What "Do" They Think?

What would you like your customers and colleagues to think and feel about you and your organization?

We have asked hundreds and hundreds of people this very question over the past ten years and, believe it or not, the answers are remarkably similar. But before we divulge what most people say, how would you answer the question?

If you'd like to give this some thought and, possibly, be surprised, then take a few minutes to jot down ten things you'd like others to think and feel about you and your organization. (More on this later...)

More Importantly...Driving Word-of-Mouth
Maybe of greater significance, how important is it? Many business owners and managers tell us it's very important; and if you agree, how will you impact or influence what others think and feel about you and your company?

This is, after all, the key driver of word-of-mouth advertising!

If you have made a list, we'll ask you now to review the list and answer one more question: Of the words on your list, how many can you actually say, with any degree of comfort, in a typical business conversation?

Surprise?
Now for what might be the surprise... after people have made their list of what they would like others to think about them and their oganizations, and how they would like to make others feel..., we then ask them the question posed in the previous paragraph - that is, "how many of these things can you actually say, with any degree of comfort, in a typcial conversation. Belive it or not, most people reply, "Not many..." *

While there may be many ways to affect what people think about us, the facts are that, when it comes to word-of-mouth, we can't buy it and we can't overtly talk about it or force it upon others; instead, it is a function of how we behave and communicate over time. So, consistent with the theme of our first article (above), having a strategic plan for impacting what others think might be a good idea after all...

* Click here to see the most-frequently given answers to the question, "What would you like customers and colleagues to think and feel about you and your organization?"

Key Sales Team Needs

Every sales team needs a leader - a Sales Manager or District Manager or someone who can both manage the selling process and lead the team in a consistent fashion - day after day, week after week, month after month.

This concept is very similar to one the basic principles of marketing: frequency. It is a well-known and accepted fact that a marketing message must be "heard" multiple times by prospective customers if a marketer is to gain their attention, interest, acceptance and buy-in.

The same holds true for those managing sales teams. To maximize results, to gain buy-in and acceptance of ideas and desired behaviors, the "message" must be repeated and reinforced on a regular and consistent basis.

Just like in the sales world, persistence is a key component of sales management.