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Getting Stuck in the Middle – PR Pointers

From time to time, PR Works offers “Pointers” from other points of view.

The following are some pointers from our trusted colleague, Ken Cheo of Winfree Business Systems, a sales consultant.

GETTING STUCK IN THE MIDDLE

Here is a situation I encounter a lot with clients. I debrief with the client regarding a first meeting with a prospect. They tell me that the meeting went very well. They were able to generate good rapport and there was good discussion on the prospects needs which are a good fit for their products or services. The prospect said something encouraging like “I would like to do business with you” or “It sounds like you have just what we need”.

Then when I ask how did you leave it with them or what is the next step, they say something like, “They will call me next week after they bring it up in a meeting” or “They said they wanted to think about it for a while and will get back to me”.

It is easy for us as salespeople to be optimistic about our chances to make a sale and we need to maintain that positive attitude through the adversity. A seasoned salesperson would know that in a situation like this, you will not always receive that call back. In fact, many times it will be you that makes that follow up call and sometimes you end up having a difficult time getting reconnected or the project gets delayed for various reasons.

To be sure you are being most efficient with your time; you must first be able to recognize a real commitment. Then you must make sure you ask enough questions to gage their commitment so you know how much time to devote to this opportunity and when. Often times they tell me they are afraid to jeopardize their good rapport by appearing “too pushy”.

If a prospect really has a problem for you to solve and want your help, they will welcome a conversation about what needs to happen in order for them to solve it. It is when they have some hidden agenda that may prevent you from doing business with them that would prevent them from giving you a more firm commitment.

Set an agenda at the beginning of the meeting where you both agree on the potential outcomes for the meeting and if either one of you feel that you cannot do business; it is ok to say “no”. This will help create an environment where they are more open with the discussion and able to say so if they don’t see a fit.

If you do not close in the first meeting, understand what needs to happen between that first meeting and the time they will be able to decide and then get a commitment to work with you through that process. If you are not getting a genuine commitment to work towards a decision you should ask them about it.

If you want more advice about how to close more business faster and pay yourself what you’re worth, contact Ken Cheo at 508-735-5399 or email kcheo@winfree.org. Ask about the free sales workshops or for a no-cost consultation.

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As the Federal Trade Commission and state Attorney Generals crack down on scam tax relief firms, where can consumers turn to for help with their IRS and state tax problems?

NATICK, MASSACHUSETTS…

Just last month, the Federal Trade Commission shut down American Tax Relief, a Beverly Hills, California-based company that guaranteed it could settle tax debts for individuals for a fraction of what they owed. The state of California recently filed suit against Roni Deutch, AKA the “Tax Lady”, for a deceptive ad campaign that offers very little proof that the firm’s clients are getting any real-world benefit and overstates claims of winning against the IRS. Suit was also brought against J.K. Harris of Charleston, South Carolina by the state of Massachusetts in conjunction with the attorney generals from 17 other states for false and deceptive trade practices and nonperformance of work. A $1.5 million judgment against J.K. Harris was awarded to the state of Massachusetts and the other 17 states. Are these three isolated cases? Can you believe any firm that says they can help settle your tax debt for less than what you owe?

“These three firms are just the tip of the iceberg when it comes to companies claiming to be tax debt relief specialists who say they can settle your tax debt for pennies on the dollar,” said Matthew Previte, CPA, of Matthew J. Previte, CPA, PC and TaxProblemsRUs.com. “The sad part is that tax representation firms like these create a genuine distrust of any company who can genuinely help delinquent taxpayers with tax debt owed to the IRS or their state DOR.”

Previte, whose Natick, Mass.-based tax representation firm has specialized exclusively in representing individuals and businesses with IRS and state tax problems since 1997, says the real problem with companies like American Tax Relief, Roni Deutch and J.K. Harris is that they make promises to clients that they can’t possibly deliver on. Says Previte, “The simple fact remains that approximately 95 percent or more of delinquent taxpayers do not qualify to settle their tax debts through an Offer in Compromise.”

So, what options do Americans who owe the IRS or their state DORs have besides representing themselves? Previte suggests there are plenty of reputable tax representation firms out there but consumers must do their due diligence before selecting a firm, such as:

  • Avoid firms that guarantee a settlement – There are four main factors involved in settling your tax debts through an Offer in Compromise. The four factors are: (1) your current financial condition, (2) the tax law and IRS procedure, (3) your cooperation in providing the requested information needed to settle your case, and (4) the competency of the tax representation firm you have chosen. A tax representation firm that guarantees settlement is a major red flag since the first three of these factors are completely outside of their control and can change while in the process of trying to settle your tax debts causing an eligible Offer candidate to become ineligible. Meaning, you could start off as a great Offer candidate but later become ineligible due to changes in your financial condition, tax law and IRS procedures, or your failure to cooperate.
  • Use a locally based tax representation firm staffed by licensed tax professionals (CPAs, Enrolled Agents (EAs), or tax attorneys) that practices exclusively in resolving IRS and state tax problems – Negotiating with the IRS or state DOR is a unique skill set unto itself. CPAs, EAs, and tax attorneys, although they perform various tax services such as tax return preparation and tax planning, are rarely well versed in the workings of the IRS or state DORs. It is rare if they handle one tax controversy case a year. You want to work with a licensed tax professional whose firm focuses exclusively in representing individuals and business in trouble with the IRS or state DORs, with a physical, brick-and-mortar location that’s within driving distance to you so you can schedule a face-to-face meeting before engaging them to represent you.
  • Ask for references – If you don’t know anything about a particular tax representation firm, ask for references. Most will be more than happy to provide contact information for satisfied clients or conventional tax professionals (CPAs, EAs, tax attorneys) who have referred them clients. You can also research a prospective tax representation firm by going to your state’s society of CPAs web site, state bar association web site, or state society of Enrolled Agents web site. The overwhelming majority of licensed tax professionals working at any reputable tax firm will be members of one of these societies. Also, do a search with your local Better Business Bureau and state licensing board (CPAs, tax attorneys) or IRS Office of Professional Responsibility (EAs) as well as a general Google search. You would be amazed at what you can discover about your prospective tax representative online.
  • Work with a smaller firm – When it comes to larger vs. smaller firms, you are most likely to get personal attention when working with a smaller firm. Larger firms tend to assign your case to junior staff and there’s a possibility that a senior staff member might not even review your case. For many larger firms, the focus can be more on selling and collecting retainers than getting actual results. With smaller firms like Matthew J. Previte, CPA PC, the principal reviews every case.

“It makes perfect sense that somebody carrying a huge tax debt would turn to one of these tax representation firms for help with their IRS or state tax problems. What you don’t want is an additional problem, like wasting precious dollars on a tax representation firm that makes promises it can’t keep,” said Previte. “By doing a little research before handing over a retainer fee, you prevent your hole from getting any deeper and can feel rest assured you’re taking a positive step forward in resolving your IRS and state tax problems.”

For more information on Matthew J. Previte CPA PC, please visit www.TaxProblemsRUs.com. To schedule a free confidential consultation, call 877-259-8200.

About TaxProblemsRUs.com and Matthew J. Previte, CPA, PC

TaxProblemsRUs.com is the official Web site of Matthew J. Previte, CPA, PC, a Massachusetts tax firm representing individuals and businesses before the Internal Revenue Service and state taxing authorities. Based in Natick, Massachusetts, Matthew J. Previte, CPA, PC has been representing both individuals and businesses with tax problems for over 23 years. To schedule a free confidential consultation, call 877-259-8200 or, for more information, visit www.TaxProblemsRUs.com.

As the Federal Trade Commission and state Attorney Generals crack down on scam tax relief firms, where can consumers turn to for help with their IRS and state tax problems?Read More

Victoria Hancock Named Master Colorist at Makeovers Salon & Spa of Easton

Victoria Hancock, Master Colorist

Makeovers Salon & Spa, one of the largest salon and spas in Massachusetts, located at the Marketplace Mall in Easton, has recently named Victoria Hancock as Master Colorist. Ms. Hancock is currently accepting new clients.

Ms. Hancock has more than 25 years of experience as a hair stylist/colorist and has spent the last 10 years specializing in color. Makeovers Salon and Spa has appointed Ms. Hancock as the salon’s Master Colorist and her specialties are corrective color, single processes and multiple technique foiling.

Previously, Ms. Hancock was a colorist for Andree Robere Salon & Day Spa for six years. Prior to that, she was a stylist/colorist at Paul Joseph’s Image Group. She obtained her education at Costin’s RI Academy of Beauty Culture and frequently attends hair color training and conferences to learn the latest, state-of-the-art techniques.

Sharing her knowledge of today’s hottest hair trends, Ms. Hancock noted, “For the fall season, warm, autumn color tones such as golds and coppers are in. Peek-A-Boo highlights are all the rage now because they give clients color longevity and options. These highlights go underneath the top layer of the hair and essentially last longer because they are not at the crown and you don’t notice them growing out. Peek-A-Boo highlights are very versatile and clients who love to change their hair color frequently, love these highlights because they allow for a tonal change as often as every 4-6 weeks.”

“As our most experienced colorist, Victoria is a truly valuable member of our team. She brings a wealth of knowledge to the table; clients adore her and and it is an absolute pleasure to work with her,” said internationally renowned stylists and salon owners Edward and Norah Blum.

Ms. Hancock resides in Raynham.

About Makeovers Salon & Spa

Makeovers Salon & Spa is owned by the internationally recognized, award-winning designers Edward and Norah Blum. As one of the largest salon and spa in Massachusetts, Makeovers Salon & Spa is a 13,200 square foot “paradise” with 26 styling stations, nine large treatment rooms and a staff of more than 80 providing hair styling and coloring; nail and spa services. Makeovers Salon & Spa has been honored 15 times with “First Place Reader’s Choice Award” in all beauty categories.

Makeovers Salon & Spa designers travel to New York for training in the latest color and cutting techniques each Spring and the salon frequently hosts renowned international guest trainers. Services offered at the Day Spa include facials, laser treatments, massage, manicures/pedicures, wraps, body treatments, waxing, reflexology and aromatherapy. Their line of high quality products include G.M. Collin and Glymed Spa products, Glominerals Makeup and Wella, Sebastian, Rene Furtier, Alterna and Icon hair care products.

Makeovers Salon & Spa is located at 574 Washington Street in Easton, MA. For more information, visit the website at www.makeoverssalon.com or contact (508) 238-1211.

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Your bathroom as the new living room

ORLANDO, FL…

In the modern home, our bathrooms have transformed from a room of necessity to one of luxury – a place where we can rinse away the stresses of the day and relax in peaceful tranquility. The popularity of bathroom remodeling has followed this shift toward lavishness in a variety of ways.

Homeowners have added hot tubs, saunas, steam rooms and other features to create more of a home spa where they can unwind at the end of a long day.  According to DirectBuy of Orlando, the leading home improvement and furnishings club, that trend has led homeowners to take a closer look at the design of their new “living room.”

“It’s quite natural that when you spend more time in a room, you’re going to want it to be pleasing to the eye and functional—even if that room is the bathroom,” said Brian Cohen, owner of DirectBuy of Orlando. “When you’re talking about creating a bathroom/home spa, that’s even more important. That’s why homeowners should take a step back and consider their options when planning a dream bathroom.”

When it comes to creating their dream bathroom, most homeowners want features they’ve seen in their favorite hotels while vacationing or on home improvement shows. Those can include:

  • A separate tub and enlarged shower area, as opposed to a shower stall, with enough space so there’s no need for a shower curtain.
  • Drawer space in the sink vanities, even as part of the bathtub; reducing clutter-driven anxiety.
  • Warm, neutral colors and earth tones to create a calming, natural atmosphere; utilizing stones like granite and bamboo can foster this effect.
  • Plenty of natural lighting, if possible; halogen bulbs are another alternative that can help to create a soft lighting effect.
  • Radiant, heated floors.
  • Multiple body sprayers for the shower or rain showerheads, which as the name indicates, simulate rain.
  • A steam bath within the shower area to save space.
  • Drying area within the shower space
  • Separate room or partition for the commode.

The cost of creating your “dream bathroom” can vary, ranging anywhere from $15,000 for the cost-conscious to $50,000 or more. While either end of that spectrum might seem exorbitant depending on your budget, bathroom renovations have slowly crept up on kitchen renovations as the home improvement most likely to recoup costs at resale. In fact, Remodeling magazine’s 2009-10 report suggests major bathroom remodels will recoup 71 percent of the costs, to 72.1 percent major kitchen remodels.

“While most people don’t create their dream bathroom for their home’s next owner, it certainly is a nice extra to know it can dramatically improve the value of the entire home,” adds Cohen.

DirectBuy offers everything you need for your dream bathroom—hot tub, showers, flooring, vanities, etc.—at wholesale prices direct from the manufacturers and their authorized suppliers. In addition, DirectBuy also employs product specialists and designers, so if you’re stuck for ideas, you have professionals at your service who can create the look that works best for you and your family.

Since 1971, DirectBuy Club has helped consumers enjoy enormous savings on home furnishings, home improvement items, entertainment and outdoor products, flooring, and accessories, by providing an avenue to purchase directly from the manufacturer. Conveniently located at 502 Sunport Lane, Suite 400, in Orlando, DirectBuy of Orlando offers consumers a comfortable, welcoming setting where they finally have the financial control of buying direct.

For more information on a DirectBuy Club membership, visit directbuy.com.

About DirectBuy Club

For more than 39 years, DirectBuy Club has been showing thousands of consumers unparalleled ways to save as they shop for virtually everything for in and around their homes – from furnishings, home improvement and flooring, to entertainment and outdoor products, accessories, and much, much more. With more than 150 locations in North America, DirectBuy Club offers its members access to more than 700 brand-name manufacturers or their authorized suppliers in the US, and more than 500 brand-name manufacturers or their authorized suppliers in Canada.

Consumers interested in seeing DirectBuy Club’s savings, service and selection up close may obtain a Visitor’s Pass to attend an Open House by visiting directbuy.com or directbuycares.com.

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Chocolate on the Pillow!

What are the little things you do to differentiate your business?

I remember returning to my hotel room after a very long day at a trade show and finding a gold wrapped chocolate on my pillow. What a treat. And I mentioned it to others.

What can your business do to differentiate itself? To ingratiate itself? To create the “Hey, Martha” effect?

King Collision shows photos of the status of your car as it gets repaired.

HR Knowledge puts your name up in lights on their electronic welcome board when you visit.

Champion Cleaners Ziplocs and pins the spare change I leave in my sports jacket.

Taylor Hardware insists on having a clerk carry heavy objects to your car.

Boston Magazine provides advertisers with a framed copy of each ad.

Tracy Motors surprises you with a lavish gift upon delivering your new car (No, I can’t ruin the surprise. You’ll have to buy a car. Or two.)

None of these examples are particularly expensive. Or time-consuming. But they demonstrate an attention to detail. An effort to add an extra touch of luxury and caring.

Brainstorm with your staff and marketing group to determine your chocolate on the pillow.

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Old Colony Elder Services Announces “Stress & The Caregiver” Seminar on November 4th

Old Colony Elder Services (OCES) will hold a “Stress & The Caregiver” seminar on Thursday, November 4th at 7 p.m. at the Kingston Public Library, 6 Green Street in Kingston. OCES is an Aging Services Access Point headquartered in Brockton and serves seniors and caregivers in 23 towns south of Boston.

This free “Stress & The Caregiver” seminar will be led by Rochelle Sugarman, Family Caregiver Support Program Supervisor at OCES. This seminar offers education and guidance to help caregivers better manage stress.

To RSVP or for questions, contact Rochelle Sugarman at 508-584-1561.

About OCES
Incorporated in 1974, Old Colony Elder Services is one of 27 private, non-profit Aging Services Access Points (ASAPs) in the Commonwealth of Massachusetts. OCES offers a number of programs to serve seniors, individuals with disabilities, their families and caregivers such as Family Caregiver; Adult Family Care; Supportive Housing; Nutrition; Money Management; Protective Services; Home Care and more.

OCES offers these programs in the towns of Abington, Avon, Bridgewater, Brockton, Carver, Duxbury, East Bridgewater, Easton, Halifax, Hanover, Hanson, Kingston, Lakeville, Marshfield, Middleboro, Pembroke, Plymouth, Plympton, Rockland, Stoughton, Wareham, West Bridgewater and Whitman.

The organization’s mission is to provide services that support the dignity and independence of elders by helping them maximize their quality of life; live safely and in good health; and, prevent unnecessary or premature institutionalization.

In 2009, OCES was honored with the Metro-South Chamber of Commerce’s “Economic Impact Award”. The agency has 140 employees. For more information call (508) 584-1561 or visit the website at www.oldcolonyelderservices.org.

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Cape & Plymouth Business – South Shore Skin Center and Spa to Hold Cosmetic Seminar

Read more about South Shore Skin Center and Spa’s upcoming Cosmetic Seminar! http://www.capeplymouthbusiness.com/event/show/753

Cape & Plymouth Business – South Shore Skin Center and Spa to Hold Cosmetic SeminarRead More

aNetworks Relocates to Norwell – Open House to be Held on November 18th

aNetworks, a leading provider of outsourced IT management has recently relocated from 160 Old Derby Street, Suite 112 in Hingham to a new 3,000 sq. ft. office located at 101 Longwater Circle, Suite 100 in Norwell.

aNetworks will hold an Open House at their new location on Thursday, November 18th, from 5 to 8 p.m. IBM’s Chris Guba is set to reveal the newest IBM servers and show the IBM demo “Virtualize or Die” during the Open House.

Refreshments will be served. RSVP to www.anetworks.net/events.asp or by calling aNetworks at 781-871-0709 and asking to be registered.

For more than 13 years, aNetworks has been providing IT solutions to companies throughout New England. As a complete IT solution provider, aNetworks specializes in full service programs for small and medium-sized businesses. Service plans include a fixed fee option that never fluctuates regardless of how many service calls their clients may have.

About aNetworks

aNetwork offers Solutions that include: aWatch, aManage, Backup with Disaster Recovery, Email Filtering, Email Encryption, Network, Desktop and Server service and support. The goal of aNetworks is to provide top-notch service while proactively managing, securing and improving on their networks to keep IT problems at bay. aNetworks is located at 101 Longwater Circle, Suite 100 in Norwell. For more information, visit their website at www.anetworks.net or call (781) 871-0709.

aNetworks Relocates to Norwell – Open House to be Held on November 18thRead More