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?
Thursday, August 27, 2009
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.
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