Bob Schultek Establishing new relationships requires authenticity and urgency to create an emotional link with a new contact. This bond is most productive when we connect with one another face-to-face, accelerating the development of trust. Email or social media can’t forge this link. An associate was musing how challenging it is for some sales people to establish new relationships. How can you succeed in a sales role when reaching out to new prospects is so challenging? Some …
perMany organizations begin the new year by assessing what worked and what didn’t during the prior year. If your evaluation leads to the conclusion that your business needs to kick start its growth, then consider 3 proven actions that will energize your business. Companies are consumed with surviving and reacting to the marketplace. What began as an opportunistic business loses focus over time, beyond the need to make money. But the risk of failing to …
A couple of weeks ago, I experienced the joy of becoming a first-time grandfather. A beautiful baby boy was delivered by our first born daughter. These are the moments that define a life well lived and we are blessed that mom, dad and baby are all doing well. The year 2014 can be a year of firsts for you too…firsts that drive your growth. Start the new year by considering how these 3 “firsts” can drive …
Each new year we get another opportunity to begin anew. It’s a fresh start and expectations are high. Make the most of this new beginning – follow these three points to focus your review. Celebrate success – what worked well last year? What goals were achieved and why? What progress was made towards your vision or mission? Does your team know what was accomplished and how they contributed? Assess direction – where are you going? …
Never underestimate the power of first impressions. Your first three minutes with a new prospect is your opportunity to put your prospect at ease and gain insights into his or her thinking. The approach you use can begin building trust or destroy the new opportunity. The opening of your first visit with a new prospect is about establishing rapport as a foundation for building trust and confidence. Connect with the person before talking about business. …
Responding to inquiries with urgency is a productive principle, but don’t let your speedy reply cost you. Recently, my friend Susan provided a prompt, comprehensive quotation in response to a request from a prospect she has been pursuing for months. She was complimented by her contact for her sense of urgency, her thoroughness in addressing stated needs and her competitive price and delivery. Susan lost the order. Susan’s quotation was specific and complete. Hers was …
Growth is good. Failing to pursue it leads to stagnation and often demise. But what defines growth for your company? Is it revenue growth? Profit growth? Growth in headcount? The choice comes down to understanding what ultimate result you want from your growth. Why do you want to grow? Companies measure growth in numerous ways. In addition to the metrics mentioned above, there is growth in products or services, market share growth, growth in number …
Thanksgiving is my favorite holiday! Family, food and football is a compelling combination, but what makes this holiday my favorite is the simplicity of its message. We dedicate this day to celebrating our blessings and thanking God, family and friends for making our lives exceptional and worthwhile. Inherent in the Thanksgiving Day message is a reminder to celebrate and express appreciation as often as possible. It’s a reminder that busy leaders often need. Appreciation is …
For the past 5 years, The DiJulius Group has hosted a remarkable customer service conference called “The Secret Service Summit.” Each year attendance has grown exponentially and this year 500 folks participated in the inspiring two day event. The DiJulius credo is: “Change the world by creating a customer service revolution.” One of the presentations this year was titled: “Be The Best At What Matters Most.” Joe Calloway’s interactive presentation mirrored the concepts described in …
Often, the problem that leaders think they have is not the real problem. If they understood their real problem, then they would fix it. The fact that the problem still exists is a likely indicator that the real issue remains unresolved. The symptoms of their problem are more visible so that becomes the focus of their work. Are you working on your symptoms, unaware of the real issue? It’s that time when the past year’s …