Three Word Podcast

Episode 123, The Process to Solving Your Clients Problems!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 123, You will learn the process of solving your client's biggest challenges!

 

I have a question for you. Are you looking for creative ideas that will solve your client's business challenges? I think I hear you all saying Yes!!! I share my conversation with Wade Kingsley, who shares his process and how you can apply it to your business.

 

Here is a little fact to consider, Companies that foster creativity are 3.5x more likely to achieve revenue growth of 10% or more than their peers.

 

Wade walks us through the Three-Word process in greater detail.

1. Curiosity- Ask questions to seek to understand where your client's challenge is occurring. Be curious and ask really interesting questions. When you are more curious, it shows you care.
2. Connection - There are no original ideas. It's the connection you create to those ideas in solving problems. 
3. Courage - Be courageous and share your idea with one person and then others.   

 

Wade Kingsley is a Creative Coach and Consultant. Over 25 years, he's worked in the media and marketing industries - with national leadership responsibilities at media publishers and agencies across the globe, including Nova, Dentsu, and Southern Cross Austereo.

 

 In 2017 he founded 'The Ideas Business .' He serves as a consultant to brands by creating ideas that solve business challenges. In 2020, he developed the 'Creative Champions Course,' taking his experience in creative methodology to help empower creative problem-solving in people. 

 

Wade believes everyone is born creative, and he focuses on giving people the confidence to unlock and share their natural creative abilities. In 2021, he was named Australian Ambassador for World Creativity & Innovation Week, a United Nations observed event.

 

To learn more and connect with Wade:

https://www.theideasbusiness.com/

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

 

 

Episode 122, The 90-Day Advantage!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 122, You will learn the five questions you need to answer to set yourself up for a record-breaking 2022!

 

Wow, has this year gone fast. We are less than three months before 2022 arrives! It can be a difficult time mentally, especially if you are in sales. You navigated through a challenging nine months of unpredictability. Let me not state the obvious, but you managed through Covid your customer's fears and maybe at times your Fears. Let's take a moment to celebrate the emotional support you gave others and yourself!

 

Many of us have heard of the 90-day challenge. Today we focus on what I call the 90 Day Advantage!

 

How do you take the momentum you built and set yourself and your team as a manager to a better 2022? One word, yes, not three, Progress. See if you're not climbing towards your goal, then you sliding. If you are not learning and growing from each experience, then your slowly dying. We must continue to stretch ourselves at times, take uncomfortable action to progress.

 

See, most people, not the three-word podcasters, wait until New Year's Eve to set their intentions and resolutions for the following year. We want to make an impact long before the ball drops on New Year's Eve, what I call the 90-day advantage! You need to ask yourself today what you do now to make the next day, week, month, and year better.

 

It is essential to build a solid foundation for yourself. I recommend taking your business journal or computer to capture your thoughts. My recommendation is to go to that place where you feel inspired, whether it's a coffee shop, a park, by the ocean, a fire pit, or sitting outside with your favorite beverage—a place where it's quiet, and you have time to reflect and think. Think about your best time to be creative. Is it in the morning? Can you schedule lunch with yourself, or are you a late-night thinker?  

 

You will be way ahead of your expectations while getting a competitive jump on your competition when you answer the following Five questions to set you up for an epic 2022.

 

1. Let's start by looking at your first three quarters of the year. Let's analyze what worked, what stopped you and didn't give you the results you expected. What do you need to learn? What new capabilities do you need to make sure you keep making progress? Where did you feel you gained momentum, gained confidence? When did you feel inspired? 
2. What didn't work? What scared or stopped you? What held you back, and where did you think you fell short this year?
3. What Fear do you have to face to make next year better? What uncomfortable action didn't you take? What did you avoid or ignore this year that kept you from progressing?
4. What capabilities or knowledge do you need to overcome to push you forward? Be honest with yourself, take the next few minutes, and start writing down a list of items that could improve your business.
5. The final question you want to ask yourself. What emotions will you feel when you accomplish your goals? If you had a record income year this year, how did you feel? I am guessing you felt confident, secure, sure, fulfilled, and in control! What is the feeling and emotions you need to maintain into 2022? Lastly, what emotions did you feel because you fell short this year? Disappointment, lack of confidence, uncertainty, and lack of control.

Well, that is all about to change today! Because if not now - when? 

 

What is your next level? I encourage you to keep stretching yourself.

 

Commit to your 90-day advantage plan to set you up for a record-breaking 2022. The opportunities are there for you every day. Let go of the regrets and move forward. 

 

It is time to re-invent yourself! It's time to get a jump on your competitors. Get 1% better each day, gain the capabilities to get you back on track. I will leave you with this thought, Live and work hard today to live easy tomorrow.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 126, Learn how Winning Changes Everything!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 126,  Learn how Winning Changes Everything!

 

As most of you know, I am a huge NFL fan, and my team is The Cincinnati Bengals - Who Dey!!! Well, the Who- Dey the past seven years have not given their fans a reason to cheer. In 2019 we finished 2-14. Two wins and in 2018 six wins.

 

Well, it's a new year, and The Bengals are off to a great start with a winning record. Who is responsible for this shift? Joe Burrow, our QB, and the other great players are surrounding him. But, one person, Joe Burrow, re-engaged Who Dey nation by showing his leadership, confidence, and winning. Yes, Winning Changes Everything! How we show up, our mindset, our focus, and our belief in doing. Now watching the Bengals, you have a sense they are never out of the Game. They are focused on Winning! And they are Winning with one play at a time.

 

So you may be thinking, Lisa, what do the Bengals winning have to do with me and my business. A lot! Let me ask you a question. 

Do you feel like you are winning?  

What does winning look like for you?

How is your performance this year? 

Are you exceeding your goals? 

Are you making progress?

 

November is the month you have a clear picture of winning. It's a time where you focus on renewals and new business for the following year. You discover whether you will make your goals or fall short?  

 

I was in a coaching session with a sales executive. We were reviewing his year and renewals for next year. I asked him how he felt about his year and the direction of his business. He was a bit disappointed in his performance for the year. He had some uncertainty on several significant accounts renewing their contracts. It was at that moment; I realized I needed to get him back in the Game. 

 

If you are a manager or coach of a team, it is critical to pay attention to your team and notice if one of your players or sellers is going down a path you need to shift. 

 

I had an honest conversation with him. I shared with him that I thought he was at a point of decision. That he perhaps was considering changing careers after 15 years because of his lack of certainty. He agreed, and then I said, you know what I know about you? I know you're driven to be the best! Your key strengths are that you are competitive, relationships with your clients are important to you, and you're a problem solver, and you don't like to lose- you prefer to win!  

 

I said, I understand where you are today, and thanks for being honest with yourself and me. Together we need to create some wins and get you back in the Game! Winning does Change Everything!

 

So we began, designing what that victory path looked like for him. We started with what he could control. He started by scheduling time with his current clients, who have confidence in him, and have the best relationships. He needed to ensure nothing has changed with their business and he the opportunity to discover new challenges they may be facing.

 

His new business plan focuses on verticals he has experience working with and can help them win. He created the list of new prospects, timelines of connecting with them in a very thoughtful strategy. He started setting new meetings, building momentum, and closing business.  

 

See, sometimes it is the little wins like changing your mindset to Impossible vs. Possible. It's taking action, building confidence with those you work with, and discovering how to help other companies succeed by solving their biggest problem—celebrating your daily wins to build momentum for you the next day.   

 

Our days in sales consist of daily cold calls, emails, presentations, problem-solving, and client meetings. The winning routines we establish, the foundation of a successful work ethic and winning mindset. It's what salespeople do beyond selling that makes a difference.

 

Winning does change Everything! So what can you do today to start winning? To perhaps inspire others around you and impact those you Lead! My recommendation is to commit yourself! Winning begins with YOU!

 

If you think someone could benefit from the Winning Changes Everything episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

Episode 121, Learn how to build a Ryder Cup Sales Team!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 121, Learn how to build a Ryder Cup Sales Team!

This episode focuses on building a better team while understanding that we are a better sales team when we work together!

 

As most of you know, I love golf! I love playing, competing, and watching golf. Many of you joined me in watching the Ryder Cup, Cheering the US team to victory over Europe.  

 

The Ryder Cup has become one of the world's most incredible sporting events. Twenty-four of the best players from Europe and the United States go head-to-head in match play competition every two years. Drama, tension, outstanding golf, camaraderie, and sportsmanship are displayed, captivating millions of us worldwide.

 

Just like the Ryder Cup, we, too, play for something every day. We play to win and make a difference in our customer's lives. 

 

Great teams had great leaders. 

The Ryder Cup has Team Captains. Each team Captain gets the opportunity to coach twelve players. Determine which of their two players best match up against Europes best two. If you're a manager, you hired your players to play for your companies Team. You have the opportunity to match your player's talents with other players on your team and with the best fit for your customers.  

 

Team Worker Makes the Dream Work! 

For a company to be successful, it takes a cohesive team. A team that inspires others to do more for others than themselves. They understand that they are a part of something bigger than themselves. In sales, it's a game of you understanding your role while supporting others on the team.

 

Brian Tracy, a greatly respected author a business expert, had this observation on the importance of being able to be a good team member: "Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, 'What's in it for me?' 

 

 

Who represents your team?

One of the biggest takeaways from the Ryder Cup for me is the makeup of a team. For Team USA, the players are a mix of Rookies ( 1st Time playing in the Ryder Cup), like Tony Finau, Daniel Berger, Scheffler, and Schauffele. Then you have your Veterans, experience players like Jordan, Justin, Johnson, and Koepka.

 

As a manager or coach, it is vital to understand every member of your team. Every sales team consists of individuals with different strengths. 

 

Each team member has varying skills and wills they bring each day. The goal for you is to understand where they are today and where they need to go and guide them there. Be open and listen to the entire team. I have experienced that The newest team members have new ideas and different outlooks that can bring a unique perspective or way of doing business. The experienced team members share a different perspective as well. They have been there and can share things they have learned that can bring a learning experience.

 

Great teams never stop learning.

In golf, you get to learn from every shot you take. You intend to hit the perfect shot each time. But let's face it, you miss a few. The same applies to sales. Successful sales teams thrive in environments where they continually learn and are encouraged to seek knowledge. Consistently effective sales teams are always up-to-date with comprehensive product knowledge, they practice and role-play sales call before they happen, and they're always learning better ways to do things, so they're at the top of their game. 

 

Great teams communicate and collaborate.

The best sales teams communicate with each other. Teams that communicate and collaborate build team rapport and ensure everyone is on the same page collaborate by sharing advice, overcoming obstacles, and providing genuine support. It's always helpful to get multiple perspectives on a particular sales challenge.

 

 

Great teams know what they are playing for every day.

The Ryder Cup players have a goal to win. They know precisely how many points the US Team needs, which is 14.5, to hold the Ryder Cup to share with all of us. Each member knows what they have to do, and so should each team member on your team. Does your team have clear and transparent goals? Find a way to get your team to rise to the occasion of doing something no other team has done. Most salespeople I know love a challenge and the opportunity to be a part of some historic " It's never been done" moment. Set stretch goals and start making history with your sales team.

 

 

Great teams like to celebrate their successes.

The phrase work hard and play hard applies to successful teams. Taking the time to recognize accomplishments creates better energy within the workplace and has a more significant effect on motivating the team to better their efforts. 

 

So, I ask you to join me in recruiting outstanding talent and building a solid team to represent you and your company. Find the players that have the Will and the Skill to take your team to the next level!

 

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 120, The story behind walking 10,000 steps a day!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 120, The story behind walking 10,000 steps a day and how you can apply the same principal to your business.

 

I was at work and saw a co-worker walking by my office. I said hello, how are you? She replied, getting my 10,000 steps in today. Then the next day, I played golf and asked Anne whom I playing with you riding or walking? Anne said, let's walk the course; I need to get my 10,000 steps in today. 

 

Well, my curiosity got the best of me, and I had to find out the story or who invented the term 10,000 steps? I am guessing many of you listening can relate to finding a way to hit that magical number. Or those over-achievers are listening who find a way to exceed 10,000 steps! 

 

The premise behind walking 10,000 steps is to focus on a goal to achieve each day.

 

So who invented the term 10,000 steps?

 

The 10,000 steps a day target seems to have come about from a trade name pedometer sold in 1965 by Yamasa Clock in Japan. The device was called "Manpo-key," which translates to "10,000 steps meter". 

 

It was a marketing tool for the device; you got to love great marketing! Fifty-six years later, it appears to become a way of life for many. It's even included in daily activity targets by popular smartwatches, like Fitbit, Garmin, or Apple watches.

 

Research has since investigated the 10,000 steps a day target. The fact that study has shown this step target improves heart health, mental health, and even lowers diabetes risk, may, to some extent, explain why we have stuck with this arbitrary number.

 

But while some research has shown health benefits at 10,000 steps, research from Harvard Medical School has shown that, on average, approximately 4,400 steps a day is enough to lower the risk of death and improve your overall health. 

 

So what do the 10,000 steps have to do with your business? It sets a daily goal for you. 

 

What steps and how many do you need to take to ensure you have a productive day—a day that you are mentally engaged and feel good about your efforts. Build momentum and consistency for your business.

 

I was thinking about how we could apply the same principal to our business. Most people don't walk the 10,000 steps at one time. They break it up throughout the entire day. What if you did the same. Break your day into four focuses: 8am-10am;     10 am-Noon: 2pm-4pm and 4pm-5pm.

 

Here are a few steps you can take to stay focused on each day!

 

Beginning of your day. Set Priorities for your day!

To some people, just showing up every day is a success! It's crucial that you take a few minutes to establish the main priorities in your day. 

 

But it is vital that you set your expectations for yourself.

 

Here are some good questions to ask yourself when setting your priorities:

 

*What would I need to accomplish today to make it a great day? Set an appointment with a new client? Convert a pending account? Renew a contract from a current client?

 

*How can I maximize my time today to have a productive day? Limit my distractions so I can focus on prospecting and growing my current accounts?

 

Taking a few minutes to clarify your priorities will significantly help you plan a prosperous day because you will know exactly where you should spend your time.

 

Do it every day! Drink Coffee - yes- but also Prospecting!

If you want to succeed in business or sales, you'll need to get good at prospecting and lead generation. Unless people are calling you, it's our job to create those opportunities. Make sure you schedule your prospecting time at a time during the day when you are most productive. Create focused time to do this and block out the distractions. Review at the end of your day how many prospects you connected. 

 

Keep track of your day.

A successful day starts with knowing where your time and energy are going. 

Do you know where your time goes every day?

Are you aware of how you're spending your time? Could you be busy deleting emails, getting lost on social channels like Facebook and Tik Tok?

Are the activities your doing walking you closer to a conversion?

By tracking your day, you will realize which activities are helping you be more productive throughout the day.

 

Separate your sales calls from prospecting time

There is a difference! It is essential to spend time doing both. I recommend looking at your calendar each day. Do you have prospecting time scheduled, as I shared earlier? How many sales calls have you set for the day? Making sure you spend part of your day selling or providing solutions to your client's issues.    

 

Follow up with a couple of people every day.

Return on Relationship like my friend Ted Rubin says. Some of the most successful people always maintain relationships and cultivate new ones with potential clients and past clients.

 

How do you end your day?

One of the things that successful people have in common is how they end the day. Celebrate the wins and make adjustments to your next day!

 

Start each day by understanding your goals, and have a clear plan for how you'll accomplish them. Our happiness and fulfillment are all about stepping toward progress every day!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 119, What Filters do you use?

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 119, We discuss creating filters to help you focus your time and energy on the accounts with spending potential!

 

I have a question for you. Do you or your sales team spend their time chasing rabbits or elephants? I know, I hear you. Has Lisa lost it talking about Rabbits and Elephants versus Sales and Marketing?  

 

By the end of the podcast, you will have answered the question for yourself moving forward.

 

Let's see if this scenario sounds familiar, especially if you're in sales. You prospected an account and met with them to share how you could help them. Your thinking, I have the perfect recommendation for them based on their pain points and needs. Your thinking to yourself, this may be the easiest sale yet. And they share they have $4,000 to invest in your program. UGH.

 

So what do you? Go down the Rabbit Hole with the client. You want to make a sale! You give it your best effort to help them solve an issue that done right would cost $25,000. You know how the story ends. They don't get the results they need and either cancel or don't renew your program.

 

The topic of chasing Rabbits vs. Elephants was discussed with one of my account executives during our coaching session.

 

We were reviewing her target accounts she was looking at converting to customers. I always ask the question, Why are you targeting this particular account. Reasons tend to vary. So I asked her to look at her targets a little differently.  

 

I asked her, What Filters are you using when deciding who to call? She hesitated, well I think they are an excellent fit for our products. I said, tell me more. At that moment, I knew she might be spending time chasing Rabbits down holes versus looking for Elephants.  

 

This is a friendly reminder to revisit your sales filters. Discussing what filters you should use to determine your best customers is a great discussion in your next sales meeting or one-on-one coaching sessions if you are a manager.

 

What are your filters? I am not talking about Coffee filters. The filters you put in place that determines which accounts you should focus on getting a meeting!

 

The top three filters I recommend:

1. You want to review your or your companies most successful clients. Do they have the dollar potential and resources? How much do they spend to get results? It will help you understand the time of investment it takes to have a successful program. 
2. Access to the decision-makers.  You don't want to spend your valuable time sharing all your great ideas with the person that doesn't have the authority to say yes.   
3. Are they a fit for your product or service?   Are you stretching some of your clients to fit, or have you discovered specific categories that tend to excel when working with you?

 

Here are a few other filters you may want to consider when determining where to focus your time and energy.

 

Quality versus Quantity. You know the 80-20 Rule. 80% of your billing and income tend to come from 20% of your accounts. Success leaves clues. You want to focus your time on those accounts that make up your income and find more of them.

 

Schedule time on your calendar to focus on developing new accounts.  Spend focused time researching companies that you know you can help. It takes focused time to research and find the decision-maker to start a conversation about supporting and solving their needs.

 

Find the Elephants.  Think Big! It is a mindset. What you focus on, you tend to get. Identify the larger spending potential accounts. Yes, it may take more time, but we are looking for long-term, successful partnerships.

 

Happy Customers! If you missed Episode 115, I share how to get 10-12 referrals from one Happy Customer! Ask your best clients who are spending the most with you for referrals.

 

Market yourself!  Use social channels like Linkedin to position yourself as a resource. Share articles, write a blog, do a video on ideas to help companies grow. 

 

So I will leave you with this. What are you willing to do for your business? The year is ending, and a new one is right around the corner.

 

What will you do in the next 24 hours to create momentum and work smarter?

What filters can you put in place in the next seven days? 30 days? 60 days? 90 Days?

 

One piece of advice, stop chasing Rabbits and Keep focused on Elephants!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

 

 

Episode 118, The Language of Leadership!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

An episode from the Three Word Podcast Vault!

 

In Episode 118, You will learn how to create a language of Leadership with your team.

 

I share my conversation with Erik Therwanger, who shares how he began his career by serving in the US Marines, where Leadership, Honor, and Integrity became his foundation. He created the Think Great Collection series from his life experiences and applied it to business.

 

The 3 Pillars of Business Greatness provide business leaders with the Shared Languages you can create with your teams for predictable and profitable growth. Erik teaches you how to Position yourself and your team for success. 

 

Achieving and maintaining a competitive edge is vital to the long-term success and relevancy of any business. While every organization is unique, yours can achieve more significant results by focusing on the right combination of critical factors- what Erik calls the 3 Pillars of Business Greatness.

 

1. Leading - Assess and develop leaders at all levels while increasing engagement throughout your entire organization.

2. Planning - Create a Flight Plan and build the Flight Crew required to elevate your business to new levels of success.

3. Selling - Transform the mindset and results of your team by creating a high-performance sales engine.

 

To learn more on how you can implement the 3 Pillars of Greatness or contact Erik Therwanger at saphire@thinkgreat90.com or

 call 952-807-3887

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

Episode 117, The Three Keys to getting your email opened!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 117, The Three Keys to getting your email opened!

 

I had a new employee stop in my office to get my phone and email script advice. His role is to set up new appointments by targeting businesses not currently doing business with us. So, I asked him to share with me his script and thoughts? He read it out loud to me. Once he finished, I asked him this question. Based on what you shared, would you give yourself the appointment? He laughed and said probably not.  

 

I went on to share that we are trying to create a conversation! One of the hardest things to do is to set a new meeting up by phone. We want to do this first, but you may need to go with email if you keep getting voicemails or are blocked connecting. What do you do next? We send an email.

 

What is the key to email? Keep in mind; not all emails are created equally! Some get opened, and some do not! I recalled an article published by Hubspot that shared some key insights to getting your email opened.

 

The three keys are that Sending the right email to the right person at the right time is the key to getting your email opened. Sounds easy, right? 

 

Think about this: when you send the right email, you have a better chance of converting your leads into customers because you're sending content to the right person when it will provide the most value to them. 

 

But it's not always easy to send the right email every time you press send because not all of your leads and customers are the same. Some leads are ready to buy, and others work with other vendors or are in the research stage, and the same goes for your customers: You might have active and dormant customers, old and new customers. 

 

The Right Email - It's all about content! What you send needs to build trust and deliver the right content to that customer. Think about emails you receive and take action on.  

 

The Right Person - You need to segment the content you are sending based on their similarities and needs. You may have an email for new prospects, one vertical focused, or for your current customers that you want to stay connected and relevant.

 

The Right Time -I am sure you have heard the phrase, "Timing is Everything." Keep in mind where your customer is in the buying cycle. For example, you may be looking to build awareness and educate a new prospect versus someone at a decision stage looking for more information before switching vendors.

 

The foundation of sending an email, you must answer the following two questions.

 

1. Why are you sending them an email? Your goal should be to connect, build awareness or provide relevant content to help them and their company.

2. The value you're delivering to the person on the other end of the send. What value does your email offer them? Keep in mind that many of the prospects you are targeting may already be working with another vendor.

 

Think about the emails you open. Why do you open them, and what value do they deliver to you?

 

Have you heard of the word AIDA? It stands for Attention, Interest, Desire, and Action. It gives you the structure to your emails and the best way to communicate with the customer through the buying cycle.

'

Attention - Step one is getting their attention.  It's the headline of the email that draws you to read it or open it. Keep in mind that you have seven seconds to make an impression with your email. Subject lines need to create curiosity, urgency, relevance, or special or exclusive offers. Keep your subject lines short because 77% of emails are read on phones.

 

Here are some examples of subject lines.

"10 Bizarre money habits making Millennials richer."

"Don't open this email"

"Work less and earn more."

"The key to happiness."

 

Interest - Why are you sending the email? What value will they receive? What research, data, or case studies do you have that will impact them?

 

Desire - You have to show more value than their current vendor. What special or exclusive offer can you give them to consider meeting with you and learning more about how you can help them? 

 

Action - You have to inspire them to do something. You are again; segmenting your emails, which matters! Call or click to receive something of value. 

 

It's all about creating or continuing a conversation that builds trust and provides value with the Right Email, to the Right Person, at the Right Time.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

Episode 116-Five tips that have the client saying yes to you!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 116, Five tips that have the client saying yes to you!

 

This past weekend I played in our Country Clubs - Club Championship. This event is towards the end of the season to see which Male and Female member is the best. 

You play over two days, and the player with the lowest score wins. Sounds easy, right? I was competing against Marianne, a former University of Cincinnati College golfer about 20 years younger. Yes, I am a member of AARP! Ha! 

 

I love competing! Your energy is high, a bit nervous, or, as I call it, excited to play. I understood that I would need to play 36 perfect holes to have a chance to beat her. So after my first nine holes, she had a lead of nine strokes - not my best performance. She was playing lights out!

 

I knew I needed to turn things around for the next nine to compete, and I did. I was one-under-par coming into the 18th hole. Playing the best nine holes, only to triple-bogey the last hole. For those of you that don't play golf, that's not good. Day two begins, and I am only off six strokes behind, so I am still in it. We both start birding the first hole, and then we approach par 3; I hit my ball in the water, chunk the chip, and give her four more strokes. But I keep telling myself to keep competing until we play all 18. By the way, she is having the round of the summer, as she shared with me. So what do I do? I keep focused on what I can control, which is my next shot. She ends up shooting a 74, her best round of the year and wins the Club Championship.  

 

But what I learned more than anything is that I enjoy competing at a higher level. Why? Because when you compete against the best, you get better! In the end, you're competing against your personal best! You learn and grow from every situation you put yourself in. 

 

You may have heard the phrase, "Golf is a game of inches." Just like the Club Championship, only one person is holding the trophy. In business, one person wins over their competitors. The value you create and deliver is how you will be measured. The salesperson and sales organization who can solve the client's problem wins the business! If you can solve the problem before it's a problem, that is even better.  

 

Think about this. Right now, your competitors are calling on your clients. Some of these competitors pose a threat to the future of your relationship and income. Your competition intends to take the business for themselves and their company. Sometimes they achieve their goal, and you lose business. Do you know how I know this is true? Because you are calling on companies that belong to your competition. 

 

The question is, When and how do you Compete to win? I read an interesting sales blog from Anthony Iannarino.

 

The first question you need to ask yourself is, are you committed? What I mean by that is that you are all in!

 

• Commit to being all In: Are you playing it safe, playing small, or are you all in to win? Become someone worth buying and doing business with! Here is when you know you're all in. You do what needs to get done when no one is watching! To win in sales, you have to believe you are competing. It isn't enough to show up. 

 

• Focus on Creating Greater Value: There is no reason to focus on your competitor. You cannot do anything about them or their approach, even if they always win by lowering their price. The way that you compete for a client's business is, in large part is creating more significant value than your competitor. You win by being more valuable to your client than your competitor. 

 

• Create a Preference to Work With You: We need to spend more time on this concept to win the business. Clients decide that they want to work with someone more than they want to work with someone else. When you lose, they decided they want to work with your competitor. Your approach to selling is a difference-maker. So what it's like to work with you. Would you do business with you? Your business acumen and situational knowledge also help position you as the right partner, as your competency creates trust. 

 

• Make Every Interaction Count: If you believe you are making another sale call, you are not playing the Game as well as you could. When you think you are engaged in the sale, a situation where you win or lose, you treat each interaction as if it is critical to the outcome—because it is critical.

 

• Leverage Every Resource Available: Engage with the people on your team who might help you win a deal. If you can, bring your leadership into the process, do it. If you can do things like visiting their site and meeting with their teams to understand their world better, you do it. If you can invite them to your location for a brainstorming meeting to share ideas, make it worth their while to join you. Use every resource available to you to win.

 

Sales is a competition, and you are a competitor.

 

Competing is a game, and there's a big difference between Playing the Game and Winning the Game. 

 

It's not simply about wanting to win; it's about your commitment, conviction, and confidence in yourself to be successful.

 

So back to the original question: When should you Compete? The answer is Every Day!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 115: Learn a New Approach when asking for a referral!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 115: Learn a New Approach when asking for a referral!

 

I had to share a story from this week about a guy named Seth. I was in my office when Heather called me from the front desk. She said someone wanted to talk to a manager. As most of you are aware, I work for Hubbard Cincinnati and 2060 Digital. We had recently just moved into our new facility, which is super exciting. I grabbed a business card and headed down to meet someone I thought had an interest in advertising.

 

I noticed a sharp-dressed young man about 25-26 with a leather briefcase on wheels. I greeted him and asked how I could help him. He shared that he was in sales for a large clothier, was on a call, passed our building, and found the building impressive. He said that with the remarkable building, they must have some well-dressed employees. I have to say, and I did smile thinking old-school sales approach. Seth walked with no appointment and was fearless. He talked with Heather at the front desk to better understand the top executive and other opportunities. He was wise to gather as much information as possible to see who could be a potential customer.

 

In that short time gathering information from Heather, he had a name of our top executive in the building that would be his best target. Next on his list was me. I invited him to sit down to learn more ( Learn more about his sales ability to see if he would be a fit for our sales team).

I asked if he grew up around here. He grew up in Indiana and moved here to attend College at the University of Cincinnati, where he majored in business. He was in medical sales in Ortho but didn't like seeing all the surgeries. So he joins Tom James. He had great enthusiasm, and our conversation was effortless. I decided to challenge him and said, with Covid and so many people working from home, don't you find it challenging to make sales?

 

He smiled and said his target consumer is always fashion conscious. They are top-level executives, managers, salespeople, and athletes who need custom clothes because of their size and want to look on top of their game. He then went on to suggest I would look great in a pencil skirt with stilettoes shoes. I chuckled and asked Heather, who was listening to our conversation, Hey Heather, could you see me in a pencil skirt? Laughing. He then went on to share that they launched a new casual line. More people are wearing fitted jeans, button-downs, and blazers. I have to say I was so impressed that he was ready to handle any objection.  

 

He asked if he could follow up with me as he had another meeting with a CEO. He asked if he could call and set another time to share his recommendations he thought I would be interested in and any other of our salespeople.

 

He went on to ask if I would have five minutes before he had to leave to answer a few questions. I said sure. He handed me a white legal size of paper.

 

I looked at the piece of paper with about 12 questions.  It was titled Client Appreciation list. Very clever as it was his way to ask for a referral. He said that when you ask someone for a referral, you can see them searching for someone they may know. They typically reply, let me think about it. I wanted to make it easier for you. 

 

According to one Dale Carnegie stat, 91 percent of customers say they'd give referrals if asked, but only 11 percent of salespeople ask for them.

 

Seth had very targeted questions to match his consumer.  For Example:

 

Client Appreciation List - Help you gain new customers from referrals.

 

WEALTHIEST FRIEND WITH A GOOD ATTITUDE: ________________ 

MOST FASHION CONSCIOUS FRIEND: ___________________________

PERSON WITH MULTIPLE HOMES: ______________________________ 

PERSON WITH PRIVATE AIRCRAFT: _____________________________ 

FRIEND WITH THE FINEST HOME: _______________________________ 

FRIEND WITH THE MOST EXOTIC CAR: __________________________ 

BUSINESS OWNER/CEO VERY BUSY:_____________________________ 

MOST INFLUENCIAL FRIEND: ____________________________________ 

MOST PHILANTHROPIC FRIEND: _______________________________ 

TALLEST FRIEND: ______________________________________________

SHORTEST FRIEND: ____________________________________________

COUNTRY CLUB MEMBER: _______________________________________

PROFESSIONAL ATHELETE: ______________________________________

TV/RADIO PERSONALITY: ________________________________________ 

 

OF THESE NAMES, WHO WILL BE THE MOST DIFFICULT TO GET IN CONTACT WITH?.... PLEASE CALL

 

What Seth knew was the characteristics and lifestyle of his consumer. He also had the opportunity at twelve new leads from one person. So the question is, how can you do the same? In our sales meeting last week, I shared the Story of Seth with my team. We then broke into small groups to develop our Client Appreciation List that makes sense for Industry. Together we created our Tailor-made questions.

 

Oh, and by the way, call Seth if you are looking to update your wardrobe. (812) 614-1720 or email him S.bittner@tomjames.com.   

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .