Posts Tagged ‘prospecting’

5 thoughts for thought-leaders

Friday, June 17th, 2011

“Every man is where he is by the law of his nature; his thoughts have brought him there.” James Allen, As a Man Thinketh

Robroy has read this quote dozens of times over the course of 20 years, and I still find fresh meaning.  Lately, in my work helping CEOs tell their stories, I’ve discovered it means that we can not only found companies with our thoughts, but grow them by leading the thoughts of others.

Here are some ways being a thought-leader helps you grow your company:

1. Attract talent

2. Stay top-of-mind with prospects

3. Differentiate yourself from competitors

4. Shorten your sales cycle

5. Generate referrals

The idea is, the more you make people think, the more they think of you.  Steve Jobs and Apple Computer might be the ultimate contemporary examples.  Apple comes out with a new product, and legions of followers are inspired to think in new ways.  Could this approach to leadership work for you?

It’s a thought.

(While you’re here, have another Robroy.)

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Twenty-One Ways to Use Social Media to Grow Your Business

Friday, February 19th, 2010

As Twitter, blogs and the many forms of social media continue to dominate all conversations about sales and marketing, Robroy still hears from doubting CEOs.

“Who cares if I’m hauling out the trash or playing with my kids on a snowy day?” they scoff.  “Give me one good reason to take my company in this direction.”

Will you take twenty-one?  Because that’s at least the number of fundamental changes in the way the marketplace communicates today.  Here are some of the ways you can benefit from joining social media:

  1. Let people know who you are
  2. Reach people quickly
  3. Build company culture
  4. Give voice to the company’s personality
  5. Release new features and ideas
  6. Get the truth from the community, like a focus group
  7. Interact with users and fans with questions and comments
  8. Recruit talent
  9. Share company content
  10. Share customers’ content
  11. Generate Web traffic
  12. Get answers quickly
  13. Correct mistakes / improve products
  14. Stay informed on industry trends
  15. Get feedback on what you’re doing, how you’re doing it, and what you should do next
  16. Make the company feel smaller and more cohesive
  17. Use as a sounding board
  18. Establish expertise
  19. Attract the media
  20. Humanize the company
  21. Build your brand

In the old days, no one expected to befriend a CEO, or know what he did with his personal time.  Social media changes that.  It makes everyone more accessible.  And if everyone is accessible, including your competition, my friend, do you need another reason?

(How are you using it?  Please comment below.)

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More sales turtles

Friday, January 22nd, 2010

But Robroy, you say.  In sales, you can’t catch every turtle by pouncing on it.  It would be overkill to catch a box turtle that way.  A snapping turtle would make you very sorry for trying.  So would a sea turtle, most likely.  What are the best ways to catch other kinds of sales turtles?

Box – she may be slow and shy, but deep down this buyer is motivated by the chance to make a difference in the lives of others.  To catch her, be persistent.  Be steady.  Look for ways to let her help you.

Snapping – he’s dominant and forceful and feared by all.  Be prepared.  Be bold.  State your business and skip the niceties.  Show him how you can make him more dangerous.  But stay in front of him – and keep your distance.

Sea – she’s powerful and beautiful and loves to ride the waves.  Research this buyer’s business associations and community connections.  Attend her groups’ activities, and see if you can have fun together.  That’s all she wants.

Painted – he’s smooth and polished but very cautious and rarely visible.  This buyer is motivated by what the facts tell him.  He does all the research and won’t talk to you until he’s ready to buy – then, he’ll reveal himself.  Be ready to jump.

Understand the sales turtle types, and what motivates them, and you’re on your way to becoming a sales turtlogist.

What turtles am I missing?

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Poking fun at the networking event

Friday, December 18th, 2009

Sales is a numbers game.  That boring cliché is true.  But you know what happens when you get too focused on the numbers, and not focused enough on what the hell you’re doing.  Things get un-boring, quick.

Take Robroy.  In my first year of sales, I was all fired up in my suit and tie at the early morning reception for Baltimore business leaders.  My goal was to shake at least ten hands and get at least ten business cards.  Unfortunately, with time running short, I reached out a little too fast for one guy.  He had a coffee in one hand and a pastry in the other as he turned and walked right into: “Hi!  I’m Rob Macdonald!”

He doubled over with a “woof!”

I was mortified – horrified! – for him and for myself.  I felt like I was the one who’d been punched in the gut.  I rushed to say how sorry I was and see if he was OK.  Was there anything I could do?  He just waved me off.  Knowing that he would never forget me, and not wanting to add more memories, I sorta allowed myself to be swept away by the crowd.

Ever since that morning, Robroy has worked hard to stay calm and be present to the other person and not worry so much about the numbers.  But one thing will never change.  Danger is my calling card.

(read more posts below.)

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Sales jails

Thursday, October 22nd, 2009

Voice mail is a wonderful convenience. Unless you are in sales.  In that case, there is no voice mail.  There is only voice jail.  A place where no one ever returns your call.  A place where you wait and you wait and you wait, while the game goes on without you.  Until you pick up one of these:

get out of jail free card

To get out of voice jail and back in the game, flip over the card and read the five quick tips Robroy has printed on the back for you:

1. Expect to leave a message.

2. Know that your sole mission is to get a call back.

3. Plan what you will say.

4. Keep it short.

5. Practice on your own voice mail.

Think these rules don’t apply to you?  Think you can just keep winging it and get all your calls returned?  Then you might as well go back to jail.  Go directly to jail.  Do not pass go.  Do not collect $200.

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