Articles Tagged ‘small business strategies’

Are you a Fireman or a Parade Captain?

Wednesday, November 16th, 2011

What kind of sales person are you?

The Parade Captain:
Many of us in B to B sales really work very hard on developing our marketing and sales materials to reflect our very best. We create, tweak and develop our best marketing materials including testamonials, case studies, statistics and business cases.

We get the meeting, present to the client w/ our our splendor and promptly get put into “voicemail hell” wondering why the client that seemed so interested in our parade didn’t buy what the floats represented.

The Fireman:
Then there is the fireman. The fireman comes in axe in hand, probing, striking to the heart of the matter looking for fire or signs of fire, smoke, spark anything out of line that he might care for to make sure the prospect is safe. If need be he goes back to the truck gets a hose, a big ladder, the jaws of life or a power saw, he does, but only the tools needed to put out the fire. Then after the fire is out and the client and family is safe. The fireman goes into advising what they can do to avoid such fires and maybe invites them to come back to the station to see what they can do to help themselves prevent the next fire.

Seth Godin said “No one will pay attention to your parade when their house is on fire” and this is so relevant today’s business to business selling environment.

I can’t get you to listen to how to rebrand your company when you know your competition is number one in Google.

I can’t get you to listen to sales process improvement when your number one salesmen has been taken by your competition and their is no non-compete.
I can’t get you to listen to new strategies on lead generation when you don’t have enough bandwidth to follow up on current leads.

I can’t get you to listen to how to hire effectively when you can’t make payroll.

If you sell, you have to go to the fire. You have to have the weapons to put out the fire and yes then you will be the hero that will be trusted to take care of anything else your prospects might need.

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

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Three Things Men Do Better Than Women – When Networking

Friday, September 23rd, 2011

Earlier I wrote an article, 3 Things that Women Do Better Than Men; today it is the guys’ turn. Can you believe it ladies, there are things that men do better than we women. Of course you can, it is designed by nature. Men are great at doing a variety of things while women are great at others, we are different in every aspect of business and life. In this case we are going to look at 3 things that men do better at networking than women do.

The goal is for us to learn how to network with men and leverage our networks more effectively. Women are great at building strong long term relationships. Where we are weak is taking those relationships and turning them into business opportunities, for referrals and even sales. Here are 3 things that men do better and we can learn to do it too.

1. They can identify business opportunities quicker than women. Men can see opportunity and they are willing to go after in much quicker. In the world of networking, men can identify where they are most likely to be able to get and give referrals with someone.

2. They are more willing to ask for what they want. Their fear of rejection is much less than a woman’s fear of rejection. They are not afraid to ask people to do things for them, and they are clear about what they want and approach people in business with that in mind.

3. Men are much better at not taking things personally, they understand that it is about the business. They can have the business deal go bad and they know it should not get in the way of their friendship.

These are great traits for women to be able to do also. A future article will discuss how we can benefit by learning from each other. What kinds of things have you noticed about the differences in men and women networking?

Hazel Walker
Referral Institute, llc
BNI
hazel@bni.com

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Are you taking enough of THIS?

Monday, August 22nd, 2011

ScottManning

Oh, without question, the answer is no.
You aren’t.
I’m not.
No one is, really.

Of course you are wondering what is *THIS*.
And I’m going to tell you.
First, let me lay some groundwork.

If there were to be one secret above all other secrets,
One thing that is the single most fundamental requirement of success,

It would be *THIS*.

If you were to carefully examine and study the most successful people in the world.
The people with the most control, most money, most opportunity…

They all have more than just about anyone else of *THIS*.

Okay, enough playing games, its just that after I tell you what *THIS* is, there’s a
chance you’ll want to stop reading, which is actually my entire point for writing
this message today.

I am certain, 100%, for sure that when a person fully embraces what I’m about to say
in their business and life, EVERYTHING else begins to fall into place, at least doors begin to open, people begin to take notice…and actually, you simply (and
very importantly) feel differently, better, about yourself.

*THIS*
Is
*RESPONSIBILITY*

Yeah, I know, but before you discount it.
Think about it
Let it soak in

The more *RESPONSIBILITY* you have, get, accept
The more you are in control…

The secret is to TAKE, not just have, get, accept, but TAKE as much *RESPONSIBILITY*
as you possibly can.

As fast as I can, I’m going to give you some examples.

There’s one man in front of the media right now along with a whole “house” full of
others who continually pass off *RESPONSIBILITY* on the next guy, the next term, the
next party, the next generation…and on and on and on.

Problems occur when *RESPONSIBILITY* is not taken.
You are seeing an example of that right now.

More importantly, since you’ve got no control over what they do, let’s talk about
what you can control…YOURSELF, as example.
read full article »

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Business Lessons from Jeff Bezos and Amazon.com

Friday, July 29th, 2011

Back in May of 2008 I had the pleasure to meet Jeff Bezos, founder of online giant Amazon.com, speak at Book Expo America in Los Angeles. I was there to meet with my publisher and network. Bezos was making his first appearance in eight years to pitch the electronic book reader, Kindle, and his presentation to a packed house was compelling and highly persuasive.

In his keynote address, he mentioned the many struggles he faced in the early days of selling his idea and the massive rejection and disdain by private investors and bankers for his idea of selling books online. They thought he was nuts. In his mind he believed 100% in his vision and nothing would stop him. We’re all lucky today that he was a very persistent man. His company has turned the book publishing industry upside down, and its impressive level of sales is rivaled by few businesses in the market place.

The highlight of his keynote speech in LA was when he made a direct comment about the power of persistence and believing in your dream despite what others say or think. It was so powerful and timely that I now share it with every live group I speak to.

“Sometimes you have to be willing to be misunderstood.”

Please go back and slowly read that statement again. What an incredible idea. As soon as he said it, I stopped in my tracks and quickly realized that this was a common characteristic in high achievers. read full article »

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