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While newsletters are a great way to build relationships with customers, many companies overlook the team-building opportunity an internal newsletter offers within their own doors, as well. Internal newsletters are a great way not only to learn more about colleagues, but also to keep employees informed about company news, events, and other important announcements. Here are a few tips for creating an internal newsletter your employees will love:
<ul><li>Create a plan by defining the frequency of your newsletter (such as monthly or quarterly) and the types of articles or sections you'd like to include. Also develop a template you can easily modify for each issue.</li>
<li>Encourage teamwork by assigning a few people to specific parts of the newsletter each month, such as pulling company stats (sales volume, incoming calls, trade show outcomes, etc.), writing feature articles about company events, and so on.</li>
<li>Create an idea library. Stockpile various ideas, photos, jokes, quotes, seasonal graphics, etc., to save time down the road.</li>
<li>Acknowledge employee birthdays, corporate anniversaries, new hires, promotions, etc.</li>
<li>Consider offering a "message from the president" to make employees the first to know about new products, company changes, initiatives, etc.</li>
<li>Highlight successes. If a department had an outrageous month, highlight their achievements, and offer a company-wide congratulatory message.</li>
<li>Share encouraging survey results, customer compliments, and thank you notes from appreciative customers.</li>
<li>Consider a Q&A section where employees can submit questions and have a leader provide answers in an open forum for all to see.</li>
<li>Use an "employee spotlight" article to help staff members get to know their colleagues better. This type of article can range from information about the employee's position within your company to their personal hobbies, interests, and the like.</li></ul>
By creating an internal newsletter that encourages team-building and focuses on the successes of your employees, you can not only increase communication amongst your colleagues but also boost employee morale and give your team something fun to talk about around the water cooler.

What other ideas can you think of for an internal newsletter? Share your thoughts in the comments below.

Here's something to chew on as you think about your business plans for the coming year:

A young entrepreneur moved from Philadelphia to Chicago in 1891 with $32 in his pocket and the idea of selling his family's scouring soap to customers. As an incentive, the 29-year-old offered free baking powder with each soap purchase.

Before long, the baking powder became so popular that he began selling it instead. He then came up with a new incentive: two free packages of chewing gum with each can of baking powder sold.

As you might have guessed, the gum proved more popular than the baking powder, so he decided to change his product line once again. And that is how William Wrigley, Jr., started one of the most iconic brands of chewing gum on the market today.

In business (as in life), things don't always go exactly as we plan. Markets change, technologies evolve, and what worked yesterday won't always work today, tomorrow, or down the road.

Knowing when -- and how -- to adapt can mean the difference between success and failure for any enterprise. In Wrigley's case, that meant understanding his customers' evolving needs -- and adapting his product line to meet those new demands.

What will it mean for you and your company in 2012? Only time will tell, so be prepared to recognize new trends, embrace new attitudes, and adapt your plans accordingly.

Objections are a natural part of virtually any sales process. How you deal with them will go a long way in helping you close more sales. Here are four steps to help you turn objections into sales:

<strong>1. Believe in what you're selling.</strong>
It's always easier to convince someone else to buy your product or service if you truly believe doing so is in the best interest of the customer. When you believe in the products you sell, your passion and enthusiasm shine through. So make sure your products and services are worthy of your talent and time. If they aren't, decide why not. Then improve them until they are.

<strong>2. Anticipate objections.</strong>
What potential worries might prospects have when they first see your products? The specifics will vary of course based on the kinds of products you sell. For some, there might be pricing concerns or worries over setup costs and the learning curve. For others, security, safety, or support might be more apropos. Whatever the case, think of as many objections as you can ahead of time, then look for creative ways to address those issues as part of your presentation. Prospects will feel more confident investing in your products or services once they see how much thought and effort you put into overcoming the "real world" challenges facing them.

<strong>3. Listen... and hear.</strong>
We've all heard the adage that we have two ears and one mouth so we listen twice as much as we speak. In sales, listening is essential -- as is truly hearing what a prospect is saying and determining what they really <i>mean</i> by what they say. So how can you improve your listening? Start by asking questions and restating the concerns a prospect shares with you, so you're sure you understand them properly. All of this will go a long way in helping you connect, build trust, and reach a mutually beneficial sale.

<strong>4. Remain positive.</strong>
This is potentially the hardest step to follow. No one likes to hear criticism leveled against the products and services they've worked so hard to develop, build, and sell. But objections are natural, and they aren't personal. Remember that the customer is just trying to make sure they get the best value for their hard-earned money. So try not to get defensive when someone raises an objection. Instead, try to get to the bottom of what's causing the concern, so you can address it properly and help the prospect feel more comfortable about the sale. Stay as professional and upbeat as you can. Don't sugarcoat legitimate concerns, but don't get shaken, either. Remember that objections are a part of every sale.

December is a time of reflection for many of us, as we approach the end of one year and the start of another. Recently, I ran across a quote from Helen Keller that I thought fit this spirit well, and I wanted to share it with you here.
<blockquote>I will not just live my life.
I will not just spend my life.
I will invest my life.</blockquote>
As you probably know, Helen Keller was an incredible woman who, despite being born both blind and deaf, became an accomplished author, speaker, and activist. She invested her life helping others, and the world was better for it. In her lifetime, she inspired many with her words and actions alike, even earning the Presidential Medal of Freedom from President Lyndon Johnson in 1964.

I like the idea of life as an investment. Unfortunately, in our busy and hectic world, it can be easy sometimes to forget that time is our most precious commodity and that we must do more than spend it. We must invest it in the people we care about, the causes that inspire us, and the businesses we're working to grow.

So how are you investing your life? And how do you plan to invest it in the year ahead?

Michelangelo once wrote, "The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it." Make sure you're aiming high and investing your life wisely.

In the business world, the benefits of charitable giving are two-fold: Giving lets you not only help those who are in need, but also enhance your company's reputation. Many customers show increased loyalty toward generous brands. Here are a few creative ways to market your goodwill:
<ul><li>Encourage customers to purchase from you rather than your competition by designating specific products or services for your charity. For example, "5 percent of proceeds from all XYZ pet products purchased benefits local animal shelters."</li>
<li>Add a feature section to your website, highlighting your charity. Include a link to the charity's website, as well as information about any upcoming charity events.</li>
<li>Create a giving campaign for your charity, and encourage customers to join in. This will help build stronger relationships with your customers and nurture a sense of pride in helping toward a common goal. For example, you might try something like this: "We will donate $1 for every canned food donation we receive during our Annual Food Drive for the Hungry."</li>
<li>Send a press release to local media to publicize your donations to charities.</li>
<li>Promote your charitable involvement in your newsletters, flyers, brochures, advertisements, etc.</li>
<li>Promote your charity at your business. Make brochures about the charity available, include charity flyers with purchases, hold internal fundraising contests, etc.</li>
<li>Advertise your products and services in your charity's preferred communication vehicles, such as newsletters.</li>
<li>Offer exclusive discounts to people involved with your charity.</li>
<li>Donate items to your charity that they can use for raffles or other fundraising events. The presence of your donation is an advertisement in itself.</li>
<li>Instead of sending customers Christmas cards or gifts, let them know you are making a contribution to your charity instead.</li></ul>
Of course, while corporate giving is a great way to build your business, don't forget that your primary motivation should be to help others.

No salesperson likes to say "I don't know" when answering a customer's question. While an occasional question may stump you, an internal product catalog is a great way to train your team and teach them the ins and outs of the products and services you sell. A well-produced internal catalog will help reduce those "I don't know" moments and ensure your salespeople are knowledgeable enough to represent your products and services effectively. Here are a few tips for creating just such a catalog:
<ul><li>There is no such thing as "too much information." Gathering product information that covers anything and everything you can think of and having it readily available at your sales team's fingertips will save a lot of time, hassle, and frustration should questions arise later.</li>
<li>In addition to detailed specs, pricing configurations, and other sales team info, be sure to insert copies of finalized marketing slicks that your customers may have in front of them, so your sales team can refer to those items as needed.</li>
<li>Consider using a three-ring binder, so pages can be easily organized, updated, and replaced.</li>
<li>Conveniently organize sections with labeled tab dividers for easy access.</li>
<li>Avoid page numbering if you plan to replace/update pages, since the removal/addition of pages can affect page numbering throughout your entire catalog.</li>
<li>If necessary, date the updated documents in the lower corner of the page, so you know their relevance.</li></ul>
Remember, the more knowledgeable your team is, the more satisfied your customers will be.

It doesn't take a fashion expert to know that some things don't belong at trade shows. Here are a few examples of what not to wear at trade shows and other business events:
<ul><li>Too much or too little. There is nothing worse than freezing or sweating at a networking event. Dress in comfortable layers that you can easily add or remove as needed, such as a suit jacket over a dress shirt.</li>
<li>Clothing without a pocket or two. Pockets are always handy for business cards, pens, breath mints, etc.</li>
<li>New shoes. While new shoes may look nice, nothing looks worse than missing out on important introductions because you can't stand to be on your feet. Trade shows usually involve long hours and lots of standing and walking. Stay in the game by picking a shoe that's made for walking, or watch the competition walk all over you.</li>
<li>Cologne. Fragrances should be alluring, not overpowering. If you are within talking distance and can smell someone's perfume or cologne, it is too strong.</li>
<li>Clothes which are too tight, too short, too revealing. No matter whether your pants are popping a button because they shrunk in your closet or are snug by choice, clothing that is too tight is not only unprofessional but distracting.</li>
<li>Gaudy jewelry. You want to be remembered for your personality or impressive product knowledge, not your giant jangling earrings or over-jeweled hands.</li></ul>

I'd like to share a verse with you, written four centuries ago by a Welsh clergyman named George Herbert and published by Benjamin Franklin in his Poor Richard's Almanack.
<blockquote>For want of a nail, the shoe was lost.
For want of a shoe, the horse was lost.
For want of a horse, the rider was lost.
For want of a rider, the battle was lost.
For want of a battle, the kingdom was lost.
And all for the want of a horseshoe nail.</blockquote>
It's amazing to think how important small details can be in our own lives, as well. In the case of this poem, the fate of an entire nation rested on a single nail. While obviously farfetched, this story does illustrate the far-reaching effects a seemingly insignificant detail can have in shaping events in our lives... and in the lives of our businesses.

So, as you consider the activities and decisions facing your company in the days, weeks, and months ahead, be careful not to overlook any horseshoe nails.

Chameleons are amazing creatures. And not just because they appear in a hit '80s song or <a href="http://teusje.files.wordpress.com/2010/08/commachameleon.jpg" target="_blank">humorous word-nerd send-up</a>. No, chameleons are amazing for three distinct reasons. And each relates (in its own small way) to business.

<strong>1. Chameleons adapt to changes surrounding them.</strong>
While the common belief that chameleons change colors in order to blend in with their environment is not true, chameleons do change color based on temperature, light, and mood. As a chameleon grows warmer, for example, its colors become brighter and more distinct.

Business application: Like the chameleon, we, too, need to adapt to changes affecting us. As the competition turns up the heat, we need to let our true colors shine through, so we can stand out from the crowd.

<strong>2. Chameleons can focus on two things at once.</strong>
A chameleon's eyes move independently of one another, allowing it the peculiar ability to watch two things simultaneously... without moving its head. What's more, each eye has a horizontal radius of 180 degrees and vertical radius of 90 degrees, and can see in three dimensions.

Business application: While a singular focus can have its advantages in certain situations, being too focused on only one option (tunnel vision) can sometimes make us overlook opportunities or obstacles in our way.

<strong>3. Chameleons strike quickly and with pinpoint control.</strong>
A chameleon's sticky tongue is a marvelous thing. Roughly the length of the creature's body and tail combined, it can extend and retract in just a fraction of a second, with deadly accuracy and control.

Business application: Like a chameleon hunting its dinner, we need to remain nimble, too, so we can act quickly and with pinpoint control when opportunities arise.

Think mistakes are always bad? Think again. William L. McKnight, a former president and chairman of the board at 3M, has been credited by many with fostering the company's emphasis on innovation. In 1948, while president of the company, McKnight had this to say about mistakes.

<blockquote>"Mistakes will be made. But if a person is essentially right, the mistakes he or she makes are not as serious in the long run as the mistakes management will make if it undertakes to tell those in authority exactly how they must do their jobs. Management that is destructively critical when mistakes are made kills initiative."</blockquote>

Today, 3M holds patents on hundreds (if not thousands) of products, ranging from Scotch® brand tapes and Post-It® Notes to fiber optics, fuel cell components, security devices, and more. By accepting mistakes as an inevitable part of business, 3M has built and maintained a highly successful brand in a fiercely competitive market. Along the way, they've earned a reputation as a leader in fostering innovation and attracting top talent to their team.

So what can you learn from one of the world's leading brands? Embracing initiative means accepting mistakes and learning to loosen the reins.