July 21, 2009
Is Your Company a Creativity Killer?
Over drinks one night a friend who I admire for his business smarts griped about how many of his improvement ideas died in the suggestion box. “Yeah, when anything new comes up around here, the corporate immune system kicks in pretty fast to kill it,” he confided. I saw some of his ideas and a lot of them could have saved his employer considerably more money than they were paying him. It made me wonder about the economic impact of all the ideas that get lost just because they’re new or unfamiliar or “not invented here.”
Granted, no team can function without discipline and ground rules. Things would collapse in chaos if everyone spent their work day aimlessly reinventing everything. The bad news is that over time, this kind of regimentation squashes the creativity companies need to grow and stay competitive. The good news is that it’s possible make room for creativity in a set of balanced business practices. If you want a fun and thought-provoking read on this subject, check out Orbiting the Giant Hairball by Gordon MacKenzie.
How can you get more creativity out of your staff? People need to know that their input is valued and rewarded. How many of these killer phrases do you hear on a daily basis? “We tried that once and…” Or, “The problem is…” Or, “The reason that won’t work…” These little devils and their legion of cranky relatives are guaranteed to shut down the flow of profitable ideas into your business. The trick is learning to keep the internal editor from kicking in too early in the creative process. Try setting aside a time and place where it’s okay to capture spontaneous, half-baked thoughts without judging them. Let everyone’s minds wander on the possibilities first. The “editor” can sort and evaluate them later in a separate setting.
Yes, some ideas might sound wacky at first, but if you make a habit of allowing them to surface, they’ll inevitably reveal the seeds of a major new competitive edge. Remember how it felt to be picked for a school team or get accolades for that science project? Imagine what could happen at work if your whole staff felt that way. Making “what if” an official and protected part of your company culture can pay big dividends in productivity and profitability.
March 2, 2009
5 Ways to Drive Sales Through a Recession
When the economic climate began to look like it was here to stay, for a while at least, we restructured our organization to include a sales department that focused strictly on bringing in new business. We knew our sales efforts were going to be the force that kept Marketing with a Flair up and running in these difficult times. We adopted a strict marketing and sales plan, and as it turns out our sales team has brought in several new clients, and our office is full of activity! So, how is this possible in an economy that rivals some of the toughest economic times in US history? It’s not easy, but taking a closer look at your sales process is the first step. Here are just a few ways you can drive sales through this recession:
1. Start in the most obvious place: President and founder of Engage Selling Solutions Colleen Francis suggests focusing on existing relationships when looking for potential business. “Start by looking at your current customer sales database. You might be surprised by who you know! All too often, this step is skipped by companies who are hungry for new business,” says Francis. So, pull out the old business cards, start calling and emailing contacts that you haven’t done business with or talked to in a while. Your networks are the first place to start when seeking to boost sales.
2. Stick to the tried and true: Make cold calls, network and follow up. Listen closely to what your potential customers’ needs are. Make sure you are aware that you are really selling yourself – not the product or service. Sell results and solutions and never sell on price. There’s a reason these methods have been around for ages. They work. Globally recognized business coach, mentor, author and consultant - Jonathan Farrington has written a great article on The Twelve Golden Principles Of Selling that outlines this idea.
3. Don’t stop marketing efforts: In his article about how brands thrived during the Great Depression, Partner in Altus Alliance Dave Chase explains how important branding and, furthermore, marketing is during a recession. Popular companies like Procter & Gamble, Chevrolet and Camel cigarettes not only survived during The Depression, but flourished. Their refusal to cut back on marketing efforts is one of the reasons they were able to prosper.
4. Offer assistance rather than a product: Potential customers may not have the budget for what you are selling, so instead offer them advice or help by asking, “What can I do for you right now?” By being a resource to them now, you will create a memorable impression that they will remember when looking for your product or service in the future.
5. Fulfill a need: Every day, I hear that people aren’t buying anything right now. Well, that just can’t be true. Renowned speaker, trainer, consultant, and entrepreneur – Tim Wackel writes that sales reps should stop blaming the economy. “Companies still have to buy goods and services no matter what the economy is doing. They may buy different, they may buy less, but they still have to buy,” writes Wackel.