Four Things to Know Before Your IPO

Four Things to Know Before Your IPOFour Things to Know Before Your IPOIt is common sense than an uncertain global economy slows IPO activity, and yet, the IPO pipeline is at near-record levels.In the U.S. market alone, there were mora than 270 IPOs priced in 2014, up 23 percent from the prior year. And total proceeds raised reached more than $85 billion, an increase of 55 percent compared with 2013.My colleague Steve Hobbs, managing director of Protivitis Public Company Transformation solution, says that 2014 was one of the strongest IPO years in the last decade, fueled by legislation such as the JOBS Act, which was enacted in 2012 to help ease regulatory burdens on emerging growth companies.The IPO appeal is immense. But what companies dont know about the process can drive an offering off the rails in a hurry. Last November, Protiviti held a nationwide webinar highlighting key challenges and offering tips to help companies avoid common missteps. Here are some highlights from the dis cussion.Challenge 1 Investor RelationsMany companies underestimate the amount and intensity of preparation required, especially regarding the growing demand for transparency from regulators and shareholders.Just how much is required? For Barracuda Networks, provider of cloud-connected security and storage solutions, the time from IPO process launch to its first public call in January 2014 spanned eight months.The journey to public company readiness involves a complex array of tasks, deadlines and focal points that require significant time, effort and attention throughout the organization.Among the many tasks Barracuda tackled scheduling organizational meetings to educate management on operational metrics staging a test-the-waters roadshow to meet with prospective investors and obtain their feedback and even holding a full mock earnings call with syndicated analysts to practice interacting with the investment community.Challenge 2 Tone at the TopSetting the proper tone at the top t o encourage buy-in is a top priority.Public companies operate in a fishbowl of public disclosure and regulatory befolgung. Finance, at the center of IPO preparations, is usually well prepared by the end of the process however, establishing a positive tone for compliance throughout the company is the job of executive management.Another one of my colleagues, Gordon Tucker, managing director and leader of Protivitis Technology, Media and Communication Industry practice, recommends promoting compliance infrastructure not just as a system of controls, but as a tool for growth and scalability.Challenge 3 DocumentationEstablishing documented policies and procedures is critical for expansion.Beyond the initial buy-in, Tucker also emphasizes the importance of developing and documenting processes to ensure consistency and sustainability across the organization. If you want to be able to scale, new hires should be able to handle transactions according to well established and documented proced ures.Challenge 4 IT InfrastructureIt is critical to properly assess the organizations IT readiness.An organizations ability to conduct accurate, timely and effective financial reporting and regulatory compliance hinges on the strength of its applications and systems infrastructure. The topics that need to be addressed in this arena include selection and implementation of an enterprise resource planning(ERP) system and scaling of IT processes and governance. And during a time when cyberattacks routinely make headlines, it is imperative to evaluate IT security and privacy.When Protiviti meets with pre-IPO companies executive teams, we ask the CFODo you know what assets you are trying to secure?Is there somebody in your organization who is responsible for securing the enterprise?Would you know if you were breached? And if you were, would you be prepared to respond in a timely manner?If the answer to any of those questions is No, then its probably time to take a look at the IT systems from a security perspective.The four points above underscore certain of the key challenges of successfully executing an IPO. But they also show where proper preparation can boost the odds in your favor.And Ive only skimmed the surface here. For a more thorough analysis, check out the online version of our November 18 webinar titled Its What You Dont Know That Can Affect Your IPO.This post is originally fromThe Protiviti View.

Basic Job Skills to Include In a Cover Letter

Basic Job Skills to Include In a Cover LetterBasic Job Skills to Include In a Cover LetterBasic Job Skills to Include In a Cover LetterWith the current economic environment, landing a job is not easy. The job market has become very competitive. Almost everyone today has a degree certificate. Additionally, the number of people who hold a masters certificate continues to increase exponentially. It is common to find yourself applying for the saatkorn position with someone with several academic credentials. Therefore, you need to know how to design your application documents, in order to catch the eye of the recruiting officer.What Should You Include in Cover Letter?A cover letter is the first document that the recruiting officer uses to assess your skills and expertise. Therefore, it should be professionally done, to increase your chances of being invited for the interview. It is a question of standing out from the other applicants and demonstrating to the hiring manager that you are fu lly proficient for the job, even before you are invited for the interview. So, what should you include?Basic SkillsYour cover letter should demonstrate your basic skills. Basic skills include aspects such as writing, listening, speaking and performing arithmetic. The design of your cover letter needs to clearly show that your writing skills are top notch. This does not mean that you have to be a professional editor while applying for an engineering job. No. You only have to demonstrate that you can communicate your thoughts clearly and concisely.Your organizational skills will also be evident in the cover letter. The way you present your cover letter speaks volumes of your organizational skills. Therefore, take your time to understand the job description and apply using easy to understand and clear language. If you face difficulties, you can always enlist the services of a professional resume writer.People SkillsPeople skills allow you to mesh well with others, without friction or c onstant misunderstanding. Every manager wants a kollektiv player. Therefore, in your cover letter, ensure that the following are clearly listed. Social skills Respect for others feelings and only involve yourself into their affairs at the appropriate time. You also take an interest in what they say or do. Negotiation skills With good negotiation skills, you are able to present your arguments and facts in a mature way, while giving others a chance to state their positions. You are also able to come up with means of solving a conflict using reasonable compromises Cultural diversity Todays workplace is culturally diverse. Therefore, you need to demonstrate that you can comfortably work with people from different cultural, social and religious backgrounds.Thinking SkillsThinking skills refer to your creative side. It is the ability to solve problems, make decisions and stand by them, visualize scenarios and know how to reason properly. Thinking skills include creative thinking, decision making, problem-solving, reasoning, visualizing and knowing how to learn.Personal Attributes QualitiesThese are also classified as skills. Personal attributes include aspects like responsibility, sociability, self-esteem, and self-management. They all play a huge role towards building your character.Bottom LineIf you use the above skills in your cover letter, you greatly increase your chances of landing an interview which might lead to the job of your dreams. If you are still unsure where and how to include these skills, just hire a resume editing serviceand you will have a professional cover letter.

Three Ways to Turn a Phone Interview Into a Job Interview

Three Ways to Turn a Phone Interview Into a Job InterviewThree Ways to Turn a Phone Interview Into a Job InterviewWe all know that getting the phone interview is half the battle. Its a sign that you could be a good fit for the position, but that the company wants to screen prospective candidates in 15 or 30-minute increments. The phone interviewis an opportunity to prove that youre a good fit, but its no guarantee that youll make it through to a more substantial interview unless youre both a good fit for the job description and the companys culture. How can you prove to the interviewer that you deserve an in-person opportunity? Use the following four tips to pass the phone interview and get a full interview.Focus on the present opportunityFar too often getting a phone interview leads one to focus us on the main goal of getting a full interview. However, elend being focused in the present for your brief phone interview can cause you to appear disorganized or unfocused.Dont flash forwa rd to the job interview before you get it. As hard as it might be, focus on the phone interview rather than whether or not it might result in a full interview. Bring all your attention just to this phone interview and focus on explaining to the begehung interviewer your fit for the position. Study vocal communication skillsPhone interaction is different from in-person interaction. While in person you have your presence and your handshake, on the phone all youve got is your resume and your voice. Use the following speaking tips to convey a personable and warm connection during your phone interview Speak the interviewees name every few minutes to build rapportVary the tone and quality of your voice (be careful to avoid upspeak if thats something you struggle with)Do vocal warm ups before the call to smooth out your voiceWrite a script of answers for different questions you typically struggle with, such as Tell me about yourself.Remember to interview the interviewer, too One standby ti p to relieve pressure and increase your confidence is to focus on the fact that you are interviewing the interviewer, too. The phone interview is the first of several low-pressure chances for you to evaluate whether this is a company you want to work with and a job that will satisfy your career goals. Brainstorm questions you can ask that will help you determine if the jobs a good fit, thus making this interview a mutually beneficial conversation rather than a nerve-wracking interrogation.Follow up the saatkorn way you would for a regular interviewEven without an onsite visit the interviewer has set aside time and energy to speak with you and get to know you. Follow up the same way you would for a regular interview by sending a note via email to thank the person for their time. Sometimes you wont have access to the interviewers information due to an automated or electronic scheduling process, so finish the interview with a warm show of appreciation. Using the interviewers name, clea rly say that you appreciate their taking the time to speak with you and (if this is true) that getting to know them has given you a very warm impression of the company overall. Every interaction you have with the company is a reflection on how you will behave as an employee.As more companies try to be efficient with their time or fill positions with candidates who arent local, a phone screening interview is becoming a more natural part of the interview process. Dont dismiss it or try to skip ahead. Use it as an opportunity to show your character and indicate your fit for the position.

An Easy Way to Build Relationships With Co-Workers -The Muse

An Easy Way to Build Relationships With Co-Workers -The MuseAn Easy Way to Build Relationships With Co-WorkersIf you love learning from successful people, you already know common habits they point to, likeWaking up earlierExercisingKeeping a journalRebounding from failureBut theres another one to add to the list- that I doubt youve heard 100 times already Send birthday cards to everyone you work with.Paper Source Watercolor Balloons A2 Happy Birthday Cards, Set of 10According to Chris Weller of Business Insider, Sheldon Yellen, the CEO of BELFOR Holdings, Inc., credits writing birthday cards (7,400 annually) for building a strong rapport with his employees and contributing to a more compassionate, gracious workplace. When it you think about it, this strategy makes total sense, because in the words of Claude Silver Chief Heart Officer at VaynerMedia, people want to bring their whole selves to work, and that means sharing more than progression on a to-do list with the people around the m. But, while this may be what we want, it can be hard to connect with colleagues on a level other than Heres that part of the report you needed... No ones trying to be rude, but its easy to get wrapped up, especially if youre busy. And as one deadline rolls into the next, you realize that your work relationships all feel pretty transactional.Thats where writing birthday cards come in. First, every single one of your colleagues has one, so you dont run this risk of leaving people out. The dates may already be noted in your database or a shared worksheet, and if not, you can send an email around to your teammates asking them to share their birthday if theyre comfortable doing that.Second, take the next step and buy a box of cards to leave in your desk. That way, when someones big day rolls around, you can quickly write a handwritten note (learn more about why this makes a difference to the other person). For you, it wont be that much more effort, but to the other person, itll feel li ke you went out of your way to do something thoughtful.If youre a loss for words, just fill in this templateDear Name,Happy BirthdayI enjoyed getting to know you better over the course of project./ Im excited to work together on initiative./ I always look forward to your thoughtful contributions to meetings/our discussions of favorite team.Hope you have a great dayYour NameLike Yellen, you should notice a chain reaction. Your co-workers will know you care enough to remember them for something that isnt work-related. In turn, theyll thank you for the card, and itll open the door to discussing more than progress updates. Above all, keep in mind that this strategy can help anyone build stronger relationships. You dont have to be the CEO. In fact, as Muse columnist Erica Breuer shares, sending birthday cards is a great way for remote workers to stay connected to their colleagues, too. So, if youre looking for looking for an easy to build stronger relationships, buy some birthday cards. Let me know if you try this strategy out and if it works for you on Twitter.

Want to Know More About Functional Vs Chronological Resume?

Want to Know More About Functional Vs Chronological Resume? Functional Vs Chronological Resume - Is it a Scam? Fortunately, there are way more effective techniques of managing quirks in yur work history. Alter leaders work in companies which have a terrific deal of distinct alterations. Perhaps youll satisfy their needs. Just take the opportunity to come up with a strong functional resume. A chronological resume, on the flip side, has an established structure and can be employed by students that are employed in entry-level jobs or are recent graduates. There are two major sections. Its essential to make sure that you load the very best half of the very first page with the most effective content. At the peak of the resume is a list of a persons skills and qualifications. If youd like to see resume samples for a different business, you can view all our resume samples here. Its an organized document where the concentration is on regions of expertise rather than work experienc e. There are a lot of standard kinds of resumes you may use to submit an application for job openings. Or any section for this issue. Functional Vs Chronological Resume - Overview When there is one big rule to bear in mind as you write your resume, its that each one of the content needs to be written to be employer-centered. When do leid have any idea about both formats, it may result in a dilemma, and you might falter in the exact first step of job application. Just make sure, whichever format you decide on, which youre targeting it for the job that youre applying to. Just since its simple to find doesnt make such advice correct or updated, however. Selecting the right resume format is just part of the procedure for ultimately getting the job that you desire. When it regards the format, choose wisely When you format your resume you wish to be certain your leave enough margin space to permit for printing. Selecting the right resume format is vital if you would like to rece ive the desired job. Deciding upon the correct font can look to be an impossible undertaking, especially because there are dozens and dozens of choices out there. Customise Depending upon your career objective, you must highlight the regions of your strengths. If youre thinking of a nontraditional resume format, its even more reason you need to get it reviewed before you use it in order to apply to jobs. Functional Vs Chronological Resume Ideas Practice Interviewing Techniques Interviewing has changed through the years and should you have not interviewed in a decade or more, you will need to understand the latest. On the contrary, it focuses on the skills you have developed that fit the demands of the job for which youre applying. So, my advice to you is to learn precisely what they are searching for. The training was the huge thing. The essential weakness of a chronological resume is that it may often earn a work seeker look too commonplace if his experience demonstrates ve ry little progress over the duration of his career. If your gaps are the result of necessity, such as, for instance, a family illness, they will typically be understood by potential employers and you need to not have any difficulty offering a genuine explanation. A chronological resume is a favorite alternative for a work seeker with a sound, dependable job history. By highlighting skills in place of work history, an individual can emphasize he or shes qualified for the job. Objective vs Profile Theres a lot of debate about which is the right approach. Even a business-savvy social media supervisor sees the larger photo and understands the function of societal networking within the corporation. Use current voice simply because you arent working at a work currently doesnt signify you dont posess this skill Social media likewise gives a terrific chance for a work search.

Careerbuilder Resume Writing Reviews Options

Careerbuilder Resume Writing Reviews Options The Key to Successful Careerbuilder Resume Writing Reviews The writer is likely to make contact and start to work with you immediately Give a telephone number that you always use. You will without a doubt know that youve only 1 copy of your resume on the site. 1 special feature offered by Resume Writers Service is that if youre a returning customer, you can find any services for half off the normal price. The Argument About Careerbuilder Resume Writing Reviews Partners may influence their position on our site, for example, order in which they show up on the webpage. Resume Planet is thought of as one of the fruchtwein trustworthy sources for resumes at affordable prices. If your business announces upcoming layoffs, that usually means the organization is in trouble. If youre searching for work in your region, you should include it. Resume writing is the most crucial step in presenting your abilities and receiving the job that you desire. The website also hosts a network for employers searching for new talent. The questionnaire is used to make the very first draft of your resume. You are able to get in contact with me too for a completely free CV review. If you currently have a resume youve written yourself, you are able to take advantage of their free resume review. Still, there are lots of other aspects to take into account when writing our ResumeWritingGroup review. The Unexpected Truth About Careerbuilder Resume Writing Reviews Professional resume writers understand the significance of their work, so they are always accountable for the ideal result. The writer will contact you several times with additional questions about various facets of the resume like experience, educational background and so forth. Basically, writing skills really make a difference in the way you encounter. Resume Writing Lab is here to aid you Top Choices of Careerbuilder Resume Writing Reviews You will receive comp etent support and outstanding outcomes Our services wont only demonstrate your value as an employee to prospective organizations, theyll also convince you of your very own expert worth. Even if youre offered a severance package, it may not be sufficient to support you and your family members. A work search is a tough procedure, so candidates need professional and timely aid. Choosing Careerbuilder Resume Writing Reviews Is Simple The service of Resumarea is supplied to clients at a ritterlich price that correlates to the value of your self-presentation. Our clients get helpful recommendations and tips based on their professional life. You may also execute a web-based job search or earn a price of living comparison through its online offerings. CareerBuilder is among the most popular online resume databases out there. Its subscription fee is simply a bit higher LiveCareer, and you are able to create attractive and good-looking resumes, in spite of its absolutely free editio n. Voilanow you dont need to give CareerBuilder your email for no very good reason. While its still possible to download your completed resume in PDF format, the service encourages you to make a link which you are able to share with friends and possible employers. Maybe theres a better chance theyll be seen or perhaps its just simpler than attempting to change your resume, delete this, and re-upload it. Drew sent in his resume and got a suspiciously canned response a couple of minutes later, thus we chose to try out the service with a couple fake resumes. Be certain to cancel the 5 day trial in case you dont need to obtain an additional bill for a complete months membership.

The Biggest Myth About Free Resume Templates Online Exposed

The Biggest Myth About Free Resume Templates Online Exposed Its high-quality PSD file is completely customizable. In other words, utilizing a Cards For Veterans Template speeds up the practice of producing a winning resume and ensures that its going to stick out in the application approach. PDF documents look the exact same on every computer, which means you wont have to be concerned about any formatting inconsistencies. Contents are well-organized and simple to skim. Using our resume builder is just one of the very best ways to make sure your resume appears as professional as youre in the workplace. Creating a resume can be a difficult endeavor. Creating your resume is essential. Your resume should also contain links associated with your LinkedIn account and other similar professional websites. How it is possible to fill the vacancy of the provider. If theres a contest for a position, your CV will allow you to stick out from the crowd. As soon as it isnt likely to land y ou the job in the event the bewerbungsinterview went poorly, it can function as a tie-breaker or set you over the top in the event the hiring manager likes a number of candidates. Submit the same resume for each and every job. The work marketplace is crowded and you will need to stick out in a sea of different applicants. Because it doesnt just provides the employer a brief introduction of your but also tells that how you are able to be reached. Jobseekers with enough financial resources may decide to employ a professional resume writer to make certain that they are in possession of a very first class resume. Professionally, our resumes are often the very first impression a prospective employer gets of us. The Pain of Free Resume Templates Online There are many free creative resume templates youll be able to use, permitting you to focus your energy on everything else you have to do. Resumizer free resume creator allows you to preview your resume at any moment in the creation procedure. Get in contact with a professional resume writing company at this time and get your resume designed in only a day or two. The ideal online resume writing resource for you will be contingent on a few things including your finances, your degree of experience, and your preferred turn-around time. Therefore dont look back and update your resume that could make an enduring impression when applying for your fantasy job. Attempt now the free resume builder to update your work application and get started applying for your fantasy job immediately In the event youd like to devote the valuable time and money and begin applying for jobs at once, you can readily create or update your resume now. Another reason that youd be better off asking using our platform rather than writing it all on your own is that of the competition in the business. There are lots of people out there searching for work nowadays. Then you may end up not including some crucial places and which includes othe rs which are not that necessary. There are lots of beautiful resume templates out there, but nevertheless, it can be simple to feel as a lot of the greatest cost a ridiculous quantity of money, require special design programs in order to edit, or both.Getting the most of a resource that wont only help save you time, but is shown to elevate your opportunity of scoring a work simply is reasonable. The reason youre not obtaining a job may not be due to your work experience or your education, it might be brought on by the resume which youre sending to offices. Do not neglect to mention the role youre playing in your present job. Make certain you didnt miss whatever could cost you the job that you dream about

Finding out how much you can earn in a specific occupation will help your job search.

Finding out how much you can earn in a specific occupation will help your job search.Finding out how much you can earn in a specific occupation will help your job search.Finding out how much you can earn in a specific occupation will help your job search. If you are exploring career and education options, you will learn What different careers pay What workers earn at different levels of experience How much an occupation pays in one city or state compared to another Whether your chosen career willpay for meeting your basic needs If you are applying or interviewing for jobs, you will learn What the typical pay is for entry level to experienced workers in your field What an appropriate job offer would be for your skills and experience How to answer questions about your salary requirements Use CareerOneStops Salary Finderto find salary information for more than 900 different occupations. Alsocompare wages for your fieldfor different regions, states or view typical wages nationwide. When considering a salary offer, dont forget to think about benefits. Their value can make up almost a third of your total pay package.

7 things I learned from making a million dollars online

7 things I learned from making a million dollars online7 things I learned from making a million dollars onlineOver the last five years, Ive partally led roughly twenty online curse launches.After making over a million dollars for my clients, employers, and for friends I wanted to help, Im writing to reflect on what Ive learned along the way.This isnt a short post of quick tips. And I make absolutely no guarantees about the results youll see.But in this nearly 3,000-word behemoth of an article, I share seven of the big picture lessons that got me to seven figures.And if youre willing to go beyond skimming- to actually read every word- youll walk away with secrets Ive been mastering for almost five years.Ready to dive in?Its hard to sell courses without MULTIPLE deadlinesSome products piggyback on the natural urgencies of life. When you spill milk on the counter, you need paper towels. If youre out, youll quickly add them to your shopping list.Online courses focused on self-improvement have less built-in scarcity. Learning how to launch a business or how to write a book simply isnt as urgent as the milk on the counter.There are some exceptions, such as health-related courses after a serious diagnosis, but youll struggle to sell online trainings without a compelling deadline. You actually need a few.The question is how to create urgency without leaving money on the table. The ultimate form of scarcity is taking away the opportunity to buy the course - closing enrollment. But theoretically you can only do that once.Some people will fake closing a cart, reopen it, and then close it for real. But making this a habit can undermine the power of the deadline altogether.Discounts have a similar problem. You can only offer one in a short period of time.Thats why expiring bonuses are one of my favorite ways to create urgency. Using limited-time bonuses as incentives to act now lets you harness the power of deadlines without ending the original offer.The secret to great bo nuses is to make their value simple. Generally, people wont buy a course just for the bonus. So if you havent already sold your customer on the actual program, the bonus wont help.You need to be able to send an email that makes a compelling pitch for the training and then explains the value of the disappearing bonus in no more than a paragraph.Do this well and you can move your fence-sitters into taking action. But to get them on the fence in the first place, youll need this next lesson.Before you can sell a deadline, you have to sell the productWhen entrepreneurs are feeling insecure (or overconfident) about the value of their product, theyll focus their messaging on a deadline or a discount and forget to tell the customer why the course is worth buying.The secret to using deadlines and discounts is to sell people on your product as if no other incentive existed.Then, when your customer is on the edge of making a commitment, you announce the deadline to close the sale.I remember ru nning a launch that stalled in the middle (most launches do to some extent). I woke up the next morning to find my client had sent the list a nervous email saying the deadline is coming But the deadline welches still four days away - easy to procrastinate on.This particular course taught how to write fiction. The promise was clear, people knew what they were getting, so I told my client to abflug crushing objections.Why would targeted leads who understood the offer bedrngnis take action? They eitherWerent convinced the training really workedWorried they didnt have what it would take to succeedI encouraged my client to spend the next two days sharing success stories. Proving that success was doable. He was fine with that, but then I went a step further. I told him, Dont hard-sell the product. Just deliver the information, give people a chance to take action, and get out.Now my client was nervous. The launch was slowing down, and I was telling him to sell less? It seemed counter intu itive, but its totally logical.People who arent ready to buy dont respond well to pushiness.If you force a decision on someone whos not yet convinced, the decision they make will be a big fat No.The in-your-face car dealership model costs you sales by scaring people off instead of warming them up. Its when prospects are already persuaded that deadlines close sales.Over the next two days, we sent emails demonstrating the transformation real people were seeing, and sales trickled in. With forty-eight hours to go, we focused on the deadline. As is often the case with a launch, we doubled our money in the final forty-eight hours.To date, I consider that the most successful launch Ive ever run. We made $260,000 from an email list of 12,000 people (Thats the total list size. Not a launch list.).You can almost never attribute success solely to one thing, but using a deadline correctly helped us double our money in the last two days. It all started with understanding what we were actually s elling, which Ill cover in the next lesson.Customers dont want your product. They want the transformationIn college, I learned the importance of selling benefits over features. For example, instead of explaining how the engine works, you tell potential buyers how fast the car will go or how it gets 40 miles to the gallon.When I started launching online courses, a training by Jeff Walker taught me the power of selling a transformation, which is even stronger than selling benefits.Instead of saying what the product includes or even what it can do, show your prospects what their lives will look like after they own what youre selling.In online marketing, this method isnt just effective, its elegantly natural because almost all online trainings are founded on a story of transformation.Generally, courses are created by normal people who went on a journey of self-improvement. Maybe they wanted to start their own business, lose weight, or write a bestselling book. After accomplishing their goal, they built a course explaining how they did it.When people buy the program, it isnt because they care about the steps or the hacks, they just want the saatkorn transformation the person selling the course experienced.Remembering what the customer truly wants is the key to closing sales.Early in my career, I sucked at this. I was representing a weight loss brand that lacked a clear spokesperson. So stories of transformation were usually confined to testimonials. Instead I would focus on the credibility of our information, the convenience of online courses, and the general benefits of losing weight.After eight or nine launches I finally got it right. One of my co-workers had lost sixty pounds following the program we were selling. So I made a controversial decision.Usually, I put the experts who created our training front and center in the marketing. I thought I needed their advanced degrees and years of experience to prove the authority of the course.But for this launch, I took the coworker whod lost sixty pounds and made her the focus of the entire campaign. The pre-launch content, emails, and supporting material all featured the same slim, beautiful woman holding-gesellschaft pictures of a time when shed been sixty pounds heavier.Telling her story turned the abstract concept of weight loss into a compelling visual. Focusing on my non-expert co-worker in no way detracted from the authority of the course - it strengthened it by demonstrating the power of the plan.As an added bonus, the story automatically overcame dozens of objections. When youre selling self improvement, you have to first convince your prospects the training actually works. Many marketers stop here and are disappointed with their results - because theres a second step that shouldnt be skipped.After convincing your prospects the product works for some people, you must then prove it will work for their unique situations.Stories do that beautifully. Because in the process of telling your story, youll naturally mention the obstacles you faced. In doing so, people with the same obstacles realize, Oh, I guess this can work for me too.The first time I launched this particular course, it sold roughly 320 units. The second time, with a powerful story of transformation, I sold over 700 units.Full disclosure Our list had grown significantly between launches, but we also doubled the price. Converting so many people just by sharing one story changed the way I approached launches from that day forward.Price is barely an obstacle if the product pays for itselfI still remember the day I walked into my bathroom and found my dad replacing the toilet. I zipped up my pants, shook the shocked ausprgung off my face, and asked him what on earth he was doing.I was the oldest of six children in a house with one income. So, growing up, my parents were slow to spend money on non-essential expenses. Home improvement usually fell into that category.I stared at the shiny new toilet wondering what had possessed my dad. So I asked.He matter-of-factly replied, This new model saves so much water it pays for itself.Ever wonder how you sell a toilet to a family on a budget? Probably not, but the same principle is how you sell an online course.If you can convince your prospects the product pays for itself, price is no longer an objection (unless they literally cant afford what youre selling).How do you show a product paying for itself?You have three optionsShow the money the customer can make by taking the course.Show the expenses the customer can reduce or avoid by taking the course.Show the time the customer will save by taking the course, and point out that time is money.Transformation, bonuses, showing the product paying for itself, those are all part of this next lesson.Your goal is to make the offer so compelling people will feel stupid if they dont buyEarly in my career, I was introduced to Lisa Sasevichs term irresistible offer.These two simple words do a great job of holding marketers accountable.How do you know when your offer is ready?When its a no-brainer. When the value is so obvious, people feel stupid saying No.Will it literally be irresistible? Of course not. Some people still wont buy. But when you push past good enough to create something truly compelling, your conversion rates will reward you.Plus, youll be able to sell with confidence. Nobody wants to be a sellout. And when youre repping an offer you dont believe in, part of you feels like its dying. On the contrary, when you sell with conviction, people are more likely to trust you.Irresistible offers set you up for success, but youll still miss the mark from time to time. When that happens, youll need this next lesson.Bad launches point to bad marketing, not a bad productWhen a launch goes poorly, especially if its the products first time out of the gate, it can be easy to assume the course was a misfire. But thats not necessarily true. Unless you offered a free trial, no one has ac tually seen the material. Theyve only seen the promises you made and the story you told.You might succeed next time simply by communicating the transformation more clearly. Ive watched consecutive launches triple in revenue without making any changes to the actual product. Ive also seen previously successful products decline in revenue when the messaging strayed from the mark.When you run into disappointing launch results, re-evaluate your messaging with these six questionsDid you demonstrate a clear understanding of the customers problem?Did you reveal a product that could believably solve the problem?Did you share a compelling opportunity for transformation illustrated by a real-life story?Did you give an irresistible offer?Did you anticipate objections and overcome them?Did you use deadlines to drive the fence-sitters into taking action?If your answer is No to any of those questions, you need to refine your offer accordingly.Customers dont buy the course, they buy the promises yo u make. They buy the story of transformation.I firmly believe you should only sell valuable products that deliver everything you promise. Whenever possible, courses should be based on customer feedback, not hunches. And if you do create something only to discover it doesnt solve your audiences problems, you have an obligation to make the training better.But to help you recognize the importance of nailing your messaging, I want you to realize, you can sell an absolutely garbage course if you market it correctly. The product does not matter.Once customers log in, you can expect a high return rate if your program doesnt deliver. But when a launch goes poorly, re-evaluate your messaging before you re-evaluate the product.After youve identified the weaknesses in your offer Create new promises youre confident will resonate.Get customer feedback.Modify the course before you sell it again to make sure it keeps your word.This, by the way, is the process you should use for creating future cou rses. Write and test the marketing copy before you actually build the training.Testing your promises first makes launching less of a guessing game. It holds you accountable to create content that lives up to its sales pitch. And it helps you avoid wasting time building products nobody wants.Small launches SUCK, but theyre not a reason to quitI still remember my first launch. Well technically, it was my second launch. My first launch literally sold three courses. I didnt understand the need for scarcity, and without a deadline, nobody took action.My first real launch was (slightly) less miserable. I carefully scripted and filmed pre-launch content, obsessed over every sales email, crafted compelling bonuses as best I knew how, and set a goal of $10,000.I remember driving to Target with my wife one night. While she was inside shopping, I sat in the cold car hitting refresh on my Blackberry. I did this incessantly until the cart was closed.Occasionally, Id feel the rush of a new sale. Typically, Id suffer the disappointment of not having one. And every night, I went to sleep hoping Id wake up to a 100 new sales.Never happened. At least not during that launch.When the dust settled, Id made $5,600. Roughly half of my goal.Wasting no time, the excuses started to kick in - excuses that cause many products, businesses, and entrepreneurial dreams to die young.Its the economy.The product must have been too expensive.Or as one of my co-workers said, People just arent willing to spend money on their health.(Actually, Americans spend $20 BILLION per year on weight loss alone.)I believe the biggest reason entrepreneurs fail to reach their goals is giving up too soon. And I blame giving up on not understanding how success really works.You have to start slow in order to finish big. You have to learn new skills, hone them, and get the timing right. This can take a few tries, but the beautiful thing about momentum is success begets success.My next launch did roughly $18,000. T hen, after growing the list, doubling the price, and selling with transformation, I made $64,000.A year later, I took on a new client and launched to his list of 12,000 people. We made $260,000.Im simplifying parts of this story (it took place over four years), but the point I want to get across is that small launches are not a reason to quit. Theyre not even a reason to build a new product.Small launches simply tell you the offer didnt resonate. You didnt move people to action. Or maybe your audience needs to expand or you need to raise your price. All of these are problems you can fix.Marketing is a learned skill. Practice takes time. Continuing to get better and focusing on solving the customers problems kept me on the path.Wrapping upAfter making a million dollars online for my clients, employers and friends, Im glad I took the journey.Im confident what Ive learned will pay me dividends for a long time.For your convenience, here are the seven lessons Ive shared in this postIts h ard to sell courses without MULTIPLE deadlines.Before you can sell a deadline, you have to sell the product.Customers dont want your product. They want the transformation.Price is barely an obstacle if the product pays for itself.Your goal is to make the offer so compelling people will feel stupid if they dont buy.Bad launches point to bad marketing, not a bad product.Small launches SUCK, but theyre not a reason to quit.Want to go deeper?Do you dream of growing a business online?The biggest threat to your success is simply giving up.Become a finisher with my short book QuitterProof The 5 Beliefs of Highly Successful People.Download your free copy right here.Kyle Youngis helping creative people achieve big goals that matter.