What They Need, What They Want… or Both?
by Sandy Geroux
Are you in business to provide customers what they need?
Your answer is likely, “Of course I am! Why would I sell a customer something he doesn’t need?”
The old saying, “He could sell ice cubes to an Eskimo” comes to mind here. While this comment was intended to be a compliment to a fantastic salesperson, I suggest that we’re so much better than that – as we should be – because no one really wants to sell anyone something she doesn’t need.
However, in looking at the most successful companies and their positioning statements, it is apparent that if we want to rise above the rest in our industry, and stand out from the crowd to create huge success, we must not (cannot!) focus solely on what customers NEED.
We must focus on what they WANT.
Cure Email Addiction – A 15-Step Process From an Email Lover
by Peggy Duncan
Addiction in the case for email can be defined as a compulsive behavior engaged in in spite of its harmful effects. If you’re hooked on email and find yourself checking it even when you’re working on something important and need to stay focused (including sleep), you’ll have to commit to breaking the habit. For those of you who get lost in email to the detriment of important work and a life, try these 15 steps to get back in control. Specific computer steps are for Outlook, but you can apply the same techniques to your email client. If you can’t, now is a good time to switch.
1. Clean out all that mess! Stop keeping junk you will never need again. Get into a meeting with your Inbox and start purging, creating a filing system for the keepers, and learning tips and strategies for handling each message as you open it. If you stop using it as a database, calendar, to do list, tickler file, or filing system, you’ll be able to keep it to one screen, and you’ll feel more in control. You won’t be worried about missed deadlines, unfinished work, or broken promises because you’ll know what’s there. I guarantee it!
How to Delegate ©
By Karen Susman
DELEGATE = ENTRUST
Pick the most junior person who can do the job.
- DEFINE the project: purpose, importance deadlines and scope of responsibility. What priority does this task have? What would great work/results look like?
- SUPPORT: Describe what kind of support you can provide and ask what support will be needed.
- AUTHORITY: Define what degree of authority and autonomy the delegatee will have. Is it, “Look into this, gather information and report to me so I can make a decision.” Or, is it “Take care of it and let me know when you’ve handled it?”
- ASK YOURSELF: Is there enough budget, people power, materials, resources, training and/or time for the delegatee to do the job?
- DELEGATE FOR RESULTS: Set standards of performance for results, not methods (where possible). Monitor. Give feedback.
- GIVE CREDIT.
ALSO…
* End reverse delegation. Ask for solutions to problems. Encourage decision making and brainstorming.
* Support a climate where people can be different and/or goof up.
* Delegation means you are still responsible.
* Assign tasks by requesting instead of ordering.
* Remember: Define – Prioritize – Support – Give Authority – Monitor – Praise
©Karen Susman.
Karen Susman, Speaker/Author/Coach, works with organizations and individuals that want to maximize their performance and quality of life. Check out her free tips and articles at www.karensusman.com. Karen can be reached at 1-888-678-8818 or karen@karensusman.com.
Make Passive Income a Priority
by Jan Wallen
Is your income limited because it depends primarily on your time? Do you have income when you’re speaking or working with clients, and no income when you’re not?
It’s easier than you think to quickly create and sell information products and generate passive income.
Here’s what one author and speaker did. And you can do something similar.
Before his book had sold enough copies that anyone would recognize it by name, this author had a chance to speak at the American Orthodontics Association. Unfortunately, he was only selling the book at the back of the room, and his other books, tapes and videos were low priced and also meant little to most people at this point in time.
5 Secrets to Saving Your Marketing Dollars
by Debbie Allen
Secret #1 Cut Out Your Advertising Excess
Does size really count? Not in this case! Smaller can actually be more effective in the long run! Yes, you can actually cut down the size of your ad and run it more often to receive better results in most cases. The size of your ad does not produce the consumer confidence that consistency does! This first secret alone will save you tons of lost marketing dollars.
By running smaller, less expensive, but routine advertising you can become more effective in the long run. One of the keys to advertising success is REPETITION. So a one time shot with a big ad will not oversell a smaller ad done consistently.
