The name placard in your cube might not say anything about sales, but the truth is that everyone, employed as such or not, is a salesperson at some point every single day. In the traditional sense, this could mean something like pitching your company’s solutions to a client. In the less-traditional sense, it could mean convincing your child to eat their vegetables. Yet for those two drastically different examples and everything in between, there is a constant for successful sellers: unveiling the “Why.”

Spending time and energy making prospects understand why you do what you do instead of exactly what it is you do or how you do it is not a new concept. But I’m a firm believer that proven concepts, no matter how old and frequently referenced they are, can’t be repeated enough. This idea has recently and fervently been popularized by marketer, author, and thinker extraordinaire Simon Sinek via his 2009 book, Start With Why. You can learn about him here on Wikipedia or here on his site. To begin, let me suggest that you watch Sinek’s TED talk on Starting With Why here on YouTube before reading any further. I’ll let him take care of the bulk of explaining the basics, and then will offer some ideas of my own to back this up in the real world and explore the best ways to start thinking this way and apply it to your business.

First, a little on me. After all, if I were to practice what Sinek preaches, it would follow that I explain why it is I’m writing this piece so that you, the reader, not only have a good reason to pay attention but also understand what drives me on a deeper level. So, who am I? I’m an entrepreneur in the music space. I do freelance work in the realms of copywriting, business development, and marketing for artists and industry / music-tech folks, but my main project is doing all of the above for a project I’ve been on the team for since day one called Presskit.to. In short, Presskit.to builds digital portfolios that artists of all kinds can use to represent themselves professionally when pitching their projects to gatekeepers like label reps, casting directors, managers, the press, etc. This core technology is also applicable to larger entertainment industry businesses and fine arts education institutions in enterprise formats, and solves a variety of the problems they’re facing.

Not interesting? I don’t blame you for thinking so, if you did. That’s because I just gave you a bland overview of what we do, instead of why we do it. What if, instead, I told you that myself and everyone I work with is an artist of some sort and believes that the most important thing you can do in life is create; that our technology exists to make creators’ careers more easily sustainable. Or, another approach, that we think the world is a better place when artists can make more art, and that because our technology was built to help artists win more business, we’re trying our best to do our part. Only you can be the judge, but I think that sort of pitch is more compelling. It touches on the emotions responsible for decision making that Sinek outlines in his Ted Talk, rather than the practical language-based reasons like pricing, technicalities, how everything works to accomplish given goals, etc. These things are on the outside of the golden circle Sinek shows us for a reason – they only really matter if you’ve aligned your beliefs with a client’s first. Otherwise these kind of tidbits are gobbledygook, and mind-numbingly boring gobbledygook at that.

Planning on a little spring cleaning and getting rid of all those old electronics? With the way technology changes so quickly, it seems like we no sooner have one new electronic piece and there’s a new one on the market that we absolutely have to have. The result is a ton of used electronics stored away. Now it’s time to get rid of everything, here are some tips on what to do with all that old tech stuff and how to do it safely.

Save on Landfill Waste

Few people really realize where their electronics wind up when they throw them in the trash or dumpster. They assume they’re getting taken care of and just forget about them. According to the Environmental Protection Agency, one of the fastest growing components of landfill waste is electronics. The unfortunate part of this is that these electronics are filled with lead, mercury and other toxic chemicals – chemicals that find their way into our soil and water.

This results in the contamination of our lakes, streams and soil. The best way to avoid this is by knowing where your electronics are going and to dispose of them safely. Contact the recycling center in your area and ask for the best place to dispose of your old electronics.

Think of Security

Our lives are filled with electronic technology, whether it’s in the form of computers, tablets, smart phones or video games. Most of these electronics allow network sharing with people all over the world. With identity theft such a growing concern, much of our private lives and personal information is entered in the hard drives of these items.

Before you dispose of any electronics, make sure the hard drives are wiped clean of all personal information. This requires more than just “deleting” files. If you’re not sure how to correctly get rid of the information, contact a professional to do this for you. Even if you have to pay to have it done, it’s a minimal expense compared to having your private information stolen.

Find New Homes for Your Electronics

Once you’ve cleaned out your electronics of personal information, they may still be worth something to other individuals. You may know of a child or elderly person who would really appreciate a “new” computer or a tablet. Someone who has never owned a smart phone or laptop may be thrilled to suddenly own one, even if they are obsolete to you.

If you can’t find anyone that wants them, consider selling them on places like eBay, Craigslist or one of the many other online auction sites. The old saying, “one man’s junk is another man’s gold” is especially true when it comes to electronics. Many people like building computers using their own parts.

Students in computer-related programs also utilize used electronics as a form of hands-on training. Most schools also take in donated computers, televisions and cell phones. Contact your electric company or school district to get information on where you can take your old electronics. You’ll be not only cleaning out your house but also helping the environment.

Related:

Cloud Computing: What It Means and How It Could Threaten the Traditional Outsourcing Model

The consulting industry is fiercely competitive and nets between $130B and $150B a year. In fact, professional consultants earn more money than many lawyers, doctors and other professionals. 

Offering free consultations is a common way for a software consultant to seize new accounts. But is there a red flag where a consultant may be giving away too many services for free? The worst scenario for a professional software consultant is to offer free services to the client and then never hear from them again once they no longer need their help. 

Although having the best intentions, many people will waste a consultant's time (i.e., client ignores or rejects any suggested approaches or solutions given by the consultant and seek the services of someone who will do it cheaper or will attempt to do it themselves). Small business owners especially can be challenging to work with. Some clients have a tendency to jump into projects before having adequate resources to finish what they have started, decide to go in a different direction midstream, while others simply don't want to spend any money when getting professional services. It's hard to believe, but some clients actually expect to receive free services for life. To counteract this notion, a software consultant can draw the line by offering free services within a promotional time frame and then begin charging a fee for services rendered after that time.

A good indicator of what a client's true intentions are is to monitor their activity within a specified period to see if their consultation activity bears fruit in the form of a contract. One big red flag is non-commitment on the part of the client. If they seem indecisive or vague about what they want it may be time to move on. Although there are times when a free consultation results in a paying client years later, who can wait that long? 

Less of Your Time is Wasted When You're Upfront

After being burned, some professional software consultants no longer give free consulting. They find that clients are much more willing to follow their advice when they have paid something. In order to close an account, a happy medium can be agreed upon by both parties involved as a way to build a long term relationship with highly qualified prospects. 

A software consultant's work, knowledge, skills and time are valuable. They can offer a potential client general solutions instead of addressing specific challenges. If a specific topic of discussion, troubleshooting session or other issue needs to be addressed, the consultant can inform the client of any upfront costs to receive a particular service if they need further assistance. Really, a free software consultation (if one is given) should be presented in a very similar way someone would hand out samples of a product at a grocery store. A professional consultant ideally wants clients to see how they can benefit using their services on a trial basis with a pitch leading to more extensive services which would only be available if they sign a contract with their firm. 

 Red Flags

Javascript has a lot of features which are often overlooked by web developers, and one such feature is the ability to have timed events. If you do not understand what that means do not worry because all will be explained in this tutorial.

Timing events allow you to write code which will execute within a set amount of time. As an example, say you wanted to display a clock on your web page. You could use javascripts' built in timing functions to make the time change every second or every minute.

Of course there are other uses for such functions, but we will stick with a simple timer which creates a dialog box with the words Hi There on it every 3 seconds, that way you can get a feel for how to work with timing.

To get started we are going to need a basic web page. Just create a blank page and add the following code in the script tags: