Categories: Marketing

Larry Craig’s Incongruency

In the movie The Usual Suspects there’s a scene where a detective is interrogating an alleged criminal.

The detective says to the suspect, “The first thing I learned on the job, know what it was? How to spot a murderer. Let’s say you arrest three guys for the same killing. Put them all in jail overnight. The next morning, whoever is sleeping is your man. If you’re guilty, you know you’re caught, you get some rest – let your guard down, you follow?”

When Larry Craig’s “difficulties” came out recently, it reminded me of that scene.

For a while, this story was all the media was reporting on. Larry Craig, senator from Idaho, was arrested after an officer investigating lewd conduct was tapped on the foot, allegedly, apparently, by Mr. Craig.

On August 8th, he pled guilty to misdemeanor disorderly conduct. He paid more than $500 in fines and fees, and a 10-day jail sentence was stayed, with one year probation.

Craig’s spokesman said it was a “misunderstanding”.

A misunderstanding. And yet, he pled guilty.

Craig later said, “I should have had the advice of counsel in resolving this matter. In hindsight, I should not have pled guilty. I was trying to handle this matter myself quickly and expeditiously.”

This is where I see incongruity with Mr. Craig:

1. Innocent people don’t plead guilty. Innocent people put up a fight if they are wrongly accused.

2. He didn’t call an attorney. This is always the first thing one does – whether guilty or innocent – when dealing with law enforcement. What’s the “quickest and most expeditious” way to handle a legal matter? Get some representation. Attorneys are like dentists… we don’t really want to deal with them until we REALLY need them, but still… this is a “really need them” situation.

3. When Craig said, “I am not gay – nor have I ever been gay,” it implies that he believes it’s possible to have once been gay and then to become ungay.

Lastly, but maybe the most incongruous of all:

4. He didn’t immediately tell his wife! Now, if I were arrested for something as preposterous as this, I’d go straight home to my wife and tell her, “Listen to what happened to me today. You’re not going to believe this.”

Then Senator Craig decided that the media was to blame.

It’s all because of the Idaho Statesman. They’ve been “relentlessly and viciously” harassing him.

The media is easily vilified and a safe scapegoat, but here with his “history” it doesn’t ring true.

Here’s where persuasion comes in. If you were in the Senator’s shoes, how could this story be framed?

Did his incongruity give him away? And what can he do to unframe himself?

Categories: Sales

Sun Mergers & Acquisitions – The Business Intermediary to Sell Your Business

Business sales and mergers are complicated and time consuming processes. As such, business owners are advised to utilize a merger and acquisition intermediary in order to sell their business under the best possible scenario, receiving favourable pricing and terms. Finding an appropriate intermediary can be a difficult and stressful process, as selling a company is one of the most important financial transactions in an owner’s life- but has the potential to offer significant returns in your transaction. Numerous elements need to be considered when searching for the appropriate professional to handle the transaction.

It is important to have a comfort level with both the merger and acquisition firm and the individual business intermediary with whom an owner of a company entrusts to achieve its transaction objectives. A reputable firm should provide high levels of attention, professionalism, service, and expertise irrespective of the size of the transaction. One notable consideration is that many firms will market their services through seminars and then charge significant ($50,000 and up) upfront fees in order to engage the business. Firms that do so receive a considerable amount of money regardless of results, and ultimately do not align their interests with those of their client.

With the complexities involved in the business sale process, it is important to exercise due diligence by asking for referrals, seeking out credentials and bios, and reviewing past transactions to ensure that the company is familiar with the industry and/or similar business model at hand. It is also a good idea to review the M&A firm’s marketing process. A business owner needs to ensure that his or her transaction will be confidential, and that the intermediary has a plan of attack for marketing the business to a large pool of qualified buyers and investors. An intermediary firm should also be willing to work with a client’s professional network of attorneys, accountants, and other key individuals to gather information about the business and assist in critical activities such as recasting financial statements.

The Principals at Sun Mergers & Acquisitions, a New Jersey based M&A firm, saw a gap in the service levels provided to small and medium sizes businesses as compared to large corporations. Sun’s niche is to provide these companies with the level of representation that previously had only been available to much larger firms. In order to do so, Sun limits the number of assignments at any given time to ensure its ability to be highly pro-active and responsive, as well as to provide a high level of attention to clients from the senior professionals in the firm. This attention starts with a detailed analysis of a prospective client, the current conditions of the market it services, and various growth and strategic opportunities that may be available through an M&A transaction. The initial analysis provides an accurate understanding as to realistic market valuation and likely transaction structure expectations. It is performed in advance of an engagement to mutually confirm that Sun’s opinion of likely valuation is in line with the client’s expectations prior to making a commitment to the selling process. Sun continues to align its goals with those of its client by employing a success based fee structure, ensuring that it receives compensation only after achieving the desired result.

Sun M&A’s track record and service oriented approach to the business sale process has led to more than 200 successful transactions among small and mid-size enterprises. For more information on locating a solid, experienced business intermediary to assist in the sale of your business, visit .

Categories: Profit

Mortgage Leads, Get Your Customer Talking

When it comes to selling mortgages to potential customers, it is important to get to know who they are and what they need. The only successful way to do this is to get them to talk to you.

When approaching a potential customer it may be hard to get the customer?s attention never mind getting them to sit down and have a good conversation with you.

Most of the time people do not want to deal with the challenge of a sales pitch of someone that is trying to sell a mortgage to them. They are not going to appreciate being bothered like this unless the mortgage product being sold meets their needs and financial situation.

If you can get and keep your customers talking to you, you might have a chance at figuring out what their needs are for a specific mortgage product you have to offer. You may also be able to talk about the different mortgage products and what they could do for them.

Getting someone to talk is not going to be as difficult as you would think.

Some people really love to talk about their work, what they do, family life and even their dog.

If you can talk to a person and introduce whom you are and then get brushed off, you may want to think about saying something like this, ? Sorry to bother you, but can I ask what you do for a living??

Usually you can get the person to open up to you and find out what they do. Once this happens you can get them to talk more and say something like ? how did you get started with that type of interesting work??

Ask them how long they have been at the same job. Once you get them motivated to talk to you, it may be easier to find out more of what you want to know. This would be their need.

The best thing now is that your customer is talking to you and you need to listen. You have to be able to lead the conversation and take it in all directions.

Listening to your customer will help you try and match up what they need with the items that you are selling. If you get them speaking to you, do not get discouraged if you do not make the sale right away. You have to keep working towards it and build up a good relationship with them.

Just remember that most people really like to talk about who they are, what they do and their interests.

Do not be afraid to ask questions and build up great relationships for your mortgage sales.

Categories: Marketing

Factors Influencing Product Sales

For anyone who is in the business of selling or trade, nothing can be more suitable than to make sure that chance for increased sales will not be overlooked. Sale equals profit so the more you sell the easier for return of investment to be achieved.

There are certain factors that influences sale and these are also considered as the elements that entrepreneurs need to value to make sure that business success will be a lot easier to achieve.

Mass media – It cannot be denied that the mass media plays a very important role on the decisions that consumers make so it will be important to make sure that it will be used to capture the attention of consumers towards a product.

Packaging – Packaging is a versatile aspect of marketing that can easily give a product the advantages that it needs. Shrink sleeve can contain all the necessary information needed for a product to be valued. A heat shrink sleeve offers enough space for a product to look appealing, to be judged right, and to be able to communicate with consumers effectively.

Buying Patterns – Consumers behave differently and it can be expected that there are seasons when product sales are at its peak and there are times when sale is low. It all depends on the pattern that people follow to consider it the perfect timing to purchase a product.

Varying needs – People have varied needs and some products are definitely more in demand when compared with others. For product sales to soar, it will be necessary to be mindful of the demands for a particular merchandize and make sure that requirements will be met adequately.

Economy – Of course, economy plays a crucial role on how a product will be appreciated by its target audience. There are times when financial standings are tougher making it more difficult for people to meet their needs and thwart away from the idea of engaging on a purchase.

There are different factors that affect product sales and it will be important to pay attention to these elements and make sure that hindrances will be eliminated to make sure that a product will be capable of bringing your business closer to success.