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One of the biggest problems sales people face with social media and technology is the lack of real, meaningful contact and communication. Sure, it’s quick and easy. But when it comes to closing deals, does it really produce the results you need?
Joanne S. Black, author of the new book Pick Up the Damn Phone! , How People, Not Technology, Seal the Deal, is on a mission to help people learn the importance of personal contact. Her manifesto is simple – to make a real connection and achieve true, meaningful communication, you have to make a personal and even in-person contact. Her goal is to get people to tweet less and talk more to the customers and contacts who really matter.
“It’s easy to get sucked into technology,” she says. “But the personal touch is the best deal maker there is. Relationships matter more than anything else. The digital world—as great as it is—threatens personal connections. Humans need personal contact with others. Email, texting, social networking—these certainly have a place in business today, but none of them replaces the power of a personal connection.”
Based on years of research and experience, her book describes what she sees are the critical elements for success, particularly in business, where the creation of the powerful personal trust with executives and clients is necessary to produce immediate and long-term mutual economic benefits. Here they are:
- Stop Typing. Stop Texting. Get Personal Right Now. Pick up the phone and call. Go down the hall, take a walk, get in your car, take a train, get on a plane, hop on a bus, take the metro, and GO AND SEE THE RIGHT PERSON OR PEOPLE RIGHT NOW. Make arrangements to see the people you work with face-to face. Go and meet your prospects and clients in-person. Thrash your competition. They are still tapping away on the keyboard. Even in our technology-driven world, nothing replaces a handshake and in-person interaction for both building and maintaining business relationships. Face-to-face meetings aren’t luxuries.
- Our Smart Phones Are Not So Smart Everyone looks down at their phones–bumping into people on the street, at networking events, on muni, at restaurants, in bed, at home. Our addiction to technology is bleeding into our personal lives. There’s no conversation. Kids are ignored. When you used to go into a public place, you assumed everyone was in that place with you. Now everyone is somewhere else. No one is talking. No one is connecting.
- Are You Spammed? Salespeople think that technology can do their job. They are under the mistaken beliefs, that if they do some research, identify specific trigger events and mutual connections that they can now spam away. It’s like digital snake oil. Executives don’t have “Meet with Salesperson” on the top of their list. They will always take a meeting with a personal introduction from someone they know and trust.
- We’re Smarter Than Our Buyers The digital buyer, Buyer 2.0 learns all about us with a click of the mouse. Salespeople are armed with the same tools. Even though buyers may know a lot about us, we know just as much or more about them. Clients don’t usually recognize exactly what they need. We do. Because so much information can be found online, the standard is now higher for sales to add value. Information isn’t knowledge. Knowledge comes from wisdom and experience. Just being tech savvy doesn’t mean you’re smarter than your buyer.
- Message to Marketing: Keep Your Hands Off My Clients It’s up to salespeople to nurture their own relationships—not just with marketing automation, but with one-on-one conversations. Marketing should not be qualifying leads. That’s our job. Not only is generating leads our responsibility, it’s a task you don’t want marketing (or anyone else) doing for you. These are your clients, and you must continue to cultivate these relationships. These are the people who can send you the best, hottest referrals. So marketing–keep your hands off my clients.
- Bring In Your Team! Don’t be a lone ranger. If you are the manager, bring your technology experts with you. If you are the technology expert, bring your manager with you! Knock people’s socks off by giving them access to the right people that matter to the solution of their problem.. Show clients that you trust your teammates and that they can trust you. When we share data, strategies, best practices and even people, you make the best impression and win loyalty that lasts for a long time.
- There’s No Such Thing as a “Warm” Call. If you don’t have a referral introduction, your lead is freezing cold—even though you mistakenly think you’ve been able to avoid sounding like a pesky telemarketer. Walk straight into meetings with your ideal prospects—without cold calling or trying to figure out how to bypass the gatekeeper. If you’ve been introduced by a trusted source, these gatekeepers will welcome your call. The secret isn’t duping them (trust me, they’re onto you). Make referral selling your primary sales driver and convert more than 50% of prospects to clients.
- Shine the Light! Prove that Live and in Person is the Best! Social networking isn’t the next big thing. You are! It’s not technology, but rather the person using the technology, that sets people apart. Social selling is a great way to expedite the first few important steps in prospecting; researching potential clients and identifying referral sources. Beyond that, it’s not social intelligence we need; it’s relationship intelligence that seals the deal.
It’s people, not technology, that seal the deal. It’s the real thing.
About the Author
Joanne Black is an expert on referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. She is the author of the book No More Cold Calling, and a popular speaker who teaches people how to build their referral networks so they can quickly attract more business, decrease operating costs, and ace out the competition every time. Her clients include Autodesk, KPMG, Bank of Marin, California State Automobile Association, Colliers International, Sage Software, and many other companies. She is a member of the National Speakers Association.
She has a Bachelors Degree in English from the University of California at Berkeley and a Certificate in Training and Human Resource Development, with Honors, from the University of California Extension. Joanne lives in San Francisco, California.
Analyzing interactions with customers is the key to ensuring the best CRM is achieved year on year and can lead to organizational changes which improve sales and prevent customers moving across to the competition.
Replacing several systems with a single database
This one CRM database may replace several databases containing different aspects of information about the same customers, which were too disparate and without any linking criteria. Being able to see everything that is known about the customer in one place can provide multiple opportunities for improving the user experience. The best CRM is customer focused and having the information is one place ensures this can be achieved more effectively and with significant savings in costs.
Setting targets using the best CRM practise
The best CRM also provides a baseline for setting concise sales targets, and can show team members what new strategies are required to achieve these goals, including the tools and resources they have available at the moment, and what they may need to acquire in future to make the new and more ambitious targets a reality. Having concrete and often surprising facts and figures generated by the data in the CRM system can invigorate and inspire ailing companies, where in the past drops in sales and lack of customer retention may have been a continuing issue, without any real solution or apparent explanation.
Designing a modular CRM integration plan
The planning stage for the best CRM can involve a series of modules, where different aspects of the CRM system are addressed and tackled in stages. Each separate element of the plan would tackle individual aspects of the customer experience, for instance management of:
- sales leads
- showrooms and branches
- ending of leases or guarantees
- delivery schedules
- post purchase support
- employee engagement with customers
- environments for customers
Involving employees in change
Discussions and forums with employees can help generate new ideas and new purpose for the best CRM, where everyone feels involved and has some degree of ownership over the new ways of providing improved customer experiences.
Employees are far more likely to not just cooperate but actively subscribe to the best CRM practises where they feel they have had input to the solutions and opportunities presenting themselves. They are more likely to understand the new policies by which the company is to operate and the need for increased use of information technology to ensure the CRM system performs in an outstanding manner.
The concept of customer centric operation is a means of improving the strengths of a company while at the same time identifying any training and technology needs, plus any opportunities for new ways of engaging with customers on an ongoing basis. By taking each area of the business one at a time and assessing these elements of the best CRM practice, a powerful company infrastructure can be developed for the future.
Daniel Petrov have experience with CRM systems and he is using some of the best CRM (Melhor CRM is the portuguese term) systems on the market, and he is glad that he can share his experience with you.
Last time, I wrote something about how wood pulps can be used to make biodegradable plastic cards for retailer and business promos. Of course, we all know that this will definitely require an expensive machine, or an equally huge fund, in order to pull off. This virtually renders smaller businesses unable to make these eco-friendly cards. These cards are very helpful with promoting your business, and you can’t just stop using them for your promos, memberships, and gift cards. If you’re one of those businesses who are looking for a cheap, eco-friendly alternative to plastic cards, then you are in luck. I’ve listed down a couple of alternative media and materials that you can use to market your business the same way as how you use your standard Plastic cards!
Paper – Paper is the obvious choice if you’re looking for the cheapest alternative. It’s easier and cheaper to produce paper cards than their plastic counterparts. They are made of resources such as wood or used paper, which are quite renewable. The card itself is biodegradable and easily disposable. This card is the perfect choice for one-time use cards such as discount vouchers or gift cards. The only flaw with paper cards is that it is not practical to use them for data cards with magnetic strips – but you can definitely add QR and Bar codes in it, just as long as customers make sure these paper cards won’t get wet.
E-Mails – E-mails are the fastest and easiest way to get in touch with a potential client or customer. However, using e-mails for marketing will also require you to make a decent-looking webpage. There are also unwritten, ethical rules regarding the use of e-mails for marketing. Rememember that people do not want spam, so don’t send it to just anyone! You’ll want to post a “news feed” subscription in your site so that you’ll be able to have an e-mail list where you can send e-mails without worry. You should also mention that you’ll be randomly giving away discount promos via e-mail to encourage folks to subscribe.
Mobile Gadgets – I was planning to list “alternative” to your typical plastic cards but this one is more of like the plastic card’s “next step in evolution”. The invention of smartphone innovated how common folks gain access to resources that you can’t usually get from outside your home, such as electronic cash and Internet. Your business shouldn’t get left behind by this technology, so start taking advantage of it! Electronic credit is already accessible via smartphones so folks can pay for your products or services on the dot. A lot of freeware sites provide ways for clients and customers to scan QR and Bar codes with their smartphone’s cameras. The image above is a great example for using these scanners: Koreans placed a virtual grocery store for customers to scan. Each item for sale has its own QR code to be added to your shopping cart. With electronic money, customers can pay for the item and have it delivered to their home while they’re still in the train. Of course not every business can afford electronic billboards like that. For a cheaper alternative, use posters, stickers, or tarpaulin banners.
These 3 tips are both eco-friendly and cheap for small businesses to use. You can even do most of these things on your own! Hopefully, this can help your small business to stay afloat and compete with bigger business rivals.
Therese Shaw is an advocate of recycling through turning clutter into art and other practical items. When not doing arts and crafts, she does freelance writing occasionally for companies like Cardprinting.us, a print service that uses environmental friendly plastic cards and offers keytagprinting.
CLICK ON THE PHOTO
When Isaac Lamb decided to propose to his girlfriend, Amy, he knew he wanted to do something over-the-top. but not even Amy was prepared for the elaborate proposal he staged with 60 of their closet friends and family members. The video went viral – and has already amassed almost 6 million views on YouTube at last count.
The video even got Bruno Mars’ stamp of approval!
The workplace is a common breeding ground for illness. Often enough, when one person falls sick, the disease makes its way across the office, making almost everyone else sick, one after the other. It’s important at times like these to remember that the health and safety of employees at work is the responsibility of the employers.
For example, professional cleaning services, provide expert service in office cleaning that not only leave the space visibly clean but also disinfect and provide protection against harmful viruses and bacteria. Services like these are commonly employed for general upkeep of space, be it office or personal. It makes things more convenient as they employ individuals with the required specialisation for the job. They use the right equipment and know how to clean and sanitise without causing the damage that an amateur attempt might.
Your local cleaning service for instance, will have a network of local employees who work in teams. They will come with the expertise of being able to offer advice and guidance about what their clients require. Furthermore, you will find that their services will span the range of cleaning offices, homes, hotels, pubs, clubs and even specialised high pressure cleaning for outdoor areas like car parks, refuse areas, walkways, drives, gutters and so on. They even offer window cleaning, recycling and waste management services.
Most cleaning services staff are trained beforehand at their Health and Safety Department. Before employing one it’s important to check if they have training in basic Health and Safety but also in the more specialised aspects of Control of Substances Hazardous to Health (COSHH), Electric and Manual handling and Risk Assessment, among others.
For the eco-friendly, cleaning services also provide services where the products and equipment used are all environmently-friendly.
It pays to invest in employing a cleaning service for work as that’s an investment in a usable, clean office space. Ultimately what matters is a hygienic, bacteria-free office, because that means lower illnesses and better productivity.
The fact that you are able to arrange an appropriate time with the company in question to pay you a visit at a time that suits you best. If you prefer as many companies do now a days, that their grounds are cleaned in the morning before the staff arrive in the morning or in the evening after staff have left the office for the day.
Making use of professional cleaning services means you can relax, knowing that the cleanliness and hygiene in your office is in safe hands, leaving you to take care of the more important things.
Priyanka Zaveri is an online marketer and SEO consultant. Priyanka writes for many online publications, as well as developing content and articles for a variety of well-established websites. Her latest project is writing informative articles on the subject of business cleaning services for the reputable online agency Q7 Cleaning.