MAR
18

Can You BANK On It?

Confession: I haven’t been in a bank for several years.  At 57, I transact all of my bill payments from my laptop, on my smart phone and do most deposits through apps or ATM machines. Most of their other customers do as well. If your customers have roamed to the internet, maybe you should follow them before your business runs out completely.

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  3063 Hits
3063 Hits
MAR
11

Your Actions Are "Telling"...

I heard Dr. Bill Hybels say, "the speed of the leader will determine the speed of the team." I can add that the altitude of the leader determines the altitude of his or her team, too. Do you show confidence to those (even when you are uncertain)?

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  19603 Hits
19603 Hits
MAR
04

Voice Mail Reinvention

My friend Mike is in sales for an international company. He makes phone calls to clients every day to sell a magazine that helps his clients make more money. Last year Mike decided to use a more proactive voice mail message than the traditional: “Hi, I am not in right now. Please wait for the beep and leave a short message. I will return your call shortly.”

Yeah, that is pretty lame.  And the same as everybody else...

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  2589 Hits
2589 Hits
FEB
27

You Can Beat A Price; Not Great VALUE!

Last month I met a smart moving company president with an eye for the competitive edge.  She says that she knows there is stiff competition in the market for moving services.  A lot of companies are fly-by-night upstarts that can beat her on pricing. 

In fact, some of her competition was seated at the next table at the dinner we were attending.  She said that if she delivers unparalleled amazement (value) to customers, they come back over and over again. She never says, “The movers, estimators or packers will be at your house or business.”

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  2528 Hits
2528 Hits
FEB
25

Is Your Health Care Practice Operating Healthy?

Doctors and Medical Group Managers: If most patients can fill out the timely medical information that once plagued office visits, maybe you should allow them to go online in advance and enter their medical details on a website that they may update at any time. Maybe you are behind the times and your patients are well ahead of you.

They want to complain but the staff treats them like you are doing a favor just to get in to see you.  And with limited time, you can't hear their complaints.  That doesn't mean everything is fine out in the waiting room or at the front desk...

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  2589 Hits
2589 Hits
FEB
18

Do-It-Yourself Like Home Depot!

"If you don't want us to do it for you, we can help you do it yourself!"  How can that be your new marketing mantra?

Innovative large moving companies are learning to help cost-conscious consumers with “Do-it-yourself” moves (previously unheard of in the full-service motor carrier industry). What if the major mover offered both full moving services AND additionally offered supplies and service to people who want to do the job themselves?

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  4307 Hits
4307 Hits
FEB
11

Selling For You Should Be Easy!

Most sales managers got their jobs because they were top sellers at one time. They were the sharpshooters; the marksmen/women. Now they are in command of a group of sales people with different selling styles, personality styles and motivational styles. Now they have become simple targets.

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  2653 Hits
2653 Hits
FEB
08

Fight for Your Team!

When is the last time you stood up for a team member? And I mean went the extra mile, where you had something to lose if it didn't work out? How many times have you been thrown “under the bus” by a supervisor?

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  2968 Hits
2968 Hits
FEB
04

Trigger Change In Others

Triggers get people to stop thinking the way they always have and create new patterns of actions. That is all they are. Each trigger is designed to make you think differently than you were thinking when you started reading this article. They are designed to infiltrate your comfort zone and make you “itch.”

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  2960 Hits
2960 Hits
JAN
28

Let's Make a Deal!

I learned many years ago: “Every price is negotiable.” I love negotiating for a better deal.

Sometimes it gets inconvenient so I don’t just live for it. But most of the time, if you use your skills in the right arena, it can be fun! Trust me there is no better feeling than getting what you want for much less.

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  3038 Hits
3038 Hits
JAN
24

The Workplace IS Your Community!

There is a breath of fresh air in the workplace. It embodies building community at work. It doesn’t pit employees against each other. It doesn’t set up an “enemy” in the form of your competitors, other team members (or even you, the boss). It involves openness and sharing – from the top to the bottom. Sharing what your tasks are, teaming up to make sales and satisfy customers, showing genuine interest in life struggles of one another.

Human beings are basically "pack-driven." Individuals have always wanted to belong to a group. Acceptance, affirmation and approval are motivating factors. Competition doesn’t always appeal to every member on the corporate ladder. Some people are proud to do their jobs and contribute with only the acceptance of others as their reward.

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  2691 Hits
2691 Hits
JAN
21

Traveling? You HAVE to Do This!

We buy the results (or the value) of a product; not the product itself.  We buy the delivered action; not the service.  Customers don’t buy your products or services; they buy the value they see in them for themselves.  When we call a hotel, we don’t buy the bed, we buy the location. When we buy an airline seat, we are buying the delivery, the comfort and the convenience they sell with it ...or not! A meal isn't the food; it's the experience of eating it, etc.

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  2615 Hits
2615 Hits
JAN
14

Is Anyone Listening?

Advertisements flood the media. You can't open a video online without being forced to watch an ad for something you really don't want. My Facebook page not only has them on the side, but now interfering with my timeline. Either location they are annoying...

No one really likes the interruptions and I don't believe they sell very well. Just like almost no one who attends the "Capital One Bowl Game" takes out a credit card with the sponsor.

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  3205 Hits
3205 Hits
JAN
07

You Won't Grow Up Until You Mess Up

On the eve of my birthday, I am taking time to reflect...  I have made many mistakes over my lifetime… we all do. But I have learned that life is FULL of mistakes. You can’t practice perfection. We are all fallible people, and we WILL mess up… often! Self-respect is important but you won’t get it from anyone else. It comes from within…

You won’t grow up until you mess up.

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  2336 Hits
2336 Hits
JAN
03

The Value of Bundling

Bundling is a great way to increase your value to customers/clients.

How many people do you know that have their automobile insurance with the same company that writes their homeowners insurance? Why? The agency offered them a bundled service that increased the value of spending more with them than sharing the cost of individual separate policies.

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  3155 Hits
3155 Hits