Archive for July, 2010

The Human Resources Factor in a Company’s Productivity, Profitability and Success

The quest for the right balance on addressing employee needs and business needs is ongoing. 

The first question employers often ask is, “Why bother? Does investing in my employees really make a difference in the success of my business?” Employers need employees and employees need employers. It’s a partnership. It’s about more than the money for employees. It’s about the rewards of using your talents and feeling satisfied, seeing the organization reach its goals, developing important relationships, providing a structure and, for many employees,  a place to live one’s purpose in life, to name a few.

The second question employers ask is “What’s important for employees?” Employees may appreciate programs and bonuses but the returns on those are short lived. What really matters to employees is the work culture and climate that is established and expected from the top down. 

The goal is not to make employees happy but to create a work environment that is positive and respectful of the employees’ knowledge, skills, and intelligence.  It is about trust: trust that the employees want to do their best. It is about the employer asking employees what resources they need to help themselves and the organization be successful.

To learn more about how to engage and motivate employees, be sure to attend the 2010 BizCon Conference.

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When Good Writing Goes Bad

Good writing is clear writing. If you clearly tell your customers that you can solve or prevent their problems, they want to find out more. Clearly written websites, brochures, newsletters, blogs, user manuals—all your written materials—are a gift to your customers that they repay by buying your product or service.

Good writing goes bad when your message is:
• All written down—but doesn’t speak to the customer. Customers want to know immediately, “What’s the benefit to me?”
• All written down—but doesn’t make sense. Customers become frustrated when a document is inconsistent or outdated or lacks any logical order.
• All written down—but isn’t news. Every company in the world boasts about great customer service and high quality. At the very least, tell customers what you mean by great customer service and how you measure quality.
• All written down—but never stops. Dense pages of text overwhelm customers. You want to give them a reason to call, email or walk in the door for more information.
• All written down—but hidden deep in the middle or end. Readers won’t hunt for your message. They want answers fast.
• All written down—mostly. Your most knowledgeable readers still know less than you do about your product or service. Missing information frustrates them. Beware any time you catch yourself thinking: “Everyone knows that.”

Painful as it is to admit, if customers fail to understand what you’re telling them about your product or service, the fault probably lies in the writing. The average customer is looking for clear answers and hasn’t a clue where to find them. Help them find what they want at your company. For practical, easy to implement tips on clear writing, come to Write to Sell at BizConNH. See you there!

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How Do You Differentiate Yourself from the Competition?

In today’s hyper-competitive marketplace where products and pricing look alike, remember that often times the only difference is you – how you manage a call, how well you assess the buyer’s situation, how well you apply your products and solutions to the buyer’s needs, and what kind of impression you build along the way.

So how do you make yourself stand out from the crowd, articulate value, and capture a greater market share? Invest time in these three areas:

1. Focus on highly investigative questions – the more accurately you understand the client’s situation, the better you will provide the exact solution they are looking for the first time. For example: Help me understand how I can be most helpful to you?
2. Prove that you heard them and don’t waste their time. In competitive environments, buyers have very little tolerance or patience for having their time wasted – don’t make the mistake of an off-the-shelf sales presentation; focus your time and energy on solving the needs and expand only if applicable. Relevance is the key to long-term success when the market gets tight. You bring value, you get to stay.
3. Be an expert and sharpen your sword. Increase your value perception by bringing targeted expertise to the table. Think on your client’s behalf. Be innovative. What can you do to help them meet their business objectives this year that they may not have thought of – a new idea, a new product, a new approach, a new application of your solutions? Sharpen your sword with exceptional sales skills –know your stuff and understand how to manage the sales conversation flawlessly.

Learn more on how to differentiate yourself in the selling process along with other tips to improve sales performance by attending our session at BizConNH 2010- Finding Your Next Sales Superstar – Maybe it’s You!.

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