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Archive for May 2010

Dignity

S5000486Today, my best friend of 14 years passed on. My dog, Dufus, yes… that’s his real name. He was diagnosed in December with terminal Cancer and given weeks to live. Weeks turned into 6 months.

Over the past 14 years, he enjoyed running, green peppers, oatmeal, ice cream, and more lap time than any other dog. If I was driving, 10 miles or 1,000… he was on my lap looking out the windshield and ensuring that I was piloting the car correctly.

Since his diagnosis, we were all determined to let him live with dignity. Thoroughly enjoying people food, car rides and lap time. I have been fortunate to have shared his live and been the alpha dog in his little pack.

These past four weeks brought about the largest changes for him. He gave me 14 years of unconditional love – asking only in the end that I be there for him. My wife forwarded me an article  that said “As your pet, I may not understand your words, but I will recognize your voice”.

His last car ride found him gleefully on my lap looking out the window calmly and content. His final moments with us were spent looking into my eyes, hearing our voices, feeling my touch, and smelling my hand. In the end, he passed on peacefully, gracefully, and with all the dignity he earned and deserved.

Do You Know Who Your Buyers Are?

There are four major groups of buyers. They are Competitive, Spontaneous, Humanistic, and Methodical. Your website should communicate to each of these four types, so they can “self-serve” when they arrive. Give each buyer type what they need to make their decision. Use the descriptions and the table below to ensure that your pages satisfy all of these personality types on each of your calls to action.

Competitive – These are assertive personalities that want accomplishment. They are usually quick to make decisions and are goal oriented. They want to know what your product or service can do for them to solve their problem.

Sample Copy: (italicized words indicate which phrases this personality type will respond to most)

Our approach is personalized to meet your objectives. The bottom line is that your results are guaranteed. Explore our methodology to discover how thousands of clients just like you have been delighted.

Spontaneous – The spontaneous personality wants acceptance and appreciates the personal touch. They want to know why your product or service is the best to solve their problem.

Our approach is personalized to meet your objectives. The bottom line is that your results are guaranteed. Explore our methodology to discover how thousands of clients just like you have been delighted.

Humanistic – These individuals are creative, entertaining, and want applause. They want to know who has used your product or service to solve a problem.

Our approach is personalized to meet your objectives. The bottom line is that your results are guaranteed. Explore our methodology to discover how thousands of clients just like you have been delighted.

Methodical – Methodical people appreciate facts and information presented in a logical and accurate manner. They want to know how your product or service can solve the problem.

Our approach is personalized to meet your objectives. The bottom line is that your results are guaranteed. Explore our methodology to discover how thousands of clients just like you have been delighted.

Attitude Use Of TIme Question Approach
Competitive Business like, Power oriented Disciplined, Fast paced What can you do for me? Provide options, probabilities and challenges
Spontaneous Personal, activity oriented Undisciplined, fast paced Why is your solution best to solve the problem? Provide guarantees and assurances, personal solutions, credible opinions rather than options
Humanistic Personal, relationship oriented Undisciplined, slow paced Who has used your solution to solve my problem? Offer testimonials and incentives
Methodical Business like, detail oriented Disciplined, slow paced How can your solution solve the problem? Provide hard evidence and superior service

Growing Prospects, Clients, and Sales in Tough Economic Times

This book is titled “Selling When No One Is Buying”. Written by Stephan Schiffman.

I found this book to an easy and enlightening read. It concentrates on your staying positive, thinking creatively, and staying in touch. It’s important that you work at becoming a resource to your clients. It’s not enough to just be there when they are ready to buy something. As a resource, you know about your client, their business, and can find ways to add value to to your relationship.

Negativity has no place in your business life. Focus on all the positives – regardless of their size. Stephan has a way of making you feel good with every turn of the page. If you’re looking for a quick pick-me-up, read this book.

Staying in touch with your clients is important when things are good. It’s even more important in tough times. Stay in touch. Stay in tune. Stay positive. Become a resource.

Twenty five chapters have 3 action points at the end of the chapter, so there’s plenty of concrete elements that you can think about and start implementing right away.

The book wraps up with the following five points.

1. The economy is cyclical. It always has been. It always will be.

2. There’s no magic formula for selling in a bad economy. You can’t just “Sell Harder”. You need to retrun to the fundamentals.

3. Selling in an economic downturn means looking at things in a different way. Hard times free you to be more inventive, more creative, and more wildly inventive about how you’re selling and where you’re selling.

4. Hard times are also a chance to transform your relationship with your clients. It’s about helping your clients find new solutions to their problems.

5. Sales is about attitude. If you can maintain a positive attitude and a high energy level even when opportunities are scarce, you’re going to do better than someone who doesn’t even want to get out of bed in the morning.

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