Why isn't an allocation of free sunscreen provided to every home in Australia every summer?
( We receive the Yellow Pages every year and never request them. )
I know that people may choose not to apply the sunscreen, but surely it would reduce the chances of people going unprotected in the sun.
Whilst I'm at it, shouldn't local councils employ people to walk up and down the beaches and offer sunscreen to any one who wants it?
Health care costs would surely be reduced in the long term with a proactive approach to skin cancer as opposed to knee jerk reactions.
If you have an answer to the above let me know.
What else do you think should be provided free to every family every year?
Sunday, January 25, 2009
Wednesday, January 14, 2009
Are you successful?
Why are some blogs more successful than others?
I read Seth Goddins blog http://sethgodin.typepad.com/ most days and like it for 4 reasons.
I read Seth Goddins blog http://sethgodin.typepad.com/ most days and like it for 4 reasons.
- He challenges me to think about how I interact with my customers
- He uses normal language not business jargon
- He is a marketer with a proven track record
- He is a business owner and so am I
One of my goals this year is to expand my blog readership.
This is no easy task. What do you, as the reader want to read?
Most of my work involves helping people to have a decent crack at something. I speak and coach people about sales , leadership and presenting. These are very broad subjects.
What I'm most interested in is why do some people have more of a go than others?
There are rarely short cuts to success in life.
I just read Malcolm Gladwells latest offering, Outliers. He looks for patterns in successful people.
You wont be suprised to find out that he discovered:
The environment you grew up in; A degree of luck; and persistence are all key ingredients.
What motivates you to surf the net, read blogs, go to work etc?
Why are you so successful or for that matter unsuccessful?
Monday, December 8, 2008
Are you running in the fog?
How focussed are you? This little man, Zac, who happens to my son, knows what he wants and he knows how to get it. He's only 11 months old, but I'm already proud of his focus. 
His goals are very clear. " Feed me, change me and let me eat some toys or plants". Outside of that not much else really matters at this stage.
Most of the high performers I work with are crystal clear on what they are seeking. Ask yourself as the year draws to a close.
Do you have clarity on what you are seeking in 2009?
Are you running in the fog?
Take a few minutes to assess what you want to achieve in the next 12 months. Watch what unfolds.
I suggest you write down 5 things you would like to achieve next year and then jot down how you will go about achieving them.
One of my clients wants to ride his motorbike down the Great Ocean Road in Victoria next year.
Freud, said, "People by and large tend to become what they think of themselves". What do you think will become of you, your business and your relationships in 2009?
His goals are very clear. " Feed me, change me and let me eat some toys or plants". Outside of that not much else really matters at this stage.Most of the high performers I work with are crystal clear on what they are seeking. Ask yourself as the year draws to a close.
Do you have clarity on what you are seeking in 2009?
Are you running in the fog?
Take a few minutes to assess what you want to achieve in the next 12 months. Watch what unfolds.
I suggest you write down 5 things you would like to achieve next year and then jot down how you will go about achieving them.
One of my clients wants to ride his motorbike down the Great Ocean Road in Victoria next year.
Freud, said, "People by and large tend to become what they think of themselves". What do you think will become of you, your business and your relationships in 2009?
Tuesday, December 2, 2008
Who cares?
Social networking tools are taking over the world.
Facebook, Linked In, Twitter, My Space. I'm trialling Linked In at present on the advice of some of the Microsoft community I know and trust. I'm more of an old school networker and prefer public speaking, the telephone and face to face to contact.
I've often wondered a few things about all of these tools:
1. Who cares about what you are thinking / doing unless you have a reason for me to care?
2. Who has the time to monitor / update these tools (this blog update took approx 15 minutes)?
3. Why don't you do some real work instead?
4. What about walking your dog or playing with your kids. Wouldn't that be a better long term investment?
Perhaps as Tony Hollingsworth mentioned to me yesterday these tools can turbo charge your networking. I'm not convinced yet, but am willing to trial them for 12 months. Like most things at NRG I'll measure the real results over time.
Share your social networking experiences with me here. If i don't get back to you I'm probably walking my dog. Come to think of it, I don't have dog.
Facebook, Linked In, Twitter, My Space. I'm trialling Linked In at present on the advice of some of the Microsoft community I know and trust. I'm more of an old school networker and prefer public speaking, the telephone and face to face to contact.
I've often wondered a few things about all of these tools:
1. Who cares about what you are thinking / doing unless you have a reason for me to care?
2. Who has the time to monitor / update these tools (this blog update took approx 15 minutes)?
3. Why don't you do some real work instead?
4. What about walking your dog or playing with your kids. Wouldn't that be a better long term investment?
Perhaps as Tony Hollingsworth mentioned to me yesterday these tools can turbo charge your networking. I'm not convinced yet, but am willing to trial them for 12 months. Like most things at NRG I'll measure the real results over time.
Share your social networking experiences with me here. If i don't get back to you I'm probably walking my dog. Come to think of it, I don't have dog.
Sunday, November 30, 2008
How inviting!
What a great idea! I saw this sign when I went to buy some fruit and veg today.
This is stupid for 3 reasons.
1. If I hadn't considered snapping off the stems to reduce the weight of the broccoli, you have now given me the idea.
2. How many customers will come back and shop here again after incurring the double payment fine?
3. It sets a tone or feeling for the fruit shop. It implies, " on the whole we think a lot of you are thief's and we don't like you or your attitude "
I was wondering if this is such a big deal, can't they find other ways of dealing with it?
eg: Cut the stems off before you display them and charge an extra 25c per kilo. If customers think your broccoli is too expensive they are probably not your ideal customers.
Or, offer to cut the stems off at the checkout to reduce the total weight. This will leave the customer with a feeling of appreciation.
What about change the sign to say, " Snap off the stems if you want, but we'd rather you didn't as it we don't want to ban you from our shop "
Drop the sign altogether and except that a small percentage of shoppers will snap off the stems. Does it really matter that much?
After I left the fruit shop, with my broccoli and it's heavy stems, I went to the bank. A smiling girl met me as I walked in and offered me a little wrapped sweet from a basket. Nice touch.
Think about the messages you are sending out to your customers / staff / patients / every time you communicate with them.
Wednesday, November 26, 2008
Selling in a slowing economy
5 strategies for growth in a tough market
I’ve often said to sales teams I work with if you can’t really sell you should get a job in the post office, or perhaps the library.
When the economy is bubbling along the old adage about being in the right place at the right time will always ring true.
This blog shows you 5 strategies that will ensure you can weather the storm as the economy rapidly slows.
Who wouldn’t be able to make a few dollars as a mortgage broker in a strong housing market? What about selling real estate in the same market? Not too tough. When the stock market is hot and everyone is trading it must give you a sense of comfort to know that the calls and the orders will keep coming in. How about being a financial planner when people are flush with funds and the superannuation laws change every 3 years?
You’ve probably noticed in the past 6 months that the economy is shifting. Customers are becoming more demanding. Purchasing decisions are taking longer to make, even avoided. Your customers will still need to buy products and services but perhaps not as many as last year.
They may not be as flush with funds now as they were over the past 10 years.
Now is really a great opportunity to try and ascertain if you really are cut out for selling. Get through the next few years and you know you are in the right profession.
At NRG Solutions we sell a service, primarily its professional development. You could argue it’s a non-essential spend in a tight economy. Many of my prospects and clients are doing a good job of positioning this with me at present! Obviously I beg to differ, but I’ll cover that in more detail in my next article.
Selling and surviving in a tight market – 5 strategies you must apply
1. Focus on selling additional value
You’ve probably recognised that your customers will have become more discerning. They are on the lookout for discounts and deals. I’d argue they still need to purchase your products or services, although probably in smaller volumes.
In a tight market they may be more inclined to push harder for discounts or extended trading terms. By all means consider those options. Over and above sell value. If you are nothing more than a talking brochure then your time is limited. Buyers have a multitude of purchasing options that didn’t exist in the past. These include buying on line, 1800 numbers and purchasing through resellers. You need to offer real business value. The best way to do this is to try and understand your customers. What are their real needs? Where are their issues? Ask questions, observe, listen and take notice of how they operate. It’s the best way to provide real value.
Examples of additional value would include:
v Additional in-office or in-store training at no additional charge
v Email and telephone support included as part of the initial project or purchase
v Providing on-site support and access to specialists
v Upgrades to later versions as part of the initial purchase
v Add on services (seminars, related products, etc) bundled into purchases
2. Widen the top of your funnel
Depending on what you sell, you will notice in a tight market that your conversion ratio will be dropping. In a strong economy you may win 70% of the projects you quote on. Pitch for 10 jobs and you’ll win 7. To win 7 new jobs in a tough market, you may need to pitch for 20. Your conversion ratio will almost certainly be a lot lower.
When the going gets tough, you will need to take more shots to achieve the same results.
Michael Jordan argued that you miss 100% of the shots you don’t take. You will need to take more shots in a tight market.
Consider how you can use technology to help you take more shots. Change your phone plans so you are not paying excessive amounts to make more calls. Refine and improve your database. Create email newsletters of value. Make more quality calls more often. Ask existing satisfied customers for referrals.
3. Develop some great objection handling techniques
You know you will be hearing plenty of these comments:
v “Now’s not the right time, money is tight”
v “Things have slowed down a bit at present”
v “We’ve actually got a freeze on non-essential spending at present”
v “We’re cutting back in that area”
Like a boy scout, a true sales professional will always be prepared.
Plan well in advance how you will be responding to these sorts of comments. I’ve been trying a few of the following responses and have been having some success.
“That’s ok – let’s only do a smaller part of the project at this stage”
“I’ll do the work now and invoice you next quarter”
“How can we find funding for this? What other budgets could be accessible?”
“What do you suggest we should do to get things started?”
“Have a complimentary place this time. It’s the least I can do”
4. Focus on strengthening existing relationships
The reality is that when the market gets tight your best opportunities will exist with the clients who are already purchasing your products or services. Spend time with these accounts and focus on how you can further strengthen the relationship.
This could involve extending terms and conditions, drawing up a preferred pricing agreement, perhaps collectively sitting down together and working out the best way to work together in this economy. The chances are they are feeling the pain as much as you are.
Recognise their loyalty and reward it. These are the accounts you cannot afford to lose so don’t let your competitors get under your radar. Invest appropriately and put enough bricks in the wall to stop these accounts from escaping and to ensure against competitor activity.
5. Invest in yourself
I’m probably biased on this one as this is the core of our business. I’d say the 2 best things you can invest in would be:
1. Yourself
2. The key relationships in your life
By investing in yourself you will remain in touch with fresh ideas. Keep yourself sharp and focused by reading widely, attending relevant programs and continually working on strategies for business and personal growth. Transfer these ideas back to your customers and you start to create real business value (see point 1).
If you are not growing and developing as an individual, then I’d say you are of limited value to your customers in the long term. Pablo Cassals (Google him) was asked at the age of 95 why he was still practising the cello for 20 minutes a day.
His answer? “Because I’m still making progress.”
Summary
Stop talking about how it’s getting tougher. Do something about it. Get busy with lifting your activity levels and deepening your relationships with your best accounts. Be prepared and be creative about how you deal with standard objections. You need a plan and you can’t expect to achieve the same results in this market by applying the same approach you took in a strong economy.
“If you change nothing, nothing changes”
I’ve often said to sales teams I work with if you can’t really sell you should get a job in the post office, or perhaps the library.
When the economy is bubbling along the old adage about being in the right place at the right time will always ring true.
This blog shows you 5 strategies that will ensure you can weather the storm as the economy rapidly slows.
Who wouldn’t be able to make a few dollars as a mortgage broker in a strong housing market? What about selling real estate in the same market? Not too tough. When the stock market is hot and everyone is trading it must give you a sense of comfort to know that the calls and the orders will keep coming in. How about being a financial planner when people are flush with funds and the superannuation laws change every 3 years?
You’ve probably noticed in the past 6 months that the economy is shifting. Customers are becoming more demanding. Purchasing decisions are taking longer to make, even avoided. Your customers will still need to buy products and services but perhaps not as many as last year.
They may not be as flush with funds now as they were over the past 10 years.
Now is really a great opportunity to try and ascertain if you really are cut out for selling. Get through the next few years and you know you are in the right profession.
At NRG Solutions we sell a service, primarily its professional development. You could argue it’s a non-essential spend in a tight economy. Many of my prospects and clients are doing a good job of positioning this with me at present! Obviously I beg to differ, but I’ll cover that in more detail in my next article.
Selling and surviving in a tight market – 5 strategies you must apply
1. Focus on selling additional value
You’ve probably recognised that your customers will have become more discerning. They are on the lookout for discounts and deals. I’d argue they still need to purchase your products or services, although probably in smaller volumes.
In a tight market they may be more inclined to push harder for discounts or extended trading terms. By all means consider those options. Over and above sell value. If you are nothing more than a talking brochure then your time is limited. Buyers have a multitude of purchasing options that didn’t exist in the past. These include buying on line, 1800 numbers and purchasing through resellers. You need to offer real business value. The best way to do this is to try and understand your customers. What are their real needs? Where are their issues? Ask questions, observe, listen and take notice of how they operate. It’s the best way to provide real value.
Examples of additional value would include:
v Additional in-office or in-store training at no additional charge
v Email and telephone support included as part of the initial project or purchase
v Providing on-site support and access to specialists
v Upgrades to later versions as part of the initial purchase
v Add on services (seminars, related products, etc) bundled into purchases
2. Widen the top of your funnel
Depending on what you sell, you will notice in a tight market that your conversion ratio will be dropping. In a strong economy you may win 70% of the projects you quote on. Pitch for 10 jobs and you’ll win 7. To win 7 new jobs in a tough market, you may need to pitch for 20. Your conversion ratio will almost certainly be a lot lower.
When the going gets tough, you will need to take more shots to achieve the same results.
Michael Jordan argued that you miss 100% of the shots you don’t take. You will need to take more shots in a tight market.
Consider how you can use technology to help you take more shots. Change your phone plans so you are not paying excessive amounts to make more calls. Refine and improve your database. Create email newsletters of value. Make more quality calls more often. Ask existing satisfied customers for referrals.
3. Develop some great objection handling techniques
You know you will be hearing plenty of these comments:
v “Now’s not the right time, money is tight”
v “Things have slowed down a bit at present”
v “We’ve actually got a freeze on non-essential spending at present”
v “We’re cutting back in that area”
Like a boy scout, a true sales professional will always be prepared.
Plan well in advance how you will be responding to these sorts of comments. I’ve been trying a few of the following responses and have been having some success.
“That’s ok – let’s only do a smaller part of the project at this stage”
“I’ll do the work now and invoice you next quarter”
“How can we find funding for this? What other budgets could be accessible?”
“What do you suggest we should do to get things started?”
“Have a complimentary place this time. It’s the least I can do”
4. Focus on strengthening existing relationships
The reality is that when the market gets tight your best opportunities will exist with the clients who are already purchasing your products or services. Spend time with these accounts and focus on how you can further strengthen the relationship.
This could involve extending terms and conditions, drawing up a preferred pricing agreement, perhaps collectively sitting down together and working out the best way to work together in this economy. The chances are they are feeling the pain as much as you are.
Recognise their loyalty and reward it. These are the accounts you cannot afford to lose so don’t let your competitors get under your radar. Invest appropriately and put enough bricks in the wall to stop these accounts from escaping and to ensure against competitor activity.
5. Invest in yourself
I’m probably biased on this one as this is the core of our business. I’d say the 2 best things you can invest in would be:
1. Yourself
2. The key relationships in your life
By investing in yourself you will remain in touch with fresh ideas. Keep yourself sharp and focused by reading widely, attending relevant programs and continually working on strategies for business and personal growth. Transfer these ideas back to your customers and you start to create real business value (see point 1).
If you are not growing and developing as an individual, then I’d say you are of limited value to your customers in the long term. Pablo Cassals (Google him) was asked at the age of 95 why he was still practising the cello for 20 minutes a day.
His answer? “Because I’m still making progress.”
Summary
Stop talking about how it’s getting tougher. Do something about it. Get busy with lifting your activity levels and deepening your relationships with your best accounts. Be prepared and be creative about how you deal with standard objections. You need a plan and you can’t expect to achieve the same results in this market by applying the same approach you took in a strong economy.
“If you change nothing, nothing changes”
Sunday, November 23, 2008
November 26th - Free pizza and soft drink
Building your contacts
I'm speaking this wednesday evening at (6.30pm) Microsoft in Sydney, about networking skills for developers.
Most geeks will be thinking great, unsecured or secured? Reality is it’s all about how developers can build up their network and contacts to help them grow their business and raise their own profile.
I suggest that a good start would be come to this exciting session and invite along a client or supplier.
In a highly engaging presentation I'll be be covering:
· How to get the most out of attending an event
· Why it’s so important to build your network
· Appropriate behaviour at a function or networking event
· Building rapport with people who are different to you
· Tips for starting conversations with people you don’t know
· How to remember people’s names
· Are you a stalker - the rules on staying in touch with new people you meet
· What to do when you are NOT connecting with someone at a function
· Steps for becoming a better networker
· Old school ideas versus new school networking (social networking tools)
For more information email Craig Bailey 'craig@craigbailey.net'.
I'm speaking this wednesday evening at (6.30pm) Microsoft in Sydney, about networking skills for developers.
Most geeks will be thinking great, unsecured or secured? Reality is it’s all about how developers can build up their network and contacts to help them grow their business and raise their own profile.
I suggest that a good start would be come to this exciting session and invite along a client or supplier.
In a highly engaging presentation I'll be be covering:
· How to get the most out of attending an event
· Why it’s so important to build your network
· Appropriate behaviour at a function or networking event
· Building rapport with people who are different to you
· Tips for starting conversations with people you don’t know
· How to remember people’s names
· Are you a stalker - the rules on staying in touch with new people you meet
· What to do when you are NOT connecting with someone at a function
· Steps for becoming a better networker
· Old school ideas versus new school networking (social networking tools)
For more information email Craig Bailey 'craig@craigbailey.net'.
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