Inspired Promotions Blog

Ask the expert.......

Are you an expert in your field of business?  I bet you are and you need to make sure that everyone knows that you are the expert and should be contacting you.  How do you make sure everyone knows that you are the expert?  Here are a couple ideas that may help you get that point across.

First and foremost is to make sure that everyone knows what you do.  Yes, that sounds silly, but I can guarantee you that at least someone in your sphere of influence has said....

"I didn't know you do that!"

It just happened to me this morning.  An acquaintance that I've known for a number of years and I sat down over coffee this morning.  Even though we have talked briefly in the past or run into each other at events, he said "refresh my memory and tell me what you do."  AAAAAAAAAAAAAAAAAGGGGGGGGHHHHHHHHHHHHHH!!!!!!!!!!               I'm not even following my own advice.  See, we all have to keep working at being known which translates to being the expert, which translates to sales, which translates to $$$$$$$$$$$$$.

 

Secondly, you want to become the source of knowledge for everything.  This is called TOMA or Top of Mind Awareness where if clients, friends and yes, even family members need info, they'll call you.  You either have the info or know where to get the info,  and get it to the person that asked you.  You might think that to be called all the time could be annoying, but when it's time to actually buy your product or service, you'll be the person they remember.

 

 

 

When is it Hot???????????????

Ok, it is officially summer (maybe not chronologically, but at least in my eyes.)  The kids are out of school, the temperature is and has been in the triple digits for awhile (at least in Arizona), and I can't wait to jump in the pool.

What does summer mean to you?  For a lot of people, it's a laid back time when you don't think that you or anyone else is getting anything done.  On the other hand, it is the PERFECT time to build and market your business.  Figure out what you want to accomplish over the next few months and go get it done.  It may be more sales, it may be more learning, it may be finally figuring out how to blog.  Whatever it is, set yourself a goal that by Labor Day, you will be on your way.

One of my goals this summer is doing what I already do, but actually doing more of it.  Getting together with strategic partners and helping each other grow our businesses.  I was at a training session with a friend of mine, Jeff Fischer at VisualShows.com and even though I've know Jeff for awhile, it hadn't occurred to me that I should be using his product because it's just another way to market yourself. 

Basically, what I'm trying to tell you, is that look back at your best relationships, and expand on them.  It is by far the easiest and most enjoyable to deal with the people you know and like.  Remember, people do business with people they................

KNOW, LIKE and TRUST

 

Do you Know Your Personal Brand??????

I read a great article in one of the Promotional Product's Industry magazines that talks about branding and I wanted to share it with you.

     Do you have a personal brand? Have you ever thought about it?
     Branding is simply the emotional reactions and attachments that customers have to companies, products or services. Judgments about brand are created in the hearts and minds of customers.
     A personal brand provides the same benefits as a corporate brand. Your brand is what you represent; what you stand for in the hearts and minds of others. It is not posing, pretending or posturing. It is about who you are every day, consistently.
     Remember, it only takes a second for people to make decisions about everyone with whom they come in contact. While you are forming opinions about the people around you, they are doing the same.  The way you dress, your business card, tone of voice, body language, work ethic and the words you use form mini impressions in the hearts and minds of others. These impressions are brand touch points, and collectively they form your brand image. You need to remain aware of and responsive to how your everyday actions create the impressions others have of you. Harness the power of your personal brand -- it helps you stand out from the crowd, demonstrate your value and help you sell yourself more successfully.

     Following are five areas to focus on:
     1. How you look. Whether you like it or not, you are judged on your appearance.  Are you well dressed? Is your hairstyle both flattering and contemporary? Do you look well groomed? Do you look successful? You want to be judged on merit; but if you don't make a positive physical impression, you may never get a chance to impress others with your knowledge.
     2. How you communicate. No matter how wonderful your physical impression, you have to support it with good communication skills. Your body language needs to say that you are confident and relaxed. Comfortable eye contact says that you believe what you're saying. Varying your vocal tone, pitch and pace says that you are worth listening to. 
     3. What you do. You can promise people the world, but if you don't follow through, your promises are meaningless. You need to be seen as someone others can count on in a pinch.
     4. What you know. If you're asking people to believe in you and take your advice, you need to tell them. What makes you qualified will vary with what you're trying to do or sell. The key is in giving your listener the information needed to make an informed decision.
     5. How you reach out. You need to make your communications compelling and effective. People will also want to do business with you based on what they see on paper or in an e-mail. Be aware of using proper grammar, and always check spelling and punctuation. Mistakes make you look unprofessional or uneducated.

     Source: Laurie Brown is an international speaker, trainer and consultant who helps people improve their sales, service and presentation skills. She is the author of The Teleprompter Manual for Executives, Politicians, Broadcasters and Speakers.

Did you survive??????????????

The other day was Friday, the 13th.  When I was growing up, our kitchen caught on fire on Friday, the 13th.  Luckily, my cousin and I were outside playing in the backyard and my cat just happened to be sitting in the breakfast room window and moved the closed curtains just enough for me to see that there were flames in the kitchen.  I ran inside, yelled fire, and everyone got out safely and the fire department arrived.  Fortunately, the only damage was in the kitchen.

Now, you would think with that traumatic event, that I would be a total,

Paraskavedekatriaphobia.

Well, I was, but I got over my phobia of Friday, the 13th.

Phobias, are a state of mind, and with anything that you are fearful of, you need to work at overcoming those fears.  Fears creep up in business also.  You need to keep pushing past those fears to succeed.  If you are scared of speaking in public, join a networking group and slowly learn how to speak in front of people.  If you are scared to make sales calls, ask a friend or associate if you can practice on them.  If you are stuck in a rut, get a few trusted friends or advisers and start a weekly Mastermind Group.

Don't let black cats, walking under ladders, or opening umbrellas inside, scare you.  They are all just superstitions.  If you don't believe me, try tackling one of these fears, and than start tackling your business fears. 

And just so you're prepared, there is another Friday the 13th next month.

 

What are the odds......

Not too long ago, I was at the big promotional products convention in Las Vegas.  As you might guess, there were lots of pens, calendars, notebooks, coffee mugs, t-shirts and every other possible item that you could put your name or logo on.  More importantly though, was what was represented by being in Las Vegas.

 

When you think of Las Vegas, you think of gambling.  With gambling, it all has to do with probability, "the odds of...".

OK, what does all this have to do with marketing and promoting yourself?  Well, you need to make sure that you have the odds in your favor to succeed in your endeavors.  You can accomplish this by doing some of the basics in your business.  One of these might involve:

CUSTOMER SERVICE - Are you being proactive or reactive with your existing clients?  After you sell your product or service, do you do the "Wait and Pray" routine of hoping that the phone doesn't ring because of a problem?  Or are you proactive and calling your client to say, "I just saw that your --- was delivered yesterday and I wanted to make sure that they were to your expectation."  I used to hide behind the "Wait and Pray" routine and if I hadn't heard anything in a couple of weeks, I was pretty sure that the products came out ok.  After talking to a number of clients, I realized that if there was a problem, I was going to hear about it anyways, so why not make the initial call.   This tells the client that I'm keeping track of their order, making sure that it is received when promised, and that I am making sure that they like it.  Don't play the waiting game!!!!!

Don't STOP...Continue past GO and collect $$$$$$$

In today's economy  a great many businesses both big and small STOP their marketing and branding.

 

Don't stop, proceed past GO and be the successful company that will outshine your competition when we get past this cycle.  Businessweek had a great article in the September 29, 2008 issue that talks about branding and how "Gutsy Marketers spend into the teeth of a recession."  Sure, big companies like Google, Apple, Amazon and Nintendo have lots of money to spend on marketing all the time, but they are increasing their marketing spending now.  There are other big companies, who are cutting back their marketing.  Companies like Coc-Cola, Visa and of course all of the domestic auto manufacturers.

 When I'm teaching a class or talking with clients, I try to remind them that marketing is the way to Grow sales.  It is not an expense but an investment.  Whether you budget $50, $500 or $5000 a month for marketing, don't stop.  Yes, times are tough, and if you absolutely have to cut some expenses, at least consider scaling back your marketing as opposed to cutting it out all together.  Do you want your clients to forget who you are?  Of course not, but they will if you don't stay in front of them.

There are many cost effective ways to keep your name in front of your clients.  Think about giving your clients something practical and useful that may only cost a couple of dollars.  There are 437,542 items (give or take) that cost less than $3.00 each.  Can you promote your business using one of those items.

If you STOP, you will go to marketing and branding JAIL and it will be a long time before you pass GO again.

Are you Working or Playing??????

It's Labor Day and for most people it is a day off work or school.  The history is that Labor Day has been celebrated on the first Monday in September in the United States since the 1880s. The form for the celebration of Labor Day was outlined in the first proposal of the holiday—a street parade to exhibit to the public "the strength and esprit de corps of the trade and labor organizations," followed by a festival for the workers and their families.

What does Labor Day mean to you?  Is it just a holiday and day off work?  Is it just the end of summer? Or is it a great time to refocus on your business for the last part of the year?  I for one, am in the last two categories.  The summer went by quickly and being out of town for a number of weeks means it's time to get back to what I tell my customers, keep in touch.

With a number of client events coming up and the holiday employee and client appreciation parties being planned, I am contacting all my clients and asking them how I can help.  The key word here is ASKING.  When I was attending a marketing seminar a few years ago, the speaker, Chip Lambert used a phrase that I just love and use over and over again....."Get your ASK in gear".  Simply put, if you don't ask you'll never know.  People tend to not ask because they don't want to hear the dreaded "NO".  What people don't realize is that if you don't ask, it is an automatic "NO".

Keeping in touch can be done in many different ways.  If you want to know some of the more effective ways, send me an e-mail (jim@northstaridentity.com) or give me a call (480-518-4571) and I'd be happy to share some of my successes.

Enjoy the day and don't work too hard.

Memories........and Being Remembered

If you are like me, you have memories from growing up that are ingrained in your mind.  Those memories may not be present all the time, but something will happen that will bring them back to life.  One of those "somethings" happened this week that brought a huge smile to my face.

I grew up in the Chicago area and remember watching channel 9, WGN-TV (long before cable television and superstation status), and a show that aired Monday thru Friday at Noon.  Who remembers Bozo the Clown?

Larry Harmon wasn't the original Bozo the Clown, but he was the real one. Harmon, who portrayed the wing-haired clown for more than half a century, died Thursday of congestive heart failure.

I never had the opportunity to visit Bozo but do remember the show and Bucket #6, and how that is a staple in any children's fair or carnival games.

Well, think about how memories affect you and what it would mean for you and your business to be remembered.  Are you "Top of Mind" in your products or service?  If so great!!!!!!  If not, how are you marketing yourself so that you are? 

Depending on the product or service that you sell, (and yes we are ALL salespeople), simple items like note pads, key chains, mouse pads and yes, even pens are a way for you to be remembered or at least be that item that "triggers" the memory so that you get the call or the referral.

The Power of Motivation

As I sit in 114 degree heat in Arizona, I think how lucky my daughter is to have just left for camp in northern Wisconsin and get away from the hot weather for a couple of months.  The camp director writes a daily diary entry filling in the parents on all the happenings going on.  To my surprise, here is the diary from yesterday:

"Today the camp woke up to sunny bright skies and french toast. After breakfast we headed to the upper athletic field for an all camp picture and cabin portraits. It was the fasted photo day I can remember in ten years which allowed for the camp to begin the first series of activities after lunch. Fishing class caught over twenty fish this afternoon and some of them are hoping to be able to taste the fruits of their labor if Ducky can be talked into preparing the fish. Brenna in cabin 3 passed out of swimming and got up on the rope in skiing. Everyone was proud of her and shared in her accomplishments. Our head archery instructor was thrilled that Maddie from Arizona finally trusted him enough to attempt shooting with her left eye. Since last year, he’s been trying to convince her that she needs to give up shooting with her right eye since she’s left eye dominant. Well today she finally agreed to give it a go. Guess what? She hit the target every time and got within millimeters of a bull’s-eye. I’m not sure who was more thrilled Maddie or Wade. Its daily camper accomplishments like these that motivate the staff and give us that warm feeling all over. I honestly can’t think of a more satisfying job than helping children believe in themselves."

We all can take a lesson from this entry.  Find a mentor, build relationships with trusted advisors, help others who in return will help you.  There is a great book that I am re-reading by Napoleon Hill, "Keys to Success...The 17 Principles of Personal Achievement".  Do you have a "Mastermind" group that you belong to?  It can be as few as 2 or 3 people that you get together with on a regular basis to discuss things that might be holding you back from achieving your goals.

When is Enough, Enough?

For those that know me, I'm pretty low key when it comes to sales.  Yes, I do sell a product but I prefer to build relationships first and than find out what product is best suited for my client.  The question becomes once you get the client how often and how do you keep in touch with them.  The answer is easy....

IT DEPENDS!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

I have a great client who buys products from me once a year for a big airshow that she displays at.  (She buys and sells used airplanes,so when you are in the market, make sure to contact Kara.)  The show is in July and I usually start touching base and trying to get her attention around the beginning to middle of May.  Well after various attempts and methods, and not hearing back, I started wondering if she wasn't going to the show this year, or worse, she didn't want my help anymore.  I'm not the pestering kind so a couple of days ago, I sent another e-mail  (this was the 4th in 5 weeks, not to mention a couple of calls) and just told her that I wanted to make sure that she didn't need my help because I was going to be out of town for a number of weeks before the show and didn't want to "drop the ball".  Well, needless to say, she was so appreciative of my "reminder" because she has been so busy.

So to answer the question, It depends on the type of client, how often they need your services and how often they want to be touched.

But whatever you do, don't forget or give up. 

Yes, I know this is basic sales training but there is a fine line between being helpful and being a pest.  And by the way, if you happen to be in the Phoenix area on July 19th, Shared Vision is having a free sales training event by a nationally known sales trainer, so check it out.