Isn’t that what life’s all about anyway? To grow, change, duplicate and re-invent, doesn’t mean you should rethink your life and change a great idea. But it does mean you can improve it with the resources and technology around you, as well as the other resources available to you.
To grow is to have a defined dream, a vision and a realistic goal. Until you grow, you won’t change. And until you change you won’t duplicate yourself. And then, until you duplicate yourself, you won’t be able to re-invent yourself, because you won’t have a template from which to work from.
Here are a few more ideas to work on:
Consider Getting Inside your Client’s Head
The only way that you will create a presentation that will get you the results you want is by getting inside your customers head. You need to see the ‘world’ through their eyes; hear what they hear through their ears and undergo much of their lives through what they encounter on a daily basis. And the only way you’ll achieve such an intimate understanding is through doing your homework thoroughly.
Naturally the work you do will reflect on the potential of the profit you stand to make. Then, when accessing the likely profitability of any new marketing plan, you should always take the long-term view, rather than just centring on any of the short-term gains available to you.
Face to face research is the most effective method, and also the most costly. Therefore do it well rather than just doing it for the sake of it.
Treat Your Set-backs as New-found Opportunities
Don’t ever get discouraged because of setbacks. Most are only there to show you a better way of getting done what you already wanted to do. As we’ve already exampled through the great Thomas Edison who found more than 10,000 ways not to make an incandescent light filament before he found a way that changed the face of history forever, you too should become just as tenacious about your vision.
Setbacks aren’t failures – setbacks are simply another way of saying you’re failing to persevere. Whatever you’re doing based on if you’re getting any sort of result right now – so learn persevere before you lose hope.
Never Let a “Gut Feeling” Worry You
The only gut feelings you should be concerned about are stomach pains. Then again, we’ve not acted so many times in the past when our gut feelings were crying out to do something, we finally did get stomach pains – the pain of an empty feeling, or the opportunity missed for all the wrong reasons.
The best salespeople and marketers rely a lot on the same gut feelings the rest of us do. The difference is, they generally act on them more when they get them. And they act on them more often than others do.
Then when you finally get around to responding to your gut feelings, make sure you don’t either overdo it or even underdo it, because being able to recognise a good gut feeling becomes necessary to reach your goals.
But the main thing to take away regarding gut feelings, because those gut feelings are only fruitful when they’re tempered with common sense, and the instinct’s you should mostly act on are only valuable when they fully align with your pre-determined goal path.
Become a Sales and Marketing Insider
The only way you can start acting and talking like an insider is to position yourself so that you can be perceived to be an insider. The more you can discover about your potential market, the easier it will be for you to talk to others in a language they can both recognise and appreciate.
This understanding is essential when selling into a niche market including government agencies, close-knit associations, special interest groups and other like organisations. Such groups usually have a particular culture, outlook and organisational structure. The more you talk, think and act like an insider, the more likely you are to gain their confidence. Then once their confidence is gained, it is essential to know how to empathise with their unique culture.
When I moved to Tasmania in the late 1970’s, I experienced an unexpected culture shock – many within the business circle I needed to mix with were reluctant to embrace either the ideals or the techniques I came along with. Although I managed to befriend an ever widening number of people as time went by, I was constantly reminded by quite a few people to understand it usually takes most around 20 years to become accepted as a local. Never-the-less I worked on and did the best I could.
I was saddened when I moved on some three and a half years later, because I had made friends there. However, I had opportunity to start visiting the state on a regular basis a few years later. On each trip I looked up many of those I befriended earlier and renewed friendships and old acquaintances. Then out of the blue, one announced me to a friend of his as a former Tasmanian. On the next trip, another did the same, then another and still another. It then dawned on me – I’d been accepted into the community – despite the fact that I’d only lived there for three and a half years, instead of the mandatory 20. I also realised that I had been accepted because I worked hard at assimilating into the community as an integral and necessary part of my job – in turn, the locals accepted me because they’d grown to understand I had their best interests at heart.
Understanding the role of an insider is a vital tool within every culture, within every society. But the one factor either not too well understood, and even less practised is, learn to assimilate in a way that will benefit and grow those you come into contact with. In other words, learn to give more than you can ever receive. And you’ll win more, faster and with more acceptance than you could otherwise expect.
Advertising agencies are very aware of this one factor and understand how to use it to their advantage. If on the other hand, you’re unable to get access into a certain culture, have heart, this is a back-up alternative you can use – it’s called professionalism. Professionals are accepted my most, simply because they are professionals. Then once they are acceptance, they work hard at finding the ways that will help them assimilate, and also take on the role of an insider. That’s what makes them a professional in the first place.
Nurture Your Patch and Watch it Grow Greener
Earl Nightingale, the man commonly referred to as ‘the father of motivation’ tells us that,
“Those who believe that the grass is greener elsewhere, are usually not tending to their own patch as well as they could or someone else is”.
No truer words can be spoken on the subject. It takes time and care to bring any vision to fruition.
Far too many companies are force-feeding their growth. Others are trying to grow by acquisition. My understanding is the best growth is organic growth – growth by nurturing your business. And you need to accept that it will take time, money and patience to get things going.
All the while you’ll need to spend money to stay one step ahead of the others in just one specific area of your marketing programme. Whether that specific be through your advertising, promotional or face-to-face efforts. If you follow that plan, your ‘grass’ will grow greener right where you are. Just nurture it well.
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com