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Qin Mou this year 38 years old, in 1999 October to work in the company of Hongkong, as a department manager, and later was promoted to deputy general manager, the raw material imports, domestic sales network, management plan and other important functions. The public prosecutor, during the period of Qin Ren deputy general manager of Hong Kong company, in 2004 May to 2005 March, in the Guangzhou shun the operation state and the ability to perform combined plastic Co.,[url=http://www.sdmts.com/hollister.asp]hollister[/url], does not understand the situation,[url=http://www.cyfac.fr/louboupascher.html]louboutin[/url], signed with the company more than thirty pen PVC (polyvinyl chloride) sales contract, by the Hong Kong companies to shun in the company imports more than 2 tons of PVC. Qin found Shun Lian company loans in arrears when large, still give the shipping company, resulting in Hong Kong company 15000 tons of cargo by Sunlink companies embezzle, direct economic loss of more than 1 million yuan.
prosecutor asked Qin: "you initially to shun Lian company true qualification to understand?" "Is only a general understanding of the." According to Qin said,[url=http://www.atstrack.com/airjordan.aspx]air jordan pas cher[/url], He Lian company to shun the trust is established based on many years of purchase and sale of cooperation. "By 2004,[url=http://www.asauk.co.uk/barbourjackets.html]barbour jackets[/url], we have done four or five years of business, with a large enterprises purchase and sale, no bad records. We believe that with the company has the ability to pay."
prosecutors accused, Qin Mou in and with the company prior to signing the contract, the convenience of duty, with the company manager Feng for him and love to pay the Australian Tourism total cost HK $18384 to accept. Qin said: "the Spring Festival holiday in 2004, Feng invited my wife and I go to australia. In the local costs are my own, but I only negligence is airline ticket and hotel package is Feng tao. I think, we have helped with the company, Feng is the business people, pay attention to emotional cultivation. It is a violation of the provisions to come, but it had nothing to do with business."
prosecutor, the directly responsible person in charge of a department of Qin State-Owned Company, in the process of signing and fulfilling the contract, because of serious irresponsibility, fraud,[url=http://www.sanvahotel.com/michaelkors.html‎]cheap michael kors[/url], resulting in heavy losses of the interests of the state, its behavior should be signed,[url=http://www.atstrack.com/airjordan.aspx]air jordan[/url], to fulfill the contract duty be sin shall be prosecuted for criminal responsibility; Qin as a State-Owned Company to engage in public service,[url=http://www.futuricampioni.it/scarpehogan.html]scarpe hogan[/url], using the convenience of duty,[url=http://www.cyfac.fr/louboupascher.html]louboutin pas cher[/url], accept bribes,[url=http://www.icommutesd.com/louboutin.html]louboutin pas cher[/url], to seek benefits for others,[url=http://www.icommutesd.com/louboutin.html]louboutin[/url], shall be investigated for criminal responsibility in the crime of accepting bribes. In view of the fact that he voluntarily confessed crimes, should be to surrender,[url=http://www.futuricampioni.it/scarpehogan.html]hogan[/url], but lighter punishment. As of press time, the trial is still in progress.
the new network in Zhejiang on 18 December, having swallowed the buyer promises, in the vice general manager of Hongkong Chemical International Limited, Qin Mou in not understanding the purchaser qualification situation,[url=http://www.asauk.co.uk/barbourjackets.html]barbour sale[/url], for the imported goods. The large state-owned enterprises to the value of 1 million yuan of goods by buyer default embezzlement. This morning, Qin Mou is suspected of graft, bribery two charges in the western city court.
Think

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The greatest factor the recent rise of these summer diseases, however, seems to have been the closure of 3 health centers, 74 rural health centers, and 93 health diagnosis centers last year due to government policies aimed at reducing public health organization personnel and facilities.

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"Red Cross" naming is it right? Money? In this regard,[link widoczny dla zalogowanych], Shandong Province Red Cross secretary-general Xuan Xinghua said,[link widoczny dla zalogowanych], the Ministry of health and the Chinese Red Cross has strict rules on naming, name (will) medicine (the Red Cross
"before the network information disclosure, Shandong Province Red Cross donations for the social from all walks of life,[link widoczny dla zalogowanych], each year to the Shandong Red Cross Council report, subject to government audit." Cao Huaijie said, they are through the media regularly publish the progress of donated funds and public welfare projects. Every donation to the Red Cross also can query to their donation.
does not meet the requirements of the hospital will be canceled named
social donations the information disclosure is not timely, not detailed, which is the focus of the red cross from the public about the. The Red Cross Society of China executive vice president Zhao Baige said at a news conference, the Red Cross made clear by the end of 2012, completed an on-line donation basic platform and financing management system,[link widoczny dla zalogowanych], provided the basic financial information; by the end of 2013 basic functions of all on the line, extended to 80% provincial Red Cross; by the end of 2014 all of the functions on the line, extended to 80% the Municipal Red Cross and more than 50% of the county committee of the red cross.
recently issued several regulations on,[link widoczny dla zalogowanych], foundation behavior which mentioned, foundation shall not name,[link widoczny dla zalogowanych], the organization of the public welfare project brand for non-public purposes activities. The State Council recently issued "on the promotion of the development of opinions" also pointed out that, step up efforts to protect the sign of the Red Cross, investigating violations of the unauthorized use or abuse, tampering with the sign of the red cross. At present, the Red Cross Society of China are pushing naming hospital,[link widoczny dla zalogowanych], cooperative enterprises and named fund rectification.
focus: naming hospital
Shandong for a first information disclosure pilot province
The Ministry of civil affairs,[link widoczny dla zalogowanych],
the State Council recently issued on promoting the career development advice, request to establish a comprehensive integrated supervision system, create an open and transparent red cross. For the introduction of the national, provincial Red Cross Association executive vice president Cao Huaijie said, the Red Cross Society of Shandong province will be in accordance with the Red Cross Society of China,[link widoczny dla zalogowanych], became the first batch of pilot provinces for public information, public information platform according to schedule access always national information disclosure. At the same time, the provincial Red Cross with the provincial health department, the province's 122 title is "Red Cross" to the hospital for examination,[link widoczny dla zalogowanych], does not meet the requirements of Title hospital will be immediately banned the naming, not hesitate.
: "of course, open this traditional form of still not detailed enough." Cao Huaijie said, they had planned to start the construction of information system last year, but at that time the Chinese Red Cross has unified planning, "we will be in accordance with the timetable will progress,[link widoczny dla zalogowanych], and strive to become the first batch of pilot provinces public information feedback to donors, more detailed information, transparency".
□ trainee reporter Zhao Shangmei correspondent Li Yongming
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Most patients have some symptoms that are not too terrible, such as shortness of breath,[link widoczny dla zalogowanych], some wheezing that comes once in a while and usually goes away on its own, or is triggered by heartburn or exercise. These symptoms are not too dangerous and can still be handled functionally. But, there are some emergent symptoms that require immediate help, such as the lips and face turning a bluish color,[link widoczny dla zalogowanych], some really difficult time breathing, extreme sweating,[link widoczny dla zalogowanych], a rapid pulse, and some extreme anxiety, as well. In these cases a hospital visit might be needed as the person will be gasping for air. An inhaler is needed in these cases, too, to help the person breathe.
Usually, asthma is caused by inflammation in the airways that cause all of the nearby muscles to become very tight and swelling the air passage lining. Thus, the amount of air that can travel through is severely limited and breathing becomes highly difficult. For many other people, there are so many other things that can set off and trigger asthma, such as animals and their pet hair, like cats, and dogs, and rats, and other kinds of animals with hair that sheds,[link widoczny dla zalogowanych], even horses and sometimes birds. Dust in the air or on shelves or floating outside or in a musty room can really make asthma worse, as well as weather changes,[link widoczny dla zalogowanych], like the air turning very cold can trigger asthma too and make it hard to breathe.
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By Roberto Sedycias
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Chemicals that are in the air such as gasoline or pollution, other toxins released, or even chemicals present in food and beverages can make asthma much worse as well. As mentioned, exercise can have that effect, too, and so can mold left on moldy bread or in the walls or in a damp place,[link widoczny dla zalogowanych], or pollen released from flowers or found in gardens,[link widoczny dla zalogowanych], can have an effect on inducing an attack. If the person already has an infection there, like a cold, asthma will be thus more triggered and the smoke of passing cigarette smokers and exhaust from cars can also cause it. And finally, things like stress, anger,[link widoczny dla zalogowanych], sadness, or any other extremity of an emotion can also trigger it. In fact,[link widoczny dla zalogowanych], in some patients, some aspirins and other drugs can also have an effect.
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the famous American educator and speecher Dell Carnegie once said: "a person's name is he most familiar, the most sweet, most too wonderful for words sound, in communication is most obvious, the most simple,[link widoczny dla zalogowanych], the most important, most can get good method, it is to remember people's names."
name,[link widoczny dla zalogowanych], is one of the symbols. Each man has his own name. Everyone wants to be respected. So, remember people's names, easily out of people's names in the appropriate time, will give each other respect feeling, make each other happy, will increase each other for their own good, shorten the distance between each other, harmonious relationship between each other.
in work and life, there have been many experiences, these experiences tell me, remember and shout out your name,[link widoczny dla zalogowanych], is very important.
every year, teaching classes in more than three to four classes, and five class, as a teacher, in the face of several hundred students, is really not easy to remember their name. So, occasionally, do not remember, do not cry out some names of students,[link widoczny dla zalogowanych], students are understood,[link widoczny dla zalogowanych], and their. Will also forgive yourself: so much, even remember! But, as can easily open mouth to shout out the names of the students,[link widoczny dla zalogowanych], the students were shouting the name, always happy.
that year, with superior leadership and school counterparts to come to lectures, I "lucky" to be temporarily as a coach.
the lesson is about content, already can not remember. Just remember, the interactive teaching, in the face of active students,[link widoczny dla zalogowanych], students stand in the middle of my seat, so affectionately refer to students,[link widoczny dla zalogowanych], accurately called out their names, ask them to speak their mind.
do, there is nothing special, of course, but did not show too.
later class,[link widoczny dla zalogowanych], now also don't remember colleagues have said something, but some leader said, but the memory deep. He sighed and said, it's not easy,[link widoczny dla zalogowanych], remember so many students, do not have to look at the seating chart, mouth shouted out the names of the students, not easy. The teacher can accurately called out the names of the students, the students also is a kind of respect and encourage.
heart down, in the future work, but also pay attention to the intention to remember the names of the students. That day, in a class to invigilate (once a year ago taught this class).
paper packet sent down,[link widoczny dla zalogowanych], a girl is doing what, not a few papers to send their own desktop to the back seat of students, but the students in the back are anxiously waiting for the.
I saw, walking in front of the girl, she smiled and said: "Qin Mei, but also stretch?" The girl looked up to me a shy smile, the test passed. The back of the two girls, very surprised and very envious said: "ah,[link widoczny dla zalogowanych], Qin Mei, the teacher knows your name!" I am on the two girls laugh, think, and I know you both names. However, I did not speak out, because this is in the exam, don't want to disturb the quiet?相关的主题文章:

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and Danny said "I wrong think 4G can put the network and media anywhere,[link widoczny dla zalogowanych], so I can do whatever I want. But when you know the expensive price, this naive idea will change."
through the mobile device connected to the 4G network whenever and wherever possible to watch movies online course can be achieved,[link widoczny dla zalogowanych], but in the eyes of some market analysts,[link widoczny dla zalogowanych], this practice is tantamount to the 18 round of the truck in only a few lanes on the highway. "I have always believed that,[link widoczny dla zalogowanych], with the mobile device leisurely watching video is a fantasy." The communications industry analyst Craig Moffett said,[link widoczny dla zalogowanych], "the network is not designed for the new iPad."
it is reported, the United States Apple Corp iPad released just a few days time, the global sales of more than 3000000 amazing,[link widoczny dla zalogowanych], once Apple broke the historical record. Such a use flat computer resolution than high-definition television also clear, also support the 4G network,[link widoczny dla zalogowanych], can cause some analysts guess,[link widoczny dla zalogowanych], that is Apple's new iPad may make the United States consumers rely on cable television networks have changed. But many users found that,[link widoczny dla zalogowanych], using the 4G network to produce the high cost at the same time, this new iPad will let people have a affordable but can not afford the feeling.
Wisconsin a public television program director Gari Danny is known as "the ultimate fruit", he already has two generations of Apple products,[link widoczny dla zalogowanych], but still bought a new iPad,[link widoczny dla zalogowanych], want to let him see HD news and movies anywhere can pass the tablet. The use process is very good, but at the end of a communication operators from the bill but let him be startled at.
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I remember the first time to knit a sweater, like high school or university winter vacation, our side while pondering fabric, also didn't ask a mother, just let the neighbor's sister to probably about, I am full of interest. Finished get sister there,[link widoczny dla zalogowanych], want to get her praise. But sister, laughing: "you how does this sweater like a scarecrow, the sleeves are straight stretch, funny." I got a big red face, the sleeves are not cantilvering needle at. Since then, slowly learned to weave, embroider, hook. But with only a little, and classmates learn.
will spin worsted but not to the parents had woven, only to the brother had woven,[link widoczny dla zalogowanych], before marriage is mainly for their weaving all kinds of sweaters, married to her husband and children. Remember and Mr. know soon,[link widoczny dla zalogowanych], found his wool shirt sleeves off line, winter is not wearing a hat, gloves, thought what if nobody cares. Then he began to knit a sweater. At that time men began wearing red, purple red fashion. Buy wool pick up suit, knitted him a beautiful sweater. Then, give him a woven trousers,[link widoczny dla zalogowanych], scarves,[link widoczny dla zalogowanych], gloves etc.. The cold northern winter, when there seems to be no warm pants, gave him the fabric that thick trousers, take long time to weave.
women's wool, in fact is not only a piece of clothes, a piece of jewelry, the fine needle sewing thread,[link widoczny dla zalogowanych], woven into a woman have all kinds of connections with affection.
remember son was born, I give him a little boots fabric, is entirely her own fabric. Mother said I didn't think you are so clever. I was actually a very stupid person, only son. The son was born in July, in winter he was a few months old, wearing shoes is not convenient,[link widoczny dla zalogowanych], wearing only socks will be cold. Knit little boots both fit and warm, in that stitch, woven into the motherly love. Unfortunately, there was no digital camera, did not think of photograph, leave a mark.
in winter in the north,[link widoczny dla zalogowanych], the temperature can reach 20 degrees, everyone is walking barefoot on the floor, afraid they cool, knit stockings that no waist, but they are too troublesome, who also don't wear, then even the desire nor the fabric. Many years are not with the needle,[link widoczny dla zalogowanych], that a large bundle of needles the original do not know where to go, mother said I, you buy to wear, woven wool is too tired. Yes,[link widoczny dla zalogowanych], tired. May not only tired,[link widoczny dla zalogowanych], and that was fine mind, is it right? With the passing years faded? The re picked up the needle knitting him a scarf,[link widoczny dla zalogowanych], the cashmere scarf, perhaps, one can search in the once bit by bit, that is the most precious years.
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Tip #5. Plan some time for nourishing self-care activities.With the holidays fast approaching and stress beginning to build, it’s even more important to practice taking care of yourself now in non-food ways. Check in with yourself when you want to grab candy or junk–if you’re experiencing unpleasant emotions like anxiety or frustration,[link widoczny dla zalogowanych], remind yourself that overeating won’t resolve these feeling states. Try soothing and comforting yourself by writing loving, supportive phrases and affirmations in your journal and practicing deep-breathing exercises. Take a bubble bath, or read your favorite uplifting spiritual passages.
Rather than allow Halloween to hangover and mark the start of an eight week spiral down into serious emotional eating, nip it in the bud early this year. Then applaud yourself for being willing to care for yourself in non-food ways this coming holiday season.
For those with food sensitivities/allergies and those prone to food addiction, it can take a herculean effort at this time of year to resist the pull of favorite treats that elevate brain chemicals and conger up blissful childhood memories. Unfortunately, dreaded weight gain and unpleasant dental visits aren’t enough to combat the powerful pull of these drug-like edibles.
Tip #2. Stick to unprocessed,[link widoczny dla zalogowanych], whole plant foods for the first few days after Halloween. Unprocessed plant foods, like fruits, veggies,[link widoczny dla zalogowanych], beans and lentils, are full of fiber and will help cleanse and re-balance your system.Complex carbohydrates like yams and brown rice and simple sugars found in fruits will help satisfy any lingering cravings for sugar and starch.
Tip #3. Stay well hydrated. Flush out toxins found in chemical-laden treats with lots of fresh water. Try to drink at least eight glasses a day. And yes, tea counts.
Author&#039,[link widoczny dla zalogowanych];s Bio:
Tip #4. Sweat, sweat and sweat. Moving your body is the best way to do this. Even though you may be short on time,[link widoczny dla zalogowanych], don’t scrimp on exercise at this time of the year. Even a short, brisk walk can help move toxins out and keep your brain chemicals elevated, minimizing the chance that you’ll turn to candy for a lift. If you have access to a sauna or steam room, this is another great way to release toxins.
With a little forethought,however,[link widoczny dla zalogowanych], the following five tips can help you avoid starting the season off on the wrong tooth.
For many emotional eaters,[link widoczny dla zalogowanych], the holiday season’s over indulgences begin with Halloween. The sheer volume of candy and delectable treats lining supermarket and drugstore shelves and home pantries is in itself downright spooky! And to add insult to injury, candy is being handed out every where you turn.Candy manufacturers seem to be oblivious to the obesity epidemic as they dream up new ways to combine sugar,[link widoczny dla zalogowanych], fat and salt into small,[link widoczny dla zalogowanych], miniature packets of ecstasy.
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Tip #1. Once Halloween is over, remove all holiday candy from the house. It’s okay to keep a few choice pieces for yourself or the kids.Once you remove the bulk of it,[link widoczny dla zalogowanych], you will ensure that you won’t continue to eat it through Thanksgiving.
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(Special thanks to my good friend and colleague, Lorin Shields Michel for her editing and creative advice.)
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Be mindful and get zen: Being mindful doesn't mean you have to be some master guru. It's simply about being and staying in the moment. It's a matter of noticing those racing thoughts in your head that run around like little children going too far on the playground, but like a patient parent,[link widoczny dla zalogowanych], gently tethering them back to safety,[link widoczny dla zalogowanych], back into the moment. It's about being willing to reel them back over and over again. As long as it takes. It's about breathing, deeply and with thoughtfulness and meaning. The breath itself is the purpose. Focus on that breath as it reaches every crevice of your body, washing it clean, then taking all the negative thoughts and energy with it as you exhale. Then again. And again. Focus on right here, right now. This is all there is.
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Talk about it: Talking about it begins with assessing your emotional support system. Who do you turn to in your life when the s*&t hits the fan? If you were to make a list, who would make the cut for those you trust most with your inner vulnerabilities: your BFF, your significant other,[link widoczny dla zalogowanych], your roommate, your mom,[link widoczny dla zalogowanych], a sibling, your boss, a teacher? If anyone on the list is the kind of person who can listen without judgment or advice (there are no "shoulds" in this scenario, only possibilities), and instead offer plenty of brainstorming and cheerleading, go for it. When the support system starts adding to the "stress with a capital O" factor, consider professional help.
But stress can quickly turn to Overwhelm (with a capital "O"). This is the bad stress. "Stress with a capital O" can immobilize you. This is when your concerns feel larger than life, too big for you to handle. We all have episodes of "stress with a capital O" in our lives... periods of time when stress seems to win the battle for control. What we do to manage that stress can make all the difference to our happiness and well-being.
Your body was meant to be in a place of balance. It was not meant to sustain that "fight or flight" state of emergency. When it does, you're officially in a "state of stress with a capital O." Eventually, this heightened state is going to have physical and emotional effects... everything from headaches,[link widoczny dla zalogowanych], joint pain, muscle tension to more serious issues like heart problems, high blood pressure, pain, chronic illness, even infertility. And then there are the possible psychological manifestations such as depression, isolation,[link widoczny dla zalogowanych], agitation, mood swings, relationship problems, etc. At this point, stress is no longer a motivator or a protector. It is the enemy.
Long-term effects of stress can cause far more damage than just an occasional sleepless night. The "fight or flight" response that stress triggers is meant to protect us. In the early days of man when we were living in caves, out hunting for food, and we encountered a predator, that "fight or flight" response was there to save our lives. It raised our heartrate, kicked in the adrenaline, and it told us to either kill the damn thing or get the hell out. Boom. It's done. That is the sympathetic autonomic nervous system (ANS) at work. But once the danger has passed, the system is meant to return to the parasympathetic ANS, which serves to decrease our heartbeat and relax blood vessels, restoring a sense of safety and relief.
Take a walk: If you can, do it every day. Preferably in the sun. Soak up some of that Vitamin D and breathe in the gifts of nature. It's meditative and healthy, and doesn't cost a thing.
Get creative: I am of the belief that were all inherently creative in some way... that our souls yearn to speak through the thick fog of our realities, and the only way for that to happen is by participating in something uniquely creative to us. There are the obvious choices: writing, painting, making music. I hesitate to even mention these because they make those of us without a basic talent in one of these areas believe that we're not expressive or creative. But we are. So we need to get "out of the box" creative. Where is your creativity hiding? Is it in sports, in interaction with others, in sitting (being), in dance (and I don't mean of the professional variety), in cooking, in playing in the sand, in gardening, in visualizing, in caring for others... it's not about the quality of what you produce. It's about your unique ability to be expressive. Whatever it is, find out what it is for you, then do it.
Sleep in: OK, not always possible. I know. But there are options. Take a nap. Again, not always possible, but 5 minutes in your parked car (anything other than at your desk or in the break room) with your eyes closed, breathing (being mindful),[link widoczny dla zalogowanych], can have a restorative effect. Go to bed ridiculously early,[link widoczny dla zalogowanych], maybe with a cup of tea (decaf!) or warm milk. Take a warm shower or bath first. This will help to bring your body to a quieter, more relaxed and peaceful place. Don't watch TV or read before you go to sleep. You take some of that stimulus with you when you fall asleep and the last thing you need right now is stimulus. Don't get me wrong, I'm not against TV before bed... I'm certainly a culprit. Sometimes there is nothing like a grisly Criminal Minds episode just as I'm dozing off. But in times of "stress with a capital O," we have to be particularly gentle and mindful with ourselves. Play music or ambient sounds as you fall asleep. Nothing with lyrics... again,[link widoczny dla zalogowanych], beware the stimulus. I'm partial to rain sounds or Tibetan bells. But you have to find the sounds that work to soothe you. And don't worry if you don't fall asleep immediately. Just the process of putting your body into this state of peace has a restful and restorative effect.
Let's talk about good and bad stress. Yes, some stress is actually good for us. It keeps us motivated and moving toward goals and dreams. It keeps us on our toes when are threatened in the world. It keeps us productive and prevents us from dropping the ball on our real-world responsibilities. You know you're experiencing "good" stress when you can identify the concern ("I have to find a job in order to pay my bills and keep a roof over my head and food on the table") and you are able to take steps toward an action or plan that might actually help the situation (such as write a resume, do an online job search, etc.). There is a sense of accomplishment... a sense of control (albeit elusive) over a situation which has us feeling that we have some control over life, which whether or not that is ultimately true, can give us a sense of power and safety.
If you're having physiological symptoms, it's time to see your medical doctor. But also find a good therapist in your area. We're good at navigating the layers of distress that come with "stress with a capital O."
Review what is on your plate: If your "to-do" list is anything like mine, it's off the charts. No mere human could accomplish that much. So right there,[link widoczny dla zalogowanych], you and I have both set ourselves up for failure. And failure leads to negative self-talk which leads to stress which leads to... you get the picture. First, I stopped calling my lists (mental or physical lists) "to-do" lists. My lists are now "reminders." Because if it's not on a list, in my world it doesn't exist. I consult my "reminder" list each day and I do an inventory: What absolutely needs to be done today? What needs to be done right now? Is there anything that can be put aside for another time? I know the laundry needs to be done, but can it wait? Just for a day or two? Reset your priorities, and then reset them again.
This makes a great argument for stress management, a term that has become almost cliché. There are classes and workshops and weekend retreats all dedicated to this catch-all for life's difficulties. They're not wrong. It is absolutely crucial for us to learn to bring our minds and bodies back into balance. But there are simpler ways to start:
Practice positive thinking: That's right... practice. It's natural for us to accept our thoughts as if they are absolute and true. But thoughts have a life of their own. And if we just accept them, then our thoughts are running the show. Believe it or not,[link widoczny dla zalogowanych], we get to decide what our thoughts will be. So check your thoughts. What are you telling yourself? What messages are seeping into your subconscious that you haven't approved? Practice turning those negative thoughts into thoughts full of hope and possibility.
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We have talked about your compelling and authentic message and what impact you want to have, so the next question is, who do you want to have this impact on? In other words, who is your target audience?
A similar and more personal story occurred when I was 37 years-old. My friend and I went shopping to buy my 12 year-old niece a birthday present. We walked into a clothing shop and noticed a Sales Associate approaching from the right. At the same time,[link widoczny dla zalogowanych], another Sales Associate was approaching from the left. Before either reached us, the woman at the back of the store yelled (and I mean yelled because she was about 20 yards from where we were),[link widoczny dla zalogowanych], "How can I help you?" The woman on the right began telling us about the "buy one, get one free" sale that expired the next day and how the particular sweater she was holding would look good on my friend and the woman on the left looked at me (an overweight and very jolly looking gal) and said, "Your sizes are over there". Each person made an assumption about why I was there and none of them were right. Further, the horror of being pointed towards my size when I wasn't even shopping for me was horrendous. These Sales Associates had an impact and lost a sale. In order to have an impact and gain a sale - educate people on what you do instead of trying to sell to them.
So how do you educate people in what you do? It is simple! Meet with people and ask them about their business,[link widoczny dla zalogowanych], how they got into it and what their goals are. By simply observing what they say and how they say it is a true indication on how passionate they are about their business. If time permits during this meeting, ask for permission to share your business. If it doesn't, set up another meeting at a later time and share as though you are sharing information and not as though you are giving them a "limited time offer" promotion. Listen for what they say and whether they connect to your message and finally, determine whether they are in your target audience. If they are, make a note to follow-up in a month or so and if they are not, follow-up with them in 6 months. Either way,[link widoczny dla zalogowanych], reconnect with them and re-discover if anything has changed.
For simplicity sake, I will use the KISS (Keep It Simple Silly) model. Try this: Before attending the next networking meeting or event - do your research. Is the group primarily men or women? Is the group purpose for networking or socializing or both? By now, you are probably asking why these questions matter and how this is considered simple. If you sell makeup, find a group that is primarily women to start networking with. If you fix computers, network with those who use computers. If your product or service only caters to men, then find a group that is primarily men. If you sell health and fitness products, find a group who loves the outdoors. Note: This is just a place to start. This doesn't mean that others won't buy from you. I hear from my clients on a regular basis about how tough networking is and how they dreadfully hate it. As my clients look back,[link widoczny dla zalogowanych], they simply discover they are networking with the wrong group...so they don't do it at all. Not networking at all is like saying, "I have nothing to offer people" and not networking at all doesn't help you increase sales. Having the right message + the right target audience = opportunities. In other words, knowing what to say and who to say it to and how to say it (covered in Principle #3 below) gives you more exposure, more clients, more referrals, and more sales. So how do you get this? It is by knowing who you want to do business with. Here is an example of someone struggling to articulate his target audience:
Have a Message-Know Your Audience-Educate Your Referral Sources.
In this case Jim has a much narrower field then Amber did in the above story (anyone with hair), but it still left me as his potential referrer digging for information in my brain about who might have a garage. To develop a clearer and more refined target audience, Jim could have said, "A good referral for me is someone who lives in the Birchwood Pines development that was hit by the hail storm last week." This narrows his audience and gives his potential referral sources (me and the others in the group) a person to keep an eye out for when referring. Jim eventually refined his message and articulated his target audience to the networking group and is now positioned to tell another person what he has to offer. Business owners typically do this in one of two ways. "Pitchy" or "Educate".
Finally, we as business owners experience change through the years. Using the Have/Know/Educate model can help us navigate through these changes. Having a compelling and authentic message - delivered to an audience willing to hear it - in a manner that is for educational purposes can increase your clients and ultimately your business.
By Ann Boland
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Did this example leave us feeling excited about doing business with them? Did it set them apart from other Salons? No, it left us with a bunch of items we could have read off their menu of services. The only clear message here was they offered the same thing as the Salon down the road and they don't say "oops". What is missing is their message? What is the compelling reason for which they are in business? Where is their passion? Finally,[link widoczny dla zalogowanych], was it authentic?
Imagine you've just walked on to a Used Car Sales Lot and are looking for a reliable car for your 76 year-old mom. The salesman walks over and without asking how he can help, he immediately points towards the red Ferrari which just arrived the day before and says, "You would look great in that car". That phrase is wrong on so many levels - but I'll name two. He assumed I was looking for a car for me and he never asked how he could help, he just started thinking he knew best and why I was there.
This is an actual example of someone I met who was trying to give their compelling message to me,[link widoczny dla zalogowanych], but it wasn't authentic. To understand the discrepancies you would have to have known the person. If you did,[link widoczny dla zalogowanych], you would understand that they are only 22 years-old and the particular personal development business they were referring to had only been around for just over 3 years. If she had been on Wall Street "for years" and then discovered this business and had been in it "for years", my guess is she would be a bit older. I believe that age doesn't usually matter; however, the message does and this particular message did not seem authentic. Authenticity in your message is what attracts potential clients to you. They want to know that what you have to offer is something they can use. Trust me when I say potential clients are brilliant people and they usually know what they need and they are willing to get a second opinion if they feel they are being scammed. Knowing this, decide what impact you want to have on your clients right now. Do you want the "scamming impact" or the "authenticity impact"? I choose authenticity every time.
Principle #2: Know Your Target Audience. When I was first asked who my target audience was, I panicked. After all, my target audience should be anyone who is breathing because I didn't want to limit my scope of people. Truthfully, I did not have a target audience because I did not know my message and I was using "not knowing it" as an excuse. There are two very specific reasons for knowing your target audience: 1) So I know who to share my message with and 2) so others know who (what audience) to refer to me. It is as simple as that.
Hello, I am Amber with Cuts R Us Hair Salon in Burnsville. We offer cuts, perms, colors, extensions, foils, treatments,[link widoczny dla zalogowanych], shampoos, conditioners, blow dryers. A good referral for me is anyone with hair. I am Amber with Cuts R Us hair salon in Burnsville where we never say "oops" when we cut.
I network with a plethora of business owners who are attempting to grow their businesses by increasing their sales and client base. Before every meeting I observed (as a new person to the group) their interactions with others in the room. Admittedly, they were networking but it seemed more "buddy-like" than "business-like". In other words,[link widoczny dla zalogowanych], the focus seemed to be on how their child's recital was or who won the Viking's/Packer's game and why. Is this really networking? Fast forward 20 minutes into the meeting when it came time to give a 60-second snapshot or commercial about what they do as a business owner and who a good referral would be. They couldn't articulate it. In fact, I was quite embarrassed for them. If business owners want to increase sales,[link widoczny dla zalogowanych], they must follow the Have,[link widoczny dla zalogowanych], Know, Educate principles.
Principle #3: Educate Your Referral Sources. After you have refined your message and articulated your target audience you have an opportunity to build your sales force - even if you are the only employee in your business. Referral Sources are ANYONE who you talk to about your business and people choose to do this in one of two ways. They either talk about their business from the "Pitchy" perspective or the "Educate" perspective.
I am Jim and I work for XYZ Garage Door Company. I do estimates, remove/replace doors and take care of disposal. A good referral for me is anyone with a garage....
Hello, I am Sarah. I sell PDP Personal Development Products that everyone should have. I am trying to build my team so if you know of anyone who wants to join me and make millions, retire early, spend more time with their kids, travel often and have it all then call me. I was stuck in a dead-end job for years on Wall Street and knew I wanted more. I was broke, in debt and couldn't pay my mortgage. I discovered PDP and my life has changed forever and your life can too. I've been in this business for years and have made a lucrative amount of money doing it.
Principle #1: Have an authentic and compelling message. Emphasize the reason you are in business and why. Give people a compelling reason to purchase from you instead your competitor. Articulate what sets you apart as you deliver that message. When delivering your message, do it eloquently and flawlessly. Not like this next example:
Hello, I am Bob. I've been doin' this for 5 years. Oh yeah, I should probably tell you what I'm doing. I am a Handy Man. I do just about anything except for painting and plumbing. If you know of anyone I can help, just let me know.
Earth to Bob! You can help me by telling me what type of work you do, who you do it for, whether you are licensed or not and the list goes on. Bob misses an incredible opportunity here by not giving us any indication of what types of work he does. Missed opportunities mean missed dollar signs for Bob.
One final example of a "message gone bad" is from Sarah. She has several compelling reasons to join her team and purchase her product; however, it's not authentic.
So what do these principles have to do with growing your sales and clients? It has become painstakingly clear that many businesses (or folks representing someone else's business such as an employee or partner) do not know how to tell someone what they do or what they sell. Often times they compile about 10 different product or service references in a 60-second commercial but don't say anything about the product or services, the benefits or frankly anything passionate about their business. Here is an example (names have been changed for the purpose of this article):
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