Many organizations take advantage of a means of accomplishing thing through a process popularized by Peter Drucker known as Management By Objective (MBO). This allows everyone to understand the company’s objectives, the means and process of achieving it, and the individual’s role and responsibility in delivering it. One by-product of MBO is the efficiencies gained through standardized processes.
There is a direct correlation between search engine rankings, website traffic, and inbound leads. This is why it’s crucial to be ranked as highly as possible when your targeted prospects search for companies like yours online.
While most businesses acknowledge the importance of ranking well for relevant searches, many do not know about “off-page search engine optimization (SEO)”. What Is “Off-Page SEO”
Tom and Joe are brothers who grew up working in the family business. Tom is conservative and, in his own words, not very creative. He chose to stay with the older, established company and continue in his parents’ footsteps, running the business as his father did for the past forty years.
I was walking past a convenience store the other day and noticed a sign in the window. The sign read ‘No Change’. It seems they were inundated with people who required change for the subway or for parking and they felt it was better to keep all these potential customers out of their store than to equip themselves with a supply a change. They were making a clear statement they did not wish to have my business. What they could have considered was a large sign that read ‘Change Available’. Chances are prospects may have come in only for change initially but could have been converted to regular customers with the correct attitude of the staff.
We live in a world full of buzzwords and new ways to say things. A phrase you may have heard is thinking outside the box. What this means is to stop thinking in the normal way stop using the restrictions that we’ve all grown up accepting and look at something from a different perspective.
People spend a lot of time and money developing fancy power point presentations, glossy brochures and creative PDF’s. Sometimes, they even customize each presentation in preparation for a 1st meeting with a new prospect.
Here are some tips and techniques on how to properly use (or not use) your information:Presentations:
- It’s rare where starting a relationship off with a presentation is a good idea. Going through your canned (even customized) power point presentation sabotages the key purpose of an initial meeting … which is to find out about them and their pain.
- Learn about them first: By first learning about your audience, you can shorten and focus your presentation (preferably a two-way discussion) to the topics that are most meaningful for them. This will substantially increase impact and will show your audience you listened.
Everyone knows that the first step towards any sale is identifying a need. The key question, of course, is how to do that.Simply put, there are 2 types of needs:
- Needs your customer knows they have
- Needs your customer does NOT know they have