Archive for the ‘kaleikini’ Tag

Reaching decision makers…how to find them, how to sell them…

 

Got a question recently regarding how to get to the decision makers.

One is, just ask for them. When asked what it’s in regards to, answer! Its not always that easy though; sometime you have to plan it out a bit…here’s some thoughts on how to start finding then getting to, then selling them.

Who are my biggest targets that I want first? Who has the best reputation that will help me tell the rest of the marketplace, “I have earned XYZ, Inc.’s business and have already helped them increase their business by XX% or they made X amount of dollars recently by using my service to increase their sales or lead gen.”

Once you’ve gotten that list it’s time to do your research on who runs the show and how they do it. Are they Methodical? Spontaneous? Humanistic? or Competitive? These traits will let you in on how to get their attention. It will also tell you how toaddress them when it comes time to sit with them and present your product or service.

Whether it’s doing a simple connections program to start sending a news letter about mobile media and what it does for businesses, or if you choose to give good marketing and sales info that a decision maker can really sink their teeth into. (be aware that doesn’t mean email the heck out of them or send them huge sales emails) Simple short relevant to their industry stuff will suffice. You will begin to earn their trust. Then you can begin to reach out to them. If there’s a Gate Keeper, sell them on the benefits of why the decision maker needs to get back with you.

Gate Keepers have a job, and it’s not just keeping the gate. Many operators and receptionists are regarded as trusted advisors to what is good and what’s not to invest time into. They won’t allow anything they view as ‘salesy’ through the gate as it does nothing really for the company. You could have the best thing for that company but if the GK sees it as ‘just another sales call’ it ain’t happenin. Make it relelvant to the company’s needs, you may wish to look in the news to see what trends or challenges the industry is facing and offer that up as a means to present your solution. ‘You know I just read that normal radio and magazine ads just aren’t driving as much traffic as it used to…have you heard of mobile marketing and what it’s been doing for many of these kinds of businesses now?’ Get the pic?

Your best bet to reach the decision makers is using a targeted approach. Buying a lead list may not be in your best interest. You may have to go work out at the gym to find out who the decision maker or decision makers are. If it becomes a maze make sure you get to as many of them as you can and see who has the most interest and invite them out to coffee or lunch. Explain to them the trends of their industry and what you know about them. This gives you credibility as a ‘solution bringer’ not just a salesman. Then begin to bring together what your solution offers and make your case from there. Teams are now more trusted than in days of old. Make sure you get them on board if there is one, if you’re dealing with small businesses you should be able to just call and get the appointment.

It can be hard when everyone is away, sometimes it takes a lower level to sell you first. I’ve done it on many occassions to get to the main person I sold the receptionist on it. I didn’t always get the sale, but I got the appointment. That’s your goal for now. Make that list, begin to reach out, and then get the appointment. Once you’re in there demonstrate expertise on their industry, then yours.

I have a friend that has a motto for Sales people…”Sum Tertius”. It means, “Me Third” First the great one above, then you (my prospect) and then me third.

Work it like that and you’ll have a recipe for success.

 

The three “R”s…

Recently Cory Treffiletti, president and managing partner for Catalyst SF, wrote a quick article on the three “R”s of marketing, and got things back to basics.

To go over them real quick they are; recency, resonance and relevance.

Recency is the amount of time that passed since the last time your particular target market saw or heard from you. Resonance is how you rang in their ear…did you make an impressino? Did you get their attention?

And then relevance…were you what they were looking for? If not at that time, now? Do you still have relevance in their mind?

A lot of times we think everyone should have what we’ve got to offer, and forget that a return on customer is a constant changing or adapting to what your customer or client needs at that time.

I was asked once what my definition of Quality was, after a bit of thought, I answered, “The best possible product or service given to the customer at that moment in time.” It could have been by most terms described as a cowardly answer as it seems to take no solid stance or no real posture to relevancy. I beg to differ though, if you have a mind set to adapt to what your customer wants when they want it, your competitor however strong a brand they may be, may lose that customer or client to you simply because you resonated in their ears a lot more than the familiar brand they are used to and with a product or service that is the one niche they are loking for, Can this be a curse too? yes, let’s be honest you have to have something that everyone will associate you with as far as a brand they can recognize or identify with.

An advantage to being that type of “quality” though, is the ability to adapt to your suctomers needs through constant metrics and testing to see what your market is looking for and giving it to them at that moment in time, There are some Business Intelligence tools that can help with that, and then sometimes it will take a bit more of just watching and listening to the marketplace to see what everyone wants or needs. Get in front of them and make your offering.

All in all though making sure your three “R”s are in order and continual, your business stands to profit the most when everyone knows you have what they want. Driving behavior is the key. If you can effect mass re-programming, you stand to profit well!

Find yours and Keep it Rolling!

Where’s the money flowing…

Seth Godin makes a real interesting point on his latest blog; where the money is there you’ll find the people working.

Interesting to me that it starts as an end still and then the means justifies it. (almost sounds like the torture debate going on right now)

Here’s a tag to Mr. Godin’s point; if there is money to be made you can well believe that someone is going to be searching for it.

He wrote that things change around once there’s money to be made in any particluar field. He related it to writers becoming publishers which is the reverse of what was. (When the Writer Becomes the Publisher / Seth Godin – 05/2009)

It would seem pretty logical that once the public wants something, they are willing to pay for it, so what is it that you have that they are willing to pay for? What message can you get across to them to tell them what you have is what they need? Many times I see “the best blah blah” or “Number 1 blah blah in the state” C’mon, do you really think that is going to attract attention? If it does, I’d be pretty surprised. Nowadays it’s just not enough. Mr. Godin back in 2003 made refernece to being remarkable(the purple cow). If you have a pizz,a shop fine, so does almost every other coner strip mall, what makes yours so different?

Here in Las Vegas, NV , a local pizza chain by the name of Metro pizza decided to become the “purple cow” of the valley by holding pizza making classes. Their pizza is great, but now they are the teachers of pizza making, and it’s doing very well. People are paying for classes and more are hearing by word of mouth how great their pizzas are. Do you think they can charge a bit more because of that?

Here’s the bottom line: You have to find the flow of money where it is moving and get in front of it. It’s the one time you want to get run over by the flood. Even if you can’t handle it you’ll have known what is was like and can most likey prepare for it better next time. Pizza makers to pizza making teachers,writers becoming publishers, what else can you think of that would set you apart and find you more income for your business through the right marketing message?

Keep it rolling!

Christmas is Over!

With all the bad statistics of how everyone is worried about how the economy is doing and how the decline in shopping was due to everyone worried about their “Job Security”, hey gang here’s a hint…IT’S A FALSE SECURITY! Anwyay, I wanted to drop thisin for everyonr to think about…wrote it today.

Well, the hardest time of the year is now done!

 

New projects can begin and we don’t have to deal with executives wondering what we’re gonna come up with to drive Black Friday. Not that it was going to help much anyway…We’re in a recession! DOH!

 

I had a couple of really interesting conversations regarding our economy and where they thought things were headed regarding the market and its condition. We all were of the same opinion that if things don’t change soon, we are teetering at the edge of a depression. We also all came to the same conclusion, this particular country is beginning to get out of its comfort zone, and beginning to realize that we are a lot more responsible for our actions than we thought. It was a friend that made me realize that even my meager decisions affect others around me. Guess we all need to take a better perspective on life. Start recognizing that we have a responsibility to the rest of the world, even though we don’t want it, we got it. We need to take care of it.

 

Sure, we don’t want to have to deal with everyone else’s crap, but we started it, we need to finish what we started. This means that the next nuts we vote into office will understand this “bi=partisan” stuff has to end, and they need to do things to the people’s satisfaction. I don’t mean just for the blue collar, or just the white collar, not just the rich or the poor. They need to get it together for the good of the greater not the one.

 

This brings a big “yeah right” on from everyone…ok so, do you throw your hands up and stop fighting to make it right? At the same do we revolt? C’mon, think logically already.

 

I took a Critical thinking class once and our instructor was a trial lawyer…this was an interesting class…believe ye me…the fights that almost started in this class because of what someone’s brother or sister or mom or dad went through with a certain situation, WHOA! The emotions ran deep in this class!

 

I got to speak up in the class one day and nicely explained that not a single person in that room was going to make it in the corporate world simply because they were making choices and decisions in their own lives by their emotions rather than doing their homework and finally coming to a real conclusion…one that was driven by information and “Critical thinking”.

 

The response was kinda interesting. Many sat there in kind of disbelief that I spoke for one. For two, what I just said basically threw all of their opinions and rationalizations right out the window. So, some of them wouldn’t talk to me anymore…LOL! Some chose to think before they did say anything to me. My instructor? He loved me! (not literally) He and I had some great conversations over the phone about the subjects after class about how to think critically and take the point of view that had no view…

 

What da heck does that mean Mike?

 

Here’s what it means;

 

Nothing makes sense until you have all the facts, and to make it make sense you have to have all of the facts. If not, you are taking an uncalculated risk that will cost you in the short and long term.

 

Don’t let emotions and traditions and any other emotional based information permeate into your head or heart for that matter to cause you to decide too early. Take the time to research your thoughts, and sort them out. I have a friend that is so deliberate in his thinking, that when you ask him a question, he will literally say..” uuuummmmm…maybeee, you should try this….ok?” What he does is while he says “ummmmm”, he is thinking how would this work out the best for this subject? Then he makes his suggestion according to what he has figured out. His decisions are usually spot on. Others in that company I cannot vouch the same.

 

Point: Take the time to do your homework, find out, and if you run out of time, see if you can delay the answer. If not, go with the best you can come up with, or find others that have more info than you, and utilize them as a resource. Take the time to take the time…sheesh.

 

Don’t rush…here’s another thought, “If you have to rush, You’re late! Take the time to be early, make it easier on yourself.”

 

Next round I will talk more about how to manage projects when they get dumped on you.

Hydroelectric Power Goes Greener, With In-River Turbine | Technomix | Fast Company

Hydroelectric Power Goes Greener, With In-River Turbine | Technomix | Fast Company

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If you’re not ready….they will be!

Well this was posted around Facebook and a few other places today, so why not here?

 

Look here’s the skinny…year’s end is upon us…so what have you done to plan for the next round? Your competition is trying to squash you so they can corner the market(even if it never happens the point is).

 

You have to have something in place so you can get ahead and leave “them” behind. If you can’t do that, you might as well close your doors.

 

So what is below is a toolkit my friend created for small business owners to fend off the big dawgs trying to out advertise you. Heck in some cases you could get some better prices for your marketing if you do it right. You might even get some free publicity…but you won’t get anything if you don’t start planning NOW.

 

But to do it, you’ll need to get this stuff in your hot little hands or on your computer so you can absorb the info and start the planning process….Don’t let the rest of the year go by with,”It was seasons…” as an excuse.

 

Keep it rolling!

When was the last time a prospect called YOU with money in hand to do business?  Did you know that, with just one minor change to your marketing message, you can double or even triple your responses?

 

For a limited time Facebook users can receive a special discount for an amazing new marketing tool-kit designed for business owners and marketing professionals.  Called the Power Marketing on a Budget Guide, this resource will steer you through the myriad of marketing options and create a “buzz” that is GUARANTEED to make your phone and cash register ring!

 

Check this out: www.CorporateRainMakers.com/PowerMarketing/Facebook.htm and start marketing like a pro today!