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Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can’t find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you couldn’t find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress:

1. Make a date with yourself for getting your act together. Plan a minimum of three hours when there will be no interruptions. Decide on a reward for yourself when you’re finished! Do anything you can to reduce your stress during the process - put on music, grab your favorite beverage, and get plenty of trash bags and recycling bins!

2. Take everything off your desk except what you must have or do. (A photograph or memento that reminds you of the reason you work is definitely OK!) Practice The Art of Wastebasketry?. Research shows that 80 percent of what you keep you never use! Tossing or keeping is not a moral issue, but it is a practical one! So how do you decide what to keep? Ask “What’s the worst thing that could happen if I didn’t have this piece of paper?” If you can live with the results of your answer, toss it or recycle it..

3. Get the right tools for your business. Half of any job is using the right tool! Put three trays on your desk: (1) In, (2) Out, (3) File. “In” is for new mail - papers you have not yet looked at. “Out” is for items that need to go elsewhere, such as the post office, or to another room. “File” is for papers you need to file outside the reach of where you sit. Eliminate paper whenever you can with electronic tools, such as a contact management program and a financial management program. If you have difficulty finding your electronic files, check out www.Enfish.com.

4. Implement The FAT System?: File, Act or Toss. Clutter is postponed decisions?. The good news? There are only decisions you can make about what to do with any piece of paper: (1) File it in a Reference File in case you need it in the future, (2) Act on it immediately or in the near future, (3) Toss - or recycle - it.

5. Create an Action Filing System. Look at each piece of paper on your desk. Is the ball in your court to do this? That’s an Action File. Action Files come in two varieties: 1) Temporary — tasks that have to be done once, and will come to an end, such as “Annual Review.” Sort these by date or by project name in your most accessible desk drawer. 2) Permanent — tasks that you do over and over again, such as “Prospects to Call,” “Calls Expected from Prospects,” “Palm Pilot Entry” “Discuss with Manager” and “Expense Reimbursements.” Keep these in a file on top of your desk for a visual reminder.

6. Create a Reference Filing System. If your existing filing system isn’t working, start over! Keep the old papers, and as you need them, merge them into the new filing system. Use a filing system program such as Taming the Paper Tiger (www.thepapertiger.com). It creates and prints a file index, as well as file labels, and allows you to automatically cross reference files. With its powerful search engine capability, you can retrieve anything you file in five seconds by using a keyword search.

Will this system turn you into a perennially “clean desk” person - unlikely! Messy desks are the natural outcome of a hectic pace. A place for everything and everything in its place - forget it, but it is half right! A place for everything means than when you want to clean up your office to meet a client, or just because you’re just sick of the mess yourself, recovering is no big deal! Some quick decision-making will clean off your desk in a matter of minutes and bring back a sense of control.

© Barbara Hemphill is the author of Kiplinger’s Taming the Paper Tiger at Work and Taming the Paper Tiger at Home and co-author of Love It or Lose It: Living Clutter-Free Forever. The mission of Hemphill Productivity Institute is to help individuals and organizations create and sustain a productive environment so they can accomplish their work and enjoy their lives. We do this by organizing space, information, and time. We can be reached at 800-427-0237 or at www.ProductiveEnvironment.com

Social anxiety disorder is characterized by a persistent fear of any kind of social interactions and the feeling of intense embarrassment or humiliation, apparently without reason. The patients of this disorder are always anxious of being judged poorly by others and as a result start avoiding social interaction completely. Whenever such people face any situation where interaction with others cannot be avoided, they suffer extreme anxiety and nervousness. In chronic cases such people start showing extreme symptoms even when they anticipate a social situation. This anxiety is manifested in external physical symptoms such as palpitations, sweating, trembling, flushing or blushing.

Sometimes it is difficult to differentiate the normal social anxiety that every individual feels to some extent from this chronic condition. Everyone has some degree of social anxiety in them, yet when such anxiety becomes so overriding that the person starts avoiding all social interactions as a result of his anxiety and the physical symptoms cause him distress beyond natural parameters, it is clear that it is a result of this disorder. Most often, close family members or friends can recognize this, since they have a better perspective of the patient’s suffering.

Social anxiety disorder can be classified into three different types. First is a performance-oriented social anxiety disorder that affects a person only when he is performing in front of an audience, as when giving public speeches, or presentations.

The second type of this disorder is a general social anxiety disorder where a person is unnaturally anxious in various social situations like parties, meetings and interviews.

The third and most chronic type is avoidant personality disorder, which is more common in males than females and starts usually at a very young age. Such people are able to make very few friends and often opt not to get married. These people avoid all opportunities for social interactions and live with a constant fear of being ridiculed and judged by all around them.

Social Anxiety Disorder provides detailed information on Social Anxiety Disorder, Cause Of Social Anxiety Disorder, Social Anxiety Disorder Symptoms, Social Anxiety Disorder Medications and more. Social Anxiety Disorder is affiliated with Anxiety Treatment.

Step 1: Get Ready - Create a foundation you can build on. This step involves prospecting and pre-call planning. Approach businesses randomly and you will: 1) Call businesses unsuitable for your magazine 2) Who don’t believe in advertising and 3) Are unlikely to advertise with you. Then appeal to them by doing homework before m contact. You will make sales more often contacting businesses inclined to advertise with you.

Prospecting

Identify the businesses most likely to advertise with you. Then prioritize them. Call your best prospects before your least likely prospects. As adverse as this sounds, many ad reps call businesses who don’t believe in advertising or are not interested in their industry or their reader. If this were so obvious to all reps, I wouldn’t be writing about it! The fastest way to make sales hard is to call the wrong businesses, and sadly, many salespeople do just this. Start off with the right prospects and save yourself a lot of time.

Your key prospects are found in these locations:

1. Advertisers in competitive publications. This most obvious source is the one you should prospect first.

2. Current customers running sizes or schedules smaller than they are in competitors or smaller than their competitors are running with you are great prospects. After all, they already believe in and like your publication. What a great place to start!

3. Advertisers who used to do business with you. Just because someone stopped doing business with you does not mean they never will again. Many will come back. Why make it later rather than sooner? Stay in touch with them. Maybe the decision maker left.

4. Advertisers advertise. Seek key prospects in other media (newspaper, radio, television, billboard, yellow pages, internet, etc.) If they meet your criteria (type of business, location, their customer is your reader), these advertisers are excellent prospects.

5. New businesses entering your market or industry. If they believe in advertising (you’ll find out easily in an initial conversation), get them early… before your competitors do.

6. Referrals are my favorite prospecting source. They are the easiest to sell! You can turn these leads into sales nearly 100% of the time. Don’t be among the unfortunate who do not capitalize on this tool.

When asking for referrals, be specific. Don’t ask, “Do you know anyone who would be interested in advertising in our magazine?” Your answer will probably be “No.” Ask if they know a specific business (have a list of your top prospects), specific type of business, a business in a specific geographical area. You get the idea. Narrow your request and you will help your customers help you.

Make sure the leads are good. Referrers must know the person they are referring well. If they say, “SoAndSo should advertise with you,” and they don’t know this person, they’re right, but this does not qualify as a referral. Just a good idea you probably already had.

Pre-Call Planning

“To me, selling begins with investing time in preparation and planning,” Donald Trump.

Determining and gathering the information you need prior to contact facilitates Getting In and helps make first calls successful.

At a minimum, know the key places your prospects advertise before you get in touch with them. Know the size ad they run, their main message, and have copies of their ads. You will learn a lot about them. For example, are they running a consistent, cohesive campaign, or is every ad different in look, content and tone? How organized is the company in their approach to advertising? This will clue you.

Who should you ask for? If your first call sounds like, “I’d like to speak to the person responsible for advertising,” you are likely to get them on the phone before you know their name. This does not make you look good. Learn who to call before getting them on the phone.

How long have they been in business? Who is their target market? Find this information and a lot more by visiting their web site or reading their ads. A new business has different objectives than one in business for decades. Does their target market match your audience?

Arm yourself with this basic information about your prospects, and you will make Getting In easier and build trust faster.

Skip this preparatory step, and you will contact many people before you find the ones who are right for you. Why would you want to do that?

Next month, will discuss Step 2: Getting In. Create Introductions that Eliminate Hurdles. Get Past Gatekeepers, Voice Mail and eMail, one of today’s biggest challenges. Get Permission to meet with you on your terms.

Jenaé Rubin is president of Sales Powerhouse, a sales and marketing consulting and training firm whose mission is to help you become #1 in your market. Jenaé is currently writing a book Stress-Free SellingTM, the 7 Steps to Successful Sales and may be reached at http://www.SalesPowerhouse.com or 954-476-0067.