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Monday Morning Motivators – March 26, 2007
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Espresso business tips are designed to "caffeinate" your mind while your java gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"It takes less time to do a thing right, than it does to explain why you did it wrong.”
--Henry Wadsworth Longfellow
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Table of Contents
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1. Unexpected Positive Action – Linda Fayerweather
2. Chasing Value Not Sales - Rebecca Booth
3. Casual Contact Networks - John Meyer
4. Fine Print
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1. Unexpected Positive Action
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Most of us have experienced the “Customer Service Scowl” and know exactly how it feels when we as customers are not appreciated. On the other side of the counter, empowering employees to deal with “Customers Scowling” is even trickier. On a recent trip to the discount store, I unknowingly selected the checkout line with a scowling customer ahead of me. She needed three price checks, two credit cards and one cell phone to complete her transaction. I knew it wasn’t the clerk’s problem as she efficiently did her part. When my turn arrived I chuckled and said “She was kind of high maintenance”. The clerk, still flustered, nodded and said “Sorry for your wait”. We exchanged some pleasantries and when she handed me my sales receipt, she pointed to the bottom and said “I gave you a 10% discount for your patience.” I thanked her and expressed surprise. Now, that 10% was only $2.50 yet that young clerk had been empowered to please customers. The unexpected positive action on her part made me feel valued reaffirming that actions DO speak louder than words.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
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2. Chasing Value Not Sales
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There are 4 basic groups of customers:
1) Easy to get, easy to retain
2) Easy to get, hard to retain
3) Expensive to get, easy to retain
4) Expensive to get, hard to retain.
Which type of customers is your sales team focusing on? Typically it's #1. But did you know that the "Easy to get, easy to retain" customers generally account for only 20% of profits and 33% of sales? Not that good huh? The "Expensive to get, easy to retain" customers deliver more: 40% of profits and only 15% of sales. Get your team to turn their heads to greater profits.
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
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3. Casual Contact Networks
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A perfect example of a Casual Contact Network is a Chamber of Commerce. These types of groups are general business groups that have no restrictions on the number of people represented in any profession. They usually meet monthly and have general business mixers. Chambers offer great benefits to their members and also act as a voice to the government for the business community. Those two reasons alone are why some people to join their local Chamber. Others join strictly to network. If you join for the networking opportunities, you have to realize that most chambers give you a chance to meet hundreds of people in a large environment, which takes more time to develop business, but it can happen. Above all else, don't expect to get any business if you don't become active. At Casual Contact Networks, you will usually find corporate sales reps, business owners and community leaders. This is a good way forum for them to stay visible and stay in contact with other business professionals.
Copyright 2007 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
Monday, March 26, 2007
Monday, March 19, 2007
What Do You Do for your Customers
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Monday Morning Motivators – March 19, 2007
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Espresso business tips are designed to "caffeinate" your mind while your java gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"It is best to do things systematically, since we are only human, and disorder is our worst enemy."
--Hesiod (~700 BC)
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Table of Contents
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1. Are Customers Pulling You? – Linda Fayerweather
2. What Gen Yers Are Interested In - Rebecca Booth
3. Know What You Are Joining - John Meyer
4. Fine Print
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1. What You Do for Your Customers
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“Do or don’t do. There is no try.” said Yoda to the young Luke Skywalker and this is aptly appropriate to small businesses. When checking out my own competition’s website recently, the list of services they were providing was long and extensive. They are also, like me, a one person show. The pangs of “oh, no” hit me and then I realized, as businesses looking for raving fans will tell you; you can’t do everything and “trying to do” may lead to strained customer service. When deciding what you will provide your customers, the more you attempt to do the more likely you will be just trying. Being lean means following Yoda’s advice – “Do or don’t do”.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
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2. What Gen Yers Are Interested In
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Joining the Baby Boomer and the X Generation are the Gen Yer. These are kids born between 1982-1996. New research shows that members of Generation Y have a greater say in household purchases. Here are what children aged 13-21 are influencing purchases of:
Clothing/Apparel - 81%
Groceries - 77%
Movie Videos/DVD - 76%
Music CDs - 71%
Video Games/systems - 69%
Computer - 68%
Books/Magazines - 67%
Cellphones - 66%
Computer Software - 66%
Vacation - 59%
DVD Player - 58%
Sports Equipment - 55%
TV - 55%
Stereo Equipment - 54%
Vehicles - 52%
VCR - 49%
Furniture - 48%
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
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3. Know What You Are Joining
===========================================================
When joining any kind of organization, make sure you know what you are joining and why you are joining it. Over the next few weeks we are going to be looking at various organizations you can join and what you can expect out of each one. Keep in mind that there are time restraints that go along with each type of organization. If you are not willing to put forth the effort, don't expect much in return! There are six different types of organizations you can join to help you become a more effective networker. They are Strong Contact Networks, Casual Contact Networks, Community-Service Clubs, Professional Associations, Women's Business Organizations, and finally Social/Business Organizations. Next week we will discuss Casual Contact Networks.
Copyright 2007 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
Monday Morning Motivators – March 19, 2007
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"It is best to do things systematically, since we are only human, and disorder is our worst enemy."
--Hesiod (~700 BC)
============================================================
Table of Contents
============================================================
1. Are Customers Pulling You? – Linda Fayerweather
2. What Gen Yers Are Interested In - Rebecca Booth
3. Know What You Are Joining - John Meyer
4. Fine Print
============================================================
1. What You Do for Your Customers
============================================================
“Do or don’t do. There is no try.” said Yoda to the young Luke Skywalker and this is aptly appropriate to small businesses. When checking out my own competition’s website recently, the list of services they were providing was long and extensive. They are also, like me, a one person show. The pangs of “oh, no” hit me and then I realized, as businesses looking for raving fans will tell you; you can’t do everything and “trying to do” may lead to strained customer service. When deciding what you will provide your customers, the more you attempt to do the more likely you will be just trying. Being lean means following Yoda’s advice – “Do or don’t do”.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. What Gen Yers Are Interested In
============================================================
Joining the Baby Boomer and the X Generation are the Gen Yer. These are kids born between 1982-1996. New research shows that members of Generation Y have a greater say in household purchases. Here are what children aged 13-21 are influencing purchases of:
Clothing/Apparel - 81%
Groceries - 77%
Movie Videos/DVD - 76%
Music CDs - 71%
Video Games/systems - 69%
Computer - 68%
Books/Magazines - 67%
Cellphones - 66%
Computer Software - 66%
Vacation - 59%
DVD Player - 58%
Sports Equipment - 55%
TV - 55%
Stereo Equipment - 54%
Vehicles - 52%
VCR - 49%
Furniture - 48%
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Know What You Are Joining
===========================================================
When joining any kind of organization, make sure you know what you are joining and why you are joining it. Over the next few weeks we are going to be looking at various organizations you can join and what you can expect out of each one. Keep in mind that there are time restraints that go along with each type of organization. If you are not willing to put forth the effort, don't expect much in return! There are six different types of organizations you can join to help you become a more effective networker. They are Strong Contact Networks, Casual Contact Networks, Community-Service Clubs, Professional Associations, Women's Business Organizations, and finally Social/Business Organizations. Next week we will discuss Casual Contact Networks.
Copyright 2007 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
Monday, March 12, 2007
Revisit our Vision
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Monday Morning Motivators – March 12, 2007
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Espresso business tips are designed to "caffeinate" your mind while your java gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
“Vision is the art of seeing what is invisible to others.”
---Jonathan Swift
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Table of Contents
============================================================
1. Revisit Your Vision – Linda Fayerweather
2. When Drafting Ad Copy - Rebecca Booth
3. Your Network Should Be Your Sales Force
- John Meyer
4. Fine Print
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1. Revisit Your Vision
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Last week, I suggested you realign your 2007 goals. This week, I’d like you to revisit your business’ vision. A good vision will be a picture of your business in 3 to 5 years; will discuss your target customer; define your product or service; state your market and have a benchmark to know when you have arrived.
Why revisit? What happens if your customers want a different product OR your customers are finding new friends OR maybe you have so many customers but they are not happy with your service. Unless your customers are “Raving Fans” of your business, a good vision review is in order. Restate what YOU want, then spend some time discovering what your customer wants. Realize that not all customer needs may be satisfied by your business and sometimes by dropping a service, you may actually be able to focus on delivering a great vision to your customers. Revisiting will help you satisfy customers on the way to your dream.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
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2. When Drafting Ad Copy
============================================================
Here are points to keep in mind when writing ad copy:
• Give your reader a REASON to read your ad. Answer the “what’s in this for me” that they’re only interested in.
• Use exciting and engaging headlines. If you don’t capture them with the headline, say goodbye to the reader. A headline as simple as “Got Milk” can be powerful.
• Don’t try to be too clever. Remember the “Whassup” campaign that Budweiser ran in the early 2000s? While everyone loved the commercials and they were mimicking the phrase with their friends, Bud’s beer barrel sales fell to an all-time low.
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Your Network Should Be Your Sales Force
===========================================================
One of the most important statements that you should understand about networking is that your fellow networkers are part of your sales force, without being on your payroll! They should be out looking for business for you, because you are doing the same for them. You are all part of a "Team" that is committed to see to it that each person on that team wins. Your sales force can help you achieve goals that you could not reach alone. Remember, there is no I in Team and you have to help others to succeed for them to help you succeed. Teamwork will always divide the effort and multiply the effect. Keep your team well educated and well trained and they will help you will be a force in your business.
Copyright 2007 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
Monday Morning Motivators – March 12, 2007
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
“Vision is the art of seeing what is invisible to others.”
---Jonathan Swift
============================================================
Table of Contents
============================================================
1. Revisit Your Vision – Linda Fayerweather
2. When Drafting Ad Copy - Rebecca Booth
3. Your Network Should Be Your Sales Force
- John Meyer
4. Fine Print
============================================================
1. Revisit Your Vision
============================================================
Last week, I suggested you realign your 2007 goals. This week, I’d like you to revisit your business’ vision. A good vision will be a picture of your business in 3 to 5 years; will discuss your target customer; define your product or service; state your market and have a benchmark to know when you have arrived.
Why revisit? What happens if your customers want a different product OR your customers are finding new friends OR maybe you have so many customers but they are not happy with your service. Unless your customers are “Raving Fans” of your business, a good vision review is in order. Restate what YOU want, then spend some time discovering what your customer wants. Realize that not all customer needs may be satisfied by your business and sometimes by dropping a service, you may actually be able to focus on delivering a great vision to your customers. Revisiting will help you satisfy customers on the way to your dream.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. When Drafting Ad Copy
============================================================
Here are points to keep in mind when writing ad copy:
• Give your reader a REASON to read your ad. Answer the “what’s in this for me” that they’re only interested in.
• Use exciting and engaging headlines. If you don’t capture them with the headline, say goodbye to the reader. A headline as simple as “Got Milk” can be powerful.
• Don’t try to be too clever. Remember the “Whassup” campaign that Budweiser ran in the early 2000s? While everyone loved the commercials and they were mimicking the phrase with their friends, Bud’s beer barrel sales fell to an all-time low.
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Your Network Should Be Your Sales Force
===========================================================
One of the most important statements that you should understand about networking is that your fellow networkers are part of your sales force, without being on your payroll! They should be out looking for business for you, because you are doing the same for them. You are all part of a "Team" that is committed to see to it that each person on that team wins. Your sales force can help you achieve goals that you could not reach alone. Remember, there is no I in Team and you have to help others to succeed for them to help you succeed. Teamwork will always divide the effort and multiply the effect. Keep your team well educated and well trained and they will help you will be a force in your business.
Copyright 2007 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
Monday, March 05, 2007
Realign
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Monday Morning Motivators – March 5, 2007
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
“Our goals can only be reached through a vehicle of a plan, in which we must fervently believe, and upon which we must vigorously act.”
--Pablo Picasso
============================================================
Table of Contents
============================================================
1. Realign Your Goals – Linda Fayerweather
2. Recruiting Volunteers - Rebecca Booth
3. Reactive Referrals vs. Proactive Referrals - John Meyer
4. Fine Print
============================================================
1. Realign Your Goals
============================================================
The first of the year has come and gone along with January and February. Take a few minutes this week to grab your goals for 2007 and see if they are aligned with achievement. Anyone who has played with directions knows that being 1ยบ off at the start of a boat trip or hike will likely get you somewhere you didn’t plan to go. The longer you follow the wrong path the larger the error becomes. The same works with business math. If you practice the self-discipline of reviewing where you’ve been and why, you may actually end up where you want to be. You may even get there faster!
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Recruiting Volunteers
============================================================
Here’s an interesting tidbit: if you’re trying to recruit volunteers to help grow your favorite nonprofit, don’t use the word “volunteer” in your print materials. Reason: people have stereotypes about volunteering and will close out the message you’re trying to deliver. Instead use phrases such as, “become a part of this great. . .”, “get involved today. . .” Another thought is to create a title for the volunteer position: “Be a tutor” or “Drive people to achieve”.
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Reactive Referrals vs. Proactive referrals
===========================================================
Reactive referrals are the easiest referrals to pass and probably the most common. Reactive referrals are when people call you asking if you know a good, Financial Planner, Business Advisor, etc. They are looking for a certain person to help them with a problem and they are calling you for a name of someone you know. They take no effort on your part to develop. Most people are not real comfortable being Pro-Active in passing referrals. It takes effort and time. Teach your referral partners different phrases to listen for about your business that could possibly turn into a referral for you. Write them down and give them out and discuss them. Some examples are: "I don't have time to do my taxes" could be a referral for a CPA. "Don't mind the mess, I've been so busy I haven't had time to clean" could be a referral for a cleaning service. "I just can't seem to make ends meet" could be a referral for a financial planner. These examples are phrases we hear every day. Now we just need to turn them from everyday conversation, to business referral opportunities.
Copyright 2007 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
Monday Morning Motivators – March 5, 2007
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
“Our goals can only be reached through a vehicle of a plan, in which we must fervently believe, and upon which we must vigorously act.”
--Pablo Picasso
============================================================
Table of Contents
============================================================
1. Realign Your Goals – Linda Fayerweather
2. Recruiting Volunteers - Rebecca Booth
3. Reactive Referrals vs. Proactive Referrals - John Meyer
4. Fine Print
============================================================
1. Realign Your Goals
============================================================
The first of the year has come and gone along with January and February. Take a few minutes this week to grab your goals for 2007 and see if they are aligned with achievement. Anyone who has played with directions knows that being 1ยบ off at the start of a boat trip or hike will likely get you somewhere you didn’t plan to go. The longer you follow the wrong path the larger the error becomes. The same works with business math. If you practice the self-discipline of reviewing where you’ve been and why, you may actually end up where you want to be. You may even get there faster!
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Recruiting Volunteers
============================================================
Here’s an interesting tidbit: if you’re trying to recruit volunteers to help grow your favorite nonprofit, don’t use the word “volunteer” in your print materials. Reason: people have stereotypes about volunteering and will close out the message you’re trying to deliver. Instead use phrases such as, “become a part of this great. . .”, “get involved today. . .” Another thought is to create a title for the volunteer position: “Be a tutor” or “Drive people to achieve”.
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Reactive Referrals vs. Proactive referrals
===========================================================
Reactive referrals are the easiest referrals to pass and probably the most common. Reactive referrals are when people call you asking if you know a good, Financial Planner, Business Advisor, etc. They are looking for a certain person to help them with a problem and they are calling you for a name of someone you know. They take no effort on your part to develop. Most people are not real comfortable being Pro-Active in passing referrals. It takes effort and time. Teach your referral partners different phrases to listen for about your business that could possibly turn into a referral for you. Write them down and give them out and discuss them. Some examples are: "I don't have time to do my taxes" could be a referral for a CPA. "Don't mind the mess, I've been so busy I haven't had time to clean" could be a referral for a cleaning service. "I just can't seem to make ends meet" could be a referral for a financial planner. These examples are phrases we hear every day. Now we just need to turn them from everyday conversation, to business referral opportunities.
Copyright 2007 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
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