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Suggest You - Are You Getting in Your Own Way? (A Marketing Insensitive)
Are you one of those business owners that tries to absorb every single marketing technique under the sun?Do you feel overwhelmed with information? Paralyzed by inaction?Maybe your trying too hard. You heard me correctly...trying too hard to market your business.Why?There are several reasons you might be trying too hard:Lack of focus and determination on the one or two techniques that are actually working and developing those campaigns until you have tested them to maximum
Next, outline the problem in a positive manner, again always telling the truth. In the original e-mail this participant said, “I would consider purchasing ‘Cold Calling College’ for the scripts… my Area Director is in Prague [so] I cannot get approval until next Monday.” (The subtext of this sentence is that there is nothing important in the product except for the scripts.) How about this instead:
“I’m interested in purchasing ‘Cold Calling College,’ but I need to get my manager’s approval to do so. She is in Prague until next week.”
This app
"The practice of management is badly misunderstood by management scientists who confuse thinking with merely being logical." — Ted Levitt, Thinking About ManagementFar too many organizations are ruled by bureaucrats and technocrats either in management or staff support roles. One of their (often unconscious) driving motives is to "eliminate the human factor." They feel that their technology, systems, and processes would work so much better if it weren’t for all the people always messing things up.Here are some telltale signs and examples of Technomanage
Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for results?
Recently I offered a series of free teleseminars. My goals for the teleseminars were to help attendees with difficult prospecting issues and to introduce a new product, “Cold Calling College.” As an incentive to purchase the product I offered a one-day only discount (standard marketing procedure.) Here is an e-mail that I received from one of the participants:
“Dear Wendy,
“I thought the concepts on the cold calling telecall today were valid, however, somewhat rudimentary for me. I would consider purchasing ‘Cold Calling College’ for the scripts…. my Area Director is in Prague [so] I cannot get approval until next Monday. To get the approval I will need to sell its value as being more advanced than what I have thus far seen. Considering these factors… I would like to request that the discount still be offered to me next week.”
It was fascinating that this participant e-mailed to request a favor, an extension on the deadline to purchase the product, yet she chose to start out her request by disparaging the teleclass and the offer. Hmmm… She’s getting in her own way.
I did not take this personally. Actually, I found it to be rather amusing. We have sold many, many copies of “Cold Calling College” and will continue to do so. One sale more or less will not make or break us. I replied with a polite e-mail that the deadline to purchase was midnight that night and could not be extended.
In thinking about this communication I wondered had she sent a different e-mail would I have been more inclined to grant her request? How could this participant have changed her communication to make it more likely to get a positive response?
Let’s see…
It’s always a good idea to start out a request with an acknowledgement. It puts the recipient in a good frame of mind. It is also important to tell the truth. The issue here would be for this participant to find something she could acknowledge. How about this:
“Dear Wendy,
“Thank you for taking the time to offer this free teleclass.”
This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have made without compromising her feelings about the class.
Next, outline the problem in a positive manner, again always telling the truth. In the original e-mail this participant said, “I would consider purchasing ‘Cold Calling College’ for the scripts… my Area Director is in Prague [so] I cannot get approval until next Monday.” (The subtext of this sentence is that there is nothing important in the product except for the scripts.) How about this instead:
“I’m interested in purchasing ‘Cold Calling College,’ but I need to get my manager’s approval to do so. She is in Prague until next week.”
This appr
Small, medium and large businesses across America have been burdened almost to the point of extinction due to the miss management of our regulatory bodies. I have been to every city in the country over 10,000 population and I have seen the destruction that regulatory agency regulations cause through unintended and unanticipated consequences, what is wrong with reducing your regulations and helping the common good, the rural towns in America, the people who care most about this great nation? The Federal Trade Commission although a small agency is one of the culprits
“Dear Wendy,
“I thought the concepts on the cold calling telecall today were valid, however, somewhat rudimentary for me. I would consider purchasing ‘Cold Calling College’ for the scripts…. my Area Director is in Prague [so] I cannot get approval until next Monday. To get the approval I will need to sell its value as being more advanced than what I have thus far seen. Considering these factors… I would like to request that the discount still be offered to me next week.”
It was fascinating that this participant e-mailed to request a favor, an extension on the deadline to purchase the product, yet she chose to start out her request by disparaging the teleclass and the offer. Hmmm… She’s getting in her own way.
I did not take this personally. Actually, I found it to be rather amusing. We have sold many, many copies of “Cold Calling College” and will continue to do so. One sale more or less will not make or break us. I replied with a polite e-mail that the deadline to purchase was midnight that night and could not be extended.
In thinking about this communication I wondered had she sent a different e-mail would I have been more inclined to grant her request? How could this participant have changed her communication to make it more likely to get a positive response?
Let’s see…
It’s always a good idea to start out a request with an acknowledgement. It puts the recipient in a good frame of mind. It is also important to tell the truth. The issue here would be for this participant to find something she could acknowledge. How about this:
“Dear Wendy,
“Thank you for taking the time to offer this free teleclass.”
This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have made without compromising her feelings about the class.
Next, outline the problem in a positive manner, again always telling the truth. In the original e-mail this participant said, “I would consider purchasing ‘Cold Calling College’ for the scripts… my Area Director is in Prague [so] I cannot get approval until next Monday.” (The subtext of this sentence is that there is nothing important in the product except for the scripts.) How about this instead:
“I’m interested in purchasing ‘Cold Calling College,’ but I need to get my manager’s approval to do so. She is in Prague until next week.”
This app
Today, manufacturing has embraced a wide range of advanced technologies that have enabled the reduction of turnaround time considerably. As a result, demand on the metal stamping industry has also increased as the components have to be made to be exactly suitable to the final product. This has made precision and custom metal stamping much more important in the manufacturing industry.Custom metal stamping is the process of creating metal products according to the required sizes and shapes through a method called stamping. It involves the pressing or stamping of
I did not take this personally. Actually, I found it to be rather amusing. We have sold many, many copies of “Cold Calling College” and will continue to do so. One sale more or less will not make or break us. I replied with a polite e-mail that the deadline to purchase was midnight that night and could not be extended.
In thinking about this communication I wondered had she sent a different e-mail would I have been more inclined to grant her request? How could this participant have changed her communication to make it more likely to get a positive response?
Let’s see…
It’s always a good idea to start out a request with an acknowledgement. It puts the recipient in a good frame of mind. It is also important to tell the truth. The issue here would be for this participant to find something she could acknowledge. How about this:
“Dear Wendy,
“Thank you for taking the time to offer this free teleclass.”
This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have made without compromising her feelings about the class.
Next, outline the problem in a positive manner, again always telling the truth. In the original e-mail this participant said, “I would consider purchasing ‘Cold Calling College’ for the scripts… my Area Director is in Prague [so] I cannot get approval until next Monday.” (The subtext of this sentence is that there is nothing important in the product except for the scripts.) How about this instead:
“I’m interested in purchasing ‘Cold Calling College,’ but I need to get my manager’s approval to do so. She is in Prague until next week.”
This app
This article relates to the organizational structure competency, commonly evaluated in employee satisfaction surveys. It shows how structural concerns can affect the typical employee workday, as well as feelings towards your organization's management hierarchy and reporting structure. A healthy organizational structure is one that arranges the activities of the enterprise in such a way that they contribute to the goals of the organization. Specifically, this competency looks to see if your employees clearly understand who they report to, as well as measure their sens
Let’s see…
It’s always a good idea to start out a request with an acknowledgement. It puts the recipient in a good frame of mind. It is also important to tell the truth. The issue here would be for this participant to find something she could acknowledge. How about this:
“Dear Wendy,
“Thank you for taking the time to offer this free teleclass.”
This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have made without compromising her feelings about the class.
Next, outline the problem in a positive manner, again always telling the truth. In the original e-mail this participant said, “I would consider purchasing ‘Cold Calling College’ for the scripts… my Area Director is in Prague [so] I cannot get approval until next Monday.” (The subtext of this sentence is that there is nothing important in the product except for the scripts.) How about this instead:
“I’m interested in purchasing ‘Cold Calling College,’ but I need to get my manager’s approval to do so. She is in Prague until next week.”
This app
While there are a lot of areas in a restaurant business which needed scrutinizing, there are areas of primary concern that an owner or manager should always look after. The good service, food and affordability are just one of the few restaurant concerns.Nobody really knows what are going to be the major changes that await restaurant owners and restaurant businesses but the trends with food are certain to grow and improve and even evolve in the next coming years.Today, there are about 4 out of 10 restaurant diners each day. That means; more and more peop
Next, outline the problem in a positive manner, again always telling the truth. In the original e-mail this participant said, “I would consider purchasing ‘Cold Calling College’ for the scripts… my Area Director is in Prague [so] I cannot get approval until next Monday.” (The subtext of this sentence is that there is nothing important in the product except for the scripts.) How about this instead:
“I’m interested in purchasing ‘Cold Calling College,’ but I need to get my manager’s approval to do so. She is in Prague until next week.”
This approach is much softer and is also true. She did have some interest in purchasing “Cold Calling College.” In this approach she is not promising to buy, she is simply expressing interest in a positive manner. She did not have to minimize the value of the product to make this request.
Next this participant said, “I will need to sell its value as being more advanced than what I have thus far seen.”
This is totally unnecessary information for the recipient, it’s also rather insulting. She should have skipped this sentence altogether.
Then ask for what you want. It is also a good idea to acknowledge that your request is out of the ordinary.
“Would you be good enough to give me an extension on the deadline?”
Had this participant followed this outline, I might very well have granted her the extension she requested.
Think about every communication that you have with a prospect or customer. Ask yourself, “What is my goal?” Then ask yourself, “What is the best way to frame this communication so that I get the desired result?” Ask yourself, “How might my prospect or customer react to my words?”
Asking yourself these questions before you communicate with a prospect or customer will keep you from getting in your own way. It will help you to create easy, stress-free communications. It will also help you get the results you desire.
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