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 Personal Note From Anne:
A Snapshot of Brilliance: What's Yours?
What have you done that has made you or your business stand out?
Here's one example:
If you are a photographer and you want to grow your business, how do you do it? Most likely you thought of the typical marketing ideas of advertising, tweeting, or maybe even blogging on how to ensure you get great pictures. All of those are good ideas but I saw one the other day that was absolutely brilliant in its simplicity.
My girlfriend had pictures of her son taken. When she picked up her pictures the photographer handed her 100 business cards that had on the front- the photographer's website and phone number as well as a picture of my friend's baby, the back was a full picture of my friend's baby crawling.
- Allows parents to pass out pictures of their child without buying extra expensive prints.
- They are small and easy to carry around.
- Friends are likely to keep the card as it has a picture of the friend's baby on it. Hence better chance they will call down the road.
- Every person who gets a card feels it is "customized" and relevant to them because the picture on it is someone they know. Thus the card suddenly has "character."
- The parents are proud to hand them out because it has their child's picture on it
- It eliminates the "who took these pictures" attempt at referrals and promotes the photographer without a word spoken
Now you have feel good energy around the handing out of the cards as well as the recipient of the card.
Looking at this example, ask what you can do in your business to generate this same goodwill. What can you do that clients will hold on to? What can you do that clients will want to distribute for you?
Now I realize not all our businesses lend toward the cute idea this photographer has done but I would bet if you think on it, you can come up with something equally as brilliant. So what have you done that has made you or your business stand out?
-Anne
Got an upcoming annual sales or leadership meeting, kick-off event or conference? If you're looking for a speaker or some training on how to be transformational in how you think, listen and speak so you become a trusted leader and in sales, a trusted partner, give IMP a call at 952-921-9421 or email us at
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Anne's Outcome Insights
"What Is Eating Your Productivity?"
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Quotable Quotes
“Success, the real success, does not depend upon the position you hold but upon how you carry yourself in that position.”
- Theodore Roosevelt
Outcome Focus® Solution
How to Deal Effectively With a Power Struggle Between My Boss and Me
SITUATION:
Dear Anne, My boss and I are the same age, have the same education and the same personality yet we seem to clash. I feel like there is a constant power struggle between him and me. I can't seem to move him off dead center and when I offer ideas he rejects them. What can I do to create more balance?
HOW TO HANDLE:
Ah, this is a tricky one. What is interesting to note is that you pointed out that you and your boss shared the same credentials. My guess is that you somewhat feel you could have had his job just as easily. Believe it or not, that can come through in your body language and he can be reacting to that. It can also be that he sees that as well and feels threatened.
To make sure that you are not coming off as challenging him or being too strong, watch the following:
- Is my body language domineering when I talk with him? Feet apart, hands on hips or door way, arms crossed.
- Do I present my ideas and thoughts as though I would assume he would go along with them? If I do I may be making him defensive.
BEST PHRASED:
Remember no matter what your "skills" are compared to him, the company did choose him to be the boss and you need to respect that. So...
Go into his office and first ask when you can have 15 minutes of his time to briefly chat with him. When those 15 minutes comes, say, "Tom, I really want to do what I can to contribute to our department. I realize that both of us really want the department to run smoothly as well. Right now it seems that when I present ideas or thoughts we tend to struggle through it. Can you share with me what I can do to make it easier for you and me to chat about my ideas and thoughts without the struggle? I really want to do the best I can for you.
Then sit back and let him chat. Your body language, voice intonation and word choices may currently be more aggressive than you mean them to be. Try to take in the information, do not be defensive and try to implement some of the changes he asks for.
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Outcome Focus® Guest Column
Lighting your way with new perspectives!
Warren Buffett is one of the most successful entrepreneurs of all time. Here are three priceless sales takeaways from his keynote address at Berkshire Hathaway's 2009 shareholder's meeting:
- "If you need to use a computer or a calculator to figure it out, you probably shouldn't buy it."
A lot of sales organizations are rethinking their message and peppering prospects with charts and graphs that demonstrate long-term ROI. But most prospects just want a plain-English explanation of how you can help them cut costs or increase profits. Break it down. Keep it simple — it's the only way to keep buyers engaged.
- "You don't want to be in a position where someone can pull the rug out from under you (or where you pull it out from under yourself)."
Competitors are more aggressive than ever right now, eager for any chance to swoop in and steal away your buyers. Be sure salespeople maintain regular contact with customers, so issues are resolved quickly and they're the first to know when someone else is trying to steal a customer's business away.
- "You're not there to change people."
The selling process should always be less about your products and services, and more about the buyer's needs. Find out where the pain is, and offer solutions that alleviate that pain. Remember, it's a buyer's market. And most buyers are inclined to do business with the salesperson who best understands their needs and can help them overcome their challenges.
Source: "A Back to Basics Weekend With Warren Buffett," by Andrew Ross Sorkin, New York Times
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How to be Assertive Without Being in Your Face
Do you ever feel like you have to put on your armor when negotiating? Have you ever wished you could find a way to negotiate that was strong and firm yet creative? Would you like to be able state what you want and still be seen as a partner?
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