Storytelling2Convince

When I was a young salesperson I realized people didn’t want to be told how great my product was, nor did they want to be convinced of something based on raw numbers or statistics. This line of sales is rarely successful.

What works is storytelling.

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And then the little girl tried out the half page advertisement and it was just right!

Not made up stories or fables mind you, but real life examples of how a product or service is making a difference for someone else. This kind of example can be quite convincing and can quickly establish credibility.

It’s a powerful approach.

Borrow4A While

So now you know you need some stories, but you may not have any personal ones to share. It’s okay.

Use someone else’s informative and entertaining story until you create your own to share. I did this when I was younger and I also did it seven years ago when I started my advertising agency. If you’re doing something you’ve never done before, it can be hard to have a story to tell right out of the gate. This is a perfect opportunity to lean on the experiences of others until you find ones to fit your client selling situation. Before too long you will have plenty of your very own stories to share.

Perhaps you’re not in a selling situation – have no fear. This approach works when you’re training employees, altering a culture, or building a relationship. It’s funny, most of us are in the sales profession – whether we will admit it or not.

Either way – many people are much more likely to learn by a relatable tale, word picture, or story than they are a fact.

And that's a fact.

Choose2Care

The insincere salesperson.

They’ve ruined the process for many. Certainly they’ve made a lot of work for those who genuinely do put their prospects' best interests first. Typically when a salesperson walks through the door, the potential client leans to the position of distrust. It may be unfortunate, but it’s generally the case.

What I’ve noticed through the years of training sales people, selling, and now being sold to, is it’s pretty easy to spot the ones who care. You can quickly differentiate the sellers who are looking out for you versus the ones who are in it for themselves.

It’s a decision each salesperson must make each day. A choice.

Really Do It4Success

About the only thing worse than a salesperson that doesn’t care, is one who is pretending to care.

It’s obvious to everyone around – except maybe that person themselves.

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Keep smiling if you want, we see right through you.

If you think you can fake it, you’re better off going the vendor route and just providing a product when asked. Genuinely caring means taking an interest in the prospect or client, paying attention to the things that really matter to them, listening to their work (and sometimes personal) pain, and providing a real and proactive solution. It starts with caring. Sincerely caring.

It’s one time where you’re never smart to fake it until you make it.

Stretch2Grow Your Place

You get in and settle into your job and before you know it, the realization hits there are lots of other things that need to get done. If these tasks are ignored, a pattern can quickly develop where you concentrate solely on your assigned task and begin to ignore the ones that also need attention. A set of boundaries purposefully or incidentally begins to be built.

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You may not see it, but you can feel it.

As an outside consultant for dozens of companies I see this a lot.

People get too set in their routines – or should I say – aren’t willing to get a little uncomfortable in taking on the challenge of new tasks without being asked. Now, I’m not saying you should just go on and tackle all kinds of things without anyone asking you. I am submitting to you, for your consideration, the idea that you can be assertive in even the most conflicted work environment. The is especially true if you have a track record of getting things done and have a plan for the needed accomplishment.

Big Steps4You

Writers usually take time to build their credibility. If you’ve read my entries before you know I generally do the same. This time, I’d tell you to be sure you get good advice before going forward too far – and not just from me. This month’s Seed springs from an observation.

The work force has changed in the last decade. Most managers and competent leaders are acknowledging there are less people on their teams (and much more work to be done). Rather than protecting territory, managers are begging for someone to step forward and take on more. Could that person be you?

Perhaps you’re asking, “Why would I want to tackle more?”

Well the answers are pretty simple really --- you become a better (and more valuable) employee, you learn more skills, and maybe most importantly, you may find there is something you like doing even more than what you’re currently working on.

That’s a concept that we’ve tried on for years now at B2C Enterprises. And for this marketing and advertising agency – it’s been a pretty darn good fit.

Time2Talk Hoops

It's basketball season and I love basketball – more than most anything. So it’s a good time to write about basketball. Fear not if you are no hoopster, this month’s Seed is actually about a whole lot more. Controversial NBA Star Kobe Bryant recently announced his retirement. He’s been playing for the same team for 20 years – that’s rare. He’s accomplished so much in his career. Many consider him one of the five greatest players of all time.

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Back in October he said something that caught my eye and I saved the article.

“When I came here in 1996, I had the butterflies, and then when I got around everybody it was like, Oh, I’m fine,” said Bryant. “Some of these guys don’t love the game. It’s a job for them. And when something is a job, you can have success for a week, two weeks, a month, maybe a year or even two. Then you’ll fall. It’s inevitable. But if you love it, you can’t be stopped. Because when you love something, you’ll always come to it. You’ll always keep asking questions, and finding answers, and getting in the gym.” (Sports Illustrated, October 26, 2015)

The Question4You

It’s not about Kobe Bryant. It’s not even about his retirement after two decades with the Los Angeles Lakers. It’s about you. Do you love what you do professionally? If you do – great – read his quote again and be thankful you’re in your place. If you don’t, ask yourself why. Then take that first step and ask yourself what needs to happen to put you in a love place with your work life.

It’s possible. Not only is it possible – you should accept nothing less in your life.

An E-Thought2Ponder

If you are a human being in a typical office work space, you're probably one who uses email. More likely than not, Yahoo, Gmail, or even AOL email rules your world. It’s as constant as the rising sun. It stands to reason that something so ever-present would have some rules.

Yet, based on the emails I see, it appears the sending and receiving of email communication is still a bit like the “wild, wild west.”

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Whether others adhere to basic communication principles shouldn’t determine how you approach it.

Do It4Yourself (and those you email)

Once you hit send, that communication, no matter the topic, recipient, purpose, or message, becomes the property of other people. What do you want them to think?

First of all, consider why you’re writing and what you’re trying to say. It sounds basic, but it’s worth a pause at the very least. Often I’ll be typing an email and have a bad feeling. I will purposefully stop and think – “Do I really need/want to send this?” Perhaps a phone call or in-person conversation would work better.

Recently I received an email that had been forwarded seven times. Seven times! Recognize unintended people may be reading what you are sending to one.

Consider the timing. Just because you are working on a Saturday morning or a Sunday night, doesn’t mean your co-workers have to hear from you right then. Most people have smartphones now and getting emails at odd times can shift someone into work mode whether they want to be or not. Most email systems have a “Delay Delivery” feature. If you don't know how to use it, a quick internet search will do the trick. No one likes the showoff who sends random emails at odd times to prove how hard they are working!

Use To: and CC: as they are intended. If you send an actionable email to multiple people (both in the To: line) how will they know who is supposed to actually take the action? To whom is the email really being sent? And is there anyone else you’d like to be on the inside of the communication? That’s how those two buttons are really used.

Finally, remember everything in your email says something about you. Grammar, punctuation, tone, the message itself, details, the salutation, all of it – reflects who you are and how you work. One of the smartest things you can do is quickly recheck the email before clicking on the send button. That’s even harder to do with your thumbs on a smart phone. You want people to receive the message in the spirit in which it was sent AND allow the recipient to see what an incredible person you are.

Or at least know you’re a normal, busy human being – who is clearing their email out like everyone else.

November 2015

Everyone Gets2Sell

When certain people hear the word salesperson, or seller, or account representative, they get kind of a yucky feeling or feel their stomach turn. Perhaps it’s because I spent most of my adult life observing, training, and coaching sellers, I have a general warmth or kindness for those in that profession.

I have news for you, too.

You are most likely in that profession, or are in charge of people who are in it, or maybe represent a company that ultimately needs to sell. It’s simply a part of commerce. A big part.

A Little Help4You

If you’re going to be a part of the process or help others who are, you will need to know these three things at a minimum.

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1. Without a “pain point” the typical human being is not going to change a habit, buy a new product (or service), or make the effort to do something about it.
2. If there is pain, but no budget allocated or able to be allocated, you can’t help them deal with their pain.
3. Anyone can find the person who can tell them “no.” A sale only happens when you find the person who can also say “yes.”

For a patient, prospect, potential customer, or user to actually engage with your business, you are simply going to have to have all three elements present. It’s that simple.

Just like you review who, what, when, where, and why/how when producing an announcement or invitation, a smart businessperson will look for these three elements. If you can’t find a pain, the prospective client doesn’t have an ability to buy what they need to fix it, or if you’re unable to connect with the decision maker, you have a flimsy prospect. No matter how good they may appear in one or two of the areas – without all three you (or your people, or your organization) are simply chasing your tail.