Confidential Counselor

I love the sales role. Though my title is, and has been CEO for several companies over the last two decades or so, I still love the sales function the most. Sure, part of the thrill is the “hunt”. But the ability to persuade people to share the same enthusiasm and passion for the product or service that you are offering is intoxicating.

Lately I am left wondering what has happened to the noble profession of sales. Several clients have asked Confidential Counselor to recruit sales people for their companies and, frankly, the pickings have been very slim. Other clients have requested that I work with their sales people to evaluate them so we can better identify strengths and weaknesses. Here, too, I have been extremely disappointed at the lack of professionalism, energy, follow-up skills, and commitment to be the best of the best. Though shortcomings in management contribute to much to the problem, nonetheless, as a professional sales person, you either have it, or you don’t.

In a weak economy, businesses need a strong sales team to not only keep current customers but to also take away business from the competition. In good times, quality sales people function in the same way but also successfully negotiate price increases, longer term sales commitments, and new areas of business development.

Your business may offer the greatest products and/or services in the world but without a quality and well trained sales team presenting them and representing your company in the best possible manner, your success track is very limited and cannot adequately support the revenue goals for your company.

If you need assistance in evaluating your sales team, identifying the best possible sales candidates for your company, or to offer training for your current team, email me anytime.

By now you know well of the power and usefulness of Twitter. This is especially true for small businesses, Confidential Counselor included!

What I find amazing though is how many businesses ask customers to “follow them” yet fail to reciprocate. Restaurants seem especially guilty of this.

If you are promoting your Twitter presence on your website, why wouldn’t you follow your current or potential patrons back?

With few exceptions I only follow people who follow me as well. Each week I go through my account to drop those who do not reciprocate. While some may argue that we can learn from others without them following us, my argument is that we ought not forget the “networking” part of social networking.

Kudos to Applebee’s as they are obviously understand the importance of making guests feel wanted, both in-person and through cyber means.

Feel free to connect with me on Twitter, and rest assured, I will follow you back!

One of my favorite quotes come from Joseph Preistly: “The more elaborate our means of communication, the less we communicate.”

How much of your communication today is done via email, text messages, Twitter and Facebook and other electronic means? Now consider how many times you spoke to someone face-to-face, or even by telephone and walked away with a new order, a commitment for business, or some other action that will benefit your company. Electronic technology is a good way to start a connection, but to establish a true relationship, you have to move forward with personal contact.

While I am no Luddite and I agree that there is a time and place for electronic communication, it will never replace human interaction.

As Mr. Priestly died in 1804 he never got to see the technology that we have available to us today. Based on his quote, I feel comfortable saying that he would echo my sentiments :-)

Have a GREAT day and make it a point to meet with a prospect, current client, or a network connection in-person today!

Want to save some money today?

Though I typically blog about business subjects, today, I have to offer a tip that will hopefully benefit cash-strapped college students and parents. I just became aware of this.

Remember those books that you paid anywhere from 30-100+ dollars for? I met with some college students who told me that when they go to sell the books they are being offered pennies on the dollar. One student told me that the most that she could get for a book that she purchased for $60 at the beginning of the semester was .80 today! She also checked online sources and found the same thing.

So here is the tip assuming that you already know what classes you are taking in the Fall and what Professors you will have. Contact them TODAY (before this semester ends) and ask them if they plan to use the same book in the Fall as they did during the 2009/2010 semesters. If so, talk to friends, roommates, people in the dormitory buildings and others to see if they if they had that class and would be willing to sell you the book directly. If you can’t find anyone personally, stop by the class and see who you might know and then approach them about buying the book.

There is a very good chance that you can save some significant money doing this versus dealing with the bookstore or various websites.

Imagine that you own a small business where communication is critical and you could not be reached. That is exactly what happened to a new potential client of Confidential Counselor.

The owner, “Judy” (not her real name) relies heavily on email and telephone in her service business. Judy and her team must be accessible to clients 24x7x365. Judy and her staff all carry Blackberry devices and in her office they utilize a virtual PBX system that routes calls to the appropriate person’s mobile device.

During a recent weekend Judy’s own Blackberry stopped working. For better or worse, most of the clients reach out to Judy as their primary contact. Business had been slow lately so when Judy was not seeing email on Saturday or receiving any phone calls she assumed that all was well and that things were just quiet. As she learned on Saturday evening, it was not!

Clients in trouble could not reach her and they were angry and upset. Apparently Judy’s mobile device was broken and it was not until a member of her staff called on her home telephone number did she know about it. As if this wasn’t bad enough, when she called her wireless provider she learned that they could not give her a new device from a retail location unless she wanted to pay the full retail price for it, and the soonest they could overnight her a new device was on Monday. She was devastated.

What could, or should she have done differently? Here a few tips to get you started.

• Whether you use a Blackberry, iPhone, Android, Windows Mobile or Palm device I always urge my clients to have a backup unit just for cases like Judy’s. Since it is a back-up device, it doesn’t have to be the latest and greatest model. Instead, go to eBay or Craigslist and purchase an older working model that your carrier will activate (double-check with them first!) if need be.
• Leave instructions on your voice and email that if this is a true emergency and you do not respond to their message within “X” minutes to please call___________.
• If you discover that there is an email problem with your device, put an auto-responder message on your email system alerting your clients to this and how they can contact you during this outage.

Whether you are in a service business or not, EVERY business needs a “Plan B” just in case. Helping you to formulate and install a back-up plan is something that we provide to our clients. Please email me personally for more information as to how we can assist your business just like we did for Judy.

Do you believe that Apple’s new iPad may be beneficial to your business? Before you say “yes” too quickly, please read on.

Assuming that you have not been in a coma or left the planet in the last few weeks you are already well aware of the frenzy and demand that the iPad has caused. What you may not know is how this technology marvel may be killing productivity in your company and wasting money.

Powerfeedback just completed a nationwide survey of over 4,100 employees who acknowledged that they are trying very diligently to win one of these devices. They are completing online surveys, entering web contests, bidding on penny auction websites, and participating in other contest venues for their chance to secure an iPad for free, or very close to free. Knowing how in demand the iPad is, organizations are seizing on its popularity at warp speed to entice visitors to their sites.

So what’s the big deal? On average, based on the research completed by Powerfeedback, these same people are spending an average of 6.2 minutes per website in an effort to accomplish their goal and typically they are visiting approximately 8 sites per day to do this. This adds up to about an hour a day of non-work time for your business and does not include lunch/dinner breaks as well as other personal related activities performed while at work.

The “issue” is not Apple or the iPad (amazing company, amazing products!) but whether you can afford this loss of time and productivity while your employees try to secure one for free, or near free? Whether the economy is good or bad, I highly doubt it.

This situation reminds employers that a clear Internet policy is critical and that monitoring employee time and productivity is very important to the success of your business.

Improving productivity and operating efficiencies is an area that Confidential Counselor has great experience in and works with clients on regularly. Feel free to email me to learn how we can be of specific help to you.

By the way, we ourselves love EVERYTHING Apple and we are eager to receive our 3G enabled iPads!

As some may already know, in addition to being the CEO of Powerfeedback and Confidential Counselor, I provide strategy and consulting to Hatchery clients.

The other evening I was once again a panelist for “Are You Serious.” This is a monthly event in which start-up and early stage entrepreneurs have an opportunity to present their services and capabilities. Four panelists ask questions, offer a critique and suggestions. This is a great way to practice your pitch before speaking to potential investors.

I wanted to make three points based on my experience in this venue and this advice transcends any type of business.

1. PRACTICE-PRACTICE-PRACTICE your 20 second elevator pitch over and over. You need to excite and engage the person or audience that you are speaking to within this period of time if you expect the conversation to go any further. I suggest videoing yourself.
2. Whether you are selling B2B or B2C, make certain that you tell people how your product or service is going to make their lives better.
3. As wonderful and as special as you believe that your product or service is, check your ego at the door and do not forget you need customers more than they need you!

If you need help with how to best pitch yourself and your business, email me today.