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High technology prospects are different. They don’t respond like
consumers and they don’t respond like other businesses. What
works with them is often the opposite of what works with
consumers. Here’s a primer on how to sell high-tech products to
businesses using direct mail.

Mail to people who won’t buy High-tech buying decisions are
often made by a committee, not an individual. To win the sale,
your direct-mail program must address the needs of everyone
around the table, whether the president, purchasing agent,
technical specialist or end user. So find out who wields the
greatest influence in buying decisions (often it’s the end
users), and target these influential prospects in your mailings,
along with the people who sign the purchase orders.

Go cheap on design and printing Consumer direct-mail gimmicks
sell sweepstakes, but not servers. Don’t ask a senior
verification engineer to “AFFIX FREE BUYING GUIDE SEAL HERE.”
Don’t expect a network operations analyst to “PLACE TAB A INTO
TAB B.” The same goes for fake handwriting and fake underlining.
They’re genuine mistakes.

High-tech business readers are sophisticated. They want a
letter, a brochure and a business reply card. That’s it. The
more inserts, lift letters, coupons, free-gift slips and other
stuff you put in the envelope, the more likely the busy
executive is to fling your package in the circular file.

Here’s one caveat. Fancy folds, die cuts and 3D objects work
well when you tie them into your offer. This is especially true
of trade-show mailers, where a unique and relevant gimmick often
draws more prospects to your booth than a traditional mailer
does.

Assume your reader has a split personality Your reader is a
business person, in that order. As a business buyer, your
prospect wants to save money, raise productivity, increase
efficiency. So your mailer must address those issues. But your
business buyer is also a person. A person who is unlikely to buy
your product-however good it may be for the company-if buying
your product means more work, more stress or more grief for them
personally. Your prospect may even buy your competitor’s
inferior product instead of yours for selfish reasons alone.

Today’s rule of thumb in high-tech purchase decisions is this:
“Sure, no one ever got fired for buying IBM. But did they get
promoted?” Look after both the business interests and the
personal interests of your prospect and the sale will look after
itself.

Keep it technical Telecom professionals know what SS7, ITU-T C7
and ISUP are. You don’t. So you’re inclined to explain these
concepts in your copy, showing prospects that you don’t
understand their business.

But engineers don’t read at the Grade-9 level. They name their
dog Archimedes. They want substance, not oversimplification.
Your letter must speak their language, their jargon, their
lexicon. Learn the lingo by reading the industry journals and
technical literature that your prospects read. Watch for
acronyms, abbreviations, initialisms and jargon that are
commonplace but never defined. Write accordingly.

Lots of copy, thank you Your high-tech prospects are
information-seekers who will read a lot of copy. They hunt for
information that helps them do a better job, and knowledge that
makes them more marketable. They want facts. The more the
better.

That’s why, with this audience, self-mailers don’t pull as well
as packages with a letter, brochure and business reply device.
One exception is seminars, where innovative self-mailers still
grab attention and fill seats. Engineers welcome long copy when
your message is interesting, important and relevant.

Stress features, not benefits In consumer direct response,
features are subordinate to benefits. What a product does is
never as important as what it does for the consumer. In
high-tech direct response, the opposite is true. Semiconductor
design engineers, for example, want specs. Saving money is
beneficial to them, of course. So is saving time. But what they
want more than benefits is hard data. They want I/O word widths,
data transfer rates, frame buffer bandwidths-every relevant fact
that helps them make an informed buying decision.

Don’t ask for the order A senior vice-president of manufacturing
doesn’t order a .5-million network upgrade by dropping a
business reply card in the mail. Instead, the first step in the
process is usually a request for more information. Followed by a
sales meeting. Then a demonstration. Then a trial. Then a
contract.

That’s why direct-mail pieces to high-tech prospects must
contain multiple calls to action. Your response device, for
example, might look like this: “(Choose one) 1. Send me your
brochure by mail. 2. Have a salesperson phone me. 3. Not
interested, but add me to your mailing list.”

Writing persuasive direct-mail copy for high-tech products is
different from pitching credit cards or magazine subscriptions.
It takes a unique set of skills to translate technospeak into
hard-hitting sales copy. Enjoy the challenge.

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The sales of Virginia Tech apparel, including Virginia Tech sweatshirts, Virginia Tech t-shirts , and Virginia Tech jerseys has exploded along with it, and Saturdays (and sometimes Thursdays or other days of the week) in Blacksburg are filled with people wearing maroon and orange. Virginia Tech football tickets are in high demand.

Proper tailgating for Hokie games takes proper tools and methods. First of all, you need your tailgating spot. Location is key. This all comes down to being or knowing a Hokie Club member with significant ranking that has a good parking spot. The Hokie Club utilizes a variety of parking lots on campus close (and some not so close) to Lane Stadium to assign tailgate spots, and you want to make sure you get a good one. Buy a Virginia Tech football parking pass from an online auction site like eBay if necessary.

Next, make sure you are dressed for the occasion. It all depends on the weather, but an authentic Virginia Tech jersey (either maroon or white) works great. If its a crisp fall day, get your favorite Virginia Tech sweatshirt. If its early in the season and warm, grab a Virginia Tech t-shirt, maybe a long sleeve t-shirt if you want to stay cool. A fleece, pullover, shell, or sleek Virginia Tech golf shirt are also options. I always try to wear maroon we are a maroon school. Orange, white, and other colors dilute the stadium effect.

Hokie tailgates are all about food and beverage, so this should be top priority. I like getting there early so that the grill can be set up and given enough time to smoke some sort of meat for hours, maybe ribs, Boston butt, or marinated whole chickens. But grilling in general should be the centerpiece of your tailgate. Burgers, sausages, chicken, steaks, or fish can all make great tailgate fare. Hokie country is bar-b-que country, so choose a sauce that fits what you are grilling and will make your tailgate guest happy. Complement your meat with whatever sides and snacks you or anyone else can bring.

Food is a priority, but beverages are the backbone of your tailgate. Personally, I equate football tailgating with brown water, aka bourbon. Theres nothing like a good Kentucky bourbon or Tennessee whisky to get you ready for game day. However, this is a personal thing, and you need to have a variety of beverages, but alcoholic and non-alcoholic, to satisfy your guest (or have them bring their own).

Other important aspects of your tailgate: How are people going to find your spot? Get a tall Virginia Tech Flag , customize it some and fly it high. Also, deck you Hokie tailgate out with Virginia Tech chairs, coolers, and blankets. Everyone should be drinking out of Hokie cups and mugs too. While the Hokie matchup is obviously the most important game of the day, there will be lots of other great college football on. People at your tailgate are going to want to watch other games (or theyll go somewhere else). Do what other great tailgaters do and get a portable satellite dish you hook up to a receiver and TVs you can quickly scramble to set up in the morning. A blow up Virginia Tech sofa right in front is also a nice touch.

To me, the sign of a good tailgate is one that everyone wants to go back to after the game.

An x ray tech is responsible for the operation of the equipment used to take the various types of x-rays. X-ray technicians are also known as radiologic technologist and radiographer. These professionals also have the duty of giving ionizing radiation and other radioactive materials to particular person patients to help cancerous cells and tumors become visible on the x-ray images. The images of the body are taken with the radiation producing equipment to better assess internal injuries and illnesses within a patient.

The responsibility of the x-ray tech is great in keeping the patient safe while taking excellent data for the physicians to make determinations and create health care plans. This having been said the technician is limited in what they are allowed to divulge to the patient regarding the data. An x ray technicians is not allowed to read the x-rays or assess the situation of the affected individual in any way. This is the express responsibility of the radiologist or the physician on the case. Therefore, the x ray tech has the responsibility of being able to deal with patients well on an one to one basis.

Hospital Work a Different Look

An x-ray tech can work in many different venues all over the country. An x ray technie could work within a nursing home, in a hospital, in one of the many now popular x-ray centers and even in a private physician’s office. The x-ray tech will have close contact with the patients instructing them on how to properly use devices intended to protect areas of the body that do not need to be x-rayed that may be vulnerable to the radiation levels given off by the equipment. There job can be difficult because they are required to get as high quality picture as possible so that the physician can properly assess the issues at hand and begin immediate treatment. This can be hard to do when the patients move about.

Challenges for Staffs

The patient is not the only one at risk of exposure to radiation when an x-ray is taken. The x ray technicians is also at risk of high exposure particularly since they work with the radiation on a daily basis. To reduce the risks associated with exposure to radiation the tech must take precautions to include remaining out of the direct line of the radiation giving device and to remain behind safety walls. Using the equipment is typically done from a distance behind protective plates in the walls through a window to the affected person. This is intended to help reduce how much exposure the technician is subjected to in a day.

Knowledge

The typical minimum requirements for an x ray tech are an one to two year degree with a licensing in the state in which the technician intends to work. There are a variety of educational programs available in technical and trade schools as well as community colleges. There are a number of schools that offer training online for those individuals who need to fit the classes into a busy schedule. Once the courses have been completed the person will be required to go through any local processes for licensing within their community.

Earnings Expected values

As in most professions there is a range of salary based on coaching, location and facility in which the particular person chooses to work. This having been said the average median for an x-ray technician’s income in the United States is in the United States is between ,132 and ,503 annually, which works out to about .42 to .13 hourly. Typically an x-ray technician can expected a substantial gains package possibly including profit sharing, medical insurance, bonuses and vacation time. The need for x-ray specialists is increasing and is expected to increase as much as 18% over the next five years. The salary will vary based on the venue the technician works in such as hospital, private physician’s offices, dental offices and elderly care facilities will determine the wage that they can expect.

People today who have some know-how in the medical community are more likely to easily transition into an x ray technicians position and may even find that they can obtain a higher wage then an person who has never been in the medical field. This can assist an individual in getting further ahead in their position by working within the medical community while taking courses.