Marketing Category

Three Quick Reasons Why Good Sales Skills are Important

Thursday, April 26th, 2012

It continues to baffle me when I ask people what business they are in. They either give me a long, drawn out, confusing answer or look at me as if I’m from the planet Mars. Their inability to clearly articulate what they do is a whole other article, but here’s where I’m going to start this month’s marketing spotlight: people continue to forget, ignore, or fail to grasp that they are in the sales business.

It’s almost epidemic, and still shocking to me, that most people still have major hang-ups when I tell them that they are first and foremost in the sales profession. Yes, it’s a profession, because when done masterfully and with strong intent it adds value to other people’s lives, and does not take away from them.

The industry has been knocked for years in films, across college campuses and obviously within the media who continue to focus in on the few bad apples in business who’ve unfortunately abused others, while giving honest success stories little, if any coverage. It’s time for the tide to turn because a strong economy is in everyone’s best interest!

I don’t care if you have the best product, service, widget, idea, or message, it boils down to a couple of key points: if you can’t first and foremost get ‘Mind Capture’ or attention and then sell people on why they should consider buying from you, you are in for serious trouble.

All the best marketing strategies that deliver qualified leads and referrals to your door or inbox is for naught if the hand off is bungled and the opportunity to serve is blown due to little if any sales skills, training or strategy.

Here are three quick, yet important, reminders as to why great sales skills are of key importance:

#1. Competition is intense and it’s now global – think Google search

#2. You must be able to communicate and sell your message, ideas, and vision in a world where most people are skeptical and believe little, if anything, the first time they hear it

#3. Most people ‘wing it’ when it comes to selling and it costs them and their business a fortune

Tony Rubleski
Mind Capture
616-638-39121
www.mindcapturegroup.com

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Should Social Media be called “Media for the Anti-Social”?

Tuesday, April 24th, 2012

I believe Social Media has some challenges with its name. The definition of social is “of or relating to human society”. I guess my problem with this as a definition is because “social media” is by real definition, “of or related to a virtual representation of a human society”. My point is that the names we give things give them power and power should be earned so it owns its responsibility.

Technology cannot architect a relationship. “Where do we live and what do we live for”? to paraphrase Thoreau. Are we here for texts, e-mails, blogs and their replies? Or are we here to use these mediums or media to facilitate the handshakes, the hugs, the high –fives and the connectivity that comes from sharing in society?

In my world, I build relationships between companies and I am more than happy to create content, connection and response through the new media and use these tools to create “relationships” but I am not fooled by the saying “follows are friends” or even customers. Are you?

Use the tools! But understand their place and where they stand in your business and your life. Last week I got into a car accident. It took 2 ½ hours out of my day but I made friends with the guy that hit me and exchanged information with the people that I hit. We laughed, made fun of how long the cops took get there and how hungry we were. What was so illuminating to me is that I had a better relationship with these people than I do with 80% of the people who follow me on Twitter, Facebook and LinkedIn and that is because we had an accident for us to spend time with each other.

In the end, when you are sitting on your death bed, I doubt you are going to think about your last post. Use technology as a tool to become more social, not confuse it by behaving the opposite.

Tony Scelzo
Rainmakers Marketing Group
317-216-6345
Tony@gorainmakers.com

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Of Course You Can Get Through Your Regrets

Thursday, April 19th, 2012

Why is hindsight so clear?

Danish philosopher Soren Kierkegaard said, “Life can only be understood backwards, but must be lived forwards.” What a great insight!

At one time or another we all regret a choice we’ve made; it’s just being human. We can’t always choose the right path. But instead of regretting your choice, think about the positive aspects of your decision. What did you learn, how did you make the decision? Was it based on your present situation or future possibilities?

Last year I made a decision to buy a house on a little lake that was similar to my childhood home. Unfortunately I based the decision on the fantasy of “how I would like to use the house” rather than the reality of my life. Last summer I spent one weekend in the house, despite the fact that it’s less than one hour from my home in Albany. I hope it’s a good investment but only time will tell.

According to Dr. Michael Craig Miller, regrets can help us make sense of our life and our choices.

How do you get through regrets? Here are a few things I’ve come up with, let me know what you think.

I know this sounds simplistic but get over it! Getting too involved in regrets is pointless. Why spend time hashing and rehashing—it’s over. A friend of mine told me today that she is still trying to get over a 14 year relationship. She and her ex-boyfriend still continue to hash things over and over despite the fact that they both say it’s over!

View the experience positively. Remember the concept called Yin Yang? The ancient Chinese subscribe to a belief that there exist two complementary opposite forces in the universe. One is Yin, which is characterized as negative or feminine, the other is s Yang which represents everything positive or masculine. One is not better than the other, they just co-exist. There is a positive and negative side to everything.

If we apply them to life we could say there are two opposite sides to every event. In the case of our regret, it can be a positive learning experience. Ask yourself, how has this bad decision helped me? What have I learned, is there a good side to my bad decision?

This past week my favorite restaurant burned to the ground. The restaurant was one of the reasons that I bought my lake house. The restaurant had good food, good people and was the meeting place for everyone living on the lake.

Today I went to see the devastation. All I could think about was where will I go now? How will I find my summer friends?
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Igniting Innovation – Part II

Wednesday, April 18th, 2012

SerinaKelly

In a previous article, I covered two of the four ways to ignite innovation according to an article I read on CBS Money.
Connect to Igniting Innovation – Part I

Let’s cover the last two ways:

Number three – Create a common enemy (or what I would say is competition keeps us on our toes)

I am a firm believer that competition or adversaries are extremely good for business. If we didn’t compete, many of us would become complacent. If I were the only marketing company in town, I probably wouldn’t read as much or try to get a heads up on new ideas coming out on social media, but then again, if I didn’t have competition, I wouldn’t have much reading material as I read from my competition because many of them are quite smart!

Let me give a more personal example – my 16 year old son and his basketball career. When he is fighting for a spot on varsity, he plays his heart out. Everyone sees just how good he can be. But if he thinks he’s a shoe-in, it’s a totally different game. And, what he noticed is if he plays hard, another kid on the team plays hard because he’s fighting for that spot as well. So, overall the team is better because of it.

So, what can you learn from your competitors? What can you do to become the business others think of as their common enemy?

And number four – Focus on what can be done with “spare parts”

Great ideas emerge from “spare parts,” according to Steven Johnson’s book “Where Good Ideas Come From.” What is it that you would consider your spare parts – that you have extra of that others don’t. But you must act fast on it as if something is achievable, your competition is heading that way as well.

The thing about innovation – it needs to be done quickly. Honestly, that is where I fall short as I am a thinker and feel the need to think things through, but I have met many entrepreneurs that I tease who have the “squirrel” mentality – from the movie “Up” for those who don’t get it – SQUIRREL! And, they are usually the ones that are truly innovation leaders.

Serina Kelly
Relevate
www.getrelevate.com
serina@getrelevate.com
317-203-7740

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