‘Sales & Marketing’ Archive
Want to be regarded as a brilliant conversationalist?
Brilliant comments from Alan Weiss my partner in The Odd Couple. His “This week’s focus point” is very thoughtful and accurate. If you want to be regarded as a brilliant conversationalist, ask others questions. If you want to be perceived as a smart business person, ask others about their business philosophy. If you want to be associated with thought leadership, hang out with thought leaders and watch what they do. The worst thing you can do is to try to prove you’re “the second smartest person in the room” by constantly citing your sources, credentials, and experiences. Confident, bright, powerful people appear that way because they are content to listen to others, to prompt them to speak, and to analyze and learn in the process. I may be an exception, but I’ve never been able to learn too much while I’m speaking.
Alan Weiss and Patricia Fripp AKA The Odd Couple
Alan’s comments reminds me of my brother Robert Fripp. One of the other most brilliant people I know who listens well. His comment is “We add to a conversation by listening. We add to a conversation by contributing. People who only speak and do not know how to listen give me headache and often make me ill.”
Check out our 2011 The Odd Couple Marketing and Stategy Seminar.
Your Image, What Is It Saying About You?
Written by Diane Parente
As a professional, you can come in contact with hundreds of people every day — in meetings, at lunch, or traveling from place to place. Your image is talking even when you’re not. You and your business may have all the substance in the world, but if you don’t project a strong, professional image to go with it, people aren’t going to respond the way you want them to.
To back up your image, you also need a good product, extensive knowledge, and strong communications skills. Your image creates the expectation. Your substance confirms it.
Your public image represents who you are and what you do. It is a reflection of your private self image. If your self image needs an occasional boost, you can start by improving your public image. When you portray yourself to the world as confident and competent, you actually increase your self confidence and credibility. You achieve optimum results because people respond more positively.
Your ideal image should be so supportive of what you’re saying that people can look past you to your message. We have all run into people whose appearance and actions are so distracting that we can’t concentrate on what they are saying. Consider a man with a bad hairpiece or combing his hair over a bald spot. Does he realize how odd he looks? Or a woman in a very short skirt. Will she be able to sit and still look professional? We become so engrossed in our own thoughts that we fail to hear their words. Continue reading ‘Your Image, What Is It Saying About You?’
In Marketing, Emphasize Empathy!
If you want your marketing to make money for you, focus on your customers’ feelings and beliefs. Unless you can convince them that you understand them and their problems — that you’re empathetic — they’re probably not going to buy from you.
The headline on one of my marketing pieces says, “Hiring a Speaker is an Awesome Responsibility.” It is. These days, if you hire the wrong speaker in a corporate job, you could end up in severe trouble. Many professional speakers focus their marketing on themselves — how good they are, how successful. It works, but readers don’t get the message that the speaker really knows who they are and can fill their needs. Your customers need to believe that you know, understand, and care about them.
There’s a good way to do this when you’re writing or creating your marketing piece.
Continue reading ‘In Marketing, Emphasize Empathy!’
How to Turn a Service Club Talk into a Marketing Opportunity
Speaking before a group about your business is definitely the lowest cost and best way to market your product or service and expand your customer base. From first hand experience I learned this important marketing lesson. I started talking about my hair styling business at local service organizations, such as Rotary, Kiwanis, Optimists. At the time I didn’t have much public speaking experience beyond Dale Carnegie courses and Toastmasters. Little did I know it would lead to a rewarding career as an executive speech coach and keynote speaker. Here are some key points I learned that helped me build my business.
Expressing yourself with flair will increase the speed with which you succeed.
Peter Butler is an excellent example of how to increase your reputation and visibility by speaking. Peter was in the insurance and financial services industry. When he passed his fiftieth birthday, he decided to start running in Iron Man triathlons and other athletic events around the country.
He gave lively talks at service clubs about his experiences. Peter starts by saying, “Running a marathon is like planning for your future.” Then he told colorful stories about the different events he had participated in. Finally he said, “For my last few minutes, here are four ideas you should know about planning for your long-term future.” Continue reading ‘How to Turn a Service Club Talk into a Marketing Opportunity’
Eight Tips to Drive Traffic to Your Website
Each year I present a marketing and strategy seminar with Alan Weiss who is the author of 37 books and the consultant’s consultant! Yes, he is also a Hall of Fame keynote speaker. It is called The Odd Couple because we do not always agree, and we are very different personalities.
One thing we DO agree on is the importance of understand how to market with your website. One of our The Odd Couple speakers is always Chad Barr.
Continue reading ‘Eight Tips to Drive Traffic to Your Website’
How to Overcome Sales Objections
One of my new friends has a name I love because it tells you his expertise and you know immediately if you want a conversation with him about how he can help your business. What is his name? Mr. Inside Sales.
Continue reading ‘How to Overcome Sales Objections’
Executive Communications: Big Impressions on Small Audiences
Recently I was talking to a member of a consulting firm. He said his firm thought intellectual capital and the ability to articulate a message clearly are key.
His problem; he often found himself struggling when approached in the hall by the head of another department or a senior executive. For him, it is much easier to speak in front of a large group than to master the skill of the water cooler vignette. He felt that larger venues allow time for preparation. He told me, “The impromptu meetings really catch you off guard.”‘
As he is spearheading a new department at his firm he has opportunities to make a lasting impression of his business acumen with a peers and superiors at the water fountain.
He usually walks away wondering if he has left them thinking more about his rambling communication skills than his brilliant ideas. He asked me, “How should I handle these moments appropriately?”
This is what I told him. Continue reading ‘Executive Communications: Big Impressions on Small Audiences’
Sales Generation: Prospecting Tips for a Slow Economy
Prospecting Tips for a Slow Economy
by Patricia Fripp, CSP, CPAE
Frippicisim: It is not your clients’ and prospects’ job to remember you. It is your obligation and responsibility to make sure they don’t forget you.
1. Don’t overlook the obvious. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve.
2. If you used to work in another industry, update your satisfied clients that you can still serve them in this different capacity.
3. Keep in touch with your present clients more frequently. Not just asking for referrals. The better your relationship with them the more they will want to send you new prospects.
4. One of my friends in the advertising specialty business had a very creative office decor. Anyone who had seen it raved about it. Going up in the elevator of his building of 22 floors I had a conversation with a fellow passenger. I asked, “Do you work in this building or are you visiting?” He mentioned he had worked there for 2 years. I inquired if he had ever heard of my friend Jonathan and his unique and memorable office. He said “No.” My recommendation to my friend and everyone else who works in a large building is to every few months go from floor to floor, office to office, and introduce yourself to your neighbors. You could well quadruple your business close to home.
5. Don’t forget to work on your sales presentation skills!
Why not learn sales presentation skills from Patricia Fripp and Negotiation Skills from David Palmer, PhD on CD and DVD?’
Need more help in sales, presentation skills, marketing, promoting yourself? Patricia Fripp has hundreds of articles for you. Yes, no charge. www.fripp.com/articleslist.html
Have an Extra Edge at Networking Events
I just had a birthday dinner with my pal best selling author Susan RoAne. Her world class and best selling book How to Work a Room just celebrated its 21st birthday.
She quotes me in her speeches and books and we both tell our audiences about a networking technique that is natural to us. However, not to most people.
Enjoy!
We all attend events promoted as the perfect format to make new contacts and develop potential business relationships. I never stop being amazed how many talented and well-educated people often do not know how to maximize these events. Here is an easy way you can make the most of networking events. Continue reading ‘Have an Extra Edge at Networking Events’
Communicate for Profit with Your Convention Exhibit
Having an exhibit at a convention or trade show is a major opportunity to position your company or Association as a real player in your industry. Sure, it costs money, but it can become a major moneymaker for your organization. (It’s also a big convenience for your members and suppliers.)
Here’s how to make the most of your investment. Continue reading ‘Communicate for Profit with Your Convention Exhibit’
