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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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End of men in business….Poppycock!

Having seen some of the press this week that chartered the end for men in business, triggered by Hanna Rosin’s new book ‘End of Men’ where she highlights mans lack of want to change from old gender roles. I wanted to share this piece by Joanna Judd I saw a little while back. As men so say struggle to balance work and life balance, so do women. As women so say struggle to balance the guilt of good parent and business person, so do men. We have similar challenges yet we are very different in our make up and how we re perceived.

Women are beautiful beings! Your natural feminine energy is to be soft and vulnerable which can be difficult to maintain in the masculine world of business. The challenge for women in business in the 21st century is to remain feminine whilst still being strong, in control and independent.

As you know, men and women are different and we wouldn’t want it any other why. Whilst we should all be treated equally, we are not identical or the same. It’s the differences that make us ultimately complement each other and when you understand the differences you can use them to your advantage when dealing with men and women.

What’s the main difference between men and women? Its hormones. Testosterone is what makes a man a man and oestrogen is what makes a woman a woman. Hormones flow through our body influencing not only how we deal with things physically but also emotionally. Whilst men and women can demonstrate both masculine and feminine qualities, men essentially have a masculine energy and women, a feminine energy.

The business world is largely a man’s world, charged with masculine energy and men have always been part of it. Men are raised to know they will always work and that business is the natural place for them to be a man. Until recent times, women always knew their work place would be their home and family and as a society we accepted the roles that both men and women filled.

Economic times have changed however so whilst men remain in their “natural” workplace and energy space, women today have dual workplaces of both home and business requiring them to be multi-dimensional, moving constantly between the traditional male and female energy spaces. To be a man in business he just needs to be a man and be in his masculine energy. To be a woman in business, she needs to move out of her feminine energy into her masculine energy and if not given the opportunity to stay connected with her feminine energy, a woman can end up feeling disempowered from who she really is: a woman.

Surveys on what drives or motivates men and women, regularly show that the top three motivating factors for men are: sex, power and achievement. For women, it’s security, relationships and love. This generally explains why for 87% of men, work is the most important area of their life, whilst for women, it’s only 5%. If money was not an issue, the majority of women say they would choose not to work, preferring to do something for the fun or enjoyment of it.

For example….sampling the delights of the GUCCI on their page below (click the link…some heavenly things there)

or perhaps…

This is not advocating that women should not be in business or want to be in business – there are many, many women in business achieving excellent results and loving what they do. The challenge for women is to remain naturally feminine whilst working in a largely masculine business world.

Men need space to be a man and women need space to be a woman. Knowing this, the different energies of men and women can be bought into play within a company so that everyone benefits. For example, whilst the competitive male energy will keep a company focused and moving forward, feminine energy will keep a team working together. The two energies complement each other to the benefit of everyone.

Naturally soft and nurturing, women step out of this feminine energy each day to participate in a masculine world of power and achievement. The toll for women is when they are not able to easily return to their natural energy state, is that this can often cause clashes in partner and family relationships. Men are attracted to the feminine energy of a women (it allows them to be more masculine) and having spent a day in the battlefield of business, they yearn to come home to the soft, nurturing energy of their partner and home: it’s what creates the balance in their lives. So if their partner is still powering along in her masculine energy, men can feel home is not the safe place they were looking forward to retreating to, and stress can prevail.

For women, stepping out of that masculine work energy does not always happen the instant you put your briefcase down and change out of your suit. It takes time to let go of the day’s issues and soften. Both men and women need to be aware of the energy shift that women are required to do each day and make space and time for this change at the end of each day. A loving hug to welcome each other home is a simple and ideal way to initiate the energy shift and reconnect as a man and a woman.

The business world is no longer the sole domain of men. Women are valid participants adding great and unique value and business benefits tremendously from the blending and melding of masculine and feminine energies. The key for women however is being able to step out of the business world is to re-emerge into the beautiful, feminine energy that makes you women. Consider a hug: hug your partner, your children and life!

Or as the legendary Phil Evans would say….”Fancy a Cwtsh?” (click his picture and you’ll see)

So if the end of the world is nigh for men….according the the press this week, just remember we have lived in relative harmony for centuries from the cave to boardroom. We need each other t survive and evolve…so to me it is about us, not ‘them and us’

Applying You….You; Simply better.

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Open heart surgery and sales!

In general we tend to hold certain people or certain professions in high regard. In the majority of cases that is justified, however, in a number of cases throughout our life we are conditioned or become conditioned to take certain people or professions in high regard without really checking their credentials.

For example, when we need our car fixed we take it to a garage and we fall into a ritual routine of behaviours…we behave how we feel we should when we take our car to a garage.

We either

“act like we know something/anything about cars and begin telling the ‘would be’ expert what we believe is wrong with it, despite having no mechanical knowledge to write home about”

Or

“admit we know nothing about cars and lay our soul bare to the ‘Keyser Soze’ of the car mechanics invoice books”

The same is said when we go to the doctors or find ourselves in the hospital. We lose control. Not in a running around with wild hair screaming uncontrollably or sit in a chiar rocking with pencils up our nostrils way…we simply have little to no power in those situations and therefore lose control.

My question to the world is…….should we?  

Let me take you through a scenario and at the end of the scenario I will ask you a question to answer honestly.

The scenario isthis. You wake up one day feeling queezy, and decide to visit the quacks and get an MOT, when you are advised there is an abnormal finding on your heart. They refer you to the hospital with efficiency not seen in the NHS for over 40 years. Impressed by the speed of the service briefly outshines the weighty thought that is growing on your mind on your way to see the specialist. That thought being…why so quick?

You meet with the specialist and he advises the following:

You have a challenge with your heart, that despite being very serious, can almost certainly be rectified with open heart surgery within the next 72 hours. He introduces by name the surgeon who will be carrying out the procedure.

Dr Brown here is THE pioneer of open heart surgery. He pioneered the technique over 40 years ago.

(All very positive so far)

However, this is your heart and you only have one. So like me, you feel the need to ask this guy some questions to ‘test his metal’ as opposed to just accepting he is the best person to carry out the life threatening procedure just because he has cold hands, wears a white coat and his mate recommended him (too cynical!…perhaps)

Through asking questions you you uncover a few facts:

Since pioneering open heart surgery over 40 years ago, Dr Brown continues to use the same techniques he used to pioneer open heart surgery all those years ago.

Since this time, Dr Brown has never attended any medical seminars, advising on developments in open heart surgery. None in 40 years.

Since this time, Dr Brown has not read any medical journals or kept up to date with any enhancements or developments in open heart surgery. None in 40 years.

In fact he is doing as he says, using the same techniques he used to test and perfect open heart surgery over 40 years ago.

My question to you is this…

How comfortable are you now in going under the knife with Dr Brown within 72 hours?

(answer below in your replies please. )

If ‘Yes’ please highlight why

If ‘No’ please highlight why

 

 

 

Now that is worth thinking about!

Applying You  – You; Simply Better

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Five Ways to Find Your Future

Five Ways to Find Your Future.

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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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Do you want a shag?

Do you want a shag?

 

Simple question really…so do you?

Picture the scene or scenes

You are at home, maybe working from home if you have built that lifestyle for yourself. Maybe you are busy looking after the children or maybe just at home, because you can be, at home.

The phone rings, there is a 2-3 second silence after you say “Hello”…then you hear a click and some background noise (recognise this so far) this is the realm of call centre cold calling…the trouble is, they are calling YOU!

Then without any warning the voice on the end of the phone states clearly and with no introduction…”Do you want a shag?”

How would you react? What would you think or do? What in god’s name does this individual believe he is actually going to achieve by doing this?

Or scene two…you are on your sofa, glass of vino nearby, the laptop warming your thighs….you social butterfly you, busy Tweeting, Facebooking, Blogging, Beboing…and suddenly your laptop pings….

It’s a contact you added on Facebook a while ago, you weren’t too sure if you knew this person but you share so many friends that you must, so you accepted and forgot.

Out of the blue they have messaged you and said simply “Hi”

Now you are thinking, “OMG, I don’t remember them! How did I know this person? What was our connection? It’s been so long, shall I apologise for not saying hello sooner?

And then he hits you with it….

“Do you want a shag?”

WTF…did he really just ask me that….or am I going mad….I rub my eyes…and its still there, however its changed slightly…now it reads:

“Hey buddy, when you get 5 minutes please like this new page – http://www.facebook.com/some-nobs-fanpage”

Or

“Hey do you want to know how I went from zero to earning £10,000 a month, click here http://www.ripoffmugs.com

What happened to taking someone for a drink? Finding out what music or films they like and maybe taking them to see one or two and walking them home! Building up to and eventually earning the right to go the 10%/90% while the other goes 90%/10% (male/female reader delete as appropriate) and finally planting that kiss….waiting for the front door to shut and then jumping around like Tom Cruise on Oprahs couch.

And guess what, not always when you pan for gold will you strike….but the more you pan, the more chance you have. (the real clever folk stop panning for gold and just focus their energy on making the pans!) and when you do strike it will happen naturally because it is right, you have earned it, there is mutual synergy between both parties. The other party has interest in your product and wants to buy…..you are your product.

**OMG as I am typing this at 22:38 Friday evening, someone has just pinged me and offered me the chance to win an ipod….check my details you Moron…I am in Telecoms!

So for all you SMM’s out there….you PR’s….FF’s and TT’s I have news for you, as you clearly believe that sales is purely a numbers game and no one has ever taken you deeper to understand how we buy as human beings. Maybe they have and you just didn’t listen.

Either way you have missed some key basics:

  • I am a person
  • People buy from People
  • People do not like being sold to
  • People do love to buy
  • People love to be courted
  • People hate being molested

Strong words perhaps, strong emotions associated with them perhaps….and one other thing, strong evidence to show that unless you lift your game, get off your ass and learn how to become great at professionally helping people buy (true definition of selling)

Or you can remain a bottom feeder, harrassing, chasing and wasting resource to get little in return.

Sales is about people, social media is simply a tool just like the phone was all those years ago when sales people were out in the rain knocking doors (for you younger ones, yes we actually did do that, but boy did we at least earn the sale). See it as just that. A tool to help escalate you to greater things, to do that however you first must master people.

To find out more, to invest in yourself and begin again….then come find me

Facebook  https://www.facebook.com/pages/Applying-You/368542120423

Twitter http://twitter.com/#!/applyingyou

P.S. If you want to find out what SMM’s PR’s FF’s and TT’s are you will have to get in touch

 

Now that is worth thinking about!

 

Applying You  – You; Simply Better

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