Business owners and corporate executives are spending thousands of dollars on web designers to either create a business website or update their current business website. Likely many of them are wasting their money. Am I saying that they should not have a website? Absolutely not. It is essential in business today to have a great website. The problem is that businesses are turning to web designers that have never run a business.
Think about it, the vast majority of web designers are the brainy kids that spent their free time in the computer lab after school. Nothing wrong with that, however don't you want a website that is going to bring more revenue to your company, not just a "cool website"? Content is king in business today and making sure that you are displaying the desired image about your company as well as the correct and targeted message about what you do or sell is far more important than color templates, flash images or clever mouse-overs.
For these reasons you should consider hiring a business consultant to oversee your web strategy and design. An experienced business consultant will ensure that your website correctly positions your value proposition and messages you want to drive home when a potential client visits your site. It should be duly noted that there are certainly some talented and capable web designers out there that have a strong business background. However you still may be better served contracting a business consultant. A business consultant often has existing relationships with web designers from previous projects and can actually save you money on the web design.
Look at it this way, a pharmacist can adequately fill any prescription. You need to make sure you have a good doctor to prescribe exactly what you need!
Thursday, September 17, 2009
Thursday, August 27, 2009
Are you Relevant?
Deep down in all of us is a quiet voice, a voice that questions what we do, how we act and what we portray to others. This voice often battles with our desired perceptions – what we think other people see in us.
Philosophers, theologians, poets and psychologists have all named and categorized these thoughts but this article is about business – your business! So pull up a couch and let’s take a look to see if you are relevant.
The first step is to ask yourself a couple of very simple questions:
What impression did my last interaction leave? When most of us think about how our business is perceived we quickly recall the “hero moments”. The time we solved the customers issue and they were so grateful that they sent us a thank you card, or we remember the big sale or account we closed. Those memories form our overall perception and many times are far from reality. We quickly forget or dismiss the time we forgot to follow up on a question, or the consumer complaint we received. That is not “really” who we are, that was just an isolated incident … right? Ask yourself about the last client interaction you just had. How would that person describe you if they were asked? Would they remember your name?
What makes me unique and therefore relevant? Whatever you sell, service or offer what makes you or your product any different for what your client can find anywhere else. Would you buy it? Why? This forms a very important perspective in business. I like to call it your Unique Selling Proposition. Whatever it is should be expressed and heard by every client you come into contact with and it must be expressed with conviction and backed by consistency.
It is in fact in this simple formula that will provide you with the answer you are looking for…Are you relevant?
Philosophers, theologians, poets and psychologists have all named and categorized these thoughts but this article is about business – your business! So pull up a couch and let’s take a look to see if you are relevant.
The first step is to ask yourself a couple of very simple questions:
What impression did my last interaction leave? When most of us think about how our business is perceived we quickly recall the “hero moments”. The time we solved the customers issue and they were so grateful that they sent us a thank you card, or we remember the big sale or account we closed. Those memories form our overall perception and many times are far from reality. We quickly forget or dismiss the time we forgot to follow up on a question, or the consumer complaint we received. That is not “really” who we are, that was just an isolated incident … right? Ask yourself about the last client interaction you just had. How would that person describe you if they were asked? Would they remember your name?
What makes me unique and therefore relevant? Whatever you sell, service or offer what makes you or your product any different for what your client can find anywhere else. Would you buy it? Why? This forms a very important perspective in business. I like to call it your Unique Selling Proposition. Whatever it is should be expressed and heard by every client you come into contact with and it must be expressed with conviction and backed by consistency.
It is in fact in this simple formula that will provide you with the answer you are looking for…Are you relevant?
Wednesday, August 19, 2009
Thursday, August 13, 2009
New Website Launch
Rick Docekal announces the launch of the ArrowUp Consulting website. You can visit the website at http://www.arrowupconsulting.com/ My mission as an Arizona Business Consultant is to help business executives and small business owners recognize their higher potential. My specialty is building sales revenue and reducing operational costs. I believe in keeping things simple and simply put, I can help you make more money. ArrowUp Consulting works for you! Schedule an initial consultation to learn more and make sure to visit the new website!
Wednesday, August 12, 2009
Whale Wars
Whale Wars
The competition for large clients or “Whales” is heating up. Find out what you need to do to land these clients and why you haven’t yet.
What is a Whale? A “Whale” in business is often referred to as the big client or big account that if landed would mean incredible revenues to you and your organization. Amazingly, for various reasons, these large clients are often not pursued to the degree that one would think. Often times it is assumed that these clients would have no interest in the goods or services that you have to offer, or it is assumed that the competition to land these accounts is so heavy that your time would be better spent pursing mid-level leads. Both assumptions are completely inaccurate. The fact is that many of your competitors have given up their pursuit of these large clients after initial rejection or have never tried at all.
How do you land a Whale? Simply put, by planning and persistence. Your first step is developing your U.S.P. short for Unique Selling Proposition. What do you offer that is unique, something that describes your product or service in 2-3 sentences that will grab someone’s attention or will make you stand out. For example, let’s say that you are a consulting firm, a good U.S.P. could be “Our average clients experience a 25% increase in sales revenue along with a 20% reduction in overhead cost.” Certainly this would be of interest to anyone, even top level CEO’s.
The next step is persistence, again where most of your competitors will fail. Don’t expect your prospect to say yes the first time, in fact plan on initial rejection as the first step in the process. Be professional, courteous and polite but always make sure the Whale understands that it is your goal and mission to have them as your client. Don’t pester them daily rather strategically follow up, each time with a new message still tied to your U.S.P. “Mr. Jones, I just wanted to let you know that I recently finished a project where my client experienced 30% sales growth in 30 days. I told them about my quest to gain you as a client and they said they would be happy to give me a referral!
Finally, it is important to strategically find an angle of entry, or a way that you are going to get in front of your prospect face to face. A great way to do this is by calling the Whale and asking them for business advice. “Mr. Jones, I know you are a busy man but I really admire what you have been able to accomplish as chairman and I would appreciate a few minutes to pick your brain to help me take my consulting firm to the next level”. This accomplishes two things, you will obtain valuable information to help you in your business as well as build a rapport that can result in securing the account.
The competition for large clients or “Whales” is heating up. Find out what you need to do to land these clients and why you haven’t yet.
What is a Whale? A “Whale” in business is often referred to as the big client or big account that if landed would mean incredible revenues to you and your organization. Amazingly, for various reasons, these large clients are often not pursued to the degree that one would think. Often times it is assumed that these clients would have no interest in the goods or services that you have to offer, or it is assumed that the competition to land these accounts is so heavy that your time would be better spent pursing mid-level leads. Both assumptions are completely inaccurate. The fact is that many of your competitors have given up their pursuit of these large clients after initial rejection or have never tried at all.
How do you land a Whale? Simply put, by planning and persistence. Your first step is developing your U.S.P. short for Unique Selling Proposition. What do you offer that is unique, something that describes your product or service in 2-3 sentences that will grab someone’s attention or will make you stand out. For example, let’s say that you are a consulting firm, a good U.S.P. could be “Our average clients experience a 25% increase in sales revenue along with a 20% reduction in overhead cost.” Certainly this would be of interest to anyone, even top level CEO’s.
The next step is persistence, again where most of your competitors will fail. Don’t expect your prospect to say yes the first time, in fact plan on initial rejection as the first step in the process. Be professional, courteous and polite but always make sure the Whale understands that it is your goal and mission to have them as your client. Don’t pester them daily rather strategically follow up, each time with a new message still tied to your U.S.P. “Mr. Jones, I just wanted to let you know that I recently finished a project where my client experienced 30% sales growth in 30 days. I told them about my quest to gain you as a client and they said they would be happy to give me a referral!
Finally, it is important to strategically find an angle of entry, or a way that you are going to get in front of your prospect face to face. A great way to do this is by calling the Whale and asking them for business advice. “Mr. Jones, I know you are a busy man but I really admire what you have been able to accomplish as chairman and I would appreciate a few minutes to pick your brain to help me take my consulting firm to the next level”. This accomplishes two things, you will obtain valuable information to help you in your business as well as build a rapport that can result in securing the account.
Friday, July 31, 2009
Crisis Management
A friend of mine once described his supervisor to me by saying "He is a great crisis manager, if there isn't a crisis he'll create one". As humorous as that may be, often times managers evolve into constant crisis managers. They don't intend for that to happen, yet time and time again it seems that their department or company is constantly on the brink. Take a look at the workload and responsibility in front of you right now. To some degree aren't we all in crisis management mode all of the time?
It may be helpful to define what exactly crisis management is. Encarta defines a crisis as "a situation or period in which things are very uncertain, difficult, or painful, especially a time when action must be taken to avoid complete disaster or breakdown."
If we carry that definition into business we can define crisis management as "a situation or period in which the future success and profitability of the business and the livelihood of its' employees are at risk and immediate action must be taken to prevent eminent company collapse and closure." Now that sounds much more serious doesn't it? Are you in crisis management mode and there is no crisis based on our definition? If you are there are some pretty serious consequences likely to come your way.
While crisis management certainly grabs the attention of your employees and coworkers and may assist in short term increased productivity, over the course of time your employees will become burned out, and when a true crisis comes along they may not able to respond, or think that this is just another one of your crisis modes and not feel the urgency of the situation. (Remember the boy he cried wolf?) More importantly, how is crisis management affecting you? Chances are you are taking work home with you, it is affecting your mood and behavior around your family and friends, you may not enjoy coming to work as much as you used to or may even dread it!
It is not too late. Like any rut you find yourself in life you can escape it. The first step is to stop, take a deep breathe, and structure every day. Don't try to fix 10 things at once, all you will do is put a band-aid on a leaky pipe, it is bound to start leaking again soon. Prioritize the issues that need your attention and fix one problem (completely) at a time. Dedicate all of your attention to fixing the problem and do not stray your attention from it. Stay away from your PDA, let your calls go into voice mail, close the door to the office. Those questions and problems will be there for you to address when you are done. Watch a dog chase it's tail, that is what your life is like if you are in constant crisis management mode.
You will find rescue in structure. You will be more efficient. Your employees and coworkers will look up to you and you will go home every day with a feeling of accomplishment for each problem you completely solve.
A real crisis will be less likely to occur and when one does you will have an army of dedicated soldiers ready to help you battle it.
It may be helpful to define what exactly crisis management is. Encarta defines a crisis as "a situation or period in which things are very uncertain, difficult, or painful, especially a time when action must be taken to avoid complete disaster or breakdown."
If we carry that definition into business we can define crisis management as "a situation or period in which the future success and profitability of the business and the livelihood of its' employees are at risk and immediate action must be taken to prevent eminent company collapse and closure." Now that sounds much more serious doesn't it? Are you in crisis management mode and there is no crisis based on our definition? If you are there are some pretty serious consequences likely to come your way.
While crisis management certainly grabs the attention of your employees and coworkers and may assist in short term increased productivity, over the course of time your employees will become burned out, and when a true crisis comes along they may not able to respond, or think that this is just another one of your crisis modes and not feel the urgency of the situation. (Remember the boy he cried wolf?) More importantly, how is crisis management affecting you? Chances are you are taking work home with you, it is affecting your mood and behavior around your family and friends, you may not enjoy coming to work as much as you used to or may even dread it!
It is not too late. Like any rut you find yourself in life you can escape it. The first step is to stop, take a deep breathe, and structure every day. Don't try to fix 10 things at once, all you will do is put a band-aid on a leaky pipe, it is bound to start leaking again soon. Prioritize the issues that need your attention and fix one problem (completely) at a time. Dedicate all of your attention to fixing the problem and do not stray your attention from it. Stay away from your PDA, let your calls go into voice mail, close the door to the office. Those questions and problems will be there for you to address when you are done. Watch a dog chase it's tail, that is what your life is like if you are in constant crisis management mode.
You will find rescue in structure. You will be more efficient. Your employees and coworkers will look up to you and you will go home every day with a feeling of accomplishment for each problem you completely solve.
A real crisis will be less likely to occur and when one does you will have an army of dedicated soldiers ready to help you battle it.
Tuesday, July 7, 2009
Coffee Is For Closers!
If you are reading this you are probably in sales, and likely have heard the old saying "ABC" - Always Be Closing. This philosophy while good in spirit will not get you where you want to be if taken literally. An aggressive closer will more often scare a potential sale away, or create a forced sale that leads to buyer remorse, returns, or a client that won't recommend you and will never come back. With that said, you should always ask for the order, always! But when do you? Now we are talking about the true art of sales. Finding the appropriate time to close the sale is what seperates the top producers from the field.
The sales process is not unlike any other relationship process you have experienced in your life. Think about your last date, the last friend you made, or when you first met your spouse. A relationship process had to run its' course. Same in sales, no matter what you are selling, a relationship process must run its' course to the point where you can ask for the order. Now, here is where it gets challenging. It is not your relationship process that is important, it is the clients. Different clients will fall into various personality types (which will be discussed in more detail on future articles). Reading the personality type of the person you are dealing with and matching your approach to them is the single most critical factor in closing the sale.
1 - The No-nonsense Customer. Someone that speaks quickly and is very direct needs direct answers, let them have control, answer their questions and use direct closing questions.
2 - The Introvert. A person that is quiet and reserved needs to be spoken to softly and you must build more of a relationship and more of a trust with that person.
3 - The Critical Thinker. Someone who is very detail oriented needs to know all of the features and benefits of the product you are selling. They will have a mental checklist and every box needs to be checked before buying so make sure you answer all questions for them.
4 - The Expressive Type. An individual that is very vibrant and animated needs to enjoy the transaction, enjoy the product, and enjoy the buying experience and you.
Keeping this in mind, it is time we change the old proverb of "ABC" - Always Be Closing. Instead try "ABC" - Analyze Before Closing. You will find your closing ratios along with your client satisfaction meters beginning to ArrowUp!
The sales process is not unlike any other relationship process you have experienced in your life. Think about your last date, the last friend you made, or when you first met your spouse. A relationship process had to run its' course. Same in sales, no matter what you are selling, a relationship process must run its' course to the point where you can ask for the order. Now, here is where it gets challenging. It is not your relationship process that is important, it is the clients. Different clients will fall into various personality types (which will be discussed in more detail on future articles). Reading the personality type of the person you are dealing with and matching your approach to them is the single most critical factor in closing the sale.
1 - The No-nonsense Customer. Someone that speaks quickly and is very direct needs direct answers, let them have control, answer their questions and use direct closing questions.
2 - The Introvert. A person that is quiet and reserved needs to be spoken to softly and you must build more of a relationship and more of a trust with that person.
3 - The Critical Thinker. Someone who is very detail oriented needs to know all of the features and benefits of the product you are selling. They will have a mental checklist and every box needs to be checked before buying so make sure you answer all questions for them.
4 - The Expressive Type. An individual that is very vibrant and animated needs to enjoy the transaction, enjoy the product, and enjoy the buying experience and you.
Keeping this in mind, it is time we change the old proverb of "ABC" - Always Be Closing. Instead try "ABC" - Analyze Before Closing. You will find your closing ratios along with your client satisfaction meters beginning to ArrowUp!
Tuesday, June 30, 2009
The 5 Things Everyone in Sales Must Know!
1. Find Common Ground - The first step is building rapport with your client or customer. The normal ritual to beginning the sales process is "small talk". How are you today? Nice day outside etc... In the building rapport phase, seek common ground with your client. For example, maybe they are wearing a logo golf shirt from a course you know and have played before - start talking golf! Or perhaps in conversation you learn that you are both from the same part of the country. Even something as common as both of you being parents is a great starter for establishing common ground. This is important because now they view you as a person and not a salesperson. (Note: "How may I help you" is forbidden language)
2. Ask Open ended questions - To determine exactly what they are looking for ask a series of open ended questions. Open ended questions are questions that require the client to speak in detail and not be able to answer with one word like a "yes" or "no". An example of a closed ended question would be "Are you looking for a widget that you can use every day?" as opposed to the open ended question of "Tell me how you are planning to use your widget". Open ended questions does just as the term suggests, it gets your client to open up. This allows you to learn about their specific needs and potential underlying objections.
3. Repeat Repeat - Repeat back to the client what they are telling you. This shows that you are listening to their needs and it also gives you the opportunity to find solutions to their objections. Your client wants to hear that you are paying attention and that what they are saying is important.
4. Be Honest - Above all else, be honest with them. If you cannot special order the purple widget for the same price as the pink, tell them that and tell them exactly why the price will be different. Explain the product warranty properly. Let them know the limitations as well as the benefits. Being honest will not only close more sales but it will lead to many more referrals and satisfied clients.
5. Ask for the order - This one separates the top producers from the field, closing the sale. Once you have successfully completed steps 1-4 there should be no reason for the customer not to buy. Ask them for the order, if they say no it is up to you to determine where you fell short in the process. Don't give up, the answer is there!
Information provided courtesty of Rick Docekal at ArrowUp Consulting. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
2. Ask Open ended questions - To determine exactly what they are looking for ask a series of open ended questions. Open ended questions are questions that require the client to speak in detail and not be able to answer with one word like a "yes" or "no". An example of a closed ended question would be "Are you looking for a widget that you can use every day?" as opposed to the open ended question of "Tell me how you are planning to use your widget". Open ended questions does just as the term suggests, it gets your client to open up. This allows you to learn about their specific needs and potential underlying objections.
3. Repeat Repeat - Repeat back to the client what they are telling you. This shows that you are listening to their needs and it also gives you the opportunity to find solutions to their objections. Your client wants to hear that you are paying attention and that what they are saying is important.
4. Be Honest - Above all else, be honest with them. If you cannot special order the purple widget for the same price as the pink, tell them that and tell them exactly why the price will be different. Explain the product warranty properly. Let them know the limitations as well as the benefits. Being honest will not only close more sales but it will lead to many more referrals and satisfied clients.
5. Ask for the order - This one separates the top producers from the field, closing the sale. Once you have successfully completed steps 1-4 there should be no reason for the customer not to buy. Ask them for the order, if they say no it is up to you to determine where you fell short in the process. Don't give up, the answer is there!
Information provided courtesty of Rick Docekal at ArrowUp Consulting. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
Wednesday, June 24, 2009
The ABC's of Closing the Sale
If you are reading this you are probably in sales, and likely have heard the old saying "ABC" - Always Be Closing. This philosophy while good in spirit will not get you where you want to be if taken literally. An aggressive closer will more often times than not scare a potential sale away, or create a forced sale that leads to buyer remorse, returns, or a client that won't recommend you and will never come back. With that said, you should always ask for the order, always! But when do you? Now we are talking about the true art of salesmanship, finding the appropriate time to close the sale.
The sales process is not unlike any other relationship process you have experienced in your life (just shorter). Think about your last date, the last friend you made, or when you first met your spouse. A relationship process had to run its' course. Same in sales, no matter what you are selling, a relationship process must run its' course to the point where you can ask for the order. Now, here is where it gets tricky. It is not your relationship process that is important, it is the clients. Different clients will fall into various personality types (which will be discussed in more detail on future articles). Reading the personality type of the person you are dealing with and matching your approach to them is the single most critical factor in closing the sale.
Someone that speaks quickly and is very direct needs direct answers, let them have control, answer their questions and use direct closing questions. A person that is quiet and reserved needs to be spoken to softly and you must build more of a relationship and more of a trust with that person. Someone who is very detail oriented needs to know all of the features and benefits of the product you are selling. They will have a mental checklist and every box needs to be checked before buying so make sure you answer all questions for them. An individual that is very vibrant and animated needs to enjoy the transaction, enjoy the product, and enjoy the buying experience and you.
Keeping this in mind, it is time we change the old proverb of "ABC" - Always Be Closing. Instead try "ABC" - Analyze Before Closing. You will find your closing ratios along with your client satisfaction meters ArrowingUp!
Information provided courtesy of ArrowUp Consulting. See what ArrowUp can do for your organization at http://www.rickdocekal.com/Services.html or you can contact Rick Docekal directly by logging on to http://www.rickdocekal.com/Contact_Us.html
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
The sales process is not unlike any other relationship process you have experienced in your life (just shorter). Think about your last date, the last friend you made, or when you first met your spouse. A relationship process had to run its' course. Same in sales, no matter what you are selling, a relationship process must run its' course to the point where you can ask for the order. Now, here is where it gets tricky. It is not your relationship process that is important, it is the clients. Different clients will fall into various personality types (which will be discussed in more detail on future articles). Reading the personality type of the person you are dealing with and matching your approach to them is the single most critical factor in closing the sale.
Someone that speaks quickly and is very direct needs direct answers, let them have control, answer their questions and use direct closing questions. A person that is quiet and reserved needs to be spoken to softly and you must build more of a relationship and more of a trust with that person. Someone who is very detail oriented needs to know all of the features and benefits of the product you are selling. They will have a mental checklist and every box needs to be checked before buying so make sure you answer all questions for them. An individual that is very vibrant and animated needs to enjoy the transaction, enjoy the product, and enjoy the buying experience and you.
Keeping this in mind, it is time we change the old proverb of "ABC" - Always Be Closing. Instead try "ABC" - Analyze Before Closing. You will find your closing ratios along with your client satisfaction meters ArrowingUp!
Information provided courtesy of ArrowUp Consulting. See what ArrowUp can do for your organization at http://www.rickdocekal.com/Services.html or you can contact Rick Docekal directly by logging on to http://www.rickdocekal.com/Contact_Us.html
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
Thursday, June 18, 2009
Determining When to Conduct a Lay-off
When determining the appropriate time to conduct layoffs, you need to honestly ask yourself the following questions.
What is the worst case scenario? If production continues at the recent pace and does not improve, how many months can your company survive? How long can you survive and is your job secure? You need to always expect the best however a complete manager needs to plan for the worst case scenario.
Can production and revenue be fixed immediately? Are there training issues that are preventing you from success? Have you had an honest conversation with your employees letting them know the consequences should business not improve immediately? Perhaps recruiting a top producer from a competitor will immediately boost productivity.
Have you trimmed the fat already? Before turning to your human resources to cut costs, have you effectively cut your other organizational costs? Take a look at every line, no matter how minimal it may seem.
Can you cut salaries instead of cutting jobs? Most employees will understand a pay cut for a period of time until productivity improves. It is a much better alternative than losing their positions.
Have you solicited the help of a business consultant? Often a new pair of eyes from someone who specializes in this can offer suggestions and alternatives for your organization.
Laying off staff is incredibly difficult, both emotionally for you and how it affects the culture of the organization, however it may be what you need to do to continue your business and protect the jobs and careers of others around you.
Information provided courtesy of Rick Docekal at ArrowUp Consulting. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
What is the worst case scenario? If production continues at the recent pace and does not improve, how many months can your company survive? How long can you survive and is your job secure? You need to always expect the best however a complete manager needs to plan for the worst case scenario.
Can production and revenue be fixed immediately? Are there training issues that are preventing you from success? Have you had an honest conversation with your employees letting them know the consequences should business not improve immediately? Perhaps recruiting a top producer from a competitor will immediately boost productivity.
Have you trimmed the fat already? Before turning to your human resources to cut costs, have you effectively cut your other organizational costs? Take a look at every line, no matter how minimal it may seem.
Can you cut salaries instead of cutting jobs? Most employees will understand a pay cut for a period of time until productivity improves. It is a much better alternative than losing their positions.
Have you solicited the help of a business consultant? Often a new pair of eyes from someone who specializes in this can offer suggestions and alternatives for your organization.
Laying off staff is incredibly difficult, both emotionally for you and how it affects the culture of the organization, however it may be what you need to do to continue your business and protect the jobs and careers of others around you.
Information provided courtesy of Rick Docekal at ArrowUp Consulting. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
Saturday, June 13, 2009
Rick Docekal - Tips on Interviewing Effectively
A chain is only as strong as its' weakest link, the strength of any organization is the people that are in it, (insert any cliché here). All true and all speak to the importance of hiring the right candidate the first time. Many hiring managers fall short by not conducting a thorough and proper interview. Here are some tips on preparing for and conducting a proper interview.
- Create a job description for the position. If you have not done so already, you should have but now is a perfect time to start. Every position in your organization should have a detailed job description outlying the performance expectation.
- Formulate questions that you can ask in the interview to determine if the candidate can perform the specific descriptions of the position. These questions need to be well thought out and written down. These questions should not "lead" the candidate to the answer you are looking for. For example, if you are trying to determine if your candidate fully commits to their job you would not ask them straight out, of course they will say yes! They want the job. Instead ask them specific reasons on why they left their last employment and be attentive to employment gaps and multiple jobs on their resume.
- Outline the interview for the candidate up front. Let them know the order of the interview. Tell them that you are going to be asking a set of questions and to please respond in as great of detail as possible, than let them know that after you are done you will be happy to answer any questions they may have. This will set the expectation of the interview process and will help avoid you getting off track.
- Ask every question and allow a full detailed response from your candidate. Stick to the script throughout.
- Take active notes. It is not rude and don't think you will remember everything. Write down what you liked in their response and what you don't like.
Avoid distractions. Set your calendar for the interview time and make sure your co-workers know that you are not to be disturbed. - Don't hire on the spot. You need to consider everything that was discussed in the interview.
Information provided courtesty of ArrowUp Consulting, Rick Docekal Founder/CEO. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
Friday, June 12, 2009
Rick Docekal Recruiting Tips
1. Always be recruiting. The best time to look for a new sales or service person is when you are fully staffed. Not only do you have the time because you are not in crisis mode from being understaffed you are much more likely to only have interest in those individuals that really impress you, not just because they can come to work soon so you can quit pulling double shifts.
2. Recruiting is a process, not a quick fix. Your prime candidates will likely be very happy where they are, reason being is because they are good at what they are doing (which is why you want to recruit them to your organization). Soft selling at first is the best way and stay in frequent contact. Let them know you think it is great that they are happy and doing so well at XYZ Company but encourage them to call you first to talk if things start going south. Many things can change the mind of a good prospect, your persistence, changes in their environment like a new boss, company culture changes etc..
3. Keep a log. Log candidates and conversations and refer to your log frequently. Make special notes about the recruit that can show the candidate how well you listened to them in your conversations. Refer to past conversations when you contact them again. "Last time we talked you were starting your son in soccer, how did that go?" People want to come to work for a boss that takes an interest in their lives.
4. Send thank you cards. Make sure to always thank a prospect for their time even if it is just a phone conversation. Enclose your business card, trust me, they will hang onto it.
5. Embrace your Competitor. So many times in business our competitors are rivals who one would not dare converse with. Big mistake. Take the opposite approach, introduce yourself to them, invite them into your online networking groups. Remember if you are in the same industry you have much in common which is always step 1 in building relationships.
Information provided courtesy of ArrowUp Consulting, Rick Docekal Founder/CEO. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
2. Recruiting is a process, not a quick fix. Your prime candidates will likely be very happy where they are, reason being is because they are good at what they are doing (which is why you want to recruit them to your organization). Soft selling at first is the best way and stay in frequent contact. Let them know you think it is great that they are happy and doing so well at XYZ Company but encourage them to call you first to talk if things start going south. Many things can change the mind of a good prospect, your persistence, changes in their environment like a new boss, company culture changes etc..
3. Keep a log. Log candidates and conversations and refer to your log frequently. Make special notes about the recruit that can show the candidate how well you listened to them in your conversations. Refer to past conversations when you contact them again. "Last time we talked you were starting your son in soccer, how did that go?" People want to come to work for a boss that takes an interest in their lives.
4. Send thank you cards. Make sure to always thank a prospect for their time even if it is just a phone conversation. Enclose your business card, trust me, they will hang onto it.
5. Embrace your Competitor. So many times in business our competitors are rivals who one would not dare converse with. Big mistake. Take the opposite approach, introduce yourself to them, invite them into your online networking groups. Remember if you are in the same industry you have much in common which is always step 1 in building relationships.
Information provided courtesy of ArrowUp Consulting, Rick Docekal Founder/CEO. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
Tuesday, June 9, 2009
The Death of a Salesman
Technology - The Death of a Salesman by Rick Docekal
By Rick Docekal
New doors for reaching out to clients are opening every day on the web. Networking sites like Facebook, Linkedin, MySpace (to name a few) are creating opportunities for salespeople to reach out to new clients to "pitch" their product or service. Though these technological advancements may be the new frontier for business marketing, salesmanship is quickly becoming extinct.
I have dealt with salespeople for over 20 years and every time I see one struggling it does not take long to find out why. Most of us that are involved in sales understand the very basic premise of getting in front of your clients. An old saying that I like is an email is better than doing nothing, a phone call is better than an email, but a handshake is the best way to secure business. Salesmanship is not easy, and certainly not for the timid. Yet you will find sales departments in every business spending more and more time on the internet farming for business, and less time out pounding the pavement. That is because the timid salesperson has a safety net under their office chair. Being rejected in an email is easy, you hit "delete" you make up some excuse pertaining to how "crazy' the potential customer is for not considering you and you move on to your next email, well after taking a little break to check the baseball scores from last night or the latest fashion trends.
Is the Internet the Death of the Salesman? In many cases yes, but technology is not to blame. Those in sales that dedicate a large portion of their time farming for internet clients and do not pay attention to the importance of a phone call and face to face will not enjoy the success that a talented salesperson who understands how important building relationships is.
Take a close look at your organization, specifically your sales departments. Are your salespeople sitting in front of a client or their monitor most of the time? My best salespeople have been the ones that I often cannot get hold of, or take a long time to respond to an email I sent. That is because they are busy!
Yes, there certainly are many success stories on using the internet to build business just the same as you will find people that meet on the internet and eventually get married. But remember, even those that met on the internet and got married eventually met face to face to "close the deal".
Information provided courtesy of ArrowUp Consulting, Rick Docekal Founder/CEO. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com/ to see what ArrowUp Consulting cand do for your large or small business using the ArrowUp System.
Article Source:
http://EzineArticles.com/?expert=Rick Docekal
By Rick Docekal
New doors for reaching out to clients are opening every day on the web. Networking sites like Facebook, Linkedin, MySpace (to name a few) are creating opportunities for salespeople to reach out to new clients to "pitch" their product or service. Though these technological advancements may be the new frontier for business marketing, salesmanship is quickly becoming extinct.
I have dealt with salespeople for over 20 years and every time I see one struggling it does not take long to find out why. Most of us that are involved in sales understand the very basic premise of getting in front of your clients. An old saying that I like is an email is better than doing nothing, a phone call is better than an email, but a handshake is the best way to secure business. Salesmanship is not easy, and certainly not for the timid. Yet you will find sales departments in every business spending more and more time on the internet farming for business, and less time out pounding the pavement. That is because the timid salesperson has a safety net under their office chair. Being rejected in an email is easy, you hit "delete" you make up some excuse pertaining to how "crazy' the potential customer is for not considering you and you move on to your next email, well after taking a little break to check the baseball scores from last night or the latest fashion trends.
Is the Internet the Death of the Salesman? In many cases yes, but technology is not to blame. Those in sales that dedicate a large portion of their time farming for internet clients and do not pay attention to the importance of a phone call and face to face will not enjoy the success that a talented salesperson who understands how important building relationships is.
Take a close look at your organization, specifically your sales departments. Are your salespeople sitting in front of a client or their monitor most of the time? My best salespeople have been the ones that I often cannot get hold of, or take a long time to respond to an email I sent. That is because they are busy!
Yes, there certainly are many success stories on using the internet to build business just the same as you will find people that meet on the internet and eventually get married. But remember, even those that met on the internet and got married eventually met face to face to "close the deal".
Information provided courtesy of ArrowUp Consulting, Rick Docekal Founder/CEO. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com/ to see what ArrowUp Consulting cand do for your large or small business using the ArrowUp System.
Article Source:
http://EzineArticles.com/?expert=Rick Docekal
Monday, June 1, 2009
Are You the Next GM?
It seems as though accountability has become a "dirty word" in today's business culture. Certainly today's economy shoulders some of the blame, however the majority of businesses use the global economy as a scapegoat for their failing productivity. One does not have to look far for proof. Look at any, well every press release or shareholder letter that a struggling business puts out. You will find it loaded with phrases like "due to the nature of the current economical environment" or "given the prolonged recession". The outcry from the public regarding the various stimulus packages has certainly reached the ears of all, but not so fast complainers! These excuses for performance and productivity are on Main St as well as on Wall Street. When small business fails, these same excuses appear in the local headlines.
So who do we blame? Leaders, that's who. Corporate officers, business executives, small business owners or individual entrepreneurs that fail, fail primarily because there is, nor has ever been an accountability platform. What is an accountability platform? Simply put, a written, measurable expectation for performance along with (and here is always the missing element) the consequence if production is not met. Let's take an example that is easy to understand. John Salesperson is expected to sell 10 widgets a month to meet the revenue model of Widget's Inc. What happens if John only sells 6? Or an even tougher question what if he sells 9? Does Widget's Inc say "Well even though we wanted 10, 9 is still pretty good and we accept that." In this scenario Widget's Inc failed to set an appropriate accountability platform. If 9 is satisfactory the platform should be 9 widgets, not 10. John failed and there is no consequence. What should be the consequence for John not achieving 10? That should also be written into the Accountability Platform up front. Example: If John fails to sell 10 widgets a month a written warning will be placed in John's file. If he has another month where he does not sell a minimum of 10 widgets he is subject to termination.
Sound harsh? That depends on your perspective. Certainly if you are John you may think so, but what if you are trying to get a sales job at Widgets Inc and know you can easily sell 10 widgets a month?
Accountability platforms can certainly have variable consequences. For a small business owner, his or her consequence may be to cancel the family vacation, or lower the entertainment budget for that month. The important thing is there must be a consequence for not attaining a proper, well thought out minimum revenue expectation.
Information provided courtesty of ArrowUp Consulting, Rick Docekal Founder/CEO. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
So who do we blame? Leaders, that's who. Corporate officers, business executives, small business owners or individual entrepreneurs that fail, fail primarily because there is, nor has ever been an accountability platform. What is an accountability platform? Simply put, a written, measurable expectation for performance along with (and here is always the missing element) the consequence if production is not met. Let's take an example that is easy to understand. John Salesperson is expected to sell 10 widgets a month to meet the revenue model of Widget's Inc. What happens if John only sells 6? Or an even tougher question what if he sells 9? Does Widget's Inc say "Well even though we wanted 10, 9 is still pretty good and we accept that." In this scenario Widget's Inc failed to set an appropriate accountability platform. If 9 is satisfactory the platform should be 9 widgets, not 10. John failed and there is no consequence. What should be the consequence for John not achieving 10? That should also be written into the Accountability Platform up front. Example: If John fails to sell 10 widgets a month a written warning will be placed in John's file. If he has another month where he does not sell a minimum of 10 widgets he is subject to termination.
Sound harsh? That depends on your perspective. Certainly if you are John you may think so, but what if you are trying to get a sales job at Widgets Inc and know you can easily sell 10 widgets a month?
Accountability platforms can certainly have variable consequences. For a small business owner, his or her consequence may be to cancel the family vacation, or lower the entertainment budget for that month. The important thing is there must be a consequence for not attaining a proper, well thought out minimum revenue expectation.
Information provided courtesty of ArrowUp Consulting, Rick Docekal Founder/CEO. ArrowUp provides consulting on business growth, sales production and operational expense control. Visit the Founder's website at http://www.rickdocekal.com to see what ArrowUp Consulting can do for your large or small business using the ArrowUp System.
Article Source: http://EzineArticles.com/?expert=Rick_Docekal
Wednesday, April 1, 2009
Top 10 Reasons, Now is the time to buy! By Rick Docekal
The old saying goes "when you realize the market has bottomed, it already has passed". Buyers are looking for the "right time" and while nobody has a crystal ball, there are certainly some facts that show that now is a good time to buy! Here are the "Top 10" reasons why NOW is the time to buy a home in Arizona.
10. The news is bad... for a reason. Gloom and Doom sells newspapers but may not accurately reflect opportunity. Do some research and you will see!
9. Uncle Sam wants YOU ... as a homeowner. Because of deductions on mortgage interest and property taxes, the practical effect is that the government is subsidizing your home purchase. Not to mention the new tax credit stimulus for 2008/2009 first time home buyers.
8. Long term, owning usually beats renting. Typically a weak housing market indicates a strong rental market. Rental pricing will reflect that... remember the 'ole supply and demand equation we all learned in school? Not to mention the tax benefits!
7. Home Ownership builds Equity. OK, so all of us have been watching zillow and similar websites drop values and drop our jaws, but wouldn't you love to be buying your first home RIGHT NOW? History shows what we can expect 5yrs from now, 10 yrs from now...
6. Market Timing is far from perfect. Nobody wants to buy a house and see the values decline immediately after, but a quick web search will show you projected growth in Phoenix... those folks will need to buy a house! Do you think we are closer to the top or bottom of the market???
5. There is no such thing as the "Real Estate Market". In reality, the national real estate market is made up of thousands of neighborhoods, each with its own unique circumstances. Do the homework, find the right neighborhood, find the right price and you minimize your chances greatly of making a "wrong decision".
4. Finding Value is easier in a tough market. Again, remember supply and demand??
3. There is more than one "yardstick". How slow is the market? Depends on who you ask and what you are comparing to. 1st quarter home sales in the greater Phoenix area are MUCH higher than the last 2 years.
2. The "Concession Stand" is Open. Home buyers can always ask for concessions. In todays market leverage is definitely tilted in your direction. Don't be afraid to ask!
1. Financing is favorable....for now! Think these rates will remain low forever? Grab your history books, when you look at average rates over the last 20 years you will be sure to drop your book and go house hunting.
Rick Docekal - CEO ArrowUp Consulting
10. The news is bad... for a reason. Gloom and Doom sells newspapers but may not accurately reflect opportunity. Do some research and you will see!
9. Uncle Sam wants YOU ... as a homeowner. Because of deductions on mortgage interest and property taxes, the practical effect is that the government is subsidizing your home purchase. Not to mention the new tax credit stimulus for 2008/2009 first time home buyers.
8. Long term, owning usually beats renting. Typically a weak housing market indicates a strong rental market. Rental pricing will reflect that... remember the 'ole supply and demand equation we all learned in school? Not to mention the tax benefits!
7. Home Ownership builds Equity. OK, so all of us have been watching zillow and similar websites drop values and drop our jaws, but wouldn't you love to be buying your first home RIGHT NOW? History shows what we can expect 5yrs from now, 10 yrs from now...
6. Market Timing is far from perfect. Nobody wants to buy a house and see the values decline immediately after, but a quick web search will show you projected growth in Phoenix... those folks will need to buy a house! Do you think we are closer to the top or bottom of the market???
5. There is no such thing as the "Real Estate Market". In reality, the national real estate market is made up of thousands of neighborhoods, each with its own unique circumstances. Do the homework, find the right neighborhood, find the right price and you minimize your chances greatly of making a "wrong decision".
4. Finding Value is easier in a tough market. Again, remember supply and demand??
3. There is more than one "yardstick". How slow is the market? Depends on who you ask and what you are comparing to. 1st quarter home sales in the greater Phoenix area are MUCH higher than the last 2 years.
2. The "Concession Stand" is Open. Home buyers can always ask for concessions. In todays market leverage is definitely tilted in your direction. Don't be afraid to ask!
1. Financing is favorable....for now! Think these rates will remain low forever? Grab your history books, when you look at average rates over the last 20 years you will be sure to drop your book and go house hunting.
Rick Docekal - CEO ArrowUp Consulting
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