Get Terry Brock For Your Next Meeting. He's Entertaining. He's Educational. He's Fun. Marketing. Technology. Relationship Marketing. Find Out More Now...
Sign Up For Coaching
Get the Help You Need ---- NOW --- for marketing and technology answers.
Individual Coaching Program
This program is designed to be laser-beam-focused on your needs. Flexible Schedules from 1 hour to 1 year. Click On Picture Above For More Information!
Here is a special treat for you. I recently had an interview with my friend and colleague, Michael Tipper. Michael is a genius who helps many people learn about how to increase productivity in business and tap into the strong powers of their mind.
In this interview, Michael interviewed me over Skype from his home in England while I was at my home in Orlando, Florida. In this interview you’ll discover:
* The Mindset necessary to use technology
* Specific tools to get you organized and jump-start your productivity quickly
* The Three Essential Elements you need in your life every day (!) for maximum effectiveness
* How to think about making technology work for you and your business.
This interview is packed with loads of tips. The 42:30 that you’ll spend will be a good investment of your time to learn and discover great things you can do.
Let me know if you have questions or would like more information on how to implement this with your group or in your own life. I regularly speak to business groups around the world to help them move to the next level of productivity and profitability. Discover the latest in technology tools which can help you and your people.
Listen to the interview then drop a note at the bottom of this Blog so others can benefit from your insights. I look forward to hearing from you.
“The only way to have a friend is to be one.” Ralph Waldo Emerson
It seems everyone is trying to get more business today —- now more than ever. Yes, we in small businesses are constantly working the phones, pounding the streets and doing what we can to generate new business regularly. Today it is heightened because of the state of the economy.
Many people try the direct approach to get business. They approach someone they don’t know and ask for business. And yes, that can work sometimes. There is a place for this cold calling — for some. However, you might have found, as I have found, that most business comes as a result of building quality, supportive, mutually beneficial relationships.
This business comes not so much from the “front door” of walking in and saying “Hi, I’m wonderful. Do business in with me.” It normally comes from the “back door” as you come into a person you have had some reason to know before. They know you through an association, or a relationship with a trusted confidant who recommended you to them.
This is how business grows best in most cases. Here are some specifics that can help as you build your business.
1. Non-Business Alliances To Get Business. Get to know likely buyers through associations and areas of common interest. People are more likely to open up to you because you share a similar belief or interest. If you go to the same church, synagogue or mosque they are more likely to open up to you. If you have children in the same school they feel they know you and want to be around you. Never neglect the importance of these old fashioned, tried-and-true “social networking” sites. They came along a long time before Facebook, Twitter, LinkedIn and other “social networking” sites on the Internet. Bonus: People in your non-business alliances might not do business with you themselves but can recommend you to others they know who can become customers.
2. Recommendations And Referrals. Don’t forget the importance of referrals and recommendations. When someone gets a referral from a trusted confidant, it is like gold. I recently had a recommendation from someone in my MasterMind group to help with book editing. This person who was recommended turned out to be highly competent and extremely helpful to me in the editing of my book. He also helped me in getting it through publishing. What a delight to know the person both in my MasterMind group and the referral. It saved me lots of time. My MasterMind group member got some favors from the editor and, of course, the editor got new business he wouldn’t have had before. Personal referrals are vital in building your business.
3. Video. Video is a high-tech way of getting in through the “back door.” People have a chance to get to know you. Well, they kinda’ know you. They don’t really know all about you — but they feel they do. Think of the people who watch a TV personality and feel they know them even though they’ve never met. There is something magical about video. It generates a certain level of celebrity status. I know I’ve generated a lot of business as a result of video on my website. People hear the messages I leave and then respond because the message resonates with them. If you’re not on video now, this is something you should do in today’s world.
Think about how you react when a pushy salesperson calls on the phone trying to sell you something that you don’t need. It is offensive and a time waster for both parties. A much better approach is to get to know people and network with them. By the word network, I mean to find the connections between a lot of people. The more people you have in your network — people you know well — the more you’ll be able to be the connector who helps people get to know each other. Ultimately this will position you as the person who is the “go to” person who knows everybody. Take responsibility to act as and think of yourself as the “host” to meet people and connect them with others. It changes the way the world views you and results in more business for you.
The time, money and effort you put into building your network and having access to the “back door” builds your likelihood of being known and desired by serious prospects who can use your products and services. This is the essence of Relationship Marketing.
Important Point. Bear in mind that Relationship Marketing, like building any quality relationship, takes time. It is seldom done overnight. It will require an investment of TME (Time, Money, Effort) and yes, there will be a lot of people you meet who just don’t share your values. However, in the long-run —- the run where the best last — you will want to be with people who are serious about building quality relationships and understand the vital principles of “Value For Value” in Relationship Marketing.
Business-Building Thoughts And Musings From Terry Brock
Yesterday I was presenting to a group in Memphis, Tennessee. I love that city with its Southern charm and all the benefits it offers. The best part of Memphis is the wonderful people who always impress me as genuine and down-to-earth.
As I was getting ready to present, I spoke to a Vice President of Customer Relationships at a local bank. I asked her how her bank was doing in the midst of the economy. Like many small banks, hers was doing well although they are feeling the challenges of the economy today.
What caught my attention more than anything was her comment about how she, working with customers with bank loans, reacted to those who were behind in their payments. She indicated that many of her bank customers would stay in touch with her and explain their situation even when times were tough. She told me that when a bank customer calls and explains what is happening and how they are working to make the payments and keep their commitments to the bank (that’s what a loan is all about — commitment), she wanted to help them.
She told me she also had a few customers who were behind in their payments who were trying to hide from her. She would make repeated calls and they would never return her calls. Imagine that! People trying to avoid a collections call!
It was interesting to hear her say — and I saw the fire in her eyes on this one — “… I don’t care if we have to foreclose on their property. If they won’t even return a call and talk to me, I don’t have any reason to help them.”
WOW!
Relationship Marketing is about a lot more than just reaching and helping customers. It relates to your entire supply team (as Steve Epner would say). It is imperative to maintain good relationships not only with customers but also with suppliers, partners and other stakeholders in your business. This is particularly true in tough economic times.
Relationship Marketing is not just a “smile and a shoeshine” (to borrow from Willie Loman in The Death of a Salesman). Relationship Marketing is about finding the needs of others and listening to them. Yes, it is also about returning calls and being decent. You’ve got to think of the other person and where he or she is coming from.
This banker I spoke with demonstrated that she cared for her customers. She wanted to help them and she does. However, when someone refuses to exhibit even the basics of human decency — i.e. returning a phone call — it is only human to feel slighted and approach them at a different level.
Maintaining relationships during difficult times is most important. Hey, it’s most important all the time and during difficult times it makes the difference between keeping your house and moving to the curb!
Relationship Marketing requires drawing closer to all those in our supply team and finding their areas of need. By helping them succeed we amazingly help ourselves to get ahead. Find creative, interesting ways to stay in touch with important people in your supply team. Yes, stay in touch with customers but also stay close to others who can make or break your business.
During tough times, make it a point to listen to others. Hear what they have to say and how they feel. This can pay off in any economy.
Today, having the right attitude and care for all in your supply team can even help you keep you house!
This past weekend I spoke to the Georgia Chapter of the National Speakers Association. What a great bunch of people! I was deeply honored to do that.
Right before the meeting, Diane Bogino, a professional speaker interviewed me about what small business needs to do today to succeed. You can watch the interview here (from YouTube). I look forward to your comments. Enjoy!
“It’s not the technology that’s scary. It’s what it does to the relations between people, like callers and operators, that’s scary.” Zen and the Art of Motorcycle Maintenance” p. 155
As a professional speaker who travels around the world, I often hear people lamenting what technology is doing to us. Many complain that people are spending so much time on social networking services like Twitter, Linkedin, Facebook and others that they are losing track of being with real people. I’ve heard business owners complain about people putting too much time into Twitter, Facebook, etc. and not enough time into business.
I can appreciate that concern. However, I have a different perspective that you will find interesting. Keep reading and I’ll explain more later.
The quote at the top of this article is from the classic, Zen and the Art of Motorcycle Maintenance by Robert Pirsig. I read that book yesterday morning in my study time and it was amazing. I had heard about it for years but had never read it. What a great book! It’s a story about a father and son riding a motorcycle across America years ago. They did it to experience what they couldn’t just by flying or even driving in a car. Throughout the journey, Pirsig explained how in life we have two opposing forces in us and how the ancient Greeks discussed much of what is happening to us today.
The quote above about technology seemed appropriate as it relates to people today with Twitter. Actually, Pirsig was talking about telephones back then but the same principles apply. Today many businesses are in a quandary about what to do with employees who use Twitter all day and don’t get their work done. Yet they don’t want to ban Twitter fearing that they will fall behind others and not be on top of the latest and the best.
So, what is the solution? How does this relate to the important topic of Relationship Marketing? What does it have to do with “Twitter Maintenance?” What does it have to do with Facebook, Linkedin and any other function in business?
As with most questions like this in business, we have to go back to the basics. What is it that we are supposed to do? Well, my ole buddy Peter Drucker would tell us that the purpose of a business is “to create and keep a customer.” (I refer to Peter Drucker as “my ole buddy” even though I never met this genius —- I just read a lot of his material and admire the sage advice of this legend — hence I consider him “my buddy.”)
If we filter every activity and every business decision through the prism of “creating and keeping customers” then we gain a whole new perspective on how to “perform maintenance” on Twitter — or any activity.
Like email was a few years ago when it emerged from the damp and dreary dungeons of academia to spring forth into life in businesses around the world, the Social Media channels all have their purpose. You shouldn’t ignore them anymore than you would ignore email.
Yet, if you spend all day, every day on email, you aren’t usually going to get a lot done (unless answering email from customers and keeping them happy is your primary job). And that is the key. Make sure you stay in touch with people. It is people who matter most in business. Drucker’s statement has within it the inherent emphasis on “customer” — the person. Focus on people. Connect with them and help them solve their problems. This is Relationship Marketing.
If you use personal face-to-face meetings to help customers, that’s great. If you do it over a telephone, wonderful! If you are making customers (paying customers, that is) giddy with glee that they are dealing with you and your company — I’m High-Fiving you across the digital frontier! Good for you!
So, as a manager of yourself and leader of others, constantly ask how you’re helping customers. Remember the emphasis is on paying customers, not just “opportunities.” Don’t rationalize here. If someone is a “potential customer” they are on trial. If they emerge as a paying customer within a reasonable period of time — that’s wonderful. If not, put them into a back-burner mode where you can stay in touch (they might become paying customers in the future or recommend you for someone else). However, your emphasis has to be on paying customers — if you want to stay in business!
This is the best way to enjoy “Zen and the Art of Twitter Maintenance.” Focus on making customers giddy with glee, and build your bottom line.
Somehow, I think both my buddies Peter Drucker and Robert Pirsig would be smiling at us and nodding with approval.
Thank God It’s Monday might seem like a strange title for a book, but Roxanne Emmerich, CSP, CPAE, CMC is the author of this dynamic read that can help you. It is about having fun in the workplace and helping that “fun” turn into bottom line profit.
The concepts that Roxanne discusses in her book, are just what I’ve been talking about with Relationship Marketing. Connecting with customers, employees and other stakeholders is a huge part of Relationship Marketing. Listen to what Roxanne discusses in the interview about working with banks and how they are seeing bottom-line and top-line growth by applying these principles of Relationship Marketing.
This book is a fun read and a reall business-building tome. You want to see the interview I recently had with Roxanne. She’s a friend I’ve known for years and now this book is #14 on the best-seller business list and growing. She expresses he enthusiasm on video even better so you want to see this interview.
Pick up your copy today and get your own bottom line boosted!
Recently I had a talk with a wonderful lady who has been a successful marketer for many years. She was lamenting all the commotion with Twitter, Facebook, Email, LinkedIn and social networking today. She commented that she likes to connect by talking with people on the phone — “real communication” is what she called it.
I understand where she’s coming from and have to agree — partly. Technology can never take the place of true human-to-human communication. I love sitting with friends over a meal, over drinks and sharing about life, business, fun, ideas, concepts and more. “Visiting” is what it is called in the South. “Hanging with your buds” is another way to refer to it.
Relationship Marketing (I like to capitalize those important words!) is the most important activity we can do in business. Connecting with other people is vital. One way to do it is with live, face-to-face meetings. That was the primary way people connected centuries ago. Somewhere around the end of the 1800’s they came up with a new-fangled communication tool called the telephone. I’m sure there were people who said, “Well, if I want to talk with someone I’ll walk or take my horse over to see them. I want a real connection.” They didn’t trust the new-to-them technology of a telephone.
I saw the same thing with email as it emerged a few years ago. Today we have so much of it that we crave short messages. I somehow think Twitter’s 140-character limit is an answer to that.
So, when we see Twitter, Facebook, LinkedIn and other social networking services emerge, does it mean the demise of real human connections?
Not on your life!
Relationship Marketing is about being close to prospects, customers and important stakeholders in business. It is about providing value to the other person. If your Twitter message is nothing more than “I’m getting groceries now,” — shame be upon you! You deserve to be ignored. Instead, pass along information that can be helpful to at least some of your followers. That’s where Twitter really shines.
All of these social networking services are about connecting with people. My friend who lamented these services and wanted to only connect through telephone is limiting the amount of contact, and hence the amount of business she can generate. I view communication as a wide range of options. A quick YouTube video which your perspective clients view connects at a basic level. A one-to-one luncheon with someone is a much deeper level of connection. However, you can’t have a 3-hour lunch with everyone, everyday otherwise you’d never get any work done!
And you can’t Tweet all day (that’s the term for those who send messages on Twitter) and expect to get work done. Yes, you can generate business but even self-appointed Twitter gurus I’ve heard speak have to stop sending their Tweets to speak about it!
By the way, I recently discovered a new tool called TweetCall (www.TweetCall.com) that allows you to leave a Tweet via your phone. Once you’ve registered (for free) you dial a toll-free number and leave a message up to 140 character (about 20 words). This can be great to leave quick messages even faster. I’ve used it for about a week and have been very impressed. Try it! To see a video of this check out the video below:
So, what’s the key for a dedicated, serious-minded Relationship Marketer to do? Well, I am not a “Twitter guru” (I’ll leave that ominous title to others) but I do know a thing or two about Relationship Marketing. Use these tools in moderation to help others. Don’t just toot your own horn but find ways to provide value for them.
Examples would be a quick message with a link to a great video that is of interest to your recipients. Send out a notice with a helpful idea. Then be sure to “Re-Tweet” a message to others. This is the Twitter way of forwarding a message to others and patting someone on the back (digitally, of course!).
It always goes back to helping others and caring for them in a genuine way. I was just on the phone with a long-time friend and trusted colleague who told me about a particular person. She told me how this person simply tried to sell her his services and didn’t really care about helping her. I found similar reactions as this same guy tried to sell me his stuff. I don’t care if he is on Twitter, Facebook, LinkedIn or comes over and knocks on my door — my opinion of him is diminished because of his actions towards me and my friend.
Bottom line? Commit to being a Relationship Marketer with genuine care to solve the other person’s problems. Next, learn the nuts, bolts and wiggle pins of new technologies that make sense for you. Don’t get frazzled. No, these Social Media tools are not the demise of real human connections.
Used properly, they can help us strengthen and grow genuine, real relationships for profit and mutual benefit in business.
