Let’s start with some facts. Then trends. Then implementable solutions.
Facts:
Apple introduced the iPad in 2010 as a revolutionary device
By 2016 an estimated 650 million tablets will have been sold globally. Pretty revolutionary, huh?
In a 2012 poll by CDW, tablet users averaged 2.1 hours per day and gained 1.1 hours of productivity
In that poll, 84% of employees said that the tablet made them better multi-taskers
There are over 1 million apps available for download
There are more mobile devices in the world than there are toilets. (What does that fact say about our needs for hygiene and connection?)
Trends:
Most digital natives (born after 1980) sleep with their phones
There are more tablets and mobile devices than desktop devices, used globally
Most information workers view 2-3 screens concurrently. An example in marketing: the television screen, the laptop screen, and the mobile third device. An example in finance: two laptop screens and the mobile third device.
App usage is growing faster than web portal use, as workers apply technology to customers and clients in new ways
Employers tolerate a BYOD approach (bring your own device) despite concerns about security, branding, and productivity
Solutions for your business include:
Blended use of technology/virtual learning and direct/synchronous training. Virtual training is less expensive, but not adopted. Blended use of technology and direct training can increase engagement, productivity, and retention. See one example here. I use blended learning solutions for most action learning programs. Imagine a team of 4-7 people in different locations who need to collaborate. They typically do not even know one another. Action Learning programs require that they assess the problem/case study/ client need, then share resources, then ask questions to develop solutions, then apply those solutions to save money or make money. Recently, I have developed mobile apps that supplement business development workshops between siloed divisions. Monthly workshops, combined with direct and virtual meetings, and action learning apps force people to work together.
Smart adoption of technology will increase mobility and security. Examples include Dropbox, a cloud storage service that syncs data can be accessed from any devices. You no longer need a secure VPN (virtual private network) access or dial in to a server. Your security is guaranteed. Consequently, when I travel to a client’s location I use Dropbox to access all of my digital content and provide tremendous value to any client, in their office, in the moment. Client delight is a reality, not a goal.
Collaboration tools will enable multiple workers and stakeholders to develop solutions. One example is GoToMeeting, a web meeting tool with audio and video conferencing. You can access from any device, using a code. Then you can see who is talking, share screens for collaborative work, record meetings for future reference. I use this tool when reviewing documents or developing presentation materials with clients in multiple locations. And I use GoToMeeting for team coaching and action learning programs.
Most importantly, how are you using tablets and apps to increase your business?
Did you know that over 90% of apps are downloaded once, then not used again? That fact bothers me.
We have technology that enables us to BUILD relationships. Look at the use of Linked In and internal social sites for business development. Look at our ability to schedule tasks, and calendar priorities, and key performance indicators… However, lazy people complain about the accountability of Salesforce or any Customer Relationship Management (CRM) system. Or they may complain that investing in technology is like investing in a money black hole, where the value is indistinct and endless. That fear bothers me.
We use technology to build relationships.
Image of apps on any device with a browser
Last week I met with2 attorneys tasked with generating $1.5MM annually for their firm. They stated, “The #1 priority for us is business development. We talk about cross-selling. But we rarely do it.” Like any firm with specialized skills, they track billable time (BT) and working time (WT).
I asked, “How valuable would it be for you to develop new business with your existing clients in other practice groups throughout the firm?”
They said, “Invaluable. If you can help us develop new business you will solve a massive problem.”
During lunch, I shared an app that I had created for them. They downloaded it immediately. Their comments were like popcorn: “This is a no brainer. We can start with our practice group. Imagine monthly business development workshops at the larger offices. Teams of 3-4 pay $100 to play for the day in a business development contest. Each team member must be in a different practice group. Corporate finance will be forced to talk with real estate, or environmental, or product liability. Those teams will upload content throughout the day. And answer questions based on a client case study. And populate or CRM system on Sharepoint. And then at 4:00 we will score the teams on a question like “Which of these teams is most likely to generate new business for our firm?” Recurring monthly business development workshops. Facilitators in the conference room for scheduled BD sessions. Technology designed to build relationships.”
What is the value to you and your company? $500,000 in new services? $1MM? More?
We provide business development consulting expertise, and customized technology that forces your team to use technology to build relationships.
FYI in 2007 I submitted the following articles to Horsesmouth.com, a digital library designed to accelerate business development for financial advisors.
You can apply any of these articles to your business or service.
1. 10 Tips for Distinctive Client Service Distinctive client service separates you from everyone else who talks about professionalism but doesn’t deliver on it. Take action with these 10 tips from a recognized, distinctive financial professional.
3. How to Act With Courage Excellence springs from courage, but not everyone chooses to be brave. These advisors share how and why they acted with courage, and how it benefited their business. Consider their insights into the nature of courage, and start using it to build your business, too.
4. 5 Keys to Solid Cold-Calling Performance If your prospecting strategy requires you to consistently make outbound calls, you must pay attention to these five vital elements of a strong cold-calling practice.
5. Customer Delight: 8 Tips for Creating It This top producer creates more than customer satisfaction. He creates customer delight. You can too, with these eight tips.
Call me at 704.895.6479 to discuss HOW you can apply these great ides to your business!
www.SlideShare.net is a library of free presentations from “expert contributors.” Once you contribute, you are then an expert. De facto.
Spend some time poking around the search function. Note the variety of topics. Find your topic. Then imagine how you can add your expertise to the submissions already there. The following details may change at any time, so here you go.
I will use the example of “Emotional Intelligence” for two reasons, 1) I have given dozens of trainings to hundreds of business leaders using this content, and 2) I now have over 1,000 followers on slideshare. Check out http://www.slideshare.net/dwg1/emotional-intelligence-101
1. Create something of value. Use Powerpoint or Keynote. Make sure that it is original.
2. For images, do a search such as “image my subject area” or “image emotional intelligence.” Select an image that you like. Click on “view in original image.” Copy and edit as you see fit.
3. Edit the content. Your goal is to present yourself as a polished expert. Typos are inexcusable. Share your content with an audience or critical people. Incorporate their edits.
4. Create a channel at www.slideshare.net. Give it a clever name. For instance, my channel is “Gray Matters” because my last name is Gray, and I wanted to be clever, as if the size of our brains actually matters. (Neural activity is what matters…) Consider how you want to promote your business… Then add a description to your company and a link to your homepage.
5. Upload your valuable content. Click the “Upload” button on the top of your page. Pretty simple. There are probably instructional tutorials on YouTube if needed.
6. Then SHARE your content with your clients. And post onto your blog. And share on ALL social media. Invite people to download and share. Create a contest and reward the person who shares your content with the most people…
7. Then ADD another valuable presentation. For instance, in 2010 I was asked to speak on “How to Move from Passion to Action” recently after publishing my book, Passionate Action; 5 Steps to Creating Extraordinary Success in Life and Work (2007). That SlideShare content is at http://www.slideshare.net/dwg1/serving-with-passion-11210
8. Then add another valuable presentation as your expertise expands. For instance, in 2013 I was recently asked to speak on business changes in the Affordable Care Act. That presentation led to a closed session event. And videos. The content is now at http://www.slideshare.net/JITCoach/healthy-living-business-62713
Periodically, add value to your customers by linking to your SlideShare content so that they know your areas of expertise.
Accountability is a hard task. Most people hate it. Most salespeople really hate it. Most software, like Salesforce or Act or the latest app, is a pain to use. You can use this excel spreadsheet, or a pad of paper. Start now.
Accountability determines success. The three top words in sales are “relationships, relationships, relationships.” Use the attached format to build relationships, be strategic, provide value. Or not.
These 4 roles determine sales: champions, economic buyer, technical users, consumers. You need all 4. Complex sales evolve. They only succeed when you focus on all 4 roles.
All successful sales people have accountability metrics and teams. Do you?
Call me at 704.895.6479 or contact us or subscribe today.
I do not know the answer for you. Yet. And it would be presumptuous or disingenuous if I offered a trite response.
Instead I will give you some facts. Then the process. Then what I do know.
Many studies confirm that your cost of good sold (COGS) is 7x higher for a new customer than for a returning customer. So you should focus on providing new value to old customers.
There is a former client who comes to mind. He happened to be a 30 year old financial advisor. But the story is relevant for most of us in specialized fields. He wanted to grow his business. After 3 years he had exhausted leads from his friends and family. He had networked so often that people avoided him at chamber and business development groups and even at Rotary meetings. I asked him, “What kinds of clients do you want to serve?” and “Who is likely to retire in 10 years with a strong book of business that needs to sell the bottom portion to a younger professional like yourself?” and “How can you guarantee that you provide excellent service to that older partner or lead source?” As you can imagine, he had a new partner and provided tremendous value for that person’s clients for many years. However, his answer is not your answer.
I do know the answer for hundreds of other business leaders who are former clients. Since 1997 I have consulted and coached business leaders in manufacturing, health care, education, HR, safety, technology, finance and accounting. I have guaranteed results for clients ranging from executive teams at F500 companies to small business owners struggling to make ends meet. I can provide best-of-class solutions or referrals to other consultants who can likely help you solve your problems.
I do know the process. I do know what works.
Here you go: you need to 1) define the problems, 2) provide solutions, 3) model accountability. I call this the “3A Coaching process.“
These “A letter” words are Assessments, Constructive Actions, and Accountability. Too many “coaches” stop after providing assessments, or constructive actions, because they do not know how to provide individual or team accountability. That’s about as smart as running 2/3 of a marathon and stopping. Make sure that you hire a coach who will get you past your finish line goals.
You are probably struggling with the following challenges:
people challenges strategy challenges execution challenges cash and financial challenges
Typically, I define the problems using organizational and individual assessments. I determine where you are making money. And where you are losing money.
I may ask the three big questions: 1. can you define the problem? 2. do you need to solve that problem? 3. who can solve that problem? In today’s market, the buyer-seller dance has evolved into a transparent process of answering those 3 questions. Then adopting the best solution. Vendors are secondary.
Then I provide a host of best-in-class solutions for you to sell more to your existing customers. They already know you. They are inclined to purchase more products and services.
Then I model accountability so that you move beyond good intentions. I want you to sell more services.
Recent Comments