The ten rules for goal setting
If you want to move forward, you must have a roadmap according to business consultant Gary Ryan Blair who offers these steps for goal setting at his web site www.goalsguy.com/knowledge.

1. Be decisive. The major differences between successful people and others are the goals they choose to pursue.

2. Stay focused. Focus gives you power. If you focus on a goal you put your energy and resources toward meeting it. Focus keeps you from becoming distracted.

3. Embrace failure. The only people who never fail are those who never take risks. The road to success is dotted with failed efforts that teach you to redirect your energies.

4. Commit your goals to writing. By writing down your goals, you have a tangible target. Goals that are now written down fall out of sight and out of mind.

5. Plan properly. You can virtually guarantee success in any endeavor if you know what you want and how you are going to get there.

6. Involve others. Ask questions, gain additional information and profit from the experience of others. You don't need to reinvent the wheel.

7. Take action. Reaching your goals requires work. Just thinking won't get you where you need to be; only concrete steps and hard work will move you beyond your present stage.

8. Reward yourself. Set intermediate goals to gain a sense of achievement. Then reward yourself in some way to reinforce your positive action.

9. Measure your performance. Periodically take stock of where you have come and where you expect to be. Keep track of the "must do" actions necessary to achieve your goals.

10. Maintain personal integrity. Remain committed to your commitment and to your conscience. True success comes from the confidence you gain by knowing that you have worked hard and done the right thing by yourself and others.

Sales habits that will bring you results
Successful sales people know that selling is an art and a science. At marketingpower.com, sales coach Jack Daly offers some habits of highly effective sales people.

1. Get organized. Time is your most valuable tool. Develop a schedule that allows you to sell when your energy is highest but also designates periods for the detail work.

2. Make each sales call have a purpose. Since most people have ways to deflect cold calls, you must have a reason to approach a prospect. That can be a new product, a price change or even some local news that might make your service more valuable. You must find a purpose to your call.

3. Analyze your calls. Get in the habit of asking yourself if you talked too much, addressed your prospect's needs and made a professional impression.

4. Add a personal touch. Your unique approach will set you apart. Take the time to write personal notes to clients or leave a note on the back of your business card when someone you want to contact is not available. Small gestures make a huge difference.

5. Create a notebook for presentations and objections. Write down the objections you hear the most and answer them in your own words. Keep a log of presentation ideas or power phrases as they occur to you to keep your presentation fresh.

6. Interview first, then present. You have to know your prospect's needs before you can provide a solution. By asking questions first, you'll be able to customize your approach to be most effective.

7. Analyze your client's performance. Don't squander time on clients who do not produce for you after a reasonable attempt to get their business. You must build relationships with clients and you cannot do that with people who will not give you their business after several attempts.

8. Study people to understand their differences and what motivates their buying decision. Your ability to read others will help you anticipate situations and communicate effectively.

Getting free publicity
Make a point to meet your business editor. Decide something newsworthy you need to share about your business and call the editor or business reporter to introduce yourself. Be sure, however, that you are respectful of newspaper deadlines and avoid calling in the late afternoon.

Send news releases regularly Let the business editor know if your company has won an award, secured a major contract, invested in new technology or hired a new executive.

Write a letter to the editor Look for local or national news topics that relate to your business and send your thoughts on the issue to the editorial page editor.

Sponsor a seminar. Educational offerings will get public service space in calendars or business briefs.

Work with local schools. Sponsor an activity for school children or do something to promote child safety or education with a local school. Contact the person in the school system who handles media relations with your idea.

Adapted from www. publicityinsider.com