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October 2023
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Nothing’s Better Than a Cup of Joe COFFEE IS THE BEST PICK-ME-UP!
In 1668, the Dutch or the British brought coffee to modern-day New York. Debates are still being had today about where the first U.S. coffee shop was founded. Some say Boston, while others argue New York. Regardless of its origin, one thing’s certain: America changed forever with the introduction of coffee. According to the National Coffee Association’s Spring 2023 report, 65% of surveyors had coffee within the last day. Over 90% of respondents said they buy a cup of joe at least once a week — that’s at minimum $1,100 a year spent on coffee! Stats show that coffee is the least popular in the Midwest, but I disagree! We have tons of local coffee shops and coffee chains to visit, and the lines are always wrapped around the building. I’ve always been a big coffee drinker — I need a cup in the morning to get me through the day. It all started when I entered college. Whenever I was up late at night studying, I had a warm pot nearby. Then, when I could barely keep my eyes open the next day because I was running on less than an hour of sleep, coffee was my best friend. It was always there when I needed a pick-me-up!
I go to a concert, I may drink a cup on the ride home to stay awake. However, one tax season many years ago, I stayed up and worked four days straight. I don’t recommend anyone doing it — I’ve only done it once and never want to do it again! Tax season can be extremely stressful. We can both agree on that! When I started my CPA journey, younger me thought it would be wise to work all night and all day until I finished filing my clients’ tax returns. I did take breaks to eat and go to the restroom. But other than that, I was head down in a pile of tax returns. I didn’t sleep for four days. And the only thing that got me through the entire journey was coffee. I don’t even want to know how many pots I brewed — I went through so many bags of coffee beans! Going 96 hours without sleep is very dangerous! I really don’t know how I didn’t hurt myself. But I finished all my returns before my deadlines without mistakes. No one had to deal with the IRS monster! While there were no errors or health conditions due to my risky idea, I don’t think I would get lucky if I attempted it again. So, I try to only drink coffee in the morning and early afternoons — that’s enough energy for me!
But I’m not one of those coffee drinkers who can have a cup throughout the day. If I brew a pot too late in the day, I’ll be up all night and full of energy. My father
Has coffee gotten you through your business’s busy season? Do you have any unforgettable memories surrounding coffee or caffeine in general? I would love to hear about the many ways our favorite form of caffeine has played a role in your life.
used to have a coffee in his hands no matter what time it was. I never understood how he could drink coffee so leisurely and still go to bed at a reasonable time — I could never do it! I drink coffee late at night or throughout the day only when it’s absolutely necessary. If my wife and
Happy International Coffee Day, everyone!
–Craig Hanson
Have tax problems? Unsure what to do? Our Free video reveals what you should and should NOT do when you receive the dreaded letter from the IRS. CraigHansonCPATaxResolution.com
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Close More Sales by Transforming Objections Into Opportunities
A strong sales team is the root of every successful business, but sales can be challenging. You’ve probably experienced this firsthand, as many entrepreneurs got their start in sales or, at the very least, developed their sales skills to pitch their businesses and products to potential investors successfully. In most cases, after a business starts to bring in profits, the entrepreneur will step away from the sales role, hire salespeople, and delegate all sales responsibilities. But once you step away from the sales game, it can be challenging to jump back in, especially if it’s been several years since you’ve practiced your sales pitch.
rejection or probing further to find their concerns. But if your salespeople push the sale too hard, customers grow frustrated and take their business elsewhere. The trick is to find the sweet spot. How can you turn their “no” into a “yes”? Here are two fresh tactics that can deliver the results you’re looking for. Change the Topic This might sound counterintuitive, but you don’t want to push immediately after a customer rejects your offer. Instead, change the subject altogether. Take the no in stride, and ask them about something else, like a local sports team, their clothing, or literally anything else that isn’t the sale. This should open up a dialogue, allowing you to redeem yourself in their eyes. Saying something like, “Did you catch the game last night?” or “Your handbag is really cool. My wife bought a similar style over at Macy’s. Where did you get yours?” will completely change their perspective. Just like that, you’re no longer a salesperson — you’re someone they want to converse with. Once you’ve built rapport, start your pitch again and try to sell. You’ll be surprised by how many positive responses you’ll receive! Restate Their Answer Have you ever received an outlandish objection from a customer? They likely don’t even realize how crazy they sound, so repeat what they said right back to them. First, this demonstrates you were listening, but more importantly, it gives them a chance to reconsider what they just said. In most cases, the customer will change their tune and story, giving you something to work
“Just like that, you’re no longer a salesperson — you’re someone they want to converse with.”
So, why is sales such a difficult job? If you’re comfortable socializing, then trying to sell to people can feel like a normal conversation. Unfortunately, most people have developed a negative impression of salespeople. You might have that negative outlook yourself without even realizing it. When you enter a furniture or retail store, do you actively seek help, or do you push away any salesperson who tries to assist you? Most customers who shop at your store believe salespeople want nothing more than to make
a sale. They don’t think salespeople have the customer’s best interests in mind. So, how do you shake this stigma? It all has to do with sales tactics.
with. They may even open up, sharing the real reason for their immediate rejection of your sale. If you stay quiet and listen to what they say, they’ll likely give you enough ammo to make a sale without additional digging.
One of the most challenging situations salespeople face daily is hearing a customer say “no” to them. Some try to read the customer to decide if it’s worth pushing further. Others might refuse to quit until they hear “no” three times. There’s nothing wrong with asking again after an initial
Anyone can make these sales tactics work with enough dedication, practice, and charisma. Teach them to your sales team, and prepare to watch your customers say “yes” more often.
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made a website that allowed students to design their profile pages and articles, while Obrecht and Perkins printed and distributed the yearbooks to Australian schools. The couple secured an investor, and the Fusion Books application went live in 2008. Within five years, Fusion Books became Australia’s largest yearbook company. In 2010, Perkins received her big break when Silicon Valley investor Bill Tai visited Perth. Perkins, Obrecht, and Tai met briefly for dinner, and Tai invited Perkins to San Francisco to pitch her ideas. When Perkins met with Tai in California, she thought she blew the pitch. “I thought that he didn’t really like what I had to say,” she recalled. “He was
and Canva that easily, though. He encouraged her and Obrecht to take up kitesurfing and come to his unique retreat for investors and kitesurfing enthusiasts. At the retreat, Tai introduced the couple to their future tech advisor and co-founder of Google Maps, Lars Rasmussen. They also met an ex-Google employee named Cameron Adams, who would become a co-founder of Canva. With these new advisors, Canva secured $1.5 million from investors and another $1.5 million from the Australian government to keep the business in Australia.
Today, Canva is used by 125 million people every month, bringing in
on his phone, and I thought that meant he wasn’t really engaged in what I had to say about the future of publishing.” Tai was actually connecting Perkins with other investors and tech entrepreneurs. Unfortunately, Perkins’ pitches to Silicon Valley investors and executives proved fruitless. Many were concerned about a tech company starting in Australia and
over $1 billion annually in revenue. Perkins isn’t doing terribly, either. She’s worth over $6 billion and is still Canva’s CEO. Canva has continued to be at the frontline of graphic design programs, continually releasing new features and tools. With AI usage on the rise, they’re developing new ways to utilize it in Canva. Perkins’ journey proves that if you have a good idea, you should stick with it until it sells.
decided against funding it. Tai wouldn’t give up on Perkins
HAVE A Laugh
When Mount St. Helens erupted in 1980, dark ash drifted to Idaho, forcing temperatures down by as much as 15 degrees F. Residents experienced a fraction of the horrors back in 536 — a time Harvard University historian Michael McCormick once called “the worst year to be alive.” For decades, the year 536 was a historical mystery. Records showed that it was a terrible time, stricken by the triple threat of: 1. Unexplained, unending darkness 2. Unseasonably frigid weather 3. Crop failure and famine Those horrors ravaged the globe, and experts puzzled over the tipping point in 536. Then, in 2018, researchers discovered a Swiss glacier riddled with volcanic glass. Further study revealed enormous volcanic eruptions in 3 REASONS 536 WAS THE WORST YEAR IN HUMAN HISTORY
536 likely caused “The Dark Ages.” As we write this, volcanoes in Iceland and Alaska are the most likely candidates. We’ve already survived a pandemic
this century, so let’s hope both regions stay quiet for everyone’s sake!
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905 James Ave. NE • Jamestown, ND 58401 (701) 252-6190 • CraigHansonCPA.com Inside This Edition
Have tax problems? Unsure what to do? Our Free video reveals what you should and should NOT do when you receive the dreaded letter from the IRS. CraigHansonCPATaxResolution.com
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One Tax Season, I Stayed Awake for 96 Hours
2. 3.
Cracking the ‘No’ Code
Step Into 536: ‘The Worst Year to Be Alive’ The Start of a Global Graphic Design Empire
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According to the Small Business Administration, nearly 627,000 businesses open each year, but at the same time, around 595,000 businesses close for good annually. Further, U.S. Bureau of Labor Statistics research states that 45% of new companies go out of business within their first five years. It’s no surprise that building a successful business is easier said than done, but once in a blue moon, an entrepreneur breaks the mold to reach new heights. We saw it with Jeff Bezos and Amazon, Bill Gates and Microsoft, and now, we’re watching it happen with Melanie Perkins and Canva, an online graphic design tool. While most tech startups originate in Silicon Valley, Canva’s inception took place on the other side of the Pacific Ocean. Born in 1987 in Perth, Australia, Perkins first tasted entrepreneurship as a teenager. She designed and sold scarves to shops and markets across her hometown at 14. A few years later, she enrolled at the University of Western Australia, where the idea for Canva was born. Needing extra cash, Perkins worked as a tutor, teaching fellow students how to use graphic design programs. It often took months for them to learn the basics; not only were the programs difficult to use, but they were also expensive! She wondered if there was a How Melanie Perkins Founded a Global Unicorn
way to create a graphic design program that was simple, affordable, and easily accessible online. Perkins took her idea to her boyfriend, Cliff Obrecht, and the two determined that the initial concept for Canva was too ambitious. Instead, they started smaller by creating Fusion Books, an online school yearbook design business. They
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