You Just Made me Wrong

You Just Made me Wrong

I was in a meeting a few weeks ago with a business associate and we were talking about what it means to collaborate.

When he finished his long definition, I made the statement that what he said sounds like adaptability and not collaboration.

Here looked at me as said, “You just made me wrong.”

I have been thinking about this meeting and his statement for a while and I asked myself this question: By suggesting a different definition of what he was saying, did I make him wrong? Or did he decide, that by not agreeing with him, he was wrong.

What I realized is this form of miscommunication is what causes problems in all relationships: family, business, friends, etc.

Recently, I wanted to attend an event and I could not make it because of a schedule conflict. I called the creator of the event and express a desire to attend and I was unable because of a schedule conflict. His comment was, “we can’t please everyone.”

What he was really saying is when you do an event it is hard to accommodate all schedules. What I heard was, “you are not that important.” I know this individual and we discussed the implications of that discussion and we both realized we did not communicate effectively.

Do we make others feel wrong, unimportant or insignificant?   Is it our beliefs that make us feel wrong, unimportant or insignificant?

Did the transmitter communicate wrongness or did the receiver translate what was said into wrongness?

This is where the sales process breaks down. We use words and communicate that meaning that both the transmitter and the receiver do not understand to have the same meeting.

I was in a meeting and the individual used the words, “I want to create a community of…”

When I heard the words “community” I think Facebook, LinkedIn, Monster, etc. I then asked what the word community meant and she gave me an entirely different definition. If I did not ask that question I would have taken her down a marketing path that was not what she wanted to achieve.

The real lesson here is ask, don’t assume. Clarify your words and don’t expect the receiver to understand your meaning. If you are the receiver it is ok to ask for clarification.

To Your Personal & Business Growth (because there is not difference)

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

p.s. Please download the free report, The Six Questions Your Prospects Want Answered Before They Buy at Http://www.businessgrowthexperience.com to prefect the message you communicate with prospects, customers, and business associates as a thank you for reading this blog post.

 

Influence vs. Manipulation

I recently wrote an article on the difference between influence vs. manipulation.  I posted it on  http://www.businessgrowthexperience.com 

Here is the link: http://businessgrowthexperience.com/?p=829

At the end of the article is a link to a PDF entitled, How to Build Rapport with Anyone in 90 Seconds or Less. Consider it a gift to you, my readers. You will not have to provide any information. You can just download it.

To your success

Ron Finklestein

ron@akris.net

330-990-0788

Basics of Healthy Sales Relationships

Basics of Healthy Sales Relationships

Nothing can bring more satisfaction to a business owner than knowing they have a healthy relationship with their customer and vendors.

And, of course, as many people find out, nothing can bring so much pain as a broken relationship.

Yes, relationships make the world go ‘round. For better or for worse. There are basics that govern most human relationships, and these basics are what I want to cover below. So here is my list of the three essentials that I believe make up the basics of healthy business relationships.

1.      Honesty. Honesty is the backbone of a great business relationship. If you do not trust your customers how can you expect them to trust you? I recently had an experience where the vendor really messed up and instead of telling me the truth and letting me decide how to respond, he kept the issues from me. Things got progressive worst until we split on less than friendly terms. I would have preferred to salvage the relationship if possible.

Communication is so important because it is the vehicle that allows us to verbalize what is inside us and enables it to connect with another person. Isn’t communication amazing? One person is feeling one thing, and through communication, another person can find that out and feel it, too—amazing. And this is a vital goal in good relationships—to communicate, to tell each other what we are thinking and what we are feeling. It enables us to make a connection. Sometimes we are the one speaking, and other times we are listening. Either way, the central tenet is communication for the sake of building the relationship and making it stronger. And here’s what’s exciting: If we just communicate, we can get by. But if we communicate skillfully, we can work miracles!

It helps if we can communication our message in a way our customers understand. There are six questions our prospects wants answered before they buy from us. Go to the Business Growth Experience web site  and download this report. This report documents the basic communications our prospects and customers want from us.

2.      Integrity. Do what you say you will do, when you say you will do it. Nothing is more frustrating than making a plan based on the action of someone else and then at the last-minute finding out they did not do it. Be respectful of your customers and business partners and expect the same in return. People make decisions on what you say and do; sometimes very important decisions. We need to respect that.

I once had a vendor who never returned calls. I could not make any plans and any decisions that were made always changed because of his lack of follow through. Needless to say that relationship did not last long. If he had only responded and followed through things would have been great.

3.      Common Sense. Every relationship must have a win-win component. If either person in the relationship feels taken advantage of, feelings are hurt and rash decisions are made.  Jim Rohn calls this common purpose. Think about how many friends you have met through the years while working on a common purpose. With common purpose there is something in it for everyone. You had that strong common bond of purpose that brought you together and held you together. Working together, building together, failing and succeeding together—all while pursuing a common purpose—that is what relationships are made of. Find people with whom you have common purposes and sow the seeds of great relationships, and then reap the long-lasting benefits.

To Your Success,

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788

 

Why People do not Trust You!

Why People do not Trust You!

People do not trust you!

Why should they?

There is so much information available and much of it is junk.

How do we get through the unsolicited info?

How to we manage the onslaught of information and determine what is real?

How do we know the info is the most current?

How do we deal with the contradiction?

Unless you can help your prospects and clients answer he above questions they will never trust you.

There are six questions your prospects want answered before they buy from you.

Go here www.businessgrowthexperience.com and download my free report that not only helps you define those six questions, it will help you answer them.

Ron Finklestein

330-990-0788 ron@ businessgrowthexperience.com

Want to learn more call for your free assessment!

15 Things and Some Feedback

I wanted to share with you some articles to help you grow sales and share with you some good news.

First the good news: We open a Business Growth Experience Sales Rainmaker office in Solon. This office will be run by Tom Schroth. This is important to you as a client, because you can attend any of our sales training session, in any office, as part of your membership in the Business Growth Experience. Our goal is to make life easy for you and you can expect more announcements. To find out more call Tom @ (440) 836-4211 / tom@tomschroth.com.

Many people have wrong ideas of what selling is all about. We challenge these myths in this brief article entitled: 15 Things I wish my Mother told me about Selling

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=801

Many people go about asking for referrals in a way that leaves a bad impression. Here is one I recently encountered that I want to make you aware of so you do not make the same mistake. The article is called: How to Alienate your Referral Partners

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=781

Many people in sales understand how important it is not to take things personally. When you realize it is just feedback you can respond as the situation calls for not jump to conclusions.

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=768

To learn more we are conducting a workshop on how to grow sales. It is 10/10/12 at the Wellness Center in Montrose. In this workshop you will learn some of the common “secrets” successful sales people know and use daily: Six reason prospects do not buy, the one major hurdle we must all overcomes, three proven ways to grow sales and so much more. There is no charge but registration is required.  We are filling up fast and I would encourage you to sign up now while you are thinking about it. We are limited on space and we are only allowing ten people into this event. If the hyperlink does not work just click here: http://becomearainmaker.eventbrite.com/

Lastly, we like helping people grow sales, increase revenues and shorten the sales process. As a result we are making available to you a eBook to simplify your sales process. If you are having trouble getting in front of the right people or closing the sales, this report is for you. It is called Six Questions Your Prospects Want Answered BEFORE They Buy. Just go to WWW.BUSINESSGROWTHEXPERIENCE.COM to download your report.

To Your Success,

Ron Finklestein
330-990-0788

ron @ businessgrowthexperience.com

p.s. please drop me an email and let me know how you are using the articles I post. I will share selected comments going forward as a way to share ideas transfer knowledge.

Sales Success is an Inside Job

Do you wonder about the how successful sales person becomes successful?

Tim Connor, in his book Soft Selling, discussed how average sales people spent 2% of their time in self-improvement and successful sale reps spent an average of 10% of their time in personal development.

In this post, Selling is an Inside job, the author suggest lack of time spent in personal development is communicated to the prospects in whys we do not really understand but we all have experience.

What message are you sending to you prospect without realizing it and how is impacting your sales?

 

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788
ron@akris.net

It is just feedback

There is a blog post on www.businessgrowthexperience.com that discussed a concept near and dear to my heart called, ” It is just Feedback.”

Most people see feedback as criticism when in reality it is nothing more than feedback. If someone likes something you did, remember, it is just feedback.

If someone does not like something – it is just feedback.

If someone buys from you, it is just feedback. Same when they do not buy.

Here is the article – Enjoy

http://businessgrowthexperience.com/?p=768

Ron Finklestein

 

Who Should be Your New Best Friend?

You New Best Friend.

Most people are not excited to see a sales rep walk into their office. Defenses go up almost immediately.

This is strange to me because I get more new ideas, market intelligence and industry news from the sales reps who visit my office than from other places.

They see so many more people than I do.

They visit so many more companies that I do.

They see what others are doing that works.

They see what others do that doesn’t work.

Being a good sales rep is not just about selling your product or service. It is about helping the people you meet be more successful.

On a side note, there was a study done on what customers want from their sales rep. This study indicated that the customer wants accountability from the sales rep. In different words, they want the rep to be accountable for the success the customer will achieve when they buy the product or service.

Next time a sales rep comes into you office ask them how they are accountable for the overall success of the product or service. In our sales training we offer a 100% return on investment guarantee. We want to be held accountable. Want to learn more? Call me, Ron Finklestein, at 330-990-0788 or email me at ron@businessgrowthexperience.com

 

Grow, prosper, and get results with,

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788

Business Growth Experience Update

This is different from my normal blog post.

Frankly, I just wanted to share some good news. Today we want to bring you up to speed on all the changes and good things that have happened and how they affect you and your business.

Our newest Product: Business Growth Experience Sales Rainmaker Program

We have spent the last 10 years helping some businesses grow sales and solve a variety of business problems. We still do that and we added a new product to help you. In addition to Business Growth Experience memberships site, marketing programs, workshops, seminars and group coaching, we added the Business Growth Experience Sales Rainmaker training program. This program is designed to make you more successful by helping you to grow sales, increase revenues and shorten your sales cycle. We are so confident this program will work for you we offer a 100% Return on Investment guarantee. To learn more call Ron Finklestein at 330-990-0788 / ron@businessgrowthexperience.com or attend one of our executive briefings.

What Others Say Who Have Been Involved in The Business Growth Experience

“Before the Business Growth Experience we were averaging 2.7 new clients per month. After working with the Business Growth Experience we are averaging 7 new clients a month. In one month we paid for your service.” Ron Conte, Akron Payroll & Tax

Executive Briefings – Business Growth Experience Sales Rainmaker Program

To roll out the Business Growth Experience Sales Rainmaker Program, we are conducting several executive briefings. Here is what you can expect to learn:

  • Three ways to increase sales in any business
  • The six reasons your prospects do not buy from you
  • The seven expectations your customers have of you
  • The single biggest sales issues we must address and why it is important
  • Learn how to use social media as one tool to generate leads and grow sales
  • What you can do to grow sales now
  • Why marketing is the critical and usually missing first step in a sales process for small business owners
  • How to make your customer feel you are the right and safe choice
  • And so much more…

If you are in Summit County, go here to see our schedule: http://becomeasalesrainmaker.eventbrite.com.

If you live in Cuyahoga County (East Side) go here http://solonbge.eventbrite.com.

More Good News

Tom Schroth has joined the Business Growth Experience as a trainer specifically for the Business Growth Experience Sales Rainmaker Program. Tom’s background encompasses a broad range of experience including franchising, small business start-ups and work in corporate America. Holding a degree in Marketing and Business Administration with 20+ years of Entrepreneurship, Tom is often described as a Teacher / Trainer with the soul of a Sales Person and the heart of an Entrepreneur. As a coach and consultant he brings the Best Practices of corporations, personal experience and “outside the box” creative thinking to come up with effective unique solutions. Tom will be facilitating the Sales Rainmaker Program and the Business Growth Experience throughout Cleveland and Northeast Ohio. Tom can be contacted at tom@wboardgroup.com and 440-836-4211.

Next month we will be announcing a new training for Stark County. Stay tuned.

49 Marketing Secrets (THAT WORK)

Ron Finklestein’s book 49 Marketing Secrets (THAT WORK) to Grow Sales continues to sell internationally. We recently receive a contract from a publishing house in mainland China to sell the Chinese translation of the book. It is exciting to have the book exposed to over one billion people.

49 Marketing Secrets is currently sold in Saudi Arabia, Indonesia, India, The Czech Republic, The United States and now China. To order the book from Amazon just click here

Small Business Talk Radio

Ron Finklestein has been asked by long time small business talk radio host Dale Stefancic to co-host Small Business Talk Radio.  We are on every Wednesday from 4:30- 5:30 PM on 1330 on the AM dial or through the Internet at WELW.com (press the listen now button.) We work hard at showcasing local business owners and dealing with important business topics in the small business market. Please join us and let us know what topics you are interested in hearing about. Email me at ron@businessgrowthexperience.com with your suggestions. During the month of August we are going to talk about finding the money. We will have a banker, third party financing representative and a chief financial officer talk about how to find money in your business.

Are you Proud to be in Sales?

It took me many years to fully appreciate the power of being in sales. When I am selling, I am proud of what I do because selling is a profession where I can change the life of people I work with, feel good about it and get paid for it. I hope you feel the way. If not call me and let’s talk because anyone who is not proud of their product or service will struggle.   See more in our latest blog post.

Our Latest Blog Post (Why is Sales So Hard?)

Selected Business of the Month! How to Save Money!

I just meet Joe Campbell. Joe runs a business call the Buckeye Xchange. The Buckeye Xchange does business through barter. He has a good story and you will learn how to grow your business and save money at the same time. Check it out: http://www.buckeyebarterexchange.com . Tell him Ron sent you. If you prefer a person to talk to you can reach Joe at 330-659-0225. There are over 200 businesses already participating.

 

Regards,
Ron Finklestein
ron@businessgrowthexperience.com
www.businessgrowthexperience.com (download your fr.e.e. report Six Questions Your Prospects Want Answered BEFORE They Buy From You)

Why is Sales so hard?

Why is Sales so hard?

I do a lot of sales training and I heard two common complaints:

  1. Sales is hard
  2. I hate sales

Sales is hard if you do not know who your ideal customer is and why they should buy from you. To understand why your clients do not buy, download your free report at www.businessgrowthexperience.com.

If you hate sales and you need to sell to make a living you have two choices:

  1. Find a new profession
  2. Understand that selling is the faster and easiest way to change a persons’ life for the best.

If you do not believe your product or service will profoundly change someone’s life for the best, you have the wrong product or you are in the wrong profession.

To learn more, check out www.businessgrowthexperience.com

Sincerely,

Ron Finklestein

330-990-0788

ron@businessgrowthexperience.com

 

Can being in sales be a true spiritual approach to business and life? Ron Finklestein

Can being in sales be a true spiritual approach to business and life?

Jim Cartcart was recently on our radio program (WELW.com every Wednesday from 4:30 to 5:30 PM EST) and he gave a definition of selling that transformed my view on sales, how I sell and the contribution I make on the lives of others.

Jim Carthcart’s definition of sales is “Changing the lives of others – profitably.”

When I sell the Business Growth Experience Sales Rainmaker program I no longer feel as if I am selling. I know the material I teach will change their lives of people who participate and I am proud to call myself a sales professional. I feel good asking to be paid because of the value I am providing.

But is sales a spiritual approach to life?

Why would I say that?

Most people don’t get into sales because they want to be in sales. They get into sales to help solve a problem and being in sales is a byproduct of accomplishing a larger goal, a higher purpose.

I started looking at doctors, teachers, priests, and other helping professions and I realized I am doing the same things they do: solving a problem to make a persons’ life better.

I like to think of what we teach as using sales skills that you will use in every area of your life. These skills will work with friends, family, children and significant others and you will be a better person for it as I feel I am a better person for teaching it.

If you are a small business owner who is struggling with sales, give me a call. The first thing we will do is help you understand how you can use your product or service to change someone’s life for the better. This is a great first step in realizing the meaning and purpose in what you do.

When I wake up in the morning and I know I am having a positive impact on the lives of others, I am inspired, motivated and compelled to work harder because I know I am making life better for others.

In the business growth experience here is what we do: We tell people to stop selling and teach others to buy. We do that by combining sales and marketing so that our clients know more about their customer then the customers know about themselves. Then we teach them to sell the way the customer wants to buy. That way the product sells itself. When you master this process life gets easier, sales is fun and life is more rewarding.

To a more spiritual approach to selling!

Thanks Jim Cathcart. You changed another life!

Ron Finklestein

330-990-0788

ron@businessgrowthexperience.com

www.businessgrowthexperience.com

Well I hate being sold to!

I have been a big fan of Neuromarketing. Neuromarketing is simply understanding how the brain like to process information and creating a marketing message that resonates with the brain. A business associate of mine, Dennis Andrew, wrote a really good article on how to sell using some simply Neuromarketing techniques. Below is his article unedited. I know you will enjoy this.
If you want to reach Dennis here is contact info: Dennis Andrew, NNOS Studios, 503.877.4880 ~ direct

 

It seems that most of the emails I get are just selling, selling, selling. Well I hate being sold to. When I meet someone I want to know how they think, not if I’m a qualified buyer.

Here’s a bit of info you’ll probably enjoy. It’s on how clients make decisions.

Understand that the “decision-making” part of the brain is like a child, not an adult. It needs to be unlocked, not forced. It doesn’t choose something because it is a logical decision. If it did, everyone’s products would be sold. People make decisions based on emotions and (after the decision is already made) then it mixes with another part of the brain that FINDS (creates) a logical justification.

To unlock it, you must work around the fact that this part of your client’s brain is self-centered. That’s why it is all about them and little about you or your company. This part is always searching for any disruptions and things out of the ordinary. It is also searching for things that are familiar, concrete, recognizable…all tangible input.

Be sure to use contrast like before/after, fast/slow, with/without, and express it visually as much as you can. The optic nerve is some 40x faster than the auditory nerve.

When you engage with them, it is the beginnings and endings that get remembered. Talk about the most important info first and repeat it at the end. Don’t talk about who you are and what you do first.

Since we all have preconceived biases about products/services, it is very important to note that we rate experiences not by the experience as a whole, but by the best/worst moments, and the beginning/ending. What is ugly (or beautiful) here, is that we form our perception of the person/company by the ending of the experience. Don’t end the client experience with a bill.

People don’t remember you by what you tell them, but by how you made them feel. Likewise, they won’t remember your company by what they gave you or got from you, but by how they FELT as a result of that.

Clients’ brains are looking for the gap…what you offer that others don’t. Present these in sets of three. The brain likes “3.”

I ran across a statistic showing that people are willing to pay 4x the price if they know they’re getting twice the value. If the value of your product is unknown, only then does price become the default differentiating factor between you and competition. Price is what they pay, value is what they get.

Don’t sell the features, sell the benefits those features provide.

If you have any question or want to learn the six questions your prospects want answered before they, go to www.businessgrowthexperience.com and download the free report.

If you want to learn more on how to grow your business, give me a call. We specialize in helping business owners grow sales, increase revenues and shorten the sales process.

Sincerely,
Ron Finklestein
www.ronfinklestein.com
330-990-0788
ron@businessgrowthexperience.com

 

Eleven Cardinal Sins of a Sales Representative.

Eleven Cardinal Sins of a Sales Representative.

If you are in sales or wonder why your sales are suffering, ask yourself if you are hurting yourself by:

  1. Being desperate. If you are desperate, do not let the prospect see it. It will chase them away faster that junk yard dog.
  2. Being artificial. People are looking for authenticity in their relationships, especially a sales relationship. People want to know you can be trusted.  You do not want your prospects thinking of you as Jerry Springer.
  3. Being unprepared. There is no excuse for not being prepared. With the internet you can find most everything you need to know before the sales call. You can bet the prospect did his homework on you. You are not John Wayne. Don’t try to wing it.
  4. Not planning your sales call. Walking into meeting without an agenda is inexcusable. I was in a meeting where the sales rep did not have an agenda and he did not confirm what he thought was the agenda, and the prospect was not happy.
  5. Being late. Most prospects take being last as a sign of disrespect: of his time. This is a great way to start off on the wrong foot.
  6. Taking longer than you said. If you asked for 30 minutes don’t take a minute longer. Ask for permission to continue if you must or schedule a second meeting.
  7. Not focusing on solving the problem. Most business owners are busy and they do not care to create a relationship with you unless they have a reason. Talking about your hunting trip may be fun for you but your prospect is not particularly interested. Focus on him and his problem.
  8. Talking too much. If you are talking you cannot be listening to the prospect and his problems. A great sales rep is an excellent listener. They listen with purpose: to understand.   Watch Dr. Phil if you want to see how it is done.
  9. Being a liar. Be honest. If you cannot help them tell them. They will respect that and listen the next time you request a meeting. Jim Carey you’re not (I hope)!
  10. Being a liar again. Don’t lie and tell them your product does something it can’t. It takes a short time to destroy your reputation you took a life time to build.
  11. Not be respectful. Do what you say you will do when you say you will do it. Many times a prospect needs something from you to do his work. Deliver what you said you would when you said you would do it.

 

Need help with growing sales, increasing revenues and shortening the sales process? Give me a call for a free not obligation discussion of your most pressing sales issues.

 

Ron Finklestein
Business Growth Experience
www.aboutbusinesssuccess.com

330-990-0788 / ron@businessgrowthexperience.com

 

What Can You Learn from Business Failures? What Can You Learn from Business Failures?

What Can You Learn from Business Failures?

It’s a well known saying that you can learn from your failures and this is supposed to apply to business as well, but is it true? Do failures really teach anything that doesn’t lead people into another failure later in life or do people who have failed magically become model businessmen and women?

Business failures are often blamed on some specific occurrence or on somebody else. Perhaps only those who can accept responsibility can move on to be better business people rather than hoping for the perfect balance transfers to get them out of their one way ticket to bankruptcy.

What failure means

One of life’s most stressful times is when a business fails. It is like a death in the family and there is a grieving period to mourn through. Failure brings up thoughts of negativity. Most business people want to just get up and move on to their next venture but the personal and financial problems may not disappear as soon as another business begins.

People close to the entrepreneur will feel the sadness in losing their baby – their business. Some of those close enough to the events may never want to go near a business again if they have to be involved in its formation and then production. For some, it can be even more serious and the loss of their business can lead to more serious personal problems, some which even lead to the need for alcohol or drug abuse treatment.

Unfortunately, even in those trying times you need to turn around and be positive. It is part of a life journey and with those experiences you may recognize the problem if it occurs again. You will be able to see the situation and react differently and much quicker to solve the issues that caused your business to fail.

There will need to be an evaluation of why you failed. These results should set you on the right path so you will be confident you won’t fail again.

The choice is yours

Whatever happened and whatever will occur in the future, you bear the responsibility to make a successful business. How you present yourself is the first choice you make which will affect how you recover from an initial failure.

You need to be able to take the positives from your failures and build on them. You learnt how to get past failure in school. You didn’t know the alphabet to begin with, but after many failures you knew it off by heart quite soon. Business is much the same, except there is always a bigger financial and personal risk.

Failing is succeeding

Failing is a tough pill to swallow and no one wants to give up, but seeing the positive side of one’s circumstances positions you for greater chances to find success in the future.

You will need to see failure as a building block for success. Only quality entrepreneurs can see the opportunity when failure is all round. The growth of your new business will be based on the positives from your previous business coupled with the lessons you have learned. Failure is only a state of mind after your business has closed. The business is gone and it is up to you to ensure the future holds a better run business.

Time management

You will need to assess your time management and decide if this had anything to do with your business failure. Being in control of your time is a major step in moving a business forward. Too many people concentrate on the wrong priorities in business and often fail to see the bigger picture. You should excel where you have the skills to succeed and employ others to control the aspects of your business that are not your best areas. When you are not a master accountant, have someone else manage your accounts and learn how to check them carefully. If you spend too long on the wrong side of your business you can’t be expected to see the problems as they happen.

Moving with technology

You can’t expect to run your business with technology that is years out of date. Computers, software and business machinery have developed so far in the last few years that you must move with the times if you are to keep abreast of the best aids to help your business. If your web presence is lacking, your competitors will sleep easy at night.

Learn from your mistakes and plan properly to maximize the education you gain through your failure. Success might be just around the corner.

To Your Success

Ron Finklestein

330-990-0788

www.aboutbusinesssuccess.com

ron@ronfinklestein.com

Free Marketing Tip to Bring Hundreds of People into Your Business Each Month

Free Marketing Tip to Bring People into Your Business

I am a member of AmSpirit, a networking and business referral group. We meet at creative source. Creative source does great work and I suggest you check out their website.

My reason for this post is to document Creative Source and how they bring in hundreds of business owner and sales reps into their office each month at no cost to them. Creative Source has a big conference room they allow others to use at no charge. They do not provide coffee or tea. Several networking groups meet there, Toastmasters meets there. I held some sales presentations there before I knew Mike. Mike, one of the owners, feels this is a good way to give back to the community.

By giving back to the community, he has hundreds of business people come to his place of business each month. Each business owner who walks through the doors each week sees his work, reinforcing his brand. He provides a table for others to place their brochures. He is not afraid of competition and some competitor belongs to the groups who meet there. He does all this and it cost him nothing. I am so impressed with his tactics that I writing a blog about his approach.

He is not a client. I am not his client. I just see his approach as a risk free way to attract hundreds of people to his business each  month. I do not know how much business he gets, nor does it matter to him. His primary reason is to give back to the community. The visibility and support he gives the community is amazing.

If you can, try this. It cost nothing. I taught this tactic to a restaurant client of mine and he has groups meeting at his restaurant regularly. He visits various groups and invites them to use his spare room at no charge. They pay for coffee, breakfast or lunch, and his repeat business has sky rocketed.

To Your Business Success,

Ron Finklestein
330-990-0788
ron@businessgrowthexperience.com
www.businessgrowthexperience.com
Improve your people skills and grow sales: www.akris.net

 

How to Price a Product

Your pricing formula (or pricing a product or service)

I recently received a request from one of my blog readers to do an article on pricing your product. He sent me some great articles he found on the net. After reading them I realized he may have been over thinking the pricing issues. To me it is fairly simple. There are only three outcomes to consider:

  1. Your product is priced too high and no action is taken (the competition is complacency.)
  2. Your product is priced too high and it invites the buyer to buy from someone else (I need to make sure I am getting the best VALUE.)
  3. You price your product to low and you introduce concern from the buyer because he wonders what is being missed (lack of trust.)

Pricing your product can be simple if you let it but you must price it from the buyer’s perspective. As a business owner you need to know both your fixed and variable cost and ensure you cover those cost while remembering the buyer is not concerned with your cost. They simply don’t care.

From my perspective, here is what you need to be concerned about. What does your competition charge? This is important if the consumer has a preconceived notion of the value of the product. For example, if I go to a paint store and see a gallon on paint is priced at $50, I might go to another store to see if I can get the same quality (different brand) for a better price. I may have a belief that I am not going to pay more than $30 for a gallon of paint (or $20K for a car, or $3 for loaf of bread, or $1 for a pen, etc.)

The bigger issue for me is the value proposition. I believe people will pay to solve a problem and in many respects they will pay a premium if they believe you are the right and safe choice. Making the buyer understand that you are the right and safe choice is both hard and critical. Understand this is not a universal construct. For example, if I have $1 to spend for pen it may not matter if it is a BIC or another brand as long as it fits my budget. If I have a Rolls Royce for sale and my buying audience cannot afford a Rolls (or do not want it) then price it does not matter.

The hard work is the unique value proposition, helping other to understand your value, where and how to market your product and knowing how the problem you solve will allow you to charge more.

Pricing the product is in fact telling a story about the product. For example, why would I pay $50 for a gallon of paint when I can a similar product for 40% less? If price is not an issue, you can focus on the parts of the products story that are important to a client. The higher price for the paint can be told in a story: it is safer (less smell), easier to clean (important to a busy mother because it save time), last longer (don’t have to do it as often), provide a better finish (looks better), or is easier to apply (saves time.)  If those concepts are not important to your audience, you have a different kind of problem.

Sometimes price is not a consideration. If you are selling to high net worth individuals, they are buying prestige and convenience. The price is secondary. If I am buying a gallon of paint, price is primary.

Finally, pricing is impacted by the demographics of the audience. It is harder to sell your product using “pain” as the value proposition when selling to an older audience because their life experience tells them that “been there done that. This too shall pass.” Pain works better on younger people who have a need for more immediate gratification.

Bottom line is that pricing is an effective marriage between cost to produce, what people will pay, and the story that motivates them to buy.

 

To Your Success,

Ron Finklestein
www.BusinessGrowthexperience.com

ron@businessgrowthexperience.com

330-990-0788

 

Can you be Successful at Sales?

Anyone can be successful at sales provided you have the right behaviors and mind-set.

In 2003, Tim Connor published a book called Soft Selling.   In it, he compared how poor salespeople and successful salespeople managed their selling time differently.   He allocated the salesperson’s time into six major categories:

·   Prospecting

·   Sales Presentation

·   Service

·   Administration

·   Travel

·   Self-Improvement

 

He found that when it came to time management, poor salespeople allocated their time as follows:

·   10% on prospecting,

·   23% on sales presentation,

·   15% on service to others,

·   30% on administration,

·   20% on travel,

·   and a meager 2% on self-improvement.

 

These numbers are stunning at first glance if you believe and take Connor’s numbers seriously.

Note that only 10% of a salesperson’s time was being spent on prospecting and a whopping 30% of their time was being spent on administrative duties.    In other words, the salespeople who failed were spending more time managing their paperwork and administrative duties than managing or growing their sales pipeline.

 

10% of a poor salesperson’s time was being spent on prospecting.  It’s no wonder their sales were falling short of their expectations and their sales pipeline remained empty. They were spending more time on paperwork and presentations when they should have been out looking for new suspects to qualify. Contrast these numbers with how well successful people managed their time when it came to selling.  Connor found that good salespeople spent their time as follows:

·   45% on prospecting for new business,

·   10% on their sales presentation,

·   20% on service to others,

·   5% on administration,

·   10% on travel,

·   And 10% on self-improvement.

If you want to learn how to get better at sales and be seen as a partner to your customers check out Collaborative Selling. To learn more go to www.akris.net 

 

Sincerely,

Ron Finklestein
Business Growth Facilitator
www.businessgrowthexperience.com  

 

 

Do you take Ownership for Your Situation?

Do you take Ownership for Your Situation?

In a Business Growth Experience meeting we discussed how to identify high potential individuals. One trait that surface over and over was ownership – specifically taking ownership of a given situation.

It was suggested people who lack ownership used words like: I should, I must, I had no choice, I had to, and other made me do it. The stories they tell are other focused: they did this, you should hear what happened to me, etc. Excuses are a big part of their lives. It is always someone else’s fault.

People who embraced ownership used words like: I choose, it was my responsibility, I decided, and the stories they tell are focused on “I.” They ask questions like “why am I…?”, “in what ways can I…? ,“ why did I fail to communicate effectively with…?”, “how can I do things better?”, and “how can I change this situation?

Which side of the equation do you live on? Do you take ownership for your life, business, results, and relationships?

If you do not own your situation how can you change it? What kind of person do you want to become? What kind of person do you want to hang out with? Remember, there is no partial ownership. It is not like owning a time share. You either own  it or you don’t.

Ron Finklestein

ron@ronfinklestein.com
330-990-0788

www.ronfinklestein.com

To receive these posts directly please go to www.businessgrowthexperience.com and sign up for the free eBook, “Six Questions Your Prospects want Answered before the Buy.” You will then be added to the email list.

To receive great business training at an even better price please check out www.aboutbusinesssuccess.com

 

The New Marketing Strategy Guaranteed to Work

The New Marketing Strategy Guaranteed to Work

Marketing is the process used to determine what products or services may be of interest to customers, and the strategy to use in sales, communications and business development.

Marketing is designed to persuade you to take a specific action (call now, space is limited), or not do something (don’t throw that away, recycle it).

People have become cynical. Marketing has become so sophisticated that people feel tricked into doing something only to find the product or service did not perform as stated or expected. We are inundated with thousands of marketing message daily from people trying to part us from our time, energy and money.

What’s a marketer (business owner) to do? I have new and powerful marketing technique that is guaranteed to work. What is it you ask?

It is quite powerful. You simply market your products and services with Integrity. Integrity is defined as adherence to moral and ethical principles; soundness of moral character; honesty.”

Wouldn’t it be great when we encountered someone selling a product or service that interested us that we felt we could trust the person or company? That we could have an open dialog; that the message was to be consistent and had integrity. The honesty was there.

There are six questions your prospects wants answered before they buy. You can download the report at http://www.aboutbusinesssuccess.com. This report will help you communicate your message with honesty and integrity.

This message was prompted by a bad experience I had will my bank. I should say my old bank – I just left them. Here is what happened. I received my home equity line statement from my bank and the bank demanded the loan be paid in full. We are not talking about a small about of money. I called customer service to see what was going on. I was told my house was in the collections and foreclosure process, I could do nothing to stop it, and no one I could call. The process must run its course. They told me I was late 30 times (BTW, I was never late.) When I suggested they made an error, I was told I was lying.

I spent hundreds of hours trying to solve this (as a small business owner this time away from my business was quite painful) finding the right people to talk too, feeling really stressed out and helpless because of the stress it put on my family, only to find out they made a mistake. My house was not in foreclosure, it was not in collections, and all was fine.  I did not get so much as a letter of apology. I think they were afraid I would sue. Don’t worry, I am not that kind of person. The letter I did get, saying my credit was not damaged,  did not have a signature. The collection letters I received that had a phone number would not return my calls. I was even told they called me and I know they did not because I have just one phone I use for all call and the call log does not lie.

While I am going through all this I see the banks’ commercials on TV about how easy this bank is to work with, how much they care about their customers and how responsive they are to their customers’ needs. I was quite angry that there was a total and complete disconnect between their message and their actions. At this time, I should point out that I had been with this bank over 30 years. I am in process of changing banks. I paid off the loan in questions, and I am creating an arm’s length relationship with my new bank.

Contrast that with the city where I now live. They put in a new sanitation line on my property that caused all kinds of water  problems in my yard. It has been a slow process but they are taking ownership and fixing the problem at their expense and the investment they are making is not insignificant.

Problems will happen. It is how you handle the problem that is important. Which organization was more in integrity with their customers? Is your message congruent with your organization’s action?  Do you deliver what you say you will deliver? Is your marketing message consistent with your company’s actions? All people want is to be treated fairly and honestly. Do you allow people in your organization to do that?

Do you handle your customer problem with integrity? Do you handle your sales with integrity? Do you live your life with integrity? Do you market with Integrity? Are you seeing a theme here? Being in Integrity is all that you do and be? The true disconnect is when your actions are not consistent with your words.

Ron Finklestein

Http://www.businessgrowthexperience.com
ron@akris.net
330-990-0788

The Power of Focus. The New Way to Get Results

One of the biggest problems I see with small business owners is that they chase the money. When you chase the money, you lose focus, and people do not know what you stand for.

Focus is principle number 6 of my Nine Principles for Inspired Action.

After working with a client in the Business Growth Experience and suggesting she gets focused, I received the following email less tha a week later.

“I also want to give you some feedback on a suggestion you made for me in the last Business Growth Experience meeting. We discussed just focusing on 3 types of businesses. Well I’m getting more referrals for those types of businesses. I’m truly amazed. I’ve received about 10 referrals between cleaning, insurance, and real estate in the last week. Thank you.”

Stop chasing the money. Get focused on your customer. The money will come.

Ron Finklestein
www.businessgrowthexperience.com
ron@businessgrowthexperience.com

 

 

Ten Time Wasting, Productivity Stealing, Resulting Robbing Excuses that Make Life Hard.

Ten Time Wasting, Productivity Stealing, Resulting Robbing Excuses that Make Life Hard.

As a business coach I work with people who could improve their results and productivity by making simple yet powerful changes in their approach to decision making. If you are not achieving your desired results, here are ten possible reasons why.   As you read, think about what you are doing and why you are doing it. The biggest reason productivity suffers is because of poor decision making. This wastes time and valuable resources. Time is wasted when we confuse activity with accomplishment. Activity is purposeless action. Accomplishment is purposeful action that leads to the results you want.

Getting clear on what is important and focusing on those activities will increase your productivity, save you time, and simplify your life. Take a look at these 10 time wasting, productivity robbing, and frustrating actions people take. How many of these apply to you?

  1. Not staying focused. Stay focused on what is important and ignoring any other opportunity that comes along will increase productivity. Jumping from activity to activity will ruin your productivity!
  2. Stop Multi-Tasking. You cannot focus and do multiple things well. Your productivity suffers. You think you got a lot done but none are done well and you would have completed more had you stayed focused. Studies show that focused activities allows you accomplish more.
  3. If you are a business owner do not discount your product. You are not the Banker. On more than one occasion I wanted to help someone so I gave them some help by discounting my product. The ones that I offered this help to were the ones who valued it the least, who took the most time and accomplished the least.
  4. You do not need to be an expert. People will be confused if you explain every detail. They really want to know why it works not how it works. It helps with your confidence level to know this info but you do not have to tell everyone unless they ask. Do not spend time trying to figure out every nuance of your product. Just go do what you have to do. If someone asks you a question you cannot answer, tell them you will find out and set a date and time when you will get back with them.
  5. Stop waiting for your family’s approval. They want you safe and many time what you want, they see as risky. It is your life. Live it by your rules not theirs! Decide. Take action.
  6. Stop going to networking events. Spend your time where your prospects are, not where it is safe. Most people you meet at networking events want to sell you their product. That is why they are there. I cut way back on my networking because the same people show up. They were becoming more like reunions.
  7. Avoid the tire kicker. They want to tell the world they tried everything when in reality they will suck you dry and never take action. Do not waste your energy on tire kickers. On the flip side, work with people who are where you want to be. Be open and coachable. This will shorten your time to success.
  8. Why do you do what you do? To be truly successful, spend as much time working on you as you do on your business. Results happen when you change what you do. The best way to change what you do is to change how you think. This could be learning new things, taking different actions, and being exposed to people who think differently than you do.
  9. Stop believing the wrong thing. It is not skills that hold us back but our beliefs. Anyone can learn anything, assuming they have the desire and interest. I cannot tell you how many audio programs I listened to and did not implement what I learned. I would then listen to the same program 10 years later and wonder why I did not trust (believe, implement, execute, etc) what I first learned. I think of all the time I wasted.
  10. Do not believe your limitations. Those limitations are things you learned as a child and you do not have to have the same beliefs now. It is not your fault if you are not happy with your life as it exists today but you are responsible and you can change it. As Michelangelo once said, “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.” Aim High  and take purposeful action

 

Call today for a free consultation. I can be reached at 330-990-0788

Ron Finklestein

Business Coach

ron@businessgrowthexperience.com
http://www.aboutbusinesssuccess.com

Are You a Leader?

A good friend of mine wrote this article for a local magazine. The article received great reviews and because of that I ask him if I could post it here. The author’s name is Dale Stefancic.  To find out more about Dale, email him at dale@dalestefancic.com or visit www.EntrepreneursOnCall.com

LEADERSHIP

 

Leadership is a powerful word.  With it, there is an amazing amount of responsibility,  should you decide to assume the role of a Leader.  Often the question of are leaders born or are they made is frequently debated.  I believe both situations exist;  just as someone is born with a gift to be an artist, pro athlete, talented musician, actor or actress.  You can be born with the gifts to be a leader.  Can you become a leader?  I believe you can.

Leadership is reserved for those individuals that have vision, passion, compassion, drive, desire and unending will to attend to a higher level.  It may be as simple as having the leadership for your family.  To have them take the safe path, keeping them out of harms way, demonstrating through actions the correct and best way to get things accomplished.  Leadership is not attained by a title such as supervisor or business owner.

Leadership is a constant demonstration of one’s ability to lead through action with passion and purpose to illustrate the intended result.

While working in the business world, I have seen too many times  management just delegate responsibility or tasks without knowing first hand what it takes for the desired outcome  they look for.

Leaders are respected and listened to because they have demonstrated time and time again they have done what it takes to overcome and are willing to demonstrate to others through action and gain the respect needed to be valued and listened to.

The majority of leaders should know and understand that people are the core building blocks of their team and/or organization.  To be an effective leader, you need to understand the core building block of your people and their respective values.

Many organizations just look at their people in a professional capacity. This short sighting will miss the mark.  To ensure your leadership fits and attracts the right people, doing the right things take into account all the roles each person comes to work with, within and outside their team or organization.  You may have to address their personal roles outside of work such as parent, little league coach or volunteer.

Many times a person’s role shows up at work.  A leader is no different and you must understand and be aware of it.  The right leader will identify their own growth and development and prioritize them.

Keep in mind, you get the people you deserve.  It is our decision.  For you to attract and lead better people, you need to become the leader that those people need and deserve.  That means you first need to invest in yourself.  Keep improving one of your strengths and make your weaknesses strong.

Leadership begins from within.  Identify core roles, prioritize them and plan on development and then acting on them.  Any relationship begins with you.  Leadership begins with you.  To be effective, it is dependent on your ability to communicate well.

All communication begins with a thought before it is translated into words and messages. How many of us have allowed ourselves to speak first and think later?  What was the result?  In many circumstances, it created some unwelcome ripples in our life and in our leadership.  With sound leadership, our internal and external communication must be open, honest, clear and timely and at times radical.    When our thoughts line up with our words, our actions will follow in alignment.  You are congruent.  You walk the talk.  When you do that, people do what people see.

Be creditable.  This is who you are.  A creditable leader has quality of relationships and has earned the right to lead, versus it being a granted position.  Leaders are authentic, trustworthy, and compelling.

Be competent in what you do.  Leaders are expected to get it correct, which means problems need a proactive approach.  Usually problems will stem from three areas-people, strategy and execution. Your problem will most likely always fall into one of the three categories.  Identify which one and solve it.

Lastly, I want to mention consequences.  How do you do things and what was the consequence of your action?  How did you make your decision?  How did you choose to communicate your decisions and what was the impact on others?

Decide if you are a leader or if you need to work on yourself in some capacity to become a leader!

Dale Stefancic

 

To Your Success,

Ron Finklestein
330-990-0788

www.aboutbusinesssuccess.com

Aboutbusinesssuccess.com is a web site devoted to your personal and business growth. It contains marketing articles, personal growth videos and relationship building strategies.

Choosing a Legal Structure for Your New Business

We have a great article today from guest writer James Kim. Take a look at the pros and cons of your legal structure. If you do not feel you have the correct structure for your business, contact a lawyer who can help with either implementing a legal structure changing an existing structure. Thanks James for this great article.

Ron Finklestein
Business Growth Facilitator
ron@ronfinklestein.com
330-990-0788

Choosing a Legal Structure for Your New Business

One of the first things that an entrepreneur has to do when
starting a business is decide on a business ownership structure. Here, we
outline the different structures, helping you find the business solutions
that best suit your startup and understand its tax implications.

1.  Sole  Proprietorship

A sole proprietor is someone who owns an incorporated business
on their own. In this structure there is no legal distinction between owner and
business and, therefore, the owner has complete control over and liability for
the business, including the debts and legal actions against the business. In
sole proprietorships the profit is “passed through” to the owner and the business
profits will be documented on the individual tax return, Form 1040.

Many people consider the sole proprietorship to be the most
simple and straightforward business organization because you don’t have to file
any specific forms (like income tax forms) or pay massive startup fees.
However, on the downside a sole proprietor is fully responsible for all debts, making it
difficult or impossible to raise capital from investors.

The taxable year is the same as the owner’s: a calendar year. As
mentioned above, a sole proprietor must fill out a Form 1040-ES (Estimated Tax
for Individuals). The profits or losses are calculated on Schedule C. Earnings
from the sole proprietorship are subject to the self-employment tax, Schedule
SE, Form 1040, which is a contribution to Social Security and Medicare. You can
calculate the self-employment by multiplying net earnings from self-employment
by the self-employment tax rate. The self-employment tax rate for 2011 is 13.3%
(10.4% for Social Security and 2.9 for Medicare). However, you can deduct half
of your self-employment tax contribution in figuring your gross income by
filing a Form 1040 Schedule C (line 27). You can visit http://www.irs.gov/individuals/article/0,,id=130102,00.html
to determine eligibility for the Earned Income Tax Credit (EITC). Other forms
include the Form 941 (Employer’s Quarterly Federal Tax Return) and Form 940
(Employer’s Annual Federal Unemployment Tax Return).

To find these forms see http://www.irs.gov/businesses/small/article/0,,id=98202,00.html

2.  Partnership

A partnership involves two or more people who carry on a trade
or business together. This structure of business, like a sole proprietorship,
“passes through” profits or losses to its partners and these partners pay taxes
on their share of the profits in their individual income tax returns.

Instead of the Form W-2, the partnership must turn in a Schedule
K-1 and the Return of Partnership Income (Form 1065).Then, each partner reports
their profit and losses with the individual tax return (Form 1040) and Schedule
E.

Forms: http://www.irs.gov/businesses/small/article/0,,id=98214,00.html

3.  C Corporation

In a corporation, shareholders exchange money or property for
the corporation’s capital stock and usually take the same deductions as a sole
proprietorship for its taxable income. C corporation refers to any corporation
that is taxed both in corporate income and shareholder income (as opposed to
passing through the income to the owners like a sole-proprietorship or
partnership). This process is sometimes referred to as the “double tax.”

In a c corp you can implement “income splitting.” If the owners
keep some income within the corporation (“retained earnings”), it will be taxed
at lower corporate income tax rate, not at the individual tax rates of
the shareholders. These retained earnings are reported on Form 1120. C corps
also have to file the Estimated Tax for Corporations, 1120-W, quarterly.

Forms: http://www.irs.gov/businesses/small/article/0,,id=98240,00.html

4.  S Corporation

In an S corporation you have both limited liability while paying
income taxes like a sole proprietor or partner. S corps are essentially
corporations that have chosen to pass corporate income, losses, deductions, and
credit through to their shareholders; they are not subject to Self-Employment
Tax.

The IRS defines an S corporation as one that is 1) a domestic
corporation, 2) has only allowable shareholders, 3) has no more than 100
shareholders, 4) has one class of stock, and 5) is not an ineligible corporation
(like an insurance company or domestic international sales corporation).

To become an S corp the corporation must first turn in Form 2553
Election by a Small Business Corporation. An S corp “passes through” its net
income to its shareholders via a Schedule K-1 in Form 1040 (Federal Income
Tax). The salary paid to the employee-owner is subject to employment taxes
(940), but the remaining income, the distribution from the S corp, is not subject
to employment tax. The IRS requires, however, that the salary allotted is
“reasonable,” to prevent shareholders from giving themselves extremely low
salaries, attributing the rest of their earnings to distributions, and thereby
avoiding high employment tax.

5.  Limited Liability Company

If your business will most likely engage in some sort of riskier activity (the use of hazardous
materials, selling of edible goods, caring for children or animals, requiring
injury-prone actions), you should opt for the LLC, which protects your personal
assets from business debts and claims. There are no tax advantages (or disadvantages) to forming
an LLC: LLCs with one owner file for taxes as a sole-proprietor, while LLCs
with multiple owners file taxes as partnerships.

This is because the federal government does not identify LLC as
a classification, so a member (and owner of an LLC) must file as a corporation,
partnership, or sole proprietorship tax return. A Form 8832 is filed to
establish a business classification. Owners of an LLC may also have to pay
additional state taxes, or “franchise taxes,” in addition to the income
tax.

While understanding the legal side of business can be
complicated and, well, “taxing,” hopefully this summary of the basics has clarified
it a little!

James Kim is a writer for Choosewhat.com. ChooseWhat is a company that provides
product reviews and test data for business services and products.  Their
goal is to help small companies make informed buying decisions on business
solutions that help their business.

 

One Degree Difference

 As a professional speaker, I am often asked what topics I speak about. That is easy to answer because I can speak on:

 entrepreneurship,  small business skills, marketing and most any topic relating to  small business skills and small business success.

The common thread tying all my topics together is called The One Degree Difference. We must learn to think differently about our business in order to get different results.

My book Nine Principles for Inspired Action discusses the nine behaviors succussful people implement and there are examples of how people learn to think differently and how this change in thinking leads to different actions.

The One Degree Difference simply stated is that it does not require a massive change to get massive results. It only takes a small change in our thinking, a one degree change, to get massive results.

Change your thinking change your business.

Ron Finklestein

Small Business Speaker
330-990-0788
ron@akris.net

Contact me to see how you can learn more about the One Degree Difference.  

 

 

Leadership Entrepreneurship

Is an entrepreneur a leader? How does entrepreneurship differ from leadership? The answer depends on your perspective. In the traditional sense, anyone who starts their own business is an entrepreneur. Not all entrepreneurs are leaders.

A leader can rally the troops to take action. A leader can keep them motivated with a strong vision for the company. The odds of success increase significantly if the entrepreneur is a leader. If not the entrepreneur can thrive if they learn to master the basic skills and behavior of leadership or if they surround themselves with someone who can effective communicate that vision to the staff, the customers and valued business partners.

We cannot be all things to all people but we can surround ourselves with others who can effectively fill the gaps in our own skills sets.

To Your Success,

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