by David Meerman Scott
1) Buyers are in charge
The idea of mystery in the sales process is over. There is no more ‘selling’—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost.
2) How to generate attention
You can buy attention (advertising). You can beg for attention from the media (old school PR). You can bug people one at a time to get attention (sales). Or you can earn attention by creating something interesting and valuable and then publishing it online for free: a YouTube video, blog, research report, infographic, Twitter feed, Facebook Live stream.
3) Educate and inform instead of interrupt and sell
You have the power to elevate yourself on the web to a position of importance. In the e-marketplace of ideas, successful salespeople educate and inform. They highlight their expertise by sharing videos, content-rich websites, social streams, blogs, e-books, and images rather than using the old sales playbook of information hoarding and letting it drip it out.
4) Convergence of sales and marketing
I’m fascinated by the convergence of sales and marketing. Marketing is when an organization uses content to reach many buyers at once while sales is curating that same content to one buyer at a time. Continue reading Ten Big Sales and Marketing Concepts To Grow Your Business
by Connie Podesta
For All Who Need It
When I wrote my book Redefining Happiness, I did so with so many people in mind. My clients. Audience members. Online followers. Friends. Family. Colleagues. I wrote it because I think in our sometimes crazy world we tend to put a lot of things on the top of our to-do lists and somehow happiness, joy, and celebration seemingly creep to the bottom more often than not. We get busy. Overwhelmed. Worked and worked some more. And here’s the crazy part – you won’t believe how many people feel GUILTY about being happy. About self-care. About having fun. About being “off the clock”. STOP.
Here’s the truth: There’s a lot that we CAN’T control in this world and the stress of that makes people so anxious and even fearful. My goal? Is to help people kick that stress to the curb and instead of fighting for their right to be SAD, or ANGRY, or WORRIED – they’ll instead FIGHT for their RIGHT to be HAPPY. Because I can tell you, as someone who speaks to thousands of people a year and who has counseled countless people as a therapist and human behavior expert – when you fight for your HAPPINESS as hard as you fight for status quo – your whole world changes. Your relationships improve. Your quality of life skyrockets. Your success level goes through the roof. It all starts with putting happiness first.
Continue reading FIGHT for Your RIGHT to be HAPPY
by Stacey Hanke
The mistake most individuals make in building relationships is assuming that influence is a one-time event. We sprint through life, running from meeting to meeting, shooting off email after email and ending our days wondering, “What just happened?”
I refer to every conversation as The 3³ Approach. During every conversation you should ask yourself: “What do I need to do and say to influence this relationship three days, weeks, months and years from now?”
Think about every conversation having influence from a wider lens by asking these powerful questions:
- What perception do I leave with my listeners after every conversation?
- What questions can I ask my listeners to better understand where they are now with my topic compared to where I want them to be?
- How do my listeners prefer to communicate with me – face-to-face or a phone conversation, email or text? This question is critical to ask early in the relationship to honor your listeners’ time and to communicate through a medium that works best for them. You can’t take the relationship to the next level without frequent communication.
Continue reading Every Moment Matters – Taking Your Conversations to the Next Level
by David Meerman Scott
July 5, 2016, the revised and expanded paperback edition of The New Rules of Sales and Service releases in bookstores and online in North America. It will be available in other parts of the world in the coming weeks.
by Connie Podesta
Why it HAS to Start With You
I’m very blessed to be able to share with amazing people all over the world. From the tens of thousands I speak to from the stage each year to my incredible friends on social media – one thing that comes up over and over I find is how people often put their “worth” in someone else’s hands. In other words, they don’t know their own worth, so the let someone else determine that value. Stop. Please stop. Here’s the amazing thing about you that perhaps no one ever told you before – you are unique and have gifts that are yours to deliver to the world. Never be so blinded by what you want, or by what someone else says that you don’t know your own value.
I’ll tell you a personal story that I sometimes get to share when this topic comes up and it’s all about how I had to learn this lesson the hard way. When I was brand new in my speaking career a woman called me to do a job and offered me a fairly low fee. I was so anxious to get that job that I said sure so fast I didn’t stop to think. Not only that, I was so eager, I sweetened the pot by saying I’d do all three days of her event for that amount and pay my own expenses. I was hired! Yeah! As you might imagine, I worked long and hard those three days. The same woman that hired me drove me to the airport and handed me the check for that small fee. Here’s where she impacted my life and career forever. She said, “Let me tell you something Connie, would have paid you ten times as much, but I’m going to give you this and not feel guilty about it. Because if you are going to go through life and not know your value or how much your worth, then you can’t be mad or blame others for taking advantage of you. I didn’t take advantage of you. I gave you exactly what you asked for.”
Wow. Talk about a lesson. That hit me. And I think it is a lesson everyone should hear. The truth is how we allow others to treat us is a direct reflection on what we feel we’re worth and how we value ourselves. So I really think a big secret to success, in relationships and at work is to first truly know your worth and be willing to fight for it. Stand up for it. Believe in it. Because truly if YOU don’t know your value, and understand your worth, how will anyone else?
A lot of people go through life lifting everyone else up around them – EVERYONE but themselves. Sometimes we’re our own worst critics that way. So we let others determine what our value is. Let me share this thought. Be at LEAST as kind to yourself as you are to the other people in your life. Give yourself the benefit of the doubt. Give yourself kudos for a job well done. Give yourself permission to take the best possible care of you that you can. And every day when you look in that mirror know that the person staring back is uniquely valuable and has so much to give the world. Don’t discount that. Not for anything or anyone.
by Stacey Hanke
Your products and services practically sold themselves in the past. You and your company pride yourselves for having a solid reputation and strong relationships with your customers. Yet you’ve noticed that your customers don’t call you anymore when they have a problem your products and services could help them solve. Times have changed. As competition has increased, so have customers’ buying options.
Your natural response to this situation might be to:
* Over-sell, offering customers numerous options in the hopes that one will be the right fit;
* Take over control of sales conversations, creating customer frustration and confusion;
* Offer customers your solution, regardless of whether it addresses their pain points.
To gain more influence Monday to Monday™:
1. Stop talking and start listening. If you are not actively listening to your customers’ pain points, you risk offering the wrong solution, losing your customer’s trust and jeopardizing the relationship. Be patient and avoid the temptation to high-jack the conversation. An influential communicator understands the power of speaking less and listening more to discern what the customer really wants and needs.
2. Ask influential questions. Focus on asking open-ended questions that identify your customer’s pain points. Open-ended questions will give you more information about what is important to your customer and their objectives.
3. Adapt your message on the fly. Be flexible and willing to allow your customer’s responses to drive the direction of your message.
This week’s blog is an excerpt from Stacey Hanke’s book, Influence Redefined…Be the Leader You Were Meant to Be, Monday to Monday, which was released in early 2016.
by Colette Carlson
When visiting my parents recently to celebrate Dad’s 90th, I watched as he carefully pushed the phone buttons with his oversized, arthritic fingers to re-order his medicine from the VA. I smiled and told him what a rock star he was for adapting to technology. A Baby Boomer friend, who reluctantly learned to use her bank’s mobile app, is thrilled with how convenient and time-saving it is – far fewer bank visits. Yet she avoided the technology for a long time, telling herself and anyone who would listen, “I’m not tech-savvy.” To that, I say, “It’s time to step up and get in the game.”
It’s what we all must do, not only in our personal lives, but most especially on our career path.
It’s imperative that we be willing to #morph – or risk becoming irrelevant.
Just because something is not part of your current skillset, doesn’t mean you can’t learn. If your company is transitioning to a new software application or implementing new systems, you can balk and complain about the change – we’ve all seen colleagues choose that behavior – or you can get on board with your company’s evolution and take advantage of the opportunity to learn something new. Besides, it’s good for the neural pathways in your brain!
Continue reading Why You Must Morph to Stay Relevant
by David Meerman Scott
Stories are universal. No culture has survived without them. They are widely recognized as an essential part of human cognitive development.
As toddlers, when we listened to someone telling a tale, we built emotional bonds with others while developing empathy, encountering common cultural touchstones of morality and ethical behavior, and learning the ability to use language to express our thoughts and feelings. As social animals that crave connection with others, we find that stories—whether told orally, written on paper, or conveyed on film—are our most immediate way to enter the imaginative minds of others.
Business and commerce continue to be fundamental ways we interact outside of our family. And while we may not fully realize it, stories are an inescapable part of how we communicate professionally
Mastering the Art of Effective Storytelling for Business
Critical to an understanding of story in business is how customers tell themselves the stories that define them (their worldview) and how these relate to the products and services they use. Continue reading Marketing Basics: The Story Customers Tell Themselves
by Connie Podesta
I recently spoke to a large audience made up mostly of millennials. And they had tons of questions about working with “older people”. And I realized… hey, that’s me! I am always teaching people how to deal with the millennials, but I never teach them how to deal with us. So, in fun, here are a few good tips when working with the rest of us that just might come in handy. Whichever side of the generational fence you’re on – these will be good tips to take with you!
12 Top Millennial Tips for Working with Baby Boomers
1. Make a “voice call” on your phone. I know. It seems archaic. But they seem to like it. Go figure. It’s a grand way to communicate while hearing a person’s voice at the same time. Even though they are capable of texting, their ADHD skills aren’t as honed as yours and they don’t mind the extra time it takes to get through a conversation. For some reason it makes them feel closer to you when they can attach a voice to the words.
2. Be patient. Give them some leeway if they don’t return your texts immediately within a few seconds. When they were young they had something called “a life” which means they did other things besides having constant communication with their friends. They often go back to those days and have experiences that are phone-free. During those times they may not even look at their phone for minutes at a time. And texting again asking “are you there?” won’t help. You may have to just wait it out. For some reason they seem to be even better focused once they return to the real world of constant chatter.
Continue reading Millennial Alert: How to Handle Older Folks in the Workplace 12 Insights from Someone Who’s Been There, Done That