Just Ask
ARE YOU “ROLLING” ALONG?
CX = Client Experience
CX, or client experience, provides marketeers like you embarking on pitch meetings after going through the first steps in our Business Accelerator Wheel, with a deeper understanding of the value you need to present. In selling, you need to give significant attention to your client/customer’s experiences in order to understand their needs.
HOW MANY BUSSES HAVE YOU MISSED?
Opportunities are like busses. If you miss one, another will be coming along.
5. LEADERS TAKE RISKS
Exceptional Leadership Law number 5 is taking risks. Risk-taking is often the difference between success and failure as a leader, especially in setting targets to grow new products and services, and to enter new markets. Too often, leaders only look inward, reinventing the same old products or problems. But in today’s business world, the imperative needs to look outward and not just refine what already exists. This is a key to developing the reputation as an innovative thinker.
“We are your Mentors and Tormentors!”
ARE YOU HOLDING STAFF ACCOUNTABLE
4. Exceptional Leadership – Accountability
The weakest link in the Exceptional Leadership chain is accountability, i.e. following up. Having worked with hundreds of firms, companies and agencies, what we’ve seen over and over again is this lack of holding people responsible for acting and producing results. And yet, this is a major key to leadership success.
3. LEADERS COMMUNICATE DECISIONS
The more I get to know people, the more I love my dog!
Third in the Leadership Laws is communicating decisions to those who will implement them. Your clarity matters—not just for your team, but also for the marketplace, investors, and media. Know the people you rely on, and build strong connections; effective leaders make communication a two-way street.
DO YOU REALLY MAKE DECISIONS?
Standing in the middle of the road is very dangerous. You get knocked down by traffic on both sides.
2. LEADERS MAKE DECISIONS
If your decisions are not clearly communicated and stand out in the minds of your bosses and followers, marketplace and investors, it will be difficult to convert the decisions into action.
When polled each year about which Super Bowl commercials were the most successful, those whose ads had a repeated presence during the game were ranked as the most successful. Your decisions must do the same – do not just issue them and then stand back. Remain in contact with those you have delegated to lead the implementation.
If obstacles or delays are encountered, identify ideas for collaboration or new steps to take. And continue to call for direct action.
THANKS BOB FOR A GREAT BOOK REVIEW!
Just a thought. I used Dr. Coleman’s book called The Revenue Accelerator strictly as a reference book and thought stimulator for my Equipment Service business, marketing ideas. It worked for me personally. Also, my thought is it should also be a requirement or even a gift to all graduates going out into this competitive business world whether behind a desk or out on the road to get an idea of what is needed to promote a product or service, and how to succeed, or maybe to even thumb through it as a thought provoker before an interview to get an idea of how to promote themselves to be successful.
Wrapped Up My Newest Video with Jeffrey Koven!
Via Jeffrey Koven on LinkedIn:
Just wrapped up a video shoot with business growth expert Dr. Allan Colman, founder of The Closers Group, who led a group of 50 business owners through a business growth roadmap at the LAX Coastal Chamber of Commerce.
ARE YOUR EYES OPEN?
The quote below, from Sir Richard Branson, reminds us to keep clients/customers ahead of economic and industry trends. Offering something extra helps to differentiate you and your firm/company from the competition. Invite the marketing and library professionals into your practice group or office meetings so they can learn more about your focus. With the stiff competition you face, think of other ways you can make yourself and your organization stand out.
It is the very same thing with following what is impacting your client/prospect’s future. Their competition, new tax laws, and pending litigation abound. You and your team must find a way to track, analyze and bring them to the attention of clients/customers.
FOOD FOR THOUGHT
- Have you assigned your team members journals, organizations and media to follow and report? ____________________
- What are your clients/customers and prospects most pressing needs? ______________________________________________
- When was the last time you asked them about the most pressing problems they are facing? ________________________
DO YOU TALK TOO MUCH?
“Get your clients/customers talking at least 60% of the time.”
According to a Closers Group survey on Client Retention, over 36% of respondents recognized that their long term relationships were cancelled due to the lack of communication – YES 36%!! The two most common reasons were
“we don’t hear from them” and
“they don’t listen to us.”
Getting your clients/customers talking at least 60% of the time is important in relationship building efforts. What better opportunity will you have to understand their needs, and then being to react to them?
THE ART OF LISTENING SHOULD PERMEATE SALES TRAINING.
This “art” should be a part of every marketing plan and be a strategy to use during every concerted business development opportunity.
FOOD FOR THOUGHT
- Do you know who the decision- maker is at the client or prospect? ____________________________
- What have you done lately to build each relationship? _________________________________________
- Do you know their pain? ____________________________
Read “Six Laws of Exceptional Leadership”
