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Archive for the ‘Sales’ Category

 

Who Is Tooting Your Horn?toot-your-own-horn

I would be preaching to the choir if this article listed the things we all know.

You would be irritated and bored listening to someone toot their own horn.

Most people aren’t comfortable frequently extolling their virtues.

reference-check

Everyone who is buying or hiring wants to hear about you, your work, or your product from someone in a position to know.

 

You probably have a handful of glowing recommendations from some of your strongest LinkedIn Connections.  Maybe you have a whole laundry list of accomplishments & accolades.

But think of this …

Has anyone ever mentioned they learned something special about you from one of your LinkedIn Recommendations?

Probably not.

Here is an idea describing how to make your LinkedIn Recommendations work for you.

  1. Copy all your LinkedIn Recommendations to a Word document.
    1. The example below started out as a three page document with 10 point fonts.
  2. Remove all unnecessary and overly repetitive statements.
    1. Then go back and remove some more.  I know … it can be painful.
  3. Reduce each recommendation to one phrase … two if both are outstanding.
  4. Review your remaining quotes, and cut more words.
    1. This is a case where “less is more”
  5. Use [brackets] t0 change your [Name] to [he] or [she] or to shorten [part of the quote]. The example below will show what this means.
  6. Arrange the quote snippets into logical groups
    1. Job Categories
    2. Industry Groups
    3. Or like a story … a brief description of yourself.
  7. Include a “Source” reference with a link to your LinkedIn Profile
    1. This adds credibility if someone wants to “fact check”.
  8. Share it
    1. Add it to your personal website
    2. As a link in your email signature information
    3. With your resume (electronic or paper)

Here are a couple examples

I created this example to assist my wife as she searches for contract recruiting & employment opportunities.

Lin_References

Click here to see an example using Brian’s LinkedIn Profile.

NOTE ABOUT BRIAN:

Brian Jacobson is a Salesforce.com and Marketing Automation Business Systems Analyst.

He is also the designer, writer, manager, and web administrator for these sites:

NOTE ABOUT LIN:

Lin Jacobson is a Technical Recruiter and Project Operations Manager with a robust network of Engineers, Scientists, and Mid-to-Upper Management professionals in Pharmaceutical, Medical Device, Life Sciences, and a broad array of Manufacturing industries.

 

client-references

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Thought Patterns 2011 Blog Topic Summary

If you could read minds, success in communicating your ideas and plans effectively … to friends, family, customers, business associates, and employees … would be much easier to attain.

Think about it.

If you know how other people think,

you can be

(a) very well-informed

(b) very influential

or (c) both.

Share Your Thoughts

Since this is intended to be a forum for the exchange and exploration of ideas, your feedback is encouraged.  Comments on content, topic suggestions, and contributions of your ideas are invited.

Blog Structure

  • HomeA Great Place to Start
  • AboutExploring How People Think & How Ideas Take Hold
  • PhotographyA Great Way to Convey Thoughts
  • Somebody SaidSome Things are Worth Repeating
  • LinksGood Ideas & Resources to Share

INTRODUCTIONCustomer Feedback

  • Hello world!  … Looking Forward to Sharing Ideas With You

BUSINESS PRACTICES & MARKETING

CREATIVE PEOPLEPainting of Robots by Cesare Tanassi

IDEAS WITH LEGSIdeas With Legs

PHOTOGRAPHYSanta on Miami's North Beach

POLITICS

SOCIAL MEDIA

THOUGHT PROCESSES & MENTAL HEALTHTraumatic Brain Injury

TRAVEL

URBAN LEGENDThe Great Illinois Stone

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Think About What You Can Learn From the Customers You Lose

Here is a situation that businesses repeat much too often.

 

I am amazed

After more than a year as a regular customer … paying a $150+ each month, investing an incredible amount of time participating in discussions with them regarding the use of their product …

We cut our spending with the company by 50%.

 

And Incredibly

The company never asked “why?”

 

Disappointed by a Continued Failure to Listen to Customers

Two months later, we stopped all purchases.Customer Feedback

 

And Again

The company never asked “why?”

 

Why?

I’ve always been taught that a business can gain valuable insights from the customers it loses.  From them, you learn what you could have done to keep them satisfied … how to retain and regain customers.

 

It made no sense to us, but confirmed our decision.

Lost Account ResearchMy Marketing education and experience says “customer research is critical.”

My Sales experience says “find out what went wrong.”

My Strategic experience says “learn how to fix it.”

 

And reinforced the idea that Common Sense is truly an uncommon commodity.

In the days that followed we learned that other customers had dropped away.

Each one of them reported that …

The company never asked “why?”

Is Your Feedback Important?

Is Your Feedback Important?

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Thought Patterns likes to showcase people and their ideas.  Maybe a cool idea … a great product … or we simply like the way they think.

Thinking

Thinking

We share with you their Thought Patterns.

Here are my thoughts …

Every business owner; every salesperson; every customer service rep; every … well … Everyone should watch the following video.

In recent weeks I have been in several sales situations that would be appropriate additions to the Vendor Client Relationship video featured below.

Clients demanding the sun, moon, and stars … at a bargain price.

Then, of course, there are customers that want to renegotiate the terms and price after you have delivered on your part of the bargain.

… And they fully expect you to be thrilled they will continue to do business with you.

 From where does such thinking come?  TV? Politics? Internet? Greed?

Yes.  All of that and more.

We could spend a lot of time reviewing those issues.  And, maybe I will … later.

Watch the video.

Listen to the words.

Think

Do these scenes about working with clients and serving customers resonate with you?  Been there yourself?

How can you use these Thought Patterns to improve your sales and business development approaches?

Take a look at other videos by zeorge497 on YouTube.  Cool stuff.  Good for Killing Time.  Yeah, Killing Time.  Watch it, too.

The people behind this video are great at telling a story.

Now …

Tell us what you think.

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