Category Archives: Communication
February 7, 2018 Why Everyone is Affected by the New Era of Selling
Whether you own your own business, you’re a solopreneur, a social media marketer, or in customer acquisition in a large firm, you’re in sales. You have a product or service. You want others to use it. It’s as simple as that.
Well…I wish it were that simple!
I worked as a sales manager at 3M for over two decades and saw a lot of changes…but those changes have accelerated over the past ten—or even five—years. Now, your potential customers can easily shop around and get to know your offerings and prices (and those of your competitors) before you even have a chance to reach out and engage them.
It’s also a social media-heavy marketing environment, and really hard to predict the next trend. Not to mention, with so many people elbowing for space on social media, it’s tough to get your voice heard.
It’s also a global society. You can hop on Etsy and buy a dress from a Japanese clothing company, or a pair of hiking shoes from Sweden.
In some ways, all these changes are great for consumers—they have a world of knowledge and products at their fingertips—but it’s not so great for small business owners or companies who are struggling to keep up.
HOW on earth do you approach sales in this new era?
I’ll admit, I’m not a marketer. I won’t tell you how to find your potential customers, but I will advise you on your approach once you find them.
Start with these five steps:
1. Believe wholeheartedly in your product
If you aren’t fully behind what you’re offering, it won’t sell. Potential customers are savvy enough to know when you’re not actually enthusiastic about the product you’re selling. Some of the most convincing ads I’ve seen on social media were for product that might seem ordinary (meals in a box, yoga pants, marketing webinars), but they were endorsed by very enthusiastic individuals who seemed to have a genuine stake in their product.
2. Pinpoint your audience with laser focus
Use data (and data analysts) to develop a deep understanding of who your audience is and it will be easier to find them and approach them. I’m talking not just about demographics (which is important, of course), but also your audience’s interests, their frustrations, and what makes them happy. Your product or service solves something. WHO benefits from your solution? When you know who, precisely, that is, you will feel good about selling them something that helps improve their life.
NOTE: You can utilize social media advertising to target people in a VERY narrow way. By having a precise understanding of your audience, you can take advantage of this ultra-targeted marketing.
3. Tell a story
If you’ve ever watched a crowding funding video on Kickstarter or IndieGoGo, you know that some of the most successful campaigns are ones that tell a story. It doesn’t have to be a personal story (although that can sometimes be effective); it could simply be the story of Jane Doe who travels for business all the time and can never sleep on the airplane…until she tried the Ultra Amazing Pillow!
When you tell a story in sales, you’ll want to make sure it feels natural (not over-rehearsed or awkward) and is relevant. Your story could be as simple as: “Mr. Jones had X Problem. Product ABC helped Mr. Jones in this way…”
4. Focus on education
This is the era of giving things away for free. Your customers will likely be used to getting free information (online newspapers, blog posts, eBooks, etc.), so why not take advantage of that mechanism? Offer a valuable (key word!) freebie and learn how to effectively use a sales funnel to turn interested individuals into paying customers.
5. Meet face to face
In our fast-paced, digital era, the most surprising “bold” move you can make is moving offline. Now, face-to-face interactions are more valuable than ever. It’s becoming a lost art to sit down with someone, look them in the eye, and tell them about what you do and what you’re offering. If you’re good at it, you will likely have an edge over nearly everyone else who is just playing the digital game.
MARGARET SMITH IS A CAREER COACH, AUTHOR, INSIGHTS®DISCOVERY LICENSED PRACTITIONER, FOUNDER OF UXL, AND CO-FOUNDER OF THE TAG TEAM. SHE HOSTS WORKSHOPS FOR PEOPLE WHO NEED CAREER OR PERSONAL GUIDANCE. YOU CAN VISIT HER WEBSITE AT WWW.YOUEXCELNOW.COM
Tags: better sales, engagement in sales, everyone a salesperson, everyone is in sales, honest sales, improve sales, Margaret Smith sales, Margaret Smith Twin Cities, new era of sales, sell your business, storytelling in sales
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- Posted under Better Business, Communication, Sales
January 24, 2018 Your COURAGE Workbook, Part 4: COURAGEOUS LEADERSHIP
The wrap-up of my COURAGE Workbook series dives into courageous leadership. Even if you are not a manager or “boss,” you can still be a leader. Whether you’re heading up a project or you’re the office go-to expert on a certain computer program, you are a leader and leaders must act with courage.
Why courageous leadership?
Without courageous leaders, the workplace stagnates. Bold ideas and innovation are ignored in favor of “we’ve always done it this way” methods. On the other hand, bold leaders embrace change, empower their team, and forge ahead, even when it involves some amount of risk.
Courageous leaders also stick up for their team. They are advocates for others, which means occasionally putting themselves on the line.
Bold leaders are not afraid to admit when they’ve made a mistake. Rather than try to blame others, they accept responsibility and then move forward, looking for solutions to the problem.
As a leader, how will you act courageously?
- Have you ever had someone advocate for you (recommending you for a job/task, sticking up for your abilities, trusting you to do something even if others had doubt)? How did it feel? How can you pass on the favor to someone else?
- Commit to embracing bold ideas. How will you encourage others to bring forward their thoughts? How will you foster an atmosphere of open communication and idea-sharing?
- Courageous leadership often involves speaking up, whether you’re discussing an idea, a person’s role, or a big change. Identify your next “speaking up” opportunity (a staff meeting, a one-on-one, a coffee meeting, etc.). How will you commit to speaking up, despite the risks?
MARGARET SMITH IS A CAREER COACH, AUTHOR, INSIGHTS®DISCOVERY LICENSED PRACTITIONER, FOUNDER OF UXL, AND CO-FOUNDER OF THE TAG TEAM. SHE HOSTS WORKSHOPS FOR PEOPLE WHO NEED CAREER OR PERSONAL GUIDANCE. YOU CAN VISIT HER WEBSITE AT WWW.YOUEXCELNOW.COM
Tags: be courageous, career courage, courage at work, courageous leadership, Margaret Smith coaching, Margaret Smith Minneapolis career coach, Margaret Smith professional speaker
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- Posted under Communication, Leadership
January 10, 2018 Your COURAGE Workbook, Part 2: EVERYDAY COURAGE
Last week, we talked about setting courageous goals and making an action plan for when things don’t go quite as expected. This week, I’d like to address everyday courage—the small, bold actions that can lead to big things.
If you’re going to achieve major changes this year (a promotion, a healthier lifestyle, a better social life, a new career path, etc.) you’ll need to step into every single day with a courageous mindset. Your road to success will be filled with ruts, bumps, and fallen trees blocking the way. How will you be able to overcome these everyday obstacles and focus on the bigger picture?
Start with the 5 P’s:
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Prepare
When you know a situation is coming up that will require courage, be sure to prepare. Your preparation will help you feel more confident when going into the difficult situation.
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Pep Talk
Before engaging in a tough conversation, heading into an important meeting, or even trying a new workout at the gym, give yourself a pep talk. Repeat an affirmation or take a few moments to visualize your success.
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Power Pose
Try this 2-minute power-boosting technique.
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Project Energy
When you project positive energy through your body language and voice, your confidence will naturally grow.
- Plan B
Creating a Plan B will give you something solid to fall back on when your initial plan didn’t fly. Take time to think of alternatives “best routes” whenever you’re diving into something new or trying to make a change.
For more the 5 P’s, watch this 2-minute video!
NOW, for the workbook part:
- Next time you need to act courageously, what will your pep talk be? Write out a few lines that you can recite to yourself when the time comes.
- How will you act with confidence this week? List three ways you’ll demonstrate your self-assuredness (speaking up, practicing your power pose, doing something you don’t want to do, etc.)
- Think about the next event/meeting/situation where you’ll need to tap into your courage. How will you prepare? What “Plan B” ideas do you have, in case things don’t go according to plan?
MARGARET SMITH IS A CAREER COACH, AUTHOR, INSIGHTS®DISCOVERY LICENSED PRACTITIONER, FOUNDER OF UXL, AND CO-FOUNDER OF THE TAG TEAM. SHE HOSTS WORKSHOPS FOR PEOPLE WHO NEED CAREER OR PERSONAL GUIDANCE. YOU CAN VISIT HER WEBSITE AT WWW.YOUEXCELNOW.COM
Tags: be courageous, business coach Margaret Smith, capture everyday courage, career courage, courage at work, courage goals, margaret smith career coach
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- Posted under Advice from a Life Coach, Changing Your Life, Communication, Thrive at Work
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