Not many of us human types get up in the morning to focus on failing. We do our best, we learn each day, we try a little harder, we get a little smarter, and we focus a bit more on being successful. Whatever that means to each of us. One of our worst measurements of success is comparing ourselves to others.
She has a better gig, he has a nicer car, they have a better life. Most of us have fallen into the trap but the key is to stay focused on what success means to each of us. But we get stuck, meet resistance, and sometimes get in our own way.
Richard St. John has been teaching his principles since he learned the hard way. The concept may be simple but it requires determination and a lifetime of focus to execute.
__________________________________________________________________
Showing posts with label offering. Show all posts
Showing posts with label offering. Show all posts
May 25, 2019
February 23, 2019
Are You in Sales?
Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.
It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.
To anyone in sales – you have my gratitude and respect.
To anyone not in sales – try it for one day.
__________________________________________________________________
It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.
To anyone in sales – you have my gratitude and respect.
To anyone not in sales – try it for one day.
__________________________________________________________________
May 12, 2018
Don't Compare
Not many of us human types get up in the morning to focus on failing. We do our best, we learn each day, we try a little harder, we get a little smarter, and we focus a bit more on being successful. Whatever that means to each of us. One of our worst measurements of success is comparing ourselves to others.
She has a better gig, he has a nicer car, they have a better life. Most of us have fallen into the trap but the key is to stay focused on what success means to each of us. But we get stuck, meet resistance, and sometimes get in our own way.
Richard St. John has been teaching his principles since he learned the hard way. The concept may be simple but it requires determination and a lifetime of focus to execute.
__________________________________________________________________
She has a better gig, he has a nicer car, they have a better life. Most of us have fallen into the trap but the key is to stay focused on what success means to each of us. But we get stuck, meet resistance, and sometimes get in our own way.
Richard St. John has been teaching his principles since he learned the hard way. The concept may be simple but it requires determination and a lifetime of focus to execute.
__________________________________________________________________
February 5, 2017
Stop Comparing
Not many of us human types get up in the morning to focus on failing. We do our best, we learn each day, we try a little harder, we get a little smarter, and we focus a bit more on being successful. Whatever that means to each of us. One of our worst measurements of success is comparing ourselves to others.
She has a better gig, he has a nicer car, they have a better life. Most of us have fallen into the trap but the key is to stay focused on what success means to each of us. But we get stuck, meet resistance, and sometimes get in our own way.
Richard St. John has been teaching his principles since he learned the hard way. The concept may be simple but it requires determination and a lifetime of focus to execute.
__________________________________________________________________
She has a better gig, he has a nicer car, they have a better life. Most of us have fallen into the trap but the key is to stay focused on what success means to each of us. But we get stuck, meet resistance, and sometimes get in our own way.
Richard St. John has been teaching his principles since he learned the hard way. The concept may be simple but it requires determination and a lifetime of focus to execute.
__________________________________________________________________
June 28, 2016
Before They Are Customers
You want to take your significant other out for a nice dinner. Maybe you'll check out that new steak place? They claim they have best Kobe beef this side of Tokyo. Decision made. Reservation for 7:30.
What they didn’t tell you in the advertising was that there is a mandatory $10 parking fee. A bit annoying and scam-like. Still not fazed, you head inside. You are met at the threshold with a line-up. Not a bad thing, it means this new place is doing well and you’re not worried, you have a reservation.
Service On Hold
At 7:45, you inquire with the snappy dressed guy at the front if your table is ready. He doesn’t take his eyes of the calculus that is the restaurant floor plan and barks that the kitchen is busy, they are new, and all reservations are 30 minutes behind.
It’s a nice night out, why spoil it with complaints so you go back to the bench and wait quietly. Several minutes later a woman approaches you with two white cards. On one side is the restaurant’s logo and on the other is a questionnaire.
Survey Says
They want to know your demographic, how you found out about the place, how many times you go out for a meal each month, how much alcohol you consume in a year, and for your trouble your name is put in a draw for one free dessert on your next trip - if you go to their website and register.
It’s 8:43 and burgers sound good about now.
Before getting caught up in metrics, surveys, and coupons, be careful people don't walk out before you get a chance to help them as customers.
Let them try it before asking their opinion.
__________________________________________________________________
What they didn’t tell you in the advertising was that there is a mandatory $10 parking fee. A bit annoying and scam-like. Still not fazed, you head inside. You are met at the threshold with a line-up. Not a bad thing, it means this new place is doing well and you’re not worried, you have a reservation.
Service On Hold
At 7:45, you inquire with the snappy dressed guy at the front if your table is ready. He doesn’t take his eyes of the calculus that is the restaurant floor plan and barks that the kitchen is busy, they are new, and all reservations are 30 minutes behind.
It’s a nice night out, why spoil it with complaints so you go back to the bench and wait quietly. Several minutes later a woman approaches you with two white cards. On one side is the restaurant’s logo and on the other is a questionnaire.
Survey Says
They want to know your demographic, how you found out about the place, how many times you go out for a meal each month, how much alcohol you consume in a year, and for your trouble your name is put in a draw for one free dessert on your next trip - if you go to their website and register.
It’s 8:43 and burgers sound good about now.
Before getting caught up in metrics, surveys, and coupons, be careful people don't walk out before you get a chance to help them as customers.
Let them try it before asking their opinion.
__________________________________________________________________
February 13, 2014
Defining Success
Not many of us human types get up in the morning to focus on failing. We do our best, we learn each day, we try a little harder, we get a little smarter, and we focus a bit more on being successful. Whatever that means.
One of the worst measurements of success is comparison.
She has a better gig, he has a nicer car, they have a better life. Most of us have fallen into the trap but the key is to stay focused on what success means to each of us. But we get stuck, meet resistance, and sometimes get in our own way.
Richard St. John has been teaching his principles since he learned the hard way. The concept may be simple but it requires determination and a lifetime of focus to execute.
__________________________________________________________________
Kneale Mann | Leadership Strategist, consultant, writer, speaker, executive coach facilitating performance growth with leaders, management, and teams.
One of the worst measurements of success is comparison.
She has a better gig, he has a nicer car, they have a better life. Most of us have fallen into the trap but the key is to stay focused on what success means to each of us. But we get stuck, meet resistance, and sometimes get in our own way.
Richard St. John has been teaching his principles since he learned the hard way. The concept may be simple but it requires determination and a lifetime of focus to execute.
__________________________________________________________________
Kneale Mann | Leadership Strategist, consultant, writer, speaker, executive coach facilitating performance growth with leaders, management, and teams.
July 26, 2013
The Endless Supply Chain
My passion is to help leaders become better leaders, companies to be more collaborative, and guide the communications process that loosens the boardroom constraints. But I've been thinking a lot about the sales process lately.Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales. Your job is business development aka revenue, kind of sales.
Is it all about the numbers?
I believe we are all in the supply chain and we are all part of the sales process but this is the actual department that is saddled with bringing in the actual money. The support system is the rest of the organization because sales as we all know does not begin or end with the invoice.
If your function is overseeing a sales organization - put the spreadsheets down and help your people with the people part. Leadership and culture drive the behavior that will improve your corporate heath. So for just one week don't mention numbers. I know that sounds counterproductive but try it for one week. Focus on people, relationships, passion, solutions, and see what happens.
To anyone in sales – you have my gratitude and respect.
To anyone who doesn't think they are in sales – look again.
__________________________________________________________________To anyone who doesn't think they are in sales – look again.
Kneale Mann | Leadership and Culture strategist, writer, speaker, executive coach engaging leaders, collaborative teams, and strong business results.
istock
August 21, 2012
What Creates Success?
It’s the age old question. Thousands of books have been published on the topic. Millions of opinions have been shared. Endless leadership models have been created and business professionals have been trying to solve it since the beginning of time.
Theories and sayings, adages and clichés, all point to the ways for us to find the success we seek. But what happens if we find it then lose our way?
Richard St. John is a researcher, author, speaker, teacher, and student of life and success. He was triumphant in many business pursuits but stumbled. That lesson caused him to step back and find out why. Hundreds of interviews later, he has been teaching his principles which are simple in their outline but require determination and a lifetime of focus to execute.
Kneale Mann
TED | Richard St. John
Theories and sayings, adages and clichés, all point to the ways for us to find the success we seek. But what happens if we find it then lose our way?
Richard St. John is a researcher, author, speaker, teacher, and student of life and success. He was triumphant in many business pursuits but stumbled. That lesson caused him to step back and find out why. Hundreds of interviews later, he has been teaching his principles which are simple in their outline but require determination and a lifetime of focus to execute.
Kneale Mann
TED | Richard St. John
March 14, 2012
Are You In Sales?
Purpose meets Price
My passion is to help leaders become better leaders, companies to be more collaborative, and guide the communications process that loosens the boardroom constraints. But I've been thinking a lot about the sales process lately.
One of my clients has me helping with one of their revenue generating initiatives which is not a role I regularly play. Leadership and business development is necessary across the enterprise but there are much more talented people than me to help with sales.
Wares meet Humans
Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.
I have worked with and around sales people my entire career. I have consulted them, worked on presentations with them, gone on sales calls with them, but I've never had to sit in an office and be a sales person full-time, work the phones, make the connections and sell the offering.
It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.
Kneale Mann
image: selltest
One of my clients has me helping with one of their revenue generating initiatives which is not a role I regularly play. Leadership and business development is necessary across the enterprise but there are much more talented people than me to help with sales.
Wares meet Humans
Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.
I have worked with and around sales people my entire career. I have consulted them, worked on presentations with them, gone on sales calls with them, but I've never had to sit in an office and be a sales person full-time, work the phones, make the connections and sell the offering.
It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.
To anyone in sales – you have my gratitude and respect.
To anyone not in sales – try it for a day.
Kneale Mann
image: selltest
December 29, 2011
Why Are You in Business?
Focusing on what you want and why you want it, not on whom you’re going to sell it to or how you’re going to sell it.
That is from an email a friend sent me. It caused me to pause and read the line a few times. I don't sell paint or fix plumbing or increase revenue in one meeting. The value I bring is tougher to measure in a world of instant wins and spams that claim to solve all your problems with a click of a mouse.
Clients and prospects don't care about my quarter century of experience, they have issues that need attention. And that remains the challenge when deciding what companies to approach in the first place.
Narrow the Focus
No matter if you run a publicly traded multi-national organization or work for yourself, you cannot be everything to everyone. You do some things well, you need to improve on other items and you are not tapping into the true power of your people and your network. Or perhaps I'm alone on this.
If you are unclear on what you want and why you want it, your customers, direct reports and colleagues will be unclear as well. And perhaps that is where we slip up when trying to grow business?
Find the Quiet
Our lives are full of chatter and meetings, opinions and deadlines, politics and stress. We aim to please while we lose ourselves in the process.
Big company or sole proprietorship, it is imperative to have an honest look under the hood. You may discover the reason you're doing all this in the first place.
Do you know what you want and why?
Kneale Mann
image credit: soshable | original: mar 2011
That is from an email a friend sent me. It caused me to pause and read the line a few times. I don't sell paint or fix plumbing or increase revenue in one meeting. The value I bring is tougher to measure in a world of instant wins and spams that claim to solve all your problems with a click of a mouse. Clients and prospects don't care about my quarter century of experience, they have issues that need attention. And that remains the challenge when deciding what companies to approach in the first place.
Narrow the Focus
No matter if you run a publicly traded multi-national organization or work for yourself, you cannot be everything to everyone. You do some things well, you need to improve on other items and you are not tapping into the true power of your people and your network. Or perhaps I'm alone on this.
If you are unclear on what you want and why you want it, your customers, direct reports and colleagues will be unclear as well. And perhaps that is where we slip up when trying to grow business?
Find the Quiet
Our lives are full of chatter and meetings, opinions and deadlines, politics and stress. We aim to please while we lose ourselves in the process.
Big company or sole proprietorship, it is imperative to have an honest look under the hood. You may discover the reason you're doing all this in the first place.
Do you know what you want and why?
Kneale Mann
image credit: soshable | original: mar 2011
November 1, 2011
Defining the Sales Process
Since we've been living on this big marble, the sales process has been a part of everyday life. There is no escaping it and very little moves forward without it.
Centuries ago, the currency may have been a bag of rice for a piece of furniture but the barter system is alive and well. The media may have been a local market or horse-drawn carriage, but business clicked along.
We tend to get caught up in gadgets and interfaces and think they are what drives business. As much as they may accelerate the process, give us the chance to find similar thinking people around the globe and open doors that would never otherwise be opened, the exchange of services or products for currency hasn’t differed.
Know What You're Selling
When I was a kid, my buddy Mark’s dad worked as a life insurance salesman. As he put it, he sold “peace of mind” to families. Now you can build a client list through customer relationship management (CRM), database marketing and social media but the offer hasn't changed all these years later. If you sell insurance, the theory stands that you are selling peace of mind.
It’s easy to point to an exchange of money for a product as a “sale”. But what has to happen before that exchange occurs? Does the company not have to let potential customers know about the product? Isn’t there a network or supply chain required?
Honing the Offer
I was having dinner a few weeks ago with a client who challenged the notion that we are all in sales because her definition is the point of exchange and not the myriad other things that need to happen to get there. Her 15 years as a commission sales rep was her experience in sales. She went through the process of finding prospects, calling on them, showing the benefits of what she offered and ending with a monetary exchange. Her point is that as much as we all 'sell ourselves', someone has to close the deal. My contention is that a lot has to happen to help that deal close from people throughout the enterprise.
I often see product and creative people scoff at sales people as a necessary evil. But when discussions of chickens and eggs come up, the tie breaker is that we are all in the product AND sales business because neither can survive without the other. What I like to do is help business owners and managers work ON their business when most of the effort is working IN their business. And I sell every day.
Are You in Sales?
Kneale Mann
image credit: mspmentor
Centuries ago, the currency may have been a bag of rice for a piece of furniture but the barter system is alive and well. The media may have been a local market or horse-drawn carriage, but business clicked along.We tend to get caught up in gadgets and interfaces and think they are what drives business. As much as they may accelerate the process, give us the chance to find similar thinking people around the globe and open doors that would never otherwise be opened, the exchange of services or products for currency hasn’t differed.
Know What You're Selling
When I was a kid, my buddy Mark’s dad worked as a life insurance salesman. As he put it, he sold “peace of mind” to families. Now you can build a client list through customer relationship management (CRM), database marketing and social media but the offer hasn't changed all these years later. If you sell insurance, the theory stands that you are selling peace of mind.
It’s easy to point to an exchange of money for a product as a “sale”. But what has to happen before that exchange occurs? Does the company not have to let potential customers know about the product? Isn’t there a network or supply chain required?
Honing the Offer
I was having dinner a few weeks ago with a client who challenged the notion that we are all in sales because her definition is the point of exchange and not the myriad other things that need to happen to get there. Her 15 years as a commission sales rep was her experience in sales. She went through the process of finding prospects, calling on them, showing the benefits of what she offered and ending with a monetary exchange. Her point is that as much as we all 'sell ourselves', someone has to close the deal. My contention is that a lot has to happen to help that deal close from people throughout the enterprise.
I often see product and creative people scoff at sales people as a necessary evil. But when discussions of chickens and eggs come up, the tie breaker is that we are all in the product AND sales business because neither can survive without the other. What I like to do is help business owners and managers work ON their business when most of the effort is working IN their business. And I sell every day.
Are You in Sales?
Kneale Mann
image credit: mspmentor
September 19, 2011
One Simple Way to Save Your Economy
We All Want It. Do We All Give It?
.
You've done your online research, you asked some people who already have one and you are now at the store with money in hand ready to buy one. The guy behind the counter has never heard of it, the person in aisle 27 can’t find it and the manager looks annoyed to be interrupted for something so trivial as a paying customer.
That familiar generic voice on the customer service line says they are experiencing a high volume of calls. You have to endure 17 minutes of some instrumental soft rock nugget until Bernie gets on the line. You explain the problem and he tells you he has to transfer you to another department. Another 11 minutes of another ditty and Jennifer picks up the phone. She informs you that Bernie was incorrect and back to yet another snappy number while you wait for George.
You Give Up
It begins to make more sense to toss the thing in the garbage. Your time is more valuable than what you spent on the it, it never worked properly, the claims in all the advertising were misleading and it's time to cut the bait.
Clearly many of us are giving terrible service. Is that really the best way for us to turn our economy around? Should we not give a crap and hope people buy our stuff? If we really really really want them to pay us money, it won't matter that we don't care, right?
Serving Customer Needs
Have a complete look at your business. Have someone outside of your business have an honest look at it as well. Then actually ask your customers for their feedback. This is not to tear it apart but rather to find the weak spots. It will help stop the head scratching when revenue dips. You may think it’s a product issue but it’s often something deeper and much more human.
It’s sad that we are resigned to the fact that the bar for customer service is so low it’s scraping on the pavement. Lift it up a few inches and you will slay your competition. If we want to turn your economy around, actually care.
Do You Think It Will Work?
Kneale Mann
image credits: despair | robotnine
I am available for a 30 minute complimentary introduction call to discover where I can help your business. Feel free to contact me via email and let's chat.
.
That familiar generic voice on the customer service line says they are experiencing a high volume of calls. You have to endure 17 minutes of some instrumental soft rock nugget until Bernie gets on the line. You explain the problem and he tells you he has to transfer you to another department. Another 11 minutes of another ditty and Jennifer picks up the phone. She informs you that Bernie was incorrect and back to yet another snappy number while you wait for George.
You Give Up
It begins to make more sense to toss the thing in the garbage. Your time is more valuable than what you spent on the it, it never worked properly, the claims in all the advertising were misleading and it's time to cut the bait.
Clearly many of us are giving terrible service. Is that really the best way for us to turn our economy around? Should we not give a crap and hope people buy our stuff? If we really really really want them to pay us money, it won't matter that we don't care, right?
Serving Customer Needs
Have a complete look at your business. Have someone outside of your business have an honest look at it as well. Then actually ask your customers for their feedback. This is not to tear it apart but rather to find the weak spots. It will help stop the head scratching when revenue dips. You may think it’s a product issue but it’s often something deeper and much more human.
It’s sad that we are resigned to the fact that the bar for customer service is so low it’s scraping on the pavement. Lift it up a few inches and you will slay your competition. If we want to turn your economy around, actually care.
Do You Think It Will Work?
Kneale Mann
image credits: despair | robotnine
I am available for a 30 minute complimentary introduction call to discover where I can help your business. Feel free to contact me via email and let's chat.
July 19, 2011
Media are in the Hands of the Beholder
Stay Tuned. News at 11. Coming Up Next.
I was at a dinner recently with some friends in media I’ve known for years. As it often happens at one of these types of events, we talked shop. The landscape is changing, what traditional media outlets are doing and could do better, the continued infiltration of the social web, mobile and more. If this had been twenty years ago, one may claim it was conversation filled with opinion. But now many of us have actually been working in marketing and media for that long and those opinions have become rather educated.
During the dinner, I recounted a meeting I had a few months ago with someone in the mobile space. He is a bright guy with a growing company but it struck me how much he felt his world was the world. He couldn’t fathom the fact that some people actually aren’t on the cutting edge of technology or living on every word coming from the mind of Steve Jobs. As astonishing as it may be to believe, there are people who actually don’t have a LinkedIn profile. And get this, some don’t blog or listen to podcasts either.
Forecast after this. Stick around for more details.
As much as we instinctively know it’s not the case, we tend to still think others think like we think and others grasp what we have experienced. Proof of this happens every minute of the day. An event will happen and some will go to YouTube for more information while others will check the Twitter stream. Yet the news agencies will hope we wait for the 11 O’clock news. And millions still do wait for the news report. Those who don't hop on social media claim they may not "get it" while others who are constantly wired up can't grasp why anyone would do it any other way.
Information is fragmented and live. It is inaccurate and opinionated. The speed of content being shared will only increase. While the challenge for anyone creating content is to understand that the audience isn’t waiting by their device to receive it.
Desire and Technology Converge
Mitch Joel once pondered how the world would be without traditional media – television, radio, outdoor and print. I would add mobile devices and the Internet to that list because each is getting as big as the big four. So I think it's a more complex question. As millions flock to the social channels, traditional channels remain alive. There is no one way of navigating all this stuff.
We reside on both sides of the counter - we are both providers and clients - and the noise can often be deafening as we attempt to resonate with others while we try to decipher what we need from each other. I have clients who have found great success with a radio component or print imitative. Television, though expensive, still receives billions in annual ad revenue and they haven't stopped the printing presses just yet.
How do you reach your customer who has so many choices?
Kneale Mann
image credit: lifeonpurpose
During the dinner, I recounted a meeting I had a few months ago with someone in the mobile space. He is a bright guy with a growing company but it struck me how much he felt his world was the world. He couldn’t fathom the fact that some people actually aren’t on the cutting edge of technology or living on every word coming from the mind of Steve Jobs. As astonishing as it may be to believe, there are people who actually don’t have a LinkedIn profile. And get this, some don’t blog or listen to podcasts either.
Forecast after this. Stick around for more details.
As much as we instinctively know it’s not the case, we tend to still think others think like we think and others grasp what we have experienced. Proof of this happens every minute of the day. An event will happen and some will go to YouTube for more information while others will check the Twitter stream. Yet the news agencies will hope we wait for the 11 O’clock news. And millions still do wait for the news report. Those who don't hop on social media claim they may not "get it" while others who are constantly wired up can't grasp why anyone would do it any other way.
Information is fragmented and live. It is inaccurate and opinionated. The speed of content being shared will only increase. While the challenge for anyone creating content is to understand that the audience isn’t waiting by their device to receive it.
Desire and Technology Converge
Mitch Joel once pondered how the world would be without traditional media – television, radio, outdoor and print. I would add mobile devices and the Internet to that list because each is getting as big as the big four. So I think it's a more complex question. As millions flock to the social channels, traditional channels remain alive. There is no one way of navigating all this stuff.
We reside on both sides of the counter - we are both providers and clients - and the noise can often be deafening as we attempt to resonate with others while we try to decipher what we need from each other. I have clients who have found great success with a radio component or print imitative. Television, though expensive, still receives billions in annual ad revenue and they haven't stopped the printing presses just yet.
How do you reach your customer who has so many choices?
Kneale Mann
image credit: lifeonpurpose
June 28, 2011
Your Personal Media Experience
One-to-One Rapport
It doesn’t matter if you work in television, radio, advertising, communications, marketing, digital or mobile; your top job is developing audience. You can use words like influence and connection, conversation and relationship but having more people consume your offering gives you a better chance on driving success through whatever metric you decide to employ.
Return on your investment may be measured by revenue or awareness but unless you are independently wealthy, you need to eventually realize results of some kind. So in the quest for advancement, most are hesitant to take chances and things get stuck.
Creating Your Experience
As you know, the word media is plural for medium yet there is plenty of evidence that some feel it is a catch-all phrase. But for the most part we consume media alone through gadgets and channels. And with technological advancements, our experience is more in our individual control every day. Our user experience can be uniquely ours.
You don’t read your Facebook newsfeed with ten other people. You aren’t sending tweets from the control room of a studio. And you are probably not devising your next blog post while mapping out storylines and an editorial calendar with your team. Creating and consumer media is a personal process. There are exceptions but we mostly read, watch, listen, write and interact alone. Our quest to reach and share with others makes the experience social.
Imagine. Create. Share.
Think about your average week. Mine consists of time online, calls, email, writing, maybe a webinar, group calls, business development, client work, proposals, team discussions, driving to appointments and research. Your week may be different but you are conducting most of that work alone through various media.
So when companies talk about gaining more market share or building a brand - which can only be done between customers - they often use averages and demographics, charts and trends and that is valuable information but more times than not our clientele consume our offering alone.
How can you enhance customer need on a personal level?
Kneale Mann
image credit: thecoolgadgets
It doesn’t matter if you work in television, radio, advertising, communications, marketing, digital or mobile; your top job is developing audience. You can use words like influence and connection, conversation and relationship but having more people consume your offering gives you a better chance on driving success through whatever metric you decide to employ. Return on your investment may be measured by revenue or awareness but unless you are independently wealthy, you need to eventually realize results of some kind. So in the quest for advancement, most are hesitant to take chances and things get stuck.
Creating Your Experience
As you know, the word media is plural for medium yet there is plenty of evidence that some feel it is a catch-all phrase. But for the most part we consume media alone through gadgets and channels. And with technological advancements, our experience is more in our individual control every day. Our user experience can be uniquely ours.
You don’t read your Facebook newsfeed with ten other people. You aren’t sending tweets from the control room of a studio. And you are probably not devising your next blog post while mapping out storylines and an editorial calendar with your team. Creating and consumer media is a personal process. There are exceptions but we mostly read, watch, listen, write and interact alone. Our quest to reach and share with others makes the experience social.
Imagine. Create. Share.
Think about your average week. Mine consists of time online, calls, email, writing, maybe a webinar, group calls, business development, client work, proposals, team discussions, driving to appointments and research. Your week may be different but you are conducting most of that work alone through various media.
So when companies talk about gaining more market share or building a brand - which can only be done between customers - they often use averages and demographics, charts and trends and that is valuable information but more times than not our clientele consume our offering alone.
How can you enhance customer need on a personal level?
Kneale Mann
image credit: thecoolgadgets
March 23, 2011
Finding Your Why Business
Focus on what you want and why you want it, not on whom you’re going to sell it to or how you’re going to sell it.
That is from an email a friend sent me last week. It caused me to pause and read the line a few times. I don't sell paint or fix your plumbing or solve your revenue issues in one meeting. The value I bring is tougher to measure in a world of instant wins and spams that claim to solve all your problems with a click of a mouse.
Clients and prospects don't care about my quarter century of experience, they have issues that need attention. And that remains the challenge when deciding what companies to approach in the first place.
Narrow the Focus
No matter if you run a publicly traded multi-national organization or work for yourself, you cannot be everything to everyone. You do some things well, you need to improve on other items and you are not tapping into the true power of your people and your network. Or perhaps I'm alone on this.
If you are unclear on what you want and why you want it, your customers, direct reports and colleagues will be unclear as well. And perhaps that is where we slip up when trying to grow business?
I'm often called a social media guy. In reality, I'm a help clients build a stronger business guy. I'm a work with clients on business, marketing and digital guy. If that requires two cans and a string, so be it. My focus is not what Kneale Mann thinks you should do but rather what you want and why you want it. We all have the same tools to choose from and it's not about what we can do but rather what we will do.
Find the Quiet
Our day is full of chatter and meetings, opinions and deadlines, politics and stress. We aim to please while we lose ourselves in the process. I have earmarked some time this week for a business spring cleaning to assess and focus on why I want what I want. If I can't keep refining that, I am useless to my clients and prospects.
Big company or sole proprietorship, it is imperative to have an honest look under the hood. You may discover the reason you're doing all this in the first place.
Do you know what you want and why you want it?
Kneale Mann | How can I help?
image credit: dailymakeover
That is from an email a friend sent me last week. It caused me to pause and read the line a few times. I don't sell paint or fix your plumbing or solve your revenue issues in one meeting. The value I bring is tougher to measure in a world of instant wins and spams that claim to solve all your problems with a click of a mouse. Clients and prospects don't care about my quarter century of experience, they have issues that need attention. And that remains the challenge when deciding what companies to approach in the first place.
Narrow the Focus
No matter if you run a publicly traded multi-national organization or work for yourself, you cannot be everything to everyone. You do some things well, you need to improve on other items and you are not tapping into the true power of your people and your network. Or perhaps I'm alone on this.
If you are unclear on what you want and why you want it, your customers, direct reports and colleagues will be unclear as well. And perhaps that is where we slip up when trying to grow business?
I'm often called a social media guy. In reality, I'm a help clients build a stronger business guy. I'm a work with clients on business, marketing and digital guy. If that requires two cans and a string, so be it. My focus is not what Kneale Mann thinks you should do but rather what you want and why you want it. We all have the same tools to choose from and it's not about what we can do but rather what we will do.
Find the Quiet
Our day is full of chatter and meetings, opinions and deadlines, politics and stress. We aim to please while we lose ourselves in the process. I have earmarked some time this week for a business spring cleaning to assess and focus on why I want what I want. If I can't keep refining that, I am useless to my clients and prospects.
Big company or sole proprietorship, it is imperative to have an honest look under the hood. You may discover the reason you're doing all this in the first place.
Do you know what you want and why you want it?
Kneale Mann | How can I help?
image credit: dailymakeover
November 2, 2010
Make Great Stuff
Horse Meet Cart.
I tried a new Pan Asian restaurant yesterday. The place looks cool, the service was fabulous and the food is outstanding. It got me thinking about the main concerns of business owners which are advancing business and improving that pesky bottom line.
The server said they've been open for five weeks and business is soaring. He added that management knows they need to do some marketing.
He said they know the honeymoon would eventually end but wanted some time to do it right. It's unclear why they are waiting to tell potential customers but I enjoyed the lunch.
They made great stuff. Now what?
In some people’s mind, the crush of social media has evened the playing field and I flatly disagree. The old adage that you can apply lip gloss on the swine has never worked and the social web will only amplify the desperate tactic.
But if you have something good, don't be shy in telling someone about it.
Opening your organization to the scrutiny of online channels is the exact time when trumping out a bad business idea will be amplified – for all the wrong reasons. These channels can help you, but they won’t save a bad idea though many certainly try and use them for that.
Make great stuff. Then share it.
Apple had its share of critics for being a closed environment for decades and the misnomer was they didn’t listen to customers and that is simply not true. The essence of branding is what they say about you to others but in the online world you can monitor those discussions if you invest the time and prepare yourself for their honest opinions. Jobs & Co do just that. Constantly.
Apple makes cool stuff that works and continues to evolve their products in line with customer appetite. Like a Pan Asian restaurant, it is inclusive but may not be for everyone and doesn't compromise for that.
Make great stuff. And keep making it great.
If you wonder if your social media efforts are paying off, have a look at your offering and decipher whether you are giving people the chance to experience great stuff or are you just barking out the deal of the week on the hopes they will re-tweet you.
You must sell the dream before you sell a thing. And most don't dream about bad stuff. The empty pitch will be a short lived endeavor.
Doing well online or offline is not about fooling people with the tools but rather making great stuff people want. And it works best when you listen to them first and they then may listen to you. I think I'll be back to have chat with the restaurant owner.
Do you make great stuff?
knealemann
work with me: contact
Give to Movember.
image credit: digitaltrends | casaperiquet
I tried a new Pan Asian restaurant yesterday. The place looks cool, the service was fabulous and the food is outstanding. It got me thinking about the main concerns of business owners which are advancing business and improving that pesky bottom line.
He said they know the honeymoon would eventually end but wanted some time to do it right. It's unclear why they are waiting to tell potential customers but I enjoyed the lunch.
They made great stuff. Now what?
In some people’s mind, the crush of social media has evened the playing field and I flatly disagree. The old adage that you can apply lip gloss on the swine has never worked and the social web will only amplify the desperate tactic.
But if you have something good, don't be shy in telling someone about it.
Opening your organization to the scrutiny of online channels is the exact time when trumping out a bad business idea will be amplified – for all the wrong reasons. These channels can help you, but they won’t save a bad idea though many certainly try and use them for that.
Make great stuff. Then share it.
Apple had its share of critics for being a closed environment for decades and the misnomer was they didn’t listen to customers and that is simply not true. The essence of branding is what they say about you to others but in the online world you can monitor those discussions if you invest the time and prepare yourself for their honest opinions. Jobs & Co do just that. Constantly.
Apple makes cool stuff that works and continues to evolve their products in line with customer appetite. Like a Pan Asian restaurant, it is inclusive but may not be for everyone and doesn't compromise for that.
Make great stuff. And keep making it great.
If you wonder if your social media efforts are paying off, have a look at your offering and decipher whether you are giving people the chance to experience great stuff or are you just barking out the deal of the week on the hopes they will re-tweet you.
You must sell the dream before you sell a thing. And most don't dream about bad stuff. The empty pitch will be a short lived endeavor.
Doing well online or offline is not about fooling people with the tools but rather making great stuff people want. And it works best when you listen to them first and they then may listen to you. I think I'll be back to have chat with the restaurant owner.
Do you make great stuff?
knealemann
work with me: contact
Give to Movember.
