Monday, January 30, 2012

It's not foolish ... unless you do it twice.

A mistake is never a bad thing, unless you make the same mistake twice. Once you've done it, realize your error, and learn from it, the only foolish thing is to end up in the same place and do the same thing a second time.

Today I read a great article about someone who learned a lot from his first go-round in the business world. Joe Gillette learned from experience that sometimes when we think we have it all together ... we don't. But we can have it a little more together the next time around.

I've met more than one person who justifies their behavior, the workings of their business, their employees, their money-spending habits, and the expenses of their business in incredible ways. When we get down to brass tacks and look at things in dollar figures in black-and-white, there's always wide eyes and disbelief. There's surprise and some indignation as we conceptualize in clear terms the flaws in their business model. Then we work through the initial emotions and turn them into determination and dedication. We translate emotion into action, and we never look back.

Mistakes are opportunities to learn. In fact, they shouldn't be called mistakes at all ... unless you make them twice.

Monday, January 23, 2012

Not a Talker; Not a Listener ... A Processor

All the great sales tools and knowledge out there won't do you any good unless you speak the language of your audience.

You can be the slickest talker in the world and you won't get anywhere with someone that thinks salespeople are walking gimmicks. You can be the best listener in the world and you won't get anywhere with someone who has trouble expressing what they really want. What you need to be is a great processor. You need to know how to ask great questions, read body language, and hear the unspoken communication; then you need to internalize it, interpret it, and translate your message into something that will hum on their emotional and intellectual level. That's what makes a great salesperson; that's how to professionally help people buy. Not a talker; not a listener ... a processor.

Thursday, January 19, 2012

Are They Listening to You?

Rumor has it that social media is gaining in the "white noise" label. Instead of providing followers, likers, clickers, and engagers with inspiring, upbeat, exhilarating content and satisfaction, it's starting to become the doleful, sad-eyed, here-we-go-again obligation. With so many people engaged so often and so much in social media websites, we all feel like we need to show up. Unfortunately, this party isn't fun for everyone anymore.

As a business, this means you've got to step up your game plan. It's time to explore strategies that won't land your messages in the totally-tuned-out stream. It all comes back to giving your listeners value. Here's some tips to get your marketing campaign back on the right track:

1. Know your audience. This is nothing new. Business 101 that you should have taken and mastered years ago. Know the likes, dislikes, habits, affections and longings of your target market. Do what it takes to find out what they want, when they want it, and how they want it.

2. Know your social media sites, and what people use them for. Do you really  need a presence on Twitter, Facebook, Stumbleupon, Evernote, Pinterest, Digg, Flickr, and every other "sharing" site out there? There's something to be said about getting your name and brand known. There's also something to be said about ineffective investment of time and money, as well as knowing how best to reach your target market. Do your homework and find out which road is the best road for the street signs you want to put up.

3. Give your audience value. Now that you've got their attention, give them something worthwhile. There are thousands of blogs, websites, Facebook pages, Twitter feeds, and even good old email newsletters to be had out there. Why does someone want to tune in to you? Because it's worth their time to hear what you have to say. Keep it interesting and worthwhile, and they'll even come back for more.

4. Be real. Telling everyone that you have the greatest product in the world is no longer the way to have them believe that and buy from you. You have to prove yourself. Which means being honest, real, and trustworthy in all the interactions you have with clients and customers. They need to believe in you. This is the reason you don't hire someone to run your personal social media profiles. It has to be you. If you need a profile for your company, create one that is seperate and easily identifiable as being a company profile. But don't expect that to be nearly as successful as your personal profile. Nobody wants to talk to the gatekeeper - they want the real story from the horse's mouth. Give it to them. Take the time to let people know the person behind the product.

5. Use strategy. Again, this is nothing new. But lots of businesses seem to think that having a social media presence is enough. It's not. You're only part of the white noise if all you do is exist on Facebook and occasionally Tweet something that you think is interesting. Social media is, after all, a "social" thing. The idea is engagement - getting in on conversations, joining groups, and becoming a voice. Find your target market and engage them. Join relevant groups and lead relevant conversations. When someone is interested, know how to help them find out more about you and your product. Have a plan in place and a strategy in mind.

Tuesday, January 3, 2012

Making a list

Lists are one of the most effective ways of channelling our thoughts and ideas into a clarified action plan. Itemizing what needs to be obtained, achieved, or eliminated from our energy, time, and attention is key to focussing on the things that matter most.

How many lists have you made in the past couple of weeks? Grocery lists, Christmas shopping lists, to-do lists? Did you make New Year's resolutions?

Let's turn the tables around - how many lists have your name on them? Were you on Santa's good list? How many Twitter lists have you appeared on? How many people have your name on their list of people to call?

Was your company listed as one of the main contributors to your industry or community in 2011? ActionCOACH Lethbridge is making a huge collaborative effort with organizations in our community to raise the economy and buoy up the systems that keep our home great. We're looking to create 1000 new jobs in 2012 and lead the way in making this a banner year for southern Alberta businesses. With guaranteed results, join the growing number of commercial clients that are topping industry lists around the world.

Add us to the top of your list and we'll get you to the top of the list that you've always wanted to be on.