Craig M Dick

Agriculture | Marketing | Innovation

Category: Marketing (page 1 of 4)

We Get It, You Are The Best, Now Go Away!

Most people hate listening to someone tell everyone how great they are. Yet many companies marketing material is just them bragging about how great they are.talking about yourself

Customers don’t care about you, your company or how great you are. They care about themselves and their problems. What matters is that you can solve those problems. That is what your marketing should focus on.

Nobody wants to buy your products. They want a problem to go away. Can you clearly articulate the results you offer? Do you have proof that you can do what you say you can do?

If your marketing has the following words in it; we, us, and our, then you are not focused on the needs of your customer.

Make your marketing like real life. In real life when you meet someone new, show that you have an interesting personality, that you care about us, that we can trust you and when we have a problem and you can help us solve it. That is how a friend and a customer are won.

 

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Why Farmers Should Play More

Disclaimer: This is not medical advice and I am not a doctor. If you think you may be suffering from anxiety, depression or other mental health issue, please seek professional help. This article is for informational purposes only.

The opposite of play isn’t work, it’s depression.

Or another way to look at it is, excessive workloads could be a major cause of anxiety and depression in the farming community. As a marketer I want to understand my customer. How they think, what motivates them and why they make the decision they do.

One thing that has always puzzled me is when people ask for help, then they struggle to make a decision. Is it fear of the unknown or something else? While listening to the James Altucher Show episode 234, it hit me when Charlie said “The opposite of play isn’t work, its depression” I immediately thought of the farmers I know that have struggled with real depression, those with severe anxiety and many I have encountered that struggle to make decisions. Is there a link?

Farmers work more than any group I have ever known. My experience growing up on the farm is there is more work to do than one person could do in a lifetime.  Farming isn’t just a job. It’s a person’s complete life. Its 24/7. You live at the office, at the factory. Its always there. And there is always more to do. This can lead to bouts of anxiety.

The workload, the financial pressures, poor weather, sick livestock, and poor harvest can compound, leading to real depression. Farming has not been this difficult since the 1980’s, clear thinking, sound judgement and calculated risks could be the difference of making a profit or a loss.

Studies show that depression erodes confidence, hope and clear thinking of persons dealing with depression.  That reduces motivation and the capacity to work effectively, and drags people down. Depressed persons tend to be negative, unable to move ahead with tasks, withdrawn and sometimes unpredictably volatile.

Farming is also a socially isolated career with small, close knit communities of neighbors, co-workers, and families. Imagine a farmer that was going to a shrink, what would his neighbors say, his family, or worse, his land lord. On top of that, famers are typically raised to be tough, self-reliant and not complain about problems. How would it look to seek help?

Unfortunately it’s this lack of support that causes those that suffer to close down even more.   When you feel you can’t talk about or show depression, its just a step deeper into the darkness. So most farmers ignore the symptoms. If asked if everything is ok, he might say, I am just tired, of self-medicate with alcohol or other substances.

This downward spiral, the self-medication coupled with a feeling of having nowhere to turn for help leads to the idea of suicide as the only way out.

Studies have shown that compared with non-farmers, farmers have a higher prevalence of depression, particularly the male farmers, who also had higher anxiety levels. This is related to longer work hours, lower income, higher psychological job demands and less decision latitude compared with non-farmers. In the U.S. the rate of farmer suicides is just under two times that of the general population.

Could less work and more play be the answer?

Growing up on the farm I was taught to do your chores first, then play. Luckily even though we worked hard, there was always time for friends and sports. Now that I am older I find there is always more to accomplish. I find personally less time for play.

What if the secret to getting more done, being more successful was strategic play

From James Altucher:

Charlie was overworked. He was working 22 hours a day to keep up with his boss.

Feeling burnt out, he took a week off to recover. That week turned into a year.

He sought medical help. He refused the drugs they prescribed. He tried deep breathing exercises, therapy, journaling, all different supplements, exercise, psychedelic drugs, volunteering, prayer. He even took a course on “How to Overcome Anxiety.”

But none of it stuck… “Every day he felt like he was going to die.”

Then he read , “The opposite of play isn’t work, it’s depression.”

“The research is pretty clear,” Charlie said. “They have done experiments. They’ve deprive animals of play—they give them love, nurturing, food, shelter, all the things they need to survive— but they deprive them of play, the animal inevitably grows up to be socially and emotionally crippled.”

Charlie calls it “chronic-play deprivation.” And I think many people suffer from that.

Sound like any fathers, uncles, or brothers who farm that you know?

Charlie said he was approaching life “so seriously and joylessly. And very much in terms of what’s the output, what’s the income, what’s the money pay-off.”

There never was a pay-off.

James asked, “How did you learn to play again?”

Charlie said playing every day IMMEDIATELY had an effect. “Not just on how I felt but in how people responded to me.”

Check out the James Altucher Podcast to hear the full story.

If you have any friends or family you think may be dealing with anxiety or depression, please encourage them to seek medical help.

Sources:

http://www.huffingtonpost.com/terezia-farkas/why-farmer-suicide-rates-_1_b_5610279.html http://www.farmandranchguide.com/entertainment/country_living/farm_and_ranch_life/understanding-managing-depression-critical-for-farmers/article_916c7af4-9684-11e4-af93-33ef37fbca72.html http://www.farmerhealth.org.au/page/depression/depression-the-facts http://www.heysigmund.com/anxiety-interferes-decision-making-stop-intruding/ https://www.psychologytoday.com/blog/the-athletes-way/201603/how-does-anxiety-short-circuit-the-decision-making-process https://neuroscience.stanford.edu/news/opposite-play-not-work-%E2%80%94-it-depression

 

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Ideal Sale Rep


No matter what you do in life, selling is an important skill. Want a better table at restaurant or an upgrade on a rental car. How about making a return without a receipt or maybe you need to get your new marketing strategy approved by management, well you better know how to sell.

 

Incorporate these top traits of an ideal sales rep into your day to day to start improving your performance.

 

Think abundantly – Not everyone gets to be your customer, not everyone needs your service find the ones that would love to work with you and afford to pay your price.

Dress for success – Appearance matters, your customer’s will judge how successful you can make them by your appearance, dress a level above your customer.

Make appointments – Your time is limited, so is your customer’s, make appointments.

Be on time – Show your customer you respect them and you can be trusted by honoring the first thing you said you would do.

Keep meetings short but effective – You are there to help them be successful, not to spend time with them.

Know your Customer – You customer’s business is your business, anything that could affect your customers business you should know about.

Know your Market – Who buys your products and why, everyone is not your customer.

Know your product – You are the expert, know every detail of your product.

Know your competition – How does your product compare in all aspects.

Be intentionally helpful – Your job is to make your customer successful, in some cases you should recommend they use the competition, if it truly is better for them.

Ask lots of questions – How do you know what is best for your customer without really knowing what they need.

Take good notes – How else can you make sure you are serving your customer if you don’t write down what you discussed.

Put action items on your calendar – As soon as you are done with your meeting, set action item due dates in your calendar.

Don’t wait, make things happen, do it anyway – Get your action items done as soon as possible, not for your customer, not for your boss, for you.

 

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The Customer Is Always An Asshole

 

This classic clip from Mall Rats, is all to prevalent. Today it seems businesses view their customers as problems, not the key to their success (It might be why retail stores are struggling). If you need to convince customer to work with you or you have “asshole” customers, it’s your fault. You have set the wrong expectations and you need to scrap your marketing plan and start over from scratch.

Your business exists to meet the needs of your customer. Do you know what problem you are trying to solve for your  customer? It’s not to sell them stuff. More importantly do you know who your customer is? Here’s a hint, it’s not everyone. It’s a specific type of person with specific problem.

You need to clearly define who and what that is, then spend all your time doing everything you can to recruit that customer. Your marketing should be so clear that customers self-select themselves to your door, begging to work with you and paying the sticker price.

It starts with doing an “ideal customer” exercise. In detail list out what the perfect customer would look like. This will give you clarity in creating a position statement. Once you have a clear position statement all of your marketing efforts should align with that.

Now when customers can clearly understand what you do, they will self-select in or out of your sales pipeline. You will be greeted by people excited to work with you, not looking for extras or discounts. When your ideal customer comes to you, you must be entirely focused on solving their problems.

The saying “you get what you give” applies here. If you want all their business, you must give them your all first.

Finding the right customer is how to keep asshole customers away. Solely focusing on your ideal customers success is the path to your success.

 

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Marketing

The customer doesn’t care about you, your product, what it can do, or how its betterGodin marketing quote

The customer only cares about themselves

Marketing is simply thinking about what you do from the customers perspective

Emotionally connecting what you do with the beliefs and wants of your customer is key

Be generous, take risks, connect with people

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