Author Archive
Cultivating Relationships NOT Worth the Time?
Posted by: | CommentsProactively cultivating relationships is often an afterthought. We are just too busy trying to get through the workload directly in front of us. And, relationships are not what we DO in our businesses, right? Most firms are not in the “relationship business.” You are in the [INSERT your core offering] business. Simply spoken: We need sales, not more friends!
STOP RIGHT THERE!! Above is an excuse that we often create (myself included), subconsciously or consciously, for not finding the time to do one of the most important things directly affecting growth and profitability.
Intuitively we know that relationships are important, but let’s just focus on the logical. When you look back on your sales from last year, evaluate the “why” when thinking about your best clients and your biggest sales. Quantify the value of the referrals you received, the word of mouth, and repeat business. When you add it all up, you may notice that the way others “feel” about you is critically important. They certainly would not go out of their way to do business with you or talk about you with others just because of your product or service offering. There are probably many others who can do or provide the same offerings.
People Do Business With You…But Why?
Posted by: | CommentsWhy do people do business with you? Is it because of WHAT you do or is it because of WHY you do it? According to author and thought leader Simon Sinek, people buy the “why.”
Over the past few weeks I’ve been asking clients and other professionals their “why.” Many times it doesn’t seem clearly defined. I do believe the “why” is critically important in business, and if you watch Sinek’s short lecture on TED video, you may see a different perspective on its importance too.
In this TED video, Sinek explains what he believes to be the reason for Apple’s constant innovations and their repeated successes. It is not because they had some unique access to talented people, advertising, consultants or the media. Sinek makes a case that it’s all about the messaging. While most companies explain that they make great products, Apple is unique in that they begin by telling the consumer “why” they make their products.
A Guilty Conscience = A Great Hire???
Posted by: | CommentsAre you looking to add new individuals to your team in 2011? Studies show that hiring guilt-prone employees is smart business! (Keep in mind, there is a big difference between guilt-prone and guilty) Guilt-ridden people make better employees, tend to work hard, perform better and are less likely to call in sick. All around, they’re dependable. Why? Because they feel bad letting others down, they feel an obligation to do their part, and guilt if they fall short. The guilt-leaners are also proven to be less stressed than their co-workers and have higher job satisfaction. In fact, those that have the tendency to feel guilt are more likely to assist colleagues, are more committed to their organizations, and are perceived by their peers as strong leaders. Believe it?
According to research done by Francis Flynn, Director of the Center for Leadership Development and Research at Stanford University (as reported in The January/February 2011 edition of Harvard Business Review), guilt-prone individuals unequivocally make great employees. The study was conducted by administering a standard psychological test that measures the tendency to feel guilt to 150 workers at a Fortune 500 firm and compared the results with their performance reviews. The findings? The link between guilt and performance is clearly there. Translation: Guilt is good!!
Why is it so darn easy to say NO?
Posted by: | CommentsOftentimes, there is more risk in customer service when the answer to our concerns is “yes.” Can you help me? Will you make an exception and do this for me just this once? Could you look into this issue I’m having? Being helpful comes with a price, and the price is more work. But what if the tables were turned and the risk was actually in saying “no.” How much better would our interactions with companies become?
Last week I called my cell phone provider to modify the service, cancel a line, add a data line, etc. I wasn’t getting the answers I wanted from the one person I was talking with – he kept saying “no” – so I politely ended the call. I immediately dialed back reaching a new customer service person that liked saying “yes” much more than the first person.
Ultimately, there is a lot less work for the employee who says “no” (think compliance departments). If the person says “yes” they may have to do something and then take a risk for doing it. And frankly, it seems that some service people don’t feel like they are being paid to say “yes.” It’s too much hard work.
Holiday Parties Are a Great Time to … Network your way into a New Job or New Clients!
Posted by: | CommentsThink like an introvert—if you have to go, have a plan. Social events can be nerve-racking. Concerns of who is going to be there, how many people you will know, and what should be said to them can run rampantly through your mind. But instead of succumbing to your clammy hands and being a wallflower all night, formulate a plan of action ahead of time that will help you make the most of every event. Doing so will ensure that you make all the right connections, and it will help to alleviate all that pre-party social anxiety.
The research and interviews I conducted for the book, The Connectors, suggests that introverts are better connectors than extroverts when they actively engage. The reason? Because if an introverted person has to go to a big social event, they are going to figure out what they will do when they get there. One of the biggest introvert fears is to attend a party, feel out of place, and end up standing alone somewhere with no one to talk with.
Those Who Can Speak Close More Sales
Posted by: | CommentsOne of the very best speakers I’ve had the privilege to hear isn’t necessarily someone you may have heard of. He doesn’t make his living earning speaking fees; in fact, he probably has never received a payment for speaking services. He speaks to get his message across and to facilitate sales for his company. He presents within his industry only, so—unless you’re a financial advisor or a financial wholesaler—you may have never had the pleasure of listening to him.
So what’s his secret?
I wrote about Christopher Mee’s ability to close sales through his speaking abilities in my book, The Connectors. I have observed that Mee is such an exceptional orator because of the way he manages to so eloquently connect with an audience. Whenever he speaks, he seems to carry the audience in the palm of his hands. I’ve seen him take an audience and literally lift them out of their seats, give inspiration and motivation, instill confidence, enlighten, give solutions, and, as a result, get people to want to do business with his company…over and over again.
I Really Truly Don’t Have Time!
Posted by: | CommentsEvery day I run across the “I don’t have time!!” objection to getting things done (sometimes it is me saying it). As you’re working to finish this year strong and planning for 2011, here is a quick excerpt from The Connectors that I always find grounding. Often it is the simple advice that makes the most sense!
Unless public relations is your specialty, the name Ivy Ledbetter Lee probably won’t mean anything. In 1904, Lee and a partner launched a practice in the brand new field of public relations. In fact, Lee is considered by many as the father of modern public relations.
His clients included some of the best-known business titans of the day — John D. Rockefeller, Jr. and Charles M. Schwab, for example. In 1903, after serving as president of Carnegie Steel Company and then U.S. Steel Corporation, Schwab took the reins at Bethlehem Steel Corporation, the nation’s then-second largest steel producer. On one occasion, Schwab spoke to Lee, who was serving as a PR consultant to the company, about how his managers might make more effective use of their time.
The 3 Elements of Infomercials Every Business Should Employ
Posted by: | CommentsBlog from Maribeth Kuzmeski of Red Zone Marketing
Infomercials help brands sell over four billion dollars of products and services every year. While some members of the advertising industry view infomercials as second-rate campaigns, in general, they work. That’s why they are on all of the time! So whether you use the medium or not, following these 3 elements of what makes them so successful is smart business.
1. Infomercials build a comprehensive and convincing case. Infomercials are designed to capture viewers’ mindshare, inspire them to write down their phone number, dial it, and buy. And the only way that will happen is if the infomercial works as a complete stand-alone sales presentation. The goal is to build a comprehensive and convincing case for buying by giving viewers all of the information they need to make a purchasing decision. They explain every benefit, answer all objections; and then do it again.
2. Infomercials present testimonials to eliminate objections. Infomercials prove the worthiness of a product by showing it in action and then presenting the results with real customers. The goal is to inspire action by taking all of your objections away. But if you can’t use testimonials in your business, don’t worry. You can still verbally explain what others have said about your service and personal touch. For example: “The best way to describe what we do is by sharing what one of our clients said last week…”
