Branding and Sales

Here’s a business secret most entrepreneurs don’t want you to know…. They started their companies with an idea only, not a true foundation to what it is they are selling. Yes, many business owners started with a “Sell first, figure the rest out later” plan.

While you shouldn’t bank your entire organization’s success on this type of thinking, there is something to be said for building value with sales before it actually exists. So, how do you do this? First, understand how your services or products can help solve a problem for your potential client. If you can show him or her not how great your services / products are but how they will actually fix a challenge, you’re golden when it comes to value.

Next, understand your prospect’s ambitions and tailor your pitch to meet these. If you can’t meet the client’s ambitions, don’t promise to. You will both be disappointed in the end. Be honest but be prepared to sell the value in accomplishing goals for your client- or at least in helping him or her get there.

Selling your services or products as a new company (sometimes even as an established one) can be hard but that doesn’t mean it will not work. Be persistent and be ready to show how much value your potential client may be losing by not hiring you!

Until tomorrow,

Twyla Garrett

3 Tricks to Remember Names

How many times have you been at a major event, had a great conversation with someone and then forgot their name? It happens to all of us. However, using someone's name is important to closing deals and forging alliances. It makes them feel special. Why do you think Starbucks is able to cell ten cent coffee for five dollars a cup? The coffee isn't special, the experience is! Your name is part of the Starbucks experience.

If you need help remembering the names of people you meet then continue to read. I've come up with some great tips for you.

1. Ask the person to spell their name. Even if the person's name is 'Bob' ask him to spell it. He may seem surprised by this and that is ok. I find being honest with people as to why you're asking acts as a great icebreaker within itself.

2. Make a mental association. This seems obvious, but it works. If a man is wearing a funny tie- I refer to him as Funny Tie Bob or Pink Gucci purse Brenda. This trick really does work for face-to-name recall.

3. Repeat the person's name twice after you met him or her to him or her in conversation. This will help you get used to the face and name syncing together.

If all else fails, admit you forgot the person's name. It may make him or her (even you) cringe for a second, but you will move on and so will the other person. Don't be afraid to admit you forgot the name , ask for the name and then continue on the with the conversation.

Until next time,

Twyla

How to handle a natural disaster or act of violence at work.

I help businesses and government agencies prepare for and prevent disasters of all types. But, for those of you who can't hire IME's services, here are some basic steps to handling a disaster event at work.

Start with signing up for the American Red Cross' First Aid|CPR |AED classes. The website reads, "Would you know what to do in a cardiac, breathing or first aid emergency? The right answer could help you save a life. With an emphasis on hands-on learning, our First Aid/CPR/AED courses give you the skills to save a life. All course options align with OSHA’s Best Practices for Workplace First Aid Training Programs and are available in classroom and blended learning formats. Certification is issued upon successful completion. Free online refreshers are available with all course options."

2. After attending to any urgent medical needs, revert into your company's Emergency Protocol. If you haven't developed one yet- do so. Not only does this act help you save money on company insurance, it saves lives!

3. If the incident is a violent one, or a verbal bullying issues, report it to law enforcement. You may have survived the incident (or witnessing it), but the same person can commit the act again- or escalate it by returning with weapons hours later. Take notice and report all minor acts of violent of verbal abuse to law enforcement and have the employee removed from the building.

4. Know key state and national resource numbers. During a violent or natural disaster it is possible for communication lines to go down. Don't be lost without resources. Physically write down key numbers to employees and resources and keep them in your purse or wallet.

5. Have guiding principals in place to address disasters at work after the fact. These should include, but not be limited to;
- Treat all matters seriously.
- Don’t victimize anyone who was a witness to a violent act or the victim of a natural disaster by improperly question them.
- Act with impartiality towards all parties, avoiding any personal or professional bias.
- Consult with health and safety representatives.
- Document the process, recording all meetings and interviews with details of who was present and agreed outcomes.

Until next time,
Twyla