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April 2024
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LET THE CUSTOMER BUY10/16/2019 There are major shifts happening in the sales world.
Call it buyers' empowerment. Before they even call or make inquiries, they are already familiar with what you offer, scouted around for the best price, quality, and features, asked around for feedback and comments, and almost always ready to buy. What sales and marketing folks forget is that, instead of ramming through all the features, benefits, and salient points of your services and products, they need to ask the buyer, these probing questions: 1. Why did they come to them? 2. Who they consulted/checked first? 3. What are they looking for outstanding value? as it relates to need Once you know the answers to your questions, you can create an irresistible offer that is incomparable from all the places they had visited/consulted. Emphasize what owning the product or service will have on the quality of their lives or relationships or health or status. Don't forget people buy, not based on logic, but on emotions.
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TIME AND EXECUTION10/14/2019 Last week, I met two service providers and had a chat about business. Both of them have admittedly, that their businesses were not doing particularly well.
One cited the lack of clients, while the other one cited the lack of time for the delivery. Obvious to their situation, it doesn't take time to figure out that both of these professionals lack the awareness of their own marketing effectiveness or just plain effectiveness. Time is also a silly excuse considering that this is not an avocation but a fully operational business. Lack of time to market and get in front of your customers means that you have decided that doing other activities are important than that. Period. Lack of client means one thing: you are lacking the activity that will attract, convert, and retain those clients that are precious for your business to grow. You can control these variables: time, talent, and available resources. If you are, not then either you have given up, have inadequate strategies, or you are not executing those things that you know you should be doing. Check yourself in the mirror.
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I AM NOT A BEST- SELLING AUTHOR8/12/2019 A few things about me:
I am not a best-selling author. Having this label means one day you are the top of the heap. That being said, you can say that you a 'best-selling' author. I didn't do TEDx. TEDx self-selects those that will be in front of the audience. I am not in a millionaire/billionaire league. This is the worst league to be in when you don't have a message just the monies to throw around. I am not a PhD. Having a PhD doesn't make you successful, smart, and happy. I am not covered by Fast Company, New Times Journal, Time Magazine, etc. Being covered by those media companies is great but it is more an icing to the cake. I am not voted 43 out of 45. Who gets to do that? Those people that are looking for more subscriptions. I am not in the whos' who list. You pay your way in there. I am not in the Speakers bureau. You have to audition and they get a cut out of your hard-earned work. I am not in the YouTube, Facebook, or Twitter ad. Trolling in those media is not what by clients do. I am not a podcaster, TV or media host sensation. Buying your way into this business is a sure sign you are in deep trouble. I didn't speak with Deepak Chopra, Tim Robbins, or Michelle Obama on stage. Having shared a stage with these personalities does not make you effective, relevant, and truly amazing. Who has this profile? Thousands of people claiming to be a celebrity expert, author, blogger, marketer, consultant, etc. But who am I? I help organizations and individuals achieve organizational excellence. I mentor many people from different parts of the world. I am a community collaborator and builder. I navigate many spaces and interesting networks that I enjoy learning from and giving value. I have a lot of friends in many industries and sectors. I am a global person with deep roots in communities. I love to travel and enjoy cultural and psychological aspect of it. I believe that you can make it anywhere. Genes and your upbringing contribute to your resilience and grit. I love my family, neighbors, friends and church. I love to share my insights, lessons, and knowledge to those that are ready to hear. I believe in the honest-to-goodness decency and goodness of people. I believe in values, virtues, and principles to live by. Being real is not hiding behind these labels and approval sheets that can be manufactured overnight. Being real is knowing that you can make a difference in real-world and in real-time to real people. So tell me, who has the real worth, the fabricated sense of self or the real self? |