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When I talk to new sales people (on my team or in other areas), I find myself saying one thing a lot. “You need to go and see the people.” This was the advice one of my first sales mentors gave to me. And in a world that is driven by technology and social media, I think it is even more important than ever. (I wrote a blog about the science behind why it works here).
Why do I say that it’s more important than ever? Because most people are not doing it. When you find that everyone is going one way, in business it sometimes makes sense to (thoughtfully) step the other. When everyone else zigs, sometimes you should zag. In addition, because we have so many wonderful tools for marketing and sales, we can get really lazy. It’s not that new and current tools are bad. They are not…and you should use them. But you shouldn’t forget the basics either. They are the foundation.
So should you continue to send emails? Yes. Should you prospect and sell using social media? Of course. Does it make sense to create content marketing that matters to your audience? Yes…it does.
But you should also take the time to “see the people.” Here are the three things that can happen when you take the time to meet your clients where they are.
They Will Feel Appreciated: If you visit a client and show them real appreciation, you can go a long way to solidifying the relationship. The fact is, none of us really say “thank you” enough. I talk about this Appreciation Gap here. By taking some time to show your clients they are appreciated, it will pay off long term.
You Might Learn Something: It seems like every time I go and take time with a client, I learn something about them. Sometimes it’s about a sales opportunity. But sometimes I learn about an issue at home, or a challenge they are struggling with. I often uncover something they are excited about. Every time I feel like it helps to bring us closer. It helps me serve them better. I bet the same happens to you.
They Might Buy Something: And yes, if the timing is right and the proposal is great, they might buy something. That is, of course, the point of the exercise. But I find that people are more likely to engage with me, listen to me, and buy from me if I am there.
So of course you should use all of the tools. You should tap into the tech. But don’t forget to be human…and see the people.
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After what was an intense and emotional month of May, I felt like I had fallen in a bit of rut. I couldn’t put my finger on it, but I just wasn’t “feeling it.” I was tired and lacked some purpose. I chalked it up to the past six weeks, and the transitions that my family were going through.
After all, my oldest daughter, Skylar, left at the first of May to chase her dreams of becoming a professional dancer. Scratch that. She is a professional dancer. She is now onboard a Cruise ship in California performing. Amazing. My youngest daughter, Jade, just graduated high school and is getting ready to move out (in the next couple of weeks) and start school in Columbus. In the midst of all of that, Amy and I were working to keep our businesses running, speaking, and hosting events as well. There was a good reason for feeling tired, right?
But I knew that wasn’t it.
In the midst of running through this time in our lives, I had made a few personal compromises. For 6 months last year, I was writing a blog on this website every single day. It was a challenge. But it was a rewarding (and sometimes therapeutic) activity for me personally. When I decided to stop doing it every day, I told myself I would write a couple of blogs a week. In reality, however, I had fallen out of the rhythm. In addition, I have made the commitment to writing a new book. I have started the process and have made good progress. I was writing regularly. Then, with this season, I stopped that too.
Though I can certainly give myself a break because things were hectic, I realized something very important. I started breaking my promises to myself. I knew it deep down. But it was really brought to my attention as I watched this interview. I had stopped keeping these small commitments to myself…and these broken promises were ruining my productivity.
I think this is true for any area of your life.
If you want to be more productive, lose more weight, sell more, start a podcast, or make any change in your life, it starts small.
Start by making a small commitment to yourself. Then keep that promise.
When you can start by making that small promise, and follow through, you create a sense of accomplishment. When you can keep that promise, day in and day out, you create momentum. As you create momentum (on just that small promise) you create progress toward your goal.
So if you want to make progress toward any goal in your life, make a small promise to yourself. Then keep that promise…again and again.
To learn more about this concept, spend the time and watch this great interview with Chris Powell, Heidi Powell and Ed Mylett. And make sure you never miss any content. You can find it all here on our blog. And of course you can always sign up to be a VIP here.
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There was an announcement recently about a local business that was closing its doors. I was saddened for the owners and the employees, and then I was fascinated by the response I saw from the cheap seats on social media. Though there were certainly responses that expressed their sadness for the company, there were just as many that took the time to take shots at the business and the owners. The comments were all over the place in nature, but I did notice one thing in common.
None of these “shots” came from other business owners or leaders.
Have you ever noticed that? You rarely see negative comments from someone who has walked the walk. These “coulda, woulda, shoulda” observations nearly always come from the cheap seats. It’s easy to hurl insults when you don’t have to actually put in the work. That’s why, as Teddy Roosevelt says, “It’s Not The Critic That Counts.”
The same is true for other areas too.
You rarely see a One Star Book Review from another author.
The person that creates content almost never posts mean comments on the new video creator.
A person who has worked hard to get in shape hardly ever fat-shames the person working out.
These people don’t spew venom at the person putting in the work because they know how hard it can be. Sure, everyone has 20/20 vision from the past. Everyone has an opinion on what needs to be done, or what you should have done. But most people are unwilling to do it. That’s not my opinion. It’s just math. The work is not done by the majority. It’s done by those willing to raise their hand.
So if you are one of those people that is putting in the work, take heed. You are appreciated. And, like that local business, you might stumble. As a matter of fact, stumbles are inevitable. But the future is made by those that take the step, grab the bull and put in the work. So good luck.
And if you are one of these people that find yourself yelling from the stands, this is your invitation. Pick a project. Take a step. Do the work. You will have way more impact than by just being another voice in the crowd.
Make sure you never miss an update. There are a couple of ways. Make sure to go to our blog page each day. We post videos, podcasts and blogs nearly every day. Or you can sign up to become a VIP. Sign up to become a VIP here.
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It’s time for the 11th episode of the He Said/She Said Podcast with Hasseman Marketing! This podcast is designed to give an inside look at being married and being entrepreneurs and the projects we are working on and the challenges we are facing! We talk about business, family, community and more. So listen in and let us know what you think!
On this episode we talk about…
This week Kirby and Amy talk about the traffic jam on Mount Everest. Apparently there are so many people heading up the mountain that there are lines…and people are dying.
This week in the Weekly Whirlwind, Kirby and Amy talk about getting through graduation season. They also discuss what it’s like to come back from a long weekend to a short week. Kirby also talks about heading to Atlantic City to speak at an event.
Lesson In Life
This week Kirby and Amy spend some time talking about getting out of the “comfort zone.” Amy talks about how making herself uncomfortable has led to tons of learning. Each new adventure has created new skills. That’s the way growing works.
Each week we want to give a shout out to an organization or an individual doing good work. This week Kirby and Amy talk about the fact that it’s Foster and Adoption Month. They give shout outs to those caring individuals that open their homes and their hearts to children in need. If you have interest in learning more in Coshocton County, you can go here.
So that’s a wrap! We will be back…and we will continue to improve. Any feedback will be welcome as we try to provide you value! If you want to subscribe you can do that where you normally get podcasts…or you can head here to follow on Soundcloud.
Thanks so much for listening! If you have any topics you want Kirby and Amy to cover, please comment and let us know! Oh…and if you like this content, check out this page where you can find all of the content we create!
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When I was younger, and I thought tennis was my entire life, I played with the mantra of “just one more.” I was not the strongest or fastest or most skilled player. But I thought if I could get “just one more” ball back over the net, good things would happen.
It turned out I was right.
When I was able to get that “just one more” ball back into play, often the opponent would be surprised or annoyed (or whatever) and miss their next shot.
I won a lot of points on “just one more.”
Now, it turns out, this is a great mantra to reach success in other areas of your life too. You can get a lot done by implementing “just one more.”
Just one more sales call.
Just one more run through.
Just one more phone call.
Just one more blog post.
Just one more video.
Just one more thank you note.
Just one more mile.
Just one more hug.
Just one more minute with an employee that needs you.
Just one more word of encouragement.
So when you are tired, frustrated, impatient and at your wit’s end. Do “just one more.”
Then do that again.
I wrote this blog post several years ago and I wanted to share it again. I was listening to a podcast from Ed Mylett recently and he talked about having a similar mantra. You can check out his motivational take on doing “just one more” here. Either way, it goes to show you that sometimes the “secrets” to success are not that complicated. Most of the time they are simple…but not easy. Today, let’s set out to do “just one more” and make this a great week!
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