Posts Tagged Marketing
Formula for success: the power of your doormat
Posted by LoisMarketing in Personal Insights, Sales/Marketing/Public Relations on August 8, 2011
A doormat is an amazing thing. Put yours to good use.
For more than to scrape off the literal mud, sand, grass clippings and general unwelcome stuff of your yard and neighborhood as you step inside each evening.
Use it — and take time — to scrub off the unwelcome stuff of your business day before you put key into lock and enter.
Also use it to scrape off the distractions, quarrels, bills and other mindless — or very mindful — stuff as your head out each morning.
Keep the two very separate. Don’t mix business with home life. And don’t mix home life with business.
Your doormat is your best barrier. Scrape it off .. each time you step there. Brush off what will distract you from being the best for your family. Then brush off what will distract you from being the best for your company.
Doormats are the best sole — and soul — cleaner for life’s journey. “Welcome” home … and “welcome” world.
Make it a great day … in every way!
Formula for success: taking it an ‘octave’ higher
Posted by LoisMarketing in Sales/Marketing/Public Relations on July 15, 2011
I’m not quite sure what to think of my generation’s annual editions of Tour de France. Whether drug induced or drug sparked, drug enhanced or whatever, there are to many questions with too few answers. I blow off the endless grueling coverage — worse than the endless grueling climbs. Have done so this year. Hope to be proven wrong by a proven champion. I’m waiting.
Something caught my eye in my Twitter stream this evening. A reference and salute to the Tour de France champion 101 years ago. A young man named Octave.
Octave Lapize to be exact. Interesting that as I read about him I discover that he abandoned his first Tour de France run to “wintry and very cold conditions” –but somehow is recorded as finishing second. The next year he faced his nemisis, the reigning champion Francois Faber — who managed to collide with a dog, then puncture his tires in the final stretch — resulting in Lapize’s one and only victory.
Yes, one and only. In the midst of “brutal climbs” and the mounting tension of the early twentieth century. Octave went on to compete in four additional Tours de France, then his life was tragically cut short in World War I.
Again, I don’t pay attention to the Tour de France. I tend to pay attention to those making a real difference — through brutal climbs and true breakthroughs — in the world around me. Everyday.
This evening it was inspiring to learn about a true champion who beat the odds. Throughout his life. Then on a single-gear bike.
And who went on to lay down his life for his friends.
The entrepreneur’s tool box: the power of true life
Posted by LoisMarketing in Sales/Marketing/Public Relations on June 22, 2011
Storytelling has taken on a new meaning and new level in the worlds of social media and sales. Social media are once again demonstrating how quickly a constant sales-sales-sales pitch quickly grows old, alienates and burns out. Along with truly listening and engaging your prospects and customers, real-world experiences and examples go a long way in creating interest and confidence.
Perhaps this is no more true than in my “new world”, insurance. Sharing customers’, friends’ and family members’ experiences (protecting confidentiality of course) helps to illustrate and elevate the value of reliable and proper coverage in prospects’ minds. Illustrations of how lives are changed in-a-flash in an accident. Serious injury, disability or, sadly, death destroys one family and resulting litigation destroys another. They are facts of the real world.
How can you use true stories and real world examples to bring your product or service alive in the minds of your customers? Weave examples and customer experiences throughout your presentation to spotlight unique and important features. Ask for testimonials. Give your customers a special pat on the back and thank you by sharing their recommendations of your company.
There’s a wonderful world around you. And it’s filled with a world of stories to share!
Formula for success: why settle for second?
Posted by LoisMarketing in Formula 1, Sales/Marketing/Public Relations on May 16, 2011
As I am in the midst of training and studying I have not had the chance to update my blog over the last week or so — and share that I’ve begun a new chapter of my career. I am excited to announce that I am now working alongside a long-time friend as a sales agent in her insurance agency. What an awesome new chapter it is … the challenge of learning a new industry, plunging back into books as well as live and virtual classrooms and helping to grow a company. Stretching and striving for the next level, the next step personally as well as professionally. It’s energizing and invigorating.
Those of you who are my friends, followers and readers here in the USA know what a competitive world the American insurance industry is. Talk about challenges: try counting the number of insurance companies advertising during “prime time” tonight on TV! No doubt those of you around the world witness the same thing.
As I have shared the news of my new job and “new chapter” with friends and family, I have received notes, cards, emails … and even a surprise gift or two. One friend sent a beautiful orchid — which I am now also committed to grow, nurture, feed and maintain. (No pressure! Ha!)
Saturday night I met friends for dinner to celebrate. Many gifts and cards. Then came the gift from my friend Dave, handed to me with a wink. Nicely framed was a print capturing my all-time favorite Formula 1 driver, Ayrton Senna, and his classic quote: “Being second is to be the first of the ones who lose”. Attributed at other times to other athletes, it’s a quote that I am confident originated with Senna. After all, he lived it.
It’s a quote that makes me laugh and smile each time I hear it or read it. It’s so profound when you think about it. The idea behind it makes me smile, too. Prices and rates should not be everything in our customers’ minds, and should never be foremost. After all, that’s what “800 numbers” are for, correct? Seriously, our service, responsiveness and commitment — both to our companies and our clients — should make us “first” in everyone’s eyes. We may finish second in price but our commitment should be to finish first in the areas that really count.
I will not promise that I can offer the lowest rate, but I promise that I will provide the best service … every time. I will strive to place first with my prospects — in the level of guidance, responsiveness and care they receive. Value and benefit will rise to the top … price will finish a distant second, and my customers and I will form truly valued, long-term relationships. They may opt in the beginning to “dial in” to that 800 number … but there is a great chance they’ll seek me when they realize that their inquiries, service issues and claims will be handled through 800 numbers as well.
After all they want to protect what’s most (or almost the most) valuable to them.
With this post I’m including a photo of the print Dave gave to me. Whether or not you are a racing fan, I hope you will print a copy for yourself and keep it somewhere to remind you. Laugh and smile with me and appreciate — day to day, transaction to transaction, call to call, meeting to meeting — that if we come in second in our commitment to providing value … we, and our prospects, are indeed the first of the ones who lose.
The entrepreneur’s tool box: what do you know? Scarpasa IS listening!
Posted by LoisMarketing in Sales/Marketing/Public Relations on May 9, 2011
Must take a moment and follow up on last week’s post about Scarpasa. And thank them for a very nice note today. They clearly are listening and took note of my questions and concerns. As I shared in the post my questions about their responsiveness in social media did not “cloud” my overall opinion of them. While they may not be “there on-the-spot” in Twitter they certainly have their ear to the ground. And for that they are to be commended.
All of us should take a lesson from this. Just because you are not “live” does not mean you are not very present, very aware … and very committed to customer service. I have already experienced Scarpasa’s great service and efficient delivery as a customer.
Now I promise to cut them some slack in how they are managing their social media presence. * Blushing * I’m reminded of my own advice — that sometimes being too “on” may turn others “off”.
Let’s all be mindful of our ‘on’ dials and those of others. Thanks again, Jessica, and everyone at Scarpasa. I started a new job today in a wonderful business casual world. Promise more orders of comfy flats are to come!
www.scarpasa.com. Gals, save it in your Favorites!
The entrepreneur’s tool box: remember the ’social’ in social media
Posted by LoisMarketing in Sales/Marketing/Public Relations on May 6, 2011
Earlier this week it was interesting to watch a case study unfold on Twitter. When I can, I take an early lunch break on Wednesday and take the hour to chat with friends in Twitter’s #BrandChat. Focused on personal branding — and what we can learn from corporate branding — the chat has been a wealth of information and lively debate, not to mention many special and meaningful new connections.
During Wednesday’s chat we were asked to list some of our favorite brands and explain why we are loyal to them. Along with sharing that I am a loyal Honda owner I mentioned the recent good experiences that I have had ordering shoes from Scarpasa. I explained that while I have also ordered from, and have been pleased with, the service and quality of Zappos, I was drawn to Scarpasa because they specialize in lower-heel and flat styles for women. My recommendation of Scarpasa immediately drew the attention of women participating in #BrandChat, with several commenting on their current sale, a style or designer they had spotted, etc. Laughingly, we agreed that we should have a “virtual” girls’ afternoon out and shopping trip.
Who took note of our conversation? Zappos. They were listening. Scarpasa was not. Zappos noted our tweets. Scarpasa has continued to push out automated tweets and Facebook posts. No thank you. No acknowledgement. Not that I am expecting a gift card or discount or anything.
Scarpasa has a great niche “nailed down”. A professional and user-friendly website, good pricing, good selection, quality brands and designer names, efficient delivery. They are missing one thing: If you are going to be in social media, BE in social media.
It’s as easy as checking your email and your voicemail. Check and answer social media posts and replies in the same way. Reply to and resolve online concerns and complaints promptly and honestly. Make it right, whatever it takes. Online and offline.
Also acknowledge the positive — mentions and recommendations. Respond to comments. It doesn’t have to be with a special consideration, gift card or discount. A simple “thank you” will suffice.
I love my latest kitten-heeled pumps. Just what I ordered.
Scarpasa. You are my friend. But … are you listening?
Formula for success: working ‘on’ or working ‘in’?
Posted by LoisMarketing in Sales/Marketing/Public Relations on April 25, 2011
What have you done for your business lately? Are you working ‘on’ it? Or are you working ‘in’ it?
Over the weekend I thought of a great analogy. I live in a condominium community with common areas and restrictions for what we can and cannot plant around our patios. With my love for gardening, I’ve come up with a creative solution: containers of flowers and vegetables among the shrubs. Not disturbing the “uniform community look” while exercising my green thumb.
While I cannot control what is in the ground around my patio, I can control what is in the pots, planters and containers. The right mix of sand and soil, moisture and fertilizer to help flowers bloom and vegetables grow.
This translates to our businesses. What can we control? And what are we nurturing? Better yet, who are we nurturing? Forget about working on your business. Instead, work in your business this week. What additional tools and resources would help your staff be better and more efficient? How can they grow? Clear barriers. Open your doors and invite staff to share. “De-partmentalize” and get to know your employees one-to-one. From sales to customer service to fulfillment, there is much to learn. What is hindering them? What could help them? How are they contributing? And how can you contribute? Listen. Mentor, grow .. promote. Allow things to happen.
Not just within your operations but within your people.
A great way to start the day …
Posted by LoisMarketing in Personal Insights, Sales/Marketing/Public Relations on April 14, 2011
This morning I opened an email from my aunt and immediately wanted to share the message with my friends. Rarely does she forward a note that she’s received so I knew it would be good. It was. I’m sorry I do not know the original author of this as I would like to acknowledge them.
I hope this touches you and starts your day in the special way it started mine …
“As I woke up this morning I lay in bed wondering ‘what are the secrets to success in life’?
I found the answers right there in my room …
the Fan said ‘be cool’,
the Ceiling said ‘aim high’,
the Window said ’see the world’,
the Clock said ‘remember every moment is precious’,
the Mirror said ‘reflect before you act’,
the Calendar said ‘be up-to-date’,
the Door said ‘push hard for your goals’,
and then
the Carpet said ‘kneel down and pray’.
“Carry a Heart that never hates.
Carry a Smile that never fades.
Carry a Touch that never hurts.”
Have a wonderful, purposeful and successful day!
Formula for success: the ultimate question
Posted by LoisMarketing in Sales/Marketing/Public Relations on April 12, 2011
It all comes down to this. Guidance along the paths to success and growth as you launch new ventures or strive to take your businesses and careers to the next level:
What are you reading?
First of all, are you devoting the proper time and focus to your Bible or other religious books? The key texts to nourish your soul — and your mind?
Next, what are you reading to better your life? Your health? Your marriage and family? Your relationships?
Then, what about the best helps to bolster, support and help you grow your career and business?
Now, another ultimate question: What are you reading or viewing that’s distracting you? Hurting you and your spirit? Your attitude? Your health? Relationships? And business? Are you spending too much time with mindless instead of mindful reading and activity?
Turn off the TV. Turn off the computer. Pick up a good old-fashioned good book. Start with the Good Book that touches and nourishes your heart and soul. Then go from there.
The entrepreneur’s tool box: whoa! not so fast!
Posted by LoisMarketing in Sales/Marketing/Public Relations on April 8, 2011
Each of us has been there. Whether it was early in our career, five years ago, a year ago, or just this month. Newbies. Newbies in the world of sales, marketing, social media and business networking.
In these economic times, more and more people are stepping into sales roles for the first time. Whether in a new position or due to downsizing in their businesses. They are entering their new worlds with fear and trepidation — not only are real-life business events nervewracking enough, there is the strange new world of social media — still very new and unknown to many.
As I wrote last month, please watch that the associations and groups of which you are a part do not become cliquish, uncomfortable and unwelcoming to newcomers. Take the initiative to watch for, welcome and mentor new members and the new salespeople you encounter. Be patient with the new representative who goes beyond their allocated sixty seconds when nervously introducing themselves and their business for the first time or two in your meeting. Do not be so quick to dismiss a new follower in Twitter when they send an auto-direct message.
Don’t dismiss. Embrace and encourage. Meet with them privately to share experiences, compare notes and offer guidance. Then take the extra steps of introducing them to prospects, to your associates, to potential referral partners.
Once again I remind you — and myself — that, at a crucial time at some point in our young sales careers, someone embraced and encouraged us.
And made all the difference.
Welcome!
Sales and marketing diva, avid Georgia Bulldog football and Formula 1 fan, writer, artist and gardener.
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