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I’m not being negative.  I’m being real.  With you.  Unfortunately, despite the potential benefit that working with a marketing advisor like SellMore Marketing — a certified Duct Tape Marketing Consultant since 2005 — offers you, you might not benefit from working with us.

Reason #1:  You’re Not Ready, Willing or Able To Change
If you’re thinking about your marketing and/or hiring someone to help you do it better, you’re not happy with your marketing results. That’s a given.

Unfortunately, if you’re UN-willing to change the way you’ve been doing your marketing, you aren’t going to get any better results.

This a case where what you SAY you want and what you DO to get it . . . need to be aligned –– or you’ll continue to get what you’ve been getting . . . and I bet ‘Frustrated’ is at the top of your list.  Am I right?

Find Your Big, Compelling Reason to Change
If you want to change anything – your weight, your business, your relationship, etc. –  you need a compelling reason to do so.  Years ago, I said to a cigarette smoking friend, “You have no will power”.  He immediately taught me a great lesson when he said, “My will power is strong.  The problem is my will to smoke is stronger than my will to stop”.

So it’s a dynamic balance.  You want to change your marketing to enjoy better revenues and more profits.  But you also want to avoid making changes in your attitude and behavior.  One of your desires is going to win.  Which one actually does reflects what’s more important to you . . . status quo or real change . . . and only one can win . . . in any given moment.

Change Your Attitude . . . To Change Your Behavior
Marketing success reflects effective marketing behavior.  If your current behavior isn’t working as you want, you must make changes.  But changing behavior isn’t easy . . . until you find a more compelling reason to change than you have now that argues you should not.

KEY POINT:
Change your ATTITUDE . . . your RISK / REWARD ratio . . . or no advisor will make a difference in your marketing

There’s a new business that sells some very cool, very fashionable items.  Online. It’s called “fab.com”.

It’s the brainchild of Jason Goldberg, Fab’s CEO.  Jason’s smart — with an MBA from Stanford University.  And well connected — he worked for President Bill Clinton for 6 years as one of Clinton’s White House staff.

Great Fashionable Items at Great Prices
So Jason gets this crazy idea to start-up the business called fab.com and in 115 days since launch, fab has over 650,000 members (it’s free but you must still apply and be accepted) and over 100,000 orders.  The press on this new venture is nothing short of phenomenal with coverage by anyone and any media that is worthy of note — Forbes, WSJ, CBS News, Fast Company, etc. — you get the idea.

The Power of Personal Touches
But look at what Jason Goldberg the founder and CEO of fab.com is doing.  The picture above is an actual, handwritten note sent along with one (of a number, I presume) of those 100,000 or so orders.  Yep. Jason Goldberg, CEO of this exponentially growing business (fab.com’s on track to do $10,000,000 in sales before the first year is over)  is sending random ‘love’ notes of appreciation to his new customers.  Way to go, Jason!

KEY POINT:
When company leaders engage in high-touch activities with customers, everyone benefits!

Seriously, do you like to hear a client complain about their experience with you or your business?  I doubt it.  But it does happen.  How you respond to these ‘bumps’ in your client relationship road may help you turn them into marketing gold.

Here are some points to keep in mind to make the most of these ‘moments-of-truth’ that may have gone bad:

Welcome Negative Comments
The expression, “Don’t shoot the messenger” is very true here.  Your client is giving you a GIFT . . . of insight that you may not have known and might never learn . . . except from the symptomatic loss of clients and revenues that a problem may suggest.  Don’t turn off this excellent source of insight that, used properly, can help you build a better business experience and increased client loyalty to your firm and brand.

Respond Quickly and Effectively
Another expression.  “Actions speak louder than words”.  What you DO to recover from a compromising experience speaks volumes more about whether you care about your clients than any boilerplate copy in your marketing collateral.  Use these difficult but important ‘messages’ to show you care and DO whatever is necessary to demonstrate that to your clients and all ‘fans’ of your brand.

A Little ‘BAD’ Generates a Lot of ‘GOOD’
If all you hear are good things about anyone or anything, you’re probably going to discredit the comments and the legitimacy of the firm.  But if you have some not-so-perfect comments made along with positive ones, your credibility factor will rise like the temperature on a July day!  Just make sure any negative information is a small percentage of the total and show that you used the comments to respond effectively.  That . . . is a winning strategy.

KEY POINT:
Negative comments are blessings in disguise — Welcome them and Respond to them  

August 24, 2011.

Steve jobs resigned as CEO of Apple.  It was the right decision.  It was an unselfish decision.  It was a tough call to make.  And, to take, as well.

“I have always said if there ever came a day when I could no longer meet my duties and expectations as Apple”s CEO, I would be the first to let you know. Unfortunately, that day has come.”

Steve has cancer.  He was in remission. But it returned.  That’s what he’s referring to when he says, “. . . if there ever came a day when I could no longer meet my duties”

Succession . . . Reflects Leadership
Institutions that go on and on . . . the British Royalty . . . the US Government . . . Apple . . . all recognize the need for succession planning.  It’s akin to drafting your will.  It’s your acceptance of your fragile mortality that we all understand and yet, most  find difficult to acknowledge.

In your business, anticipating the inevitable — and acting accordingly — is ‘good business’.

If your business is to enjoy an uninterrupted existence, you must plan for it.  That means you must PLAN.  Not only for your annual objectives and daily tasks, but for it’s perpetuation over time.  With you and, alas . . . without you, too.

KEY POINT:
Business perpetuation is never an accident — it reflects both strong leadership and your ability to have a plan in the first place.