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A Logical Approach to Know your Prospects
Copyright ? 2006
Your hottest prospect is someone that has just bought from
you. This is your best opportunity for another immediate
sell. The key to successfully doing this is having products
that offer solutions to problems that your prospects have.
Related problems and solutions to those problems mean
increased opportunity for sales.
How simple it would be for the cashiers at the local
discount store to suggest another product that may help
solve the customer's problem. All they have to do is notice
how the products that the customer is currently buying are
related, and be knowledgeable enough about what the store
has to offer to be able to suggest another product that
could help solve the customer's problem.
The buyer that just bought from you offers a prime
opportunity to sell again. Your products must be good,
however, and you must prove to him that your "back-end"
product will also help solve his problem.
Again, I am talking about knowing your prospects' wants and
desires. Your job isn't over once you've sold your customer
his first product. You and your employees should constantly
be striving to find out what problems your prospects have
and then proposing the appropriate solutions to those
problems.
If you are focusing on what your customer wants and are
offering him a solution to a related problem, he will not
be resistant to you as you try to "up-sell" him. He will be
grateful for your desire to help solve his problems.
Just remember- your customers are never hotter than when
they first buy. Immediately acknowledge their first
purchase and tell them how appreciative you are. Then,
offer them something else so they'll have the chance to
solve more of their problems and to spend even more money
with you!
You should look for logical product or service extensions
to offer your customers. Using the backend will turn
one-shot sales into repeat customers. Ironically, most
businesses rarely try to sell their current or previous
customers anything again. You should do it constantly.
Most businesses almost make it difficult for a prospect or
customer to buy from them. Most businesses do business from
9 to 5. This is a mistake.
You must be prepared to do business when the prospect is
ready to do business. With the technologies that are now
available, especially with the Internet, there's no excuse
for a business not to have a 24-hour phone service center.
Even a simple answering machine can work wonders if
utilized as a marketing tool.
You must be fanatical about servicing your customers and
having a positive impact on your prospects. You must focus
on their needs consistently. Think of how you want to be
treated when you do business with someone.
A Logical Approach To Discrete Math
We looked at Number Systems and counting (see It's a Binary World - How Computers Count) last time. As a quick refresher, we saw that computers are made up of many units of 0 and 1, the binary system. 1 is the highest digit possible so numbers in the computer are stored as for example 1010 or 10 in decimal. We also saw that these binary numbers can be seen as octal (8) or hexadecimal (16) numbers - in this case 1010 becomes 15 octal, or A hex.
You probably realise that the 'standard' PC code is in 8 bit bytes taking the hex system a stage further. You may also know that processors, and Windows software that runs on them, have progressed from 8 bits to 16 bits to 32 bits to 64 bits. Basically this means the computer can work on 1,2, 4 or 8 bytes at once. Don't worry if this is all Gobbledegook, you don't need it to understand how computers add!
OK now to the Math - cringe time! It's a little more complicated than last time, but if you think logically, like a computer, realising they are really dumb, you will sail through it!
We take a break here to look at a bit of math you may not have heard of - Boolean Algebra. Once again it's really simple, but it shows you how a computer works, and why it is so pedantic!
Boolean Algebra is named after George Boole, an English Mathematician in the 19th Century. He devised the logic system used in digital computers more than a century before there was a computer to use it!
In Boolean Algebra, instead of + and - etc. we use AND and OR to form our logic steps.
For example:-
x OR y = z means if x or y is present, we get z.
However,
x AND y = z means that both x and y need to be present to get z.
We can also consider an XOR (eXclusive OR).
x XOR y=z means that x or y BUT NOT BOTH must be present to get z.
That's it! That's all the math you need to understand how a computer counts. Told you it was simple!
How do we use this logic in the computer? We make up a little electronic circuit called a Gate with transistors and things, so we can work on our binary numbers stored in a register - just a bit of memory. (And that's the last electronics you'll hear about!). We make an AND gate, an OR gate, and an XOR gate
When we add in decimal, for example 9+3 we get 2 'units' and carry one to the 10s, giving 10+2=12
Remember the binary bit values in Decimal 1,2,4,8 etc? We start at 0 then 1 in the first bit position, the 1 bit. If we add 1 + 1 binary we have to end up with 10, which has a 1 bit in the second bit position, and a 0 in the first, giving Decimal 2+0=2. This second bit position is formed by a CARRY from the first bit.
To make an adder we must duplicate with a logic circuit the way we add in binary. To add 1+1 we need 3 inputs, one for each bit, and a carry in, and 2 outputs, one for the result (1 or 0), and a carry out, (1 or 0). In this case the carry input is not used. We use 2 XOR gates, 2 AND gates and an OR gate to make up the adder for 1 bit.
Now we go another step, and forget about gates, because now we have a Logic Block, an ADDER. Our computer is designed by using various combinations of logic blocks. As well as the adder we might have a multiplier (a series of adders) and other components.
Our ADDER block takes one bit (0 or 1) from each number to be added, plus the Carry bit (0 or 1) and produces an output of 0 or 1, and a carry of 0 or 1. A table of the input A, B and Carry, and output O and Carry, looks like this:-
With no Carry in:
A B c O C
0 0 0 0 0
1 0 0 1 0
0 1 0 1 0
1 1 0 0 1
With Carry in:
A B c O C
0 0 1 1 0
1 0 1 0 1
0 1 1 0 1
1 1 1 1 1
This is known as a Truth Table, it shows output state for any given input state.
Let's add 2+3 decimal. That is 010 plus 011 binary. We will need 3 ADDER blocks for decimal bit values of 1, 2 and 4)
The first ADDER takes the Least Significant Bit (decimal bit value 1) from each number. Input A will be 0, input B will be 1 with no carry - 0.
From the truth table this gives an output of 1 and a carry of 0 (3rd row). BIT 1 RESULT = 1
At the same time the next ADDER (decimal bit value 2) has inputs of 1, 1 and a carry of 0, giving an output of 0 with a carry bit of 1 (4th row). BIT 2 RESULT = 0
The next ADDER (decimal bit value 4) has inputs of 0, 0 and a carry of 1, giving an output of 1 with no carry - 0 (5th row). BIT 4 RESULT = 1.
So we have bits 4,2,1 as 101 or 4+1=5.
It seems like a laborious way to do it, but our computer can have 64 adders or more, adding simultaneously two large numbers billions of times a second. This is where the computer scores.
Next time we will get to how a computer performs more complcated operations, and it's simple!
Both Abe Cherian & Tony Stockill are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Abe Cherian has sinced written about articles on various topics from Prospects, Marketing and Business Plan. Abe Cherian is the founder of Multiple Stream Media, a company that helps online businesses find new prospects and clients, who are anxious to grow their business fast, and without spending a fortune in marketing and automation.. Abe Cherian's top article generates over 33100 views. Bookmark Abe Cherian to your Favourites.
Tony Stockill has sinced written about articles on various topics from Latest Election News, Prospects and Computers and The Internet. Tony is Webmaster of and a contributer to http://www.what-why-wisdom.com/ . For diagrams to go with this series of articles check out "historyofthecomputer.html" on that site.. Tony Stockill's top article generates over 33100 views. Bookmark Tony Stockill to your Favourites.
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