Archive for November, 2014

The Power of Three Revisited

Thursday, November 20th, 2014

by Ginny Speaks

October just zoomed right on past me. How about you?   Are you feeling the pressure of closing out the year and hearing 2015 knocking on the door? Are you ready? Hopefully you have been implementing some of the planning strategies we have been sharing on how to set yourself up for a strong finish and to ensure a solid first quarter. If not, now is the time to act and begin the process. Take some time this month to evaluate where you are, where you want to go and put a plan together. Then you must take the next step and put the plan into action. This can be the challenging part, putting the plan into action, but very doable.

Use the power of 3 management tool, I introduced earlier in the year. It really makes things manageable and brings clarity on what to do.

Here’s how it works: Make the commitment first to yourself that you will take action. Then choose three things on your list within your plan and make those things happen. For example, adjustments to your schedule, your calling practice, your daily routine, etc. Once you have mastered those three, then add three more until you get the entire plan implemented. You get the picture. It is really that easy.

Here are three things you can begin doing today that will set you up for success:

Landscape across divisions

Take your current client list and write down how many key decision makers you know in the company. Then list next to each name the division or role that they are in. Review and see if you know a key decision maker across multiple divisions and/or departments. If so, great — you are working the account deep and wide. If not, then landscape further to locate decision makers in sales, marketing, digital and communications.

Develop one-liners

As our media world continues to evolve with multiple platforms and increased services, it is really important to be able to communicate this in a clear and concise manner. Spend some time writing down some one-liners on what it is that you do that will engage key decision makers into conversations. Here is one to get you started … “I put together programs that drive consumer engagement across multiple platforms.”

Shift your Perspective

Practice putting yourself in your client’s shoes and work from that perspective. The more your dialogue is about driving consumer’s behavior and getting results, the more successful you will be in engaging clients in conversation. Remember it is about finding out what the client wants (their pain), and their objective– not ours. If you help them get what they want, you in turn will get what you want.

This time of year life can get quite hectic, both professionally and personally, and we can get overwhelmed quickly.   Having simple and easy ways to manage our day is extremely important to keep us on track. When that overwhelming feeling hits, stop, take a deep breath and put into practice the power of three. This will quickly refocus you and provide a clear path to success.

Position Yourself for 2015

Tuesday, November 11th, 2014

by Susan Novicki

November is a busy time-everyone is busy finalizing annuals for next year, getting business in for November and December, and creating their plans for 2015. But is everyone also working on closing first and second quarter 2015 right now?

The decision-makers you are calling on are also working on hitting their numbers for this year and creating a plan for next year. We all know that it is extremely easy to have a conversation about 2015 – all of our decision-makers are in the throes of getting their strategies in order as to how they are going to achieve their numbers for 2015. And hopefully all of you are working with both current and new clients to understand their objectives for both current and new products being developed.

But, annuals aside, how many of you have solid business booked for 2015? Budgets can be difficult to achieve but if you have dollars at least presented for first and second quarter now you have a much better chance of exceeding your numbers.

Over the past month I have been involved with 2015 conversations with decision-makers from banks, educational institutions, manufacturers of CPG products, automotive and health care companies. Every person was looking to make some changes and determine the most efficient way to engage with their target consumers and create a series of call-to-action opportunities. Each individual is tasked with challenging undertakings for 2015. If we do our homework ahead of time and have an intelligent conversation to determine their objectives, we will have dollars at least presented through second quarter to these decision-makers. Each of our conversations have ended with presentations and at this point either closed or pitched business for first and, with a couple of decision-makers, second quarter.

A great salesperson needs to be constantly monitoring how he or she is pacing to their goals – both monthly, quarterly and annually. This must be an honest number -”what is the reality that what I have presented is going to close?” So many times I hear people tell me heading into the last week of the month, “I still need $30,000 in digital for this month; how am I going to make this happen?” If a salesperson is actively monitoring their numbers and focusing on pacing to meet their numbers, this question never gets asked. But we have to have the activity in place to succeed and this involves multi-tasking.

Slot out a few hours each week to just focus on 2015 meetings with new decision-makers; get ideas in front of decision-makers to help them in putting together their plans and strategies. You will both be winners in the long run and you will create a long-term partnership with a new important client.