A Sticky Message on indifference?

I hate time wasting, In fact I loathe it. Decisive rapid warp speed massive action is the name of the game. I was always told three things to never let go in any business.

The cheque Book- As business owner or manager it is your responsibility to control the cheque book. Giving the keys to the cheque book is like handing a Ferrari to a newly licensed 18 year old driver. It’s just not done! Ever!

The legal- A new client had just come in to see a famous lawyer.
“Can you tell me how much you charge?” said the client.
“Of course”, the lawyer replied, “I charge $200 to answer three questions!”
“Well that’s a bit steep, isn’t it?”
“Yes it is”, said the lawyer, “And what’s your third question?”

 

Enough Said?

 

Marketing and the Stickiness Factor- Is about making your message and product, value and services so irresistible, so memorable it sticks in someone’s mind and compels them to take Action. Message, Market and Media so specific, so compelling it makes emotional sense, it stands out,  jumps up and a little voice says to you ‘I would be stupid not to take advantage of this incredible deal.”

 

 That is Stickiness.

 

Yesterday I went shopping for trivial everyday things, my enquiry to a “salesman” at Game (always a favourite of mine) was met with a wave of the arms in the general direction of the whole store, only to have her turn around, walk towards her colleagues and continue her “work”. More like, continue her chat then hang around until clock out time.

 

In my mind, my description and expectation of a salesman is this: Serve customers, upsell, make sure they want to come back, put money in the till. Serve next customer, preferably with a smile. Her mind, her job description: ‘well this person is now interrupting what I feel like doing now!   Her Message is Sticky: Don’t shop here if you expect any help or service, your time is not valuable, you and all other people don’t have anything better to do,  walk around 50 aisles until you find it.

 

The stickiness factor from management is Indifference. Indifference to the type of experience ANY salary paying customer gets when visiting their stores. Price cannot determine your stickiness factor, competition is fast and ruthless in today’s business world.

 

The most important question any business owner can ask themselves is: Why would anyone choose to do business with me other than using any of my competitors? Bottom line people do not care about what you can do. People only care about what you can do for them, preferably now or yesterday. So the question is-If I was to buy something, why would I buy it from you? In order to differentiate, satisfy the NEEDS and WANTS of our clients we cannot only be rendering value, No. We need to be “value interpreters” we need to take the value we offer and interpret that value from the perspective of the person most likely to benefit from it.

 

 Successful entrepreneurs and businesses understand the ZEROTH law to ultimate success. Customers must buy, Customers must tell their friends to come and buy and Customers must want to continue to buy, something the management of Game fail to realize. Again That’s Sticky

Lessons Learned From Seasoned Old Pro’s

A manager, early in my sales career flew into Sydney and together we ‘worked’ my territory. He taught me several creative ways to cheat my expense account and how to make phone calls and write them up as if made in person! They taught me nothing about selling. Another experience at a trade show where I chose to ignore seasoned sales pro’s “advice at my own peril” and wrote thousands of dollars of revenue taught me, it is generally unwise to listen to advice, complaints and comments of others just because they were older or more experienced. Age is not necessarily wisdom. Experience does not always teach much. In fact, since most people stop learning very early in their careers, you are very likely to encounter a person who has one year of experience 30 times rather than 30 years of experience.

You must exercise great care in selecting those that are permitted to advise and influence you. Falling under the guidance or direction of someone headed no-where will generally lead you in the same direction.

There is probably no profession other than selling where mental attitude is as important. Selling is what we all do every day of or lives, unfortunately most people grossly undersell their time in exchange for money and never break free from the daily grind.

Late Clement Stone, self made multimillionaire taught thousands his successful sales strategies and summed it up this way “the sale is contingent on the mental attitude of the salesman, not the prospect” It is for this reason you must militantly protect your mental attitude from contamination.

Listening effectively is the 1^st Step to successful selling, instead of talking about your product understand what benefits you, your product or service do, can and will provide to your customer.

Expectation Vs Reality In A Business World

Do public servants deserve an above inflation increase (business times 6/05/2007)

 

An Emphatic no, Many public servants do not deserve a 1% increase. Attitude, efficiency, indifference to your questions and needs at most public services makes the experience one would not wish upon your worst enemy.

 

Any entrepreneur will tell you that productivity earns rewards, output must exceed input to create any wealth or service.  What does our public service produce in the eyes of their employers? Discontent, Frayed tempers, lack of delivery! Anyone had to renew their license or go to home affairs lately? What about state hospital?

 

Employers; in this case tax payers of South Africa pay their workers based on expectation or delivery of some product or service. When a person walks into a business they have a certain expectation of product or service they are about to receive, HOW that expectation measures up against reality of the experience will determine how satisfied the customer feels when he or she leaves. This experience will also determines whether they will ever set foot in the establishment again

 

Does any public servant of South Africa honestly believe that the experience we receive walking into “their company” is 12% better than it was the last time we walked in? What would the average South African “expect” when dealing with any of our public services? I suggest diabolical service, long waiting time and the total confusion of where to go and what to do, followed by the “its not my job” Of course there are exceptions, but that is what I expect tomorrow when I have to go to the licensing department to collect my renewal. I hope I am pleasantly surprised and totally wrong. We’ll see.

 

Unions and workers tend to have this believe in their “divine right” to an annual increase, since most people stop learning when they leave school by hanging around in a job or service for 20 years does not give you 20 year of experience, it merely gives you 1 years experience repeated 20 times. No you deserve increases when the value and productivity increases not when it comes to year end. It goes without saying some employees and public servants will go above and beyond the call of duty. These are the employees who are visionary these are the employees who notice when things are broken and set out to fix them. These are the employees who pride themselves of being the best of the best and good at what they do, These are the employees who are proud of the service they give.

 

These are the employees who deserve promotion and 12%. These employees are directors in the service of “WOW”

 

When our public servants “Wow” us with integrity, service, value and improvement then and only then do they deserve an increase. Right now they should be looking at reasons as to why they shouldn’t be fired on the spot and be replaced by one of the unemployed of our country

How to Sales prospect in 10 seconds

Are you a sales professional, sales manager or business owner?

If you answered yes than I am sure you are tired of wasting money on advertising that may not be working. Or even worse… Wasting time and being constantly frustrated while you do all of the cold call prospecting grunt work.

The good news is that you don’t need to do any of these things to be successful and create a flood of clients to your door, cheque book in hand. Before I tell you all of the details, let me share just one of the many secrets to creating a flood of new clients and create a huge surge in your cash flow.

Ready?

Got a pen?

Here goes; You want to make sure that every penny you spend is 100 percent traceable and accountable to you.

For the entrepreneur and business owner Marketing and advertising is about a cash flow surge. For the advertising agency it is about creativity, awards, peer approval, ratings, other profit centers, media commissions, mark ups, portfolio building, satisfy superior biases, satisfy clients pre-conceived ideas and results (but who can tell anyway)

Anything and everything that has to do with traditional advertising is a lousy investment. Compared to what you can achieve through direct-response advertising and direct marketing.

For starters, here is what to do immediately

STOP

Do not spend money on ANY advertising or marketing ideas, strategies, media and services that cannot provide accurate, fast measurement of return on investment. PERIOD. No exceptions, No excuses.

3 quick direct marketing rules.

1. Niche Marketing = Riches

2. There is always an offer and clear instruction on how to respond

3. There is always a deadline

There is of course much, much more to share that we simply don’t have room to cover here.

Warning: Before you disregard or de-value these ideas and this information,

Know that not a single day passes without a number of faxes arriving at our offices telling us of how applying these strategies have dramatically improved peoples businesses, income and lives

My Free Report: Discover the hidden wealth buried in your business available at financial-money-maker.com reveals the lazy way to highly responsive mass affluent customers. But hurray on 20 copies are still available for free.

Detective Dave

Dedicated to your Wealth!

A Guide to Hassle Free Employees

The Yes or No Test: A Guide to Hassle Free Employees

Killing Time Vampires, Once and For all is a skill we should all pay great attention to. Master it, accept it and implement it in your business and effectively wipe out all theft and criminal behaviour by people YOU pay.

As you imagine BEE, “employee problems” is another hot topic in places where entrepreneurs gather, returning from Dan Kennedy’s Millionaire retreat “employee problems” was also a hot topic. Our mastermind group recently uncovered that over time we had either 1 or several exemplary employees, comparing notes and out of these conversations came 2 amazingly simple ‘secrets” about EVERY ONE of those rare, terrific employees, So Finally here’s some good news, A trick you can use to increase the likelihood of hiring an effective employee. The hidden factor we unearthed can be found in my special advisory report: 5 Employee Roadblocks You Should Avoid At All Costs.

Suppose you want to make at least R1,000,000 net this year, this is how you do it. R1,000,000 means your work hour is worth R360.00 which is about R6.00 per minute. So when Time Vampires (any person who spending time with, will not get you closer to your objectives) suck up 20 minutes of your time on something that can be easily handled in a 4 minute phone or video call that person has just sucked R90.00 right out of your wallet! If that happens five times a week R450.00 per week times 50 weeks equals R22,500. If your hanging around with 10 of these guys R225,000 is too much of a handicap to overcome. Ooops we haven’t taken the taxman’s 40%.

Trick number 1

Do not participate in conversation with Time Vampires

65% loss of your Earnings is too Much to Overcome!

Time may be the biggest problem in business, and the biggest societal concern of the moment. Blue Chip Companies spend Millions ANNUALLY on time management training and productivity. The market is filled to the brim with time management programs. Despite this a recent survey concluded the average corporate CEO logs 90 minutes a productive time per day. 90 minutes. Imagine, in an 8 to 10 hour day the king pin of these huge corporations earning millions can only log 90 minutes as productive.

Most CEO’s are not even aware Time Vampires are a problem.

Now the biggest problem you have to overcome is CHOOSING who has access to you, not to answer a call, returning an email or fax quickly are choices we make. A good question to ask yourself when invited to a business lunch, a meeting, a phone call, a coffee break is: Will spending time with this person get me any closer to your goals or take me further away? Is it a wise investment of my time? Yes or no?

I deal with this in much greater detail and prove to you with examples that you can control access to you, your time and your life in ANY business- in my special advisory report: Employee Roadblocks you should avoid at all costs.

The YES or the NO test, determines whether we choose to PAY any attention to an email, phone call, fax, dinner request or other demands on your time.

Enjoy

Dave

My Free Report: Discover the hidden wealth buried in your business available at financial-money-maker.com reveals the lazy way to highly responsive mass affluent customers

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