Posts Tagged ‘presentation skills’
My name is Francis Walsh. I spend most of my time right here, typing words that get noticed. I know this is true because people come and ask me what I’m writing about and why.
“I like to think they are more interested in my words but they’re not.” “They are interested in what I talk about.”
Content is King
“No doubt about it, content IS king.”
Right now, our friends and colleagues are talking and writing too. The problem is much of what they’re doing online has nothing to do with me or you. They are interacting on a personal level with their friends and colleagues who keep them motivated. Motivation is the key to happiness. Happiness is motivated through interaction on a personal level.
“People are online looking for the answer to their next big question and they know where to go for their answer, but they don’t yet know who the answer is going to come from.”
Even you have questions that need to be answered. They may change as your day goes along or as the need for an answer arises. What we all hope to have when questioning the things we need to know more about, is a rapid response.
“We like to get a quick response.” “Don’t you?”
Content is the answer. Or better yet, “Content about your product has the answers about your product.” Your business can quantify an actual benefit from having more answers about your product online. “Not just on YOUR blog or website, but anywhere there is a forum of similar minded individuals or subjects to leave an answer behind. This is the PERFECT place to introduce your position and the benefits of your product.”
“You have to spread yourself around if you want to really begin to see the benefit of marketing to the online community.”
Rapid Response Initiative
“I like to think that I can answer a question from anyone online before they actually sign off from that session of computer use.”
If you begin to initiate a rapid response to each and every request for an answer that comes in from anywhere online, you will dramatically increase your bottom line by “I would say 15% to start.” “And it doesn’t matter how big your company is right now!”
Small companies therefore have to consider that a 15% increase to their offline business from online activity would be a great boost, and big companies can see that taking back or acquiring more market share is possible. “Even companies that think they already have a presence online.”
“Some businesses don’t know what they’re doing really, and have no idea of the commitment it takes to drive business from the online marketplace.”
Being prepared to respond to that user before he or she signs off the internet is how you can expect these kinds of results.
Matt Geier has the platform to push a company forward quickly. Not just a man with a plan, but a team with a dream. “The dream is about building equity from internet sources using content placement and rapid response initiatives that not only boost productivity of what already exists online, but generates its own business away from the one location certified to be The Product Source.”
The investment is sound. The people are experienced and motivated. More businesses are getting results that they cannot get from anyone else. Other companies run around with a product’s old content, putting one thing everywhere. “One little thing” (and then they pray.)
“I expect everything I do to be successful and it is.” “I expect that every company that I work with will see tremendous growth, and they do.” “I can only say that I know what The Sales Corner will do, and it will be well worth it if you put your business on a fast track with us.”
“I can say more but then I think I said enough already.”
- Spending too much time with gatekeepers and others that are not key decision makers. Unless you are using them to gain access to economic buyers.
- Not using action steps to move the sale forward. Do not expect the client to do your work.
- Being ready and available for every call. Dress the part and dress professionally daily. Casual dress is a rote excuse for laziness.
- Procrastination. Use a planner and take time for personal issues. Do not use work as an excuse not to spend time with family. Never use poor planning as an excuse not to return imperative client calls.
- Not using a small percentage of each day for lead generation. The fuller the pipeline the more available the opportunities.
- Not spending time in self-development. Learning is a continuous process. Do not use learning as criteria for weakness. Your organization is not responsible for your future development- take responsibility.
- Using electronic media instead of meeting directly with buyers. Face and voice time are more important than the veil of the Internet.
- Not using a process. Over 90 percent of sales professionals lack a formal roadmap that helps to efficiently find and close business.
- Failing in customer service. Over 50% of every client interaction involves customer service. Kill them with kindness to have them return.
10. Responding to proposals not requested by buyers. Responding to blind RFI’s is simply a waste of time.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens is one of the world’s leading authorities on business development and sales. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.stevensconsultinggroup.com
Why is it that individuals are so negligent to things that make a difference? As a business professional I find it vital to be attentive to nuances that aid relationships. These include graciousness, name recognition and simply being attentive.
Psychologists have studied the use of the Primary/Recency Effect, known for an individual’s ability to recall the first and last things they see or hear. If the cliché holds that people judge a book by its cover, then many will be ignored.
Business today requires being in the moment, and attentive to all things. Misspelling names, forgetting appointments, etc, do not gain accolades. If you want to leave a lasting impression and gain better relationships follow the simple suggestions:
- Follow the Dale Carnegie Rule. In 1983, I read “How to Win Friends and Influence People”. The first rule, “a person’s first name is the sweetest sound they will ever hear. If you do not recall, write it down. If you cannot pronoun it ask the person. Stop being lazy and make a better first impression.
- Cold Call Failure. Cold calling today is repulsive. Too many agents obtaining lists and calling prospects without preparation just provocation. If there is no want or need, there is no conceptual agreement. Stop calling people from a list and target a microcosm that might have a better need for your service.
- Email Etiquette. As the Internet developed positive and negative rules of engagement developed to help with email use. However many today continually send emails without a subject message. Unless you desire a lack of a reply, be more attentive to the subject and actions you want your receiver to take.
- Email Responsiveness. The purpose of email is to allow receivers to reply to email when they have a spare moment. However, what incites many is the general lack of a reply by receivers. People in all businesses are busy, yet this does not allow receivers to negate replies. Unresponsiveness to emails is as insulting as not saying “hello” to familiar faces on the street. No one is that busy.
- Responsiveness to Voice Mail. Similar to emails, stop hiding behind procrastination and return calls.
- Delegation without personalization. In the last few weeks I have sent correspondence to executives related to certain business matters. I realize the information will get read but delegated to a subordinate. However delegation might denote arrogance. Handwriting a simple note communicating the receipt of the letter, the importance of the query and the need for delegation is in the best interest of customer service. Arrogance and laziness trump customer service.
- Follow Up. Return calls when you say you will, send emails when you say you will and offer feedback when promised.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens is one of the world’s leading authorities on business development and sales thought leadership. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.drewstevensconsulting.com.
Winning the races at the NHRA is a TEAM EVENT. You do not enter without a team, and you do not go through the various challenges by yourself either!
Using this example gives us a great digression into deciding how to offer you advice to help grow your business. For many, running your business will take up all of your time. Some feel this is needed and some would rather free up time to focus on other things.
Unfortunately, if you entered a drag race on your own, you’d be left to complete every challenge and problem on your own also! What happens when your tire goes flat? What if you blow a head gasket? What if a high pressure hose breaks? Are you going to know all the “nuts and bolts” that need tweaked to make everything run pristine again?
At The Sales Corner, we don’t take information lightly. We like to provide something worth while, educative, and “real world” because this is the reality you live in. We are a part of your team in your corner, and we want to help you with all of your challenges and hurdles!
Consider that said while you watch this great promotional video brought to us from The Sales Corner’s one and Only “SEO Shaman” FD Walsh! We thank you and we hope you enjoy! Remember, be part of a team and get bigger results faster, and more targeted!
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In the last several weeks I have solicited over 20 vendors for a variety of reasons; restaurants to home improvement centers. There is a stark contrast in treatment from one establishment to the next. Most bewildering is the general lack of focus and respect for customer service. The simplest issue for any business is retaining clients by treating them well. Research over many years proves that it is less expensive to maintain your current client base rather than acquire new.
As a business development and customer service consultant I am more sensitive to the issues. However let me offer some free advice that will save organizations money, time, stress and most of all, customers.
- When a customer walks into an establishment or walks to a cashier please have your staff smile and say hello. The world’s icebreaker is an empathetic smile.
- Remember customer’s names. The sweetest sound customers hear is the name of their name, do not screw it up, repeat it the name if needed.
- Have nametags available for all employees. Nothing is more bothersome than to not know the name of staff.
- Eliminate the ready, fire, aim approach to service. Start having employees listen and question. Nothing can be heard when both sides are speaking.
- Check the baggage. Consumers do not care if employees received a ticket before work; have a toothache or the myriad of other excuses. It is about the customer not the worker. Bad attitudes are to be left at home.
- When possible have all employees wear ubiquitous uniforms especially in service establishments such as doctors, specialists, etc. It is helpful to know staff from vendors or perhaps other customers.
- Have staff address me formally unless told otherwise. Respect is the better part of valor no matter the generational differences.
- Inform staff that cell phones and the rude act of text messaging are off limits during work hours. Attention must be given to the customer not the evening date.
- Ensure background checks on delivery personnel. In the last several weeks I have noticed seven traffic infractions. The most notable – Stop sign avoidance!
- Stop the banter. When clients arrive undivided attention is to be given to them. Refrain from rumor mongering and speaking ill of the previous client.
- Offer frequent customers some type of VIP service. The most treasured become your greatest marketing avatars.
- Create a customer culture all hired need to be focused on your greatest asset- customers.
- People remember the first thing they hear and see and the last. Make a positive first impression and a memorable last.
©2010. Drew Stevens PhD. All Rights Reserved.
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Drew Stevens is one of the world’s leading authorities on business development and customer service. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew dramatically accelerate your business development and sales skills visit his sales and marketing website.