Ways to Build a Successful Company

In this NO-COST, 1 hour tele-seminar, you will learn secrets to launch your business:
  • Learn ways entrepreneurs sabotage success...find out what not to do!
  • Gain insights from masters...grow wisdom to learn how to make it.
  • Discover the differences between good and GREAT companies...build it right from the start.
  • Why NOW?...Discover why NOW is a GREAT TIME to START YOUR COMPANY.
  • Maximize your money...explore ways to stretch capital or bootstrap a business.
  • And more!
About Scott:
As seen and heard on CBS, ABC, and Seeing Beyond (KEST), Scott Andrews' unique wisdom and ability to inspire people to action is second to none. Scott is a natural performer, but also possesses the power to take complex business and life development challenges and break them down into simple and actionable frameworks you can immediately apply to improve your present situation. Scott is a former Toastmaster and current board member of SLO STC and Cal Poly School of Journalism Internships. He created the first interactive self-help website: "AspireNow Advisor: Instant Self-help on the Web" in 2001. He has successfully launched or been involved in the launch of dozens of products and companies, including StoryAD Network, ElementsLocal, Instantis, numerous coaching companies, Cold to Gold (www.ColdtoGold.com), and he is currently launching the 1st SLO Jazz Festival (www.SLOJazzFest.org - September 25, 2010). He teaches both business and personal development programs and is often a featured keynote speaker to groups ranging from 20 to 2,000.

"Why waste months of time trying to launch a new product? ARRiiVE Business Solutions can help you get your program launched exponentially faster." -- Michelle Casto, International Speaker & Author of "Get Smart" series of books

"Scott helped my company through a critical growth period. He made a BIG difference!!!" -- Jim Vangelos, CEO, Polymer Logistics

"Scott has a commanding presence...he never fails to wow his audience with new ideas and dynamic ability to inspire people." -- Jessica Haynes, Author of "Get What You Want" and "GPS to Success", Business and Relationship Coach

"Scott is a strategic business leader able to launch unique solutions to grow revenue and drive stability." -- Grant Stellwagen, Owner, Stellwagen Insurance
Schedule this call in your Outlook/calendar now so you can attend this powerful no-cost 1 hour teleseminar:

Just call in at 5:00 p.m. PST on Wednesday, April 28, 2010
See ARRiiVE.com for details or just visit this link to sign-up:

I'm sharing this no-cost information today (Wednesday, April 28, 2010) at 5:00 PM PST, and it will be recorded, for anyone who is interested. You all are INVITED! :)

Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE. Like it? Share on del.icio.us or Stumble Upon!

Apr 19, 2010

Draw Prospects To You

If you're a subscriber to ARRiiVE: Innovations In Business, you more than likely either run a business or contribute to a business in the capacity of sales, marketing, or management.

As such, your position demands you to build relationships. There is no way around it: you have to send emails, make phone calls, meet people at networking or business mixers, and also might be blogging, tweeting, and need ways to improve your success to maximize your time.

Sound familiar? This is why I created Cold to Gold Mind Spark SessionsTM - the whole idea is to provide a short, effective, and efficient workshops where I personally teach you my methods to get in the door with phone, email, mail, and other tactics, and how I draw prospects to me through my blog, radio show, videos, and more. This is EXACTLY the INFORMATION YOU NEED to help you SELL MORE!

I STRONGLY URGE YOU TO SIGN UP if you need these skills! If you're running a team, I STRONGLY URGE YOU TO SIGN UP YOUR TEAM. There is no program in the market place of sales training available today that so quickly and effectively teaches you how to get in the door and build long-lasting successful business relationships in such a powerful and memorable way.

And, for the months of April and May, 2010, I'm offering a special ten for eight discount - in other words, just enter "10for8" in the discount field at ColdtoGold.com (click "Start Now" to order) or CLICK THIS LINK:


It is simple and easy - each class starts on Tuesday at 10:00 a.m. PST through 11:00 a.m. PST and runs every day through Friday of the week you start. If you miss a class, each class if recorded. That's four sessions, across four days - so you never even have to leave the field or your office to learn this information!

Again, just use this link and sign up today:

or for a team of 10, use this link:

Call me at 805.459.6939 with any questions.

Most companies have NOT been training their supposed "sales experts" on cold calling, how to get in the door, and such - they focus on product knowledge. How can your sales team show what you have to offer if they never get the appointment? Don't make that mistake, sign up today:


For a team of 10, use this link and get a discount:

Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.
Like it? Share on del.icio.us or Stumble Upon!

Apr 12, 2010

Cold Calling Is Not Dead

One of my competitors often writes about how "Cold Calling is Dead." Oddly, I still receive plenty of phone calls in my business. How about you? Therefore, Cold Calling is NOT dead!

However, I will point out that if you start blindly calling people without a plan, you are likely to run into frustration. In addition, frustration leads to anger, which builds resentment, and creates an unhappy employee. We do not ever want to be unhappy in our job, right? Therefore, you ought to call from a PLAN.

One of the ways I improve my cold calls through a plan is to turn cold calls into  WARM CALLS. The best way to do that is to find out information about the person or company you are calling. It is much like using a "prop" when a single man approaches a single girl. One of my friends is a master at this technique of what dating experts call "The Approach". He uses props to open the conversation. For example: "How is the food here? Good? I love that dish! I make a similar recipe... have you tried that, too?" and bingo, he is in a conversation with a pretty brunette about gourmet cooking. It happens most women love a man who can cook, so at the same time he opened one of his own favorite convesations. That creates passion. If you can create conversations where both parties are PASSIONATE about the topic, both will likely walk away stronger friends.

I tried it the following day at a bookstore. I noticed a cute woman thumbing through a book. I stop and asked her "How is the book? Any good?" and we were immediately talking about something SHE was interested in discussing. The book sounded interesting, and I love reading, too, so it was easy to talk about the book with her. The reason this works is because you are aligning yourself iwth your prospect's interests.

The business world is a LITTLE different than dating, but not much. I will tell you why: forming conversations with ANY person always starts with what THEY are interested in discussing. So, you must learn about your prospect's interests in order to RELATE to them. And, more importantly, for them to RELATE to you.

Try this technique the next time you make a cold call to attempt to turn it into a warm call. Do enough research to feel like you know something interesting about the person you call. Look them up at LinkedIn. Look up their company and read their last five press releases, annual report, and product descriptions. Start to identify with them, and you will find that your opportunity to cold call is not dead, but in fact that opportunity is alive and well. Cold calling is never dead if you can relate to your prospect.

Find ways to relate to your prospect and your prospect will likely RELATE back with you.

You'll gain training like this and information of this caliber, and much more, when you sign up for Cold to Gold: Mind Spark SessionTM sales training workshops. These communication workshops help sales executives and others who wish to "get in the door" to learn how to open doors more successfully and build long lasting business relationships. Learn more at ColdtoGold.com.

Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.
Like it? Share on del.icio.us or Stumble Upon!

Apr 1, 2010

Why Salespeople Fail

There are essentially a number of reasons why salespeople miss their quotas. Do you know what they are?

I've heard managers say "my salespeople aren't making enough calls" and "my salespeople make calls but they don't sell anything - I think they're just making friends with everyone of their prospects" and "my salespeople make calls but don't sell what I want them to sell" and all sorts of other things.

The truth of the matter is that most salespeople miss their quota for one reason:


It might sound silly, but it really is true. Do you know how I know this? Because whenever managers tell their salespeople they need an account review to write a sales territory plan of how they're going to hit their quota they all go into scramble mode! I recall the frantic "Scott, you know how to plan... can you please HELP ME!" phone calls I used to receive when I worked in the High Tech industry selling services. Oddly, I'd usually walk out of my own account review meeting beaming, having received kudos for a great plan, along with the words, "now just execute upon that plan and we'll all be even happier next year" (execution of the sales plan is the #2 reason people fail, coincidentally). And, yes, I'd go hit my numbers year after year after year.


My first boss out of college had a great expression: "Fail to Plan, Plan to Fail." He would often put this up on the slide projector at the start of meetings. It stuck. It's true! The guy knew what he was doing - he turned a $300K sales team into a $1MM+ sales team in ONE YEAR. I think if every manager copied his formula for success they'd have more success. His original formula used with that team was a winner. I'm going to put it into a program for sales managers later in 2010, so stay tuned on that one... anyway, my point is that planning is vital to success.

An often quoted statement is about the 3% of a graduating class at Harvard or Yale who wrote down their goals achieved more than the other 97% combined. I don't know if that story is true or not - it has not been substantiated from what I've seen. However, I did see a study from the Dominican University that there is an increase from 4.28 (unwritten goals) to 7.6 (written goals with progress reports to a friend or mentor). So, writing the goal down, including milestones, and reporting back on progress is a great idea if you want to be twice as good as the "typical" salesperson (who I've already explained is too lazy to write down their plan).

So, make a plan. If you're not sure how to write a territory plan, I've written instructions before on the blog and at AspireNow.com I think I posted an article in the past. You can hire someone to write one for you. But I believe there is value in writing your own plan. You may not work the plan (execute) if you don't write it. Take the time. Make the effort. Write a plan you can use to succeed.

If you want help with your plan, I've written a ton of sales plans and had CEO's and Sr. VP's tell me my plans are the best they've ever seen in their life. I've been hired off a sales plan I wrote for two different jobs. My plans are *that* powerful.

What are the keys to a good plan? Well, you must include the following:

1. Non-disclosure agreement & Executive Overview
2. Mission
3. Objectives
4. Understanding of Ideal Client
5. Definition of Product (what are you selling to them and why)
6. Strategy to achieve objectives
7. Territory - definition of borders, vertical, geographical markets
8. Ways you intend to differentiate and add value to prospects in that territory
9. The math of how you will achieve your quota
10. Milestones to hit to make sure you're on plan
11. Statement of known and unknown factors of risk

Only share #10 milestones with a boss if you intend for the boss to start measuring you on those milestones and you intend to hit them. If you're going to fluff your way through success, don't list that. But frankly, if you're going to succeed, you ought to list things you know you can achieve.

Most sales plans don't include #11 - but good business plans do. Why? Because this covers your butt if you MISS your quota, despite doing everything right, due to something weird happening. For example, if you missed a quota when the economy tanked. Some companies will give up on you if they think you aren't working your plan. But if you can demonstrate you are working your plan and can show prospects that indicate success is around the corner, that may buy you time to keep your job and thrive in the future. It's all about achievement of the numbers to most of these bosses, so you must show progress towards those numbers.

And, regarding achieving, it's all about your quota, in the end, for any boss. So, every boss will examine #6 with a fine toothpick and comb if they're worth their salt. Put the numbers they need to see there. But, for your OWN benefit, take THEIR quota numbers and then figure out how to DOUBLE that goal. Because that is the goal you ought to work for - reason being that if you miss YOUR quota you will still hit THEIR quota.

Besides the plan itself, doubling your quota is the #1 key to ensuring you always hit your quota. It proves that success is largely a MENTAL thing - you must condition your mind to BELIEVE YOU CAN. Take their quota, double it, figure out how to accomplish THAT goal, then work towards THOSE numbers. As long as you're adding value, selling the right number of deals to the right prospects, and focused on that higher number, you will pretty much always blow away your goals. There are other reasons salespeople miss quota I identify and discuss in Cold to Gold Mind Spark SessionsTM (my sales workshops). I'm offering these workshops for a limited time prior to selling Cold to Gold online, so don't wait if you're looking to explode your success in 2010 - many of the techniques I'm offering for a limited time and they are not offered anywhere else.

To register a group of 20 or more, send me an email to info@ARRiiVE.com. Otherwise, sign up directly at ColdtoGold.com

Check out additional articles on "Cold Call Tips For Effective Cold Calling"

Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.
Like it? Share on del.icio.us or Stumble Upon!