As another year rapidly comes to a close it is once again time to access your performance. If you are like me, I'm sure 2010 may read like the famous Clint Eastwood movie, "The Good, the Bad, and the Ugly".
Most likely there were highs and lows, good times and bad. That is just the way life goes. My key to describing a successful year is having the good times far outweigh the bad and completely forgetting the ugly times all together.
The past few years have no doubt been challenging, but 2010 offered that proverbial 'light at the end of the tunnel'. The worst is truly behind us as long as you have the right frame of mind that the best is yet to come. While these may sound like a bunch of clichés (because they are) the only thing that really matters is faith in what the future may hold.
Positive energy produces positive results, while negativity destroys not only your heart but your soul as well. I personally can attest to this as fact, having battled wall after wall just to scratch and scrape myself to a level of cautious optimism. From there I achieved a small level of success. I was fortunate to take that small level of success and build upon it to reach a level of success that I never dreamed possible.
The one constant though this whole process has been faith, faith in God and faith in the plan that he has for me. If you can stay true to this, the possibilities in this world are endless.
Saturday, November 20, 2010
Tuesday, March 9, 2010
Analyzing Your Website's Performance
For just about anyone in business today a properly designed website is one of the most important marketing tools needed to successfully grow your business. Society is rapidly switching to the Internet as their primary form of researching a company's product or service and formulating their purchasing decisions based soley on what they uncover.
You can spend thousands of dollars on your website design but if you have no way of analyzing search data, you will have no idea what kind of return on investment it will provide.
There are plenty of website design companies that tell you they can help analyze your search data but their is only one company that actually specializes in it. ROI Analytics helps you harness the power of the Internet by providing the necessary system that will track every aspect of how your site is being searched. The best part about it all is that ROI Analytics is willing to show you what they can do for you and your company's marketing effort before a single dime comes out of your pocket by offering a free trial of their state of the art search system.
Their ROI software offers a multitude of reports that will provide you with a thorough understanding of how your website is being searched and by whom. It takes all the guess work out of wondering if your marketing message is cutting through to your core consumer.
The best way to get started is the visit ROI Analytics to see for yourself how easy it is to start maximizing your website's return on investment today.
You can spend thousands of dollars on your website design but if you have no way of analyzing search data, you will have no idea what kind of return on investment it will provide.
There are plenty of website design companies that tell you they can help analyze your search data but their is only one company that actually specializes in it. ROI Analytics helps you harness the power of the Internet by providing the necessary system that will track every aspect of how your site is being searched. The best part about it all is that ROI Analytics is willing to show you what they can do for you and your company's marketing effort before a single dime comes out of your pocket by offering a free trial of their state of the art search system.
Their ROI software offers a multitude of reports that will provide you with a thorough understanding of how your website is being searched and by whom. It takes all the guess work out of wondering if your marketing message is cutting through to your core consumer.
The best way to get started is the visit ROI Analytics to see for yourself how easy it is to start maximizing your website's return on investment today.
Saturday, January 30, 2010
The Power of Promotional Products
In these difficult economic times, business owners are always looking for ways to trim their budget in order to control the cost side of the company. One area that inevitably gets slashed to the extreme is sales and marketing. This decision is actually counterproductive to weathering a down turn in business as in the long run it will most likely cost you additional sales down the road.
One way to approach the situation is to thoroughly examine all of your current marketing programs to determine which ones are causing a lift in sales and which ones are just money down the drain. One powerful tool to help guarantee a solid return on your investment are promotional products. In a recent study conducted by the Advertising Specialty Institute it was found that promotional products out performed nearly every other type of advertising, including TV, radio, and print in terms of Cost Per Impression (CPI). It also discovered that certain items have much better staying power, keeping your company’s products or service top of mind much longer than a .30 second radio spot.
One of the primary goals of a promotional product is to create impressions with your target market. Just like any good advertising campaign repetition creates familiarity which in turn increases the probability a consumer will reward you with their business. The study went on to identify the items that created the highest number of impressions. The following numbers are based on a monthly basis.
Tote bags: 1,038
Caps/Hats: 476
Shirts: 365
Writing Instruments: 363
Desk Accessories: 294
Glassware/Ceramics: 251
Calendars: 227
Other Apparel: 64
Do not underestimate the promotional power of a logoed bag. The study found that bags are the most frequently used apparel item in the promotional world. It was determined that on the average a bag was used over nine times per month. Caps/Hats were second; averaging six times, followed by shirts which averaged five times.
The key thing to remember when planning your next promotional product campaign is that people tend to hold onto things that are useful. The longer it stays in their possession the more exposure that item will generate; providing an excellent return on your investment.
One way to approach the situation is to thoroughly examine all of your current marketing programs to determine which ones are causing a lift in sales and which ones are just money down the drain. One powerful tool to help guarantee a solid return on your investment are promotional products. In a recent study conducted by the Advertising Specialty Institute it was found that promotional products out performed nearly every other type of advertising, including TV, radio, and print in terms of Cost Per Impression (CPI). It also discovered that certain items have much better staying power, keeping your company’s products or service top of mind much longer than a .30 second radio spot.
One of the primary goals of a promotional product is to create impressions with your target market. Just like any good advertising campaign repetition creates familiarity which in turn increases the probability a consumer will reward you with their business. The study went on to identify the items that created the highest number of impressions. The following numbers are based on a monthly basis.
Tote bags: 1,038
Caps/Hats: 476
Shirts: 365
Writing Instruments: 363
Desk Accessories: 294
Glassware/Ceramics: 251
Calendars: 227
Other Apparel: 64
Do not underestimate the promotional power of a logoed bag. The study found that bags are the most frequently used apparel item in the promotional world. It was determined that on the average a bag was used over nine times per month. Caps/Hats were second; averaging six times, followed by shirts which averaged five times.
The key thing to remember when planning your next promotional product campaign is that people tend to hold onto things that are useful. The longer it stays in their possession the more exposure that item will generate; providing an excellent return on your investment.
Thursday, January 7, 2010
Four Basic What's for the New Year
As we begin yet another New Year it offers us the chance to reflect back on the past and plan ahead for the future. Looking back I am sure you will find some things that went well and some things that did not. You may want to go as far as making a list of accomplishments and failures in an effort to build on your success and learn from your mistakes. As a suggestion for review maybe you want to examine these four “what’s” as an exercise for improvement.
What should I be doing more of?
This would be the category where you put all of things that “moved the dial” for you in the past; the cause and effect of success so to speak. Did you meet a contact from networking that generated new business? Did having a written plan of attack keep you focused? Did taking a closer look at expenses uncover some savings? Whatever they were, make it a priority to incorporate more of these productive activities into your daily routine.
What should I be doing less of?
This would be the category for all your non productive activities or as one colleague of mine once put it “organizing your sock drawer.” Everyone has house keeping chores that need to get done, but do not let them become the center of attention or take up more time than they absolutely have to. If an activity is not directly related to either servicing an existing customer or finding some new ones it needs to be minimized as much as possible.
What should I do differently?
This would be the category for change. These are not things that should be eliminated rather examined and tweaked as to turn a negative into a positive. Just because you tried something and it failed does not mean you should give up. It may simply mean you need to take a different approach to the subject in an effort to positively impact the outcome. Where do you think expressions like “you can catch more flies with honey than you can with vinegar” came from?
What should I stop doing altogether?
Saving the hardest for last, this would be the category for all of your bad habits. Anything that wastes time, money, energy, or all of the above needs to be eliminated. These could include meetings that accomplish nothing, complaining about things without working to change them, idle gossip, finger pointing, negative thinking, etc. These are all a tremendous waste of time that uses up way too much energy that only end up costing you money in the long run.
What should I be doing more of?
This would be the category where you put all of things that “moved the dial” for you in the past; the cause and effect of success so to speak. Did you meet a contact from networking that generated new business? Did having a written plan of attack keep you focused? Did taking a closer look at expenses uncover some savings? Whatever they were, make it a priority to incorporate more of these productive activities into your daily routine.
What should I be doing less of?
This would be the category for all your non productive activities or as one colleague of mine once put it “organizing your sock drawer.” Everyone has house keeping chores that need to get done, but do not let them become the center of attention or take up more time than they absolutely have to. If an activity is not directly related to either servicing an existing customer or finding some new ones it needs to be minimized as much as possible.
What should I do differently?
This would be the category for change. These are not things that should be eliminated rather examined and tweaked as to turn a negative into a positive. Just because you tried something and it failed does not mean you should give up. It may simply mean you need to take a different approach to the subject in an effort to positively impact the outcome. Where do you think expressions like “you can catch more flies with honey than you can with vinegar” came from?
What should I stop doing altogether?
Saving the hardest for last, this would be the category for all of your bad habits. Anything that wastes time, money, energy, or all of the above needs to be eliminated. These could include meetings that accomplish nothing, complaining about things without working to change them, idle gossip, finger pointing, negative thinking, etc. These are all a tremendous waste of time that uses up way too much energy that only end up costing you money in the long run.
Wednesday, December 2, 2009
Some Year End Thoughts
As we rapidly approach the end of another year it is important to not only begin to plan for the upcoming year, but to also take some time to reflect back on the last 12 months. They often say that in order to know where you are going you need to take a look at where you have been.
The following are a few thoughts to keep in mind as you take a look back and begin to take a glimpse ahead.
- No matter what you do in life you need to have a plan. The other day I heard former NFL player and head coach Herm Edwards say that "a goal without a plan is just a wish." We all want to do better in our business and our personal lives but without a clear cut strategy to actually achieve this, it really is nothing more than a wish.
- Create accountability for not just those around you, but yourself as well. To me one of the greatest motivators in life is a mirror. If you cannot look yourself in the eye, then who else in this world can you? While nobody is perfect, we can still strive for perfection. In order to do this you have to be willing to make an honest assessment of yourself and also be willing to change the things about yourself that are getting in the way of your goals.
- One of the biggest lessons I learned this year is that you are far more effective in your life when you enjoy what you are doing. To be able to get up everyday with a true sense of enthusiasm for what needs to get done makes doing it a pleasure, not a chore. There will always be unpleasant tasks that you have to do, but never stop striving to gear your energy towards the things in life you enjoy the most.
- While reflecting on the past can be a positive experience, dwelling upon it is a waste of time. Getting caught up in things that cannot be changed will only sap the energy that can be applied toward things that you are able to change. We need to use the past as a tool for understanding what has worked and what has failed. Resist the temptation to use it as a crutch or an excuse.
- The most important thing I rely upon on a daily basis is my faith. Primarily, faith in God and faith in myself to try and listen to what he is telling me. Your life is very simply a series of roads. Each crossroad in your life is a decision. Each decision you make is another road you go down. Your goals are your destination and your faith is your GPS.
The following are a few thoughts to keep in mind as you take a look back and begin to take a glimpse ahead.
- No matter what you do in life you need to have a plan. The other day I heard former NFL player and head coach Herm Edwards say that "a goal without a plan is just a wish." We all want to do better in our business and our personal lives but without a clear cut strategy to actually achieve this, it really is nothing more than a wish.
- Create accountability for not just those around you, but yourself as well. To me one of the greatest motivators in life is a mirror. If you cannot look yourself in the eye, then who else in this world can you? While nobody is perfect, we can still strive for perfection. In order to do this you have to be willing to make an honest assessment of yourself and also be willing to change the things about yourself that are getting in the way of your goals.
- One of the biggest lessons I learned this year is that you are far more effective in your life when you enjoy what you are doing. To be able to get up everyday with a true sense of enthusiasm for what needs to get done makes doing it a pleasure, not a chore. There will always be unpleasant tasks that you have to do, but never stop striving to gear your energy towards the things in life you enjoy the most.
- While reflecting on the past can be a positive experience, dwelling upon it is a waste of time. Getting caught up in things that cannot be changed will only sap the energy that can be applied toward things that you are able to change. We need to use the past as a tool for understanding what has worked and what has failed. Resist the temptation to use it as a crutch or an excuse.
- The most important thing I rely upon on a daily basis is my faith. Primarily, faith in God and faith in myself to try and listen to what he is telling me. Your life is very simply a series of roads. Each crossroad in your life is a decision. Each decision you make is another road you go down. Your goals are your destination and your faith is your GPS.
Sunday, November 1, 2009
Key Elements of the Sales Process- Define Your Target
There are several steps involved in creating an effective sales process. They are separate pieces that build upon one another. One of these steps is finding who you want to sell to. As a sales person you have to fully understand your product or service’s features and benefits. This will allow you to match them with a current need in the marketplace. Anyone who can benefit by having this need fulfilled becomes a potential customer. If you are selling to a specific industry, your prospect list may be small and highly defined. If your product has wider appeal, your prospect list can be extremely large and thus harder to manage. This is why taking the time initially to identify the best prospects for what you have to sell will pay dividends in the long run.
Your “time to sell”, the actual time in front of a potential customer is the most important part of your job. Developing a properly targeted call list will provide the best use of this time. Before you ever step foot into the door, you will have the confidence that you truly are able to fulfill a need. Once you are in front of a properly targeted prospect, you greatly increase your probability of closing the sale.
Having a targeted call list will also increase your ability to gain quality referrals. If you can relay to other business associates exactly who you are looking to meet, right down to the company name and key contact person, you are much more likely to get a positive response. This is especially important when your other efforts to engage this prospect have not been successful.
Knowing who you want to call on and why will keep you organized as you schedule your time. This allows you to properly plan your selling strategy so your energy is spent on being productive rather than being busy. You can make all the sales calls in the world, but at the end of the day you will still be measured on actual sales.
There are many tools available when trying to define your target accounts. Proper research can identify prospects by such variables as specific industry, number of employees, annual revenue, locations ect… You need to determine what variables define your ideal customer. Sorting your prospects accordingly enables you to create your target list.
Properly developing a target call list can be somewhat time consuming at first. However, once it is in place it will keep you on track in your selling efforts. It can continually evolve as you add new prospects and remove ones that no longer fit. It provides you the best chance to stay focused and remain one step ahead of your competition.
Your “time to sell”, the actual time in front of a potential customer is the most important part of your job. Developing a properly targeted call list will provide the best use of this time. Before you ever step foot into the door, you will have the confidence that you truly are able to fulfill a need. Once you are in front of a properly targeted prospect, you greatly increase your probability of closing the sale.
Having a targeted call list will also increase your ability to gain quality referrals. If you can relay to other business associates exactly who you are looking to meet, right down to the company name and key contact person, you are much more likely to get a positive response. This is especially important when your other efforts to engage this prospect have not been successful.
Knowing who you want to call on and why will keep you organized as you schedule your time. This allows you to properly plan your selling strategy so your energy is spent on being productive rather than being busy. You can make all the sales calls in the world, but at the end of the day you will still be measured on actual sales.
There are many tools available when trying to define your target accounts. Proper research can identify prospects by such variables as specific industry, number of employees, annual revenue, locations ect… You need to determine what variables define your ideal customer. Sorting your prospects accordingly enables you to create your target list.
Properly developing a target call list can be somewhat time consuming at first. However, once it is in place it will keep you on track in your selling efforts. It can continually evolve as you add new prospects and remove ones that no longer fit. It provides you the best chance to stay focused and remain one step ahead of your competition.
Friday, October 2, 2009
Key Elements of the Sales Process: Establishing the Objectives
If you are in the sales profession or are about to enter one you already know the whole premise of your job; get someone to buy what you are selling. That is obviously the main objective. On the surface it seems simple enough, but in order to be successful at this task there a number of variables which must be planned out in advance. First there must be defined parameters which will guide the entire sales process. These will establish company expectations, customer expectations, and most importantly what is expected from the individuals who will be executing the sales call. Clearly defining these objectives is the first step towards building an effective sales process.
When looking at company expectations in light of sales, they must first determine their overall objectives. Do they want to grow sales volume in terms of total units sold, increased sales revenue, improved margin on what is sold or widen the distribution of where their products are sold? In most cases they will want all of the above. The company needs to set the big picture objectives first. Once the overall goals are determined, they can then break them down across territories, divisions, or individual sales personnel. By making each objective as clear and concise as possible they will ensure that everyone is on the same page when it comes to what is expected.
Another aspect that is equally, if not more important is making every objective reasonable. Unreasonable goals either too high or too low are the main cause for disconnect between those setting the goals and those who carry them out. Realistic
objectives that take into account past performance, market conditions, and the competitive environment are vital to managing and motivating the sales effort.
The next area that needs to be considered is the time frame to achieve the objective. The shorter the time frame the more relevant the objective becomes. The most effective increment, daily, weekly, or monthly will depend on the type of business. All sales objectives should be reviewed at the very least on a monthly basis. Anything longer than this will reduce focus on the selling effort.
The final step is to break down each objective to correlate with individual expectations. This should then be communicated to each and every person involved in the sales process. If everyone knows what is expected of them, they can devote all their effort on achieving their goals. If each individual achieves their assigned objectives, the overall company will surely achieve theirs.
When looking at company expectations in light of sales, they must first determine their overall objectives. Do they want to grow sales volume in terms of total units sold, increased sales revenue, improved margin on what is sold or widen the distribution of where their products are sold? In most cases they will want all of the above. The company needs to set the big picture objectives first. Once the overall goals are determined, they can then break them down across territories, divisions, or individual sales personnel. By making each objective as clear and concise as possible they will ensure that everyone is on the same page when it comes to what is expected.
Another aspect that is equally, if not more important is making every objective reasonable. Unreasonable goals either too high or too low are the main cause for disconnect between those setting the goals and those who carry them out. Realistic
objectives that take into account past performance, market conditions, and the competitive environment are vital to managing and motivating the sales effort.
The next area that needs to be considered is the time frame to achieve the objective. The shorter the time frame the more relevant the objective becomes. The most effective increment, daily, weekly, or monthly will depend on the type of business. All sales objectives should be reviewed at the very least on a monthly basis. Anything longer than this will reduce focus on the selling effort.
The final step is to break down each objective to correlate with individual expectations. This should then be communicated to each and every person involved in the sales process. If everyone knows what is expected of them, they can devote all their effort on achieving their goals. If each individual achieves their assigned objectives, the overall company will surely achieve theirs.
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