Category Archives: Marketing

10 ways to put the Customer at the Heart of Business by Denyse Drummond-Dunn

Sometimes we need to be reminded that our customers are the heart of our business. Denyse’s article below serves as a powerful reminder.

 

Many of you know that you need to become more customer centric, to put the customer clearly at the heart of your business, but just don’t know where to start.

This week I give you ten simple actions to accelerate your organization along its path to improved customer centricity.

#1  – Review the description of your target audience

Do all your brands have a clear description of their target audience? Is it as complete as it should be? If not, then use the 4-level who, what, where and why model to complete it for each one. Include not only demographics and consumption / purchasing habits, but also information about where they do these things, what values they have that you can tap into and what emotions motivate them to use your brand.

#2 – Assess the optimum way of connecting with your customers

Do you know the best way to contact your target customers, as well as their preferred place and time to connect? Review how you communicate with your customer and what information exchange there is at that time, Is it one-way or two? Are you in a monologue or a dialogue? Obviously the second is preferable as you can learn more about your customer when they are ready to share their information with you.

Maslow’s hierarchy of needs

#3 – Identify the needs your brand is addressing

Do you know which of your customers’ needs you are tapping into? There is certainly more than one, but if they are not sequential your customer may be getting mixed messages on what the brand can do for them. Knowing where your brand sits on Maslow’s hierarchy can also bring more successful regional or global launches.

#4 -Make your customer everyone’s responsibility

Is customer care only on the objectives of one or two departments in your organization? It should be on everyone’s annual objectives to watch, listen and engage with your customers and to understand how their work fits into the company’s objective to delight them.

Identify possible scenarios to be better prepared

#5 – Plan for the unthinkable

Do you know where your business is going? Do you know what might happen in the future and what you would do in each situation? How would you react to new laws, new customer demands, and their new sensitivities such as ecology, sourcing or ingredients? It is best to plan for such events before they happen, so you can quickly react to challenges as well as opportunities.

#6 – Review your business plans for customer centricity

Are your customers clearly identified and described in your plans, as well as the customers of your major competitors? Review your plans by considering how your customers will react to each of your planned actions; not just the outcomes you are hoping for, but a true detailed analysis based upon your understanding of them and their desires. Have you planned any actions to surprise and delight them, or are you only relying on the “same old” activities, repeated from last year? People get bored quickly and you can actually “train” your customers to expect your actions, which as a result will quickly become less interesting to them. Plan at least one unexpected WOW action each year.

#7 – Expand your innovation thinking

Are you blocked in an innovation box, relying on your internal technical and expert skills? If you know your customer well you can offer them more successful innovations, perhaps through additional sensorial experiences. Consider adding sound to taste, color to services, touch to packaging, aromas to retail displays. Give your customers more reasons to stay with you and they will become more loyal.

Testing isn’t the only way to make great ads

#8  – Stop testing your communications to death

I can feel your shock as you read this, but why not review your process for developing your advertising? If you spent more time and resources reviewing how to connect with your customer, and then reviewed early stage work up-stream with them, you would be more likely to develop winners. It would also reduce or totally replace your usual tests just before airing them, when in most cases it is too late to change anything.

#9 – Define your image

Your brand has an image but it might not be what you think it is. Make sure you are measuring it regularly and not only on the attributes that you ideally wanted to perform well on. Review and update the attributes used to measure the perceptions of your category with your customers, and ensure you measure what is (also) important to them. The coverage of the total category will likely be more complete and you might even find a new or adapted positioning that no-one else is currently occupying.

#10 – Update your KPI’s (Key Performance Indicators)

You know that what gets measured gets managed, well are you measuring what needs managing or only the easy metrics to gather? It you know your customers well, who they are, what they do, what they think of you and your competitors, and then compare these to where you want to take your brand, the metrics you need to be measuring become evident.

I hope this list has helped you to define a few areas that need revision in your organization. Even taking action on just one of them will improve your customer centricity. Of course doing them all will ensure that your customer is really at the heart of your business, as well as in the hearts of all your employees.

Hugs and Shout out to Denyse

The SendOutCards.com/loryfabian system is a valuable tool that will help grow your business. Never underestimate the power of sending a personalized greeting card and/or gift. Sending cards is a simple and easy way to help build better relationships with your customers who will become life long, faithful customers. And those types of customers provide referrals without ever asking.  In other words, free word of mouth advertising. (The best kind!)

 

 

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5 Tips from Getting the Most from LinkedIn by Dr. Misner

I had the honor of meeting Dr. Misner a couple of years ago at a BNI Convention in St. Louis, MO.  Only minutes from going on stage  that day, I learned firsthand that Dr. Misner is the real deal.  Dr. Misner not only took the time to shake my hand and look me in the eye, 5 or 6 elevator speeches rolled off his tongue for use in my SendOutCards.com/loryfabian business as well. How awesome is that?

 Dr. Misner is called the “father of modern networking” by CNN.  He is the Founder and Chairman of BNI, the world’s largest business networking organization and a New York Times bestselling author.

Just as E.F. Hutton use to be the voice of the financial world, Dr. Misner is the voice of the networking world today. The article below was written back in 2011.  Dr. Misner’s tips were true in 2011 and still hold true today.

What I’ve learned from years of using this social media platform.

 If you had any lingering thoughts that social media was just a “fad,” you may want to let those go, particularly in light of LinkedIn’s recent IPO — with a valuation of $4.3 billion. (2011)

I’ve been following the development of online business networking for several years, particularly the inception of sites like Ecademy.com, Ryze.com, and of course LinkedIn. While there are many competitors to LinkedIn, for now it has risen to the top of sites devoted primarily to business networking.

I use a variety of social networks to interact with colleagues, associates, and friends, but LinkedIn has some features that set it apart from the rest. In fact, many BNI members have used it to stay in touch with each other. As a person in the “500+ connections” category, I use LinkedIn as a way to disseminate the many articles I write every month, as well as to promote books and publications. Here’s how I use it and what I recommend to others.

1. Connecting with More People

I’ve spoken to countless entrepreneurs who have doubled or tripled their business because of the relationships they are able to make on LinkedIn. With the ability to view detailed profiles, become connected to people via a shared acquaintance, and post updates about one’s business or career for these connections to share, a huge number of the barriers to connecting with people in different geographic locations simply don’t exist to members of LinkedIn.

LinkedIn is also a well-known resource for both job seekers and recruiters. The site lets businesses pay to post jobs and sells enhanced profile and services to jobseekers. Successful recruiters rely heavily on networking and LinkedIn to find candidates for open positions.

2. Participating in Groups

LinkedIn Groups is a wonderful way to meet others who share an affinity, whether an industry, cause, or an employer, and to have an online arena for exchange. Being a member of a group removes the barrier that LinkedIn ordinarily imposes that you must personally know someone to send a message or invite him or her to connect.

LinkedIn Groups is most valuable when used effectively to build influential connections. Participating in a group — by asking questions, suggesting topics, answering questions, or recommending another member’s answers — is a way to build a more personal connection. For example, I mentor a large number of BNI members, entrepreneurs who want to better their business writing skills, meeting with them on a regular basis via telebridge. These “mentees” have also formed a group on LinkedIn, where they can share writing opportunities, and receive reviews of their work.

Participating in groups can take as much or as little time as you choose. For maximum impact, choose group discussions that are highly popular, judged from the number of responses.

3. Capitalizing on Search Engine Optimization

LinkedIn profiles show up very high on search engine results. The more links you add to your profile, the higher one’s ranking may be in search engine results. LinkedIn allows you to incorporate two very important links to a profile: web sites and a blog. Adding these to your profile not only builds your profile’s link count, but also lets you promote your site(s). I use this feature to highlight my own web site, BusinessNetworking.com.

4. Tying in a Twitter Connection

LinkedIn dovetails with Twitter. Indeed you can adeptly integrate Twitter with several social networks using Twitter’s application programming interfaces: I cross-promote content I have written across my various social networking accounts. Every article I write can be seamlessly shared via my Facebook, Twitter, and LinkedIn status postings.

Tying your Twitter account to your LinkedIn profile (achieved by clicking a box), allows you to promote your Twitter profile easily through LinkedIn.

5. Building and Enhancing Credibility

LinkedIn may well become the first place everyone will look to determine the business profile of an individual. LinkedIn allows a professional to showcase a collection of printed works or publications, recommendations from other LinkedIn users, company affiliations, and work history. When I want to know more about someone I’ve just met, I can learn quite a bit of information about them by reading their LinkedIn profile. I can see where they’ve worked, or what they’ve done in the business world, and I can see what others think of them by reading recommendations that others have written about them.

Since most professionals do not stay in the same job for a lifetime anymore, their LinkedIn profile can continue to capture their work history narrative.

LinkedIn also allows for profiles of companies and brands, which can be cross-connected with the profiles of the “humans” associated with those organizations – including executive management, the founders, and the employees.

These days, a professional’s worth is frequently judged by the quality of his or her network. So LinkedIn is particularly vital for today’s entrepreneur, demonstrating knowledge, expertise, experience, social capital, and the breadth of one’s network.

 

5 Reasons To Stop Cold Calling And Start Networking | Written by Tim Tyrell-Smith

Are there really people that still cold-call?  Most states have a National No-Call Registry to get rid of those annoying time sucking pests.  Tim Tyrell-Smith’s article shares great information and also targets the last of the hold outs not using networking and social media to build their business.  Remember, if you keep doing what you’ve been doing, you will eventually lose a percentage of your business, if you already haven’t by not changing what you are doing.

Tim writes:

Can you imagine what happens to people when you call them cold? Well, no surprise, they stiffen up. They get uncomfortable. And they wish they hadn’t answered the phone. So what options do you have. Uh . . . how about networking?

All across the world right now, people are dialing for dollars. Insurance salesmen, consultants, recruiters, packaging suppliers, SEO providers and hundreds of other types of folks looking for a new client.

Why? Because their boss told them to do it. “100 calls a day, please.” The numbers game.

But cold calls are bad for business. They are a bad use of time and aren’t a smart way to begin a new relationship. Oh, and nobody likes making these calls either.

And for those of you who want to disagree right away (maybe you’ve had some success blowing cold air on people), I don’t care. I’m sure there are exceptions to the “cold calls don’t work” argument I’m making. But I don’t care.

Because the world has changed so much. And the tools to meet people more effectively are plentiful. Here are 5 ways to connect with new people without them freezing up right away:

1. Start blogging

While establishing a blog takes significantly longer than making phone calls, it is a superior strategy for introducing you, your company and its products to others. You can learn about mistakes bloggers make and some tips for getting started with blogging. But once you get up and running, a blog makes your website more interesting to Google, more dynamic to get return visitors and (very important) helps you build relevant awareness and subject matter expertise. In other words, people get to know and trust you in advance of your first contact. (ALL TRUE)  Need help getting started, contact Ken Tucker at ken@changescapeweb.com.

2. Use LinkedIn

This one seems awfully simple. You need to meet Mike (purchasing manager at target company x). Bill (your old coworker) used to work with Mike at a prior company. You go on to LinkedIn and learn this news. That the person you need to know already knows someone you know. Now what? Well, you ask Bill to introduce you to Mike. Sounds simple. But so few people do it. So many people are lazy on LinkedIn and don’t personally create and nurture LinkedIn connections. They just collect them like postage stamps. Don’t do that. You are smarter than this. (TOTALLY AGREE MOST POWERFUL AND UNDERUSED TOOL)

3. Join groups and attend events

There are industry groups aplenty, local community networking groups, and meetup.com groups all over. So there’s no excuse. You can develop your personal brand right now in front of real people. They can see that you are a good person, that you are patient and have the needs of others on your mind as well. And if you are smart, you’ll find a group or two and sponsor them. Or get involved in their board. That’s good networking. (CHECK OUT THE BNI CHAPTERS IN YOUR AREA. BNI IS ONE OF THE LARGEST AND FASTEST GROWING INTERNATIONAL NETWORKING GROUPS THAT GIVE YOU THE TOOLS TO SUCCEED WITH LIKEMINDED & SUCCESSFUL BUSINESS OWNERS. MEETUP.COM IS ANOTHER POWERFUL GROUP TO CONNECT WITH.

4. Use Twitter or Create a Facebook Page

Not everyone is comfortable on social media. And if you need help, ask me. Or hook up with a smart social media agency to help you establish a strategy and keep up a great, engaging relationship with new fans and followers. If you want to do it on your own, make sure to have a Facebook content calendar and learn the golden rules for new Twitter users. Oh, and if you are wondering whether it’s weird that sales people use Twitter, you’re wrong. Use these tools to create, establish and maintain a friendly and helpful relationship with current and potential customers. (DEFINITELY SOME OF THE BEST ADVICE I’VE EVER RECEIVED FROM VIRGINIA MUZQUIZ. GET YOUR BIG TOE WET, DIVE IN, AND DO IT. IT’S ALWAYS BETTER TO DO SOMETHING, THAN NOTHING.)

5. Offer to speak or lead workshops

When you stand up in front of a group of people you get instant credibility. Until you screw up. But you probably won’t. Especially if you model your style after people like Thom Singer. He’s someone who can teach you how to speak with a purpose. You can learn how to engage an audience as a speaker. While its not a bed of roses (audience can be cold too), it is a great way to also build social credibility (credibility that lets people feel more comfortable with you). And the business will come in so much more quickly. (JOIN TOASTMASTERS INTERNATIONAL; IT WILL CATAPULT YOUR BUSINESS OR CAREER FASTER AND FURTHER THAN YOU CAN EVER IMAGINE.)

So try these ideas instead of cold calling.

Unlike a slow moving glacier, these “warming up” techniques will thaw the corporate ice cubes and create a fast moving stream of business to you and your company.

Shout out and hugs to Tim Tyrell-Smith.

P.S. Try sendoutcards.com/loryfabian to help build relationships & stay in touch with the customers you have.  Farming is always easier and less expensive than hunting.

Be Prepared: 4 Ways to Outthink Your Competitors by Gregory Kennedy

In The Art of War, Sun Tzu wrote that “It’s more important to outthink your enemy than outfight him.” Even after 2,500 years, this maxim is still so universal and relevant.

Sun Tzu warns against waging war without a strategy or understanding what your ultimate goal is. Tactics are not strategy. In the business world it’s common for people to confuse the two, because engaging in tactics makes it appear as if you have strategy, even when you don’t. The best leaders must first understand what their goal is and then work to develop unique tactics that will help you achieve that goal. But they must also be prepared to change that goal, then employ new tactics to achieve it.

Here are some strategies to employ to outthink your competitors:

Search for unique marketing arbitrage opportunities: In the early days, Google search ads were very cheap and drove high-quality traffic to ecommerce sites effectively. Today mobile advertising is still relatively cheap and can be used in a similar fashion, but it’s getting more expensive. Street teams and guerrilla marketing have proven cost effective for many new soft drink brands such as Red Bull. Lots of companies employ technology evangelists, whose job is to attend hackathons and meetups to promote tools to programmers.

Find lower-cost suppliers: This is what drove most manufacturing out of the U.S. to far flung regions of the world. It also drove technology companies to outsource engineering resources to Asia or Eastern Europe. Ikea actually pioneered this approach by moving manufacturing from Sweden to Poland, which was at the time a communist country and difficult for westerners to operate in. There are still opportunities to be had by finding low-cost suppliers, if you’re willing to put in the time, effort and energy to find them.

Take risks with your brand: Use spokespeople or content that other more conservative brands won’t use. Fiat has done this successfully by using Charlie Sheen, who was fired from his own show for unprofessional behavior, as a spokesperson. Virgin brands are well known for using unique, creative and outrageous marketing techniques. Its chairman, Richard Branson, once tried to circumnavigate the world in a hot air balloon. He was unsuccessful at the journey, but extremely successful at generating PR for his company.

Seek out and solve big challenges: Look explicitly for hard problems or difficult-to-employ strategies that others are avoiding and master them. Before Apple, everyone in the industry believed that a touchscreen only device was impossible to make. When the iPhone came out, it was revolutionary. A blog where one posts only 140 characters at a time sounds like a ridiculous idea, but that’s exactly what Twitter is. In many organizations there are systems, departments, technology or partners that people avoid because it’s viewed as difficult. Take on these challenges, master them and you will become an invaluable and unduplicated resources.

Study your competition, carefully evaluate yourself and be honest. It’s only through truth and self awareness, combined with a careful analysis of the situation, that you will find your path to success.

Shout out and hugs to Gregory Kennedy for well

 

The Secret to Selling Your Brand With One Sentence By Stephen Key

“Can you please tell me more about that?”  Isn’t that the question we all secretly strive for whether we are networking or spending time with family and friends?  The truth is, the more people who know exactly what we do or how we can help them or how our product can help them, the more business that is likely to come our way.

Getting an increase in referrals is a no brainer when you educate everyone you know on how you can help them or someone they know.  Remember to ask the question “What do you need?” Never assume the person knows what they need. It’s always better to ask what their pain is instead of telling someone what you think they need.  Trust me on this one.

BNI (Business Network International) as well as Virginia Muzquiz at Referral Institute St. Louis both teach the value & importance of perfecting your  30 and/or 60 second infomercial.  For those of you unfamiliar with Virginia, visit her website at http://referralinstitutestl.com.  Virginia Muzquiz is THE Networking Diva in St. Louis & St. Charles and loves to share her trade secrets.

Most people know the importance of selling their brand, we just don’t always get it right. At Cave Springs Toastmasters,  we Learn by Doing!  Right, Tony Gartner?

There aren’t many places where we can give a 30 or 60 second infomercial; that why I love Stephen’s article about Selling Your Brand with One Sentence.

Check out Stephen’s article below. His best advice is to: Try out potential statements on everyone you know. Which one has the greatest impact? Ask for feedback. Then, start using this line all over the place.

“If you believe in the importance of your vision, but how do you get others to stop and listen to you? There will be many instances when you don’t have a lot of time to grab someone’s attention, be it a potential investor or a licensee. That’s why you need to be able to summarize the benefit of your business idea in a single, powerful sentence — a sentence that is so direct and compelling, it stops whoever reads or hears it dead in their tracks. A good one-line benefit statement should make someone think: “I want to know more about that.”

I’ve learned that if I craft just the right sentence, it’s all I need to get people to listen to my pitch, open my emails and answer my calls. I still remember the day the iPod launched and Steve Jobs called it “a thousand songs in your pocket.” Wow. That’s captivating. He didn’t have to explain any further. We wanted it already!

People don’t care about how something works. They want to know what it’s going to do for them.

Newspapers, tabloids, and these days, Twitter have been making use of the headline for years. How often do you find yourself on a webpage you never intended to visit, all because a headline was so tempting, you had to click on it? That should give you an idea of what I’m talking about. Creating excellent one-line benefit statements isn’t an easy skill, but it’s an important one, because it can be used to explain your idea in so many different kinds of situations in an attractive, successful way.

Sometimes, you only get one chance to make an impression. Cut through the clutter to make it count! Here three ways to create an awesome one-line benefit statement:

1. Make it emotional.

Why should people care about what you have to say? Grab them with something they can relate to. Benefits sell ideas, not facts. What is your idea going to do for the consumer or the world? Don’t be afraid to use emotion. People are motivated by their emotions more often than they are motivated by reason. Emotion also evokes visual imagery — if people can begin to see your idea, that’s a good thing. Some emotional words include: “free”, “incredible” and “unbelievable.”

2. Keep it short.

Like — really short. I’m talking no more than 10 to 12 words, ideally less. Remember, you don’t have much time. If your statement is too long, people may move on before they’ve even finished reading or hearing it. Don’t be intimidated by using fewer words. This is a really good exercise in general. Too often, I ask an inventor or entrepreneur to tell me about his or her idea and I’m overwhelmed with a five-minute speech. “What is he talking about again?” I find myself thinking. I’m not even sure. Brevity forces clarity.

3. Use numbers.

Numbers convey specificity. Look around you. Headlines with numbers dominate our world. One has only to look at Buzzfeed to understand the power of numbers.

Here are some examples of one-line benefit statements my students and I have used with great success in the past:

•        “The most versatile organization system available.”

•        “The store all, carry all, go anywhere elevated pet feeder.”

•        “This label will increase space on your packaging by 75 percent.”

Try out potential statements on everyone you know. Which one has the greatest impact? Ask for feedback. Then, start using this line all over the place. When someone asks: “So what is it you’re working on again?” you will have a great answer!”

Shout out to Stephen Key. Stephen is author and Entrepreneur contributor. (11/15/2013) The opinions expressed are those of the writer.

Read more: http://www.entrepreneur.com/article/229923#ixzz2lgXn1TOz

Ways to Show Your Grateful by Lory Fabian

 “Live your beliefs and you can turn the world around.”  Henry David Thoreau

I am continually amazed how many people neglect, forget or never even think to say one of the first manners most of us were taught before kindergarten. Using those two simple words, ‘Thank You!’

I’ve experienced over and over again, the more you thank someone, the more that person feels appreciated. Coincidence or not, a smile and a thank you builds momentum because of the Law of Reciprocity.  How do you show your friends, family and customers how grateful you are for them?  Just as small steps can lead to big accomplishments, a simple thank you can have a huge impact on your life, and the life of that person.

If you find little ways and big ways to weave gratitude in your life, you life will be forever changed.  I wonder why so many people resist trying such a simple task. Most of us are in search of finding ways to be happier … and never realize or believe that Happiness is a Choice.

Need proof? Take the SendOutCards.com/loryfabian 30 Day Gratitude Challenge. SendOutCards.com is changing millions of lives. It is truly a phenomenon!  2 million cards of gratitude were sent in 90 days last summer.  Over and over again, we hear most about bad news.  Why does the main stream media neglect sharing the breaking news of people spreading love, hope and gratitude at a faster speed than ever before in history?

People around the world are becoming happier & making the people around them much happier as well. Sending and sharing appreciation and gratitude has a ripple effect that will make the world a better place. (Remember the story about the Boss who rips his Manager who then yells and shouts at his employee?  (Where the term, Stuff Rolls Down Hill comes from.)

When the employee gets home, he kicks his dog and does who knows what to his wife?  If the Boss would thank his hard-working & dedicated Manager, the Manager would then take his employee to lunch and praise him.  When the employee feels recognized and appreciated, he or she gives 110% more to the company, production goes up. The employee takes his wife home flowers and gives his dog a bone. The wife is happy, the children are happy and even the dog is happy!

Sound silly??  Ask yourself, what is the worst thing that can happen if you try showing gratitude to your family and employees? Get rid of your old-school thinking that just because you pay your employees, you don’t have to thank them.  News Flash! Employees & Customers are people too!

Saying thank you isn’t really that hard!! Do you agree that it is so much easier than having to say “I’m Sorry?” Cardinal Rule: It is important that your sentiments are genuine and sincere or they may cause more harm than good.

John Lennon was on the right track when he wrote the song, Imagine, over 20 years ago. Spreading love and peace through cards and words is a great place to start. Agree?

Imagine all the people
Living life in peace

You, you may say I’m a dreamer
But I’m not the only one
I hope someday you will join us
And the world will be as one

Imagine no possessions
I wonder if you can
No need for greed or hunger
A brotherhood of man (and women)

Imagine all the people
Sharing all the world

You, you may say I’m a dreamer
But I’m not the only one
I hope someday you will join us
And the world will live as one

For those who need help coming up with a few ideas on how to show their gratitude, listed below are a few ideas that work for me:

1. Create a Gratitude Journal. John Tesh reported last week that people who keep a Food Journal lost over 50% more weight than those who didn’t.  Oprah keeps a gratitude journal. I believe many of her blessings came from her gratitude and acts of giving.

2. Send a thank-you note. Go to www.sendoutcards.com/loryfabian and sign up for the 30 day Gratitude Challenge. Guaranteed to be a life changer!

3. Give a free hug. Donna Naumann, Nurse Practitioner, at Cave Springs Toastmasters recommends giving 9 hugs a day to see and feel immediate results.

4. Give thanks for today! – Thank God that you woke up this morning. Be thankful you are alive.  Today is a gift, be sure to live in the present. Be purposeful on your gratitude…and you will begin to recognize more and more blessings that you have.

5. Random Act of Kindness – A simple gesture of opening a door, paying for the meal or coffee of the person behind you in a drive-through, allow someone in front of you in line at the bank or grocery store in front of you.  Stop, smile & take a few minutes to visit with a senior citizen or veteran.  Most of us will be a senior citizen some day.  Some of us, sooner than later. Be sure to treat them how you wanted to be treated when you reach those golden years. What a great opportunity to show your children how they should treat you! LOL

6. Give a little gift. – Gifts are my love language.  The gift doesn’t have to be expensive. If you know someone whose love language is a Gift, write a surprise love note, deliver a single fresh flower, or share a box of chocolates or wine. Trader Joe has an awesome Hungarian Merlot Wine under $10. Most people’s favorite gift is the gift of Your Time.

7. Send a SOC Card that lists all of the wonderful and favorite things you like about that person. – I promise this card will be a forever card.  (Kids need to hear the good things they do and what you love about them, especially teenagers who tend to be criticized more frequently for what they are doing wrong and not being recognized for what they are doing right.) With SendOutCards.com/loryfabian you can personalize each card for each loved one and include a quote or Bible verse.

8. Acknowledge publicly. – Social Media is a free and powerful tool to give praise and gratitude.  It can be amplified by other friends and make a person glow inside all day or all month.

9. Surprise them with kindness. – Do you really need help with this one?  Probably not.

Ponder this!  We judge ourselves by our intentions, and we judge others by our actions. Why not surprise yourself & take action some today?

Feeling gratitude and not expressing it is like wrapping a present and not giving it.’ William Ward

 

 

How To Build Better Business Relationships: Make It Personal by Darrin Dahl

Whether you realize or not, relationships are the fuel that feeds the success of your business.

Here’s how to make ones that last.

Whether you recognize it or not, all successful small businesses–regardless of what they do or sell–have one thing in common: their owners know how to build and maintain relationships. The truth is that entrepreneurs too often get caught up in the details of the kinds of products or services they are selling to notice how critical it is to build relationships not just with your customers, but also with your vendors, employees and–gasp–even your competitors. “Without strong relationships, it is impossible to have success as a business owner,” says Michael Denisoff, who is the founder and CEO of Denisoff Consulting Group in Redondo Beach, California.

You need to have long-term customers and good vendor relationships that will carry you through challenging times or tight deadlines, as well as relationships with other business owners to share struggles, resources and best practices that can really give you an edge. The reality is that business relationships are just like any other relationship. They require some effort to maintain and they must be mutually beneficial. As in any relationship, you must be willing to give, share and support, not just take or receive.”

That’s a lesson Denisoff admits he had to relearn the hard way when, a while ago, he fell into the trap of neglecting some of his business relationships. But it wasn’t that he didn’t care about those relationships. It’s just that he got so busy that he didn’t realize how much time had gone by where he had not checked in with several of his contacts–an easy mistake for most small business owners who feel like every day is shorter than the last. What Denisoff found was that, in two cases in particular, his failure to put enough effort into nurturing his relationships caused them to wither away.

The first instance was when he called up a supplier to ask for a favor–not realizing how much time had gone by from the last time he had touched base. Denisoff says his supplier seemed distant and not very willing to help him out, which was surprising. After asking him if anything was wrong, Denisoff’s supplier answered that since Denisoff hadn’t been around in a while, he felt like he was being taken advantage of. In another instance, he called up a customer who he could tell was not pleased with him because, in truth, he only called her when she had a project ready to go. She felt like Denisoff did not truly value her and was using her only for her business. It’s like having a friend that only comes to see you when they want to borrow money or need help moving,” he says. “In time, you cut them off.”

The two eye-opening experiences caused Denisoff to take two major actions in response. First, he created a contact database where he not only stored information on his clients, but also with vendors and business peers. He now uses the database to document the details of the conversations–both personal and professional–that he has with each of his contacts. “This helps with continuity and helps me to remember key facts and information about each contact,” he says. “It felt mechanical at first but it proved to be an efficient method to ensure that no one fell through the cracks.” Secondly, Denisoff changed around his daily routine so that he now dedicates a portion of his day to doing nothing but reaching out and maintaining his professional and personal relationships. “Thankfully, I have strong long-term customers to keep the pipeline full and a good group of vendors and business peers dedicated to helping each other succeed,” he says.

The actions taken by Denisoff are great tips for any business owner to adopt as their own. Here are some additional tips from Denisoff and other business owners on how to build stronger business relationships that will last.

How to Build Better Business Relationships: Encourage Honest Feedback

An open, honest relationship demands clear communications of how each party is performing,” says Patrick Scullin of Ames Scullin O’Haire, an Atlanta-based marketing services company. “Encourage constructive criticism and be brave enough to suggest ways clients can help your firm perform better,” he says. “If you know where you stand, you can stand stronger.”

How to Build Better Business Relationships: Listen More Than You Talk

We all want to extol our strengths, our virtues in hopes of impressing others and, ultimately, getting more business,” says Alisa Cohn, an executive coach. “It’s counter-intuitive, but being a good listener highlights your virtues much better than being a big talker. I coach a financial planner and we did a little market research on what his clients value the most in him. Yes, they value his advice and his skills in handling the money, but a lot of financial planners have that. What sets him apart is that he takes the time to listen to them and really understand where his clients are coming from. They said most often that they value his role as a sounding board, and a few even called him better than a shrink! That’s the kind of behavior that leads to referrals and long-term business success.”

Dig Deeper: Listening With More Than Two Ears

How to Build Better Business Relationships: Make A Routine

Devise a system to ensure that not too much time passes before you connect with your contacts, such as the formal database Denisoff created. And with the proliferation of social media tools these days such as Facebook, LinkedIn and Twitter, it’s never been easier to keep in touch.  {SENDOUTCARDS.COM/LORYFABIAN has a system you can upload almost any database in, emails you birthday and anniversary reminders, and keep all of your notes on each customer in one place.}

How to Build Better Business Relationships: Be Honest

As a small business owner, it’s important that people see me as expert in my field,” says Amy Harcourt of Definitive Marketing. “But, when asked questions I don’t know how to answer, I always say so. I remember an initial meeting with what became one of my best clients. I was meeting with the executive team and was asked about my experience in their industry (of which I had none). I could have tried to spin my response to sound like I knew their industry. Instead, I told them that I had no experience and why that might work to their advantage. I was surprised to see stern, questioning faces turn to friendly nods and smiles. They really appreciated my honesty. And that laid the foundation for a great relationship.”

Dig Deeper: Can the Truth Set Your Profits Free?
How to Build Better Business Relationships: Take Notes

Keep detailed notes on everyone you meet, says Mike Scanlin, CEO of Born To Sell, a software company that makes investing tools. “When you get back to the office, enter those notes into your address book or contact system. Later, you will want to be able to enter keywords like ‘sailing’ or ‘wireless’ or ‘French’ and find all the people you know who match that keyword. Doing keyword mining on your own contacts will pay dividends for years.” Sendoutcards.com/loryfabian

How to Build Better Business Relationships: Give More than You Receive

Be sure to contact people when you are NOT in need of something. Take time to learn about their business since it’s as important to them as your business to you. “Take a minute to understand your client’s dreams and provide opportunities for them to fulfill this whenever possible,” says Rohan Hall of rSiteZ.com, a company which builds social networking sites. “Whenever I have a client on the phone I try to understand what they’re trying to achieve with their business. From time to time there will be an opportunity that I will actually refer them to someone that I think could help their business especially where I gain nothing from this. Clients really appreciate it when they realize that you’re looking out for them.”

Dig Deeper: How to Incorporate Philanthropy Into Your Business

How to Build Better Business Relationships: Be Proactive

Using your journal and knowledge of your relationships, forward articles, links and other information that might be of interest to your contacts. “When I see interesting news stories I forward them to people who I think would find them relevant,” says Scanlin of Born to Sell. “I’ve had many recipients come up to me later and say things like, ‘I can’t believe you remembered that I wanted to go to Thailand.’ It takes less than 30 minutes each morning to send out a handful of these. Do it every day and the care and feeding of your network will be alive and well.”

How to Build Better Business Relationships: Be Real

“Do not be afraid to be vulnerable,” says Amy Ludwigson of Pure Citizen, an organic clothing retailer. “Let people see who you are. It builds trust and respect. Being too professional is a bore and well you are not going to enjoy yourself.”

Dig Deeper: When Do You Lie? Strategies For More Authentic, Respectful Communication

How to Build Better Business Relationships: Turn Blunders into Opportunities

Admitting mistakes and correcting missteps will take you far when it comes to building relationships, says William Gregory O, who is the co-founder of Lex Scripta, a law firm in Illinois. “Often times, people just want to know that you are sorry and that you have a plan for getting back on track,” he says. When one of our service providers made a mistake, which resulted in our service being delayed for a week, the service provider responded immediately with an apology and a proposal for fixing the problem. Instead of looking for another service provider, we decided to work with this provider because we know that the provider is honest and diligent. When a mistake is more than a minor setback, do something to make it right or otherwise provide value to the wronged party.”

How to Build Better Business Relationships: Make it Personal

Sometimes it is good to send an actual physical letter or card of appreciation as opposed to an e-mail. “Say ‘Thank you,” a lot,” says Amy Blum, owner and president of Eagle Marketing. “I send notes to new clients thanking them for their business. I send e-mails of appreciation often, for no reason at all. And, I send great toffee during the holidays. Never forget who got you where you are. And never, ever think you can say thank you enough to clients, customers, colleagues and even vendors too.”

*************PLEASE NOTE*******

GO TO: www.SENDOUTCARDS.COM/loryfabian and start sending CARDS today.  Need help?

You could send 5 or 500 cards in 5 minutes, in your own handwriting, and even upload a picture or logo into the card.  For about $5 per year per customer you can make your customers feel special and appreciated, and they will never forget you.   If you would like a free gift account to try our card system, please visit my website at http://www.sendoutcards.com/loryfabian.

How to Build Better Business Relationships: Meet Face-to-Face

Invite your contacts to an event (sporting, music, etc.) that you would both enjoy. You will naturally deepen the relationship and get to know each other better. You could also make plans to catch up at or join someone at a networking event. {Lory writes: “For me, BNI’S GIVER GAIN’S PHILOSOPHY IS A FAST & QUICK WAY TO JUMP START YOUR BUSINESS. BNI & SendOutCards.com are alliance partners.  They both build stronger relationships with members, customers, clients and friends.}

For some people, networking events are challenges and having at least one friendly face there can give them the confidence to network better. Plus, you will strengthen the relationship.

Hugs & Peace to Darrin Dahl! | http://www.inc.com/guides/201101/how-to-build-better-business-relationships.html

Do you agree that business is still driven by people and relationships? by Lory Fabian

Little things make big things happen. ~John Wooden

Ed Wallace, author of Business Relationships That Last, shares ny passionate belief that creating business relationships that last is the secret to success.  Ed Wallace explains that even in the midst of technological advances, the one remarkable simple constant: business is still driven by people and relationships.

One story in Ed’s book, he writes about how the little extras can turn customers into friends.  He talks about mastering the art of taking so-called simple business from a merely transactional level to the level of high-value personal relationships, to creating a memorable experience between human beings.

Ed writes that too many of us lose sight of the fact that we are dealing and selling to real people.  A real person is on the other end of a call or an email.  We may miss an opportunity to enrich business endeavors and life with the growth and learning that comes from true interaction with others. I totally agree, do you?

Ed Wallace’s The Principle of Worthy Intent is the inherent promise you make to keep the other person’s best interests at the core of your business relationship.  At BNI, we call Ed’s principle, a Giver’s Gain philosophy.

Ed Wallace’s Relational Capital which he defines as “the distinctive value created by people in a business relationship” or simply put “the little extras.”  Keeping the client’s best interest as your focus is the gold rule for client-facing professionals. This realization stood the test of time as Ed advanced through his career from inside sales rep to an executive and now a business owner.  The little extras transform transactional activities into the relational attributes. 

I highly recommend reading Ed Wallace’s book, Business Relationships That Last to help understand  the most undervalued, least understood, most ignored, yet most important asset in your company.

If you do, however, recognize the value of Relational Capital, think about signing up for a proven low cost system that will help you start building personal relationships immediately with your customers. SendOutCards.com is an online marketing tool that will give you an added edge above your competition.

SendOutCards.com/loryfabian has both IPHONE and ANDOID apps available  that allow you to send a note of thanks before you leave the parking lot of one appointment to head out to your next meeting.

Imagine sending out a “Nice to Meet You” card before leaving a trade show and include a photo of yourself?  Do you think the person you send a personalized note to will take your call?  I do.

Check out my website at www.SendOutCards.com/biz/128092 and start building your own Relational Capitol today.

Peace and Hugs to Ed Wallace

Big Idea 2013: Be the Head Marketer of You by Linda Coles

“Your brand is what people say about you when you’re not in the room”   Jeff Bezos, Founder of Amazon

Entering 2013 with a tight economy, restructuring, and new ways of doing business, the competition for a position or sale has become intense. Who shines out above everyone else in those situations? Those people who are spending time developing their own personal brand.

We all recognize great brands by their logos such as the Nike flash or the Starbucks face, but how do we recognize you? How do we know that you even exist? And when we do, what are you known for? You need to become the head marketer of You.com, and 2013 is a good time to make a start if you haven’t already.

10 simple ways to work on your own personal brand

Back in 1997, Tom Peters wrote a great piece about working on your own personal brand, which was way before any of the online networks such as LinkedIn and Facebook had even started. Now that we have these tools available, promoting your personal brand has become a whole lot easier.

  1. Have the best-looking LinkedIn profile that you possibly can and use it. People are checking you out online.
  2. If you are happy for others to see into your Facebook life, switch on the subscribe button.
  3. Tweet and re-tweet what’s relevant and interesting, keeping away from gossip.
  4. Apply some etiquette when replying to emails and online posts. Always start with a salutation or greeting and finish with a valediction or sign off.
  5. Look closer to home with your personal presentation such as ensuring your shoes are always shiny. Dress “just a little bit better” than those around you.
  6. Develop your own online soapbox by way of a blog or personal website where you share relevant content, your thoughts, perspective and encourage discussions.
  7. Buy the domain http://www.yourname.com
  8. Use your media contacts to get published in the press and on air.
  9. Write and publish a great book.
  10. Speak at industry events.

Make a start now because it takes focus and time to build a great brand. Seth Godin published a very famous book called “Purple Cow, transform your business by being remarkable”. How about applying some of those principles to the business called you?

Linda Coles is the author of “Learn marketing with social media in 7 days” (Wiley) and is a speaker and trainer on building relationships. She lives in New Zealand on a fig orchard. You can get a free sample of a chapter of her book by registering for her newsletter.

Shout out to and Peace & Love to Linda Coles

Ways to Stand Out with your Contacts by Kim Althage

Generally speaking, most people tend to talk more than they listen and they like to talk about themselves. If you’re listening and then you ask good follow-up questions based on the information you just heard, you are already more likely to stand out in the other person’s mind.

 

Focused Attention is important, as well as asking the “right” questions. Focusing on them, as opposed to yourself or your awesome product (as most salespeople do) makes you memorable in the most positive way. Again, GIVING IS IMPORTANT, for by providing valuable information they might not have had before is the biggest factor when creating a solid business contact.

 

In other words, if you leave a networking event with a clear plan of how you can help others and you did not discuss your products or services…you have done well!

 

But there is another important element that can separate you from all others…THE LOST ART OF FOLLOWING UP.  Most people drop the ball here, but this is the most crucial step. How you respond sets the tone for who you are and how others remember you. Send each person an individual message, be it a phone call, email or note card.

 

Best methods for following up:

 

  • Handwritten  Notes – Ideal and certainly states your  desire to invest the time in fostering a relationship.  Should always be your first choice for  your highest priority contacts.  Utilize email and phone as viable secondary options.

 

  • Voicemail  – When you need to communicate your energy and attitude. Smile and be in a good mood, as your voice will  reflect your state of mind.

 

  • Email  – Good for a quick note or when time is of the essence. Craft a clear and attention getting subject line to get thru the clutter. Email works well  in conjunction with a voicemail or handwritten note to let someone know you will contact them.

What success stories can you attribute to your ability to follow up with contacts or clients?

Hugs and Peace to Kim Althage, St. Louis Professional Network Team

 

Need a system to stay in contact with your contacts and customers?  Go to www.sendoutcards.com/loryfabian.  You can create one card as a campaign and re-use THE SAME CARD over and over again for every new person you meet, to thank a customer or to show appreciation.  Each card can be personalized or used as a standard company correspondence response card.  Questions? Email me at loryfabian@sbcglobal.net