Wednesday, August 26, 2015

Great Read for SMBs

I just finished reading Performance Breakthrough by Mike Goldman and have to say it is one of the best books I've read lately. First of all, it is an easy read - which I prefer! And it's framed in a story about a  business and it's trials and recovery. What's really fabulous about this book is that it describes what so many businesses go through. You can really relate to any of the characters in the book.

And then it goes a step further and describes the 4 secrets of passionate organizations:

With those explanations we get case studies so we can really see how they relate to the topic and a summary. I found this tremendously useful. There are real nuggets of information we can take into our businesses to improve them, and therefore, our outcomes. 

Pick up your copy today! I'm working on getting Mike on my radio show so he can share more valuable information with all of you.

Saturday, August 8, 2015

Sales Systems That Matter

Mastering systems in sales can help you ensure success. When we develop and implement systems we can navigate all aspects of sales without dropping one or more of them.

Saturday, August 1, 2015

Your Silence Is Deafening

It used to be common courtesy to return a phone call or respond to an email or text. Not so any more. These days people hide behind voicemail and seem to ignore emails. So, what's so tough about responding? 

In order to understand what's happening we have to broaden our view and look at the whole landscape. Think about how many times you are solicited during a day, a week, a month. How do you like it? Chances are, you don't. The 'do-not-call list' was born from people sick of solicitation calls. 'Let it go to voicemail' as become a standard thought. Unfortunately, these people can implement a blanket policy to every scenario. They treat every call, text, email as an invasion and get into the habit of not answering and not responding.

At the same time there are people who are conflict avoidant. They don't feel comfortable telling someone 'no' so they avoid the whole conversation. Maybe they feel like the person is going to try to strong arm them, bully them, into an answer they want. 

And then there are the people who are so busy they don't carve out the time to respond to a call, text, or email. While they may have every intention of responding their days get away from them and before they know it, it feels like it's too late, or they just forget all together. This behavior is rarely interpreted as well-intentioned. It is seen as disorganized and unprofessional.

Any one of these behaviors can lead to being seen as rude, discourteous, or evasive. So, what can we do about it? Let's start with how we want to be perceived. If we want to be seen as professional, approachable, and organized we need to make some clear decisions about how we are going to handle the unsolicited outreach.

The first thing is to realize that addressing a call, email, text right away actually makes things better. It prevents the person from continuing to try to get ahold of you. It eliminates any discomfort you may be feeling; that discomfort becomes temporary as opposed to long term. And it keeps you upholding your obligations in a timely manner so you are seen as responsive and professional.

The second thing to embrace is that if your issue is with salespeople, 'no' is a good answer. Believe me when I tell you that they would rather get a 'no' than have to keep trying to get in touch with you to find out where you are. And most of them aren't going to assume your answer is 'no' so they are going to keep reaching out. That doesn't feel so great, either, does it? So why not minimize the number of times someone is calling you for something you don't want?

And in the rare occasion when someone is overly persistent you can be firm with them. That's okay too! They've just given you permission to tell them in strong terms that you are not interested.

Sunday, July 26, 2015

Offline vs Online Marketing

There are arguments for marketing on and off line. The thing we can't get away from is that online marketing is here to stay. So all of the folks who have resisted it hoping it would go away should probably take another look.

In an article for Recruitment Advisor I explore this idea. Take a look and then weigh in on what you think. What's your best marketing practice?

Thursday, July 9, 2015

[Live training] The best shortcut marketing tool I’ve found yet. . .

I’m always on the lookout for new tools that will save me (and my team) hours of time and energy we should be spending on other parts of our business.

That’s why I was ecstatic when I first discovered LeadPages. It’s one of the best marketing shortcuts we have ever used.

In case you’re not familiar with LeadPages, this lead generation platform allows you to build entire landing pages for your business in a matter of minutes.

This week, LeadPages is hosting a special one-time-only webinar to show you exactly how to use this shortcut in your business.

This all-new training is happening Friday, July 10th at 3 pm Eastern (12 noon Pacific).

As our subscriber, you’re invited to attend this live training.

Inside this live training, you’ll discover...

· The Most Neglected Landing Page Opportunity on Your Site: Most people never even think of this as a landing page, but it’s one webpage that every marketer should be using to generate leads.

· 3 Ways to Generate Leads Outside Your Site: You’ll see the best practices for growing your email list through joint venture partners, guest blog posts and social media.

· How to Get a 98% Conversion Rate: Find out why (and how) LeadPages latest conversion tool already has a 98% opt-in rate. You’ll also see how to start using this tool at no extra charge.

That’s just a glimpse. Click below for a full look at what to expect from this live training.

Monday, June 29, 2015

The Importance of True Customer Service

Customer Service is one of those things that all companies like to say they do well. Some even use it as a differentiator, a benefit. However, many fall short when looked at from the client's point of view. In Customer Service: Help Your Business Stand Out From the Competition we attack this very topic.

What are you doing to set your company apart? How are you besting the expectations of your clients?

Sunday, June 28, 2015

Success Through Serendipity

The other night Frans Johannson spoke to an engaged audience at the COSE ThinkSpot
event. His take on serendipity and innovation is worth paying attention to. One of the most impactful things he said was to not take the predictable path. It is so easy to go down the road that is logical; that makes the most sense to you because of your industry. However, if you think about it, everyone in your industry is following that path. So how are you differentiating your company? Exactly – you’re most likely not!

Moreover, logic doesn’t necessarily make sense when you are growing a company. Sometimes looking at things differently and paying attention to the surprises is what makes all the difference. Frans tells us that the unexpected is what makes us stand apart. He suggests we invite serendipity by not looking for the obvious path.

When we come up with many ideas and push ourselves to come up with something different we find the road to success. It is those moments Frans writes about in his new book, Click Moments that work the best. And we are constantly confronted with surprises and unexpected moments. As my grandmother used to say, “life is long and full of wonder.”

How will you harness the power of the unexpected? How will you use the surprises you experience to succeed?