Craig M Dick

Agriculture | Marketing | Innovation

Category: Thinking (page 1 of 3)

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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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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Plants Have Feelings Too!

Is eating plants less cruel than eating meat? I am not so sure.

plants have feelings too!

Via https://www.reddit.com/user/Randyotter

After all science shows us that the simple act of mowing your lawn, a past-time many Americans take pride in, is downright barbaric dismemberment. That lovely fresh cut grass smell is your lawn, aromatically shrieking to its brethren that it’s being attacked and needs first aid.

You are causing plants serious anguish and they are changing their behavior because of it.

Yes plant behavior is now a thing

Plants can make decisions based on the perceived level of risk

They communicate with each other in 5 ways:

Plants call for help, they eavesdrop, they defend their territory, they recognize siblings, and can communicate with mammals.

Plants care for offspring

Orchids are downright liars

Since plants have the ability to suffer, they feel pain, pleasure, fear, frustration, and motherly love. Whenever we consider doing something that would interfere with their needs, we are morally obligated to take them into account.

Let’s face it, eating fruits and vegetables supports cruelty to plants. Those idyllic verdant fields are really concentration camps crammed with flora that will never know what it’s like to care for its offspring. Eating vegetarian supports the killing of billions and billions of plants each year.

Ok, yes I am kidding, I don’t care what you eat (provided you are properly and humanly caring for your food source, animal and now vegetable). This was really just an exercise on taking a unique perspective on a topic to allow a shift in mindset.

Is your current product, idea or message not taking root with your customer? Perhaps looking at your problem from a different mindset can provide the innovative answer you need for growth.

 

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Venn Marketing

No I am not talking about Zen, the Buddhist act of mediation. Though a little more reflection and considered thoughts on a subject would help a lot of marketers out.

I am talking about Venn, or specially, Venn diagrams. A Venn diagram is a diagram that shows all possible logical relations between a finite collection of different sets. Typically overlapping shapes, usually circles, are used.

venn marketing

Venn Marketing is then only talking about the logical relations between what you do and what your customer cares about. Everything else is a distraction.

Your customer is self-absorbed with their own set of problems.  They don’t want to, need to or deserve to know everything you know.

Until you have built trust, found out what their problems are, only talk about what you can do to solve those problems. If you can’t help them, tell them. Then refer them to someone who can.

Too many rookie marketing and sales people verbally vomit the whole load all over a prospect at the first meeting. DO NOT DO THIS.

Working with a client is just like meeting a new friend. Take it slow, find commonality, decide if you like each other, find out what they care about. Only talk about that.

Once you have proven you have their best interest in mind, they will ask you what else you can do for them. They will solicit you to know how else you can improve their business. It so much easier to sell somebody when they are compelled to know more about you.

 

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Stop knee-jerking after targets

What is your purpose as a business?knee-jerking after targets like you are a professional stank-leg dancer

To make money? No, that is an outcome. An important one for sure. You won’t be in business long without profit.

But that is not why your business exists.

You started your business to solve a problem, to fill a need. In solving that problem, you made money.

At some point, the money got better, you focused more on the money then solving the problem. Caring more about hitting the next financial target than helping your customers.

Now you knee-jerk after targets like a professional “Stanky-leg” dancer, chasing after the money. Which is always elusive since you are trying to solve a problem that you can’t remember.

This money chasing, knee-jerking mentality is borne from a fear of loss. This fear is keeping you from a relationship with your customer. It’s only through a trusting relationship with the customer that they believe you can solve their problem and happily give you their money.

Without this trust, your business success (or lack of) is based on a purely transactional basis. The customer isn’t sure if you are the right solution, you just happen to show up at the right time. Have a price that isn’t too risky if your solution doesn’t work. The problem is, someone will always be faster or cheaper, or both. So you scurry around trying to be “Mister Right Now” while doing the financial “Stanky-Leg” to close the deal and hit your numbers.

Why is this easier than building trust and working to compel customers to work with you?

To get back on track, remember what your purpose was and work with that in mind. Work to develop a relationship of trust with your customer. Be very clear with your customers about why you are in business and what problems you help with.

If it is a big enough problem to solve and you are clear enough on how to solve it, the money will flow.

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