Motivation Shots from The Doc

Tips and Techniques to Apply for a Healthy and Productive Workplace
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Posts Tagged ‘Business’

Are You at Risk of Being Misunderstood

Posted by The Motivation Doctor on June 25th, 2010 View Comments

Do the people you come into contact with know what your business is all about or what you do for a living?

I was talking with my friend Susan recently about another friend, Carole, who has just started her own business. “I’ve asked Carole twice about her business and I’m still not sure what she does” said Susan.

We both agreed that the business had something to do with event organisation but we weren’t really clear.

This is a real pity because Susan, as the General Manager of a local business could use the services that Carole offers. However she’s unlikely to do so when she doesn’t know what it’s about.

When people ask you what you do or what your business is about, make sure you say something that grabs their attention and makes them want to hear more.

What you say needs to be:

  • A brief description that says exactly what you do and who you do it for
  • A benefit statement that offers value to your customer or client
  • Short and punchy – 10 to 20 seconds maximum
  • Not glib or sickly
  • Variable – you should have different statements depending on who you’re speaking to
  • Delivered with enthusiasm and energy
  • Associated with good feelings – appeal to the emotions
  • Something you can use on various occasions – over the phone – on your business cards – brochures – website – email signature – letterheads
  • Something that grabs attention and makes the other person want to learn more

Here are some examples of benefit statements from people in -

A computer or software business – “I show small business people how to get more out of their computer systems so that they can improve their customer service and get more sales.”

A marketing business – “We improve a company’s image so that they can get more profit from their business.”

A financial business – “I show people how to save money so that they can have an enjoyable retirement.”

So put this to the test – write out your benefit statement and practise it until you’re comfortable with it and it becomes part of you.

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Posted in Sales

How to Get More Sales Without Selling – Free eBook

Posted by The Motivation Doctor on May 26th, 2010 View Comments

It doesn’t matter what business you’re in, I’m sure that you’re very much aware of the need to find new customers and clients for your product or service.

This FREE eBook is not about getting on the phone and making cold calls or making sales calls face to face (however, if you want to know how to get better at cold calls, please get in touch). This book is about creating a situation where customers will beat a path to your door – it’s about getting customers to come to you.

It will show you how to get other people to sell your product or service and it not cost you anything. And it’ll turn you into a marketing and promotion expert.

We’ll look at the reasons why people buy and why they should buy from you. We’ll then look at how to build your business image, how to network and get referrals and how to conduct promotional activity.

As we go through I’ll suggest certain books that’ll help you. Some of these I’ve read and some I haven’t. It’s up to you to decide whether it’s the right book for you.
The links will take you through to an Amazon website either in the UK or the US. You’ll be able to get more information there and either order or try somewhere else.

I’ll also suggest certain websites where you’ll get information, or where you can do things (such as design your own business cards). Again I’ve used some of these sites and not others – it’s up to you to decide if they can help you.
I’d also suggest that you sign up for the newsletters from some of these sites. There’s lots of free information that could be heading your way (naturally, I expect you to sign up for mine as well)

I’m constantly approached by people, that have either just started a business or have been going for some time. So many of these people are absolutely brilliant at ‘working in their business’ but not so good at ‘working on their business.’

What everyone wants to know is – “What does it take to succeed in business? Is it a great product or service, or perhaps plenty of money or even modern premises and dedicated staff?”

All of these are great but what you really need is - Customers!

No customers – no business – one customer – you’re in business – hundreds of customers – you’re in big business.

Whether you want a small business or a big business, you need customers. And of course you need to be constantly looking for more because you’ll always lose some through no fault of your own.
There’s only one thing to do to receive this FREE eBook and get more customers for your business – sign up for ‘Booster Shots’ newsletter at the bottom of this page.

There’s always a catch isn’t there! However, ‘Booster Shots’ is packed with tips and techniques for building business, it arrives in your inbox every fortnight and if you don’t want it, you can easily unsubscribe (as if you would!)

Click this link:

For Email Marketing you can trust

Posted in Customer service, Sales

One Sure Way to Make Ordinary Customer Service, Extraordinary

Posted by The Motivation Doctor on April 26th, 2010 View Comments

Have you ever experienced extraordinary customer service? Let me explain what I mean.

I recently ordered a screen protector for my iPhone from an online supplier. A few days after ordering, a small padded envelope arrived by post, just as promised. I tipped the contents out on my desk and there with the screen protector were two fruit sweets, or candies as my American friends like to call them.

There was no note, no explanation, just the delivery paperwork. But the underlying message to me from this company was – “Here is the product you ordered, and we just want to let you know that we’re warm friendly people and fun to deal with.”
It humanized the whole transaction and made me smile.
Ordinary customer service is about efficiently and quickly supplying a product or service that is value for money and meets the customer’s needs. And nowadays, customers take that as a given.

Extraordinary customer service is about touching the customer on an emotional level. It’s about letting them know that you care about them as human beings. It’s obviously easier to do that face to face or even down the phone. It’s more difficult by mail, but it can be done.

The difference between ordinary and extraordinary customer service, is just that little bit extra.

And that little bit extra can be achieved by being a bit more human.

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Posted in Customer service

How To Be Great At Networking

Posted by The Motivation Doctor on February 23rd, 2010 View Comments

Posted in Leadership, Management, Sales

Public Speaking Tip

Posted by The Motivation Doctor on November 27th, 2009 View Comments

If you’re ever asked to speak anywhere, and there is someone who’ll introduce you, make sure you write your own introduction. Don’t leave it until the day and have a ‘word in the chairman’s ear.’

He or she will inevitably get it wrong. They’ll mangle your name, make up stuff that will embarrass you, and generally make a mess of your introduction.

I was once introduced at business meeting by a lady who said: “Please welcome Alan Fairweather who I hear is very funny!”
The thing was that I wasn’t prepared to be funny; I believed they wanted some useful business advice, not a comedy turn. I certainly learned from that one. (And yes; I am funny!)

Write out your introduction exactly as you want it to be heard – large type, double spaced and easy to read. Underline any points you want empathised and explain what you want to the chairman.

This is no guarantee of success however; I attended a recent event where I was the main speaker. I offered my introduction to the chairman and he said, “It’s all right, I won’t need that I’ve already done some research on you and I’ve written your introduction.
Nothing I could do about it; so he went on to introduce me in a way that even I didn’t know who he was talking about.

You have been warned!

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Posted in Leadership, Public speaking

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