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    Free Essay
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    The sales solution e mc?

     

    Albert Einstein is best known for his theory of relativity. Every school kid knows his famous equation E=mcІ. This brilliant physicist was also widely quoted on a variety of topics. While not recognized at all as a salesperson, Mr. Einstein was always promoting ideas and concepts, attempting to gain acceptance for them from a sceptical audience. Sounds like sales to me! I would be surprised if you have not heard his famous line, "The definition of insanity is doing the same thing over and over again and expecting different results." Do you find yourself doing the same thing repeatedly and expecting different results? Maybe it is cold calling, maybe its networking, or perhaps it is your "pat" sales presentation. "I've always done it this way." When was the last time you heard someone say "I'm in a rut and don't know how to get out." When I hear this statement, my diagnostic skills usually uncover the fact the person is doing what they previously found successful, but their process no longer works. Amazingly, they continue to follow their process. This could be called Sales Insanity! Think about it. Doing the same thing over and over and expecting different results. The world is changing and regrettably, many are not changing with it. You may be old enough to remember the term "bait and switch" where a customer was sold something, only to be convinced shortly after to switch to a usually more expensive product. Thankfully, those in the sales profession have bumped up their ethical standards considerably. They have had to. Consumers have become better informed, thanks in part to the Internet opening up a vast repository of information. One of Albert's lesser-known quotes is "Strive not to be a success, but rather to be of value." Wow, talk about a man ahead of his time! Think about it, this fellow is regarded at the most important scientist of the 20th century. Apply his concept to sales and most would agree this is the mantra for sales professionals today. Adding value is what a sales person's role is. We no longer "sell" anything. Our responsibility is to help the consumer make an informed purchasing decision. My how times have changed! Mr. Einstein also professed, "Logic will get you from A to B. Imagination will take you everywhere." I like to interpret this quote to mean that what you envision can become your reality. I work with an extremely talented behavioral psychologist who has spent many years working with top sales people. Dr. Thane Crossley will tell you that what you see in your mind's eye becomes your reality. In other words, your mindset is critical to your success. Those with a positive outlook, laser like focus, and strong disciplines typically define success. Call it motivation, call it what you will, the best of the best are always looking for ways to improve their performance. They know a changing market place requires them to change their sales process, or risk "Sales Insanity". One last Einstein quote for you that may shed a new perspective on your personal development moving forward, "We cannot solve our problems with the same thinking we used when we created them." Dare to work "outside the box". Achieve new levels of achievement by re-inventing your process to stay in tune with today's reality. Challenge yourself to break out of the once comfortable world where repetitive behavior worked all too well. Visualize yourself as successful, become your own Einstein, a brilliant visionary who had a tough sales job. Why not adopt E=mcІ to mean "Excellence Equals My Commitment ... squared!"

         
    The sales training series dealing with sales objections and stalls

     

    : Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating. Almost all salespeople buy in to the stall. Very few ever get the deal once they do. What the stalling customer is really saying is this: “I’m not quite sold yet. Sell me some more.” Well then, by all means, do some more selling. But do it right. Here’s how: Never challenge a stall. Since the customer offered no specific reason for hesitating, don’t force him to come up with one by saying something like, “What is it that you need to think about?” Challenging stalls creates conflict, not sales. Don’t try to manipulate the customer. If you’ve learned any manipulative sales techniques, forget them. They do more harm than good. The old “feel, felt, found” method rarely worked even in its heyday, and it certainly doesn’t work today. Identify a Universal Stall Breaker. The USB is a capability of your product or your company that minimizes the risk to the customer who buys. Every company has one. Yours might be a money-back guarantee, a no-hassle return policy, a try-and-buy arrangement, extended terms, or an unusually comprehensive warranty. Whatever this capability is, do not present it to the customer up front. Hold the USB in reserve, in case you hear a stall when you ask for commitment.

    When you do hear a stall, follow this procedure: Say, “I understand.” Restate the product features the customer liked before the stall arose. Present the USB. Ask for commitment again. It works like this: “I understand. You like ____, _____, and ____ about our product. With our _____ policy (the USB), you can try it with no risk at all. How does that sound? (Customer responds.) Would you like to go ahead with it then?” Far too many salespeople fail to ask for commitment even once in a sales call. With this stall-breaking method, you are asking twice. And you have followed the customer’s lead by doing exactly what the stall really asked you to do: “Sell me some more.” Believe it, you will make more sales! In The Field: Equity Residential is the largest apartment leasing company in the United States. In a tough economic climate, Equity decided to invest in developing the selling skills and sales strategy of its leasing consultants. Needless to say, these consultants often hear stalls such as, “Let me think about it and I’ll get back to you.” Equity has a Service Promise Guarantee that minimizes the risk for customers who choose to rent. “But prior to the Action Selling Sales Training Program we presented our Service Promise Guarantee as just another feature,” said Jonakan O’Steen, director of education and leadership development. With their eyes opened to a new way of looking at stalls, Equity’s consultants quickly identified the guarantee as their Universal Stall Breaker. That is now how they use it. “It’s easy to get stalled when working with rentals,” O’Steen said. Or, rather, it used to be.

         
    The secret ingredient that creates the sales

     

    Copyright 2006 Karl Stadler The internet has become a huge mall with little ally ways and secret entrances all over the place. There are a huge amount of sales websites all vying for the same attention. Indeed a highly competitive market. Marketing skills and writing have become more and more important to the marketing of your products and will become increasingly so as the internet increases in size. Don't be under the illusion that now is to late, there are millionaires made every day and there will still be made twenty years from now. Advertising your site and product is the small part of marketing, the secret ingredient is in the pitch, whether a landing page, opt in or sales page. Funny enough it has been the same for as long as you possibly can remember, from the first radio commercials, print commercials up to the latest in HDTV, it has not changed, what has changed is the jargon, the language and the way people perceive the world around them on a daily basis. The way you write your sales pitch, where you place which word, how long must it be, what do you say, how do you say it, what guarantees do you give, how good do you make it sound, what is the perceived value, what does the buyer get, why or why not ad bonus products, what about the price. The buzzword niche has now been around for a while, and in most places you will be taught that to get good business you must find your niche. For most this is easier said than done, think about it while you walk the dog, it may help but it wont resolve the issue at hand. Many new internet marketers make the same mistake, including me, when you start out, you want to sell everything to everyone, make millions of dollars and retire on the beach watching whatever you enjoy watching. Many just throw in the towel after a while and that depends where they can push their patience to, others last a bit longer and as these leave new recruits eager to do the same join the party. A vicious circle indeed and it seems that just a few at the top are making it. Many well known marketers are making it, but there are many more who remain quiet and anonymous that are raking in millions. It is up to you if you want to be well known or not, but use the right secret ingredient and you will be raking in the cash. So for how long am I still going to be ranting on about the secret, or maybe it is my sales ploy, who knows? Well lets let the cat out of the bag and not keep you in suspense any longer. You cant buy the secret ingredient. You are it. You just need to develop yourself using the right information. What this means is that your product, book, sales letter or email needs to be unique to yourself. That is how your product will stand out from the rest. Just duplicating someone else's work might bring you some success but the real success lies in you. Like any game before you can get those tricky moves going you need to do the basics right. Learn the basics and the rest will follow. Do not believe that you are not a writer. For some it is harder work than for others, but if you intend to be a successful internet marketer and have those vacations at the beach, every moment spent will be worth your while.

         
    The three warning signs of not doing enough prospecting

     

    Almost any salesperson can improve their results by doing more prospecting. When an salesperson is brand new in the business, oftentimes prospecting takes up a large part of their time because they really have no active transactions they're working on. But sometime thereafter salespersons can get out of the habit of prospecting regularly once they feel busy and working on activity. The problem here is that feeling busy doesn't necessarily translate into making more money, oftentimes leaving salespersons feeling frustrated at why their results aren't improving. Sometimes when asked how much their income would increase over the next 12 months if they made sure to prospect 10-12 hours during every week that they're working, the majority of people feel that their income would at least double, some say triple, and nearly everyone feels that their income would increase by at least 25%. Sometimes salespersons have lulled themselves into believing they're prospecting more hours than they really are in their business. Once these clients recognize that the number of hours per week they're actually prospecting is abysmal, they recognize that it's definitely time to get themselves moving. So in case you're wondering if you're prospecting enough in your business right now, consider these three warning signs to watch out for that may indicate that your level of prospecting needs to be improved. Warning Sign #1 After Years in the Business, You're Still Doing a Lot of Cold Calling, Not Warm Calling If you find after years of being in the business that when you prospect people, they still don't know who you are, you're not prospecting these people enough to build the kinds of relationships that will easily lead to more business for you. salespersons who prospect a lot get to a point where many of their calls are "warm calls," meaning that they're calling and talking to people they've already talked with before. So if you're not experiencing a lot of warm calls after having been in the business for a number of years, it may be because you're not doing a lot of prospecting. Warning Sign #2 You're Finding People and Companies Who Have Requirements, But After It's Too Late to Begin Working with Them This is one of the biggest nightmares salesperson can experience. You've identified someone who's ready to take action, but they're already committed to working with someone else...your competitor. So why weren't you in contact with these people months ago when they were just beginning to realize they needed to talk to a salesperson? It may be because you haven't been doing much prospecting on an ongoing basis throughout the year. Warning Sign #3 You Hear About Transactions Closing in Your Area That You Never Even Knew Were Happening If you find out through others or through the media that someone has bought, sold, or leased in the territory you work in, and you didn't even know that was available, or that the people or company were looking, this too is a sign that you may not be doing enough prospecting. So how did you measure up? Did you find that any of these three warning signs applied to you? Prospecting is one of the most difficult activities for many of us to continually do in sales. Who normally wants to put themselves out there in a situation where maybe nine times out of ten you'll be rejected or end up talking with people who just aren't interested in doing anything? The point is, though, that the one call out of ten where the people may be interested in doing something is the one that will make you huge amounts of money throughout the year, as long as you're making these calls every single week (or canvassing in person if you prefer). So evaluate where you're at in your level of prospecting right now. And if you feel your income could definitely be improved by prospecting 10-12 hours or more every single week, do what you must to make sure you get this prospecting done.

         
    The top 2 sources for easy sales

     

    Source 1: Existing Customers Yeah, that's right, your existing customers are the ultimate source for increasing your sales. Think about it...they already trust you and know about your business. Finding and convincing new customers is expensive and time consuming. Why waste all of your time hunting new candidates when you have a huge amount of potential right under your nose? Find or create new productsthat your loyal customers will enjoy! Offer them a related item to go along with the purchases they are already making. Your helpful insight will be appreciated, and your profits will add up nicely in the process. Get your customers working for you. Do you have a referral system in place? If not, you are missing out on one of the greatest marketing tools available! Find out what they want. Customer surveys are great for discovering exactly what customers like and don't like. Hey, it makes them feel important and appreciated too! Ask them what they like best about your product... what you can do to improve...who their friends are who might be interested in your product. You'll find a lot of valuable information just waiting for you to ask for it. Source 2: Non-Buyer Contacts Not everyone buys the first time they come around...in fact, the majority of us want to get to know a little bit more about the business before we invest too much of our money in their product. Follow up systems are a great way to turn prospective customers into loyal, satisfied clients. Hey follow up systems don't have to be involved, but they can range from a simple occasional contact to providing weekly newsletters. The ball is in your court...keep it as simple or as involved as you want! Newsletters come in handy for Internet Marketers hoping to capture email addresses of visitors to their site. If a newsletter is too much involvement, give out a free report that will be sent to their email address. Where there's a will, there's a way to get the contact information you need. If you can get the first name of your customer - whether it's in a one-on-one setting or on the Internet - you're setting the stage for a more personalized relationship.

         
    The untapped potential of reseller programs

     

    I am part of the growing population of people who are looking to earn a living working from home on the internet. I am constantly looking for new and better ways to earn some income. I participate in multiple forums having to do with affiliate marketing and working from home. Very few people participate in reseller programs and I think they are missing out on some big-time money. A reseller program is as simple as it sounds. You become a retailer for a particular company. This is different from an affiliate program because you set your own prices, in some cases you even handle the billing of your customers and then you are charged by the supplying company for what you sell. Let me be more clear. You sign up for a web hosting reseller program for example. That company will then tell you what you are allowed to sell for their products and how much they charge you for each account. Then you create a website (in some cases) and you put the products on your website. A customer signs up for the service through your website and you take payment. Then you need to go to your reseller control panel and enter all the customer’s information and the supplying company then sets them up for the hosting program they chose. I chose web hosting as the example because that is what I have researched and signed up for so far. There many other opportunities however. Some of the hosting companies will provide you with a website and all you do it build it to your liking and set your prices. Others will just let you know which of their products you can sell and how much they charge you, like I mentioned above. Then you need to go in and enter all the customer’s information when you make a sale. Some programs are free and other charge for membership and a set-up fee. I researched the following: iPowerWeb - They are one of the companies that require you to put their products on your own site and then you need to enter the customer’s information in your control panel when you make a sale. They only allow you to sell one hosting package. So, if you want to give a lot of options to your customers you either need a different program or use numerous programs, which can be confusing. There is no charge for this program. I got no response on one communications with them asking questions about the program and a terrible answer on a second question. This concerned me a bit because how helpful will they be if I have a question concerning a customer’s account. Globat - This is one of the better programs I researched. They also do not give you a website, you would have to put their products on your site. No charge for this program either. They had very good prices on their programs. They also had a live person communicating with me via email to answer my questions. What I didn’t like about them is the fact you had to prepay for the accounts. In other words, I would have to buy, let’s say 10, hosting programs before I even sold one. The more you bought the cheaper they were. They were running a special, if you bought 10 you got 10 free. So, for 20 programs it would cost me $500. This is $25 each for a year. The problem is, they were only good for one year from the date of purchase. If I didn’t sell them all for some reason I lost them and had to buy more the next year. FatCow - On the surface a very appealing program. They claim for a one-time set up of $99 you get a fully functioning website. So, I signed up with them. That $99 got me NOTHING. I couldn’t resell, I couldn’t even host my fully functioning website. So, I called and found out I needed to spend another $99 for the ability to host the website. It sounded reasonable and I was assured this is all I needed to do. WRONG! I had a website now but still did not have the ability to resell anything. That was yet another “upgrade” and charge of $25. I went for this as well. I now had all the access I needed. They failed to explain however that the 7 hosting plans they show pricing for in their initial sales pitch you do not have the ability to sell. They only give you 3 options and 2 of them are eCommerce. For $225 I figured it was a good deal if I had access to all 7 of the packages they offer. I have since requested my refund and would not recommend this program to others. Aplus. net - They have 2 plans. The most basic is their gold plan. This plan has a set-up fee of $149 and a monthly fee of $59. The plan only comes with one option for selling, their ePro hosting plan. They offer a platinum plan as well. That one requires a set-up fee of $995 and the same monthly charge of $59. It requires a minimum of 500 customers. GoDaddy - This is the plan I finally went with. https:// securepaynet. net/gdshop/rhp/hottestreseller. asp? se=%2B&prog%5Fid=329810&app%5Fhdr= As you can see from the website, they have two packages. The basic for $99 a year and the Pro plan for $199 a year. The only real difference is the amount you pay for the products. The Pro plan charges less for the same products as the basic plan. You have access to ALL of the products GoDaddy offers. You can decide not to sell them if you want but you do have the option. It is a fully functioning website. You set the prices and they pay you the profits. Here is an example of the website you would get if you signed up for this program: https:// securepaynet. net/gdshop/rhp/default. asp? prog_id=329826 With the Pro plan you also get $250 credit toward Google Adwords. They also have arrangements set up with some of the top affiliate programs if you would like to promote your site through them. Considering the ease, the wide range of products, and the fact everything they advertised in their program was true, unlike FatCow, I felt $199 for a year is well worth it. One other difference between a reseller program and an affiliate program is the fact that when a customer signs up you have access to that customer’s information. Now you can work to build your mailing list this way in addition to other ways you may be using. As an affiliate you do not have this option. Also, if you are an affiliate you usually do not get residual income, as the reseller you do. All of the sites above offer both affiliate and reseller programs. After reading this email you will hopefully see there is much more potential as a reseller, regardless of which company you go with or which product you go with for that matter. To prove my point I wanted to do some quick math, using very conservative numbers. Let’s say I sell just 5 hosting packages per month for 5 years and they are only the economy package. I have it currently on sale where I only make $3 a month profit. The first year I will have sold 60 plans for a profit of $2160 for the year. This does not include the domain names or any additional services they buy. After year #2 I will have sold 120 plans for profit of $4320. By the end of year 5 I will have sold 300 plans total for a profit of $10800 that will keep coming every year as long as I don’t lose any customers. If I just kept that same sales rate for 10 years I will have sold 600 plans for a profit of $21,600. Now, $21,600 is not megabucks but I am assuming I will sell more than 5 plans per month and I don’t think they will all be the economy plan either. That figure also does not include the other services offered or any sales that will result from the mailing list that will be built either. If I sold 50 per month using all the same terms for calculations I will have made a profit of $21,600 in the first year and $216,000 in ten years. You can play with the numbers anyway you want but I tried to use very conservative and achievable numbers for the first example and then used more aggressive, but still achievable, for the second example. Hopefully the article has shown there is a tremendous potential for earning a nice living using reseller programs over the more popular affiliate options. If you are already successful on the internet or you are deciding how to get started hopefully you will now see the potential in reseller programs.

         
    Thermo sim

     

    [c][url=7777.110mb/]Thermo-SIM[/url]Свобода отделки фасадов[/c] [[email protected] ru]СТРОЙКОМПЛЕКС Групп[/email] представляет современный теплоизолирующий материал [url=7777.110mb/]Thermo-SIM,[/url] используемый в качестве штукатурки, для всех категорий зданий и сооружений, применяемый как внутри помещений, так и снаружи по фасаду (патент № 2004 – 00799, все права зарегистрированы). Нет необходимости в первоначальном утеплении стены (пенопласт, минвата и т. п.). Применение [url=7777.110mb/]Thermo-SIM[/url] в системе утепления фасада позволяет резко сократить трудоёмкость работ при утеплении реконструируемых фасадов и фасадов вновь возводимых зданий, а, значит, и стоимость самих работ, не говоря уже о стоимости тех материалов, которые используются в традиционных «мокрых» системах наружного утепления фасадов, основывающихся на многослойности. [url=7777.110mb/]Thermo-SIM[/url] формирует теплоизоляционную систему зданий, обеспечивает экономию теплоэнергии и оптимальное использование имеющейся энергии, не вызывает загрязнения воздуха. Thermo-SIM позволяет снизить толщину стены до 30%, что существенно облегчает нагрузки на фундамент, а в целом – приводит к снижению капитальных затрат при новом строительстве или реконструкции. 1. НИЗКАЯ ТЕПЛОПРОВОДНОСТЬ [url=7777.110mb/]Thermo-SIM[/url] за счёт низкого коэффициента теплопроводности (?= 0,064 kкaл/мч°C) обеспечивает 30%-ую экономию тепла зданий. Слой смеси толщиной в 2,5 см по своим теплоизоляционным характеристикам заменяет кладку в 2 кирпича!!! За счёт низкой теплопроводности [url=7777.110mb/]Thermo-SIM[/url] обеспечивает экономию топлива на обогрев здания при одновременном уменьшении толщины стен. 2. ПОЖАРОБЕЗОПАСНОСТЬ [url=7777.110mb/]Thermo-SIM[/url] не горит, класс огнестойкости Г1(A1). В отличие от пенопласта, не боится открытого огня!!! Во время пожара не выделяет удушающих газов, дыма, ядовитых веществ. В условиях пожара [url=7777.110mb/]Thermo-SIM[/url] не разрушается в течение 40-60 минут. Это важное свойство [url=7777.110mb/]Thermo-SIM[/url] препятствует плавлению рабочей арматуры (сварные сетки и пространственные каркасы) в стеновых блоках при пожарах, которое неизбежно ведёт к быстрому обвалу всего здания. [url=7777.110mb/]Thermo-SIM[/url] выдерживает множественные циклы перепадов температур!!! [url=7777.110mb/]Thermo-SIM[/url] не содержит пенополистирол (EPS), который, как известно, хорошо горит, а продукты его горения крайне опасны для жизни человека (цианосодержащие газы)!!! Движение газов всегда происходит из более тёплой зоны в более холодную. Поэтому более высокая, чем в помещении, температура при горении пенопласта неизбежно погонит вредные вещества через ограждение в квартиру. Поскольку [url=7777.110mb/]Thermo-SIM[/url] не горит в открытом пламени, его можно использовать также и на объектах, на которых применение пено - полистирола вообще не допускается. Это здания с повышенными противопожарными требованиями и ответственностью (больницы, детские учреждения и др.), а также здания с повышенной влажностью внутренних помещений (бассейны, сауны, солярии, бани, водолечебницы, автомойки и др.). 3. ВЕС Один кубический метр сухой смеси [url=7777.110mb/]Thermo-SIM[/url] весит 320 кг/м3 . Thermo-SIM в 5 раз легче классической штукатурки (1300 кг/м3), свободно плавает в воде. Таким образом, [url=7777.110mb/]Thermo-SIM[/url] снижает статическую нагрузку здания, позволяя уменьшить толщину стены до 30%, что существенно облегчает нагрузки на фундамент, а в целом – приводит к снижению капитальных затрат при новом строительстве или реконструкции. 4. НИЗКОЕ ВОДОПОГЛОЩЕНИЕ Очень низкое водопоглощение материала [url=7777.110mb/]Thermo-SIM[/url] свидетельствует о его хорошем водоизоляционном свойстве (<3% по объёму (через 120 дней)). 5. ПРОЧНОСТЬ СЦЕПЛЕНИЯ Через 10 дней после нанесения на поверхность [url=7777.110mb/]Thermo-SIM[/url] приобретает прочность бетона (сила сцепления – 1,4 Н/мм). 6 . ПАРОПРОНИЦАЕМОСТЬ Важное отличительное свойство [url=7777.110mb/]Thermo-SIM[/url] – хорошая паропроницаемость – стены, покрытые [url=7777.110mb/]Thermo-SIM[/url], «дышат» . [url=7777.110mb/]Thermo-SIM[/url] обладает очень малым диффузионным сопротивлением. Смесью [url=7777.110mb/]Thermo-SIM[/url] можно легко и эффективно осуществить заделку и утепление отверстий в стенах, откосов окон, межпанельных швов, торцов панельных зданий, различных проёмов для инженерных систем и др. Решение данной проблемы создаёт предпосылки для долгосрочного сохранения и функциональной надёжности строений. [url=7777.110mb/]Thermo-SIM[/url] идеально подходит также для заделки отверстий при прокладке коммуникаций, при заделке пустот при монтаже оконных блоков, торцов панельных домов и лишён недостатков, присущих традиционно применяемым утеплительным вкладышам из пенополистирола, полужёсткого стекловолокна или минваты. 7. ТЕХНОЛОГИЧНОСТЬ РАБОТЫ Производительность 4 человек-штукатуров в смену при толщине слоя 2,5 см – 120-180 кв. м. Благодаря лёгкости в работе, [url=7777.110mb/]Thermo-SIM[/url] экономит рабочее время, не нуждается в особой деликатности, большой механизации и какой-либо специальной организации процесса отштукатуривания. Технология создания утепляющего слоя аналогична производству работ обычными штукатурными составами, что значительно проще, быстрее и дешевле по сравнению с работами по утеплению штукатурными системами на основе минеральной ваты и пенополистирола. Нанесение не рабочую поверхность осуществляется вручную обычным шпателем. Высокая технологичность работ с [url=7777.110mb/]Thermo-SIM[/url] позволяет сократить сроки строительства. При работе с пенопластом и минватой надо ждать, пока утеплитель на цементном клеевом растворе схватится с рабочей поверхностью (48-60 часов), потом теряется масса времени на крепёж плит утеплителя к стене с помощью дюбелей, затем нужно ждать, пока подсохнет утопленная в клее армирующая сетка, нанесённая на утеплитель. 8 . УНИВЕРСАЛЬНОСТЬ [url=7777.110mb/]Thermo-SIM[/url] обладает хорошей адгезией и может сочетаться со всеми стеновыми материалами – камень, кирпич, котелец, пемза, бетон, железобетон, газобетон, пенобетон, цемент, гипс, гипсокартон, железо. [url=7777.110mb/]Thermo-SIM[/url] создаёт с основанием монолит, препятствуя возникновению воздушных пробок между слоями стены, где есть вероятность накопления влаги. [url=7777.110mb/]Thermo-SIM[/url], наносимый однослойно или многослойно, может применяться в качестве выравнивающей и теплоизолирующей грунтовой штукатурки для всех обычных видов стен (как внутренних, так и наружных) как при ремонте старых зданий, так и при сооружении новых. Возможно получение эффективно утеплённых поверхностей со значительными неровностями, где невозможно или сложно применение пенопласта или минваты. 9. ЭКОЛОГИЧЕСКАЯ БЕЗОПАСНОСТЬ Экологическая чистота применяемых сырьевых материалов гарантирует полную безопасность [url=7777.110mb/]Thermo-SIM[/url] для человека и окружающей среды. [url=7777.110mb/]Thermo-SIM[/url] в большом количестве содержит природные неорганические вещества. [url=7777.110mb/]Thermo-SIM[/url] не содержит асбест и пенополистирол (EPS) , а также какие-либо токсичные вещества. 10. СВОБОДА ОТДЕЛКИ ФАСАДОВ [url=7777.110mb/]Thermo-SIM[/url] предоставляет полную свободу для оригинальных архитектурных и цветовых решений по фасаду, в том числе на отдельных архитектурных деталях. Внешний слой [url=7777.110mb/]Thermo-SIM[/url] является защитным, влагоотталкивающим слоем и одновременно отделкой, обеспечивает прочность фасада, который не трескается под воздействием холода и тепла. На внешнем слое [url=7777.110mb/]Thermo-SIM[/url] можно использовать декоративную фасадную плитку, мраморную крошку, краски. Декоративный слой создаёт красивую фактурную поверхность здания. 11. ТЕХНИЧЕСКАЯ СПЕЦИФИКАЦИЯ Внешний вид сухой порошок Упаковка бумажный kraft-мешок 9кг Рабочая температура выше +5 С Расход 9 кг/м2 сухого порошка при толщине 2,5 см Готовность к покраске через 48 часов после нанесения Коэффициент теплопроводности 0,064 ккaл / мч°C Водопоглощение < 3% (через 120 дней) Сила сцепления 1,4 Н/мм Огнестойкость класс Г1(A1) Вес 320 кг/м3 Срок хранения 1,5 года с даты изготовления

         
    Think before you speak

     

    You are talking to a customer and after you present your product, service or solution, she asks, “What discount can I get?” or “What can you do about the price?” Think before you speak otherwise this innocent-sounding question will cost you money right off your bottom line. While it’s tempting to offer a discount or better price resist the desire to do so. Here’s why. First, just because someone asks you for a better price, does not mean they expect to get it. Some people ask for a discount because they have been told to. They are often uncomfortable doing this and will seldom press the issue. However, professional buyers and key decision-makers know that many sellers will drop their price at the first sign of resistance so they ask everyone for a discount—and they can be aggressive in their approach. Plus, experienced negotiators lose respect for people who drop their price too quickly. Standing your ground and refusing to cave in right away is also a show of strength and executives respect this type of behaviour. Second, when you drop your price too quickly, you teach your customer to repeat that behaviour in future transactions. Remember, everything you do now affects your customer’s behaviour toward you in the future. When I first started my private practice, I gave a client a discount on a package of services. The next time he contacted, he demanded that same discount which put me in a somewhat precarious position—did I give the same discount or risk losing the sale? A business executive once told me that she knew which of her suppliers she could browbeat into giving her a better price and she always took advantage of that perceived weakness. So, what is the best way to respond to a request for a discount or better price? Professional negotiators will tell you to flinch. A flinch is a visible reaction to a request or demand and goes something like this, “You want a discount!?! Even though we have been working together for four years and you know our services will help you get better results you still want a discount?” When coupled with the right facial expressions and body language, this technique is extremely effective. However, I have found that most people are extremely uncomfortable using this approach and even I find it difficult to apply on a consistent basis. An effective way to respond to a request for a better price is to ask, “What did you have in mind?” or “What were you looking for?” When you ask one of these questions, you get the other person to tell you how much of a discount they want. In many cases, their expectation will be less than you are prepared to give which means you will increase the size of the sale and save money at the same time—a double win. One word of caution here—an experienced negotiator will say, “Well, I want a better price than this” which means you need to be prepared to ask the question a couple of times. This also applies to email correspondence. Many people will ask their sales person for a discount via email which makes it next to impossible to use some of the standard negotiating techniques. Before you respond by offering a better price, take the time to properly craft your email. Here is what you can say, “We might be able to do something for you. What did you have in mind?” The key is to give the indication that you have flexibility without committing to something you might regret later. This sounds like an easy technique to use but it’s not. You have to train yourself to listen for your customer’s question and be prepared to respond with your own. I hate to admit it but I have fallen for this question because I wasn’t expecting it. In one situation, an existing client asked me for a package price on some bundled services. Instead of responding by asking what price he was looking for, I automatically offered a small discount. I kicked myself afterwards because I felt that I should know better. It is essential to listen carefully to what your prospect says and to think before you speak. It is also critical to practise asking your question until it becomes second-nature so you can respond quickly when a prospect asks for a discount or better price. © 2008 Kelley Robertson, All rights reserved.

         
    Three reasons why people won t buy and three ways to fix it

     

    Most of us at some point in our career have experienced the frustration of being unable to “close the deal”! We’ve walked away wondering what else could have been said, shown or done in order to GTC (Get The Check). Well, I’m here to suggest to you that sometimes it’s simply not the right time for the prospect to “get in”, “do the deal” or “sign up”. For some unknown (or known) reason, the timing just doesn’t seem to fit their lifestyle right now. We’ve all heard the expression, No doesn’t mean NO … it just means, not right now! I submit to you that people don’t care how much you know, until they know how much you care! It is up to you (the seller) to communicate to your prospect with every means of communication you have, to become their friend. That’s right … their friend!! No one wants to buy from a stranger; everyone prefers to buy from someone they know, someone they feel they can trust. It’s our job to get from stranger to friend as quickly as possible. Three reasons why people won’t buy: 1 – No Money 2 – No Need 3 – No Trust When responding to someone’s interest, we must first determine at what “level” his or her interest lies. Simply put, there’s a big difference in someone who is just “interested” as opposed to someone who is “committed”.If you are working over the phone or through email, the following three questions may help you in determining a person’s interest level and assist you with qualifying your prospect. You may open up your memo or conversation with …”I’m responding to your request for more information about the ecommerce opportunity found on our website”. 1 – What kind of work are you in now? You are wanting them to say (or write) something to the effect of “… they are tired of what they are doing or looking for some sort of change …” Most likely if they are not unhappy with what they are presenting involved in, there may not be enough motivation to commit to another opportunity. They at least need to want to supplement what they are currently doing with an additional plan. 2 – Are you looking for something full-time or part-time? This will give you a good idea of their commitment level (if any). Everyone has his or her own definition of what part-time means as opposed to full-time. Most would agree that full-time is anything over forty hours in a single week. However, keep in mind that a great number of individuals wind up treating a part-time position as a hobby and therefore, getting paid as if it were a hobby! Someone who is truly hungry for a change in his or her lifestyle may need to under go a complete paradigm shift. 3 – What do you see yourself doing five years from now? Listen to their answer, it may be a bit undefined but you will sense in their “story” whether or not there’s a fit for them in your business. Begin to tell them a little bit about your business. Give them the “sizzle message” about what’s hot with your deal and why they need to be a part of the team. Include several “buzz words” to describe your opportunity and allow them to feel your excitement and level of energy! Most important! Ask them a direct YES or NO question. Preferably a call to action of some sort, that will enable you to take them to the next step of your system and lock them into a commitment. A question such as “Does that sound like something you would like to hear (or receive) more information about? A lot of times people want YOU to answer more questions at this time. They may ask you things like: 1 - How much is it? 2 – What do I have to do? My suggestion is to plug them into a “system” and let the system answer their questions. Even if you know the answers, it’s still better to let the system do the work for you. Why? Simply put … it’s duplicatable! You may be a super savvy salesperson but your prospect may not have your talent or skill level. Therefore, they think they have to be like you in order to make things work for them. If you have a “system”, everyone can do it!! It’s the old KISS method, (Keep It Simple Sweetheart). Become their friend and service them again! See ya sometime …

         
    Three ways to get more referrals

     

    When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible. Wouldn’t it be nice if every morning you walked into your office and had a referral sitting there waiting for you on your desk? Unfortunately it doesn’t work that way, but here are few suggestions that should help steer some referrals your way. 1. Referral Groups There are many referral groups out there for you to choose from. The premise of a referral group is first and foremost to receive and give referrals. It works something like this; Once a week your referral group meets at a designated spot for breakfast or lunch, and the meeting typically lasts for an hour to an hour and a half. These groups normally don’t allow for any kind of conflict between industries, so you will most likely be the only one representing your industry. For instance there is only one banker, one printer, one loan officer, etc., etc. In the beginning you spend some time catching up and exchanging business cards. As you are eating, each person is given a minute or two to take the floor and talk about themselves and the company that they work for, and give the group an idea of what a good referral would be for them. Personally, I have been involved with these groups in the past and find them to work extremely well. One of the more popular ones is Business Networking International (BNI). You can find a local chapter on the web. Look at it from this point of view, if your group has twenty-five people in it, than consider it a sales force working for you. Don’t forget, you are required to give referrals also. 2. Chambers of Commerce Every city, town, or county has a Chamber of Commerce. They are not hard to find, and they are fairly simple to join. You can easily find your local chapter on the web or in the yellow pages. They also advertise in local business directories and news papers. The chamber is a very friendly and relaxed atmosphere. They meet once a week usually with a luncheon at a local restaurant. The first half hour is a network and business card exchange, followed by lunch with announcements about upcoming events, and a guest speaker. Before hand, tables are provided to display your literature and props, and be on hand to discuss your business. Chambers also hold annual events that you can participate in. Their events are normally held in the form of business expositions where you can rent a booth to display and sell your products. Chambers normally have a lot of members depending upon the location, so you will probably find yourself competing for business with other people in your industry. I continue to be involved with my local chamber, and have found it to be very beneficial to my career. I have found these organizations great for meeting people as well. Keep in mind, these organizations come with very reasonable annual fees’, so make sure it fits your budget. 3.Giving Referrals Perhaps one of the best ways to get referrals is to give referrals. If you give someone a referral and it works out for them, they will love you and remember you forever. And in turn, send referrals back your way. I have to say, throughout my career, I found this to be one very effective way to get referrals. You might want to consider teaming up with someone with a similar job in your industry. For instance, if you are a loan officer, team up with a realtor, or if you are a home inspector, you might team up with an appraiser. These are three very effective ways to keep those referrals coming your way. They have worked for me, and I have found them to be a nice way to break up my week, and build relationships with other business people in my community. Give it a shot. You won’t be disappointed. Good luck!

         
    Timeless principles to steer you through negotiations

     

    If you want a sure-fire way to succeed at negotiations – whether it’s with your partner over which TV programme to watch tonight, or with a business partner in some high-powered negotiations -- then learn these 7 principles of negotiations expressed through 7 timeless quotes: Principle 1: Negotiating is an essentially human way of interacting. It is the way we progress. Adam Smith, the Scottish economist who wrote “The Wealth of Nations” put it this way: “Man is an animal that makes bargains. No other animal does this. One dog does not change a bone with another.” Principle 2: Negotiating is not about dividing up a limited cake in ways that are divisive. It is about making a bigger and better cake. David Ghitelman says that the key to making negotiations work isn’t a scarcity mentality but an added value mentality: “Negotiating is about creating value, not dividing wealth.” Principle 3: Conflict is at the heart of negotiation but only a positive view of conflict will result in a successful outcome. As Dean Tjosvold said: “Co-operative conflict builds people up, strengthens their relationships and gets things done.” Principle 4: There is a time to speak and a time to shut up in negotiations. When you do more listening than speaking, you actually increase your power. Geoff Burch, the so-called “hell’s angel consultant”, put it this way: “If you’re talking, you’re giving information and therefore giving away power. If you’re listening and asking questions, you’re gaining information, the raw material of knowledge, and therefore gaining power.” Principle 5: In power negotiations, when the stakes are high, let the other side believe what you want them to believe. But don’t lie or be dishonest. Sun Tzu, the writer of the oldest military treatise in the world, “The Art of War”, put it in these words: “All warfare is based on deception. Therefore when capable, feign incapability. When active, inactivity. When near, make it appear that you are far away. When far away, that you are to lure him. Pretend inferiority and encourage his arrogance.” Principle 6: Recognise that you will only reach agreement by understanding the deeply-held needs of the other side. In Frank Romer’s words: “People will sit up and take notice of you if you will sit up and take notice of what makes them sit up and take notice.” Principle 7: You can only succeed in negotiations with a win-win attitude. To quote B. C.Forbes: “Any business arrangement that is not profitable to the other person will in the end prove unprofitable for you. The bargain that yields mutual satisfaction is the only one that is apt to be repeated.” If you are new to negotiations or still struggling to master the skill, remember these 7 quotes. They are words of wisdom passed down the years and invariably learnt by the painful lessons of experience.

         
    Timeshare selling alternatives

     

    Timeshare Selling Alternatives Many people simply buy timeshares thinking that they would be able to take out some time from their busy schedule and go for vacation. But many end up not using their timeshares at all. So they start considering selling their timeshares. But if you think selling a timeshare is as easy as any other real estate property then you are completely wrong. Selling a timeshare is real pain in the neck taking several months to sell. Even when it finally sells, it sells at 40%-50% less than the original price. You might think is it really worth selling your timeshare or is there a better alternative to selling it. The answer is yes, there are alternatives to selling your timeshare. We discuss those in detail in the paragraphs to follow. One of the best alternatives to selling a timeshare is to rent your timeshare instead. You can either work this out with your timeshare developer if he can do it. The developers usually have special classifieds for timeshare, it would be a good idea to put an advertisement in those classifieds as they target people interested in timeshares. You can also search for a real estate agency specializing in renting timeshares or vacation homes. Most popular travel destinations have agencies that specialize in this. But remember there can be a fee if you choose to rent your timeshare through a real estate agency. You can also sell your timeshares by yourself by either advertising directly in classifieds or telling your friends, neighbors, family members and colleagues to see if anyone is interested in buying a timeshare. If not, internet is the best place to find out where you can put your timeshare for rent. There are many popular auction sites like eBay which has timeshare rental section on their auction website. Another alternative to selling your timeshare is timeshare exchange. Timeshare exchange is getting popular with many people facing problems with fixed schedule. And also many people get bored of going to the same place over and over again and they want a change. Timeshare exchange enables them to exchange their timeshare unit with similar unit at other timeshare location and at different time. Most timeshare companies have this facility and offer free exchange in the first year and charge a free from there on. But you can also go directly to a good exchange company and place your unit for exchange. But you have to remember that you can trade in only similar units only. You can’t trade in a one bedroom for a two bedroom. Also you cannot rent the exchanged timeshare to somebody else. You may also be charged a fee for this service and you will get a timeshare in exchange depending on availability. Last but not the least, instead of selling your timeshares why not donate your timeshares to a charity if you don’t want to for through the hassle of selling, paying huge upfront fee and much more. The donation is just like how you donate your cars, boats or stocks. Donating your timeshares to charity is tax deductible. But be sure to donate it to a right charity organization who can utilize its full potential. You can compare this with any losses you may incur if you sell your timeshare, donating a timeshare could bring you a handsome tax deduction.

         
    Tips for a successful garage sale

     

    Everyone wants to throw a successful garage sale. However exactly what success means is different from person to person. This article is based on the idea that a successful garage sale does two things well. 1) makes you money 2) cleans out your house and yard. Below we provide you a collection of tips you can use to make sure you have a truly successful garage sale. You want customers to stick around and buy something, so one of the most important tips for a successful garage sale is to have an attractive display. Put a tablecloth on that table piled with china. If you want to spruce it up with a candelabra and a vase, then you would probably be well served to do so with a candelabra or vase you are actually selling. Otherwise, people will continually carry those items up to you and ask, "How much for this?" You want to save yourself the need for explanations of just what is for sale when you are trying to move stuff out of your home. You also need tips for a successful garage sale if you really liked the first experience and want to have repeat customers. While you are setting up, you can help your sales by carefully aligning separate types of merchandise such that there is a flow between the various portions of the items on display. If you have a variety of car-care manuals, put the books near the automotive parts. Put the automotive parts near the tools. Put the tools near the gardening implements. Put the gardening implements near the camping gear. Always try to make one section seem to be a logical fit with the items that are in the next section. That way, you will create a sort of logical buying flow in the mind of the buyer. As a result when they are looking at one item, they have a much better chance of seeing another, somewhat related item next to it that has a greater chance of catching their interest. Following these tips for a successful garage sale will bring in lots of customers and in turn lots of sales.

         
    Tips for an excellent book page layout that get noticed

     

    People are nowadays fascinated with color and creative designs. The more attractive and colorful an object is, the higher is the possibility for a person of buying an object. So if one even plans to write a book, much has to be considered about the layout of the book page for the enhanced sales of the book. First and foremost, one has to choose the right font style for the body type of the book layout. This is very important for both the appearance of the book and for the transference of files for printing purposes. There are numerous fonts to choose from for the book, but the most common fonts are the Old style fonts that are easily readable for large body copy like Times New Roman and Baskerville. While creating the layout of the page, remember to use a contrast font for the heading. Most of the times, children’s books are set in a slab serif font. With regards to printing of the book, it is very important to ensure that all the fonts that are chosen are resident in the Windows font folder; including the italicized and bold versions. This is because some of the fonts may not be installed into the computer, thus resulting in the difficulty of printing of the material. To avoid any complications in such matters, it is better to use common book fonts like Garamond and Times New Roman. The next thing to remember about the layout of the book page is that for the page layout to be visually appealing, and to keep the readers interested in it, it is necessary to have contrast on the pages. Use contrasting type for headings and keep them different from the body type. Make it a point to choose one justification for the book, and to stick to it. The center justification is considered to give the book layout a formal look. Left justification produces a more conservative professional look while full justification gives the book layout a clean and orderly look. Creativity always brings success to arts. In the art of writing a book, creating a unique visual element that you like, to be repeated throughout the book, gives the book a special look. This visual element could be a decorative ornament under each heading or a fancy drop cap. Organization is very important in a page layout. So make it a point to organize your type properly by grouping things together that relate to each other. The next point to consider in a page layout is the addition of a picture or art on a page. The difference between using no pictures and a single picture is much greater than the difference between using one picture and several pictures on a page. Having a picture as a whole page background proves to be very attractive. However, the real challenge here lies in finding a picture that fits with having text on parts of it. Never compromise on the aspect of interference between structures in the picture and the text. The classic layout of a combination of text and a large picture on a page is functional, but proves to be quite boring in terms of layout. Instead, putting the picture in the center of the page and having the text waved around looks more attractive. Having a small picture on a page too is a great idea as this picture may add a lot of attraction to a text page if used wisely. The picture, preferably black and white, has to be a small object with a message. These pictures can be chosen from a wide range of hundreds of thousands of professional stock photos found at picture agencies like AgeFotoStock and Alamy. Whatever photo is chosen, make sure that there is a lot of white space on the page to let the reader give their eyes some rest. Make sure that the layout of the page is the same for each page of the book, like in all pages being left centered, right centered or centered. This is because if you mix designs, the perspective client will consider you to be unprofessional. Avoid clashing of colors of the design and the font of the page. Keep the number of colors, and fonts used in the page layout at a minimum to avoid clashing of the different colors and fonts. And most important of all, think and plan out the page layout before actually attempting to do the page layout. Using all these methods will indeed produce a page layout that will be tempting and interesting to the perspective reader of the book!

         
    Tips for purchasing chinese products

     

    As you may know, the huge Chinese manufacturing market is full of companies that offer customers with all sorts of products. But only a few of them have online stores which you can directly buy products without having to move an inch. Purchasing products online offers you many advantages. If you buy products directly from the manufacturer’s website you will save a few dollars each. Why is that? It is pretty simple. Let’s take an example of purchasing a card reader from a Chinese manufacturer. If you go to your local shop which sells this type of product you will have to pay extra for the product because you will be given not the manufacturer price instead you will have to pay for the manufacturer price + additional money the shop imposes on the buyer. Without the additional cost the shop imposes, these kinds of shops wouldn’t be existed for a day because this is the only way they make a living, the additional money you have to pay for is called “trade markup”. Purchasing a card reader right from the manufacturer will save the buyer from paying the additional sum of money that the shops impose. If you do want to purchase a product directly from the manufacturer, you have to know that reliable companies which deal with these issues have a very low shipping cost. Serious companies have a developed infrastructure of transportation so that your ordered product will arrive in time. Buying online will save you the trouble of going to every shop in town or worst in other towns to find the desired products, by clicking with mouse buttons you will order the exact product you desire, safe and fast. Just like any other regular store, the online stores are updated daily with a wide range of products, from antennas to vintage telephones. Also on online shops you can find full-detailed brochures about the products you are thinking of buying and also, a very useful thing, comments by other people who bought these products. From the reactions of other people you will find out if the company which sells the product is serious or not. These kinds of online shops are growing every day so the competition is very strong; regular customers benefit from this because the shops must put the effort in order to attract customers selling their products at low prices, promotions and other similar strategically methods. Some of the shops which sell Chinese manufactured products have a technical support team whom you can ask questions about the products to, with no extra cost. The most evolved Chinese manufacturers offer full warranty for their products and also Money Back Service. You can trust these manufacturers as they offer quality products without any hidden scams. Although many people say that Chinese products are poorly built and of average quality, it isn’t entirely true because if you know where to look for the best among the pool, you can purchase very good products at extremely low prices. All in all, purchasing online directly from Chinese manufacturers has many advantages: low costs, fast shipping, full warranty, Money Back Service, good quality products, prior purchase free customer service.

         
     
         
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