I’m excited to announce our New Year membership drive. LeTip International is also having a membership drive, so the answer is YES if you qualify for our chapter membership drive, you’ll also qualify for the international drive.

If you would prefer to download the details of this extravaganza of membership maniac-ism, please just click this link here to download it in an easy to print and carry with you document. It’s so easy a sixth grader can do it…

1st Quarter 2012 Membership Drive

Otherwise… read on…

1^st Quarter 2012 LeTip of Lower Bucks…“ Membership Swell of 2012” membership drive

1. The membership drive goal is 12. During the quarter we are attempting to add twelve members to the chapter. That’s only one per week.

2. The poker folder is going on vacation. I’m taking the poker folder and we’re sending it to a warm, sunny beach somewhere in the Caribbean. Only you can keep us from bringing it back out of retirement like Brett Favre. The board has agreed that if this drive is successful enough to reach our goal, we can extend the retirement of the poker folder in monthly increments. Jeff, I hear you celebrating.

3. At each meeting, simply bring a qualified guest in an open category (in our chapter).  The must be a qualified potential member(QPM)! This person cannot be someone who works for you nor a family member. They must be serious about networking for more business and the must be employed full time in their selected category. Each time you do LeTip will pay you $10 for each qualified guest.

4. If you bring a guest in a “most wanted” category (list to follow), LeTip will double your reward and pay you $20 for each “Most Wanted” QPM.

5. If your “QPM” guest comes on a Fiver day, you will still get the additional $5, FIVER DAY reward in addition to your $10 or $20. Fiver days during the quarter are:

• January 11^th 2012
• February 9^th 2012
• March 14^th 2012

6. If that person then joins our chapter, LeTip LBC will pay you a $100 BONUS.

7. That person must apply to join and be accepted by our chapter (voted in) by the April 11^th 2012 meeting. The contest does not apply to anyone sponsored into another chapter.

Plan accordingly and get your qualified guests!

LeTip of Lower Bucks “Most Wanted” category list for January-March 2012

1. Attorney/Business Law
2. Title Insurance
3. Carpet Cleaner
4. Dentist
5. Skin Care/Cosmetics
6. Travel Agent
7. Gift Baskets
8. Telecommunications
9. Contractor/Plumbing
10. Interior Design
11. Hair Stylist
12. Wireless Communications
13. Jeweler
14. Moving & Storage
15. HR Consultant
16. Attorney/Labor Law
17. Attorney/Criminal Law
18. Attorney/Tax Law
19. Floor Covering
20. Bakery
21. Coffee & Vending
22. Bakery
23. Formal Wear
24. Service Station
25. Veterinarian
26. Appraiser
27. Pre-Employment Screenings
28. Drug Testing
29. Physician
30. Podiatrist
31. Bankcard Services (Credit Card Processing)
32. Durable Medical Equipment\
33. Audiologist
34. Optometrist
35. Contractor/Fences

Hey y’all I’m back! Happy to handle your membership committee once again.

Just wanted to give you a quick update of some open categories and most wanted categories….

Now open:
Exterminator
MedSpa
Website Design
Cleaning Service/Residential
Contractor/Electrician

Most Wanted:

Dentist
Eye Doctor
Physician
Attorney/Labor Law
Carpet Cleaning
Tree Service
Podiatrist

Click the link below to download a printable member list. Keep one in your car or briefcase. Share them with your family and friends, or hand them out with your candy on Halloween…

Printable LeTip of Lower Bucks Most Awesomest Member List October 19th 2011

Next week, I’ll have a special membership announcement at the meeting so be there and be special.

Ed MacConnell
http://www.emabenefits.com

Click for the Most Wanted List of Open Occupations

As I celebrate 30 years in business I want to share some valuable lessons I’ve learned about selling over the years.  I have personally sold more than $50,000,000 in products and services over the 30 years.  Half of my career was in the textile and apparel industry and half has been in business consulting.  In each business I have had a customer for more than 10 years!

Here are some suggestions.  Hopefully you’ve written out your business plan and set your goals for the next three years.  Reaching those goals will usually involve increasing your sales.  Repeat customers are best; but we all need to find some new customers as well if we want to reach that BHAG (big hairy audacious goal).  This article will discuss strategies to obtain new customers.  These strategies are best suited to business-to-business sales, or retail sales of high-ticket items.

In my experience, the strategy that works best is this one: Stop selling!  Lead potential customers to make a buying decision.  People like the feeling that they are “buying” rather than the feeling that they have been “sold” something.  In fact, people who make an educated decision to buy your product or service are more likely to be loyal customers.  They’re even likely to pay a little bit more for the privilege.

What leads a person to make a buying decision?  Education!

Education empowers a customer to make a buying decision.  Education places your product or service in a more credible light.  When you bother to teach prospective customers why your product is the best, you also show knowledge of your industry.  You put yourself in the position of being regarded as an expert.  This credibility elevates you above your competition.

Here are some action steps toward the goal of winning new customers:

1. Define your target market.  No matter what you sell, it is not for everyone.  If you already have customers, take a look at your customer list and identify the traits they have in common.  What are their demographics?  How often do they buy?  When do they buy?  How does your product fill a need?  If you’re a start-up company with few customers, take a look at your product/service from a customer’s perspective to determine who is most likely to need your product.
2. Tailor your marketing activities to your target market.  Please make a marketing budget and create a one-year marketing plan.  Work your plan.  Monitor where your leads come from.  Resist the temptation to spend marketing dollars on impulse.  So much marketing money is wasted on impulse buys!
3. Use the power of your brand.  Be sure that every time a prospective customer sees your message, it is consistently presented.  Whether it’s in print, on your vehicle, on the internet, in your email, on a billboard—be sure your logo is always presented the same way.  By taking this action, you maximize your return on marketing investment.
4. Educate your prospective customers.  Once you have your prospect’s attention, resist the temptation to “sell.”  Ask probing questions (even if in your print materials).  Find out what your prospect needs.  Find out when the buying decision is usually made.  Find out who makes the decision.  Provide the prospect with lots of information about your company and your product/service.  Build a relationship—the prospect will feel like more than a sales target.  Be sure to include your promise (you do have one, don’t you?).
5. Keep prospects in the loop.  Once you have a lead, continue to contact that prospect and feed them information.  If your sale takes several meetings, be sure you continue to move the process toward closing the sale (but don’t be pushy).  Nowadays it’s easy to stay in touch with people by email (if they have given you their email address voluntarily).  Perhaps you sell a product/service that is only needed during emergencies.  You must keep in touch with your prospects frequently, so that your name will be “top of mind” when that acute need arises.
6. If you’re going to give a special offer, don’t lead with it.  If you lead with a coupon, you’re telling prospects that price is more important than anything else.  If you educate people on your company and your product/service—and then give a special offer—you are offering the prospect one more piece of education that will help them make the buying decision (for example, $50 off for new customers if purchase is made by the end of the month).
7. Stop talking and close the sale when you hear the buying signal.  When your prospect has made the decision and you hear words like, “I’m ready to get started,” or “Can you deliver it on Saturday?” that’s when it’s time to do the paperwork.  No more talking about features and benefits.  The only remaining item is payment and delivery.
8. Use the delivery process to strengthen your relationship with your new customer.  You educated the person as to why you are the best to buy from—now prove it!

If you have done this properly, you will have a repeat customer and your new customer will provide you with referrals that will be a lot easier to close.  When you have properly educated a new customer, it is likely that your new customer will educate others (especially if you taught them well).  Knowledge is power.  People feel good about telling others they have had a good experience.  They like to recommend good products/services to others.  Good luck!

This is our first video from 2004 or 2005. Enjoy!

LeTip of Lower Bucks County!

The Lunch Bunch for the Lower Bucks County Le Tip Organization was held at the Suburban Diner at Street Road and Bustleton Avenue in Feasterville, PA., at 12 noon.

Was it a success?? Read the following and find Out.

LeTip Member: Marc Stein of Saxon Office Technology

• Business Category: Copiers, Faxes, Printers

• ·Company Name “Saxon Office Technology”

• Saxon Office Technology sells copiers, fax machines, printers and scanners.
• Saxon Office Technology will save you anywhere from 40-60% on toners. (I think that’s the ink stuff??) .
• Saxon Office Technology sells re-conditioned toner. (Let’s Go Green!!)
• Saxon Office Technology will save you anywhere from 40-60% on copy & print costs vs. the competition.
• Saxon Office Technology will take away your old machines when they supply you with a new machine. Question? Where do old machines go? The Old machine Home?? El escuela de polytechnic en Brazil??? I’ve always wondered.
• Saxon Office Technology will do a FREE print survey.
• Saxon Office Technology knows you are wondering what is a free print survey?
• Saxon Office Technology will look at your every day printing needs over a period from 2 to 18 months, depending on the size of the company being surveyed.
• Saxon Office Technology will evaluate the data from the print survey, and show you how to save money on your printing needs.
• What is a GOOD TIP for Mr. Marc Stein of Saxon Office Technology???
  • Getting in contact with the person that manages the everyday printing for any company, anywhere, anytime, in the continental US.

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LeTip Member: Rachel Bootel, along with her Boss, ‘Marc’ (sorry, did not get Marc’s last name, I don’t think it is Bruce Springsteen.)

Business Category: advertising sales for Comcast Spotlight.

• Cool Stuff the group learned about Rachels’s Business:
  • Comcast Spotlight works with small to medium businesses.
  • Comcast Spotlight will advertise a business on-line (The Internet-FIOS or DISHNET for instance) or on the air (Radio/TV advertising.)
  • Comcast Spotlight will find out the TARGET MARKET for your company.
  • Comcast Spotlight calls this method of targeting a market “Geo Targeting.”
  • Comcast Spotlight recognizes each company is unique, and has a payment plan that fits most budgets.
  • Comcast Spotlight has a 5 tiered payment plan system, ranging from $4.00 for a 30 second commercial, to $40-$50.00 for a 30 second commercial. This range typically reflects audience size.
  • Rachel is anxious to help the members of LeTip of Lower Bucks County with their “GEO TARGETED” advertisisng needs.
  • The internet may be a better testing ground for business-to-business advertising.
  • Advertising options on the internet may include your companies banner (LOGO) on a web page. The cost is +/- $7.00 per 1000 impressions.

• What is a good tip for Rachel Bootel of Comcast Spotlight?
• Keep an ear out for anyone who wants to advertise their product or service, and they DO NOT have a whole lotta $$ to do it with.

Questions From The Group:

1. Who/what is your largest client?

• Possible Answers;

1. Car Dealers
2. Service/Retail showPromotions.
3. Store Grand Openings.
4. Seasonal Sale Promotions.
5. The Philadelphia Phillies

• Correct answer wins a one week stay in Thorofare, NJ.
• Incorrect answers win a two week stay in Thorofare, NJ.

1. Where is Thorofare NJ?

• Answer: Google it to find out!!

Correct Answer will be in next months Lunch Bunch Flyer.

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Letup Member: Bob Flemming

• Business Category: Signs and Banners
• Cool Stuff the group learned about Bob’s Business:
  • There are 500 “Sign-A-Rama” outlets nationwide.
  • Bob’s is the BEST, because he is Covering Bucks County One Naked Truck at a Time!
  • Bob’s Sign-A-Rama has a 60 inch wide x (whatever length you need) printer.
  • Murals larger than 60 inches in width can be printed via a coordinated method of printing that includes “piecing” the mural together.
  • Bob can do Billboards (minimum dimension of 10’-0”).
  • Evan larger signs than 10’-0” in size can be printed via Sign-A-Rama.
  • Bob Flemming is not restricted (remember the 500 Sign-A-Ramas) where he can service his cutomers.
  • Bob works well with others.

• What is a good tip for Bob Flemming of Sign-A-Rama?
• Look for a Contractors vehicle, preferably a van or truck that has no logo, signage etc… that tells you what business they are involved in. This is also known as a naked truck.
• Anybody that needs a sign.
• Anybody that owns their own business, and has no visible signage on their building giving an indication of what they do.

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LeTip Member: Bob Lankin

• Business Category: Financial Planner for Raymond James
• Cool Stuff the group learned about Bob Lankin’s Business:
  • The Dow Jones Industrial Average was in recent history:
    • At it’s highest index at 21,000
    • At it’s highest at 14,300.
    • At it’s lowest index at 6,500.
    • At it’s lowest index at 4,200.
  • See Rachel Bootel’s prize question for winnings if you guess correct/incorrectly!

Correct Answer will be in next months Lunch Bunch Flyer.

• • For Stock investing, think BACKWARDS-That’s right-BACKWARDS-When its time to sell stocks-BUY THEM. When its time to buy stocks –SELL THEM!
  • Stocks have historically, over time (that means not to panic when the stock falls) been a good, solid investment.
  • Raymond James takes their stock choices seriously-They investigate a stock, it’s validity as a healthy trade, and the company behind it, before the stock is recommended.
  • Raymond James has analysts in different fields that they rely on for information.
  • Raymond James will go to outside sources for information when it is necessary.
  • Raymond James is at the TOP of their technical game!!
  • Bob Lankin will work with your accountant to keep an individual’s, or a company’s taxes at a resonable level.

• What is a good tip for Bob Lankin of Raymond James?
• Look for a Person getting ready, or possibly even dreaming of RETIREMENT. .
• Anybody that is coming into a lot of $$$$(Hopefully a relative you get along with).

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LeTip Member: John Demenczuk of Maple Auto Body

• Business Category: Auto Body Repair
• Cool Stuff the group learned about John’s Business:
  • Maple Auto Body has been in business at the same location for 40 years. :
  • Maple Auto Body will guarantee their work for as long as you own your car.
  • The Auto Insurance companies cannot tell you where to have your vehicle repaired in case of an accident. As the Owner of that vehicle, you may choose the Body Shop.
  • Who’s afraid of the big bad Insurance companies? Not John Demenczuk!!.
  • Maple Auto Body takes their time on your vehicle.
  • The Larger Auto Body Chain Shops (we will not mention by name) take less care of your vehicle. They don’t have time, they are busy being big, not necessarily caring.
  • An automobile Owner has five (5) days to respond to an accident claim.
  • An automobile Owner has three (3) days to respond to a supplemental claim.
  • Maple Auto Body Shop has a “Downdraft Spray Booth” that contains spray fumes when finishing the paint on your vehicle.
  • Good quality automobile paints dry themselves overnight.
  • Maple Auto Body is going GREEN!
  • If you don’t know what going green means, you just won a three week trip to Thorofare, NJ.
  • Maple Auto Body is now using Water Based Paint.
  • John will also restore show piece vintage cars.
  • Partial restorations of vintage cars are also acceptable.
  • Maple Auto Body performs “Paintless Dent Repair.”
  • John Demenczuk meets the nicest people by accident.

• What is a good tip for John Demenczuk of Maple Auto Body?
• Any one involved in a fender bender.
• Any one looking to restore a vintage vehicle.

Lunch Bunch March 24th, 2011 was hosted by Frank Cuthbertson of CKG Architects.

These easy membership talking points may help you bring a guest to a future meeting. Use them at your discretion!

• Do NOT try to talk people into joining LeTip! Talk them into just visiting and finding out for themselves.

• You’re all members of the membership committee. I’m only the chair. My success as a chair is defined solely on your success bringing new guests and then of course members into the group. Please help me look good!

• Don’t use the name “LeTip” right up front. Talk about our Lower Bucks professional referral network. Some people have been turned off or prejudiced because of a bad experience with another chapter. We both know that Lower Bucks is a much different experience and at least our chapter is different than most.

• Lower Bucks-meeting weekly since August 10, 1996.

• Averaging 50 referrals/tips per week or 2600 referrals over the last year. That’s over 26, 000 referrals since 1996.

• Lower Bucks-The largest chapter on the east coast ( of PA) Larger than any chapter in Philadelphia, New York, Miami, Washington D.C., Phoenix, Boston, Detroit, Memphis, Chicago, Dallas, Albuquerque, Baltimore, Charlotte, Seattle, Mexico City, Havana or any ANY OTHER metropolitan area besides Southern California including international locations in Toronto, Montreal and Vancouver! The only other chapters besides CA, that are known to be or have been larger are West Shore, PA and Salem, OR.

• Dues at LBC are lower than most chapters because of our size. Get more exposure paying less money!

• The Secret-STAYING! 9 out of 10 members surveyed agree that LeTip works better when you put more time (length of) into it! The good will you generate compounds each year. This year (2011) I will attend my six hundredth meeting!

• Secret #2 The hours you put in….members generally put about 4.5-6 hours per month into LeTip. Add Visitation/s to make it 7-8. For every additional hour you put in you will see a significant increase in your ROI. Regardless of whether the time is spent visiting other members, holding power circle meetings, lunch bunch or recruiting. The more you put in the more you get out.

• Get Help! Your co-workers, neighbors, family and relatives can help you grow your business in this way. Make sure they know all about your chapter and the great things we do for each other’s business. And how these resources are available to them because of your affiliation with the chapter!

• Be Selfish! Recruit your power partners who will bring you business! Also bring the power partners who you can easily refer business to, and you’ll be a top tipper with a blue badge in no time!

• Guaranteed results! Follow the system! LeTip’s system is a proven sales system! Results are guaranteed if you follow the system step by step. It will work for any business.

Try some of these out. Let me know what your results are. A successful system is one that continues to be updated and refined. I’d like to have your feedback.

Ed MacConnell

Membership Chairperson

http://www.emabenefits.com

What is a Power Partner?
It’s really simple. A power partner is some who, when talking to their own client/customer/prospect, can bring you or your business into the conversation without changing the subject. Or Vice Versa.

For example, a Jeweler who sells an engagement ring doesn’t have to go off topic to refer the “lucky” couple to a caterer to host their wedding. The caterer can easily introduce the disc jockey. The disc jockey can bring in the florist. The Florist can certainly recommend a printer and the printer knows where to find the family law attorney, and he can refer a baker etc etc etc and the list goeas all the way down to magician, entertainers, clowns…you get the picture. or….you SHOULD get the picture.

It should be easy for these people to work together. Now here’s YOUR HOMEWORK…

Think about your business. Think about where your customers come from and where they are going when you have finished your job. I want you to spend at least five minutes on this and think! Make up a list of at least three power partners. Bring me that list to next weeks meeting and every member who does, will have a chance to announce their list.

If you bring a list, I’ll give you a ticket for the lottery for a chance to win $20 of Jim Kelley’s money at next week’s meeting. Don’t bring a list and I may publicly single you out for ridicule, humiliation, or nomination on the next board. The choice is yours, are you going to be a builder?

Also…
What is a POWER Circle?
A Group of power partners who meet on a regular basis to better understand each other, create cross marketing/networking plans and recruit more power partners.

By meeting these goals, circle members will increase incoming and outgoing tips, foster cooperative working relationships, build better friendships and increase club membership.

Start preparing now for next week!

Ed MacConnell

http://www.emabenefits.com

Membership chair

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LeTip Member: Donna Serdula

Business Category: ‘Internet/Social Networking’

Donna started ‘Blogging’ in 1999, probably before the term became so popular.

Donna was in sales for a number of years prior to opening her own Social Networking business.

Donna has been “linked in” since 2006.

Donna soon realized she was acquiring a marketable skill in social networking.

Donna will help your business put it’s best foot forward on the web.

Donna will enable your business to be at the forefront of a google search.

Donna will help you and your business creat a positive profile on the web.

Donna will help you with your security on the web. (keeping your reviews positive.)

Donna will teach you how to work facebook.

Donna will teach you and your business to:

Obtain more contacts.

Open up discussions of interest where you are the expert with other interested parties.

Build a stronger, more lucrative network for your business.

Navigate Facebook, Linked-In, etc..

Donna has experience in the Social Networking field.

Donna can get you in touch with the right players!!!!!

Donna will do “Linked-In” makeovers.

Donna enjoys using sports analogies to get her point across.

What is a a good tip for Donna Serdula?

Keep an eye out for speaking engagements that include the topic of web presence for nyour business, Linked-In, Facebook, etc../

It’s happened twice so far this year…

I heard from another member last week who asked me for some advice in getting his green badge. This member is a great member who has been with us for over a year. He shall remain anonymous for the purpose of this discussion, but it’s important to note that he is trying and has been successfully receiving business as a result of his membership in our chapter.

His problem? His problem is that he’s been so successful in the group that he’s eager and excited to share it with others who he’s inviting. Well DUH! What’s wrong with that you might ask me, with one eye closed and your head nodded gently to the side?

The problem is that he’s so excited that he’s really trying to convince people to join before they have even had a chance to visit and experience the group for what it truly is. No matter how hard you try, you cannot convey the energy and the overall feeling in the room when you’re inviting them to the group. So how do you turn this around? I suggest the simple toned down approach…

1. Don’t invite people to “your LeTip Group” ( in fact I never use the “LT” word unless they ask)
2. Do ask them if they would mind if you referred them some new business
2.5 Do ask if they would meet you for breakfast so you can learn more about referring them business
2.75 Do ask if they would mind meeting your friends who might also be interested in referring them business

3. Don’t tell a prospective guest how many tips we passed last week.
4. Do tell them that you have been able to get a number of new customers/orders/whatever by being a part of this group of friends.

Most importantly…
Don’t oversell the group! You’ll be feeding them excuses not to come, and you just might sound like you’re recruiting for the newest apocalyptic cult. ( Don’t serve the LeTip Kool-Aid)
PLEASE DO NOT EVER EVER TRY TO CONVINCE SOMEONE TO JOIN BEFORE THEY HAVE BEEN THERE! It simply does not work, and too much information leads to information overload…

Keep it Simple!

Just get them to come and see for themselves. A free, hot, catered breakfast with business people who are eager to meet them and refer them business should be enough to get someone into that guest chair. After that the rest is up to us as a collective group to prove our worth!

We’re the best because we expect nothing less than the best.

Ed MacConnell
Soon to be former membership chair