You, Too, Can be a Salesperson

You, Too, Can be a Salesperson
C.J. Hayden, MCC

I am not a sales and marketing guru. I've written two books
on marketing and taught thousands of people how to sell
themselves, but really, I don't know more about sales and
marketing than most of you. 

What I know how to do is talk to people, all kinds of people
-- restaurant owners and waiters, CEO's and receptionists,
entrepreneurs and kindergarten teachers. I don't try to sell
these people anything; we just have a conversation. But
sales happen as a result.

In my book "Get Clients Now!" I define marketing as telling
people what you do over and over. That's part of the secret
right there. I've seen too many business owners fail because
they simply don't speak up about their business. Or else
they tell someone once what they do for a living, and then
think they never need to mention it again.

But there's another piece of the sales and marketing puzzle
that often gets left out. When you talk to someone about
your business, you need to be direct, authentic, and
unattached to the outcome.

Clients and students often ask me questions like, "What do I
say when I call Mr. Big to find out if he's ready to buy?"
They're shocked when they hear my answer: "Hello, Mr. Big,
have you decided to purchase our product?"

Or maybe the question is how to follow up with someone you
met at last night's event who expressed some interest in
your service. My suggestion is to say: "When we spoke last
night, you seemed interested in my services, and I'd like to
continue our conversation."

What do you do when you fear that the client doubts your
qualifications? How about: "You seem a bit unsure of my
qualifications to do the job, and I'd like to address that.
What are your concerns?"

These are all conversations. You ask a question; they
answer. They ask a question; you answer. It's like a
friendly tennis match -- all you have to do is keep the ball
in the air, and nothing is at stake.

But that's the catch, isn't it? You think there's a lot at
stake. What if you don't get the contract, the client, the
money? So you make the conversation overly significant, put
on your marketing face and your selling voice, speak someone
else's words... and the result is anything but direct and
authentic.

What impact does this have on the person you're speaking
with? The opposite of a direct approach is an indirect one:
devious, underhanded, sneaky (check your thesaurus). The
opposite of authentic is inauthentic: phony, fraudulent,
insincere. Isn't this exactly what you have always been
afraid of -- sounding like a used car salesman or
telemarketer reading a script?

Scripts are for rehearsals. In a meeting or on the phone,
keep some talking points in front of you, but don't read.
Every word should be one you would use in normal
conversation -- use instead of utilize; fix instead of
rectify; help instead of facilitate. Get to the point
quickly, and tell the truth about it. "I'm just calling to
introduce myself," is not only an ineffective pproach, it's
a lie.

Show a sincere interest in people by asking questions about
their goals and problems. When you see a place where your
business can help, don't hesitate to say so. Be respectful
of people's time and really listen to what they say. Respond
to what you heard instead of continuing to the next item on
your agenda. Don't be afraid to toot your own horn while
staying true to who you are.

But these are just tips for changing your behavior. The real
key is in your attitude. If you can recognize that being
indirect, inauthentic, or attached to the outcome is causing
you to lose sales instead of make them, you'll have a
powerful incentive to do things differently.

C.J. Hayden is the author of Get Clients NOW! Thousands of
business owners and salespeople have used her simple sales
and marketing system to double or triple their income. Get a
free copy of "Five Secrets to Finding All the Clients You'll
Ever Need" at http://www.getclientsnow.com

Trees need water... but don’t overdo it!

The Plant Man
by Steve Jones
www.landsteward.org

Trees need water... but don’t overdo it!

Gardeners and landscapers have one thing in common with their “big
brother” the farmer: complaining about the weather. Ask any farmer
about rainfall and you’ll be told that it is nowhere near enough or it
is way too much. Unlike Goldilocks’ third bowl of porridge at the
three bears’ house, it is never “just right!”

At this time of year, we try to remind ourselves about the old adage
that April showers bring May flowers... not to mention shrubs, bushes
and trees. So with April finally behind us, we can assess whether or
not our landscapes are actually getting the “just right” amount of
water... for once.

Too much water can be as bad (or worse) than not enough water for your
trees and shrubs. After all, if your soil is turning dusty from a dry
spell, you can always turn to your trusty garden hose. But drying out
waterlogged soil is a whole lot harder!

Here are a few quick watering tips for you to bear in mind...

When you’re watering trees, remember that much of the water will be
absorbed by the roots at or beyond the drip line, not at the base of
the trunk. The root system of a mature tree can spread out 1 to 3
times the width of the canopy, so that’s the most efficient area to
give your trees a drink.

When it comes to newly planted or young trees that have yet to attain
much of a canopy, water needs to be applied closer to the trunk area.
New trees need more water than established trees. As the tree matures
and the canopy spreads, widen the watering area. Once a tree is
established, reduce the frequency of watering.

Best time to water: Early morning or evening, so that less of the water
will evaporate in the midday sunshine. If you’re watering in the
evening, avoid watering the foliage as this can promote the formation
of mildew and fungus.

Don’t flood ‘em! If you pour on too much water too fast, you’re only
adding to the problem. You can cause erosion and compact the soil, as
well as wasting valuable water. Never apply water faster than it can
be absorbed by the soil.

Allow the soil to dry somewhat between watering. This allows oxygen to
be absorbed more easily. Use a soil probe or your own version
consisting of a thin metal rod. If you can push the probe fairly easily
into the soil but meet resistance at a depth of about 4 to 6 inches,
it’s time to reapply the water. Bear in mind that this a rule of
(green) thumb. If your nursery gave you specific watering instructions,
be sure to follow those.

Applying a layer of mulch under the tree’s canopy will keep the soil
cool and help to avoid evaporation. It will also keep you from mowing
too close to the delicate roots and trunk where the whirling blades can
wreak serious havoc!

You can more comprehensive information about watering trees at
http://ag.arizona.edu/cochise/mg/wateringplants.htm and you can easily
click on a link to that site when you find this column archived under
the “Plant Man” heading at my Web site www.landsteward.org

Your specific needs can vary depending on your soil type, location and
weather conditions. I’ll be happy to provide some personal advice on
the kind of trees and shrubs that will work best for you and your
landscape. Send me a few details at steve@landsteward.org and I’ll
offer some ideas.

And now for a reader question...

QUESTION: “Last year I planted Red Sedum. What should I do this year to
prepare the plant for this growing season.” – Louise Kraybill

ANSWER: To prep your sedum for the new growing season, cut back to the
ground any old growth. Do not cut any new growth. At this time make a
light application of organic fertilizer and then put down fresh mulch
(up to 3 inches of organic compost is best) around, but not on the
plants. Water until the soil is totally moist and water weekly during
summer if there is little/no rainfall. This should get your plants off
to a great start.

The Plant Man is here to help. Send your questions about trees, shrubs
and landscaping to steve@landsteward.org and for resources and
additional information, or to subscribe to Steve’s free e-mailed
newsletter, visit www.landsteward.org

Are You Ready to Own and Operate a Business?

Are You Ready to Own and Operate a Business?
By Kathleen Gage

How often has someone thought of starting a business based solely on
the fact they think it will be easier than working for someone else.
Fact is, owning and operating a business can be one of the most
grueling experiences you will have. Granted, there are many
advantages, but unless someone has actually run a business there is
much to consider before you make that decision.

The following information will help you operate a business more
professionally. With today's technology there is no reason you
cannot
have the look of a large company even if you are working off your
kitchen table. If you have a home based business it is suggested you
have a room dedicated to your business. This helps you to stay
focused and there are some major tax benefits in doing this.

PROFESSIONALISM
-Choose voicemail rather than an answering machine. There is a major
difference in the perception to the caller.
-Toll free number. Check with your local telephone company to find
out if this is available to you if you will have a lot of
clients/customers from outside your calling area.
-Have a separate business phone line. You do not appear very
professional if your children answer the phone.
-Email. Avoid using free services due to limitations and perceptions.
-Dedicated fax line. A small business will appear as such if the fax
number and phone number are the same.

RUNNING AN OFFICE
-Stay organized. The more you can keep yourself organized the easier
it will be to respond to customer's requests in a timely fashion.
-Color file folders. A great way to organize your file system. Each
color indicates a category.
-Dedicated file cabinets. Separate personal papers from business.
-Form letters. Don't reinvent the wheel with every letter you
write.
Keep form letters on a disc or your hard drive.

FINANCIAL END of running the business. There will be many costs to
running a business. The following are some of the investments you
will need to consider.
-Medical insurance
-Separate phone lines
-Taxes
-Marketing material
-Office supplies
-Products
-Service fees
-Accountant
-Financial Planner
-Bookkeeper
-Keep excellent records
-Keep all receipts

-Advertising

THINGS YOU WILL NEED IF YOU WANT TO STAY COMPETATIVE
-Business license
-Incorporate
-Bookkeeper
-Financial planner
-Marketing material
-Business cards
-Letterhead
-Envelopes
-Folders
-Letters of referral
-Bio sheet
-Product or service sheet
-Web site


PROFESSIONAL ORGANIZATIONS
-Which ones are most beneficial for you to join? To get the biggest
benefit from any organizations you need to get involved. Use the
monthly meetings to network.
-Dues and fees. How much are the annual dues and cost for monthly
meetings?. Figure that in your budget.
-Conventions. Are there any conventions you need to go to? What is
the time and cost investment? Talk to others who have gone to find
out if it will be worth the investment.
-Network. Most of your business will come from referrals.

QUALIFYING THE BUYER
-Who is my customer?
-Do they have a budget for my product or service their budget?
-Do I want to work with them?

PAPERWORK
-Invoices
-Contracts
-Service agreements
-Letters

MANAGE PROFESSIONAL IMAGE
-Responding to requests by providing what the customer needs. If you
are not the person for the job, who can you refer (that's why
networking is so important)
-Follow-up. Do your follow-up in a timely fashion
-Develop a good relationship with the client
-Return calls as soon as possible
-Send information in a timely fashion
-Priority mail is often less expensive than first class. And it can
be more impressive to your client.
-Keep in touch after the fact. A mistake a lot of people make in
doing business is they do a job for a client and then seem to forget
the client. It is easier to get repeat business than it is to find
new business, and yet, so often business owners and salespeople
(which is what you are if you own a business) will look for the new
customer and forget about their existing clientele

Kathleen Gage is a keynote speaker, author and business advisor
specializing in marketing and promotions. Access Gage's's
FREE eBook
Street Smarts Marketing On the Internet at
http://www.streetsmartsmarketing.com/free-ebook.htm

Green Thumb Gifts: Beyond Gardening Gloves

Green Thumb Gifts: Beyond Gardening Gloves
by A. Heath

Ahh, spring! It has sprung! Gardeners (and budding gardeners -
no pun intended) have begun the quest for a weedless lawn, or a
bountiful garden. But if you're looking for gifts for someone with
a green thumb (or someone with green thumb envy), consider the
situation first.

Some people think of gardening as a chore. Others see it as
relaxing. Some will see it as exercise, and still others consider
it art. Some people have the magic touch in the garden, while
others couldn't grow mold if they tried! This is important when
considering gardening gifts. You need to know if you should give
something to make gardening easier, more fulfilling, more
challenging, or more fun.

For those people who see it as a chore, gardening just adds more
items onto the never-ending to-do list. In this case, you need to
consider gardening gifts that will make these outdoor chores easier,
faster, and less of a hassle.

Power tools and storage & organization aids usually fall into this
category, along with the ever popular lawn tractor. A leaf
blower/vacuum can make clean-up a breeze (again - no pun intended).
The same can be said for a pressure washer. Heavy jobs are made
easier with a wheelbarrow or yard cart. And organizing a collection
of garden tools is simple with a storage bench or shed. Other ideas
include a convenient watering timer.

If your gift recipient enjoys gardening as a hobby, you'll want to
take a look at gardening gifts that can bring more fulfillment or
enjoyment to the outdoors. They would benefit from a magazine
subscription like "Garden Design", or a gardening book ("Front Yard
Gardens: Growing More Than Grass") to help cultivate their ideas.
Garden enthusiasts like to sit back and enjoy their hard work,
so patio furniture and accessories would also be a great gift.

And let's not forget the gardener wanna-be: those whom we love that
just can't seem to keep that plant alive - whose thumb isn't really
green at all! Start off with a how-to book like "Lawn Care For
Dummies" or "Taylor's Encyclopedia of Garden Plants", and complement
that with some basic gardening tools or accessories. These types of
gifts would also be great for first-time home buyers.

For the gardener who already "has it all", you might want to consider
something a little more unique, like an indoor grow light, solar
stepping stones, or a cascading fountain. And if you're just not
sure what to get, there's always a gift certificate or gift card.

For more gardening gift ideas, visit
http://www.the-gift-wizard.com/gardening-gifts.html

ABOUT THE AUTHOR
A. Heath is a gift researcher for http://www.the-gift-wizard.com

Installing a Brick or Paver Walkway

Installing a Brick or Paver Walkway

The key to installing a Brick or Paver Walkway is to first
properly prepare the area where the bricks/pavers are to be
installed. The area should be dug out at least a foot down,
removing all topsoil and clay soil.

Once the area has been dug down, 3/4" gravel stone should be
laid in and tamped down tightly. Then sand, or stone dust
should be spread over the gravel. Again the sand/stone dust
should be tamped down. Stone dust is preferred.

Now that you have a stable base, place a 1" pipe or ledger
board the length of the walkway on either side of the
walkway. Then using a flatedge, e.g. a 2"x4" slide it over
the two lengths of the pipe/ledger board. In doing this you
will create a level surface area to lay the bricks/pavers.

Now place on the level sand/stone dust strips of plastic
brick borders. Install a run on both sides of the prepared
area. These strips will act as your walkway border and help
to maintain the integrity and shape of the walkway. You can
get these plastic strip borders at most Home Improvement
stores such as Home Depot or Lowes. The strips should be
anchored down with 12" galvinized nails. You should sink
these nails into the ground and through the strips every
foot.

Once this is done, you can then begin to lay the
bricks/pavers. There are many patterns you can lay. I
particularly like the Herring Bone pattern. The key to
laying the bricks/pavers is to ensure that they interlock
with each other. Always stagger adjacent rows of bricks by
1/2 of a brick to interlock them. This will again help
maintain the integrity of the walkway.

Inevitably bricks/pavers will need to be cut or split when
building the walkway. Unless you want to buy or rent an
expensive wetsaw, I would suggest purchasing a simple
brick/paver splitter. It is basically a chisel with a wide
end that is the width of the bricks/pavers. To actually
cut/split the brick/paver, lay it in a bed of sand and place
the chisel at a 75% angle over the spot where you want to
break the brick. Then using a hammer strike the butt end of
the chisel firmly. You may need to do this a couple of
times. You may also want to flip the brick/paver over and
strike the other side of the brick using the hammer and
chisle. Within one or two strikes the brick/paver should
break cleanly. If your walkway has curves you will need to
buy/rent a wetsaw.

After installing the bricks, build up the outside edges with
additional sand, and then shovel in the topsoil and pack
down firmly.

Finally, spread stone dust over the new walkway and sweep
into the cracks. Repeat this process a couple of times to
ensure the cracks are fully filled. This will complete the
interlocking of the bricks and help to eliminate any weed
growth. Just add grass seed to the outside edges and you
should have a beautiful entrance to your home within a
couple of weeks.

About the Author:

Over the past 20+ years Mr. Donovan has been involved with
building homes and additions to homes. His projects have
included: building a vacation home, building additions and
garages on to existing homes, and finishing unfinished
homes. Mr. Donovan's formal education and profession have
been as an Electrical Engineer and Marketing Manager. Email
Mr. Donovan at me_donovan@comcast.net or visit either his
website http://www.homeadditionplus.com or blog site
http://www.homeaddition.blogspot.com.

Mark J. Donovan
www.homeadditionplus.com
www.HomeAddition.blogspot.com

April Gardening Tips

April Gardening Tips

One of the nicest months in the southwest. (if the wind is not blowing)
You may plant just about anything such as tomato plants, fruit trees
shade trees, evergreen shrubs, flowering shrubs, bulbs etc. It is also
the month that garden centers usually are fully stocked, at least in
the southwest.

Fertilize your bermuda or warm season grasses at this time if you have
not done so in late March. You may also fertilize your fescue, rye, or
bluegrass (cool season) lawns if it has been more than 6 weeks since
you've last fertilized. 16-8-8 with iron, zinc, and sulphur works well
if you do not have a problem with weeds. This can be used on both warm
season and cool season grasses at this time of year.

If you have oleander, now is the time to cut back any winter damaged
leaves or stems it may have suffered from the cold. Shear oleander if
you want them to look full and bushy or you may selectively prune
branches to give it a more open and air look. You may also prune them
into multi-trunked trees, which look quite picturesque when mature.

Lantana plants may be just coming out of their dormant period at this
time. It is best to pull away any mulch that may be around the base of
the crown, to allow the sun to heat up the soil and allow it to "wake
up" from it's winter sleep. Don't let these plants fool you, they may
look dead, but 9 times out of 10 they are just dormant. They need quite
a bit of heat to start growing. Be patient!

Roses may should still be in stock at this time and take well to being
planted at this time. For existing roses, fertilizing is key. I
recommend a water soluable fertizier such as Peters Tm 20-20-20 every
other week, for healthy foliage and multiple blooms. In addition to
this use a soil acidifier such as Ironite Tm or Grow More Tm organic
chelated iron. These products help keep foliage dark green and give
flowers more vibrant colors.

Feed all trees, and shrubs at this time. There are many product to
choose from. It is best to look for a product that is easiest for you
to use. Most plant will respond to just about any kind of fertilizer as
long as it is applied correctly. Stop by and we can help take any
confusion out of this situation, or you can e-mail or call.
505-523-1520

Thanks from

Gary Guzman

Lots of new stuff at: guzmansgreenhouse.com

Can you recommend honing or sharpening tools...?

Can you recommend specific honing or sharpening tools for keeping the
blades of pruners, loppers, and scuffle hoes sharp? I have seen
Arkansas oilstones, synthetic sharpening "stones", pruner sharpeners,
etc. What is the best all-purpose tool and do you recommend coarse,
medium or fine stones or a combination of stones?

**********************

To briefly answer your question, use a whetstone to sharpen pruners and
fine gardening knives (such as Japanese gardening knives). Large-bladed
shears and loppers, shovels, hoes, etc., can be sharpened with a
medium-grit mill bastard file, and finshed with a finer grit file or
whetstone.

The Benefits Of Incorporating Your Business

The Benefits Of Incorporating Your Business

Connecticut Secretary
http://www.connecticutsecretary.com/

What do General Motors, Microsoft, AT&T and many other major
businesses in America have in common? They?re corporations.

A corporation is a separate legal entity that functions separate
and apart from its shareholders or owners. You can incorporate
on your own without an attorney, although it wouldn?t hurt to
seek legal advice. And you can incorporate in your home state
or any other state of your choosing.

More than half a million business entities have their legal home
in business-friendly Delaware, including more than 50 percent of
all U.S. publicly-traded companies and 58 percent of the Fortune
500. Nevada, New York, California, Arizona and Florida are also
magnets for businesses wanting to incorporate.

Protection Against Personal Liability

Incorporating offers a variety of legal and tax advantages. For
one, it?s one of the best ways a business owner can protect his
or her personal assets. As a separate legal entity, a corporation
is responsible for its own debts. Shareholders of a corporation
are generally not liable for the obligations of the corporation.
Therefore, creditors of a corporation can seek payment from the
assets of a corporation, but not the assets of its shareholders.
This means that business owners can conduct business without
risking their homes or other personal property.

Tax Advantages

Many businesses choose to incorporate for tax advantages.
Corporate profits aren?t subject to Social Security, Medicare,
workers compensation and other taxes, which adds up to 15.3
percent in taxes. An individual proprietor would need to pay all
of these taxes, commonly referred to as ?self-employment taxes?
on all income earned by the business. But with a corporation,
only salaries are subject to these taxes.

C-corporations provide even greater tax flexibility when it comes
to profits. By simply dividing income between the corporation and
the shareholders, businesses can save thousands of dollars each
year on taxes. With a C-corporation, the first $50,000 in profits
is taxed at only 15 percent -- plus, there are no Social Security
or Medicare taxes.

If you incorporate in a tax-free state like Nevada or Delaware,
there are no state income taxes. Therefore, if you?re in the
28-percent tax bracket and shift $50,000 of your personal income
into a corporation, you could save about $14,000 per year. (This
figure includes the money saved by not paying social security
and Medicare taxes).

Corporations also enjoy the ability to deduct business operating
losses. In fact, they have very few restrictions on operating
and capital losses. You can generally carry losses back three
years forward for 15 years. But sole proprietorships have
stricter rules. They?re also subject to a higher probability
of a tax audit if there are losses.

Speaking of audits, that brings us to another benefit of
incorporating. Corporate returns have fewer "red flags" than
individual returns. Consequently, the IRS conducts fewer audits
on corporations than individuals.

Fringe Benefits and Other Deductions

Corporations also enjoy a variety of fringe benefits and other
deductions. A corporation can set up a 401(k), for example,
that would allow you to exclude a higher amount of income than
a regular IRA. And employee savings may also be doubled with a
corporate matching program. Corporations also can deduct 100
percent of the health insurance premiums paid on behalf of an
owner-employee.

Additionally, a corporation can deduct other expenses like
automobile insurance, education benefits and life insurance.
But for sole proprietors, these expenses are subject to strict
limitations (if deductible at all) and can be "red flags" that
trigger an audit.

---------------------------------------------------------------------
Copyright 2005
Kate Smalley, Connecticut Secretary
Freelance Secretarial and Transcription Services
http://www.connecticutsecretary.com
mailto:kms@connecticutsecretary.com

Gardening in Our Communities and Schools

Gardening in Our Communities and Schools

By: Yvonne Savio

Great things happen when a community or school garden gets started. Neighbors and passers-by exclaim joy and relief that "something's finally happening" to a blighted or underused plot of land. Order comes out of chaos. Weeds are displaced by fragrant and rich-brown, newly turned soil. Plots of tiny plants in neat rows or groupings take the place of the jumble of wild things. Colorful flowering vines and roses climb unattractive chain-link fencing.

Camaraderie
From inside the fence, even more wonderful changes are happening. Individual, isolated gardeners share their techniques and concerns and joys, learning from one another. Exhilaration from exercise and fresh air and jokes floating across garden pathways invigorate everyone's spirits. Everyday frustrations evaporate or are worked out subconsciously as the soil is tilled, amendments incorporated, pests hand-plucked, and seedlings nurtured. Harvest parties become potlucks of different cultures and cooking flavors. Excess broccoli or lettuce or zucchini is put to use in a multitude of recipes, literally from appetizer to dessert, all shared.

Lessons Learned
In school gardens, math is used in counting seeds, forming raised beds, and planting seedlings. Science is part of caterpillar-to-butterfly transformation, geography is introduced in microclimates and soil texture. Social sciences and communication are involved in communal decisions about what to plant, where, and dealing with problems. Language is involved in learning different terms for plants and insects. Ethnic interaction results from growing different ethnic crops and preparing and tasting potluck dishes.

Exercise is a benefit of digging and bending and hauling. Art is explored in the scarecrows built and posters painted. Poetry and personal self-expression is explored in the journals written and observations made. People talk, people listen. They observe what's happening in their world, and they participate in its development. They determine its future by creating its present. What better way to "grow" our current and upcoming generations of citizen gardeners!

Growing Bulb Onions

Feed bulb onions with a 10-10-10 fertilizer to encourage bulbing. Sets that send up seed stalks instead of forming large bulbs were perhaps not sufficiently dormant when they were planted, or they were larger than dime-size and going to bolt soon anyway. To delay bolting, snap off the stalk at the base.

Pluck Strawberry Blooms

Pluck off strawberry blossoms through May, or whenever the warm weather has settled in for good, to concentrate the plant's first real burst of fruiting energy into large, sweet berries rather than small tart ones. Unless, of course, you're desperately waiting for that very first berry, even if it is tart.

Start Herbs From Seed

Herbs to start from seed include anise, basil, chervil, chives, cilantro (coriander), dill, fennel, lavender, marjoram, oregano, parsley, and savory. Transplant mint, rosemary, sage, tarragon, and thyme (these don't come true from seed). Herbs make great landscaping plants, as well. Chives add attractive, spear-like foliage among blooming plants. Rosemary and wooly thyme make attractive, drought-tolerant, trouble-free ground covers.

Plant Citrus and Avocado Trees

Citrus and avocado trees do best when they're planted from late this month through May, as the weather warms up. For the best protection from cold weather and frost, choose a southwest exposure that's protected from the wind. Plant them on a mound or in a raised bed so water drains away from the roots. Rub suckers off trunks as they appear. Tape together or remove broken branches. Paint trunks and large limbs with a matte-finish, off-white interior latex paint mixed half and half with water to prevent sunscald.

Plant Summer-Blooming Bulbs

Plant summer-blooming bulbs, corms, and tubers, including acidanthera, agapanthus, tuberous begonias, caladiums, calla lilies, canna lilies, dahlias, gladiolus, hemerocallis, tuberous iris, ixias, tigridias, tuberoses, and watsonias. Repeat plantings through May for continuous bloom through the summer. If you still have some unplanted spring-blooming bulbs that are firm and solid, plant them immediately in rich soil. They'll probably not bloom this year, but they'll develop further and bloom next year. If not planted, they'll shrivel away to nothing. These leftover bulbs also can be potted up for forcing. Place them in the refrigerator for eight to ten weeks, keeping the soil moist but not soggy. They should bloom after another three weeks in a brightly lit area.

Web Finds - Common Ground Garden Program

The University of California Cooperative Extension Los Angeles County Common Ground Garden Program has two online publications to help people develop thriving community and school gardens. Other articles include monthly garden tips.

Books - A Guide for Starting Children's Gardens

Children's Gardens: A Field Guide for Teachers, Parents, and Volunteers is a book that helps teach all the academic subjects through hands-on activities in the garden. It's published by the University of California Cooperative Extension Los Angeles County Common Ground Garden Program, which has 20 years of experience establishing gardens on school campuses. It covers gardening basics, specific instructional activities, and lots of resources to help make school gardening easy, even for the non-gardener. The book costs $12 plus $3.50 shipping. To order, call (323) 260-3348, fax (323) 881-0067, e-mail gjmitche@ucdavis.edu, or visit: http://celosangeles.ucdavis.edu/garden/

Content provided by the National Gardening Association

When and how do we prune our new peach tree?

A reader writes:

When and how do we prune our new peach tree?

J.B., FL

Since peach wood is very sensitive to cold damage, you should do your
pruning in the spring, as close to bloom time as possible. Peach trees
produce best when trained to an open center, meaning that you want to
end up with 3-4 main side branches ("scaffold branches"), avoiding a
central leader trunk.

If your tree has had no previous pruning, head it back to 30-36" tall.
Scaffold branches should be at least 20" off the ground and form a 45
degree angle with the trunk. If the tree has good candidates for
scaffold branches, cut them back to 4-5". They should have at least a
couple of buds each, which will branch out into fruiting limbs. You
should have all the scaffold branches chosen and pruned appropriately
by the beginning of the spring after planting. At that time, remove all
other branches and any root suckers (sprouts emerging from the roots).

If during the second summer you notice the scaffolds bending to a wider
than 45 degree angle, you'll need to remove some wood, lessening the
weight on the branch. It's the only summer pruning you should have to
do. By the fourth year, the tree should be bearing, and your pruning
should be reduced to removing dead/weak/crossing/damaged branches, with
the goal of keeping the center open, and the lateral branches within
easy picking height. Older, slower growing trees need even less
pruning--head back lateral branches that have grown less than 8" in a
year to the next outward-branched lateral limb.

Your extension service or local library will likely have some books or
other information.

Personnel Turnover and Leadership Thinking

Personnel Turnover and Leadership Thinking
by Dale Collie

Some people tell me that as many as 75%  of all
employees are actually looking for or thinking
about finding a new job because they are fed up
with their workplace stress.

No matter what business you're in, this turnover
is  going to impact your bottom line.  As people
lose  interest in their current employment, their
productivity takes a dive,  absenteeism climbs,
and the company takes it on the chin.

Most of these people are smart enough to avoid
getting fired, but they truly don't care about
the old company anymore.  They are searching  for
a way to make a change.

It might take awhile, but your company is going
to have to pay the cost of recruiting and training
new people, and your productivity is going to
suffer again, until the new people are fully  on
the job and fully prepared.

This issue caused less concern in the past because
staffing levels were adequate for the work being
done. Remaining staff could take on some extra
work while the company scouted around for new
employees. But those days are gone - gone with
lean manufacturing and flat management  structure.

Here are 5 things you can do to avoid the
extraordinary cost of personnel turnover.

1.  Find out what employees like about your
company and do more of it.

2.  Find out what they don't like about your
company and change it.

3.  Find out what employees like about your
competition and see if that will work in your
company.  We're not talking about product
competition; we're focused on what the job
market has to offer.

4.  Find out what's causing all the stress in your
company and overcome it with solid leadership and
communications strategies.

5.  Find out about employee family concerns and
other external stressors.  Provide seminars,
training, and coaching to help people overcome
these stressors.

A few old-thinking managers/leaders are still
around, those who think that the paycheck and
annual vacation are all we owe employees.  The
basic compensation and fringe benefits are not
enough any more, and these geezers will find
themselves in trouble as the new breed walks in
with a good understanding of what it takes to
control stress and maximize productivity.

Get a free article about the top ten workplace
stressors and what to do about them by sending
email to this email - Click the link:
MailTo:TopTenStressors@CourageBuilders.com

Copyright 2005 (Dale Collie)

*************

Dale Collie (MailTo:collie@couragebuilders.com)
speaker, author, and former US Army Ranger,
CEO,and professor at West Point.  Selected by
"Fast Company" as one of America's Fast 50
innovative leaders.  Author of "Frontline
Leadership: From War Room to Boardroom," and
"Winning Under Fire: Turn Stress into Success the
US Army Way." (McGraw-Hill) Free newsletter  upon
request:
MailTo:subscribe-956606571@ezinedirector.net

Transforming Problems into Sales

Transforming Problems into Sales:
How to sell more by focusing on client problems

By Jeremy Cohen

My silent fish tank was no more. Enough water had evaporated
to make the filter gurgle. It was highly annoying and I knew
I wouldn't be at ease until it was silent again. 

I filled the tank.

Did I fill it to satisfy a want or a need? Does it matter?
Probably not. 

The gurgling tank was an unacceptable problem that required
a solution: more water. I was able to solve the problem on
my own. If it had turned out that my fish tank gurgled
because my filter was broken I would have needed a new
filter. 

Filters Don't Flow from My Tap
Where would I get a filter? How would I decide where to shop
first? 

There is a pet store chain in New York City that has been
advertising its business for decades. When I first moved to
my current neighborhood I noticed one of their stores a
couple of blocks from my home. I would go there for my new
filter without hesitation. I know that they have fish tank
filters, exactly what I'd need to solve my problem. 

Do your prospects know you have exactly what they need to
solve their problems? 

To sell more you must demonstrate to more prospects that you
have just what they want. There are two ways you can work
toward this goal:

      Market to a larger audience
      Improve your marketing material to attract more attention

It makes sense to do both. You can sell more by using the
same marketing material to market to a larger, targeted
audience. You can also increase sales by enhancing your
marketing material to be noticed by more of the prospects
you currently target. 

Marketing to a larger audience is simple but can be quite
expensive and improving your marketing material may seem
like a daunting task. You can make this second task easier
by knowing how to approach it. 

Help Your Prospects Focus on You
When your prospects encounter your marketing material they
should experience the familiar feeling of looking in a
mirror. 

Creating a sense of familiarity for your prospects when they
encounter your marketing material eliminates a barrier to
making a sale. People are more likely to buy from someone
with whom they feel familiar. When we see ourselves in a
mirror we see a clear and familiar image. 

You can create a sense of familiarity for your prospects by
focusing your marketing material around their problems. 

Problems tend to strike an emotional chord within each of
us. When we have emotional reactions we tend to become more
alert to our surroundings. You can take advantage of this
reaction by including client problems in your marketing
material. You will increase your chance of being noticed,
remembered and making a sale by presenting your marketing
material to someone who has recently become more alert. 
     
      What problems do your clients have?
      What problems do you solve?

Being noticed more often is good. You will sell more.
However, you will sell even more if a greater percentage of
the people who notice and read your marketing material take
the next step and contact you. 

To be contacted by more prospects your marketing material
must attract attention and also clearly demonstrate
believable value. 

      What value do you provide?
      Are your offers believable or too good to be true?
      How can you integrate client problems and the value you
      provide into your marketing material? 

The answer is to use a marketing message. A marketing
message is a highly specific set of words you can use to
attract and demonstrate value to your prospects. 

With a marketing message focused around client problems you
will sell more with less effort. 

What's your marketing message?

Copyright 2005, Better Marketing Results and Jeremy Cohen

RESOURCE BOX
The author, Jeremy Cohen, helps small business owners and
professional service providers attract more clients, grow
their business and be more successful with his marketing guides
and coaching service.
Get his free marketing guide: Jumpstart Marketing:
More Profits, Clients and Success at:
http://www.bettermarketingresults.com/y.asp

Groundcover: great-looking greenery, year 'round

The Plant Man
by Steve Jones
www.landsteward.org

Groundcover: great-looking greenery, year 'round

Groundcover is an excellent alternative to a high-maintenance lawn and
can enhance the look of your landscape beautifully while reducing the
amount of sweat-equity you need to invest.

Right now would be a very good time to be planting most types of
groundcover, and today I'll have some suggestions for groundcover
varieties that would look great and thrive in your particular soil and
sun conditions.

In this column last time, I discussed the best ways to prepare your
soil for planting groundcover and how to 'beat the weeds' while you're
at it. If you missed that column, you can find it archived at my Web
site www.landsteward.org when you click on 'the Plant Man' header.

So... your soil is properly prepped and is weed free. What should you
plant' Two major considerations will be the amount of sunlight your
planting area will be exposed to and whether or not you want year-round
(evergreen) groundcover. First, let's think about plants that enjoy
basking in full sun to light shade conditions.

Dragon's Blood - Red Sedum.
Here's a groundcover that seems to turn as red as you would if you laid
out in the sun all summer! The more sun it gets, the more intense the
color of its flowers and foliage. Dragon's Blood grows to about 3" to
8" high and spreads thickly. It's tolerant of poor, dry soil and
variations in temperature.

Creeping Phlox.
Also known as Phlox subulata, nothing spreads as effectively as Phlox.
I think it looks beautiful as an edging to a pathway and spilling over
a rock garden. There are so many varieties, it can be hard to choose,
but that's a good problem to have. If you can't decide on a single
variety, mix and match a few. You can find red, pink, white, emerald
blue and even candy-stripe varieties! Even when not in bloom, Phlox
has a vigorous green foliage that is very attractive.

Phlox does need a good supply of nutrients. In early spring, sprinkle a
9-12-12 time release fertilizer around the young plants and add mulch.
About 2 weeks after the blooms have appeared, pull back the mulch,
fertilize again and replace the mulch.

Looking for a groundcover that'll work in a more shaded area? Think
about this...

Hosta.
There are several varieties of hostas out there, but there are a couple
that are a little out of the ordinary. Look for one known as
'Patriot,' a variegated plant with bright white edges to its vivid
green leaves. It will grow to about 18" - 22" high and 36" wide. It
will need at least a half a day of shade, so it's ideal for the shadier
spots in your landscape, and can tolerate a wide variety of soil types,
as well as heat, cold and humidity.

Another hosta variety that I like is 'Sum and Substance.' The
deeply-veined, bright chartreuse leaves really brighten up a shaded
area. It's very showy from early spring to late fall and is quite
tolerant of moist locations. If you'd like to add an unusual splash of
color to your hosta patch, look for a variety called 'Blue Vision.'

Evergreen groundcover, of course, provides year-round coverage. How
about...

Trailing periwinkle.
Periwinkle (Vinca minor) is a dense and fast-growing evergreen
groundcover that works equally well in sun, shade or semi-shaded areas.
It has dark green, oval leaves and small, pretty blue flowers in early
spring. A good choice for slight slopes and around trees.

Carpet Bugle.
Known to horticulturists as Ajuga reptans, this evergreen produces a
nice horizontal spread and a height of about 4" - 6" with 8" - 10"
spikes of purple blooms in the spring.

Pachysandra.
Last but not least, pachysandra... the 'green carpet' that retains its
dense beauty even in quite adverse conditions! It's ideal for steep
slopes and terraces where it would be dangerous to try to mow grass,
too. Pachysandra looks elegant in shaded courtyards and alongside
walkways.

There are so many options when it comes to groundcover, and these are
intended simply as idea-starters. Drop me an e-mail with a few details
such as sun and soil conditions, your location, and the look you wish
to achieve and I'll try to come up with some ground-breaking (and
covering) solutions!

The Plant Man is here to help. Send your questions about trees, shrubs
and landscaping to steve@landsteward.org and for resources and
additional information, or to subscribe to Steve's free e-mailed
newsletter, visit www.landsteward.org

All About Strawberry Pots

All About Strawberry Pots
By Monica Resinger

Strawberry pots are the pots that are shaped like an urn and have
`pockets'
up and down the sides of the pot. They are made especially for growing
strawberries and are easy and convenient. You can also grow herbs,
flowers or other
plants in them. Plants that have a hanging habit put the pockets of
strawberry
pots to good use. Strawberries do have a hanging habit and don't mind
being
cramped because their roots are shallow so are an excellent choice for
growing in
a strawberry pot.

If planting with other plants than strawberries, be sure to check their
growing requirements before planting to be sure they are compatible.
You'll need to
group plants that require about the same amount of sun, water, type of
soil
and amount of fertilizer.

The pots are made of different materials, some plastic, some terra
cotta, and
some ceramic. Each material has its` pros and cons. With plastic, the
pot is
lightweight and will have a chance of toppling over in the wind but it
is the
least expensive. Since terra cotta is porous, it sucks up the moisture
in the
soil and therefore has to be watered more often, but, terra cotta is
attractive. Ceramic may be the best way to go because it is heavy,
retains water and is
attractive, but you'll probably be paying a little more. When you
purchase
your pot, be sure it has holes in the bottom for drainage. This will
ensure that
your plants' roots won't be sitting in water and rotting.

When purchasing plants for the pot, choose one plant for each `pocket'
and
three or four for the top. When potting, use any all-purpose potting
soil and,
if you wish, mix in a slow-release fertilizer. If you don't use the
slow-release fertilizer, keep in mind that you will need to fertilize
your plants some
other way after planting. Plants in pots need more feeding than ones
in the
ground because each watering leaches nutrients from the potting soil.

Begin planting by putting the potting soil in the pot until you reach
the
first `pocket' level. At this point, plant a strawberry or other plant
in that
`pocket'. Continue all the way to about 3-4 inches from the top level
and plant
the three or four plants there and fill in with potting soil. Water
well.

If planted with strawberries, set the planted pots in full sun on your
patio
or in your yard. Check to see if the soil is dry daily by poking your
finger
in the top inch of soil. If it is dry, then it's time to water.

Strawberry pots can be a fun way to garden. Consider planting themed
gardens
in them such as all blue flowers or Italian seasoning herbs. Just
remember
it's very important to make sure the chosen plants are compatible and
will like
growing in the cramped quarters of a strawberry pot. Have fun!

Copyright ©, 2000, Monica Resinger

About the Author:  Monica Resinger is the creator of 'Homemaker's
Journal
E-Publications' where you will find many fun and informative home and
garden
related e-books, tip sheets and how to sign up for her FREE home and
garden
newsletter!  Click here to visit:  http://homemakersjournal.com/

Roundup Extended Control

I read this on another list and thought it would be of interest. I've
used Round-up for years, but never for residual control. Read on...

From the Landscape_Pro_Tips list:

I wonder if any of our Landscapers or professional licensed
applicators have
seen the NEW Roundup Extended Control and looked at the formulation? I
wonder if they have added another active ingredient for the extended
control, or simply increased the strength of the mix?

I've been seeing TV ads for this product here in Michigan for about a
week,
yet it is not stocked in any of our stores. In fact, the manager of our
Lowes looked it up and it is not even on his list of products that he
could
order for his store.

I'm still working on a gallon of concentrate from 2 years ago, but my
chemical supply house does not have it in any commercial form. It
appears to
be packaged in a 1.33 gallon ready to spray retail package for
homeowners.

The new product sounds like it is something like Ortho's Triox, which
has
been around for at least 30 years that I can recall.

I'm surprised that the Roundup people haven't come up with a product
like
this earlier. I think I've been using Roundup for about 20 years now.

The Roundup product has been touted as safe and becoming inert when it
comes
in contact with the earth or ground. However, if you are a licensed
applicator and use the concentrate, maybe you know or have found out
that if
you spray the concentrate at 2x or 3x the recommended rate in water,
that
you do get a residual killing effect in the soil that lasts for 2-4
months.
I've been spraying gravel or stone driveways and similar surfaces for
years
with Roundup concentrate at 3x the recommended dilution rate and
getting
excellent residual control. It kills growing vegetation and prevents
new
weed seeds from sprouting for several months. It's been cheaper than
Triox
type products, but you must be careful of runoff around the perimeter
of the
area you spray. This is one of those "do not try this yourself things".

rf

Mix Perennials into Your Garden for Staying Power

Mix Perennials into Your Garden for Staying Power

Perennial plants and flowers stay around for more than just one
gardening season. Some of them bloom again for only about 3 years,
while others will continue to bloom for many years to come.

Now sometimes the first year you plant a perennial, you won't be
overly impressed. You see, that first year the plants need to get used
to the new environment. Some of them will produce blooms that first
year, but some of them won't do a thing until at least the second
year. And that's when you start seeing progress too. The perennial
plants and flowers start really filling out and taking hold in the
second year. And by the third year, they're so well established you'll
look like a gardening pro.

When planting perennials - as with any plant, flower, shrub, bush or
tree - you need to choose a location for the plant based on soil
quality, water availability, and sunlight. Once you have the location
chosen, plant your perennials with plenty of room for them to grow
over the years. If you put them too closely together in the beginning,
you'll find yourself moving them frequently as time goes by.

Planting them with room to grow will make your perennial garden look
sparse though, so you may be unhappy with it after you're done. One
way to help fill in the bare spots, and add some quick color, would be
to scatter annuals in between.

Annual plants and flowers tend to grow and bloom for just one
gardening season. They grow quickly though, and some of them flower
for months on end. This makes them very popular with many gardeners.

Since annuals don't usually come back on their own in the next season,
you won't have to worry about crowding out your budding perennial
plants. So that first year when they look straggly and sparse, mix in
some annuals to liven things up. Then when the second year comes
along, if you still have a few bare spots: plant a few more annuals.
You'll probably need less this second year of course, because the
perennials have started to flourish. By the third year, the perennials
should be doing quite well on their own... so you won't even have room
to plant annuals in your perennial garden bed!

Popular perennial plants and flowers include: Calla Lilies, Coral
Bells, Hibiscus, and Hosta.

© 2005, Kathy Burns-Millyard, The Garden Source Network -
http://www.garden-source.com - A premier online publication featuring
gardening articles, tips, advice, resources, shopping and supplies.
This article may be freely published on any website, as long as the
author, copyright, website address and link, and this notice are left
intact.

I planted some Lantana I was told that they would come back...

From a ProGardenBiz Reader:

Hello All,

Last year I planted some Lantana I was told that they would come back,
well
now its March and still no sign of life.  I have cut them all back.  My
question is how long do I wait? 

PS.  I live in the Dallas area

Thanks in Advance,

Make a comment if you can help.

The Plant Man
by Steve Jones
www.landsteward.org

Groundcover: Careful prep yields great results

Low maintenance! That's the clarion call I hear frequently from readers who contact me for ideas that will enhance their landscape without devouring hours of their valuable time.

There's no doubt that a lush, green lawn can demand a lot of attention, either from you or a contract lawn service. More and more homeowners are turning to an alternative for at least part of their landscape: groundcovers.

Let me say that groundcovers arent just for the terminally lazy. There are some very strong benefits over and above saving time and labor.

Safety: Attempting to mow grass on a slope (particularly when using a ride-on mower) can be dangerous or even fatal. It isnt worth dying for! Groundcover is (almost) a set it and forget it solution.

Problem areas: There are some places where regular grass just refuses to grow. But certain groundcovers thrive in awkward conditions such as shade, very moist or very dry environments. Why fight Nature If a groundcover will live happily where grass simply dies, then go for it.

Landscape design: Use groundcovers to connect different parts of your landscape, either in straight lines or winding bands... or to frame a lawn for a separate, formal look.

Protecting tree roots: Groundcover planted around shallow-rooted trees can protect the roots from mower damage and can shade the soil to prevent it from drying out too rapidly. (Choose shallow-rooted groundcover plants to avoid competing with the tree roots.)

If you are planning to plant some groundcover this season, I have three words of advice about soil preparation: Do It Now!

Why Because when it comes down to soil, its you or the weeds. And the weeds are probably tougher. Prep the soil and get the weeds out now before they have the chance to spread like... well, like weeds. I promise it will save you a lot of work later.

Depending on the area, you might want to rent a rotary tiller to turn the soil to a depth of 6 to 8 inches in open sites. In areas around trees, prepare the soil only to a depth of 2 to 3 inches to prevent disturbing the tree roots. As you know, as a general rule I prefer organic solutions to chemical ones. However, if youre preparing an open area that is heavily weeded, you might need to treat the site with a pre-emergence herbicide such as Weed Impede, then wait a few weeks before plugging in the new plants.

The best defense against weeds overpowering your new groundcover (or any plant) is a healthy soil. Im a strong proponent of organic solutions to weed and soil problems, and there are several relatively new organic products that I have been working with. I like earth-friendly techniques that restore the natural power of soil. If youre interested, send me an e-mail, briefly describing your location, the specific situation and any particular problems youre facing, and Ill do my best to help you find a solution. As always you can reach me at steve@landsteward.org

If you really want to know the exact condition of your soil, you can take a sample and have a soil analysis performed. A good way to start looking for a soil testing lab is to call a local University and ask for the Agricultural Extension department. Again, drop me an e-mail if youre still puzzled.

If you believe your soil could do with a dose of tonic but dont want to have a soil analysis done, you can always take the middle ground and go for a basic commercial fertilizer such as a 5-10-5. Youll need about 3 pounds for every 100 square feet. After youve tilled the weed-free soil, fork in the fertilizer, along with some organic material such as leaf mold, compost or well-rotted manure. Organic materials improve drainage in clay soils and improve water-holding capacity of sandy soils.

Again, I emphasize that proper prep at this stage will result in healthier soil, thriving groundcover, fewer weeds and (here it is, folks!) less work for you later on.

So... which groundcovers are right for your landscape Trailing periwinkle or pachysandra Ajuga reptans or English Ivy In this column next time, Ill discuss the benefits of several groundcovers and the situations in which they work best. But dont wait. Beat the weeds and get started on site prep now!

The Plant Man is here to help. Send your questions about trees, shrubs and landscaping to steve@landsteward.org and for resources and additional information, or to subscribe to Steves free e-mailed newsletter, visit www.landsteward.org

Maximize Attention for Your Small Business

By Jeremy Cohen

If you have a great product or service that people want you
are well on your way to being successful. However, in order
to lock in and grow your success you need to maximize the
attention your products and services get.

As a small business owner you probably don't have millions
of dollars to spend on advertising campaigns to drill your
company's name into your prospects minds. That's okay.
Many small business owners find their success by effectively
developing and using their marketing message. You can use
your marketing message to position your business in such a
way that your prospects will think of you when they decide
it's time to take action to tackle a problem they have that
you help solve.

A marketing message is not a slogan or catch phrase. There
is an important difference. An effective marketing message
speaks directly to a specific audience and features
benefits, results and the value of a product or service.
Slogans and catch phrases often have nothing to do with a
specific market or results and benefits. Slogans and catch
phrases are used by big companies to imprint their corporate
image in our minds simply by sheer repetition. They need
not relate to hamburgers or sneakers for us to immediately
associate a couple of words with the appropriate company.

Here are five simple steps you can take to help maximize
attention for your business.

1. Drop the Slogan
If you're using a slogan or catch phrase to market your
small business you're probably missing opportunities to have
prospects identify you as the solution to their problem. If
your slogan does not clearly identify the population you
serve and the results you provide you are definitely
allowing business to pass you by.

Make the decision to drop the slogan and develop and use a
marketing message. You will increase your ability to
develop new business.

2. Develop or Correct Your Marketing Message
Once you have decided to let your slogan go the way of the
Dodo you must develop your marketing message. When writing
your marketing message think about those you help and the
benefits they seek from your product or service. Ask
yourself as many questions as you can to identify your
customers and the results they seek. When you've answered
these questions you can use the information you've gathered
to put together a marketing message that sells.

3. Use Your Marketing Message
Once you've developed your marketing message you'll want to
include it any aspect of your business where a marketing
opportunity may present itself. Remember, the purpose of
using a marketing message is much the same as that of a
slogan or catch phrase, you want to position your business
in your prospects minds so that they think of you when they
decide to take action to solve their problem.

Because you don't have the capital to run thousands of
television and full page print ads in major periodicals, you
must massage your marketing message into the every-day
occurrences of running your business.

For example, how often do you give someone a business card
or answer the phone? These are great opportunities to
splash your prospects with your marketing message. You
don't need a $2.5 million commercial to run during The Big
Game to successfully market your business. So, do some
brainstorming and come up with a list of other frequent
opportunities where you can use your marketing message.
You'll be glad you did!

4. Demonstrate Value
If your marketing message is good it will help your
prospects recognize you as the solution to their problem and
it will also inspire them to take the action you want them
to take; visit your web site, for example. Use this step to
demonstrate value to your prospects. Once you've drawn them
in, show them you're for real by giving something away for
free in exchange for their contact information. Some common
giveaways are E-Books or instructional articles. By giving
something away you create the opportunity to demonstrate
your expertise and you also give your prospects something to
talk about with their peers and colleagues. There's nothing
like word of mouth referrals.

5. Develop a Relationship
Once you have your prospects' contact information you can
maximize attention for your business by staying in touch. I
suggest publishing a helpful newsletter. Send it as often
as you can, but probably not more than once a week. You
don't want to become a bother to your prospects. Get
permission to send it when your prospects sign up for your
freebie. We don't want to send unwanted email.

By sending a periodic newsletter or other correspondence you
help to keep yourself on your prospects radar screen. As
time moves on you will maintain your position in your
prospects' minds and vastly improve your chances of having
them turn to you when they decide they need help. You can
also use your newsletter to inform them of new products and
services as you develop them.

Move Your Marketing Forward
Make the decision to drop the slogan and take the time to
develop, use and follow through with your marketing message.
You will be amazed by your ability to have new clients
contact you.

RESOURCE BOX FOR ELECTRONIC REPBULICATION
Copyright © 2004-2005 bettermarketingresults.com & Jeremy Cohen

The author, marketing coach, Jeremy Cohen, helps small
business owners implement proven marketing strategies to attract
more clients and grow their business. Inquire about his coaching
service or request his free marketing guide:
Jumpstart Marketing:More Profits, Clients and Success at:
http://www.bettermarketingresults.com/marketing-services.asp