C-Suite Network™

Menu
Search
Close this search box.

Category: Personal Development

Categories
Best Practices Body Language Entrepreneurship Human Resources Investing Management Marketing Negotiations Sales Skills Women In Business

Do You Want to Know How to Negotiate Better?

“You should only seek to negotiate better if you seek to acquire better outcomes in life.” -Greg Williams, The Master Negotiator & Body Language Expert

Are you aware that they’re specific components that go into a good negotiation? Those components determine the probability of a negotiator’s success. If you would like to know how to negotiate better, note the components that follow.

Observe Body Language and Nonverbal Signals:

Being able to accurately detect body language and nonverbal signals allows a negotiator to hear and see the unspoken thoughts of the other negotiator. Most negotiators can detect when “something’s off”. But most miss more signals than they catch.

As the basis to reading body language, understand that one’s body always attempts to stay in a state of comfort. Thus, when a stimulus causes it to be out of that state, the body reacts to being out of balance. Therefore, to note when the body transfers from one state to another, note its cause.

Pre-Negotiation Probing Questions:

Negotiations are about control. It flows between you and the other negotiator throughout the negotiation. You can control that flow through questions.

Before engaging in the negotiation process, ask yourself deeply seeded probing questions (e.g. what you’re seeking from the negotiation, why do you want the outcome, what will you do if you can’t achieve it, what does a winning/losing outcome look like, etc.). The purpose of this is to uncover hidden thoughts that might drive your actions at the negotiation table. You should also put yourself in the shoes of the other negotiator and pose similar questions from his perspective.

Negotiation Strategies:

Be prepared to address the following occurrences in the negotiation.

Opening: Start by making sure that you and the other negotiator know what you’re negotiating for. Do this at the beginning of the negotiation by stating your understanding. You’d be surprised at the number of miscommunications that occur due to the negotiators not being on the same page.

Dealing with offers:

The first offer – Depending on your negotiation abilities, you can make the first offer – it will set an anchor. The tradeoff about making or not making the first offer really lies in your abilities to out-negotiate the other negotiator, due to the anchoring effect that the first offer provides.

Counteroffers – Make counteroffers with the degree of deliberation required for the situation. If the offer has a substantial bearing on the negotiation, don’t give the impression of countering it with haste. Remember, you’re conveying subliminal messages through your actions throughout the negotiation.

Take it or leave it – Don’t make this offer unless you’re serious about exiting the negotiation. This type of offer has a sense of hardening a negotiation if it’s not accepted. It also places you in a difficult position if you must retreat from it.

What if – The ‘what if’ offer can be used to test the other negotiator. It’s akin to being behind a shield. Because, if the other negotiator does not accept your offer, you’re not obligated to commit to it. Plus, you gain insight into his thoughts per what he will or will not accept.

Closing – You should be very vigilant in the closing phase of the negotiation. It’s the point that some negotiators make concessions to keep the deal together. Thus, savvy negotiators will take the opportunity to make a ‘slight’ request at that time. All the time, they’ve been planning for just this moment to do so.

As you know, they’re many moving parts to a negotiation. Thus, the more you can flow with the altering terrain that occurs, the greater the chances of success. Utilize the insights above and you’ll heighten that probability … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#power #powerful #Negotiate #Negotiations #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

 

Categories
Growth Management Personal Development

The Power of Great Mentorship

Building a business, managing change and transition in our personal and professional lives, and entrepreneurship are all difficult — they amount to some of the most challenging things that many people will attempt throughout their lives.

How do we consistently rise to meet the challenges in front of us? The answer is simple; have a mentor.

Transformation and growth can dominate our lives, and appear overwhelming, especially when things don’t go according to plan. Mentorship holds the answers to these problems.

There are two reasons to have a good mentor, ideas and accountability.

A mentor is a person who is going to keep you going, hold you accountable, and ensure that you’re doing what you said that you’re going to do. Secondly, they are there to bounce ideas around. When you’re stuck, when you need help, when you need another set of eyes to look at a problem, a mentor is there to bounce those ideas off of and find a more robust, all-inclusive, solution to the challenge that you’re facing.

This idea of mentorship resonates well because it solves the problem of how to effectively meet our most significant challenges. We cannot do it alone.
Seemingly insurmountable challenges in leadership, change, and transformation happen all the time. A recent survey published in the Harvard Business Review from VitalSmarts found that, while under pressure, managers:

  • 53% of leaders are more closed-minded and controlling than open and curious.
  • 45% are more upset and emotional than calm and in control.
  • 45% ignore or reject rather than listen or seek to understand.
  • 43% are more angry and heated than cool and collected.
  • 37% avoid or sidestep rather than be direct and unambiguous.
  • 30% are more devious and deceitful than candid and honest.
Figures from VitalSmarts – https://www.vitalsmarts.com/press/2018/11/the-manager-effect-1-out-of-3-managers-cant-handle-high-stakes-situations-and-as-a-result-their-teams-are-less-successful/

These results are intolerable. These pressure points are the hallmarks for great success, not points to be misstepping.

I wonder, if these managers had a solid mentor by their side how much more effective they would be at overcoming their challenges.
Because we all need help, no one should undertake a great challenge alone. And we all need that space to go and bounce ideas off of, have a little accountability added into our routines, and sometimes, to go and vent that things are not well right now.

By having this space, people can:

  • Remain open and curious.
  • Stay calm, collected, and in control
  • Gain a greater understanding of their situations
  • Provide direct support and guidance to their teams
  • Feel secure in remaining candid and honest

Leaders need to do all these things. A great mentor offers the space and insights to allow it to happen.

Mentorship is the key, and every great leader, entrepreneur, or anyone who is facing change and transition should have one. It is the outliners where we see our greatest successes. We are all good at accomplishing the day-to-day. It is when things change, or the unexpected occurs when we face our most significant challenges. The fundamental truth is that we don’t know what we don’t know. Mentorship fills these gaps, educates us on what we don’t know, and gives us an outlet to create an action plan to fill these spaces. We all aspire for greatness, but the critical skill we have to develop to get there is how, and who, to ask for help.

You can find our podcast conversation on mentorship and growth with Ed Marsh on The Leadership Update Brief on C-Suite Radio.

Ed Brzychcy is former U.S. Army Infantry Staff-Sergeant with service across three combat deployments to Iraq. After his time in the military, he received his MBA from Babson College and now coaches organizational leadership and growth through his consultancy, Blue Cord Management.

Categories
Entrepreneurship Personal Development

Confirmation: Much More Than Just a Courtesy

Today, Silicon Valley is Main Street Disneyland for worldwide technopreneurship. All of the top universities that teach entrepreneurship highly respect Silicon Valley. They want their students to immerse themselves in the wonderful world of Facebook, Google, Stanford University, and all those other techie destinations, if only for a couple weeks or so.

Many international students study engineering—they have a highly technical education. This relatively narrow focus is applauded in the fairytale land of VCs, burn rates, startups, and unicorns. But what could we offer these students that will set them on the right path toward entrepreneurial success?

We don’t have a technological background. We aren’t even VCs. We have a handful of clients that use complicated software and high-tech products, but we are far from their technical advisors. We are, however, their business advisors. We guide them to make better business decisions. We help them stay on track toward their ultimate goals. It’s what we have the most experience in.

So, when we thought about these international tech students in Silicon Valley, we figured out that the best thing we could do was to share a different set of skills that they need in order to find success—these are soft skills. Usually, they aren’t taught at technical schools. And they typically aren’t shared by the idolized VCs who got rich off of their technology alone.

Soft skills can expand your terms and credit, reduce turnover rates, and transform your customers into brand advocates.

One of our most popular talks, in fact, is “How Soft Skills Earn Hard Cash.” During this talk, we discuss how soft skills can benefit your 3 key business relationships: Employees, Vendors, and Customers. We encourage empathy—putting yourself in someone else’s shoes—as the skill that lays the groundwork for all others to follow.

Here’s an example. A soft skill that seems to be fading away these days is simply acknowledging and confirming. Let’s talk about Bill, a recent Engineering graduate. He just received funding for his tech startup business.

When Bill is asked to execute a project or to do some research, he doesn’t let the requestor know that he received the request. He doesn’t let them know when he’ll be finished, and he doesn’t let them know in advance if there will be a delay.

By not confirming, Bill thinks that, whether he gets to the assignment or not, he is forcing the requesting party to reach out to him to see if he completed it or abandoned it. This could take some pressure off Bill, but it looks bad for his business, no matter how tech-savvy he might be.

Many people who aren’t trained in soft skills will go on to complete the assignment but not confirm. That way, if they happen to prioritize something else instead, they figure it’s OK since they haven’t committed. Plus, the requesting party might forget about it altogether. But if they do complete the project and don’t report, they can say, “Oh yea, that project, I completed it last week.” It’s almost like they think status reporting and confirmation aren’t necessary because others should know they can count on them—“Just trust me!”

But this work style causes anxiety for the requesting party and ultimately hurts their relationship with Bill.

Now the client, vendor, or employees are much less likely to consider Bill for special situations because they think he’s unresponsive and unreliable.

Bill better hurry up and get more financing from the VC (and give up more equity, too). This is because he will have to pay top dollar for everything, have limited or zero credit, and he’ll have a higher turnover rate.

Bill’s techie startup could take a nosedive, just because he missed the chance to build trusting relationships with people he relied on. An effortless soft skill, like timely status reporting and confirmation, develops the type of trust that can cut business costs. And this is but one of the many crucial soft skills that could help any business thrive.

And as far of the Silicon Valley tech-campus tour is concerned, we take them on a tour of the wine country and redwood forests after they’re finished seeing all the glass, concrete, steel, and conference rooms. We share our tried-and-true lessons that prove soft skills can earn hard cash. Want to join us?

For more, read on: http://c-suitenetworkadvisors.com/advisor/michael-houlihan-and-bonnie-harvey/

Categories
Growth Personal Development

PR & Marketing Secrets for a Successful Book Launch

The 7 Absolute Musts to Boost Book Sales

Finally! You finished your book and it is ready to publish! You’ve spent months – possibly even years – perfecting this literary masterpiece and now that the hard work is over, it’s time to sit back and let the royalties roll in…

If only it were that simple.   

Whether you decided to self-publish or if you chose the traditional route, if you launch your book without a marketing plan, the truth is FAR fewer people will read it. With over 4000 books published each day in a growing crowd of competition, it takes careful planning and an action-oriented marketing strategy to get your book the attention it deserves. Even if your publishing company has its own marketing department, remember, no one will fight for your book as much as you will.

So now that the launch date is set (or almost set) what do you need to do?

Google provides an overwhelming list of book launch to-dos, but our team of book marketing experts whittled it down to the 7 ABSOLUTE MUSTS for a successful book launch. The following advice shows both self and traditionally published authors how to stand out from the crowd and get more eyes on their book.

1. Create a Launch & Marketing Plan:

Your launch plan is a blueprint to your entire book launch. It outlines what you need to do, when you need to do it, and the resources, people, and tools you will need to get it all done. A successful book launch begins with a marketing plan. (Luckily for you, the following list is everything you need for your marketing plan.)

2. Create a Media Kit:

When a journalist or reviewer asks about your book, you need to be prepared. The purpose of a media kit is to grab the attention of journalists and producers and make them want to write a review, article, or do an interview with you. The media kit should be a one-stop shop with all the information needed to get this done.  

The basic information you should include in your media kit is:

  • Contact Information: Your name, email address, phone number.

 

  • Book Facts: Website, release date, retail price, purchasing information.

 

  • Book Details & Author Info: Brief author bio, and a short book description or synopsis. (Remember, brevity is key. Your bio and the book synopsis should only be a few sentences each.)

 

  • Attention Grabbers: This is where you can get creative and really sell your book!  Why do people want to read it? Does it fill a void or respond to a current trend or need? Perhaps you want to include a bulleted list of interview talking points, or a few article headlines or pitch ideas. At the very least, include a few sentences describing the main reason to buy.

 

  • Reviews / Awards: What are people saying about your book? Has it won any awards or gotten positive feedback? The media should know! The review doesn’t have to come from a famous critic or top news outlet – but if you have one, that’s great! –  A positive Amazon or Facebook review works perfectly.

 

  • Images: One or two high resolution photos of the book cover and one author headshot.

 

  • Media Release/ Press Release: Almost all of the above items can be included in a media release or press release. A press release is formal in tone. It is written like a news story and includes information that is more factual than promotional. Even if you are not sending it out on the official wire (through a service like PRweb), there are specific style and formatting guidelines you should follow to ensure journalists can read your information quickly and easily. In contrast, Media releases are less formal and more visually appealing. They can be sent via email to media contacts and in our experience, these are the best way to get interviews and print placements.

There are a variety of different ways to organize the above information in a media kit.  Some authors make giant media kits filled with every document, pdf, and picture related to the book. Others include only the nitty gritty. We recommend organizing the information into 2 PDFs (one fact sheet and one media release) and several images.

3. Get your Social Media in Order:

You likely already have a personal profile on Facebook, but creating a public author page is also important. This tip might sound obvious, but because we see so many authors make this mistake, the case for public profiles had to be included in this list. So here it is:

In general, public pages have better tools for advertising and promotions and they have more capabilities and plug-ins which will give your fans (or anyone who views your page) a better experience. Pages give you the ability to add “call-to-action” or “buy-now” buttons, review pages, landing pages, and so much more. They provide in-depth statistics and insights into your fans’ behaviors so you can better target ads.

In addition to just looking more professional, Facebook pages are optimized so that people can find you more easily (and since many people today use Facebook like a search engine, this is important.)

4. Website and/or Sales Page:

You don’t need to be an internet wiz or spend a fortune hiring HTML coders, but a good landing page is crucial for book sales. Your website should include a compelling description of the book, photos, reviews, and information about you as the author. Above all, it should contain all purchasing information and links with a clear “call-to-action” to buy.

5. Get Book Reviews:

Reviews aren’t just important, they are vital. Reviews give books greater visibility and a greater chance of getting found by more readers. They provide social proof that your book is worth buying. Your reviews will go in your media kit, on Amazon, on your website, and more. You’ve probably received ringing endorsements from your friends and family – (and if you haven’t, or if you haven’t gotten them in writing, what are you waiting for?!)

Remember, the more people that read your book, the more reviews you will get. Send advanced copies of the book to everyone in your close network and ask them to review on Amazon, Facebook, or other social platforms. Even a positive feedback sent via email is great for your arsonal of endorsements.

Amazon and Facebook reviews are great. What’s even better? Reviews from trusted news sites or medias authorities. To get your book reviewed or featured by established media outlets, send advance copies of your book and media kit to book critics, bloggers, and review sites. If you don’t have access to a media list or database like Cision, you will have to do some Google research to find the right person to speak with. Also, be sure to include a personalized note explaining who you are and why you think they would be interested in your book.   

6. Get the Word Out – Media Attention:

Media attention is the best way to boost sales and get the word out about your book. Doing author interviews (radio, podcast, tv), writing a newspaper opinion piece, or getting quoted in a magazine will give you more credibility and social proof than anything else.

A compelling media pitch is key to landing these placements. Your pitch should outline why your story would be a great fit for their show (or magazine, news site, etc) and what their audience would gain from what you have to say. Remember, unless you are reaching out to the media with an explicit request for them to review the book, your pitch can’t sell the book too hard. (Pitches that are too promotional get sent to the sales department to buy ad space.)  Instead, your pitch should sell you and your message and they should be customized to fit to the outlet/contact that you’re pitching.

Once you have a killer pitch, make a media list of who to send it to (include outlets on both the local and national level.) Again, if you don’t have access to a media list or database like Cision you will have to do some Google research to find the right person to speak with (usually a journalist, editor or producer.)

7. Recruit a Launch Team:

When launching a book there is so much that needs to be done. The above list includes only the most important items and even this list is overwhelming! That’s why you need a launch team. Whether they are hired help or volunteers, your launch team will help you pull everything together (from soliciting reviews, booking interviews or media appearances, scheduling bookstore events, organizing the launch party, and promoting on social media…even just hearing you vent.) Recruit a few close friends and/or hire a professional to ensure things run smoothly and you make the most out of your big day.  Remember, behind every successful author is a great support team.

Have marketing questions?  Want to strategize? Need to vent?

Farrow Communications has got your back.

Call us at 866-949-6868 or click HERE to schedule a free strategy session.

Categories
Best Practices Entrepreneurship Industries Marketing Personal Development Sales

PR & Marketing Secrets for a Successful Book Launch

The 7 Absolute Musts to Boost Book Sales

Finally! You finished your book and it is ready to publish! You’ve spent months – possibly even years – perfecting this literary masterpiece and now that the hard work is over, it’s time to sit back and let the royalties roll in…

If only it were that simple.   

Whether you decided to self-publish or if you chose the traditional route, if you launch your book without a marketing plan, the truth is FAR fewer people will read it. With over 4000 books published each day in a growing crowd of competition, it takes careful planning and an action-oriented marketing strategy to get your book the attention it deserves. Even if your publishing company has its own marketing department, remember, no one will fight for your book as much as you will.

So now that the launch date is set (or almost set) what do you need to do?

Google provides an overwhelming list of book launch to-dos, but our team of book marketing experts whittled it down to the 7 ABSOLUTE MUSTS for a successful book launch. The following advice shows both self and traditionally published authors how to stand out from the crowd and get more eyes on their book.

1. Create a Launch & Marketing Plan:

Your launch plan is a blueprint to your entire book launch. It outlines what you need to do, when you need to do it, and the resources, people, and tools you will need to get it all done. A successful book launch begins with a marketing plan. (Luckily for you, the following list is everything you need for your marketing plan.)

2. Create a Media Kit:

When a journalist or reviewer asks about your book, you need to be prepared. The purpose of a media kit is to grab the attention of journalists and producers and make them want to write a review, article, or do an interview with you. The media kit should be a one-stop shop with all the information needed to get this done.  

The basic information you should include in your media kit is:

  • Contact Information: Your name, email address, phone number.

 

  • Book Facts: Website, release date, retail price, purchasing information.

 

  • Book Details & Author Info: Brief author bio, and a short book description or synopsis. (Remember, brevity is key. Your bio and the book synopsis should only be a few sentences each.)

 

  • Attention Grabbers: This is where you can get creative and really sell your book!  Why do people want to read it? Does it fill a void or respond to a current trend or need? Perhaps you want to include a bulleted list of interview talking points, or a few article headlines or pitch ideas. At the very least, include a few sentences describing the main reason to buy.

 

  • Reviews / Awards: What are people saying about your book? Has it won any awards or gotten positive feedback? The media should know! The review doesn’t have to come from a famous critic or top news outlet – but if you have one, that’s great! –  A positive Amazon or Facebook review works perfectly.

 

  • Images: One or two high resolution photos of the book cover and one author headshot.

 

  • Media Release/ Press Release: Almost all of the above items can be included in a media release or press release. A press release is formal in tone. It is written like a news story and includes information that is more factual than promotional. Even if you are not sending it out on the official wire (through a service like PRweb), there are specific style and formatting guidelines you should follow to ensure journalists can read your information quickly and easily. In contrast, Media releases are less formal and more visually appealing. They can be sent via email to media contacts and in our experience, these are the best way to get interviews and print placements.

There are a variety of different ways to organize the above information in a media kit.  Some authors make giant media kits filled with every document, pdf, and picture related to the book. Others include only the nitty gritty. We recommend organizing the information into 2 PDFs (one fact sheet and one media release) and several images.

3. Get your Social Media in Order:

You likely already have a personal profile on Facebook, but creating a public author page is also important. This tip might sound obvious, but because we see so many authors make this mistake, the case for public profiles had to be included in this list. So here it is:

In general, public pages have better tools for advertising and promotions and they have more capabilities and plug-ins which will give your fans (or anyone who views your page) a better experience. Pages give you the ability to add “call-to-action” or “buy-now” buttons, review pages, landing pages, and so much more. They provide in-depth statistics and insights into your fans’ behaviors so you can better target ads.

In addition to just looking more professional, Facebook pages are optimized so that people can find you more easily (and since many people today use Facebook like a search engine, this is important.)

4. Website and/or Sales Page:

You don’t need to be an internet wiz or spend a fortune hiring HTML coders, but a good landing page is crucial for book sales. Your website should include a compelling description of the book, photos, reviews, and information about you as the author. Above all, it should contain all purchasing information and links with a clear “call-to-action” to buy.

5. Get Book Reviews:

Reviews aren’t just important, they are vital. Reviews give books greater visibility and a greater chance of getting found by more readers. They provide social proof that your book is worth buying. Your reviews will go in your media kit, on Amazon, on your website, and more. You’ve probably received ringing endorsements from your friends and family – (and if you haven’t, or if you haven’t gotten them in writing, what are you waiting for?!)

Remember, the more people that read your book, the more reviews you will get. Send advanced copies of the book to everyone in your close network and ask them to review on Amazon, Facebook, or other social platforms. Even a positive feedback sent via email is great for your arsonal of endorsements.

Amazon and Facebook reviews are great. What’s even better? Reviews from trusted news sites or medias authorities. To get your book reviewed or featured by established media outlets, send advance copies of your book and media kit to book critics, bloggers, and review sites. If you don’t have access to a media list or database like Cision, you will have to do some Google research to find the right person to speak with. Also, be sure to include a personalized note explaining who you are and why you think they would be interested in your book.   

6. Get the Word Out – Media Attention:

Media attention is the best way to boost sales and get the word out about your book. Doing author interviews (radio, podcast, tv), writing a newspaper opinion piece, or getting quoted in a magazine will give you more credibility and social proof than anything else.

A compelling media pitch is key to landing these placements. Your pitch should outline why your story would be a great fit for their show (or magazine, news site, etc) and what their audience would gain from what you have to say. Remember, unless you are reaching out to the media with an explicit request for them to review the book, your pitch can’t sell the book too hard. (Pitches that are too promotional get sent to the sales department to buy ad space.)  Instead, your pitch should sell you and your message and they should be customized to fit to the outlet/contact that you’re pitching.

Once you have a killer pitch, make a media list of who to send it to (include outlets on both the local and national level.) Again, if you don’t have access to a media list or database like Cision you will have to do some Google research to find the right person to speak with (usually a journalist, editor or producer.)

7. Recruit a Launch Team:

When launching a book there is so much that needs to be done. The above list includes only the most important items and even this list is overwhelming! That’s why you need a launch team. Whether they are hired help or volunteers, your launch team will help you pull everything together (from soliciting reviews, booking interviews or media appearances, scheduling bookstore events, organizing the launch party, and promoting on social media…even just hearing you vent.) Recruit a few close friends and/or hire a professional to ensure things run smoothly and you make the most out of your big day.  Remember, behind every successful author is a great support team.

Have marketing questions?  Want to strategize? Need to vent?

Farrow Communications has got your back.

Call us at 866-949-6868 or click HERE to schedule a free strategy session.

Categories
Best Practices Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

How Do You Know When You Make Good Decisions?

“Decisions are the stepping stones you make to move from one phase of your life to the next. To be successful, know where each step leads.” -Greg Williams, The Master Negotiator & Body Language Expert

When called into his boss’ office, he was glowing with pride. He thought, “I took a gamble, made the right decision and now I’m going to get that promotion.” As he walked out of his boss’ office for the last time, with his head hung low, he said to no one in particular, “How do you know when you make good decisions if they’re good decisions?” He was fired for making a decision that caused the company to lose its biggest client.

So, what criterion do you use when making decisions? And to what degree do you know or think you’ve made a good decision at the time you make it? Decision making can be dicey. Consider the following when engaging in your decision-making process.

Overall Goals:

Every decision will lead in one direction versus another. The variation may be slight. But, if you make a drastic decision that takes you further from your goals, you will have wasted valuable time and effort. Because that will put more distance between you and your goals. Before implementing major decisions, consider the impact that little decisions will have on your goals.

Where Does It Lead:

To be more mindful of the decisions you make, question yourself about where a decision may lead. Ask yourself, what will be the outcome of the decision you make and how will it impact other decisions? Will the possible outcome be too costly to bear? How will I and those that I care about feel emotionally about the outcome? If you sense a feeling of dread during this phase, it may be a warning to abandon the decision(s) you’re contemplating.

What if:

Play the ‘what if’ game when considering the decisions you’re contemplating. Ask yourself, what would happen if I didn’t make the decision – where would that leave me? Where would I be if I made it? What would happen next? By posing such a series of questions to yourself, you’ll gain deeper thoughts about where a decision might lead. If it leaves you in a place you rather not be, don’t make it – abandon it.

Consequences:

Decisions have consequences. Consider the ones that are more important more carefully. In part, assess the impact a decision will have on your life or those that significantly impact your life. For greater assessment ask yourself, what combined impact will my decisions have on others and how might that affect me, good or bad?

What does this have to do with negotiations?

During a negotiation, you’ll evaluate a countless number of decisions. Some will be easier to make. Because you will have discovered the paths to take during the planning phase.

For those decisions that might bear strong consequences, consider the outcome carefully. If you think a decision may leave you in a good place now but challenge your position later, it may behoove you to forgo it. There’s always another side to consider when considering decisions. Don’t ignore the consequences of that other side. Don’t make decisions in haste – there may be unforeseen consequences.

Even when a decision can appear to be the light at the end of a tunnel, that light can be a train coming at you. Be mindful of how, with who, and when you make decisions. The more you examine the possibilities of where they may lead, the better a handle you’ll have on the decisions to make … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com 

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Decisions #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

Categories
Best Practices Entrepreneurship Management Marketing Sales Skills

The 3 Levels of Customer Acumen and Which One You Want

Part Four of a Five Part Series.

Customer acumen the third essential pillar of perspective selling.  Consider this situation: you know your prospect’s business in-depth and how your solution perfectly connects to their situation. Still, you can’t seem to make progress on the deal. Why? It’s all because you can’t figure out how they are going to make a buying decision for your proposal.  While also you need the other two, you can’t sell with perspective unless this third pillar, customer acumen, is strong.

To recap, perspective is knowledge or insight that expands a customer’s understanding of one or more business issues. When a seller provides perspective, they apply customer-valued (not just any) insights and expertise about unanticipated outcomes.

This series discusses three foundational “pillars” of expertise (or three legs of a stool) a seller should master:

  1. Business Acumen…The focus of part two. Basically, this expertise helps evaluate a prospective customer’s (or any company’s) operational efficiency and effectiveness, then identify value gaps.
  2. Solution Acumen. Feature/benefit selling is dead.  From part three, perspective selling means translating  your product or service into results/outcomes for a prospective buyer.
  3. Customer Acumen…The third pillar

Customer Acumen: Expertise in Customer Decision-Making

In contrast to business acumen, which helps you understand a prospect from a business/operational standpoint, customer acumen seeks to understand your customer from a social/human standpoint.

I recall a former colleague saying that “every [B2B] customer makes every decision differently…every time”.  By this, he meant that every group buying decision dynamic changes over time, sometimes subtly, but always importantly.  Even if your current opportunity pursuit seems like a straight clone of the last pursuit at the same customer, you shouldn’t simply clone your opportunity pursuit.  Mindlessly repeating the past is one of the easiest – and most serious – mistakes you can make.  To avoid this mistake, customer acumen gives sellers the ability to master each buying decision on a case-by-case basis..

The best sales people approach each new opportunity trying to learn the group decision dynamic currently in play…including in repeat buyers.  Perspective sellers approach each new sale on the lookout for key changes.  Sales methodologies (OK,  shameless plug for my favorite, Miller Heiman Group’s Strategic Selling® (…now,) with Perspective®)  help sellers tailor each pursuit to the needs of each opportunity.

Customer Acumen: Good, Better, Best

Upon examination, customer acumen isn’t a binary “you either have it or you don’t” property. Instead, it grows by degree.  Look at the good/better/best descriptions below.  While reading, try to determine where you and your sales organization land:

Basic Customer Acumen:

For clarification, “Basic” is not the same as “zero”; basic customer acumen represents progress for some organizations.  Here are some characteristics to help you identify that you’ve progressed to this level:

  • Sellers no longer pursue “single-threaded” opportunities with a single persona, counting on that person to facilitate a decision within their own organization..
  • At least for the main value proposition communicated by marketing and sales leadership, sellers regularly learn all the relevant players, what is each trying to solve for, and their motivations.
  • Even at this level, sellers can provide value-adding perspective, facilitating a buying decision among a group of buying personas making an unfamiliar decision. Thus, it’s useful, but far less than possible

As an aside, the HBR article Dismantling Sales Machine, derived from The Challenger Saleby the same authors, make valid criticism of “sales process” by falsely characterizing  that all “process” exists at this level.  While selling activity-based process often tops out at this level, methodology is just kicking in (click here) to learn the differences in more detail).

Basic customer acumen is better than none at all, but it those aren’t the only two options.

Elevated Customer Acumen:

As they elevate customer acumen, selling organizations emphasize mastery of the customer’s buying dynamic.  Where basic customer acumen focuses on understanding individuals separately, elevated customer acumen seeks to understanding a group dynamic…then successfully navigating that dynamic with the customer.

Sophisticated consensus selling methodologies emphasize this level of customer acumen.  Characteristics of this level look like this:

  • Sellers have — and use — tools to discover the group decision dynamic and solve for it.
    • They uncover if there is a ‘bully” in the group herding them along, or its softer cousin, the “first among equals” player.
    • Sellers learn to uncover any rivalries shaping the dynamic, using personal credibility and coaches.
    • They learn how the budgetary authority makes their decisions, who they consult most closely, who their key lieutenants are, what criteria they emphasize etc.
  • A key indicator of elevated customer acumen is that sellers focus on of customer buying processes, and follow metrics to make sure that their selling efforts are aligned with the customer’s buying process.
  • Additionally, sellers articulate a common theme, or customer objective — for everyone, focusing stragglers back on task, and reducing mission creep.
  • Sellers can effectively introduce new decision criteria to the group, but generally as simple extensions of the main/core value proposition contained in feature/benefit marketing materials.  At this level, though they seldom if ever introduce unconventional value or new personas relating to it (and their accompanying criteria) to the group.

At this level of customer acumen, adding perspective happens in two ways. First, sellers can add value to the decision by helping the group make a case for change.  Second, sellers can introduce new value/unanticipated outcomes to the customer…generally restricted to the core value proposition.

World class customer acumen:

Often, a solution delivers value outside the conventional value proposition(s) communicated in basic and mid-level solution acumen. For example, piece of hospital equipment (typically sold to lab personnel, doctors, finance, and purchasing) could reduce error rates, the third leading cause of hospital deaths.  Unsurprisingly, risk managers — well outside of the core value proposition, and outside of the typical collection of personas — cares deeply about. While good sellers can communicate value to the familiar buying personas, elite sellers articulate these next-level outcomes to personas outside of the typical buying group.

World class customer acumen has a few defining characteristics:

  • Sellers understand their offer’s value picture outside of the conventional selling box.
  • Whenever it yields a value advantage, sellers recruit new personas into the decision dynamic,  They can discuss value in a persona’s language, describing persona-specific outcomes. As the prior two parts of this series indicate, solution and business acumen are key foundations.
    • As a result, world class sellers regularly “pack the court” in the decision group by adding players supportive of their solution.
  • They can discuss any and all value drivers at C-suite level, translating it into C-suite language and outcomes.
  • Truly elite sellers can sell so effectively at the executive level that they get “introduced down”

Elite sellers introduce unanticipated value.  They are skilled at adding new personas to a decision team in order to leverage that value. Certainly, most selling methodologies teach sellers how to contact new personas and have meaningful conversations.  Unfortunately, I see too few teaching why or when, much less how to have conversations in a new persona’s language.  Without business and solution acumen, your selling organization will struggle to bridge this gap.  This is why the three acumens form a three legged stool that topples if any leg is missing.

So…

So…where did you land?  Do you know how to elevate yourself and your team to the next level?  Want to talk about it?

Excellent sales people are strong at all of the levels described above.  High-performing sales organizations develop all of these capabilities in their people.

How do you build customer expertise into your sales force? If you’re interested in learning more about how World Class organizations generate their exceptional results, share your questions or comments below. Feel free to contact me directly for more information.

To Your Success!,

Categories
Best Practices Entrepreneurship Industries Management Marketing Personal Development Sales Technology

Using Mobile Apps to Transform Business Processes

As our need for just-in-time information flourishes, our reliance on traditional technological processes has decreased significantly. The shift from personal computers to mobile devices has picked up now more than ever. It is difficult to determine whether stationary computers will vanish into obscurity; however, there is no doubt that mobile devices are here to stay. Our reliance on these ingenious pieces of technology is overwhelming. Tremendous time and energy are saved through the use of a mobile device, as we can access information anywhere with ease.

The expansion of new types of tasks that are carried out using mobile devices has arrived. Smartphones can solve nearly every need of their users, from providing detailed directions anywhere around the globe to enabling access to the cloud at all times. We take these benefits for granted as the opportunities provided by our devices become more and more integrated into our everyday lives.

The information that we seek is not freely floating on our devices. Mobile applications are the key to the success of these devices, as they provide a gateway to our needs as consumers. Whether it’s the weather forecast, the highest-rated local coffee shop, a traffic report, or a stock market update, it’s an app that provides the answer.

At just over one hundred billion, the number of app downloads around the world to date is astonishing. And this number is expected to grow even further in the coming years.

Although mobile applications are commonplace today, most consumers think “personal use” when they think of apps. We all understand that there is an app for our favorite social media site or a card game app we can kill time with while waiting, but in what other ways can apps be leveraged, and who can benefit from them?

The answer is businesses.

I have seen businesses of nearly every size begin to see the potential behind creating an app for customers. Retailers can now move even further online to adjust their business model to the changing times. Transportation services have created apps that convenience users by helping them navigate routes and times, all while providing pricing. Some financial institutions allow their customers to scan and digitally deposit checks from their smartphones. These applications are beneficial; however, they are far from the only practical mobile business apps.

Mobile applications for business processes are now more prominent when it comes to how businesses run from day to day. Applications created specifically for the operational side of an organization have gained traction. The benefits of employing an app for use on a mobile device to transform a business process begin with the very reason we use apps in the first place: convenience.

For example, instead of handwriting notes on data or inventory while out of the office, an application that allows data to be entered on the spot by typing or talking removes an otherwise lengthy process. That saved time can then be better spent visiting clients and prospective customers, providing convenience in an otherwise tedious operation.

Another example of a mobile app for a business’s internal use is one that facilitates mobile sales. For deals that close quickly or unexpectedly, organizations can have contracts signed electronically, no matter where a meeting may have taken them. Presentations and data can be displayed at a moment’s notice if needed, as well. Data on previous deals made with a customer can be easily accessed while heading to meet with him or her.

Mobile apps can streamline processes, including supply chain, purchasing, distribution, or maintenance processes, so that a business can run as productively as possible. With information available on demand via mobile device from one accessible location, organizations tend to increase productivity and identify areas that need further improvement, which can reduce cost inefficiencies while increasing revenue.

Communication and collaboration are improved through mobile apps for business processes, as employees begin to more clearly understand roles and discuss the discrepancies highlighted by the application. Employees instantaneously become more productive, as time is saved through the assistance that mobile applications provide.

Business applications can be purchased and modified by organizations, or designed from scratch to fit the unique needs of a business. By creating a mobile app tailored to its business, an organization gains a competitive edge from having something unique in its industry. There are dozens of businesses that specialize in creating mobile apps to fit the unique needs of their customers.

The ways in which mobile applications can be used is seemingly endless, and right now, mobile apps for business processes represent a growing Hard Trend that every organization should address, as such apps can streamline internal processes. If productivity and effectiveness are your long-term goals, ask yourself how you can use mobility to improve every business process.

Innovation leads to disruption, not being disrupted. Learn more with my bestselling book The Anticipatory Organization. I have a special offer for you.

Pick up your copy today at www.TheAOBook.com

Categories
Best Practices Entrepreneurship Human Resources Management Negotiations Sales Skills Women In Business

Negotiator – Do You Know How to be More Powerful?

“Power is perceptional. To control the perception of power, control how it’s perceived.” -Greg Williams, The Master Negotiator & Body Language Expert

“The patient fussed with her fur coat as she sauntered up to the doctor’s receptionist. “I have an appointment in 15 minutes with the doctor. Is she on time to see her special patients today?” The receptionist replied with a taunt to her tone, “The doctor’s patients are all special to her. She’ll see you soon.” With that, the receptionist left her station and engaged in other activities.

Are you aware that you can be perceived as more powerful by the way you present yourself? Do you know how to be more powerful as a negotiator? Continue reading and you’ll discover how to enhance your power in your negotiations.

Display of Empathy:

In the story above, the patient ‘sauntered’ into the doctor’s office, fussing with her fur coat and positioned herself as the doctor’s special patient. She projected an image of someone that was self-absorbed. Had she taken the time to observe the receptionist’s activities, commented about them and conveyed a pleasantry, the patient would have been displaying empathy. In doing so, she would have enhanced her power. Instead, she diluted it.

The display of empathy towards another’s plight is one way to bond with that individual. It also says subliminally that you’re not just concerned about yourself. You recognize the other person for what they’re dealing with.

Never discount the value or role that empathy plays in any interaction. It humanizes you while strengthening the emotional ties between people. And that enhances power.

Your Persona:

I’m the king. Bow down to me – Not! When you project an image of self-aggrandizement, some people will rebuff you. They’ll be appalled at the perception you have of yourself, which will cause them to become rigid to your request. While such a persona may work favorably with some people, over time, they too will become tired of it. Then, they will seek ways to avoid or demean you.

Your persona changes over the course of your life. Always attempt to align it with how you’d like to be perceived. During a negotiation, you can dilute a powerful position simply because your persona rubs someone the wrong way.

Demeanor When Rebuffed:

When you’re rebuffed, how do you feel? I’m sure your answer is dependent on who the person is, what the subject matter was, and where it occurred. Just as your answer depends on those variables, so it does with those you engage with.

To possess more power, limit its display to environments where it’s less likely challenged (e.g. boss vs. subordinate, etc.). In addition, if you know you’ll be in an unfriendly environment, have retorts ready that will subdue the subject of the rebuff. Just make sure you don’t escalate the situation and cause yourself distress.

Some of the reasons people are perceived as more or less powerful are mentioned above. There are more reasons but let those be a starting point. To enhance your negotiation efforts and outcomes, always be mindful of how you’re perceived. To the degree it fits the negotiation, align your perceived power based on the person you’re negotiating with. If it’s not perceived as being threatening or overbearing and that’s what you’re striving to achieve, you will have aligned the perception of your power successfully. That will make you appear to be more powerful … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#power #powerful #Negotiate #Negotiations #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

Categories
Marketing Personal Development

Relatability in Your Content Equals Trust from Those You Serve

Don’t just be a superhero in your content…

…let your audience know you live and breathe just like them.

One of the best ways to leverage social media is to illustrate your expertise and show your audience how your particular thought leadership can help move them past the hurdles and challenges that are currently showing up in their lives.

That’s a remarkable ability.

This process not only develops an authentic connection, but, it presents you as a superhero to those you serve.

And rightfully so.

When you factor in all of the education, conversations, random insights and experiences that you’ve encountered over the years that’s contributed to the development of your particular expertise in your space of influence…

…no one does it quite like you, 🙂

Although you have some special superpowers…

…that’s only a piece of the whole pie when it comes to building a memorable and referable online presence.

You see, if you ONLY share stories that show off your game-changing insights, that’s actually hurting, not helping your cause.

How so?

Well, to some people in your audience, they would be intimidated by your thunder and be too scared to even consider hiring you to help them with the roadblocks they have in their businesses and lives.

To them, you seem untouchable, and couldn’t possibly understand THEIR particular challenges because they seem to be beneath you, or that you wouldn’t spend your precious and valuable time helping them work past their seemingly insignificant problems.

As a result, you need to compliment your invaluable expertise with stories that illustrate that you’re a human being and have been in their shoes, too.

Be relatable to your audience

So, how do you achieve this balance?

It’s a matter of mixing in social content and blog articles that not only showcase the value you

offer your audience through your expertise, but also sharing stories that illustrate your life as a business owner and life as a human being.

Although you have an amazing gift for helping people in the way you do, you also live on this Earth just as they do, and even though that would seem to be a common sense assumption, when people are in pain and seek help, it’s important to remind them that you’ve been where they are and you know exactly what they’re going through.

Remind them of this by sharing who you are, who you serve and why you do what you do through the content that you share.

How to be more relatable in your image content

When you effectively strike the balance between superhero and relatable human being, that keeps your audience invested, engaged and inspired in you and your specialized help, which, ultimately leads to cementing familiarity and trust, which then develops into sales when the moment is right for them to buy, because who else would they turn to??

It’s a win-win all around, isn’t it, 🙂

So, what can you do to strike that balance?

Speak in your own voice

This is one of those suggestions that sounds like a piece of cake on the surface, but, in fact, this is one that takes a while to develop.

In my experience, it took me roughly 6-8 months to finally get my writing to a place where I actually felt as though it sounded as if I were having a conversation and not simply writing ideas on a page.

It was a bit of a chore, but, the juice is worth the squeeze.

Once I started to feel more comfortable in my style of writing, I noticed the reaction to these pieces changed dramatically – and by dramatically, I mean members of my audience started to pay more attention and actually ENGAGE the posts.

And here I thought that no one was reading, 🙂

When you write in your own voice and incorporate your vernacular, pacing, humor, personality and tone, that will automatically qualify in a slew of people into your audience.

Consequently, it will also qualify OUT many people, as well. And no, that’s not a bad thing – you’re curating an audience that wants to be under your tent and follow your every word.

In addition, when you share content in your natural voice for your audience, you’re gaining their attention in a unique way because no one else presents specific thoughts and insights quite like you do.

Speaking in your own voice is step one in building a community of advocates, cheerleaders and referral partners.

Share the missteps and failures

If there was someone who was completely resistant to implementing this concept into my own social media and blog content, it was me.

For years, I was under the impression that sharing the failures was a monumental sign of weakness, and I’d avoid it at all costs. I also figured that these types of stories would signal everyone to pull out their tiny violins and they’d play a symphony for me.

Over time, I learned the lesson that vulnerability is actually empowering, and, it’s a signal to your audience that you completely understand where they’re coming from because you’ve lived through massive challenges, as well.

Although you’re living your best life achieving all of the goals you set out to meet, you have fallen down and had situations blow up in your face more than once, and it’s important to point out those failures because it gives your audience the opportunity to learn from your mistakes.

These types of stories also creates connection and camaraderie.

Think about some of the many challenges that you’ve faced and overcome within the past couple years. Think about each individually, write them down and share them with those you serve.

That will go a long way to become more relatable.

Illustrate your process

Although amazing image content of you captured on stage is a wonderful way to illustrate you at the height of your superpowers, balance out those images with lifestyle portraits that break down the fourth wall between you and your audience by sharing portraits that showcase your process.

What does work look like to you? Do you work mostly on a laptop? Do you have an office? Co-work space? Or, work wherever the wind takes you that day?

How do you brainstorm ideas? Do you write ideas down in your phone or laptop? Voice record? Moleskin? Have a wall of post-its or a whiteboard filled with scribbled thoughts?

What does working with a client look like? Is it all virtual? On the phone? In person? In group settings?

Once you translate all of these answers into lifestyle portraits, you, then, are able to demystify the process of what working with you looks like for your audience.

You’re giving them the opportunity to easily envision themselves on the other end of that phone call, Skype Session or one-on-one consultation with you talking through their current, mental roadblocks.

If they can envision it, they’ll be more apt to do it.

Share objects and props that have emotional resonance for you

Although speaking photos and branded lifestyle portraits of you are compelling pieces of content, if you post similar photos of your face day-after-day, month-after-month, that gets pretty damn predictable and boring.

It’s important to spice it up with a variety of image content that doesn’t simply include you.

Although there are quite a few avenues to explore with respect to this idea, one of the main ways I direct my clients to keep their feeds interesting is by sharing images of objects that mean something to them in a way that translates to their audience a deeper sense of who you are as a person and professional.

For example, I’ve shared images of my cameras with my audience and talked about the gratitude I have for discovering this passion for serving others with my art.

For my clients, I’ve captured images of a variety of objects – jewelry, pens, watches, trinkets, coffee mugs, toys, dolls, books, etc – that they’ve used to tell a personal story and give their audience a more insightful peek into what motivates them every day to do what they do.

And that’s the key to sharing these types of images – use these photos in a way that will relate your human being qualities to those you serve. It doesn’t matter if they owned the objects that you share – they’re relating to the emotion and sentiment that you hold for those objects.

These types of shares draw your audience into the conversation, which will go a long way to developing their level of trust they feel towards you, and by extension, the specialized help you can offer them.

When we inspire our audiences to feel and not just think, that gives them a greater sense of connection, and ultimately, it leads to more sales.

That’s why it’s absolutely essential that you talk to them in a way that meets them where they are and reminds them that you knowhow they feel and want to help them get where they want to go.

It’s that simple.

John DeMato is a NYC branded lifestyle portrait photographer and content creation expert who serves speakers, authors, coaches and high-level entrepreneurs across the country. His 50+ e-book, S.H.A.R.E. M.A.G.I.C.A.L. I.D.E.A.S., lays out the how, what and why behind creating a memorable and referable online presence – sign up to get your FREE copy today.