Archive for Business

Are Your Sales People Tapping Their Secret Weapon?

Friday, June 19th, 2009

During these challenging economic times, I’ve more than once heard a business owner or sales person tell me that they didn’t connect with their current customers, because “they probably weren’t going to buy anyway.” Not only might their assumption be wrong, since when did the42-16223339 customer relationship become only about today’s sale?

The social web has changed the way that your customers purchase products and services! If you aren’t visible to them, you put yourself at significant risk of losing sales opportunities. Buyers these days are proactive. They educate themselves about what is available, which means that the sales process has been transformed into a “buying process.” Unfortunately, many sales people fail to realize that things have changed. Smart sales people will take advantage of the opportunities that the social web offers by being visible, staying on top of trends, looking into the future and finding ways to position themselves as a well-educated navigator who is an open influencer instead of a convincer. Become a “trusted adviser” who stays connected regardless of the economic situation.

Three 3 Tips for Reconnecting

  1. Evaluate your communication process with your current customers. When is the last time you talked to them? Are they aware of all that you have to offer? Don’t assume they know. Ask yourself what you can do for them…can you make a connection for them or share a valuable piece of business information that helps them seal a deal?
  2. Use tools like LinkedIn to expand your reach in an account. Who else in the company has a LinkedIn profile that you can get to know? If your current contact has moved on to other things, you can use the LinkedIn “Companies” feature to search out new connections within the account.
  3. Create newsletters using email marketing products like Constant Contact. Share relevant business content to keep your customers informed about industry trends, market opportunities and the newest in what you have to offer.

Remember that your existing customer base is a gold mine of opportunity; a competitive advantage that is often overlooked. Stop randomly chasing new opportunities when “acres of diamonds” are sitting right in front of you!

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When A Team Pulls Together

Tuesday, June 2nd, 2009

Today I’m thinking about innovation, service and teamwork. As I write, I’m flying back from Washington, DC where I attended the national ASTD conference. Here I am sitting on an airplane 35,000 feet in the air able to use my itty bitty EEE PC to write my blog post. Marvelous!

Travel for me – business travel anyway – has lost a lot of its luster in the years since 9/11. In addition to all the other challenges of air flight these days – like being practically stripped down to walk through the security gates – airlines have now begun to charge us for the “privilege” of checking our bags leading many people, including myself to carry on more than we used too. Of course that typically leads to longer boarding and deplaning times, but I guess that doesn’t matter much to these airlines who often treat us more like cattle than human beings. On top of pricey airline tickets, huge penalties for making changes if your plans change, now we have to pay $15 a bag each direction if we don’t want to hassle dragging all of our bags on board. I wonder, what’s next? Is expecting great customer service just too much to ask? I am a bit cynical on this topic, so I would normally say yes. Today was a rather unexpected and thoroughly enjoyable surprise.

delta1A Lesson in Professionalism and Teamwork

I’m traveling on the noon Delta flight #1965. As I discovered after arriving at the airport, the flight just before mine had been cancelled. That led to the usual challenges for people who had connecting flights that were now impossible to make. And it meant that my flight, which wasn’t full when I changed my travel plan this morning, now, had to accommodate those people impacted by the change. It could have been a disastrous, frustrating situation for everyone. It wasn’t!

The attendants manning this flight have to some degree restored my faith that great teamwork and stellar service do exist. Gate attendants quickly and expertly re-booked tickets and soothed frazzled feelings. Onboarding happened about as quickly as I have ever seen. This flight crew totally had it going on! They helped people get bags in the overhead bins quickly and organized them in ways that accommodated all passengers. Everyone co-operated (passengers included) and we took off right on time. Awesome!

During the early part of the flight, the air conditioning was working over time. We’re talking serious meat locker here, and as soon as attendants noticed they worked to correct the issue to ensure everyone’s comfort.

Professional, courteous, kind, efficient, friendly – what more can you ask for? This Delta team worked together like a well oiled machine, and it is obvious that they care about doing great work. Hats off to the flight crew on Delta #1965! You made my noon flight from DC to Atlanta one that was truly more pleasure than pain. Thank you! Your peers and management should take note!

Categories : Sales
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My 3G and Me

Monday, March 2nd, 2009

iphone3g1If you would have told me last fall that I would now be the proud owner of an Apple iPhone 3G, I probably would have laughed. From the commercials I saw, it certainly looked like a cool, whiz bang phone, but my Windows Palm Pilot was working just fine thank you. Then, I didn’t see the need to take time to exit out of my existing phone contract and spend extra bucks just to buy another “phone”.

Isn’t funny how we often don’t know we need something until we finally have it?

AT&T did some fairly brilliant marketing just before Christmas and that led to a note one day from my boyfriend that said…”If you were to get an iPhone, would you want it in black or white?” Naturally, I was intrigued. It seems that AT&T was offering existing current customers an offer to add a line and purchase the phone at some ridiculously low price (seriously, under $100) if the deal was done by Christmas. Figuring I had nothing to lose – I could always return within the allotted time and go back to my other phone – I gave it a whirl. Within minutes of having it in my hot little hands, I was hooked.

Now that I’ve really had some time to play, here are the top 5 reasons I can’t live without my iPhone:

1. Email that is instant on. The Palm was a bit of a pain when it came to downloading email. I had to take the time to log in, download mail and then try to read it on a screen so small as to make it painful to try and read anything. I love that I can quickly check on messages in the morning without having to ramp up my laptop, the bigger screen makes reading messages pretty easy, and I admit that it’s nice to be able to check mail during the day if I feel so inclined.

2. Shazam. I’m a fan of movies and music. It wasn’t unusual for me to get excited about a movie soundtrack, promise myself that I would search it out on the internet so I could buy it, but then forget all about it later after the movie ended. Truth is, my attention span can be pretty short sometimes:) Shazam takes this into consideration, because this funky little app gives you immediate gratification. Here’s how it works. When you hear music that you like you simply hold the phone up the speakers so Shazam can “listen” and capture a clip that it then uses to find the music on iTunes. Once found, you can immediately download the music to your iPod application. Sure, it costs $.99 but who cares? Instant gratification is worth the price of admission.

3. Twitterrific and Twitter Trend. These both have to do with Twitter, which is why I chose to combine them. I love that I don’t have to go to my computer to “log into” Twitter. Twitterrific lets me keep up with the stream of tweets at my leisure. I can easily see what people are talking about, read cool articles, watch video’s or roll my eyes when I see yet another MLM email from someone who doesn’t get it. For a quick read on the top trends, I turn to Twitter Trend. In a few seconds flat, I can zero in on the hottest topics in Twitter Land.

4. Phone Flix. Until yesterday – seriously! – I pretty much never updated my NetFlix account. My super cool boyfriend basically set it up and managed it for me, because I was just too lazy to stay on top of it. Plus, I knew he’d do it for me anyway so… Anywho, during the Atlanta snowstorm yesterday as we were hanging out, I decided to give the Phone Flix app a try. It was SO easy! I didn’t even have to log in…I’m guessing Mark set that up for me too:). I was in my account in seconds and had fun moving movies around in my queue and scheduling new ones to arrive.

5. Dog Whistle. I love my dogs, Shorty & Murphy, but darn it…they have an uncanny ability to know just when I’m jumping on the telephone for an important call. They can be quiet as little meeces all day long until that very second when I dial my call. Enter Dog Whistle from AugWare. After tuning to the right frequency – the one that catches the attention of your dogs – this nifty little app emits a whistle every time the dogs bark. Now don’t get me wrong…there are many times I WANT them to bark but NOT when I need to be on the phone.

Well, there you have it. Barb’s 5 reasons why my 3G and me will never be apart.

Categories : Business, Technology
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Words of Wisdom: Prepare Thoroughly Before You Begin

Tuesday, February 3rd, 2009

I am a huge fan of Brian Tracy! Through the years, I have learned so much from him about how to get clear on my goals, priorities my work and use a system that let’s me gets things done quickly and easily. I hope you find his article below as helpful as I did.


j0439345Have Everything At Hand
One of the best ways for you to overcome procrastination and get more things done faster is for you to have everything you need at hand before you begin. When you are fully prepared, you are like a cocked gun or an archer with an arrow pulled back taut in the bow. You just need one small mental push to get started on your highest value tasks.

Clear Your Workspace
Begin by clearing off your desk or workspace so that you only have one task in front of you. If necessary, put everything on the floor or on the table behind you. Gather all the information, reports, details, papers, and work materials that you will require to complete the job. Have them at hand so you can reach them without getting up or moving. Be sure that you have all writing materials, computer disks, access codes, email addresses and everything else you need to start and continue working until the job is done.

Make It Comfortable
Set up your work area so that it is comfortable, attractive and conducive to working for long periods. Especially, make sure that you have a comfortable chair that supports your back and allows your feet to sit flat on the floor.

The most productive people take the time to create a work area where they enjoy spending time. The cleaner and neater your work area before you begin, the easier it is for you to get started and keep going.

Assume The Position
When you sit down, with everything in front of you, ready to go, assume the body language of high performance. Sit up straight, sit forward and away from the back of the chair. Carry yourself as though you were an efficient, effective high performing personality. Then, pick up the first item and say to yourself, “Let’s get to work!” and plunge in. And once you’ve started, keep going until the job is finished.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, take a good look at your desk or office, both at home and at the office. Ask yourself, “What kind of a person works in an environment like that?”

Second, resolve today to clean up your desk and office completely so that you feel effective, efficient and ready to get going each time you sit down to work.

Visit Brian Tracy International

Categories : Business, Sales
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