Tag Archives: jobs

Social Media Doesn’t work for business…what a crock of $#!}

Recently I was asked to guest blog for an awesome media company…now I say awesome for  a few reasons:

1) Because the people involved with said media company are quite simply, awesome.

2) And more importantly, they demystify media for businesses, so we can all use the tools that the big boys do without going all gooey eyed!

3) They have fun. And when you are having fun, you attract others…we can all learn from them.

So where can you find them you ask, well, you will below part of my guest blog and the rest you will have to click the link to finish reading it…I know, devilish of me isn’t it!

Before I click you out to there page so you cant engage with this awesome team, know this, Cemanthe who runs the business, has over 200 posts, for this post, it has been shared 24 times on Facebook, had 18 Tweets, 10 Linked-In posts and has been Pinned a few times.  SO if you ever get asked to guest blog, think about it. You all benefit an its another reason to show why the title of this blog is so true…Enjoy!

 

“…what a crock of $#!@” Guest Blogger Adam Brooks brings his slightly controversial view to whether or not social media can work for business.

This phrase has no doubt been said by many people, many times, all of whom are quite simply, in denial. Here is another one for you… ‘Old dog, new tricks’

The person who actually said this to me was Head of Marketing for a large organisation in the technology and communications industry…to put in blunt…shocking!

I have been an ‘enthusiast’ of social media over the last few years and I am increasingly impressed with how it continues to reinvent itself and link up new platforms and increased access to key people of influence, that in business…I want to talk to.

I have many mentors in written form as I read many books on business and how to get better results, I train every day, just like an athlete does to achieve success in their discipline…my discipline is business, sales, profitability and most importantly…people.

And…who will you find on Twitter, Facebook, Linked-In, Pinterest, Blogs and maybe even Google + at a push?…Correct…Read more

http://newmediaangels.com/ 

 

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How do I get more business?

I hear this a lot from business owners I meet.  “How do I get more business?”

Well, without offending their gentle souls…here is an idea, it may seem radical, revolutionary and perhaps even Lunacy, so I will whisper it…

“get out from behind your desk and laptop screen and go and find people”

OK, in case you didn’t hear or it didn’t sink in, I will have to shout it aloud

“GET OUT FROM BEHIND YOUR DESK AND LAPTOP SCREEN AND GO AND FIND PEOPLE”

Social media is a brilliant tool, the telephone is a brilliant tool, email is a brilliant tool. But in my life, I have seen trends, fads and the next big thing come and fizzle away…what remains through time is the whites of the eyes, the smile when you greet someone, the handshake, the nerves just before the initial meet, the little voices giving you advice and checking,

“is my right hand free”

“are my hands clammy”

“am i flying low!”

Face to face meetings, networking, exhibitions, speednetworking, seminars and workshops, peers. You can invest your time focusing on actually meeting people and taking your company, your brand, yourself to the people. And you could do each of these separately OR you could leverage your time….How?

Allow me to introduce to you Neil & Tracey Davis. A client of mine who are passionate beyond belief in creating, building and developing proactive, productive business relationships with a unique fusion with all of the above.

So far they are rocking their business shows in the UK which combines the style of exhibitions and networking, with educational seminars, speakers, speednetworking and over 100 plus businesses at every show keen to meet, greet and ‘do’ business in the room.

Yesterday they ‘Rocked’ Gloucester at the Cheltenham Chase Hotel. A brilliant venue, easily to locate, plenty of parking, friendly & efficient staff and fab scenery! A great indication of a vibrant, active and results orientated show is when people turn up at the beginning of the day, are still there in the afternoon and follow up meetings post show are happening in the bar…yesterday had all that in spades.

From the moment you arrive you are greeted by a positive vibe and grown up, friendly fun approach to doing business. The reception crew were ace. Tracey and Neil greet everyone (believe me that is no small feat) and they go further than that. Prior to the show they get to know their exhibitors well. Their network is also strong, so the delegates tend to be on first name terms, if not, it certainly doesn’t take long. This means when Neil and Tracey say you to, “I want you to meet someone” it is because they truly do. They can see, how what you do, could benefit the person they wish to introduce you too and vice versa. A networking masterclass happening right before your eyes (take time to notice and learn from these guys).

As you entered yesterday you were greeted by the shows sponsor Complete Vending Services (CVS) with their awesome coffee machines. http://www.completevendingservices.co.uk/ are a preferred distributor of Douwe Egberts. I think it is safe to say ‘A major hit’ with all exhibitors and delegates. One important note to add here, if you are in business, their solution is affordable, very high quality and with the touchscreen coffee machine will leave a lasting impression on any visitor or customer coming to your premises.

Let’s run around the room and pick out some highlights for you… Phil M Jones was one of the speakers yesterday, with his ‘Forward to basics’ educational workshop on Sales. Phil, a Sales Professional who trains and coaches businesses and their teams in Sales and Business Growth. www.philmjones.com

Then we had http://www.carsondemand.co.uk/, with over thirty years experience in the motor industry, Cars on Demand are specialists in the supply of Short Term Contract Hire and Leasing. Our Flexible Contract Hire and Leasing products include the supply of both Cars and Vans. Whether you are looking for a flexible business solution or flexible personal lease, our small dedicated team offer you the ultimate in flexibility, service and value for money.

Who could miss the ‘Ladies in Red’ from http://www.redvirtualoffice.biz/ RED is a professional, first class customer service focused business team. They are an affordable outsourced service provider, giving you time to concentrate ‘on’ your business, while they work ‘in’ it. Find out how they can help you whether you are in the start up phase or an established business, their service and your budget can fit very well.

While we are talking about passionate people, if you have never invested any time with Robin Cook of http://www.fheconsulting.com/ then you haven’t lived. This guy has bounds of passion for his gifts and he has many of them, IT being one of them. Anyone that can engage with you and not lose you when it comes to IT gets my vote, Robin,  I will be asking you to quote soon.

Someone else who I met Friday, (we speed dated….doh, speed networked!) and never got round to chatting more as the day was busy with delegates, is David Holland of http://exela.co.uk/ and I mention David as not only am I hearing good things about him personally, but as a Sales Professional myself I always bang on about systems and process for sales people on top of charm will make a sales person dangerous (in a very good way). Infusionsoft® is the world’s best and fastest growing Marketing & Sales Automation software for the small to midsize company.  Infusionsoft®provides you with the tools you need to capture leads, both online & offline; nurture those leads and then turn them into sales.

For those who saw the video for the Bristol Show, will know this next guy. Richard Snell of http://www.lister-communications.co.uk/ who are probably Gloucestershire longest standing reseller of mobile and fixed voice and data services for businesses. No business can survive without communicating, so pick up the phone to Richard and let him sort your telecoms out. One question, who won the ipad?

If you have received an email from the BGS group then you will have seen what http://www.sentori.co.uk/ can do for your business. Email Campaigns, click throughs, marketing and measurables so you can drive volume to your business.

If email campaigns are not your thing yet picking up the phone to business owners and key decision makers is…the only question then is ‘Do I have the data?’  You do now, http://www.b2bleadforce.com/getting-started/ £25 a month gets you access to the UK’s biggest B2B database and it is simple enough to use (even I could!) Give Rupert a call and sit down with him, so he can WOW you with the awesome potential and simplicity of B2B Leadforce.

We also had our very own ITN and BBC qualified cameraman and video producer Alastair in the room.

http://www.sunflowerfilms.org/ a guy who sells what he loves and love his craft he does. With the increase of video in marketing for your business, I would book him before he goes into production!

And finally, before I introduce you to the family that is building in the bottom right hand corner of the room on Friday, I give you Paul Spicer of http://www.lnpsound.com/home/ This guy never stops. Audio, visual, PA systems, video and all round networker. Paul is everywhere. Anyone who has ever used a PA system for speaking or a plasma screen for exhibiting will know, your conversion rate increases when you do. Invest in your business and show you prospective customer you are serious about your business and theirs.

And now, to the family (which makes me sound very Corleone) that is developing all the time.

http://www.talking2minds.co.uk/ are an amazing charity who support ex military. Talking2Minds is leading the way in the effective management and treatment of PTSD and other severe stress related conditions. Their unique programme is key in creating positive outcomes for those that suffer from severe stress related conditions including PTSD. They also support family members and partners that may suffer by proxy/ secondary stress. They specialise in helping complex cases and long term sufferers for whom other approaches have not worked and the mental scars have not healed.

http://www.officedoctors.co.uk/ are far more than de-clutter specialists. They assist people and business to get order in their lives. This comes in many forms from enhancing your knowledge or productivity through to organisation of your information, de-cluttering and organisational layout. The best bit, is the people who carry it out. You wont know until you experience the, so get in touch. Simple.

http://www.ethosdevelopmentltd.com/ Michelle makes an impact wherever she goes. Ethos Development – The Business Generation Machine. Everything that ETHOS does has a shared end objective. The Generation of New Business.

And our End to End solutions for businesses. We recruit YOUR sales and marketing professionals. Then we train YOUR sales and marketing professionals to reach their optimum performance levels. We then coach YOUR team to keep them there.

All that is left for me too say is, if you are not on the list above, come and make yourself known next time. If you want to know how to get more business, get off your backside and go get it. Come to the next show and showcase YOU.

Neil and Tracey – take a bow. Lets rock Cheltenham in September.

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Five Ways to Find Your Future

Five Ways to Find Your Future.

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7 Steps to Conquer fear

In her book, “Conquer Fear!”, Lisa Jimenez, a professional speaker, lists “The Seven Truths” that can help anyone harness and overcome their fears.  I’ve paraphrased them for you here:

 

Truth #1

 

Fear is the dominant challenge in your life today.

 

 

Truth #2

 

Fear is a “gift” that was instilled in you as a means of protection, and a way to bring you closer to your “higher power.”

 

 

Truth #3

 

When you run from, or deny your fear, you leave that “gift” unopened.

 

 

Truth #4

 

When your fear of success, or fear of failure is exposed, you break through the control they have over you.

 

 

Truth #5

 

Your belief system is the driving force behind your behaviours and your results.

 

 

Truth #6

 

Your everyday habits broadcast your belief system, your fears, and your unmet needs, loud and clear, for other to “pick up.”

 

 

Truth #7

 

Change your beliefs (the way you think) and you change your behaviours (which are a reflection of the way you feel).  Change your behaviours (feelings) and you change your results. Change your results and you change your life.  It’s the only way you can…

 

 

…and that’s worth thinking about, isn’t it.

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Do You Understand Why Your Customers Buy?


 

The first thing to understand about selling is why people buy a particular product or service and what it is that they really buy. You may be surprised to learn that people buy only two things:

 

  • Good feelings

 

  • Solutions to problems

 

That means: People do not buy your golf lessons. They buy a vision of how good they will feel when they have successfully completed those lessons!

 

In other words, people always buy to satisfy their own needs and desires. This important basic premise is overlooked all too often. An instructor will try to sign up a new student based on his own playing ability, his style of teaching etc.; all things he thinks are important to the customer. Don’t make this mistake. You must see your service as it is perceived through the eyes of your customer.

 

The prospective student will gladly sign on the dotted line when he senses that your teaching will bring him enjoyment and/or provide a solution to any perceived problem he is currently experiencing. When you make helping the customer your first consideration, you will find the stress of having to sell becomes a thing of the past, and in its place you will enjoy the satisfaction of having helped another person. Therefore, if you are to make a successful sales presentation, you must first find out the problems your prospective student needs you to solve, and what feelings he hopes to obtain from your golf lessons.

 

Some of the more common buying motives are:

 

  • The need to feel secure.

 

  • The need to feel appreciated, (a most important need).

 

  • The need to eliminate or lessen fear, (real or perceived).

 

  • The need to have good feelings, (happiness, fun, pleasure).

 

  • The need to enhance self-image.

 

  • The need to improve, grow and enjoy new experiences.

 

How buying motives are expressed

 

Your prospect is not about to come right out and tell you what his motives are. You have to deduce this information through a series of carefully worded questions. In interviewing a prospective student, you will often hear these needs and desires expressed as:

 

  • I want to be more confident in my ability, (eliminate fear of failure).

 

  • I want to have fun, (enjoyment).I want to improve my self-image, (security, improvement).

 

  • I want to solve a particular problem, (growth, improvement).

 

  • I need to feel important, (security).

 

  • I want to be respected, (security).

 

  • I want to be successful, (improvement)

 

  • I want to experience something new, (enjoyment).

 

  • I want to be liked by others, (appreciation).

 

  • I want to make new friends, (appreciation).

 

  • I want encouragement, (appreciation).

 

By listening intently to discover your prospect’s true motives, you can then structure your sales presentation to reinforce these motives and provide answers that meet his objectives. When a prospect can clearly see that he has something to gain by enrolling in your teaching program, he will gladly sign up.

 

Many people think of selling as a distasteful, stressful and manipulative activity. True, most of us resent having a product or service forced upon us and would not want to do the same to others. Nearly everyone, however, enjoys the satisfaction experienced from helping others. Selling doesn’t have to be manipulative.
Instead, focus on what the customer really wants and try to match those needs to what you have to offer. If necessary, see if you can modify your current program to accommodate this customer.

 

Finally, if you genuinely can’t fulfill his needs, refer him to someone who can, and let him know you would like to be of service to him in the future. It may seem as if we’re telling you to deliberately lose a sale by sending a potential customer to your competitors. However, the referrals you will get back and the reputation you will earn as an honest, sincere business person will more than compensate. Often the customer will come back to you anyway, just because he likes your attitude and frankness.

 

Everyone likes to buy, but no one likes to be ‘sold.’

 

Think about it. When you make a sound purchase and get complemented on your decision, you are more than happy to take responsibility for the purchase. But buy something that you later regret, perhaps because you were sold something not in your best interest, and you will feel, “I got a bad deal at that place.”

 

The point? Keep your customer’s best interests in mind when making your sales presentation. Reinforce the benefits you offer that are appropriate to his needs. Make your customer feel good about himself and his decision to enroll in your program.

 

“I think you’ll be really happy with the results we can achieve for you, John. I look forward to seeing you Tuesday morning.”

 

Adopt the above attitude toward selling, and combine this with the sales skills presented I’ll share with you next month and you will find selling to be a very rewarding and stress free activity. You will enjoy what you are doing more and your customers will definitely appreciate you for it.

 

Six qualities of a sales conscious person

 

  1. A sales-oriented person must be a ‘people person’, accepting everyone at face value without prejudices or limitations.

 

  1. Be open and friendly in the words you choose, your tone of voice and your body language.

 

  1. Be patient, and listen attentively to your customer’s wants and needs.

 

  1. Show genuine interest and respect. Make your customer feel important.

 

  1. Show appreciation for your customer, and continue to be appreciative even after he has enrolled.

 

  1. Remember a potential customer’s name and use it to create a bond.

 

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You are already naked

Remembering that I’ll be dead soon is the most important tool I’ve ever encountered to help me make the big choices in life. Because almost everything – all external expectations, all pride, all fear of embarrassment or failure – these things just fall away in the face of death, leaving only what is truly important. Remembering that you are going to die is the best way I know to avoid the trap of thinking you have something to lose. You are already naked. There is no reason not to follow your heart.

~ Steve Jobs

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