Aug

4

5 favorite tips from the Little Red Book of Selling

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I was given The Little Red Book of Selling by the CEO of my company and was told that everyone who worked for us was asked to read this book by Jeffrey Gitomer. After a few chapters, I quickly realized that this book was not just about selling, but also about strengthening your career through improving other essential business skills. These five tips stuck out to me when I went back and reviewed the book after I was done:

1. The most powerful person on your sales team is your customer.

Any satisfied customer will hopefully lead to referrals and more sales but what Gitomer describes in the book is using your best customers from the beginning of your sales process and not just after. One way to go about this is to have one of your loyal customers do you a favor and contact a potential client (if you have a strong relationship, they will be happy to). Of course, there are many other ways to get your customer involved like getting testimonials from them, but try to think of new, creative ways to spread their message to potential clients.

2. Your voicemail is a key to getting new customers and creating word-of-mouth advertising.

I don’t think many people put much thought into their voicemail away message, which is why this is a great way to stand out from the crowd. By having a creative or humorous message, your clients and potential clients will hear it, leave you a message, then most likely talk about. This should lead to a much higher overall message rate which should lead to more sales and stronger future relationships.

3. Humor not only helps make the sale - it also helps build the relationship.

Most people like to separate fun from work and I never really understood why (I am sure you probably agree). There are times to be serious and times where humor is appropriate during business hours and client meetings and I definitely think the right mix of both will lead to an increase in sales. It is up to you use your best judgment in each specific case if humor is appropriate or not and, if so, what type of humor. Just remember, it never hurts to make your potential customer laugh.

4. Creativity is a science that you can learn.

Gitomer recommends several books on creativity that have helped many people become more creative. I also believe that exposing yourself constantly to creative environments and creative individuals, you will learn how to be more creative as long as you are motivated and take notes. My favorite combination is when I come across something or someone that is both creativity and funny. Some of my favorite TV shows and movies for example are both creative and made me laugh. Once again it’s simple - exposing yourself to creative material (such as books, movies, etc.) and environments will help you learn how to be more creative.

5. Networking builds rapport that leads to appointments and sales. Lots of sales.

Everyone knows just how important networking is to having a successful career but many people avoid networking because they are too shy or afraid to meet new people. The first step is to get over this fear because it will be a major hindrance on your career advancement. Start slowly by attending small networking events with like minded people who you can talk to about your interests and not just the weather. It’s essential to keep in mind that you have nothing to loose when it comes to approaching new people at these events.

So those are just 5 out of the hundreds of tips given in his book. I recommend it to anyone, not just people in sales. Because Gitomer practices what he preaches, he has been able to become more successful from coaching people and organizations in sales. Remember, just reading and studying his sales techniques and tips is not enough to accomplish anything. It’s about hard work first, then sales techniques second.

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May

5

Ever have a career flash forward?

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Everyone should pick and read Three Cups of Tea by Greg Mortenson and David Oliver Relin. Although it’s not a business book, I would highly recommend it to anybody because it’s one of those books with many valuable lessons from the life of a very generous and fearless man - two traits that when combined can be very powerful in doing a huge amount of humanitarian good or help you become very successful in business.

Here is a quote from the second to last page of the book when Mortenson finds out he has the support needed from a powerful leader to continue with his mission and build more schools in the Afghanistan region:

Mortenson had always doubted that the entire life a person led could flash before him in the moment before death. There didn’t seem to be enough time. But in the second it took to look into Sadhar Khan’s dark eyes, and then through them, as he contemplated the vow he was being asked to take, Mortenson saw the rest of the life he had yet to live unreel before him.

How often does one experience the same type of flash forward with their work career when a life changing opportunity is presented to them? I could imagine entrepreneurs experience this type of moment when they get the funding needed to get their business off the ground or even when an employee find out about a major promotion or an exciting new job offer. In this case, Mortenson felt a sigh of relief from all the obstacles and hardships he had just overcome. He also felt a surge of confidence and excitement for the new challenges that lay ahead, which were very clear in his mind because of his experiences so far on his mission.

We should all hope to one day come across an opportunity like this, but of course nothing this rewarding ever comes easy. It will, however, hopefully come with a lot of hard work and dedication. The first step is to figure out exactly what you want to accomplish during your career and then to keep working toward those goals while constantly making new goals as you achieve old ones.

For Greg Mortenson, all it took was one unfortunate mountain climbing accident for him to see the opportunity to make a difference by building a school for the children of a small village in Korphe, Afghanistan. Once that first school was complete, he just knew he had to continue building more. I won’t go into detail about all his accomplishments and how much of an impact he has made to that region because its a book worth reading on your own. While reading it, make note of the impact one person can make and hope to one day be able to get as excited about your career as he was about his mission.

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Mar

19

Godin’s quick tips on Marketing

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I recently finished reading Small is the New Big by Seth Godin, which is basically a collection of his best blog posts and short writings all in one book. This is not your typical business book because it does not focus on one topic, but instead is filled with many short business ideas. This should be the first post of many about this book because I plan to write about several of my favorite passages.

To begin, I want to highlight a few marketing tips he lists on page 184. I want to point out just a few of my favorite tips from his list and briefly explain why I think they are important for effective marketing. Seth Godin doesn’t claim to know everything about marketing, but he certainly likes sharing his ideas with all his readers for them to interpret on their own.

Products that are remarkable inspire conversation.

This is certainly not a great new idea, but I think many marketers need to be reminded of this every now and then to refocus their efforts. Sure, a product may still be very successful and not be truly remarkable, but why stop there. Why not try and think of a way to further better the product to make it remarkable. That may be out of the hands of marketing and more in the hands of product development, but why don’t the marketers use the information they have available to come up with the ideas needed to make the right change? I think this statement is especially true with technology and web development in particular. Just follow a launch of a truly remarkable website and you will see how fast news spreads about a new site that has great potential to succeed.

Marketing is the way your people answer the phone, the typesetting on your bills, and your returns policy.

I am a strong believer in attention to detail and this statement provides 3 great examples of just how important every little detail can be when it comes to marketing a company. Marketing professionals may not think that consumers notice these little details about the business, but they do. I can vouch for that because I am always making a note of every interaction I have with a company that I am dealing with. Everyone does it, but some people pay closer attention to the details when making their final purchasing decisions.

What people want is the extra, emotional bonus they get when they buy something they love.

If you offer a product or service which you think people are attached to emotionally, then your have already done many things right. The moment consumers start adding their emotions into their buying decisions, the easier it will be to keep them as a customer and loyal to your brand for many years. At this point, it is important for the marketer to recognize exactly what it is that is causing this emotional bonus and make sure that it is not lost or even strengthened in all their new marketing efforts.

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