3.1 Steps for Dealing with Old School Employees

“I don’t know if that applies to me because I am just old school.”  We hear this quite often in business when new ideas and technology are introduced.  And it is not just from the older workers.  So when you hear this, flags should go up because what the term old school usually implies is resistance to change and quite often fear.   Someone is holding onto their old ways of doing things because it is safe.  Change is scary.  Old school could also mean that we perceive the old ways of doing things as the best way, regardless of the truth of it.  But success in business requires the ability to handle change effectively and manage the resistance to it. 

So how do you address these “Old-Schoolers?”

 

Your Facebook Friends are NOT Your Customers

Your friends could be your customers, but right now they are not, so don’t abuse that friendship by selling to them.  We all know someone who just doesn’t get how to Facebook and uses it to sell you whatever it is they are into.  I’m not talking about sharing of ideas (like posting this blog on MY wall).  I am talking about the ever-aggressive “buy something from me” blatant use of the social media platform.    It is the social equivalent of inviting someone for a coffee, and then trying to get them to give you money for some multi-level marketing idea.  Or coming to my house and asking me to pitch your business to all my friends.  NOT COOL.

 

5.1 steps to Get Marketing and Sales to Play Nice in the Same Sandbox.

History has always been filled with great rivalries:

• Dogs vs Cats
• Tom vs Jerry
• Pepsi vs Coke

And now in the 20^th Century – Sales vs Marketing. 

There has always been a disconnect between these two groups, and much blame gets passed to one another.  Marketing works hard to create a brand strategy that will make the phone ring and the website light up.   Sales gets leads but complains

 

The Sales Formula to Crush Your Numbers. What to do TODAY to Hit Your Target for the Year.

To succeed in sales, you need to plan.  In order to plan, you need to understand.  Successful salespeople know that achieving aggressive targets does not happen by chance, it happens by design.  There are a million little steps that must be made each year to do it right, but sometimes that becomes daunting.  Most salespeople who don’t hit their targets lack one of three things:

• Selling Skills
• Belief in Themselves
• A Plan

 

If You’re an Expert, Have an Opinion! Especially When it Comes to Customer Service

Sometimes the best way to understand better business practices is to experience similar emotions in different situations.  I recently spent some time in the hospital with a loved one who was dealing with cancer. We spent our time in and out of appointments, dealing with multiple members of the care staff, and waiting (A lot of waiting). I made the mental connection to business when we were dealing one of the many Doctors. He was carefully explaining the results of a procedure to all of us, asked considerate questions, and even cracked jokes. When we asked what options were available, the Doctor took the time to explain exactly all of the information we were hoping to find out. Many of the previous Doctors we dealt with were not as thorough, compassionate, or even cooperative. Some of them even said things like, “Surgery will be risky, so it’s up to you. It doesn’t matter to me what you decide, you just have to make a decision.” These interactions make patients feel scared, confused, or even ashamed and embarrased for bothering the Doctor.

 

You Want To Succeed in Sales? Give a Shit.

Don't be this guy.

Being in sales is a tough gig.  You don’t get “off-days” and you are constantly scrutinized.  It is no wonder that when you get into a slump, it is so terribly difficult to get back on track.  And many times, when you start feeling burned out, you begin to make excuses why you can’t sell – we have all done it.  Excuses like; the economy has changed, my price point is too high, we aren’t getting quality leads, etc.  So salespeople and managers begin to look for ways to drive their business with ideas on how to present their product, closing techniques, or even negotiation tactics.  Many times they forget there is one simple secret to success in business – especially sales. 

 

Three Pieces of Advice for New College Graduates

I recently had the privilege of being asked to be the guest speaker at the Sprott-Shaw Community College graduation ceremony and share some advice with the new graduates on starting their new careers.  They even gave me this cool Inukshuk for coming!  And check out the video at the bottom of the post. 

Over the years, I have worked with many students and grads and I have three main pieces of advice that I feel are neccessary when setting out on their new paths.

 

Turn Your Android Phone Into a Wi-Fi Hotspot!

I know there are many tecchies out there saying, “duh.”  But for most of us business professionals, this is something new and exciting!  We use our smartphone as a business tool and only know about half of the features, so cut us some slack.

This is especially helpful for all my friends who live on beautiful Vancouver Island with me.  And also it means that you don’t have to buy a $10 coffee at Starbucks to use the internet.  I was on the Ferry the other day and was typing out some emails on my laptop, only to realize that Ferry didn’t have wireless!  And I also know that the wireless you do get on the Ferry can be very limited.  So I turned my phone into a WiFi hotspot and internetted away. Here’s how:

 

Do You Have a CRM Strategy? Or do Your Ten Spreadsheets Work Just Fine?

If your salespeople spend too much time on administrative tasks and not enough time with customers, you need a CRM.

What is CRM?

CRM (Customer Relationship Management) does more than just track customer interactions.  It is not just a database tool to store information, but rather it helps your company optimize your operations by automating routine tasks and it allows the company to capture best practices.  CRM should enhance your ability to acquire, manage, serve, and extract value from your customers.  It should have time-saving tools that allow

 

5.1 Steps to Listen Your Way Into Better Relationships – and More Sales Too!

"7 Habits of Highly Effective People."

Listening has a huge impact on how we create, maintain, and cultivate relationships.  Listening uncovers objections/needs, and allows you to know who you are dealing with.  It is also the ultimate compliment because people love to talk about themselves.  Product knowledge, features, advantages, and benefits are great, but if you don’t understand your customer’s needs, you won’t know where to apply your knowledge.  Stop talking about yourself, and start learning about others.  Listening is not hard, it just requires discipline. 

 

Generation Y and Baby Boomers – Together at Last!

STOP the madness!  Forget what you think you know about how different the age groups are from each other.  It has nothing to do with differences, but success will come when people seek to understand each other.   On one hand, we’ve got the young people who think the old people won’t listen to new ideas.  And on the other hand, we have old people who think the young people don’t respect their experience and the system they have built.  Sound right?  Most of the information out there falls short because it only focuses on the difference and not how to communicate effectively between the groups. 

 

7.1 Strategic Steps for Social Media Success

We are in an exciting time where information flows freely and we can connect with anyone around the world.   The Information Age has borne the ability for us to sell and market to anyone at any time.  Social Media became the new buzzword among marketers and for a time it seemed as though there was unlimited potential.    

Many people say, “Look, we are doing social media!  Now watch all the customers come in!”  Sadly, there is no miracle cure – you still need a plan.  Social Media should complement your existing efforts and as with any business process, should be quantifiable. 

 

Online Marketing – Content is The Key

When you say your customer is not interested, most often what you are saying is that you are not interesting.  What do you say that makes their ears perk up and want to pay attention to you?

Online marketing needs content that is RELEVANT. The more relevant your material is, the more attention your customer pays to your message. And attention in the online world is currency.

 

Leadership – In a Time it is Needed Most

In the 20^th century, we moved from a manufacturing to an information economy.  The world continues to evolve and information is readily available.  For companies, the difference between competitiveness and decline will come from the emergence of new leaders who can dissect the information, inspire others, and understand the importance of relationship building.   

 

7.1 Steps to Create Raving Fans With an Online Referral Program

Canucks fans!

How much time, effort, and money do you spend trying to find new customers?  How much time, effort and money do you invest in your current customers?  You may already know that the best source of new business is referrals, but sometimes it may feel like a lot of work or you might not know how to ask.  In order for the steps below to work, you must already know how to create loyal customers.  You should already be generating both written and video testimonials as well as having people automatically send you referrals.