In the early 1900’s con men would try to sell parts of the Brooklyn Bridge to immigrants in the USA. This is what coined the phrase, “If you believe that, I’ve got a bridge to sell you!” Then the Verrazano Narrows bridge, the world’s longest suspension bridge formally opened between Brooklyn and Staten Island, New York, in November 1964. Think of this as a chance for a new bridge, one that leads to ethical selling. Would this new bridge serve to avoid any of these early unscrupulous and unethical scammers?

What do ethics mean to you?

When our actions are congruent with our moral values we behave ethically. Almost every profession has a code of ethics. Become familiar with yours. How often is your behavior in line with this code? That’s a simple test if your profession has a code of ethics. If your profession doesn’t have a code, then ask yourself, when you take action, is the action acceptable and right in regards to all stakeholders - customer, company and self? It seems the early bridge scammers didn’t have a code of ethics.

Why might good people in a good organization do unethical things?

The image of salespeople, maybe even dating back to before the bridge scammers, is usually filled with less than positive words like - deceiving, pushy, fast talking, exaggerating, and at least a dozen more. For a few years, in teaching an Ethical Leadership program for various organizations, I used the definition of morals as values defined by a higher authority to help an individual decide right versus wrong, good versus bad. Just as with morals and values, you want a higher authority for ethics. If you are in an organization without an ethical code considering referring to the UPSA, United Professional Sales Association, for their Ethical Code of Conduct. In just seven pages long, it has all encompassing principles and guidelines.

Can ethics be as simple as integrity, honesty and responsibility?

Your integrity includes your honesty and moral character. Just like moral concepts vary from one society to another, morals can be different from one profession to another. Values, like honesty and responsibility, are the beliefs or standards that guide our lives in defining importance and worth. Do you present your product and service honestly? Do you act with honesty and in good faith toward all concerned? Would you pass the three questions posed by Nan Demars, You Want Me To Do What? It’s one of several quick ethics tests to refer do when you have doubt or uncertainty about what to do. Here are the three questions: Would you want to be treated the same way? What would my mother say? How would I feel if this was reported on the front page of tomorrow’s newspaper?

The 1970’s scammers invaded Florida with swampland scams. It seems the bridge lesson wasn’t learned even with the Verrazano Narrows Bridge. But what about you? What did you learn? What is your responsibility to remain ethical as a seller? As a wise person once said, “It’s easier to know what is right than to do the right thing.” Can you find an ethical code to guide you to do the right thing?

Patricia Weber, 20 years sales training and business coach helps introverts, shy and even reluctant to sell extroverts who want to accelerate their sales results! Follow blog, FREE radio shows, podcasts, FREE teleclasses at http://www.patricia-weber.com from America’s Sales Accelerator Coach, http://www.prostrategies.com

In the midst of the current economic downturn, there may be a few who don’t survive, but you don’t have to be a victim. You don’t have to worry about the current economic strife, if you know how to survive and build business on the Internet.

The Crashing Economy doesn’t have to crash your business.

During a recession, if you know how to generate income, you can overcome the bankruptcy doom and gloom of the economic crisis.

“He who controls traffic, controls the keys to the kingdom,” according to Mike Filsaime. This strategy holds a particular truth if you’re working a business that requires buyers.

Maintaining income is a numbers game.

Once you’ve learned the secret of getting massive numbers of people to your website, you’ll amass profits and wealth too. On average, 10% of the traffic to your website will buy 10% of the products available on your website. What’s available? Who’s stopping by to buy your products?

Maximizing income means maximizing traffic.

In order to optimize your income, you must generate more traffic and create a site of interest for people to visit. As important as it is to grab your reader’s attention, it’s more important to grab their clicks. If you don’t have a good, high-quality call to action that gets results… You’re LOSING MONEY!

Increase Click through Rates.

There are several ways to get high click through rates. The key to high click through rates is that you need to grab the reader’s attention. Whether you use banners, buttons, pay per click or paid email, if nobody is clicking on your ads, you’re losing money. You’ve got to grab their attention and grab their clicks.

Create a Working CALL TO ACTION.

Your call to action has to tell the reader what to do. Tell them your price is going up, they must act now, and give them specific directions “CLICK HERE” so they know what to do. People won’t do anything unless you tell them to do it. Tell them what you expect of them, they’ll follow.

Go to http://makeyourfirstmilliononline.com and sign up for a FREE Subscription of COOL MILLIONS. You’ll receive a FREE Copy of the Make Your First Million Online FREE REPORT “Kick-Butt Internet Business Guide” Tips & Strategies to Make Your First Million Online by Jan Verhoeff.

Starting a business relationship is one of the most difficult tasks in sales, but it’s not rocket science. The key to prospecting successfully is twofold. First, you need to know what potential clients are looking for. Second, you need to know what low-cost platforms can be used to deliver it.

What Clients Want From Salespeople

Horsesmouth and Financial Research Corp. conducted a study last year and asked financial advisors what they were looking for in a good wholesaler. While this study was conducted for the financial industry, the information they found applies to any company that emphasizes consultative selling. Here is a list of the top 16 traits advisors are looking for.

1. Takes a solution-oriented approach to me and my clients rather than pushing product.
2. Understands how I do business.
3. Offers ideas based on what’s working for other advisors.
4. Offers ideas on how to market business more effectively.
5. Offers ideas on how to run practice more efficiently and productively
6. Able to explain how his firm manages money differently from competitors.
7. Provides compelling materials to use with clients.
8. Offers ideas on how to use his firm’s products in complementary way.
9. Offers ideas for penetrating niche markets.
10. Offers insights on broader marketplace.
11. Understands competing peer products.
12. Doesn’t hide issues that could cast his firm in less favorable light.
13. Able to explain how his firm’s products would affect risk-return balance.
14. Anticipates issues that may create client anxiety and helps me be better prepared to handle inquiries.
15. Provides investment and/or market research.
16. Understands how my firm’s recommended list and platforms work.

If you create a free offer that applies to any or all of those issues, you will have set yourself apart from your competition and prospects will begin to take notice.Ideas for Free Services

What platforms are top salespeople and business owners using as a free service to potential clients? Targeted newsletters have always been popular, but there are more tools you can use. New technologies have made it easier to provide value-added services than ever before. In addition to newsletters, here are two more low cost, cutting-edge ways to introduce prospects to your business. Each of these technologies is customizable to your specific needs.

• Teleconferencing - Teleconferencing is a simple way to get your ideas across in a group setting without all the prep work and expense that goes along with event planning. You can even set up a call with freeconference.com for free.
• Video Conferencing - A step up from teleconferencing with enhanced video features. It will cost a little more, but WebEx.com still provides a quality video conferencing service at a low price point.

During the session, focus on the issues that matter to your prospects. Limit your meeting to 15-20 minutes and see what kind of response you get over time. Networking in the right places and inviting prospects to your free events can pay dividends over time. The key point is to always have something to invite a prospect to.Where to Network

How can you position yourself in front of targeted prospects? Where can they be found? No doubt that some prospects will need to be sought out individually - call by call, meeting by meeting. But there are certain places where high-end sales pros, business owners, and executives meet in groups outside of the office. Following are six of the top places to look:

• Chambers of Commerce
• Rotary Clubs
• LION’s Clubs
• Sales, marketing, and leadership association meetings
• BNI - for several (but not all) states
• Service organizations/non-profit volunteer groups

Of course, none of these meetings are all about you and some will provide better connections than others. Check each of them out. If you are going to attend, be sure to participate in the programs and you will make quality connections in a relatively short period of time.Take Action

Your prospects have stated what they want. Make an effort to deliver it to them. Don’t go on another networking event or sales call without having something to invite people to. When prospects do join, deliver the goods. Show them that you can help them make more money and find solutions to their problems. That is the way to set yourself apart and get a prospect’s attention.

About the Author: Bill Tamminga is the founder of Goal Revolution LLC, a company that specializes in corporate training, corporate wellness programs, and a unique consulting platform that helps businesses double revenue in less than 36 months. Visit http://www.GoalRevolution.com for more information.