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21 November 2012 South Africa and Turkey should renew their efforts to increase trade following a drop in commercial activity between the two countries, says Trade and Industry Deputy Minister Elizabeth Thabethe. “Trade between South Africa and Turkey decreased from R10.6-billion in 2008 to R5.1-billion in 2009 and further to R4.9-billion in 2010 mainly due to the global economic crisis,” Thabethe told a business seminar in Istanbul on Tuesday. Thabethe is in Turkey on a four-day outward selling and investment mission, accompanied by a business delegation made up of representatives from South Africa’s energy, mining, jewellery, infrastructure, clothing and information and communication technology sectors. The deputy minister said that in spite of the prevailing global economic climate, the two countries should think outside the box to reverse the trend. “I am hoping that the businesspeople from Turkey and South Africa that are here today will work together to ensure that this trend is not only arrested, but it is actually reversed by taking advantage of the myriad trade and investment opportunities available in both countries.” The two countries had similar characteristics, with an advantage in terms of their location, the minister said.l “South Africa is located as the gateway to the African Continent, with Turkey in the Middle East neighbouring various European Union states. This is one advantage that should be used maximally by our businesspeople. “Surely, there is certainly greater room to grow the volume of a two-way trade and investment between South Africa and Turkey.” Turkish Deputy Minister of Economy Mustafa Sever said South Africa was one of the world’s success stories and was brimming with opportunities that Turkish businesspeople could explore in partnership with their South African counterparts. During the South Africa-Turkey Business Forum held in South Africa in October, Economic Development Minister Ebrahim Patel said the two countries played pivotal roles in the development trajectory of the globe. “The two powerful nations that are critical to the development of the world should be trading more with each other and should be investing more in each other,” Patel said. South Africa and Turkey are both members of the G20. Source: SANews.gov.za
There were risks in publishing a book with the word “closing” in the title. The word “closing” comes with some baggage. The idea makes some people think of the high pressure, hard sell tactics of days gone by. It reminds some people of the poor salespeople who clumsily tried to close them when they were buying something, not recognizing that they were selling to a professional salesperson.So far, everyone who has read and reviewed the book has found the book to be extraordinarily useful, except one reviewer on Amazon that set the book down and didn’t read it. But a few people have expressed their skepticism to me over email and through the contact page here, wanting to be reassured as to why they should buy the book.Let me resolve any concerns you may have about The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.You believe it is a rehash list of closes like those in every other book with closing in the title. There are no closing techniques from old books on sales in this book. Not one. None of the commitments that are covered in this book have cute or funny names, like the doorknob close (whatever that is). None of them have the name of a dead Founding Father, nor are they tie downs or other forms of manipulation. Instead, there are 10 commitments that you must help your client make, and some ideas about why and how to have those conversations.You believe that closing means that you have to somehow compromise your integrity. Nothing could be further from the truth. You should never have to use force, coercion, manipulation, or tactics like tie-downs to gain a commitment from your client. There is no reason to do anything that subtracts from trust. You will not find anything in this book that would require you to compromise your character or integrity. That would be at extreme odds with what I believe and what is in the book.You are not sure it is consultative in its approach. This book is exactly that. It’s a guide to being consultative and helping your client make real change. The 10 commitments, like exploring change, collaborating on solutions, and building consensus are part of what makes one consultative. The approach is one in which you will actually become even more consultative.It sounds a bit old school. I know. I agree. The word “closing” does sound old school. I liked “commitment-gaining” better, but we were afraid people wouldn’t know exactly what that meant. We also suspected that some sales managers and sales leaders who want deals to close would be attracted to the title, as some surely have been. This book is 100 percent new school, and you will find nothing in this book that matches any old school book on closing. It’s a book for the 21st Century, not the 20th.You don’t how it will benefit you personally. You know how you wish your dream client would take the next step with you, moving forward in the process and deepening the relationship and your ability to serve them? You know how sometimes they refuse to do some of the things they need to do, causing both of you challenges in moving forward? You know how you sometimes wish you knew how to handle those conversations in a way that helped both of you deal with the tricky conversations? This book is exactly that.If you pick up the book at Amazon.com or Barnes & Noble, email me your receipt so I can send you the workbook to help you make it immediately actionable.
Openers Davey Jacobs and Ashwell Prince shared a 147-run partnership off just 94 balls to help Warriors beat Central Districts by six wickets in their Champions League Twenty20 Group A match here today.After Central Districts opted to bat, Warriors restricted them to 175 for three in 20 overs and then chased down the target with five balls to spare at the St George’s Park.Skipper Jacobs (74) and Prince (64) laid the foundation for Warriors’ successful run-chase.With three wins in as many matches, Warriors have now virtually progressed to the semifinal, while Central Districts who have failed to win even a single match in the tournament, have been eliminated from the race for a final-four berth.Chasing 175 to win, Warriors started aggressively and reached 50-mark in just five overs, with Jacobs and Prince smashing the Districts’ bowlers.Jacobs clobbered two fours off Micheal Mason in the first over of their innings and then hit Adam Milne for a four and a six in the very next over.Pacer Doug Bracewell was then brought into attack but was proved expensive as Jacobs hit two fours and two sixes to accumulate 21 runs.George Worker and Mason tried to slow down the run-rate but skipper Jacobs was simply unstoppable as he blasted a four and a six in the eighth over to score 13 runs.Jacobs took his side across the 100-run mark by hitting a six off Bracewell in the 10th over to add to the frustration of Districts’ bowlers.Boundaries flew thick and fast as Jacobs and Prince dealt only in fours and sixes to take their side closer to target, scoring another 45 runs in the five overs to make the scoreline read 145 for no loss in 15 overs.advertisementWith no option left, Districts captain Jamie How gave the ball to part-timer Kieran Noema-Barnett.Barnett justified the decision by removing Jacobs, whose ambitious shot found Mason near the rope. Jacobs struck five fours and six sixes in his 47-ball stay.In the 18th over, Bracewell got rid off other opener Prince, who finally hold out to Peter Ingram at mid wicket.Looking for a six, Prince ended up giving a straight catch to Ingram as Districts fought back, reducing Warriors to 151 for three in 17 overs.Needing 25 runs from 18 balls, new man Craig Thyssen hit two fours and a six off Bracewell to again swung the match in Warriors’ favour.In the 19th over, Thyssen smashed a huge six and a four off Noema-Barnett to take his side inside the victory lap. But just as he was getting prepared to finish the match, Thyssen fell to Noema-Barnett.Experienced Mark Boucher then came in and completed the formalities with a huge six off Bracewell on the first ball of the last over, while Johan Botha remained unconquered.Warriors scored 181 for four in 19.1 overs.Earlier, captain and opener How cracked a strokeful 88 to help Central Districts reach 175 for three after the side were reduced to 76 for three in 10 overs.How blasted a 55-ball 88, bejewelled with 12 fours and three sixes, while Noema-Barnett (53 n.o.) and Brad Patton (24) made some useful contributions to help the Districts cross the 150-mark.Districts paid the price for their sloppy fielding and pathetic bowling to succumb to their third defeat in as many matches.Young batsman Brad Patton gave his captain able support with a patient 27-ball 24 as the duo shared 64-runs from 38 balls to take the Districts score past 50.How clobbered four fours off Theron in the second over and three fours off Tsotsobe in the third over of the innings to accumulate 28 runs.After a brief lull, How took South African pacer Makhaya Ntini to task this time, hitting him for three fours in the sixth over.Warriors introduced their experienced spinner Nicky Boje in the seventh over and the gamble worked as the off-spinner caught Patton in front of the stumps to make the score 64 for two.Patton, who was looking dangerous in the company of his captain, struck five fours in his brief innings.Mathew Sinclair next came in to support his captain, but the experienced right-hander lasted only nine balls.Botha pitched the ball in the middle which turned and found Sinclair (6) plumb in front of the stumps.Noema-Barnett, who came in after Sinclair’s departure, joined How and blasted Justin Kreusch for a six in the 14th over to keep the scoreboard ticking.Both How and Barnett accelerated in the end to accumulate 70 runs in the last six overs, mostly dealing in fours and sixes but 175 later proved insufficient.
Copyblogger posted this lovely video from Hope for Paws, an animal rescue organization. (Can’t see it? Go here.)The Copyblogger post points to why this is great storytelling:1. It’s remarkable: We get to go on a first-hand journey to save this dog – and the puppies. The iPhone trick is pretty nifty too. It’s the kind of thing you want to share because it’s different and surprising.2. It’s emotionally compelling: We identify with the mother dog’s plight, and the amazing way she is saved.3. There’s a clear call to action at the end.I agree on all three fronts. Through another lens, this is also good storytelling because there is a clear hero, something real at stake and a lesson/solution.The best part is it’s low budget. And it doesn’t matter. If anything, it adds to the authenticity.What could you film from the front lines of your work? And before you say you can’t do this because you don’t have a cause as cute as puppies or you must respect the anonymity of those you serve, get creative. If you’re a policy organization, go film the people who are the end beneficiaries of your work. If you can’t film people you help, go talk to frontline staff or volunteers about their lives and experience. Do what this video does best: Invite us into the innermost experience of your organization, and take us on the adventure it is.
Laying a great foundation for the expansion of your nonprofit’s marketing and donation efforts can help you find success now while planning long-term goals. Below is a list of priorities to help you focus your time and maximize your impact ASAP.Photo from Flickr member one tiny sparkThanking donors creatively is one of the short-term priorities you can focus on now. Consider sending thank you notes from volunteers, community members, or a person who was directly impacted by their donation. 1. Nonprofit Website Can website visitors find your donation page in 2 seconds or less? Donation buttons should be big, bold, and above the fold.Is it easy to follow you on Twitter, like you on Facebook, and sign up for your email newsletter? Give your potential donors the opportunity to take the first step in forming a relationship with you. If they aren’t ready to give today, make it easy for them to find out more about your work.Make sure your home page has a compelling image and a statement that connects your visitors to your cause. If a stranger can’t identify what your organization does as soon as they land on your homepage, you’re missing out on an opportunity to tell your story (and a possible donation)!2. Online Donation Page Do you have a clear call to action on your donation page (donate now!)?Is your online donation form easy to complete? If your donation page has too many fields to fill out it’s likely that donors will leave the page without making a donation.Don’t confuse donors by redirecting them to a donation page that looks different than your website. Make sure your brand is consistent.3. Email Lists Is there a way for website visitors to sign up for your newsletter on your homepage? What about every other page on your website?Does your email list sign up form make it clear how frequently subscribers will hear from you? Don’t promise something you can’t deliver (or send emails too frequently).Are you collecting email addresses from everyone who attends your events? Give them the option to be added to your list.Include forward to a friend and social sharing links in all your messages. Current subscribers can help you build your email list, make it easy for them to help you!4. Email Marketing Does your subject line entice readers? Those 8 to 10 words are the most important part of the message. Make sure the subject line is clear, conscience, and compelling.Is your email layout easy on the eyes? Make sure you keep the style simple with a standard headline, subheadline layout with a maximum of two columns. Don’t forget to add images that add value to the content.Is your font choice ideal? Make sure your fonts aren’t distracting and impeding readability. Stick with one font family and use the options within that family, such as bold, narrow, and italic.Are you being CAN-SPAM compliant? Email service providers will take care of these compliance issues for you but if you aren’t using an ESP consider investing in one to help you manage lists and email campaigns.5. Thanking Donors and Supporters Do you have a way to immediately thank supporters for giving a donation or signing up for your newsletter? Most ESPs and online donation tools give you the opportunity to send an automated reply as soon as an action is taken.Do you thank donors again at a later date, reporting on the impact of their donation?Do donors have a clear understanding of what you’re doing with their financial investment?Make sure to experiment with different thank you methods such as a handwritten note, a phone call, a children’s drawing, or a special thanks directly from a volunteer.6. Social Media First, define your desired outcome: Do you want to use Twitter to connect with potential donors or develop your status as a thought leader in your organization’s issue area? Or both?Can your donors easily find you on Twitter and Facebook? If they can’t find you they won’t be following you.Is your content interesting, compelling, and unique? Are you continually asking for donations and follows and neglecting to tell your story?Want a more in-depth list? Download The Online Fundraiser’s Checklist for more ideas.
Survey those who support your cause.Do they consume the information you provide? Are they subscribing to your newsletter or reading your nonprofit’s blog? Are they engaged with your social media updates? Why or why not?Understand your core supporters.Each audience is different. Once you can identify your cause’s most ardent supporters, you can work on passing them the microphone once in a while. Learn how they got involved with your cause in the first place. Do they have a personal connection? What is that connection? Do a little digging to find out.Pinpoint which stories are most compelling to your current audience.Note any trends or parallels in your current collection of messages. Do one-off appeals work best? Uplifting stories? Harrowing tales?After completing the steps above, take a look at all of your fundraising and marketing messages.Turn the most effective pieces into outward-facing communications aimed at gaining new supporters. Voila! You have vetted material that you know is helpful and worthwhile to those who care.For more social good and cause marketing news, follow Allison on Twitter. 1) Marketing from within can inform your donor retention strategy. 2) This type of marketing will give your audience the tools to communicate your message. 3) Ultimately, this will further your mission by helping you raise more money online. In my recent interview with Jay Baer on his book Youtility, we explored how companies and nonprofits can use social concepts to make their marketing focused more on helping people, and less about hyping a product or cause. Here’s an excerpt from that conversation:AM: One of my favorite parts of the book is when you describe the relationship between the youtility concept and social media. “If [your brand is] interesting and useful and helpful, your supporters and prospects will do more of your marketing for you, helping your organization work less arduously and expensively on interruption marketing in its various guises.” What are some baby steps to help those well versed in push marketing move to more of a listening role? JB: Thank you. Indeed, content (youtility) is fire, and social media is gasoline. The best first step in that process is to make sure that your employees/volunteers/donors fully understand and appreciate your useful content. Almost every organization has their target audiences for content upside down. You should be marketing from the inside out. If your existing volunteers don’t know about and love your useful content, why should brand new people? Why this is relevant for nonprofits: How to do “inside out” marketing:
2. The “Me Me Me”Some causes suffer from nonprofit narcissism. They mean well, but their messages are devoid of one key ingredient: the donor. People who support your work also want to feel like part of your team.How to avoid: Instead of talking only about the work you’re doing, reframe your communications to underscore how the donor is making your work possible. Use the word “you” more than “we”, and highlight the work of individual donors and volunteers to bring these stories to life. According to the Association of Fundraising Professionals’ Fundraising Effectiveness Survey Report, 105% of donors gained by nonprofits were offset by lapsed donors. Let that sink in for a minute: for every 100 new donors that came through the door, 105 walked out. Not exactly the growth most nonprofits are looking for.One of the best ways to improve your donor churn rate is to improve your donor communications.Here are six of the worst donor communication mistakes, and some tips for how to avoid them:1. The “One and Done”Sadly for some donors, the only “communication” they receive from the nonprofits they support is a donation receipt. Others may receive a nice thank you letter, but not much else.How to avoid: Plan a series of ongoing communications with your donors. In addition to your nonprofit newsletter, provide quarterly updates for donors on the impact of their gifts, and show what goes on behind the scenes to make it happen. Create an editorial calendar and include your donor outreach as one key component to track. 3. The “Broken Record”All too often, I see organizations sharing the same updates over and over. This is great … if you want to bore your donors. Unless you’re sharing success story after success story, your donors may wonder if you’re doing anything new or making any progress.How to avoid: This is another way an editorial calendar can help you improve your donor communications. Create a list of stories, events, announcements, and seasonal topics that are relevant to your cause—and your donors—then, plot them out on your calendar to incorporate variety in your newsletters, impact updates, and social media outreach. Stuck for ideas? Ask your donors, volunteers, and beneficiaries for their input. They have a different perspective than you and probably have some fresh suggestions. Another option: tap your board to share a short update or quote for you to use in your next message. 4. The “Word Vomit”Are you guilty of sharing too much information? When it comes to your donor outreach, is “verbose” an understatement? If your messages feel like solid walls of text, your supporters are less likely to bother reading them—and may feel like you don’t respect their time.How to avoid: In most cases, people scan more than they read. This means that short, skimmable text works best, especially online. Use a “tease and link” strategy in your emails if you have longer stories to share. To make your messages even more readable, cut any acronyms, jargon, or insider language that will leave donors scratching their heads. 6. The “Show Me the Money”You know that relative who never calls—except when he needs something from you? Don’t be that guy. When donors only hear from you when you have an appeal, they may start to wonder what happened to the money they already gave you.How to avoid: Implement a “share vs. ask ratio” in your organization’s communication. Plan to send a certain number of cultivation or update messages for every time you send an appeal.(For more donor stewardship ideas, try our checklist.)‘Fess up: are you guilty of any of these mistakes? What would you add to the list? Which communication missteps bug you the most? Share your thoughts in the comments below. 5. The “Disconnected”Do you ever feel like you’re talking, but no one seems to be listening? Most often, this is because you’re not communicating in a way that reflects what your donor wants to hear. This often happens when organizations aren’t in sync with why their donors give.How to avoid: Talk to your donors to understand why they care about your issue and what prompted them to give. Ask for feedback on your communications and let your donors have a say in how they hear from you. Try segmenting your donors by how they came to your organization, their level of giving, or by the specific programs they support. Then, communicate with them based on these parameters to make your message more relevant.
Too many steps. The more pages there are to complete, the more likely a donor is to abandon the process. Too many fields. Online usability experts generally agree that when a form includes a lot of fields, a visitor is less likely to complete it. Giving options that make a difference Too many images. Photos on your donation page seem like a good idea but can confuse and distract donors, especially when the images don’t communicate why a donation matters. All too often, nonprofits give people too many ways to leave their donation page without completing a gift, including: Too many links. Links or navigation elements that lead visitors away from your donation page increase the odds that a prospective donor will click away without completing it. I’m excited to announce that we’ve just published our most comprehensive resource featuring all of our best practices and helpful tips for building successful online donation pages. The Ultimate Donation Page Guide is 27 pages of helpful tips and best practices that guide you through the process of building a fantastic online donation page (or refining an existing page) that gets donors to give, give big, and give again. You can use this guide as a helpful resource throughout the year, or, if you’re motivated to overhaul your online giving process right now, you can use it as a step-by-step guide to thoroughly navigate every detail that will help your online donation page perform better. Too much complexity. More complex options on your page make potential donors less likely to complete your form. Here’s an excerpt: When it takes us more time or effort to do something, we’re less likely to do it at all. It’s just human nature! In other words, all that extra “stuff” = work. The mechanics of testing and tracking (and a step-by-step guide on how to do an a/b test) How Clutter Steals Donations from Your Cause A lot goes into creating effective donation pages, but that doesn’t mean a lot should go on them! Too much text. Additional text on your page requires your donor to do more work and can trigger “fine print” skepticism. This guide goes beyond just constructing a better donation page. You’ll also find: The secrets of donation page design The wonders of a great post-donation experience Constructing a Proper Donation Page Tip: Before adding anything to your donation page, ask yourself, “Will this make it easier for donors to give?” How to get more people to your donation page Optimizing special campaigns The brain science of online giving Calls to action that get results Download the guide now and let us know what you think!
Need help getting your spring campaign off the ground and maximizing your fundraising results? We’ve got you covered. Download the full 60-Day Spring Fundraising Plan and then be sure to register for tomorrow’s free webinar to get practical advice on boosting donations before your fiscal year ends and summer begins. Worried about meeting your fiscal year-end goals and encourage donors to give again before summer begins? For many organizations, a smartly crafted spring campaign can boost donor acquisition, increase donations, and support donor retention—but how do you get this done when you have no time to lose?Our newest free eBook helps you create a 60-Day Fundraising Plan that will ensure you have clear targets and a path to success. Here’s an excerpt:When it comes to campaign design, what works best for one type of nonprofit could be the wrong approach for another. To create the most compelling spring campaign that will generate the greatest impact, financial and nonfinancial, consider your unique fundraising and non-fundraising objectives, then answer the following questions:1. What would the ideal results look like?2. What are you trying to accomplish?3. What call to action would motivate your target audience?4. Whom are you trying to target?5. What do you most want them to do for your organization?6. Would a one-time donation or recurring gift raise the most funds?BudgetAs ideas emerge and evolve, you will need to establish a budget for your campaign. If you already have a seasonal campaign written into your budget, great! But, realistically, do you need more resources to create the kind of campaign you have in mind? Are those funds available? Can your board members or gift-in-kind donations, an individual donor or corporate sponsor help close the gap?ScopeOnly you can decide how big or how small your campaign should be. But it’s important to define the scope about what your nonprofit can do (and, what you can’t do) to generate the best results.1. Who will you target?2. When and for how long?3. How will you engage prospective donors?4. What communication channels will you use: direct mail, email, social media, and/or through newsletters and traditional media?5. Will it be a one-time appeal or will follow-up be required?6. What response systems will need to be in place for it to be effective?7. How will follow-up and thank-you messages be managed?8. What metrics are required to quantify the effectiveness of the annual campaign?Select Campaign Lead or TeamNow that you have the basics figured out, you will need to accept or delegate the role of a campaign lead to coordinate all that is needed to successfully launch and manage the campaign. Depending on the size of your organization’s board and staff, it may be necessary to recruit volunteers as well. If certain tasks require specialized skills or your solicitation process requires a high volume of hours and labor to effectively execute and follow-up, tap into the right people to get the job done.