GREG’S RIGHT FIT NEWSLETTER #146
Quick notes to help you get more sales and marketing done in less time. . . next week.
In this issue:
– Techniques for FIT
– Being Human
– Random Stuff
Techniques for FIT
- Tension creates propulsion. Try new things, venture into new disciplines, get lost once in a while. Tension between your expectations and reality propels you through what we call “life” so if you want movement, look for a little tension.
- Each day I troubleshoot some fantastic new marketing technology I’m reminded that in-person > video > phone > email > text. It’s worth waiting for in-person.
- Want to bring your close rate up immediately? Invite all prospects to visit your HQ. The number of meetings will go down, but everyone that shows up will be interested. (Works best if you have a lot of prospects)
- Confront dysfunctional behavior as it occurs. With most adults, that’s all it takes. If you have to confront it over and over again, that’s going to take more effort to correct but it’s better than letting the behavior fester under implied consent.
Being Human – Networking
Making new friends
A few months ago I brought up a list of activities your non-selling positions can do to help your organization with marketing. Here’s the list again:
- Networking events
- Writing about the work you do
- Commenting on online content
- Trade association leadership
- Mining contacts for referrals
- Looking for endorsements from clients and vendors
- Sharing company content with their network
- Writing cards and thank you notes
- Asking service providers for links from their websites
- Sharing their work best practices in a webinar
- Asking for introductions to other businesses
- Teaching vendors and customers how to promote your services
Here is an idea on item #2, asking them to attend networking events like trade shows or conferences.
Most non-sales (and even professional sales) people struggle to work a networking event because they view it as an opportunity to sellversus market. You want your people to market, or raise awareness. They don’t need to develop opportunities, just find one.
Here is a 9 step sequence you can give your people to follow.
- Learn who might attend the event you’re going to and create a “target list” of people to meet.
- Talk to people at the event to find those targets and to learn about other people the firm could help.
- Introduce yourself but don’t describe your work, just listen. IIf you’re in a group, don’t try to network. Stay alert to find the person you want to reach and approach them alone. When you talk to someone keep your eyes on them and ask questions about their business to get the other person talking.
- You might be asked what you do, so practice a short response. Don’t go on and on about the company. Be interesting and turn conversation back to them, like: “I’m a sales and marketing consultant and companies hire me to help them find more business.” (When the other person says, “That’s vague. How do you do that?” reply, “Tell me something about your firm and some growth issues you’re facing and I’ll tell you how I might help.”)
- Listen to offer value based on what you hear. For example, if the person is a partner in a firm and mentions customer service, suggest a book to pass along or an e-mail with articles they may like.
- Find a way to get the other person’s contact information so that you can stay in contact.
- Get back to your office, make notes, and send what you promised.
- Follow up a week later to ask if the material was helpful and ask if there is anything else to talk about. Suggest a meeting to learn more about one another.
- A few weeks after that (if there is no meeting) send something else of value. Contacts or potential leads are super valuable. At the very least, send more information.
Networking isn’t a numbers game and the sooner you tell you non-selling people that, the better. They’re only looking for people that might buy or recommend your firm to others. You’re after quality, not quantity.
Focus on how your people can establish value with others. For non-sellers, networking is a low pressure marketing tactic. A few people finding a few more prospects for your pipeline makes life better. Trust me on this one.
The youngest child is off at college and we encouraged him to get involved in clubs or organizations because it makes the transition into school easier. He called about a week in and said, “I’m going to be a DJ on the radio.” He has a show on Thursday nights and almost sounds legit. The funny thing is, I worked the radio station my freshman year in college too.
I think it’s time to share a playlist. In no particular order, here are the songs I think you should listen to next week. For FITs sake.
James Brown – Cold Sweat
Daft punk – Around the World
Ol Dirty Bastard/Kelis – Hey Dirty, Baby I got your money
U2 – Red Hill Mining Town
Sublime – Badfish
Shins – So say I
Beck – Deborah
Procol Harum – Conquistador
T Rex – 20th century boy
Spoon – Hot Thoughts
Guster – Amsterdam
Seu Jorge – Starman
Nirvana – The Man who Sold the World
Bowie – Moonage Daydream-
Looking Glass – Brandy
Brittany – Baby One More Time –
Sean Paul – Get Busy
Black Crows – Remedy
Rolling Stones – Gimme Shelter
Jimmy Cliff – One More
Anderson Paak – Come Down
Iggy & The Stooges – Search and Destroy
The Damned – New Rose
Rhye – Taste
King krule – Dum Surfer
Chet Faker – Gold (watch the video)
Big Thief – Shark Smile
Gorillaz – Dare
Bill Withers – Use Me
Throwing Muses – Not Too Soon
The Monroes – What Do All the People Say
Collie Budz – Blind To You
Aretha Franklin – Rock Steady
Police – So lonely
The Smiths – (all of it)
Stone Roses – I wanna be adored
Buffalo Springfield – Mr Soul
CSN – Judy Blue Eyes
Cars – Moving in Stereo
Beastie Boys – Sabotage
Aleissa Kara – Here
Ike & Tina Turner – River Deep Mountain High
Ezra Furman – Restless Year
Low Cut Connie – Boozophilia
Yes. I’ll listen to every song too. We’ll compare notes next week.
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