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Posts Tagged ‘sales coach’

Do I Smell Bad: Lessons From The Deodorant Isle

Posted By Michael Roby | Friday, October 13th, 2017

Next week I travel to New Orleans to speak to an audience of CEO’s in a Vistage Group facilitated by Joe Liss, CPA. Joe has been a good friend and mentor for many years. Back to this audience. These people own their companies. CEO’s expect performance. They want good ideas and hate wasting time. They want me to give them great, actionable ideas to help them sell more, lead their teams, hire better people, and grow their businesses. This won’t be 30,000 foot platitudes. It will be rapid-fire, actionable ideas… for three and a half hours. The pressure is on. I must stay cool, calm, and collected.

I believe in system redundancy. I insist in having two bottles of roll-on deodorant; one for home and one for my travel bag. This morning I used the last of one bottle. While I am not obsessive-compulsive, I did run into Walmart on the way to my office, and here is what I saw:

What was amazing is they didn’t have my brand! So I left. I’ll try another store, probably today. What lessons came out of this 6:45 AM jaunt into the largest retailer in the world?

  1. We live in a great country. We grow enough food to feed ourselves and the world. Most people can work if they want to work. They can freely practice their religion. Americans have a greater choice of products and services than anywhere in the world. And more brands of antiperspirant / deodorant exist than one could try in a lifetime.
  2. As Sheena Iyengar, a professor of business at Columbia University and the author of “The Art of Choosing,” demonstrated in her 1995 study, we are paralyzed by too many choices.
  3. People are brand-loyal. The vast majority of U.S. Adults want “their” brand (82%) and “their” retailer (84%) according to the 2017 Study by the International Council of Shopping Center.

These facts raise an interesting question:

What is your brand?

A brand is a relationship between a provider and their buyer. Brand creates a feeling in the buyer. Brand creates a pride of ownership, a status, a comfort level in the user. If you don’t purposely create, reinforce, and manage your brand with your client you are just another Fill-In-The-Blank commodity.

Build your brand. Be your brand. Sell your brand.

That’s all for now; I need to run to CVS…

Work Hard & Have Fun!™

Get Out The Fine China! A Client Is Coming!

Posted By Michael Roby | Tuesday, April 23rd, 2013

Do you ever have clients in for breakfast, lunch, or dinner meetings? When clients arrive, does your team offer coffee or other beverages, along with a snack? In the case of evening appointments, do you also occasionally offer  a glass of wine or other adult beverage?

If the answer to any of these questions is “Yes” ask yourself this question:

“What impression does it make when you serve these in Styrofoam cups, on paper plates, or on a paper towel?”

Last week I heard a presentation by two successful advisors who ordered china, glasses, and wine glasses with their logo.il_570xN.429349888_n5p9 This isn’t plastic or paper. We are talking china (or at the very lease, fine pottery place-settings, coffee cups, drinking glasses, and crystal wine glasses.  These advisors treat their clients like guests or best friends!

Show some class. Let the quality of your services be reflected in how you treat your clients when they visit your office.

Work Hard And Have Fun!™

Questions To Ask A Prospective Business Coach

Posted By Michael Roby | Wednesday, January 9th, 2013

Consulting and coaching makes sense for almost any business, but ONLY if they bring REAL value to the client in the way of tangible results. If you hire a business coach, make sure you select a person that fits your needs.

Ask the following questions of yourself:

  • Can this person help me? (Education, Training, Experience)
  • Does this person have the will to help me? (Values, Beliefs, Interest, Motivation, Passion)
  • Will we work well together? (Instincts, Drive, Modus Operandi.)

The following questions are designed for YOU to ask a prospective coach to help you decide if he/she is right for you.

  • Tell me about your education, training, experience, and your track record when coaching businesses like mine?
  • How can your business coaching services help MY business?
  • WHY do you coach? What is your PURPOSE in coaching?
  • What is your capacity for taking on new clients?
  • How long do clients stay with you?
  • What format do your services take (Coaching, Consulting, or both), and how do you deliver these services?
  • What is the cost and length of engagement?
  • Can you provide me with references from current and past clients?

In addition, be EXTREMELY clear about your needs. For example, you may need:

  • Time Management
  • Strategic Selling And Marketing
  • Leadership
  • Operational Planning
  • People Management

Finally, make sure success is measurable. Ask:

  • Looking forward, how will I be able to tell if hiring you was a good decision?

Asking these questions BEFORE you hire a coach helps you feel confident in the the relationship, allowing you to get on with the business of building trust and realizing your objectives.