Tag Archives: Margaret Smith Twin Cities
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
December 6, 2017 Have you prepped for this dreaded interview question?
Most of us know it’s coming. It’s that question interviewers love to ask, just to keep you on your toes: “What are your greatest weaknesses?”
Are your palms sweating yet? Is your brain spinning in circles, trying to figure out how to answer this question? Or, do you have some kind of canned answer you found from a website?
It’s a tricky question, and infamously difficult to get right. On the one hand, you don’t want to reveal anything too terrible that will potentially cost you your interview. Then again, you don’t want to be dishonest or gloss over the answer with something like, “People say I work too much and am too dedicated to the company!”
No interviewer is going to be impressed with an answer like that. It’s disingenuous and doesn’t tell them anything about you, except that you’re good at studying stock answers for interview questions. So how to approach this question?
First of all, be aware that sharing your challenges and flaws—the very things that make you human—can actually help you come off as a more authentic, relatable candidate.
Joe Grimm of the Poynter Institute, an organization dedicated to integrity in journalism, suggests that interviewees faced with this question should always be honest and avoid mentioning character flaws because these are traits that are difficult to change. Instead, mention areas where you’re determined to improve. Consider saying something like, “I’m not as adept with Excel as I’d like to be, but I’m currently improving my skills through internet tutorials.”
Be sure to never talk about strengths as weaknesses. Your “over-commitment” to work is just another way of saying, “I’m a dedicated employee” and interviewers can see right through your wordplay.
Remember: Don’t overthink your response to the point that you panic and don’t have one. As Washington Post journalist Lily Whiteman reminds us, “the worst responses are ‘I don’t know’ and the comical ‘I have no weaknesses.’”
You should also try to cater your response to the position and organization to which you are applying. Anticipate the motivation and interests of the interviewer when selecting your response and personal story. For example, if you are applying for a position as a financial adviser, you might talk about one of the specific areas in which you lack experience—say estate planning for people with over $1 Million in assets. And then (as mentioned earlier), demonstrate how you will familiarize yourself or how you are already working to improve in this area.
Keep in mind, this question mainly exists because it reveals whether you, the applicant, possess key qualities such as self-awareness, authenticity, sincerity, adaptability, and foresightedness. Reveal that yes, you have weaknesses, but you will not let them stop you from doing the best job you can do for their organization.
Happy interviewing! Please contact UXL today to find out how we can help you transform the future of your business or career through guided professional coaching.
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: answering greatest weaknesses question, best interview tips, business coach Margaret Smith, dreaded interview question, interview prep, margaret smith career coach, Margaret Smith Twin Cities, prepare for interview, tricky interview questions, what are your greatest weaknesses
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- Posted under Advice from a Life Coach, Interview Tips, Personal Branding
October 25, 2017 How understanding yourself builds confidence
When was the last time you paused and assessed your thoughts or the words you just said? When was the last time you considered your emotions and wondered why you feel the way you do?
It’s rare to be so self-reflective, but it can play a huge role in both your professional and personal success.
When you deeply understand yourself, you are aware of the situations that make you uncomfortable and the ones that bring you joy. You understand your personal communication style and your ideal conditions for a good conversation. You also know your perfect work environment and how best to be productive.
There are many positive effects of developing a deep understanding of yourself, including elevated confidence. How does your confidence grow when you are intimately familiar with yourself?
1. You can prepare for uncomfortable situations
If you know standing up in front of a group OR working alone OR sharing your ideas with a co-worker or boss makes you uncomfortable, acknowledge that potential discomfort and prepare for it. Preparation might include extra research, practicing your presentation in front of a mirror, or amping yourself up ahead of time.
2. You improve communication
If you deeply understand your communication preferences, you are able to acknowledge them and help others understand them as well. For instance, if you prefer talking over an idea in a one-on-one setting, make an effort to arrange such meetings. Or, if you know you like the limelight, consider setting a timer for yourself to limit speaking time AND make an effort to ask others for their thoughts or opinions.
3. You understand your skills and limitations
At the intersection of what you enjoy doing and what you’re good at doing is your sweet spot. When you are aware of what you do well and what you like to do, you’re better able to pursue or turn down projects, based on your preferences and skill set.
4. You’re better at leading a team
When you understand how your own thinking works, that can create a better awareness of how others communicate and collaborate. It’s all about observation. Your increased awareness can be applied to your team and, through conscious observation, you can come to understand what works for certain team members, and what doesn’t.
Additionally, you’ll be mindful of how you might react when your team members do something that might irritate you, such as turn in a project late or fail to speak up and offer ideas at a meeting. When you’re aware of your emotions, you can react in a more controlled, level-headed way.
Knowing yourself—your communication tendencies, you emotions, your personal preferences—can help make you more self-assured. This kind of awareness is what builds an excellent leader.
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: find your sweet spot, know your team, know yourself, Margaret Smith life coach, Margaret Smith Twin Cities, Margaret Smith UXL, resilience at work, understand strengths, understand weaknesses, understand your preferences
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