If you're about to start a business, or want to restart one that's suffering through the recession, it would be wise to listen to Jack Nadel, a longtime leader in the sales promotional industry and author, whose latest book, Use What You Have offers a perfect roadmap.
The book contains 100 basic ideas, but here are a few effective ones:
1.Find a need and fill it: The greater the need, the greater the potential. See what others want, not what you have.
2. Take Calculated risks: There's no such thing as a deal with no risk. The amount of risk is already proportionate to the gain. If someone offers a deal and says, "You can't lose." It's probably time to walk away.
3. Listen. Think Positive. Project Energy.
Immediately before an important meeting repeat that basic three times. That will prepare you for making the deal.
4. A good deal is only good if it's good for everyone: It's rare that everyone comes away with everything he wants, but all should have something.
5. Careful planning is more important than hard work. Strategy dictates success or failure. It's hard to retrieve a mistake once committed.
6. Deals are like buses: There's always another behind the one you just missed.