Boarding my flight yesterday, I was reminded of a time long ago when Frontier Airlines served freshly baked (well, re-baked) chocolate cookies on their flights. I don’t like living in the past BUT, It was a sad day, on April 25, 2012, when my boarding inquiry about cookies, was met with this response, “We are, but I hear from catering that this is the last time.” What? I looked it… Read More »Daily RICHual #36: The Price of a Cookie
In his landmark customer service book, Selling the Invisible, Harry Beckwith offers a three stepm approach to marketing your product or service(s). Step One is where you are trying to get what Beckwith calls, “a basic, acceptably reliable product” (or service). Step Two is where competition has entered the scene. Competition creates a need to listen to the customer, listening creates refinements and improvements. Beckwith says answering customers needs is… Read More »Daily RICHual #34: Harry Beckwith meets Barney Stinson
Without naming names, there are quite a few entities in the real estate business focused on delivering products, services, and methodology to obtain more sales. Some sell programs and apps, some sell their services, and some “employ” agents. As a trainer of real estate agents, I have seen it all and see more every single day. And while some of it is great, some of it sucks and some of… Read More »Daily RICHual #25: Train People to be with People
Who invented the perfect sales presentation? Tommy Hopkins? Zig Ziglar? Benjamin Franklin? Benjamin Franklin? Maybe, he pretty much founded the oldest insurance agency in America and insurance companies led the way in early sales techniques. Nope. Not them, and not Thomas Watson of IBM, and not Dale Carnegie. Fats Waller. Who? Fats Waller. Thomas Wright Waller, born 1904, died 1943 in his landmark musical “Ain’t Misbehavin’” from 1929, wrote the… Read More »Daily RICHual #22: Who invented the perfect sales presentation?
I came across a book yesterday. It was written by Benjamin Zander, who if you don’t know was the world famous conductor of the Boston Symphony Orchestra, and called “The Art of Possibility.” It concerned (partially) leadership and our role as beings on the planet. Zander said, “Every single interaction between two human beings is always a matter of leadership.” At the age of 45, after 20 years of leading… Read More »Daily RICHual #18: Sales and Leadership
Al Gore’s invention of the internet has changed a lot of things in this world and nowhere, maybe, more than marketing. Technology has given us a plethora of ways to get consumer’s attention. In the old days, two fellas, leaned over the fence and utilized the greatest marketing ever: WOMM. They talked about the new preacher, the guy who opened the new fillin’ station, and that lady who took over… Read More »Daily RICHual #17: Word of Mouth Marketing – Still the best!
Often in class or in a consultation or coaching, I’ll get asked about Blogging. Blogging, I say, is a great way to inform, promote, and answer, especially if you like to write. People want to know stuff AND they look for credible sources to obtain the most relevant info. Most sales peopleanswer questions all day. The problem is they answer them one on one. Let me explain:there was a time… Read More »Daily RICHual #15: Why Blog? Roseann Roseannadana Knows
When it comes to sales, so many factors go into the trickiest of all equations: customer satisfaction. For many, customer satisfaction is simply making the sale without incident. For others, it’s delivering what the customer/client wanted and having the entire experience be good (or at least, not bad). I like what Harry Beckwith, best selling customer service guru said, “A customer’s satisfaction is the gap between what the customer expects… Read More »Comfort Does It!
Yesterday we kicked around the difference between sales and branding. Well, one of the great misconceptions about social media is that it’s a sales venue. In the words of Lee Corso, Not so fast my friend. While many people sell many things on many social media sites, the core of the phrase social media is this idea of SOCIAL. Social implies getting to know people, creating a relationship. I don’t… Read More »Daily RICHual 4 Social Media and Branding
We hear a lot about Branding and sales in today entrepreneurial world. What’s the difference? Simple. Sales is short term, it’s focused on the sale, and it’s me chasing you. Branding is long term, focused on the relationship, and it’s trying to get you to come to me. Too often, we think that the key to getting the sale is to sell people. And while there’s a smidgeon of truth… Read More »Daily RICHual #3 . Girl Scouts and Sales/Branding