From Michael Odell's E-Mail Newsletter Hints and Tips

If your goal is to create winning relationships, start a business, or build a Fortune 500 company, favorites from past issues of Hints and Tips is for you. In this day of growing anger, crumbling families, and self-centered business and personal relationships, these proven and positive thoughts are now needed more than ever.

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HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work - and it is free.


THORNS or ROSES - THE CHOICE IS OURS

"Some people complain because God put thorns on roses,
while others praise Him for putting roses among the thorns."

I do not know who to give credit for the quotation. I do know, there is a multitude of no-sayers dedicated to getting us focused on the thorns. They willingly tell you why you can't: "burdensome taxes will sink you," " so many new businesses fail," " nobody has done it before," " government regulations always crush the little guy," " what makes you think you can?" on and on. Yet, in the history of our nation, the future has never looked brighter and opportunities better for those willing to try.

Yes there are problems. But, as Abraham Lincoln said, "...most folks are as happy as they make up their minds to be."

Each year thousands of us start a new business. For us to succeed, however, it takes more than making up our mind to be happy. It takes an economically viable idea. Our business idea must make money. We need a strategy for success, a business road map. This takes a practical and well-thought-out business and marketing plan.

No matter how well our endeavor does financially, our family, our personality, and our business idea must be in sync. If not, unhappiness and even ill health may result. We also must have or get the necessary sales and business skills to run our own business. Then we need to back all that up with a willingness to take risks, a willingness to sacrifice, a willingness to embrace hard work - and a positive attitude.

Keeping a positive attitude does not mean we pretend thorns do not exist. They do. But we need to overcome the negative and accentuate the positive. When the thorns put us in a funk, we need to look at past accomplishments. Re-evaluate our goals. Spend sometime daydreaming. Fantasize about our own success. Look at ourselves as already being there. Then attack the problem - remove the thorn.

1. Assemble all relevant facts - opinions later.
2. Look for the key fact.
3. Decide exactly what the problem is.
4. Write down a definition of the problem.
5. Write down every problem solving idea.
6. Select the best idea and act on it - remove the thorn.

And, we must not allow ourself to be easily discouraged. Hang in there when we believe we are right. Finally, we need to accentuate the positive and keep at it.


"The real art of conversation is not only to say the right thing at the right place but to leave unsaid the wrong thing at the tempting moment." _______ Dorothy Nevill

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march-april 2000 the stockmarket

HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work - and it is free.


THE STOCKMARKET & YOU

"If people did not prefer reaping to sowing, there would not be
a hungry person in the land
. ______ Unknown

During the next year, the U.S. Stockmarket could go considerably higher, or considerably lower. Either way, America will survive. But we want to do more than just survive. To do so, we need hope, a belief that the future holds promise. That hope cannot, however, be built on the false promise of financial comfort without labor.

In North America, the legitimate investment opportunities available are varied and numerous. Unfortunately, there are also investment vehicles, business opportunities, and stocks promoted with little or no possibility of making money for anyone other than the brokers and promoters. Many of these pseudo-opportunities operate on the "Greater fool theory." This is the belief that no matter how much you pay, a greater fool than you will come along and pay you more - regardless of true value.

Our hope for the future must be built on the entrepreneurs' traditional values of preparation, perspiration, and persistence. Even after the devastating Market Crash of 1928-29 and the following Great Depression of the 1930s, thousands of new and successful businesses were started each year. Today, an estimated 45 percent of all U.S. households support some kind of home office or business activity. Many are successful part-time ventures, endeavors undertaken to earn extra income. Many others are flourishing full-time enterprises.

The opportunity to create true wealth is unlimited. True wealth comes from hope, ideas, inventions, and the freedom to succeed. This new wealth raises everyone's living standard. To create new wealth and raise everyone's living standard we need entrepreneurs and men and women of character dedicated to preparation, perspiration, persistence, and service to others.

Ever so often someone like Microsoft's Bill Gates takes an idea or a resource and creates billions in new wealth. We are thankful for that. It is, however, the hundreds of thousands of ongoing small entrepreneurs who have created and continue to create trillions of dollars in new wealth, true financial prosperity.

"Steady plodding brings prosperity: hasty speculation bring poverty."___Proverbs 21:5

To learn more about the "Greater fool theory" of easy wealth, may I suggest the book: Extraordinary Popular Delusions and The Madness of Crowds by Charles Mackey? From Alchemy to the Tulip Bulb mania, this book covers fashionable fads, popular scams, and once in-a-life investment business opportunities that wiped-out life savings and destroyed governments. This book is both a warning and fun to read, and a must for every investor or entrepreneur. You will want to read it more than once.
__________________________________________________________________

Your Internet Business
Endless opportunities await. But, building a web site doesn't mean we are in business. It just means we have a web site centered on our business. Treat it as a new business medium.
Develop an online strategy, a business and marketing plan centered around a new way of doing business. To be successful we need to build our marketing and sales campaign around consumer behavior. The latest survey shows men spent an average of 9 hrs 23 min online; women 7 hrs 11 min. Men seek information and women prefer sites that afford efficiency.

"The greatest discovery of my generation is that a human being can alter his life by altering his attitudes." ______ William James

Can I do Better
At the end of each day ask yourself, "How could I have done this better?" Open yourself up to constructive critiquing. You notice I said constructive. We should never compare our self to anyone else. There will always be those who achieve more or less. We just need to do our best and forget the rest. And keep in mind, the only bad experiences are the ones we don't learn from.

My Gosh I am Good
No matter how well things may be going and how proud we are of our accomplishments, it is always wise to remember the words of Michel de Montaigne: "Even on the most exalted throne in the world we are only sitting on our own bottom."

Definiteness of Purpose
Whatever our goal or goals in life, every action we take must answer the question: Will this help me reach my overall objective?

"Relentless, repetitive self talk is what changes our self-image." ___ DenisWaitley
__________________________________________________________________

Veritas Research & Publishing ® - Established 1986
Michael Odell's Small Business Solutions

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HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work


- Beans & Broken Dreams -

Broke and discouraged, he sat in his apartment eating beans out of a can. The Laugh-O-Gram business owner had every reason to be discouraged. He owed everybody. Parents, friends and family had lent him money for his business. Now broke and facing bankruptcy, he decided to leave Kansas City. He had to leave the scene of failure. But to do so he needed money.

Hired to take baby pictures, with camera in hand he trudged door-to-door. He then sold his camera to buy a one-way first-class ticket to Los Angeles.

The year, 1923 - and in Southern California things were happening. And he was on his way there.

With only $40 in pocket, he put all he owned into his imitation leather suitcase: one shirt, two undershorts, two pairs of socks, and his drawing materials. Then Laugh-O-Gram business owner Walt Disney left town to pursue his dream.

Nothing takes the place of persistence. Not anything! Follow your dream.

Northwest Entrepreneur Samantha Pierce
___________________

"I have not failed. I have discovered 1000 things that do not work." ___ Thomas Edison

Yes, if we dare we may fail. But, if we don't, we have failed already. We need to make failure our teacher and not our undertaker. Let us make the coming year the year we dare, the year we do.

We need to be prepared mentally, emotionally and physically. Yes, physically. If we don't feel our best we can't do our best. That requires proper rest and sleep. Our body and our mind require suitable nutrients. Avoid fad diets. Eat balanced meals. Use vitamin and mineral supplements and exercise regularly.

Success is a self-fulfilling prophecy. Cultivate a picture in your mind of you successfully achieving your goal. Clearer the picture, clearer becomes the action you need to take. And, if circumstances are not as you need, change them. Create new circumstances for yourself.

Personal energy is limited. To succeed we need to center our energy on our goals. Yes, spend time visualizing your success. Yes, spend time talking about achieving your goals. To succeed, however, it takes more. It means taking the actions necessary. The more we put in the more successful we will be.

"The man who goes farthest is generally the one who is willing to do and dare. The sure-thing boat never gets far from shore." _____ Dale Carnegie


___________________ This & That ___________________

Here are my 25 business building ways to use the internet or direct mail:

1. Win back inactive customers
2. Build new territories
3. Sell to new type of buyer or client
4. Follow up inquiries from trade shows
5. Bring client or customer to your establishment
6. Educate wholesalers and dealers
7. Create need for product or service
8. Announce special events.
9. Capitalize on advertising of others
10. Raise funds
11. Announce a new website or e-mail number
12. Secure qualified names for mailing list
13. Remind previous customers of available service
14. Announce a new product or service
15. Build goodwill
16. Welcome new clients and customers
17. Thanks for orders or payments
18. Collect past due accounts
19. Test new product or idea
20. Collect customer data
21. Follow-up sales information
22. Develop media attention
23. Encourage investors
24. Contact the hard to reach
25. Pave way for sales call

"Far better it is to dare mighty things, to win glorious triumphs, even though checkered by failure, than to rank with those poor spirits who neither enjoy much nor suffer much because they live in the grey twilight that knows neither victory nor defeat." _________ Theodore Roosevelt

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HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work.


YOUR DREAMS YOUR DESTINY - IT IS NOT TO LATE

"The poorest person of all is not the person without a cent but the person without a dream."

I don't know who said that, but what a powerful thought. It got me thinking about my own hopes and dreams. What was your dream as a child, or when you first started on your own? Where are you today regarding your dreams and hopes of yesterday?

Maybe your dream is to work for you, full or part time. Never has the future been brighter for those who wish to do so. Today's communication technology has fueled an increase in one-person businesses; an estimated 45 percent of all U.S. households support some kind of home office activity. Many are successful part-time ventures, endeavors undertaken to earn extra income. Numerous others are flourishing full-time enterprises.

Maybe your dream is to write a novel, learn a musical instrument, race vintage cars, climb a mountain, turn your hobby into a full or part-time business, go back to school, change occupations. What are your dreams, your hopes?

Whatever the dream, you will need a burning desire to accomplish - this builds enthusiasm. And this enthusiasm will give you the mental and physical energy needed to sustain you when you need to just keep at it.

You will need to believe in your abilities. This will give you the self-confidence and determination to overcome setbacks and obstacles others consider impossible the self-discipline and persistence to keep at it.

You will need to be a visionary. Concentrating on achieving your dream will control the way you think and therefore the way you act. Write down your dream. Set deadlines. Visualize yourself step-by-step getting to where you want to be. Then keep at it.

If we keep at it there will always be hope. And hope is the magic ingredient to motivate both ourself and others. Is it time you give expression to your hopes, to your dream?

_______________________________________________________
How to Win Friends & Influence People
_________ by Dale Carnegie

How to Win Friends & Influence People - still the best book to lead you to personal and business success. In this day of growing anger, crumbling families, and self- centered relationships, we need this book more than ever.

"The ability to deal with people is as purchasable a commodity as sugar or coffee. And I will pay more for that ability than for any other under the Sun." John D. Rockefeller.

Translated into almost every known language, more than 15 million copies have been sold. Written in 1936 by Dale Carnegie, there is a reason this book is still a best seller more than 60 years later. And the book's revised edition has not changed the content, only added a few more contemporary examples.

How do I avoid people problems? How to get cooperation? How to make a first good impression? How to become a good conversationalist? How to interest people? How to build successful relationships with family, friends, and business associates?

Dale Carnegie's How to Win Friends & Influence People will answer those questions and much more. This book's proven principles - when applied to everyday life - has revolutionized the lives of thousands. It will do the same for you.



________________ HINTS & TIPS ________________

"Action may not always bring happiness; but there is no happiness without action." ___ Benjamin Disraeli

BIG BUCKS ON THE INTERNET? According to CommerceNet/Nielsen Media Research's Internet Demographic Survey, the number of Internet users in North America has reached 92 million. Sixty percent or 55 million of that number shop online. Although women prefer clothing and books, and men shop more for automotive parts and computers; men and women basically purchase the same types of products online.

THE INTERNET AN EXPERIENCE? You may see it, you may understand it, and you may be curious about it. But ultimately, to find out if it would enhance your life or your business, you must use and experience it.

The Internet is an extremely powerful tool. It allows information gathering and dissemination on a scale previously unimagined. Millions of people are on the Internet and tens of thousands more are signing up to access it every day. Not because slick advertising or media hype fooled them. They are doing so because the Internet is a new development, impacting peoples lives and businesses in an important way.

The Internet will never go away. And the world will never be the same. As a Micro Business you don't need it to survive. But it can make your life and business more dynamic and healthy and it can be fun! _____ Alex Johnson, The Resource, February 1996

USE A COMPUTER: To organize your life. Master it so you can learn faster and be more effective in all that you do. You'll be amazed on how much it can help you grow faster and bring out your natural talents for increased creativity. ____ L.L.Lee
________________

"There is no reason anyone would want a computer in their home." ____ Ken Olson, president, chairman and founder of Digital Equipment Corp., 1977

" The only place where your dream becomes impossible is in your own thinking."__ R. H. Schuller

Veritas Research & Publishing ® - Established 1986
Michael Odell's University of Entrepreneurship ®

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HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work - and it is free. To unsubscribe, if you must, just send your e-mail address to odell@seanet.com


WHO DO YOU KNOW THAT...?
YOUR MOST POWERFUL BUSINESS BUILDING TOOL

Most of us are so busy running our small business that we don't spend enough time reaching new customers. Our best and least expensive marketing tool for reaching new prospects is word of mouth - referrals. We need to, however, set ongoing goals for developing our referral network, then act on those goals. A well thought out referral program can be our most powerful business building tool.

First identify the type of prospect you want to go after. There will be our "ideal" customer or client. He or she is easy to deal with and profitable. Our "bread and butter" customer - although not the most desirable - will provide most of our business and is the easiest customer for us to get. Then there are the "sour pickles" - to be avoided whenever possible.

Next identify the best referral source or sources for reaching our "ideal" customer and "bread and butter" customer.

Referrals come from various sources:
Our existing clients or customers
Friends, family, and neighbors
Advertising and publicity
Speeches, seminars, and other personal promotion
Lead sharing and networking groups

After you identify your referral sources, develop them, motivate them, and inspire them. For you to benefit, show them how they will benefit, and how the person they refer will benefit.

Follow up each sale, establish a relationship, build trust, and then request referrals.

One easy and effective way is to reignite your client or customer’s original excitement. Send a thank-you resell letter. Thank the customer for their business and congratulate them on making a wise purchase. This is the time to restate the benefits of owning your product or service.

Know as many people as possible. We need to be visible, attend customer meetings, participate in business seminars, And we need to be friendly, enthusiastic, and we need to keep at it. The results begin the day you start.


"The one who says it cannot be done should never interrupt the one who is doing it."

Developing a positive mental attitude is the cornerstone to building a positive and successful personal and business life. But how? We must consciously choose to eliminate negative thoughts and replace them with positive ones. This takes self-discipline and practice. We are the only ones who can control our attitude.

"The key to personal prosperity and business success is learning to serve others: family, friends, and customers."


Veritas Research & Publishing ® - Established 1986

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HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work - and it is free.


- What You Don't Know Can Hurt You -

Nature has given one tongue, but two ears, that we may hear from others twice as much as we speak. ___ Epictetus

More than 85 percent of our information comes into our brain by eyes and 15 percent or less through our ears. The better we train ourself to listen, the better our chances to succeed.

Every day is filled with new ideas and information, information that can increase our social success and financial well being. All this if we learn to listen. Listening, however, is hard work.

It takes skill and practice to listen. Many of us start talking before we have all the facts. We daydream. Our egos block our hearing and we concentrate on what we are going to say next. To save time, we interrupt and finish statements for slow talkers. We anticipate what the other person is going to say and we continue on. We don’t listen.

"My wife never listens, she just talks." "My husband never pays attention to what I say." "My boss doesn’t listen." "My employees don’t listen." "My child doesn’t listen." "My parents never listen to me."

People want to know we are listening, we heard what they said, we are paying attention. Listening is the highest form of appreciation we can show and all it costs is a little time and concentration on our part.

Successful and happy people are good listeners. They concentrate on what is being said, not on what they are going to say next. They ask open-end questions to clarify, then listen. Good listeners look at you. The do not rush or interrupt the person speaking. Good listeners are patient. They focus on the person speaking and what is being said.

Practicing to be a good listener can only increase our chance for personal and financial success.


The Small Business Owner's Success Through Service
How? First we need to find what the other person wants. Then, help him or her find the best way to get it.

1. Make appointments.
2. Be prepared.
3. Know what you are going to say.
4. Ask questions instead of stating opinions.
5. Use the words "you" and "your" in the interview.
6. Express honest appreciation of your listener's needs.
7. Create confidence in you and in your product or service.
8. Find the key issue.
9. Concentrate everything on that one point the key issue.
10. And then, let them know you are in a position to do something for them no one else can. Ask for their business.


____ THIS & THAT ____

"Success is a journey not a destination. The doing is usually more important than the outcome. Not everyone can be Number 1." ____ Arthur Ashe

"In my opinion, one of the least publized benefits of the Net is the ability to put a selling presentation in front of a broad base of customers today, have the sales results today, and change the presentation today." ________ David Humble, President of Self/help Technologies
from Easton's book: Striking It Rich. com.

When ordering supplies by mail, telephone, or internet, pay by credit card. If you get conned, you can challenge the charge.

American taxpayers spend $200 billion and 5.4 billion hours working to comply with federal taxes each year, more than it takes to produce every car, truck, and van in the United States. Taxes eat up nearly half of the average family's income. That is more than the average family spends on food, clothing, and shelter combined. No wonder we must keep at it and take the positive advice of Robert H. Schuller: "Always look at what you have left. Never look at what you have lost."

Make that first meeting a success. Always greet people with a smile. Introduce yourself, take initiative and volunteer your name. Put your hand out first, look other person in the eye.

What information and resources do you have that someone else might want, and willing to pay for? If your customers or clients are the kind of customers other businesses are interested in, you are sitting on a gold mine. So, stretch your imagination.

"We become what we think about most of the time." ___ Earl Nightingale
So, what have you been spending your time thinking about?

Michael Odell
Veritas Research & Publishing ® - Established 1986


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August-1999
HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work - and it is free. To unsubscribe, if you must, just send your e-mail address to odell@seanet.com along with the word "cancel" - that is all.


Opportunities Through Appreciation

"That which you share will multiply and that which you withhold will diminish."

Our personal and business success depends on developing the ability to get along with people. That means taking the initiative in our everyday business and social contacts.

People seek positive individuals who look and sound successful. So, we need to be positive, give encouragement, and show appreciation.

Do you enjoy sincere appreciation? Of course you do. So do I. Our family, friends, and business associates are no different. Sincere appreciation costs nothing. It pays rich dividends in family happiness and business success.

But first, we need to invest some personal initiative. We need to develop the habit of sincere appreciation. Write yourself a "sincere appreciation" reminder on a several 4 by 4 cards. Put one in your pocket, tape one to your computer, put another next to your phone.

Then at the end of the day, go over each personal encounter. Were you positive? Did you give encouragement? Did you look for and give sincere appreciation? If not why not, and how can you correct the situation the next time? How long do we do this? We keep at it until we establish the habit of sincere appreciation. ___________

"How to get positive? Refuse to worry about those things you can do nothing about. Instead, meditate on the good things that can happen during the coming day."

_____ More Prospects - More Success ____

A fun way to find qualified prospects is a contest. You gather not only the names, but also the interest of potential customers, clients, or students.

First decide on your contest and rules, making sure you are not breaking any local or state laws. Then what do you want the participant to do to enter your contest? How do you decide the winner or winners? And what about the prize? You want the prize to qualify those possible customers for your product or service your target market. And you want to keep costs down.

The object of course is to promote our product, service, or idea. Contest follow up is the most important part of the contest. Send everyone who entered, an announcement of the winner. Thank all the entrants and of course promote your product, service, or idea. And leave them with a reason for you to contact them again. _______________

" It is wise to keep in mind that no success or failure is final. Failure doesn't mean you don't have it. It does mean you have to do something in a different way." ____ Unknown

We can't change our feelings by a mere act of will. We can, however, alter our attitude toward our feelings. The good news, we are not stuck with our choices. It is not too late. So keep at it. ____ M.E.O.


Michael Odell's University of Entrepreneurship ®
Veritas Research & Publishing ® - Established 1986

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Year 2000 Past Issues of Hint & Tips

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february 2000

HINTS & TIPS
For Achieving and Maintaining Personal and Business Success


OUR PERSONAL SUCCESS

"The ability to deal with people is a purchasable a commodity as sugar or coffee. And I will pay more for that ability than for any other under the sun." ___ John D. Rockefeller

Even in this day of soaring new technologies, 85 percent of our personal and financial success depends on our skill in human engineering - our ability to get along with and lead people. This, however, takes action on our part. It takes a desire and determination to increase our ability to successfully deal with people.

Negative and critical people are avoided whenever possible. So be positive. Don't criticize. Being negative and critical are habits, and like all personal habits, can be changed. If we have the desire and determination to do so. But how?

Set some time aside at the end of each day and go over each and every personal encounter. Were you positive in your speech and actions? Did you give positive suggestions and show appreciation instead of criticizing? If not what can you do to change your behavior next time?

The first step is developing a positive mental attitude, the cornerstone to a positive and successful life. Only you can consciously choose to eliminate negative thoughts and replace them with positive ones. It will not be easy, but well worth it. Just keep at it.

"Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; genius is almost a proverb. Education will not; the world is full of educated derelicts." _____ Calvin Coolidge, American President

_____________________________

= Building a Better Life =

When at work or shopping for groceries, don't look at it as just working or shopping. Instead, we are there to make friends to find people to help.

"We can do no great things; only small things with great love. " _____ Mother Teresa

We need to be our self . That means practicing sincerity in a society of ego, deceit, and pretension. To be sincere all we need do is act the same with everyone, no putting on a different face for different people. This will give us a feeling of security no matter the pressure of our social surroundings.

"To be nobody-but-yourself - in a world which is doing its best, night and day, to make you everybody else - means to fight the hardest battle which any human being can fight; and never stop fighting." _____ E.E. Cummings

There is more to people than their title or job description. Ask people who they are, not what they do.

"It is the heart that makes a man rich. He is rich according to what he is, not according to what he has."
_____ Henry Ward Beecher


E-Commerce Consultant, Dr. Ralph F. Wilson's,
Six Simple Principles of Viral Marketing Outline

If you understand these, you'll be able to develop and adapt viral marketing strategies for your own company:
1. Gives away products or services
2. Provides for effortless transfer to others
3. Scales easily from small to very large
4. Exploits common motivations and behaviors
5. Utilizes existing communication networks
6. Takes advantage of others' resources


Veritas Research & Publishing ® - Established 1986

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may 2000

HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work - and it is free.

____________________________________________________
FOOD AND SEX ARE STRONG DESIRES - BUT

In the words of William James: "The deepest principle in human nature is the craving to be appreciated." Well yes, but, to feel important is desired even more so. Desires for food and sex are strong. But, these are desires of the flesh. We have stronger desires, deeper cravings in our innermost being —— and that is to feel important.

We all need to feel important, to someone. There are those who will go to the most violent of extremes to be noticed, to feel important. And we all know the person who needs to embellish even the most insignificant statement, to feel important.

Without appreciation and feelings of importance from her children and husband, a woman's face becomes weary and cheerless. Without recognizing their importance employees become sullen, customers become ex-customers. And nothing is more heartbreaking than the child being misshaped by feelings of ineptitude. All will do almost anything to feel important. All will do almost anything for those who make them feel important.

Making others feel important is the right thing to do. It is also the smart thing to do. It will help us to prosper in both our personal and business life. It is not, however, an easy thing to do. We live in a world filled with negativism, a world of false pride where we think we must be number one, or just a little better than the next guy or woman —— even if it means embellishing the truth or putting the other person down.

To help us prosper in all areas of our life, we need to look for the worth in those we deal with: family, friends, students, customers, fellow employees, and strangers. Build them up. Appreciate them. Make them feel important. It is the right thing to do. It is the smart thing to do. It is the prosperous thing to do.

____________________________________________________

"The trouble with life is - you're halfway through before you realize it's one of those do-it-yourself deals!"

Should I Start My Own Business? Should I Run a Marathon?
First, know yourself. What are you good at? What are your strengths and weaknesses? Make a list of both. Then write out how you will overcome your weaknesses —— real or perceived. Then write down how you can leverage your abilities. These steps are necessary whatever the endeavor you have in mind, business or otherwise.

Some of you know exactly what you want to do. You already have many of the skills necessary to succeed. You are merely looking for the right opportunity or financial resources. Others need to research business ideas or other opportunities before making a commitment.

Starting our own business or making a serious change in our life takes courage. Courage alone, however, will not guarantee success. Do we have a passion for our proposed activity? You must if you're going to succeed. This passion will buoy our enthusiasm, particularly during those times when things are not at their best. What are you willing to commit to making your endeavor successful? How much time are you willing to commit to the three Ps' of entrepreneurship: Preparation - Perspiration - Persistence?

"The road to happiness lies in two simple principles: find what interests and that you can do well, and put your whole soul into it —— every bit of energy and ambition and natural ability you have." ____ John D. Rockefeller III
____________________________________________________

Avoiding Small Business Failure
"Poor financial management is one of the leading reasons that businesses fail. In many cases, failure could have been avoided if the owners had applied sound financial principles to all their dealings and decisions. Financial management is not something that you can leave to your banker, financial planner, or accountant —— you need to understand the basic principles yourself and use them on a daily basis, even if you plan to leave the more complicated work to hired professionals." ___ Dr. Ralph F. Wilson
And I must add. This is also true for our personal finances.

"Failure doesn't mean you'll never make it . . . it does mean it will take a little longer." ____Robert Schuller

____________________________________________________

Things We Need To Know To Successfully Market Our Business
What is the market like? Know all about the competition and the supply and demand required to carry out a successful business.
Who are your clients or customers? What are they like? What do you have to offer your competition doesn't? What makes you special?

"Be ready when opportunity comes . . . Luck is the time when preparation and opportunity meet."
_______ Roy D. Chapin Jr.

_____________________________________________________________

If there was ever a time to dare,
to make a difference,
to embark on something worth doing,
it is now.
Not for any grand cause, necessarily...
but for something that tugs at your heart,
something that's your inspiration,
something that's your dream.
______ Unknown
_____________________________________________________________

Michael E. Odell
Veritas Research & Publishing ® - Established 1986

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june-july 2000

HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work.

Good News - It Is Not Too Late

We have all made bad choices at one time or another. I know I have - many of them. The good news, we are not stuck with those choices. Although we may still be suffering the consequences of our bad choices, it is not too late to make changes. We cannot make those changes, however, if we are preoccupied with the results of our bad choices and waste our time trying to justify our actions to others. This only prevents us from changing our attitudes and from solving any problems caused by our bad choices.

Attitude? This is how we look at things. And how we look at things affects our feelings. We may not be able to change our feelings, but we can change our attitude toward our feelings. First, however, to understand what these feelings indicate, we need to identify the origin of our negative feelings, then use this information to help us understand and improve our circumstances.

Every day remind yourself to focus on the good things that can happen. Refuse to worry about those things you can do nothing about. Worry only hampers our personal growth, eats away our positive attitude, and turns us negative. Why beat yourself over past mistakes? Learn from them, forget them, then move on.

"Do not build up negative mental obstacles. Whenever a negative thought comes to mind deliberately voice a positive thought to cancel it out." __ unknown

____________________________________________________

Can You Make Money On the Internet
Or
Is Internet Commerce A Passing Fad?

Some dot-com stocks have taken a horrific beating, their shares dropping 30, 50 60 percent. Many of these Internet Businesses started without offering true value to potential shareholders. And many of their shareholders - seeking wealth without effort - ignored business basics: to stay in business you must eventually make money.

Of course these Internet companies failed. For many public traded or privately owned dot-com companies the doors are now shut. And they should be. You don't get something for nothing. Does this mean Internet commerce is a passing fad? Not hardly. The companies making money or with promise of doing so, are doing fine. And the future looks even better for those interested in building a business based on electronic commerce - those willing to offer value. Gartner Group reports North American Internet retailing market is on pace to surpass $29.3 billion this year, 75 percent more than1999. And that is just for North America.

There is no magic Internet Business or any other honest business that can make you rich without offering value. You must offer value. This is true no matter what our business.

First, we need to find out what the other person wants then show them how to get it. But, what does he or she want? Ask. The information will help us to identify our target market, determine price for our product or service, and develop promotional strategies. What people say they want, however, and what they actually want or will pay for may differ. Everything needs to be kept in perspective.

"Everyone said they liked it. But no one bought my product. Only after I went broke did I realize they only liked it when it was free." ____ M.E.Odell.

"The simplest and most effective way to conduct consumer research to improve your website is to ask your customers..." ___ Mark Hammond

Setting up a site is easy. Generating business and income is not. Thousands are trying to start an Internet business simply and instantly without a business and marketing plan, or economically viable idea. The Internet still presents the best opportunity for starting a money making business. Doing so with little effort, however, is a fallacy - a fallacy often perpetuated by those selling "ready-made Internet businesses."
Never in modern history, however, have the opportunities to start a small business and succeed been better. The Internet or any business, you need to offer value people will pay for: a product, service, or idea that will satisfy their wants, meet their needs, solve their problems.
Develop a business and marketing plan - your written road map to success. Need help? Seek the advice of experienced people. Take community college and continuing education classes. Then keep at it. The opportunities are there.

"Today's consumers are impatient, they don't want to wait in line or be put on hold."
__ unknown

"It takes less time to do a thing right than to explain why you did it wrong."
___ Henry Wadsworth Longfellow

"Talent alone won't make you a success. Neither will being in the right place at the right time, unless you are ready. The most important question is: ‘Are you ready?' "
____ Johnny Carson

"Opportunities are usually disguised as hard work, so most people don't recognize them."
___ Ann Landers
_____________________________________________________________

The First Step
Believe in your own ideas and abilities. Retain in your mind the picture of yourself successfully achieving your goals. The clearer the picture, the easier to know what action you need to take. Concentrate your time and energies on those things which have proven the most productive for achieving your goals. Don't be easily discouraged. Giving up is never an option.
Whatever the challenge, put into practice the three P's of entrepreneurship: Preparation - Perspiration - Persistence

"Hard work is the key to success, so work diligently... If you truly want to be successful, be prepared to give up your leisure time, work past 5 PM and on weekends ... Also, have faith in yourself. If you come up with a new idea that you believe in, don't allow other people to discourage you from pursuing it." ___ Charles Lazarus, American retailer

Michael Odell
Veritas Research & Publishing ® - Established 1986

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August 2000

HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner, proven ideas that work. Hints & Tips is written in the same essence—and it is free.


"Clothes make the man, naked people have little or no influence in society."
_____ Mark Twain

LOOKEN GOOD

What we are on the inside is more meaningful than how we look on the outside. But, people make a judgement about us in the first five to 10 seconds, often before we have had a chance to say our first word. We are immediately judged by how we look: our dress, eye contact, facial expression, body language, and general appearance all effect our personal and business success.

What do others see? We need to look at our self through other people's eyes. It is not only what we say but how we look, how we present our self. Before we say a word, people size up our physical appearance: hair, clothing, facial expression.

We must be aware of our body language, how we sit, walk, hand gestures, how we use our eyes. When walking we should keep head and shoulders erect, and avoid looking at the ground. When sitting, we need to sit straight but relaxed, both feet on the floor and head up.

Our eyes should catch and hold the other person's eyes briefly, about 10 seconds, then focus elsewhere and then return. It is not a stare down. We are showing we care. We are paying attention.

Should we dress trendy and individualistic or staid and conservative? It depends on who we are associating with. If we are associating with a group of nudists, then the matter of our dress is easy—you don't dress. And, unless we are addressing a fellow group of punk rockers, resist the daring or flamboyant. Our clothes should match the expectations of those we are associating with.

Our dress and how we carry our self, must arouse proper emotions, and speak of confidence and success—all effecting our personal and business success.

"Before everything else, getting ready is the secret of success." ___ Henry Ford


Improve Your Sales Letters
First, get their attention and give them a reason to keep reading. When writing, speak to one person. Sell the benefits of your product or service. Show how it benefits the reader.

We are interested in what we want. Our reader is not. They, like us, are interested in what they want—solving their own problems, meeting their own needs. So talk about what they want. Do you want them to change their attitudes or behavior, to buy your product or service, to contribute to your favorite charity? Have a clear mental picture of what you want. Know exactly what you want the other person to do.

Take the complicated and make it simple. Provide solutions. Concentrate on their benefits. Address their concerns. Clearly show action steps for them to take.

"It is not the horse that draws the cart, but the oats." ___ Russian proverb

Six Buying Motives
Desire for Gain
Fear of Loss
Comfort and Convenience
Security or Protection
Pride of Ownership
Satisfaction of Emotion

"Give them what they want and thank them for the privilege of giving it to them."

Yellow Pages And Your Business Phone
When you get a business phone, you receive a visit from a sales representative. This is not a courtesy call. They are there to sell you the largest and most colorful and expensive display ad they can. If they do, and it doesn't work, the monthly cash drain may be more than the small business owner can handle. Size does not necessarily count. Your ads content, creativity, appearance, and most meaningful, offering a solution does. _____________________

"Far better it is to dare mighty things, to win glorious triumphs, even though checkered by failure, than to rank with those poor spirits who neither enjoy much nor suffer much because they live in the grey twilight that knows neither victory nor defeat." ___ Theodore Roosevelt

______________________________________________

Thinking Of Starting or Expanding Your Own Business?

Starting or expanding a small business takes a lot of courage. But, courage will not provide the financing to get started or pay the bills. It takes money—and that money comes from either or both internal and external sources. Internally we are limited to our own investment in the business—out of our pocket. Or the money comes from business earnings we put back into the business—cash flow from business operations.

Externally, you might use debt or equity financing. Equity financing involves giving up part ownership in your business. The money doesn't ever have to be paid back and there is no interest to pay. Equity investors hope to gain from the long-term appreciation of your business. But, they get a piece of your business forever. And that is a long time.

Bankers lend money—sometimes. Bankers want to know if they will get their money back. That is understandable. Banks want to make sure you can generate sufficient cash flow to repay loan and interest. The banker is interested in your balance sheet and your profit and loss statement. For the banker, you must be solvent and your business show profitability. Bankers do not take risks.

Debt financing comes in many forms. Some are conventional and others are creative. Investigate the different financing vehicles to find the right fit for your needs. Many conventional means, however, are not available to new businesses. As a small business owners' we have to be creative.

Business debt is a normal and necessary part of every business. Where you go to get financing, depends on need and purpose: short term, long term, or equity capital. Lenders and investors look at your character, management ability, and future business prospects. Since financial data is a must, a well prepared and a comprehensive business plan improves your chances to receive financing.

Creating a business plan to convince potential lenders or investors to provide financial backing is not the only or main reason. A well-developed plan is your road map, a step-by-step instruction on how to translate your idea into a successful and profitable business.

______________________________________
_____________________________________

Veritas Research & Publishing ® - Established 1986

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September-October 2000
HINTS & TIPS
For Achieving and Maintaining Personal and Business Success

Since 1993, Michael E. Odell's Sales & Marketing newsletter has provided profitable information to help the small-business owner. Our e-mail newsletter, Hints & Tips, is written in the same essence. Proven ideas that work - and it is free.



"There is demand today for men who can make wrong appear right."
_____ Terence

Terence's words are more than 2,000 years old. Nevertheless, men and women who can make wrong appear right are still in demand. But, making wrong appear right is not what makes for a truly prosperous life.

In business and politics—as well as our personal life—we need individuals who want truth, not business as usual. True success depends on individuals with the intestinal fortitude to ask: Is this true? Is what I do consistent with what I say or what I believe?

We need to be aware, and not let our dream of a better tomorrow turn into a nightmare of materialism and corrupted values. To achieve true success and true prosperity, we need to take personal responsibility and not allow our tastes and values to be manipulated by the ads, fads, and untruths of the day. We must not trade our hopes and dreams or compromise our convictions in order to receive popular acceptance.

"Money will buy me a house, but not a home, a bed, but not a good night's sleep." ____ Zig Zigler

"I don't know the key to success, but the key to failure is to try to please everyone."____ Bill Cosby


_______ SELL IT _______

If we cannot get our idea across, it does not matter how clever we are. Our ability to get people to listen and understand or come to our point of view greatly impacts our business, financial, and personal success.

Our goal may be to inform, educate, persuade, or build goodwill. We may need to sell a new product, service, or idea. Whatever our goal, the ability to sell is essential. We need to show how our product, service, or idea has value. Sell value, the more benefits the more value. Sell solutions to problems. People want our product, service, or idea to solve their problem and meet their needs.

The first step is to list the benefits to others of your product, service, or idea. Avoid generalization. Be specific. Memorizing these benefits will become one of your most powerful sales tools.

"If you would persuade, you must appeal to interest rather than intellect." __ Ben Franklin
_________________________________

STARTING YOUR OWN BUSINESS?

First, do you know the answers to the following questions?
What is the market like?
Who are your customers? What are they like?
What can you offer the competition can't?
What makes you special?
_________________________________

GOT A NEW IDEA?

Are you developing or have you developed a new product or concept you plan to market? If so, you should be aware of the laws encompassing patents, trademarks, and copyrights. And if you are concerned, contact an attorney who specializes in this area

Here is a nonlegal condensed description pertaining to patents, trademarks, and copyrights.

A patent is a U.S. Government grant to the inventor allowing the inventor the right—or the patent holder, if the patent has been assigned—to exclude others from making or using your invention for a period of time, usually seventeen years.

A copyright is the right to reproduce a certain work. You automatically secure a copyright when the work is created and identified by the symbol ©. A copyright term is for the life of the creator plus 50 years. To be able to enforce a copyright, however, it would be easier if your work was registered with the federal government

A trademark is the right to use a specific name, word, phrase, logo, design, sound, symbol, or any combination of these to identify and to distinguish you from the products of others.

"Sometimes you gotta create what you want to be a part of." _____ Geri Weitzman

Differentiate or Die: Survival in Our Era of Killer Competition by Jack Trout with Steve Rivkin
Hardcover, 230 pages

Jack Trout and coauthor Steve Rivkin, contend the only way a business can prevail is to differentiate. The authors look at various approaches to differentiating a product or company, then explain the four steps to differentiate. The book lists differentiating ideas that work and gives a number of useful examples.


NOW WE LEAVE YOU WITH WIMPY

Remember Wimpy, Popeye the Sailor's portly friend who would gladly pay you tomorrow for a hamburger today? Wimpy rejected the values of saving, hard work, and self-discipline. The self-indulging Wimpy always sought to satisfy his wants at someone else's expense.

Wimpy, however, was only a comic book character. We are not. And we cannot build true success and true prosperity for our self and our family on the false promise of comfort without labor— gladly paying tomorrow for a hamburger today. We need to avoid those who make wrong appear right. And to achieve true success, we need to embrace the values of saving, hard work, and self-discipline. Then just keep at it.

"In the confrontation between the stream and the rock, the stream always wins . . . not through strength, but through persistence."


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November 2000
HINTS & TIPS
For Achieving and Maintaining Personal and Business Success


__________ Get Your Point Across __________

"If there is anyone secret of success, it lies in the ability to get the other person's point of view and see things from that person's angle as well as from your own." ____ Henry Ford

How can I make this person want to do it? If we wish to persuade people, we must talk in terms of what the other person wants. You and I are interested in what we want. But, no one else is. They are interested in what they want. And, if we wish to influence them, we need to talk about their wants and how we can help them meet their needs and solve their problems.

We need to ask. We need to listen. We need to look at the other person's point of view. This is true if we are running for political office, selling a product or service, teaching a class, or in discussion with a family member. ___________

Build a Healthy Self-Acceptance

"Whenever a negative thought concerning your personal abilities comes to mind, deliberately voice a positive thought and cancel it out."

No matter how the other person looks, how much money they have or don't have, or the kind of work they do or don't do, they are no more or less valuable than you. Each of us is as meaningful as any other person.

People who believe in their own worth, do so, even if all they have to hang on to is their dream
___________________

"Optimism is essential to achievement and it is also the foundation of courage and of true progress."
_______ Nicholas Butler

"People will accept your ideas much more readily if you tell them Benjamin Franklin said it first."

"At the source of every error which is blamed on the computer you will find at least two human errors, including the error of blaming it on the computer."

____________________

We Get From Life What We Expect From It

"Your imagination is your preview of life's coming attractions." ____ Albert Einstein

Our world around us conforms to our own expectations. Those around us—at home, at work, or elsewhere—will respond to us the way we expect them to. Our expectations become self fulfilling.

"Just remember, no matter where you go, there you are." ____ Buckaroo Banzai

____________________________________________________
____________________________________________________

Want To Start Your Own Small Business—Where To Start?
Three areas to consider:
1. You might start with jobs you have held and enjoyed.
2. Consider any trade or industry you are familiar with.
3. Many successful businesses come from a hobby the owner was an expert in.
But, no matter how competent you may be, if you are going to succeed, you must first, have a passion for the business. This will build enthusiasm, particularly during those challenging times.
____________________

Three Important Tips for Business Success
1. Supply a quality product or service at a fair price—sell value.
2. Thank your clients or customers. Show appreciation. Ask for their business.
3. Don't reinvent the wheel. Copy those competitors successfully doing what you do.
____________________

Thousands and Thousands of Small Businesses' and Websites
How To Promote Your Business or Idea

"Give your customers something they can't get elsewhere."

A business presence on the Internet can multiply your business income many times. Nearly everything—from goods to services—is sold using the Internet. But, to be successful, the small-business entrepreneur needs more than an economically viable idea. Today, the overwhelming number of individuals living in the United States have attention spans shorter than last year's political promises. With all of today's oral babble and visual whiz bang, our eyes and ears are trained to overlook the commonplace.

Customers and prospects expect new features and opportunities on a regular basis. We must be imaginative. On the Internet, on T.V. or our local newspaper, any ad looking like the same tired material and our eyes will automatically ignore it. We need to avoid the traditional. Be imaginative. Know our competitive advantage. Offer value. And keep at it.

Try these two ideas:

"The Web Marketing Checklist: 27 Ways to Promote Your Website"
http://wilsonweb.com/articles/checklist.htm

101 Ways to Promote Your Web Site - Second Edition, Maximum Press, 2000
A book by Susan Sweeney

"Market only to the people that need your product or service."

____________________

Low-Cost Marketing Ideas for The Small-Business Owner
Write articles for your Trade Association, bulletin boards, business cards, endorsements, circulars, teach classes and courses, classified ads, community service, contests, coupons, exhibits, fairs, fliers, networking, newsletters, personal contact, posters, press releases, speaking, seminars, video or audio cassette, workshops
____________________

"Remember that it is never too late to start planning your time. Maybe you wasted your day yesterday. Maybe you wasted your entire year up until yesterday. Just because you made a mistake yesterday, doesn't mean that you have to make the same mistake today. Just because you wasted your time yesterday, doesn't mean you have to waste your time today." From http://weekly.whatuseek.com

"Don't be afraid to take one large step because you can't cross a chasm in two small leaps." ____ Lloyd George


Veritas Research & Publishing ® - Established 1986
Michael E. Odell ©
679 Parkview Place
Blaine, Washington 98230
Michael Odell's University of Entrepreneurship ®
Veritas's Lemonade Publications for Small Business

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