Blog Archives

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.

 

Make this Summer a ‘Summer to Remember!’ by Lory Fabian

A lot of us plan our daily lives and work lives, but have you ever thought about mapping out your entire summer?  The true organizers in our life already know the importance of planning ahead. But the majority of us tend to take our summer days and weeks as they come. We insert a vacation or two and our summer is over before we are ready for it to be over. There are far too many places that we miss out on seeing or didn’t get to enjoy, strictly due to the lack of planning.

This year think about choosing a Family Summer theme. Be creative and come up with activities that include what each spouse and family member wants to do. Include activities together and separately with friends.  Be sure that every family member’s activity is included in the mix.  If money is an issue, negotiate a compromise. It’s important that everyone in the family feels that their voice matters; that each one gets to chose some of their favorite activities to do over the summer.  It goes without saying that family chores come first before fun!

Below are some idea and links to help you start planning:

Google Strawberry Festivals and find one in your area.  Indulge!

Sit on the porch and enjoy an old-fashion ice cold glass of lemonade. {Google for homemade recipes} Enjoy conversations with friends, family & neighbors. Homemade cookies or cake will turn your porch into a gathering place.  Make it a weekly event.

Did you know that Ice Cream is good for the soul?  Whether you make your own or buy your favorite brand custard, enjoy sharing your day’s events and eating ice cream with your family.

Buy a whole watermelon and keep it refrigerated for a day or two so that it gets ice-cold.  Cut watermelon into large pieces and sit on your porch or back yard and have a contest to see who can shoot the seeds the farthest.

Lie in your hammock late at night and try to name the different constellations.

Go to the airport and watch families greeting each other who have been away.  It makes you appreciate your family more. Watching our military veterans come home is my favorite feel good moments at the airport.

Do the obvious: visit the Zoo, the Botanical Gardens and visit local parks.

Plant a garden.  Not enough room?  Try using window boxes, barrels, tubs and baskets.  Google, Google, & Google for great ideas from other gardeners.

Celebrate Summer Solstice on June 21 by camping out in your own back yard or one of the many parks in your area.  Pitch a tent, bring out sleeping bags, and build a campfire in the grill. Tell ghost stories and then sleep in the moonlight.  Don’t forget to bring the S’mores for desert. (http://listofusnationalparks.com) (americanhiking.org) (http://discovertheforest.org)

Book at weekend at Pheasant Valley Farms (http://www.pheasantvalleyfarms.com/ and take a trip down memory lane by catching bugs or fire flies on the lawn at twilight. Prepare a safe jar that includes a lid with holes and grass.   Make sure to let them fly away home after their brief visit.  Enjoy hunting, hiking, and fishing. Build a bonfire and enjoy PVF’s old fashion front porch.

Host a Garden Hat party!  Ask your guests to bring their favorite bottle of wine.  Enjoy the sights and scents of the garden and conversations while sipping on a new wine or cold beverage.

Shared moments bring us health and warmth and comfort.

Wishing you all a fabulous summer! Remember to rest, plan events and be grateful for what you have!

Feel free to share your favorite summer memories in the comment box.

 

What is the BEST Gift you EVER Received as a Mother? by Lory Fabian

Mother’s Day is celebrated on the second Sunday of May. This year, Mother’s Day is on Sunday, the 11th of May.

What is the BEST gift you ever RECEIVED as a Mother?

My favorite & always anticipated Mother’s Day gift is the yearly handmade card I receive from, Kiana, my 15 year old daughter. Kiana always sprinkles her traditional obligatory “Why I Love my Mother” list with treasures of her feelings and memories over the past year sandwiched in between. Memories of outings, family conversations and her recollection of deep seeded appreciation that I might not ever remember or even recognize as special until I read Kiana’s words written on my card, but surely spoken sincerely from her heart.

Contrary to public opinion, words from the heart are priceless & meaningful. Personalized cards have way more value than fancy store bought cards that are often tossed within a week or two. I keep my Mother’s Day card treasures, every card my daughter ever made for me, in a special keepsake box. I read and re-read Kiana’s cards whenever I need a lift.

In 2011, Kiana created my Mother’s Day card from her own SendOutCards.com account. Kiana’s Mother’s Day cards now include photos from the past year & include some of her favorite ‘selfies’ which I savor as much as her written words.

What is the BEST gift you ever gave your Mother?

Looking for a new idea?

Why not send a special heartfelt personalized note of love to your mother and/or grandmother this year? Visit my website at www.sendoutcards.com/loryfabian and send a card on me.

Cost: Priceless.

Go to the SOC Gift store at SendOutCards.com/loryfabian to find the perfect gift for your mother. Choose a gift you know your mother will love: flowers, books, chocolates, gourmet food and snacks? Do you know SOC has unique & special gifts to choose from? Why not send a “You Shouldn’t Have Gift” this year? Your Mother deserves it.

Do you know friends and family who recently lost their mother? Make time to send a card and share all the reasons why you miss and loved their mother. Let your friend and family member know that you are thinking of them on Mother’s Day. One card may help lessen the grief and deep pain of losing their mother if even for a brief moment.

Send an “I’m Thinking of You” or a ‘No Reason’ to write card to your sister, aunt, or female friend who wanted to be a mother, but was not able to.

Send a card to all the wonderful and amazing Mom’s you know and tell them how amazing they are. Send a card to all the “MOM’s” in your children’s life. After all, it takes a village to raise our munchkins.

WISHING ALL YOU MOTHERS A HAPPY & JOYFUL MOTHER’S DAY

SEND MORE not LESS SendOutCards.com Christmas & Holiday letters

While many believe that Christmas cards are becoming a tradition of the past, I say we all need to send more Christmas (holiday) cards.  It’s important that we send cards of Christmas (or Hanukkah or Kwanzaa) blessings, include family photos, and most of all, send a letter journaling what you and your family (and pets) has been involved in the past 12 months.  People who care about you really want to know and appreciate hearing from you. (especially out of town family)  This is typically the only time of year that it is culturally accepted to send one family letter to hundreds of people. So just do it!

Please, please don’t use the excuse that Christmas letters and stamps cost too much money.  It’s almost always a question of priority.  Ask yourself; what is value of nurturing your relationships versus sacrificing a couple of 6 packs, or a few of those fancy coffee drinks, or not buying that new outfit with shoes that you will only wear once?   Families and friends should always come first!

In this new age of information, too many of us are inundated with digital, quick to the point messages through Instant Chat, Text & Twitter.  It’s easy to see why email is the preferred form of communication in today’s workplace and at home.  However, digital, impersonal, often short, email messages can never bond relationships.

If we really want to stay connected, it’s imperative that we spend more REAL TIME with family & friends throughout the year.  In addition, send a REAL SendOutCard.com/loryfabian       3 panel Christmas letter to your friends and family updating them on your tough times as well as your family’s achievements and happy times over the past year.

Send a warm, humorous, and genuine letter about yourself and your family.  Remember, none of us live edited lives, so never feel like you have to write one. Share the good, the bad & perhaps only a little nugget of the ugly. A lot of times, your letter will prompt others to send a letter back to you.

Another idea for this year; think about writing a letter to Yourself. Send a letter journalizing your celebrations over the past year. Document the tiny changes you made that have made a big difference in your everyday life.  Include a paragraph or two on what you are grateful for over the past year and who you are grateful to have in your life. Choose from pages and pages of beautiful blank cards to write your letter on.

And lastly, write a second letter, dated this time next year, in which you describe how your dreams came true.  In it, outline your ideal life in detail – exactly what you’re doing, how you’re doing it, who’s doing it with you.

Write these two Christmas letters for your eyes only. This is a letter to not only the world, but to the Universe declaring your aspirations in concrete form. It’s the same as writing down your goals. It can be the most powerful of motivational tools because it engages your emotions increasing the pulses of creative energy your subconscious mind needs to transform a reverie into reality perfected. (idea source – Sarah Ban Breathnach)

SendOutCards.com recently sent out their 100,000,000th (100 millionths) card.  There is magic in card sending.  If you want to create your own magic this year, visit my website at:

www.sendoutcards.com/loryfabian

Merry Christmas, Happy Hanukkah & Happy Kwanzaa, To You All!

Why Do Your Potential Customers Say “No”? by Ultimatesparkle

Knowing the 5 buying decisions your customers have to make can help you understand what they are saying “no” to.

When selling your product, it greatly helps to understand the 5 buying decisions that your customers make before they are willing to say “yes” and purchase from you. Unfortunately, a single “no” to any one of these 5 decisions often results in loss of a sale. Therefore, knowing these decisions allows you to be aware of and address them all to help you connect with your customer and earn more “yes” decisions.

Decision #1: Do I like and trust you, the salesperson.

Your prospective customer’s first impression is often not with the product or service you sell, but with you. People judge others on two primary criteria: (1) likability and (2) competence. Each time you meet a prospective customer, they think, “Do I like and trust this person?” They need to feel that you are both a kind and knowledgeable person.

Do you have integrity — are you working for their benefit or only your own?

Are you credible — do you understand your product/service?

How to improve your chance of “yes, I like and trust you”:

  • Build rapport.
    • Be nice.
    • Be polite.
    • Be a good listener.
    • For tips on building rapport, see our blog When Meeting Your Customer for the First Time.
      • Have and project integrity.
        • Always be honest.
        • Make sure you work for their benefit, not just for your own.
  • Be credible.
    • Know your products and services.
    • Understand how your company adds value to customers.

 

Decision #2: Do I like and trust your company.

The prospective customer wants to know that your company is dependable. You are the representation of your company and how they think and feel about you will often be transferred to how they think and feel about your company. When you demonstrate integrity, credibility, likability, and trust, your prospective customer will be much more willing to see your company in the same light.

How to improve your chance of “yes, I like and trust your company”:

  • Only work for a company you personally like and trust.
  • Be familiar with your company.
    • Be able to talk about your company’s history, leaders, culture, and mission.
  • Provide material, if available and relevant.
    • Have a business card and direct them to the website for additional information.
    • Provide marketing material, if available, such as press releases, newspaper articles, customer reviews, etc.

 

Decision #3: Do I like and trust your product or service.

Even when the prospective customer likes and trusts you and your company, their primary concern is whether your product or service really will fulfill their emotional and practical need. The best thing you can do is to let them tell you what their needs are.

How to improve your chance of “yes, I like and trust your product/service”:

  • Understand what their need is.
    • Ask open-ended questions that start with Who, What, Why, When, Where and How.
    • Listen closely to their answers.
    • Confirm understanding.
    • A good way to do this is by repeating back to them what you think you are hearing and asking them if your understanding is correct.
    • A good example is “I am hearing that your need is X…is this correct?”
      • Understand your product’s benefits.
      • Provide the best product match for their need.
        • When they have confirmed that you understand their need, work with them on selecting the product or service you offer that fulfills this need.
        • Always be honest with yourself and with them.
        • Don’t try to sell them something they don’t need or doesn’t help fill their need.

Decision #4: Do I like and trust your price.

Most people don’t truly buy solely on price. They buy because of value.

How to improve your chance of “yes, I will pay that price”:

  • Sell value, not prices.
    • As stated above in Decision #3, show them the benefits of your product and service that fulfill their need.
    • Help them see the value that your product/service provides by saving them money in better quality, higher durability, uniqueness, timesaving, convenience, etc.
    • If one of your benefits is a low price, great! Make sure they are aware of this.

Decision #5: Is it the right time to buy.

No one wants to spend money before it’s necessary and their comfortability with when the right time to buy can vary widely from person to person.

How to improve your chance of “yes, I am ready to buy now”:

  • Identify their objections and concerns, if any.
    • Ask more open-ended questions such as “What additional questions or concerns do you have?”
  • Work with them to provide solutions to their objections
    • Are they still worried about money?
    • Maybe you can help them with flexible payment arrangements or discounts.
      • Are they concerned about making the wrong choice?
      • Let them know about your return policies and satisfaction guarantees.

It is important to not be too aggressive. If they are not ready to buy, don’t pressure them. Remember that the best salespeople spend energy on building customer relationships, not on pushing products and services. See our blog Make The Sale Without Being Pushy.

In summary, knowing and giving attention to the 5 buying decisions that your customers make will help you when selling your product. Whenever you hear “no”, try to understand which of the 5 decisions they are saying “no” to.

If they are saying “no” to you or your company, you need to work on building better relationships and branding yourself and your company.

If they are saying “no” to your product or price, maybe you need to work on better communication of the benefits and value that your offerings bring.

If they are saying “no, now is not the right time for me”, then you can ask them if they would be open to keeping in touch and when a good time would be to follow up with them.

Getting a “yes” from your customer means they are saying “yes” to all 5 decisions. The better prepared you are for addressing each of the 5 decisions, the better chance you have of completing the sale and truly fulfilling your customer’s needs.

Shout out to  ultimatesparkle

Network Marketing is About Relationships by Dean R Black

Dean Black states the obvious about network marketing is about relationships.  I wonder why so many of us do tend to skip over the basic rule of building relationships first.  If you are hunting instead of farming, you are working way too hard.

In business, as in sports, getting back to the basics is always the first step to winning and becomming successful. 

Network marketing is fundamentally about relationships. Building strong relationships before you talk about your opportunity is one of the basic principles behind any successful network marketing strategy. I realize that’s an extreme simplification of a sophisticated concept, but that’s the point. In fact, it’s so basic that if you’re not careful you can skip right over it.

Sometimes we don’t think too much about the simplest principles that are the fundamental building blocks in our approach to doing complex things. For example, when was the last time you really thought about how to drive a car? Most likely it was either when you learned to drive or the last time you taught someone else how to drive. But driving a car consists of a series of simple steps that combine together and result in a complex action: getting you from point A to point B without getting in an accident. It’s a big deal.

Building relationships in network marketing is the same thing. Building a sustainable long-term relationship with the people on your list consists of a series of simple steps that keep people eager to connect with you on a regular basis.

You will want to make sure that you never take your list for granted. Think of your list not in terms of a database of contact information. Instead, think of each email address, mailing address, phone number, etc. as a real person because that’s what it is.

To be successful in network marketing you have to build and sustain relationships. In a mutual relationship you are giving each other value. Both parties are getting something positive out of the relationship, otherwise it is not sustainable. This is a voluntary exchange of value between two people. You both need to work at it for it to succeed, and you both will get something out of it.

As in the example above the steps to build a relationship with people are simple and they will create a picture of what the person wants and needs are.

1. Be Curious about the other person.

2. Ask the person to tell you about themselves.

3. Be sincere in your responses. Just be honest.

4. Be Patient and do not try to skip right into a sales pitch. Resist the temptation to sound like a salesman.

5. Be yourself. Do not try to fake any of this, it will not work in the long run.

By asking questions and being curious you will help them to find the answers to their problem themselves. You want to be in a supportive role only and you cannot tell them what their problems are. They need to come to this by themselves and the way you will help them with this is to ask them questions and be curious about them.

When this is done correctly then they will be asking you for help in solving any problem they have. This is how you position yourself as a leader. This is also the difference influencing people and manipulating them.

This is the essence of network marketing and when you master this process then you will be on your way to being successful.

A shout out, peace and hugs to Dean Black.

Attraction Marketing Coach

http://www.deanrblack.com

Sendoutcards.com/loryfabian is one of the most powerful tools available that will help you stay in touch and stay connected to your network by sending personalized, heartfelt messages.   You can send one card or 100 cards with a few clicks of the mouse.  Learn how easy it is to keep in touch with &  never forget a birthday or anniversary again.

Go to www.sendoutcards.com/loryfabian for a test drive & send out a free card today!

Make it Real and live in the Moment!

 

The Power of Gratitude in Business by Tricia Molloy

Before I wrote my book in 2006 and starting my Working with Wisdom speaking, training and mentoring business, I was a marketing professional. In fact, my public relations firm, Molloy Communications, turns 25 this year.

Although I don’t do much marketing these days, one service I continue to offer is writing testimonial quotes. Many professionals have found that you can wait a long time for even the most delighted clients to send their testimonial quotes. And, when they do, they are often generic or not focused on your key messages. That’s why I chose to facilitate the process by interviewing my clients’ clients and writing the testimonials for everyone’s approval. I’ve written more than 500 over the years.

The reason I’m so passionate about testimonials goes beyond its power as a third-party endorsement. It’s about the power of gratitude. When I interview my clients’ clients and help them articulate their appreciation, the process produces multiple outcomes. Their client is reminded of the good work that was done on their behalf, which prompts them to do more business and refer others. My client gets to read that what they’ve done really matters and can share that testimonial with the support staff that often doesn’t get any client feedback. Then, these testimonials are featured on my clients’ websites and are also added to their LinkedIn profiles—a much better alternative to the one-click LinkedIn endorsement that lacks any thought or credibility.

Compelling client testimonials are like word-of-mouth advertising on steroids. Whether you’re an attorney, management consultant, marketing professional, speaker or business vendor, you can benefit from client testimonials. If you would like my help, find out more at http://www.testimonialwritingservice.com.

If you’re a good writer and would like to do it yourself, here are some best practices I’ve learned along the way.

1. Before You Begin: To increase the effectiveness of your collection of testimonials as a marketing and sales tool, pinpoint three key messages–such as the high level of client service you provide—and make sure each testimonial touches on at least one of those messages.

2. During the Interview:  Ask open-ended questions, like: “What was your problem and how much was it costing you?” “What results came from my help?” “Is there one instance, as we were working together, that most impressed you?” “How would you describe my personality and working style?” “How do I compare with others in my field?” “What else would you say to someone who was considering my services and/or products?”

3. When Crafting the Quote:  Use action verbs and descriptive, emotional words. Vary short and longer sentences, and limit the quote to no more than five sentences. Maintain the tone of each client so it doesn’t sound the same.

4. Once the Quotes are Approved:  Add the quotes to your website, emails and proposals. Request that your clients post their quote to your LinkedIn profile since you can’t do it for them.  And, of course, thank them for their testimonials!

I hope this helps you harness the power of gratitude in your business. Let me know if you have any questions or comments.

A Shout Out, Hugs and Peace to Tricia Molloy, a woman who GETS IT and Is Sharing IT. May her sharing return tenfold.

http://www.triciamolloy.com/2013/02/the-power-of-gratitude-in-business-how-to-write-compelling-client-testimonials-for-your-website-and-linkedin-recommendations/

Leaves of Grass – Give me the Splendid, Silent Sun | Walt Whitman (1819–1892)

To all YOU Mother’s out there, please take a moment to enjoy the gift of words written by Walt Whitman many, many moons ago.

GIVE me the splendid silent sun, with all his beams full-dazzling;

Give me juicy autumnal fruit, ripe and red from the orchard;

Give me a field where the unmow’d grass grows;

Give me an arbor, give me the trellis’d grape;

Give me fresh corn and wheat—give me serene-moving animals, teaching content;

Give me nights perfectly quiet, as on high plateaus west of the Mississippi, and I looking up at the stars;

Give me odorous at sunrise a garden of beautiful flowers, where I can walk undisturb’d;

Give me for marriage a sweet-breath’d woman, of whom I should never tire;

 Give me a perfect child—give me, away, aside from the noise of the world, a rural, domestic life;

Give me to warble spontaneous songs, reliev’d, recluse by myself, for my own ears only;

Give me solitude—give me Nature—give me again, O Nature, your primal sanities!

These, demanding to have them, (tired with ceaseless excitement, and rack’d by the war-strife;)

These to procure, incessantly asking, rising in cries from my heart,

While yet incessantly asking, still I adhere to my city;

Day upon day, and year upon year, O city, walking your streets,

Where you hold me enchain’d a certain time, refusing to give me up;

Yet giving to make me glutted, enrich’d of soul—you give me forever faces;

O I see what I sought to escape, confronting, reversing my cries;

I see my own soul trampling down what it ask’d for.

 Keep your splendid, silent sun;

Keep your woods, O Nature, and the quiet places by the woods;

Keep your fields of clover and timothy, and your corn-fields and orchards;

Keep the blossoming buckwheat fields, where the Ninth-month bees hum;

Give me faces and streets! give me these phantoms incessant and endless along the trottoirs!

Give me interminable eyes! give me women! give me comrades and lovers by the thousand!

Let me see new ones every day! let me hold new ones by the hand every day!

Give me such shows! give me the streets of Manhattan!

Give me Broadway, with the soldiers marching—give me the sound of the trumpets and drums!

The soldiers in companies or regiments—some, starting away, flush’d and reckless;

Some, their time up, returning, with thinn’d ranks—young, yet very old, worn, marching, noticing nothing;)

Give me the shores and the wharves heavy-fringed with the black ships!

O such for me! O an intense life! O full to repletion, and varied!

The life of the theatre, bar-room, huge hotel, for me!

The saloon of the steamer! the crowded excursion for me! the torch-light procession!

The dense brigade, bound for the war, with high piled military wagons following;

People, endless, streaming, with strong voices, passions, pageants;

Manhattan streets, with their powerful throbs, with the beating drums, as now;

The endless and noisy chorus, the rustle and clank of muskets, (even the sight of the wounded;)

Manhattan crowds, with their turbulent musical chorus—with varied chorus, and light of the sparkling eyes;

Manhattan faces and eyes forever for me.

Peace and Shout out to the friends at my virutual ‘office’ at Bogey Hills BreadCo’s. .. They’re new ad showcasing a new smoothie gave me the idea to research an old friend, Walt Whitman.

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