Category: People & Relationships

Article Contributed by Sharpenz

Remember the thrill of hide ‘n seek? Finding the perfect place to hide out until “all was clear” and someone else was found so you could win the game? Unfortunately, some sales professionals are using the current economy as a reason to hide out until the economy picks up too. And while they are hiding, others are seeking and strengthening relationships and winning new business every day!

Sales professionals who continue to invest their time, energy, and resources today will reap huge rewards in the long run. Need proof? McGraw-Hill’s research found that companies who maintained their investment in marketing and relationships during the 1980-81 recession had 256% higher sales by 1985 than companies that cut expenses during that time. That’s right…256% more sales!

I’ve heard people lament, “I’m the last person they want to talk to. They have no money to do anything.” Wrong! They do want a professional who is there and willing to give value to them even if they aren’t able to do as much “business” with you as before.

Here are a few ways to give value today.

1. Time. Don’t underestimate the value of your time and attention. Make contact and ask for 30 minutes of time to review how you might help them in light of their current situation. Tell them you’ll bring coffee or, even better, get them out of their office for a coffee!

2. Tools to help them do something better, quicker or easier. A client mentioned he was going to hire recent college grads and that wasn’t something he had focused on before. I researched and found 2 colleges that have sales majors, located the key contact and sent off the information. Guess who can’t wait to have me help him train these new people once they are on board?

3. Information that matters. This should not be about you, your firm, or your products. You can position yourself, as a strategic partner, by giving information that is helpful and not tied directly to you. Find relevant information like a book or links to articles, podcasts or forums. I sent a group of financial advisers I had worked with an e-zine link to an expert on getting referrals in their industry. Months later one of them wrote to tell me that they are still finding value in that expertise and getting more referrals for it.

It’s time to stop hiding. Make time to seek out useful, relevant contact points with your customers. Give them value today; they will surely remember and give you business in the future.

What are some ways you provide values to your clients? Let us know in the Comments Section.

About the Author:

Sharpenz is dedicated to providing sales managers the resources and tools they need to motivate and equip their sales team to sell more each week. Our 30-minute power sales booster programs help companies increase sales by providing the right tools and training – fast. Designed with the busy manager in mind, Sharpenz’ ready-to-go sales training kits will give your sales team the opportunity to grow and earn more – all in a half hour of power.  To learn more, visit www.sharpenz.com and sign up for your free sales training kit today!

Article Contributed by Annemarie Cross

Many service-based business owners are leveraging the power of social media in their marketing and brand communication strategies – which is wonderful to see.

Unfortunately though, there are some unscrupulous (or perhaps ‘uneducated’) users, who are not following social media ‘etiquette ‘ and are therefore destroying their reputation and any chance of building solid relationships with their network.

When it comes to social media, whether you are a novice or a pro, here are 10 DO NOT’s and 10 principles you should adopt to ensure you use these technologies appropriately in your online interactions.

When connecting with me on Social Media – DON’T:

1.    Post inappropriate photos and/or comments on my Facebook wall or Twitter feeds.

2.    Blatantly promote your products and services on my wall.

3.    Send me an email about your upcoming workshop/event after having only just connected with me. We haven’t had the opportunity to get to know one another yet.

4.    Only post/write information about YOU and YOUR products and services. Just because I am connected to you, doesn’t mean I have given you an open invitation to broadcast your promotions.

5.    Tag me in a video/photograph/other post that has no relevance to me because you’re only trying to get my attention. Guess what? You did, but for the wrong reason. I’ve just unfriended and/or blocked you.

6.    Include my Twitter handle in a post to get my attention about your product or affiliate link. Again, you’ve got my attention but I won’t be following you OR clicking through the link. Anyway, you’ve probably just had your Twitter account banned for spamming.

7.    Ask me to tell me more about myself and the work I’m doing. This shows me you haven’t bothered to read my profile, wall posts or feeds.

8.    TYPE YOUR MESSAGES USING ONLY CAPITALS, otherwise I’ll think you’re SCREAMING AT ME.

9.    Send me an invitation to connect using the standard request provided by the technology platform. This indicates that you have not taken the time to read my profile.

[Note: I’ve been guilty of this myself so it’s a great reminder for me too, NOT to do this].

10.    Use disrespectful language; bullying tactics; or name calling when commenting on my wall. If you disagree with something that either I or one of my followers has said, that’s fine – I respect your opinion. Please respect my opinion and that of my followers.

When connecting with me on Social Media – DO:

1.    Be a relationship builder and show me that you care.

Show a genuine interest in what people are doing and saying and take the time to build relationships just as you would with any face-to-face interaction. People are more likely to recommend you, share your information with their network, or do business with you if they know, like and trust you.

2.    Be respectful of others’ opinions even if you don’t agree with them.

Social media allows you to connect with thousands of people you would never have had the opportunity to meet if you were just relying on face-to-face networking. And, many of them will probably have different values and opinions than you.

Don’t force your thoughts or beliefs onto others in a disrespectful manner – after all, your opinion is just that – yours. Instead be willing to be respectful of them despite the differences.

3.    Be on-brand and mindful of the online footprint you’re creating.

Everything you do and say reflects on you and your brand. Be sure that your posts, comments and interactions are of a professional manner and that you aren’t creating digital dirt that could cause a prospect to ‘not’ hire you.

If you think something could be misconstrued or if you wouldn’t want a prospective client to read it – don’t post it! They’ll surely find it, which may be the reason they hire your competitor rather than you.

4.    Be a ‘giver’ and not only a ‘taker’

Social networking is not all about taking and receiving but rather it’s about sharing resources and passing on information that you know would be of interest people.

The more helpful and supportive you are in your interactions the more likely others will be willing to extend the hand of friendship and support when you need it.

5.    Be honest in all your business dealings.

The technologies we have at our fingertips allow us to do business with people on the other side of the world without ever having to meet them.

Unfortunately, some people misuse these technologies by misrepresenting themselves and misleading people into parting with their hard-earned dollar.

Ensure that you manage all your business dealings with the highest of integrity, service and honour, and that your customers are happy to recommend you to their extended network.

Remember, when using social media, the information you share and your interactions should not be ‘all about you’. Avoid blatant broadcasting and promotion of your products and services to your followers.

Rather it’s about ‘networking’, sharing valued-added resources, showing an interest in others, providing support and assistance, and about establishing and nurturing a strong network of likeminded people.

About the Author:

Annemarie Cross is a Branding Specialist & Business Coach helping ambitious women business owners to get noticed, hired and paid what they’re worth! Want to learn simple yet powerful ways that you can build your brand, your credibility and your income? Visit http://www.AnnemarieCross.com to access free inspiring ‘how-to’ articles and to sign up for our free audio mini-series ‘7 Easy Steps to Build Your Brand, Your Biz, and Your Income.’

When my son was in third grade, he asked that I participate in a Parent’s Career Day. During my 15 minute segment, I was to explain to his classmates what I did for a living. When I took my place in front of the room, introduced as Ben’s mom who works in a downtown insurance company, I explained that I worked as a boss who managed people in the operational departments of my company. I’m here to testify that a person will never feel so totally hung out to dry until they see a child’s eyes glaze over from boredom or incomprehension.

During a lull in my dialog, one blond haired freckled boy asked “Do you fire people from their job?” He totally focused upon me and I knew at that moment my answer would be critical. I told him that sometimes that was a necessary but sad part of my work. To that response, he sighed and in a trembling voice said, “My father was fired last week…is he a bad man to have his boss fire him?”

The teacher’s eyes welled with tears thus revealing to me that the next few moments were vital and I should tread with care. Through a small child’s effort to understand the whys of a situation, the nurturing aspects of my personality surged forward. I answered him with tenderness. To this day I still feel the tremendous weight of responsibility for making sure I communicate in such a way that it reinforces a person’s self esteem rather than carelessly destroy hope or motivation.

As females, we strove to burst through the Glass Ceiling in our careers, but I wonder if we dodged the shards?

Inadvertently, somewhere along the way, it became a hostile competition among women. Through direct experience and observation, I’ve witnessed my female counterparts becoming their own worst enemy. Rather than focusing on the strengths of what women offer each other and using them to everyone’s advantage, efforts to undermine talented coworkers evolved into an all-or-nothing-war-like campaign.

The concept of mentoring and building up others to take your position when you move on was a foreign concept until the last decade. Fortunately, women began to realize that competition for promotion doesn’t have to be brutal. It’s about understanding that personality, creativity, dedication and accountability are the primary assets to promote.
When I speak with younger women in the work force, they aren’t nearly impacted by gender based promotions as Baby Boomer women were. Through these conversations I realized that this new generation was participating in what I call “reverse mentoring.” Our youth is teaching us about the new world order and sociological changes.

Mentoring isn’t something that simply takes up time and space anymore.

It is a personalized and truthful interaction with other human beings for the betterment of all. Advice is now given with a caring spirit rather than a destructive mindset and it creates a new tone for success. Rather than operating in an environment of isolation, we can talk about family and dreams. But then we have to take it a step further and hold each other accountable for making those dreams a reality.

Mastermind group creation is a concept that is thriving in today’s business world.

Each participant has something to offer the other members of the group and whatever is discussed in those meetings stays confidential. It is a shared perspective on a common problem that allows us to reconnect the dots and come at an issue from a different direction.

Responsibility for our communication efforts, interactions, and intent must be fully accepted by us if we choose to become a mentor, informally or formally. There is no room for “off the cuff remarks” because when an individual is a mentor, the mentee places you in a position of trust and honor. It is your duty to handle it delicately and respectfully.
To this day, I’m proud of the direction I chose to take when answering that small boy’s question about his father’s character. By choosing to give him hope and perspective, I realigned myself permanently in respect to my female relationships and grew as a business professional, wife and mother.

Teaching around a campfire or through mentoring opportunities is hardwired in all of us. I don’t consider it a weakness to reach out to another person for help. And it only enhances your personal power when you respond and support others who need you.

Be a guide on the side: mentoring matters.

About the Author:

Karel Murray is a Certified Speaking Professional, author of “Hitting Our Stride: Women, Work and What Matters” and business trainer who helps entrepreneurs and executives resolve interpersonal issues and balance their work/personal lives. Now, you can listen to her exciting, free interviews that will help you maintain and sustain a healthy business and lifestyle at http://www.JustForAMomentPodcast.com. To learn more about Karel Murray, please go to her website http://www.Karel.com