Greetings fellow Delta Epsilon Chi members,
I have found another wonderful topic to discuss that I think will benefit you greatly. I believe networking is a huge part of future success. While attending the Fall Leadership Conference in Green Bay next month you will be introduced to many business professionals. I think it is a great idea to have business cards prepared and ready to hand out. So…. here are 15 tips on making business cards. Check it out!

15 Tips on making business cards

1. Make sure the information on your card is correct.
2. Put your most important information in the focal point (the focal point is usually in the center of the card or where there is bigger print or a design).
3. Consider the psychology of colors listed below:
4. Include your picture. It is easier for the business professional to match a face with the name.
5. Vertical cards are different and will catch the eye.
6. Color backgrounds catch the eye more than white backgrounds.
7. Designs and pictures can often draw attention.
8. If your business/organization name does not clearly state what it is, you may want to list a few services that it provides.
9. Use both sides of the card (possibly tutorials, services, your bio, etc on the back).
10. Make sure your card says something about you and what you bring to the business/organization.
11. Make sure the important information (contact) is easy to find.
12. ALWAYS include your email and website address.
13. Include your logo.
14. Don’t use too many fonts or try to cram too much information.
15. ALWAYS, ALWAYS, ALWAYS make sure to spell check.

Spend the extra money for a professional printed card.
For examples visit:
http://tutorialblog.org/creative-business-cards/
http://www.lifeclever.com/584-ways-to-design-a-business-card/

For more tips on making and presenting visit:
http://visualaccentsdesign.com/designtips/50surefire.htm

I hope this helps when making your business cards. See you at Fall Leadership next month!
Nicole Vinson
WMMA State Secretary

I was introduced to the SPIN selling model in my Advanced Sales class last year and I used it for the Sales Representative competitive event at the state and national levels. It is new in the business world, but it will set you apart from the competition when you compete. Check it Out!

What is SPIN selling?
After much research, studies show that in successful sales calls, the buyer does most of the talking, so SPIN selling gets the buyer to talk by asking questions. It asks four kinds of questions: Situation, Problem, Implication, and Need-Payoff. These four questions create a problem, so you can solve it (just read on, you’ll understand).

A Few Facts about SPIN Selling
• It is a set of ideas about how to sell successfully in large or complex sales.
• It is based on the most extensive research ever carried out about effective selling.
• More than half the Fortune 100 companies use it to train their sales forces.

Situation Questions
Definition: Finding out facts about the buyer’s existing situation.
Examples: “How many people do you employ at this location?” “Can you tell me how the system is configured?”
Impact: These are the least powerful question, but they are needed for SPIN selling. Don’t ask too many. A good amount to ask would be two to three questions.
Advice: Eliminate unnecessary Situation Questions by doing your homework in advance.

Problem Questions
Definition: Asking about problems, difficulties, or dissatisfactions that the buyer is experiencing with the existing situation.
Examples: “What makes this operation difficult?” “Which parts of the system creates errors?”
Impact: These are more powerful than Situation Questions. People ask more Problem Questions as they become more experienced at selling. A good amount to ask would be three to four questions.
Advice: Think of your products or services in terms of the problems they solve or the buyers- not in terms of details or characteristics that your products possess.

Implication Questions
Definition: Asking about the consequences or effects of a buyer’s problems, difficulties, or dissatisfactions.
Examples: “What effect does that problem have on output?” “Could that lead to added costs?”
Impact: These are the most powerful of all SPIN questions. Top salespeople ask a lot of Implication Questions. A good amount would be five to six questions.
Advice: Think of Implication Questions as cause and effect questions.

Need-Payoff Questions
Definition: Asking about the value or usefulness of a proposed solution.
Examples: “How would a quieter printer help?” “If we did that, how much could you save?”
Impact: Versatile questions are used a great deal by top salespeople. There is a positive impact on customers who rate calls high in Need-Payoff Questions as helpful and constructive. A good amount would be two to four questions.
Advice: Use these questions to get buyers to tell you the benefits that your solution can offer.
Note from Nicole
The SPIN selling model is a new and fun way to sell, but it must be done correctly. If you are going to use this model, make sure you do your research thoroughly. For more information on SPIN selling, here are a few websites to check out:
http://www.articlealley.com/article_30714_15.html
http://www.bellaonline.com/articles/art19745.asp

Good Luck,
Nicole Vinson
WMMA Secretary
Wisconsin Delta Epsilon Chi