They fail to understand the fundamentals of selling!

First of all to clarify, when I say ‘sales people’ I’m also referring to business owners who are responsible for making sales.  If you’re in business, then one of the many hats you must wear is that of a ‘sales person’.

There are 2 key fundamentals that drive ALL sales…  Failing to understand these is why most ‘sales people’ struggle and businesses suffer…

1st FUNDAMENTAL – Why do people really buy?

Do you believe the popular notion that sales are made by matching a client’s needs and wants? If so, this is costing you sales! Believing that sales are made by matching needs and wants is why 95% of business and sales people struggle.

There is actually only one reason why people buy and the biggest myth in sales is that people buy to fit their needs with their wants. The problem is, by focusing on the needs and wants of your customer, you’re only touching surface-level emotions. You know that people buy on emotion and justify with logic.

Get this… needs and wants are logical! People ‘think‘ they know what they’re doing, but in fact, don’t understand what is driving their behaviour… Top sales people get this, and know how to assist their clients’ understanding of what’s really driving their needs and wants.  In doing so the client becomes aware on a completely different level.

The only reason why people buy is because… they have a problem!

People are driven by problems they have. It’s what they lack that drives buying behaviour, not what they want or need. The lack of something in our lives, or problems we face, are connected to deeply rooted emotions.  Understand this, and you’ll start asking the right questions right from the start.

Top sales people ask quality questions that allow the client to expand the size of their problem in their mind. The bigger the problem, the more motivation the client will have to finding a solution, which means more sales. Conversely, by focusing on just their needs and wants is the equivalent of a really small size of problem. For the client this will raise more objections, and for you less sales.

By seeking to understand your client’s problems and not rushing this process you will transform the satisfaction of  your client, and the size of your sales.

2nd FUNDAMENTAL – What are people really buying?

There is only one thing that people actually buy from you…

Think about this for a moment. How often are you served by a sales person where everything is right — right product, right price, right demeanour — and well… you buy don’t you? Conversely, what happens when the sales person lacks faith that their product will solve your problem? Your trust in the solution also goes down the pan. It does for me, that’s for sure. And so, the likelihood of a sale diminishes in direct proportion to the certainty of the sales person, doesn’t it?

… top sales people understand this basic truth. There’s only one thing that people buy from you. Certainty!

Client’s are looking for the certainty that your product will solve their problem. Given that time is limited, and they simply don’t have the bandwidth to review all the options, it’s falls on you, the person with the product, to deliver certainty.  If they sense you’re not certain, their barriers of resistance will increase immediately!

Now, you must have the client’s best interests at heart at all times and that’s why the first fundamental top tip is to understand their problem in the first place.  Once you know what’s fuelling their drive to speak to you, you can give them your rock solid certainty of a solution. That’s what they are looking for from you! To become a top sales or business person, understand the fundamentals of what drives all sales.

Seeking to understand your client’s problems and then giving them your certainty of a solution will massively increase your results. Apply these techniques and watch your prospects turn into clients!

Mike Clark is the CEO of Ripple Effect Sales Training – online membership site where you can get monthly support, training, and advice through exclusive resources and webinars with leadings experts like Joanne Martin and Hannah Macnamara. You can download a free report on the same subject from his website, which explains these fundamentals in much greater detail. This report also covers the 6 steps that all buyers go through before they feel comfortable with purchasing.

Work out what you’re best at and express it clearly on all marketing material – niche marketing is a simpler and more profitable way to grow your business, rather than trying to be everything for everyone. The more detailed your customer avatar is – the simpler it will be for you to find them, connect with them and offer something of value. To start creating your customer avatar think of the following questions:

• Who is my ideal customer? Who would I like to work with?
• Are they able to pay my fees? Will they be willing to pay my fees?
• What problem do they have in life, that my offering will help them solve?
• Why is it important to get it solved?
• How many of those customers are out there in the marketplace?
• WHERE… (do they work? Where do they study? Where do they live?)
• WHAT… (do they eat, drink, read, listen to, are interested in?)
• HOW… (do they look for new products or services, do they choose their suppliers, do they pay the bills?)

Talk to current and former clients to understand if they want the services you offer - there is no better way to find out if people want what you set out to deliver than actually asking them!  Talk to your ex-colleagues, people you know in business, create a survey and email it to your contacts. At the end you will have a statistics to hand to show whether your business proposition is viable.

Keep marketing even when you’re snowed under with work – many solopreneurs go through the same business cycle of  ”no work – marketing – lots of work – no marketing – no work”. It may be hard to find time when you are already busy. But by carefully managing your time and finding a few chunks of 60-90min per week to do your marketing will help you smooth the flow of work and ensure that you don’t end up with too many of those “no work” periods. Many marketing strategies are designed for ongoing marketing based on building relationships. Such strategies work best when you regularly commit to doing something over and over again, regardless of the amount of time/work you have at the moment: Twitter, Facebook, LinkedIn, other social media, networking, blogging, etc.

Invoice promptly and chase for payment as soon as its due – if you have done your job well you should get paid for it. And being late with your invoice can show your business as unorganised. Plus it means you are giving your customers a free credit, instead of earning interest on their payment in your own bank account. If you are really late with your invoice – the customer may forget about the benefits of your product or service, may ask for changes or extra work before the invoice gets paid or simply go out of business in the current climate. Can you really afford to lose your income like that?

Keep careful records of expenses for tax purposes – trying to do a year’s worth of accounts actually at the end of the year is more expensive, more stressful and there is a deadline which you can’t miss. Much better way is to keep track of your income and expenses throughout the year and keep your book-keeping system up-to-date. Losing claimable business expenses (especially if paid by cash) could mean that you will have to pay more tax than you should. So speak now to your accountant to see if they offer a book-keeping service, set up your system to do it yourself and get your virtual assistant to help with book-keeping on the regular basis (TJConsulting can offer great deals for our book-keeping customers using Xero or KashFlow systems).

Always use a contract or send clients your terms and conditions, however small the job – make sure your contract has been checked by a solicitor before you start using it. Not sending your contract through for a “small job” can potentially leave you open to payment disputes, invalidation of your business and/or professional indemnity insurance, claims against your business. Better being safe in the knowledge and both parties have clear expectations and know the rules – so spend that 15-30min to draft your contract and get it signed before starting any assignment. Finally, if the client wants you to sign their own agreement – get it checked first by a solicitor to ensure that there will be no unpleasant surprises later.

Put at least 30% of what you earn aside to cover tax and unexpected gaps in income – August and Christmas time are traditionally quiet in the UK. In any country there will be periods when a lot of people take time off to go on holidays. So cover yourself for such gaps you need to ensure there is enough cash in the business. Another issue to consider is tax. Unlike being employed, when your tax is taken off the salary before it’s transferred to your bank account, when you are running a business you need to remember that taxes are due quarterly or yearly in most cases and prepare for it. Your accountant can give you an estimate of how much tax will be due to ensure that you have enough cash set aside to cover those bills when the time comes.

BONUS TIP: Being a solopreneur doesn’t mean you are alone – although you won’t have a water cooler where you can chat to your colleagues, you can find people in similar position to buddy up with. LinkedIn has a large number of groups specific for industries, interests or locations where you can talk to other professionals, exchange tips and experience. Online and offline networking can offer a sense of community and interaction. Finally, having a business coach or a mentor can offer guidance, support and a sounding board for your ideas. Some of our clients regularly have a business briefing sessions when we help them to sort out their ideas and projects, create a structured system of what needs to get done when, offer a sympathetic ear for their business problems – one of the reasons to hire a virtual assistant.

What’s your top business tip? Please share with other readers!

The benefits for users are very important: Talking News allows people to stay in touch with what’s going on in their local area. There are talking books and national news to listen to, however it’s nearly impossible for someone blind or partially-sighted to be involved in their local activities and participate in their community without being able to get the information in the format they can access it. That’s the gap that TNI was set to fill.

We provided audio recording and editing services for monthly TNI editions, secretarial and book-keeping services for running the charity, developed a simple website to get a web presence and be found by interested parties and other charitable organisations like RNIB. And yes, that’s one of the partners, James on the picture!

On behalf of myself and all the Volunteers at Talking News Islington, I write to thank you for very much for all the advice and support you gave us in setting up ‘Talking News Islington’, for without your Computer Skills and knowledge we could not have got it off the ground so quickly.
Elizabeth Jones, Chair of TNI

(click to view large size)

Testing is important

Use your open and click rates to determine the potential strengths and weaknesses of your own campaigns. From the results you can identify areas to test to improve performance. Try split-testing subject lines, FROM name, newsletter title. Research and surveys show that email marketing spend is expected to grow and expand to $2 billion in the US by 2014. The other increase in Marketers’ budgets was in Social Media. This means that if you are not using newsletters yet – don’t miss a chance to get started before it’s no longer a “purple cow” of marketing.

Correct use of Subject line

It’s a myth that you can’t use the word ‘free’ both in the body and subject line. Fact: along with ‘newsletter’, ‘free’, ‘news’, ‘event’ and ‘update’ are some of the top one hundred words that are used in the subject line. Length: research shows open rates of 52% and upwards for a subject line of 35 characters or less and a click rate 69% higher. The effort spent converting your subject line to 35 characters or less is worth it and will help the reader discover what’s in it for them by concentrating on your dialogue. Be clear, be precise but make sure the subject line truly represents the contents of the newsletter so that your email doesn’t get spammed.

Best day to send – Sunday.

According to the research people are getting ready for their week and they are looking ahead, they have the time to read. During 2009 CTR was the highest on Sunday (4.1%) and Saturday (4.0%). Open rates show a peak on Sunday, with Tuesday and Saturday 12.6%  & 12% respectively. However, open rates declined during 2009 as part of the trend over the last 3-4 years. Similarly click rate is also declining. Some reasons for that:

• Image blocking – if the mail program blocks images the ‘open’ may not be counted. More people are reading in preview mode.
• Increased use of mobile devices.
• List fatigue – too many newsletters subscribed to so readers unsubscribe.
• The smaller lists have better open rates, probably because you have a closer relationship with readers.

To evaluate how well your own marketing is doing compare your different campaigns to see if your campaigns follow this trend.

Frequency – more is MORE!

Send more frequently – once every 3 months doesn’t work. Try once a month at least or even every other week. Schedule your emails for a regular day/time, so that people know they can receive and use the information during the working week.

Stay relevant.

Newsletters are changing, the format, how we use them, what we do with them. But nevertheless newsletters are about relationship building.

So think about the following questions:

1. What works for my audience?
2. What does my audience want to read?
3. How do they want to read what I have to say?
4. How often do they want to read it?

Good luck! And please share with us what works for your newsletters and how you test them to get even better!

Are newsletters a waste of time? Yes and no!

But if they take too much time to write and too much time to read then they do just waste everyone’s time.

The pace of life is such these days that it’s difficult to find the time to read a full newsletter – even if most of it is interesting. (Let’s face it the ‘filler’ articles that make up the bulk rarely are).

How much more difficult to find the time to write the stuff – especially if hardly anyone’s going to read it!

Yet they do fulfil a purpose – they keep you in-touch with your clients/customers on a regular basis (so long as you put the effort in regularly enough). Remind them you exist and are still there when they need you.

How about ‘a little often’?

I’ve noticed that of the slew of stuff that hits my email account the stuff I do read is generally a) interesting and b) bite sized. A punchy subject line goes a long way – especially if it’s backed up with an interesting story. And short. Almost the shorter the better.

There are some real masters of this craft out there who get me almost every time. (Sorry guys – no one is 100% interesting all the time!)

They hit my inbox at least once or twice a week – sometimes more. But I don’t mind. Because they’re short, to the point and interesting.

MicroNewsletters?

THE cardinal rule of Twitter is ‘a little, often’. Perhaps the same applies here – just on a different scale?

So no need to labour over ‘War & Peace’ – and take an afternoon out to write a whole slew of stuff. Take ten minutes to write about something interesting and keep it short.

And to the point.

I did. This took less than 10 minutes.

How was it for you?

Barry James is the creator and founder of Receipt Angel, Followup Angel and Angel Rooms – all parts of Angel Revolutions. He can be found on Twitter as @ReceiptAngel or online at FollowupAngel.net/events

That’s why advertising on Facebook presents a fabulous business opportunity. You can drive traffic to your website, connect with a huge community of your target customers, promote your services, products and special offers. What’s more – Facebook offers very cost-effective advertising opportunity through its own pay-per-click ads. However you can do it for free by just creating a business page or a group.

Pay-per-click advertising

Facebook allows businesses to purchase image and text-based ads that can be targeted to a specific demographic based on age, location, gender, marital status, interests and more. Therefore a luxury wedding planner in King’s Lynn can target women who are 25-40, engaged, within 20 miles from King’s Lynn and are college graduates. It’s impossible to achieve such targeting with Google AdWords as all you can specify is someone’s location.

Ads are charged on a cost per click (CPC) or cost per mille (or 1,000 impressions, CPM) basis. You can set up a daily budget and a bid per click or impressions. The minimum daily budget is $1. Facebook will show a suggested bid range displaying what other advertisers targeting your demographic are paying. To get good results you’ll need to bid somewhere in the middle of the suggested range.

How to succeed with Facebook Ads:

• Great Image – find an eye-catching and relevant image, as ads with images tend to get noticed more.
• Catchy text – keep your ad wording concise. Ads are restricted to 25 characters for the title and 135 characters for the body.
• Teasing header – be creative when writing your ad. A header that grabs attention tends to improve your click-through ratio.
• Soft landing – your ad needs to link to a “landing page” if you promote content outside Facebook. The landing page needs to be 1) compact, 2) clear, 3) with a call to action and 4) containing a means of collecting everyone’s information.
• Endless testing – create a few version of the same ad, but each slighly different (image or header or text). Don’t make ads too different as you won’t be able to understand what exactly was working. Then, when running all ads at the same time, you will be able to measure what’s working in order to get more clicks at a cheaper rate.
• Target marketing – unless you’ve got an unlimited advertising budget you need to think really carefully about targeting your advertising campaign. With over 8 different parameters to play with, there is no excuse not to create a detailed customer avatar before starting the campaign!

You can find more tips and articles on how to create a winning Facebook Advertising campaign here.

Facebook Groups and Pages

You can create Facebook groups and pages, which users can then join or become a fan of. You can suggest the page or group to your friends first, then ask them to do the same in turn. You can also promote the links via your website, email signature and newsletter. Groups and Pages represent a great opportunity to really connect with your consumers, advertise your offers and promotions to people who are actively interested to hear from you (by being fans). And it’s free to set one up too!

How to succeed with Facebook Pages:

• First plan why you are creating a page: is it to promote your business? or a product? or your industry in general? What are you going to talk about on the Page?
• You will need to keep the content fresh, by regularly adding news, images and videos on a regular basis. It’s good to link your Page to your Blog and YouTube stream.
• Invite existing Facebook friends and e-mail contacts to attract an initial membership base. Then you can create a unique username for the page at facebook.com/username (you need to have at least 25 fans).
• Facebook has many applications you can add to your page to enhance its functionality: Twitter, Blogs, Marketplace, Videos, Reviews etc. But nothing compares to the actual interaction between you and your fans. And that’s what it’s all about.

You can find TJConsulting Facebook Page here – feel free to become a fan too if you like what you see.

The answer is simple. Would you use a typewriter to prepare a proposal for your customer? Probably not. Same reasoning applies to managing your customer data. The business database is one of the most important assets in your business and, if used properly, it can generate a steady stream of income each time you turn to it.

A database is essentially a collection of information about something, in this case – about your customers and prospects. The main benefits over collecting paper cards are:

• Access: you can share access to the information between multiple team members, which you can’t do with cards.
• Flexibility: you can access the information wherever you are, without having to carry a big pile of cards with you.
• Accountability: you can track how well your business is doing in closing sales and converting leads into prospects.
• Security: you can lose the cards or your bag, and all the information with it. If your database is stored online it’s safe and secure no matter what.

Why would you need one? There isn’t a business type out there now that doesn’t need a database! If you do any networking, it’s a pointless waste of time and money without a proper follow up on leads and new contacts. If you are trying to drive traffic to your website it’s a waste of resources if you don’t capture details of your visitors. If you invest in advertising your shop you have to get everyone’s details in order to get them through the door again.

There are plenty of tools out there now, all aiming to make it easier for business owners to manage their data effectively. For example:

• SmartSheet –a modern, online, enhanced version of Excel, which can have tasks, reminders and attachments to cells.
• Business Contacts Manager –comes with Outlook 2007 in the Professional package and manages your contacts, emails and tasks within Outlook.
• Capsule CRM – a “proper” contact relationship management (CRM) system, where you can track contacts, prospects, sales, leads, opportunities, tasks etc.

The principle is the same across all tools: you import your data from any email program’s contacts or business cards. Sort it and arrange it into categories, tags, groups etc.

We recommend using Capsule CRM to our customers. It’s very easy to use, you can share access with many users and you don’t have to be a techie in order to use it effectively. The benefits however are very important:

• You can close more potential sales, without forgetting to follow up in time.
• You can see at a glance what potential business you have in the pipeline – peace of mind if you feel you are doing great or a warning in time to do something about it!
• You can access your data from anywhere with a web browser or a smartphone.
• You will seem super-efficient to your prospects as you will always be returning calls, following up and sending the information right when you agreed to do it.
• You will be able to spend more time nurturing relationships with your best customers (the 80/20 principle).
• You know exactly what you talked about last time, even if it’s been 6 month ago. Great memory? Just a great system on hand.

For those who have lots of paper cards that need to be converted into electronic format we have a special offer: up to 100 cards entered into Capsule, system setup and training – all for £85+VAT. Find out more about the offer here.

Or, if you would like to find out more and get your questions answered, join us together with Oma Edoja (client attraction coach from GetClearGetKnownGETCLIENTS.com) for a free webinar on Thursday, 22 July at 8pm BST. Recording will later be available for sale (so don’t miss out to learn it first-hand while it’s free). To secure your place while the last few are still available click here to register.

How do you rate your time management skills? Do you feel you get a lot done every day? Do you plan your day to the last detail or just “go with the flow” and deal with whatever landed on your desk/in your inbox? Whichever category you are in, it’s important that you take time to analyse what’s working for you and make adjustments where necessary.

I’m someone who’s fond of written to-do lists. I’ve got my hardcover diary where I scribble every day my lists and feel great emotional empowerment once all items on my to-do list have been ticked off. I add my meetings there too, any trivial household tasks like getting the shopping or doing the school run. In this way I know exactly how much time I’ve got between “fixed” commitments and can schedule and organise the rest of the tasks in between those.

Here are some tips from the born organisers (aka “virtual PAs”) for organising your day:

1. Write it down.
Make a list and write everything down – on paper, on computer, in Excel, on iPhone or Blackberry. It doesn’t matter where but it’s got to be written! You may be shocked, surprised and overwhelmed looking at your list of ‘to do’s’. But don’t despair – as they will all get done, if you follow the steps below. Also, don’t forget to schedule lunch in your diary, especially if you find yourself often working through your lunch break!

Another tip I’ve picked up from Nigel Botterill (UK top entrepreneur) – “this day isn’t over until tomorrow is planned”. Don’t stop the work until you’ve done the list. In this way you won’t waste time in the morning and you will be more likely to stick to your list/plan rather than changing everything because of an email that landed in the Inbox overnight.

2. Prioritise.

The next step is to number each item on your to-do list in importance of completion starting at 1 for most important and so on. Think strategically – where do you want your business to be in the next 3-6 months? Will this activity help you to get there quicker? If something just has to be done today and there is no excuse for not getting it done put it at number one.
Next estimate how long each task will take. Beware of time sappers – emails, social networking, browsing… It may seem that checking emails will only take 5 minutes but before you know it you could spend 3 hours of your day just reading and responding to messages! Be realistic about what you can get done in a day.

3. Delegate.

Go through your list and delegate things that don’t specifically need your attention. There are so many tasks that could actually be done by others: book-keeping, email marketing, arranging travel, posting a blog article, research, chasing invoices to name a few. Why not use your VA for those things? Or if you feel that a particular area of your business takes too much time because you are not an expert (sales, marketing, IT, HR, etc.) – why not hire a professional consultant? It may look expensive from the outset but a good professional adviser will save you money and time in the long run.

4. Use your list!

There is not point in writing your list and then never looking at it again. Your list is one of the most important tools that help you manage your business and your time. Therefore once you’ve arrived at work – open your list and get on with it from Priority 1 down. Try to use concentrated effort to get things done quicker (e.g. a short period of time when you have no distractions from the task in hand). Take short breaks between tasks to answer calls or read emails. Then go back to your list.

5. Things happen… Be cool!

We wish we could be in control of everything but we are not. A delivery may be late, a project could go pear-shaped, a subcontractor can let you down. Your list will have to be put on hold to solve an issue that’s threatening your business right now. In this situation don’t stress: getting frustrated and upset about this interruption is only a waste of your time. Deal with an issue as soon as you can and go back to your list.

6. Plans for Short and Long.

Ideally you need to have 2 separate lists. One – short-term actions, items that need doing today/tomorrow. You will be re-arranging and re-planning this list every day. Your second list is the list of your long-term business goals. For example, you would like to launch an email training course for your customers in 4 months. It’s a long-term goal. But then you need to start working backwards and figure out small, manageable steps to take today and tomorrow to achieve this big goal.

There is no point just adding the big goal to your today’s list as you won’t be able to do it. But referring to the goal and the list of actions required to achieve it – you can add those along with other items and complete everything in time.

7. Analyse and review.

At the end of the day look at your your list. Have you managed to achieve everything? If not, what went wrong? What can you do next time to prevent it? Can you delegate even more? Review what’s left to do, plan your list for tomorrow and the check your long-term plan.

Finally, if you have never made lists before it may seem time consuming and limiting. Try it though and give it some time! Very quickly it will become a habit – something that you will do without thinking. You will find yourself more productive, achieving more every day.

You will master the time… so how will you use it?

So what works for you? I’d love to hear your comments.

Some people are wondering if Twitter is more for fun and therefore is not suitable as a business tool. Or whether it’s just too full of spam and no one ever reading each other’s comments or messages.

Well, I’d say that Twitter is a bit of both.

It’s like a big party, where you can have fun, make friends and catch up with old connections. But at the same time meet new clients or strategic partners, get referred or make referrals for others. The key is to use Twitter appropriately.

If you just talk about social, your day-to-day life – not many will be interested (apart from your family and old friends). If you always talk about business – you will become one of those annoying people we have all met at networking events. You know, they don’t listen to you, they switch off immediately once they’ve heard what you do (you are not their “target” customer), or at the end of their long and boring elevator pitch they ask if you are interested to buy. You certainly aren’t, so they leave.

Twitter is about balancing social and business. Talk about what you do, your business, your clients and events you attend. Talk about your day, the weather, or the lovely dinner you’ve made. Obviously respond to RTs and mentions, participate in conversations,and  follow people back if you like what they are saying. But remember that you will get what you put in. And it’s unrealistic to expect lots of business and referrals from Twitter when you are only showing up once a month.

Here’s my Wordle for June. A lot about social media, business tips and call answering. What have you been talking about?

Over the past year we have been searching high and low for a super-efficient business system we can use in TJConsulting and offer to our clients. And finally, after trying and testing, reading 100s of reviews – it’s here.

It consists of 3 parts, but don’t despair – they all work as One, efficient, online, affordable solution. And they are…. Xero, Capsule and MailChimp.

Xero is the accounting system of the 21st century. If you are not an accountant and dread “reconciliation” or “P&L” – this is the system for you. It’s very simple to use, you can access it from anywhere with an Internet connection and it’s secure.

Capsule is an online Contact Relationship Management (CRM) tool that will integrate with Xero – so you only have to enter your data once. You can track leads and conversion, manage information, analyse sales and productivity, and (yet again) it’s very simple to use!

MailChimp is used to send your newsletters, mailshots and autoresponders. Without being repetitive – it’s simple, clean, straightforward. It can send regular newsletters and schedule a series of messages. MailChimp can integrate with a large number of social media networks, Eventbrite (for event bookings) and is a top-rated social media tool (according to mashable.com).

So what does it mean for you?

• You can store all business data securely online and give access to your accountant, virtual assistant or staff.
• You don’t have to move files back and forth between computers risking losing some data.
• You will save time on re-entering the same data between multiple systems.
• You don’t have to learn complex new systems to benefit.
• It’s quick to set up, you can import data from your existing systems or Excel files.
• Finally, you can try everything for free. And if you do decide to go ahead – your cashflow won’t suffer a severe dip, unlike spending 100s of £s on most IT license fees.
• Want to know more? We can demonstrate to you all 3 systems – drop us a line to book. Also read below for our 2 special offers (Xero and Capsule) and we can set up and design your newsletters in MailChimp as part of our e-newsletter design package.

Exclusive Xero benefits

Xero provides a view of financial information in real-time. There’s no need to buy expensive software and install upgrades. Xero is available on your PC or Mac in the office, at home or on popular mobile devices – anywhere, anytime. The beauty of Xero is you can invite a number of trusted people such as us, your accountants, to collaborate online. No more cumbersome transfer of data that can be corrupted or is out-of-date!

As a Xero Certified Partner we can introduce you to Xero and have you up and running in no time. The following services are exclusive to Xero Partners:

• Xero Cashbook. Manage your cashflow online with Xero, but leave the rest of your account management in our hands. Contact us any time using the number below if you have any queries.
• Managed Client Role. If you don’t have time or feel uncomfortable about managing every aspect of your accounts, but still want to have visibility of your cashflow then the Xero Managed Client function is for you. This lets you make comments about your bank reconciliation whilst we manage it.
• No VAT Cashbooks. We can offer reduced rates for businesses that are not VAT registered. This is perfect if you are just starting out or a non-profit organisation.

Interested? Contact us now to arrange a demonstration.

Biz Cards Buster, now with Capsule CRM!

You think you’ve seen it last month? Our popular Business Cards Buster offer is back, AND it’s even better this time round! As an exclusive partner of Capsule CRM we are now offering the setup to you as part of this AMAZING DEAL!

• Are you a keen networker meeting 10s or 100s of new prospects every month?
• Do you often end up missing out on potential business, as you haven’t got a system to manage those new relationships?
• Do you spend your valuable time entering business cards into your contact systems (Outlook, iPhone, Blackberry or CRM)?

Why not consider passing over the responsibility to your virtual assistant TJConsulting. Here’s what we offer:

• Your business cards scanned, sorted and processed.
• You can view (and download) your Excel contact file.
• You can easily import the Excel contact file into Outlook, Blackberry, iPhone or any social media network.
• Tax deductible.
• AND your Capsule CRM account will be set up for you with your new leads imported.
• You will receive full training on how to use the system.
• If you decide to upgrade to the Professional Edition – you will get extra 10% off.

You will get ALL of the above for just £85+VAT. BOOK NOW to secure this amazing limited offer!