"Espresso Shot - Upon entering the Holiday Gift Giving Season, remember, it's not about what you like, it's about what the person receiving the gift likes."
I posted this on my Sales Barista Facebook Page (it's where I post all of my Espresso Shots) shortly after a conversation I had regarding Christmas presents. I won't name them because it's not worth the added family holiday drama - you all know what I mean.
I was engaged in a conversation regarding what I knew a certain female friend wanted as a gift for Christmas. The person I was talking with had already purchased an item and was asking for my opinion on whether she would like it. It went a little something like this:
Me: "Oh she will love it! Is it pink?"
Anonymous: "No."
Me: "Wait, it doesn't have any pink on it? She really liked the one I have and I know she wants one with pink."
Anonymous: "No. I didn't get that, I didn't like any of those."
After I wrapped up the conversation (no pun intended), I yelled to my fiancé, John, “Dude, he just doesn't get it. It's not about what he likes, it's about what she likes and what she wants.” So the espresso shot was born.
But as I started to think more deeply - I mean I really just couldn't understand this as I am someone who tries to find the perfect present for each person according to their likes, style, and wants - I realized that there is a business lesson in gift giving.
When you are engaging with your customers and trying to offer service or a product, it's all about their wants and likes, not yours. The best business people find out what their customers like, dislike, want, and need and provide their service and products based on this information.
Are you one of these best business people?
Or are you the businessperson who projects your likes and wants and needs onto your customers?
In the hurriedness of this economic season, it's easy to skip the formalities of doing business, to not really get to know your customers, and to not find out what the best gift you could give is.
Take heed and slow down.
Suppress your own opinions and get to know your customers.
Here are few steps you can follow to uncover the gift your customers really want:
1. Court them. Take the time to really get to know your customer. Research them on Google and social networking sites. Take them on multiple dates before you deliver what you think they want. Prepare for your meetings and prepare to become a friend, not just a person they do business with.
2. Ask them. The easiest and fastest way to get to know what they really want or what will be most helpful is to just ask them. It seems so simple, but so many people skip the asking questions portion and just go right to the, "Let me tell you all about me" portion. Guess what? They probably don't care about you, unless you know what they want, need, and how what you can provide fits into that. Prepare for your meetings by writing down intelligent, powerful, and creative questions that will help you identify their likes, dislikes, wants, and needs. Then ASK them, listen, and take notes.
3. Ask their trusted advisors. These are the people they trust and who know them best. Maybe it's their assistant, office manager, partner, or colleague. Everyone has someone that knows the person you are courting well enough to be able to advise you on their wants and needs. Think about my story, I knew what the receiver of the non-pink gift wanted. I knew because she told me. What's better than that?
Once you know what they really want, you can deliver the perfect present, a gift of understanding, listening, and truly knowing them. And that, my friends, is the greatest business gift of all.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Sunday, December 11, 2011
Monday, November 21, 2011
Fan Friendly
I wore fur (faux of course!) to a Nascar race.
That's beside the point.
Have you been to a Nascar race?
Have you had a pit pass?
Hot or cold?
A few weeks ago, I was able to attend the Bank of America 500 race in Concord, North Carolina with a hot pass (THANK YOU Red Bull Racing and Brian Vickers!) and it was amazing. I never thought I would associate the word amazing with Nascar, but there is really no other way to explain the experience of a race - in the pits. Well maybe you could say exhilarating, loud, hot, entertaining, or friendly, OVERLY friendly.
That's right. Nascar is overly friendly. Not driver-to-driver (no, they want to leave skid marks on each other) but driver/race team to fan = overly friendly.
What does it take to be overly fan friendly?
It boils down to one KEY trait: Accessibility.
As I was walking out of the racetrack, I thought to myself (literally) that Nascar was the most fan friendly sport I have been to. And I have been to professional football, basketball, hockey, tennis, wrestling, wait - not wrestling, and baseball events. And while they are all great events, none of them top the fan friendliness of a hot pass for Nascar. The accessibility that a hot pass allows is to let a fan to be down in the pits through the entire race, to stand by the spare tires they so feverishly change during the pit stops. I touched the tires. I stood alongside the pit crew, the staff, and the girlfriend(s), as I watched in amazement at how, to them, a fan was a friend. There were no looks of annoyance, only looks of smiles and acceptance, allowing me to feel like I belonged, where so clearly, I did not. Duh - I do not know how to change tires!
How much access do you allow your fans (this would be your customers)?
How close do you let them get to the inter-workings of your business?
Do you let them revel in your success?
Do you allow them the right to look behind the curtain?
Are you fan friendly or fan unfavorable?
What does being accessible allow your customers to feel?
1. Important. When you allow your customers access to the inner workings of your business, it allows them to feel most important. It makes them feel trusted. And when a customer feels important and trusted by the people and business where they spend their money, they are going to spend more. They are going to remain loyal. They are going to tell others. Just like I did.
2. Connected. I felt connected, like I was part of the team, by simply being allowed to watch them work. How often do you allow your customers to see how your company works? Do you allow them to see you at your best? When you do, they feel connected to your business. Connection is nearly as important as feeling important, when a customer feels connected, or a connection, they will want to share this connection with others. What are you doing to connect with your customers?
3. Amazed. Amazement is often lost in the world these days. The only people who have amazement in their life on a regular basis are children. Why shouldn't you and your customers feel this way? Now, while your company may not be as exciting and amazing as watching a ten second pit stop, I bet there is something that you are doing that is amazing and exciting, why wouldn't you allow your customers in on it?
Isn't this how you want all of your fans to feel? Important? Connected? Amazed?
YES!
So, begin taking steps to be more fan friendly for your customers. They will more than appreciate it - they will be a fan for life, your fan for life.
Want to see a picture of me at the race (fur and all)? Visit my Sales Barista Facebook Page.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
That's beside the point.
Have you been to a Nascar race?
Have you had a pit pass?
Hot or cold?
A few weeks ago, I was able to attend the Bank of America 500 race in Concord, North Carolina with a hot pass (THANK YOU Red Bull Racing and Brian Vickers!) and it was amazing. I never thought I would associate the word amazing with Nascar, but there is really no other way to explain the experience of a race - in the pits. Well maybe you could say exhilarating, loud, hot, entertaining, or friendly, OVERLY friendly.
That's right. Nascar is overly friendly. Not driver-to-driver (no, they want to leave skid marks on each other) but driver/race team to fan = overly friendly.
What does it take to be overly fan friendly?
It boils down to one KEY trait: Accessibility.
As I was walking out of the racetrack, I thought to myself (literally) that Nascar was the most fan friendly sport I have been to. And I have been to professional football, basketball, hockey, tennis, wrestling, wait - not wrestling, and baseball events. And while they are all great events, none of them top the fan friendliness of a hot pass for Nascar. The accessibility that a hot pass allows is to let a fan to be down in the pits through the entire race, to stand by the spare tires they so feverishly change during the pit stops. I touched the tires. I stood alongside the pit crew, the staff, and the girlfriend(s), as I watched in amazement at how, to them, a fan was a friend. There were no looks of annoyance, only looks of smiles and acceptance, allowing me to feel like I belonged, where so clearly, I did not. Duh - I do not know how to change tires!
How much access do you allow your fans (this would be your customers)?
How close do you let them get to the inter-workings of your business?
Do you let them revel in your success?
Do you allow them the right to look behind the curtain?
Are you fan friendly or fan unfavorable?
What does being accessible allow your customers to feel?
1. Important. When you allow your customers access to the inner workings of your business, it allows them to feel most important. It makes them feel trusted. And when a customer feels important and trusted by the people and business where they spend their money, they are going to spend more. They are going to remain loyal. They are going to tell others. Just like I did.
2. Connected. I felt connected, like I was part of the team, by simply being allowed to watch them work. How often do you allow your customers to see how your company works? Do you allow them to see you at your best? When you do, they feel connected to your business. Connection is nearly as important as feeling important, when a customer feels connected, or a connection, they will want to share this connection with others. What are you doing to connect with your customers?
3. Amazed. Amazement is often lost in the world these days. The only people who have amazement in their life on a regular basis are children. Why shouldn't you and your customers feel this way? Now, while your company may not be as exciting and amazing as watching a ten second pit stop, I bet there is something that you are doing that is amazing and exciting, why wouldn't you allow your customers in on it?
Isn't this how you want all of your fans to feel? Important? Connected? Amazed?
YES!
So, begin taking steps to be more fan friendly for your customers. They will more than appreciate it - they will be a fan for life, your fan for life.
Want to see a picture of me at the race (fur and all)? Visit my Sales Barista Facebook Page.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, October 31, 2011
Brand to Become
Brands are not for companies. Brands are for people. Brands are for you.
What's your brand?
What are you known for?
What are you known as?
What do you want to be known as?
I met a gentleman who is a fellow speaker and I asked him what he speaks on. He started to stammer and said, "I get that question a lot. Do you want to know what I do speak on or what I want to speak on?"
FAIL. Major fail.
How can you be a speaker and not be prepared to answer the most common question you most likely get asked? And how can you stammer when you are a professional speaker?
But his response got me thinking, at least talking to him was good for something (thanks for the article, buddy!).
How many people are doing something now but have something else they would rather be doing?
How many people are stuck with no hope to get out?
How many people think they can't change who they are?
"When I was young I didn't know what I wanted to be, but I always knew the kind of woman I wanted to become." Diane von Furstenburg said this in an interview. It's powerful and it's eye-opening. Who do you want to become?
You can be catapulted from who you are now to who you want to become through branding. So, I ask again, what's your brand?
Don't have one? Make one. Create one. Build one.
It's easy. You only need these four items:
1. Power Title. Or a logo, or a blog, or a motto, or anything different that represents who you are. Mine happens to be my title. My brand started through my title. When Gitomer hired me to work for him, I had free rein to create my title. I like to be creative and I thought long and hard before I struck a chord on the Double-Tall, Non-Fat, No-Whip Sales Barista. This title has received more compliments and notoriety than any other title I could have come up with. It's created my brand and I've ran with it. I'm known as the Sales Barista. People know me. People who I don't know, know me. You know me. I have a brand. A coffee-centric, unique, creative, professional, and friendly brand. What's your brand?
2. Network. Beyond a great title, you have to have a great network. This network has to be full of successful people who are willing to help YOU become more successful (thank you Jeffrey!). Your network is essential to helping your brand become known. People learn about me through other people talking about me, sharing my blog and articles, and re-tweeting me. There are three types of networks: personal, professional, and social media. You must have people helping you on all three levels to truly excel. Who's in your network? Who's willing to help you become who you want to be?
3. Platform. Your platform and network work together. The network is the people who help you, the platform is the tools that you use. I'm a writer, so I use Sales Caffeine and my blog to get my words out in the world. And sometimes people like what I write, they like my philosophies, and so they share them. My platform is my blog, my social media channels (Facebook business page, Twitter, LinkedIn), Ace of Sales, and my job. All of these tools help build my brand and make me more known. What's your platform?
4. A bigger picture. Furstenburg's quote sums this up perfectly. The bigger picture is what you want to become. The bigger picture encapsulates three things: how do you want to be known, what and who do you want to influence, and what image do you want to portray? What's your bigger picture?
I'm a Double-Tall, Non-Fat, No-Whip Sales Barista. That's my brand and it all started with a title, a conversation starting, brand making title. Thankfully I love the brand I stumbled upon. I never dreamed it would become as big of a brand as it has and I am drinking it up. Here's the good news, you are here from the beginning. You can say, "I knew her back when," when I've become who I want to become.
Your brand can become whatever you want it to be.
Start small. Create your creative power title, start using Ace of Sales to immediately brand yourself (get 45 days free by using my special promocode: barista45), create a social media presence, and use your network to spread your brand.
Start now.
Start being who you want to become.
Start the brand you want to be.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
What's your brand?
What are you known for?
What are you known as?
What do you want to be known as?
I met a gentleman who is a fellow speaker and I asked him what he speaks on. He started to stammer and said, "I get that question a lot. Do you want to know what I do speak on or what I want to speak on?"
FAIL. Major fail.
How can you be a speaker and not be prepared to answer the most common question you most likely get asked? And how can you stammer when you are a professional speaker?
But his response got me thinking, at least talking to him was good for something (thanks for the article, buddy!).
How many people are doing something now but have something else they would rather be doing?
How many people are stuck with no hope to get out?
How many people think they can't change who they are?
"When I was young I didn't know what I wanted to be, but I always knew the kind of woman I wanted to become." Diane von Furstenburg said this in an interview. It's powerful and it's eye-opening. Who do you want to become?
You can be catapulted from who you are now to who you want to become through branding. So, I ask again, what's your brand?
Don't have one? Make one. Create one. Build one.
It's easy. You only need these four items:
1. Power Title. Or a logo, or a blog, or a motto, or anything different that represents who you are. Mine happens to be my title. My brand started through my title. When Gitomer hired me to work for him, I had free rein to create my title. I like to be creative and I thought long and hard before I struck a chord on the Double-Tall, Non-Fat, No-Whip Sales Barista. This title has received more compliments and notoriety than any other title I could have come up with. It's created my brand and I've ran with it. I'm known as the Sales Barista. People know me. People who I don't know, know me. You know me. I have a brand. A coffee-centric, unique, creative, professional, and friendly brand. What's your brand?
2. Network. Beyond a great title, you have to have a great network. This network has to be full of successful people who are willing to help YOU become more successful (thank you Jeffrey!). Your network is essential to helping your brand become known. People learn about me through other people talking about me, sharing my blog and articles, and re-tweeting me. There are three types of networks: personal, professional, and social media. You must have people helping you on all three levels to truly excel. Who's in your network? Who's willing to help you become who you want to be?
3. Platform. Your platform and network work together. The network is the people who help you, the platform is the tools that you use. I'm a writer, so I use Sales Caffeine and my blog to get my words out in the world. And sometimes people like what I write, they like my philosophies, and so they share them. My platform is my blog, my social media channels (Facebook business page, Twitter, LinkedIn), Ace of Sales, and my job. All of these tools help build my brand and make me more known. What's your platform?
4. A bigger picture. Furstenburg's quote sums this up perfectly. The bigger picture is what you want to become. The bigger picture encapsulates three things: how do you want to be known, what and who do you want to influence, and what image do you want to portray? What's your bigger picture?
I'm a Double-Tall, Non-Fat, No-Whip Sales Barista. That's my brand and it all started with a title, a conversation starting, brand making title. Thankfully I love the brand I stumbled upon. I never dreamed it would become as big of a brand as it has and I am drinking it up. Here's the good news, you are here from the beginning. You can say, "I knew her back when," when I've become who I want to become.
Your brand can become whatever you want it to be.
Start small. Create your creative power title, start using Ace of Sales to immediately brand yourself (get 45 days free by using my special promocode: barista45), create a social media presence, and use your network to spread your brand.
Start now.
Start being who you want to become.
Start the brand you want to be.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, October 10, 2011
I Want Super, Not Visor
"Tell the customers to hold on, I need you to go to gate 28."
That's what I heard come across the walkie-talkie as I stood there in disbelief, across the gate counter, while attempting to board an earlier flight from San Francisco to Charlotte. And then she ran away!
Pauline, the supervisor for US Airways, just ran away. No words, no motions, no acknowledgement. No nothing. She just ran off to gate 28, leaving me to ponder: How was Pauline a supervisor?
Pauline was not a supervisor of superior employees.
Pauline was not a supervisor of superior positive attitude.
Pauline was not a supervisor of superior customer service.
Pauline was not super.
Pauline was only a visor.
I had just facilitated three full-day YES! Attitude trainings earlier that week, so my sense of YES! was at full force. From the moment I walked into SFO, I was greeted with US Airways employees (Nora, Jean, and Pauline) who were full of won't, can't, will not, don't wanna, don't care.
In the YES! course I teach how to start with what CAN be done, not what you can't.
Newsflash - customers don't want to hear about all the ways you can't help them, or your company policies (which, by the way, only tick us off more), or anything else that you are trained to say that ISN'T about being friendly and helpful.
Newsflash - customers want people who understand how to be human and treat them as they would want to be treated. Yes, everything we ever needed to learn about being a good person, a positive person, a helpful person, we gleaned from our mothers and kindergarten.
Newsflash - when a customer asks to speak to a supervisor, they are most likely not happy (when was the last time you asked for a supervisor to praise their employee?). If I'm seeking out a supervisor it's probably because the employee I was working with wasn't too super and I'm hoping you will be superior and super.
What does it take to be a superior supervisor?
1. Focus On The Super. The definition of super is to be very good or pleasant; excellent. I love that the word pleasant is in the definition. So infrequently people realize that friendly trumps nearly anything. Be nice to me and you win. Be helpful with me and you win. Be accommodating instead of combative and YOU WIN. To focus on the super, you have to be excellent in attitude, friendly, service, and communicating.
2. Avoid The Visor. The definition of a visor is a shield or protection of the face and eyes. Most supervisors focus solely on the visor part of their title. They are a shield or protector of their company, NOT the customer. They are the person who follows all policies that are not helpful. They are masterful at telling you can't and won't instead of being 'can do'. Personally, I've never like visors, they aren't a good fashion accessory. And I definitely don't think that a visor is a good leadership accessory.
3. Teach What's Right. Sounds so easy, yet many companies and leaders, struggle to convey and empower their employees to simply do what's right. Our day at SFO started out at a ticket counter where Nora refused to check me into an earlier flight because it was 10:29 and the flight was at 11:05. HOWEVER, their company policy is that it can't be less than thirty minutes to take off. Math may not have been my favorite subject, but I would say I had a good SIX minutes left before the cut-off. Nora didn't care. She didn't care about policy or the customer. Her supervisor struck out. Maybe Nora had not been taught to be nice, to care, or to understand that the company’s policy was thirty minutes, not thirty-six minutes before take off.
What would Nora and Pauline's mothers say about their actions?
What would your mother say about your actions and interactions with your customers? Would she say you are super? Would she say you are a visor?
I'm betting she would say you are super (that's what mothers do), but would your customers?
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
That's what I heard come across the walkie-talkie as I stood there in disbelief, across the gate counter, while attempting to board an earlier flight from San Francisco to Charlotte. And then she ran away!
Pauline, the supervisor for US Airways, just ran away. No words, no motions, no acknowledgement. No nothing. She just ran off to gate 28, leaving me to ponder: How was Pauline a supervisor?
Pauline was not a supervisor of superior employees.
Pauline was not a supervisor of superior positive attitude.
Pauline was not a supervisor of superior customer service.
Pauline was not super.
Pauline was only a visor.
I had just facilitated three full-day YES! Attitude trainings earlier that week, so my sense of YES! was at full force. From the moment I walked into SFO, I was greeted with US Airways employees (Nora, Jean, and Pauline) who were full of won't, can't, will not, don't wanna, don't care.
In the YES! course I teach how to start with what CAN be done, not what you can't.
Newsflash - customers don't want to hear about all the ways you can't help them, or your company policies (which, by the way, only tick us off more), or anything else that you are trained to say that ISN'T about being friendly and helpful.
Newsflash - customers want people who understand how to be human and treat them as they would want to be treated. Yes, everything we ever needed to learn about being a good person, a positive person, a helpful person, we gleaned from our mothers and kindergarten.
Newsflash - when a customer asks to speak to a supervisor, they are most likely not happy (when was the last time you asked for a supervisor to praise their employee?). If I'm seeking out a supervisor it's probably because the employee I was working with wasn't too super and I'm hoping you will be superior and super.
What does it take to be a superior supervisor?
1. Focus On The Super. The definition of super is to be very good or pleasant; excellent. I love that the word pleasant is in the definition. So infrequently people realize that friendly trumps nearly anything. Be nice to me and you win. Be helpful with me and you win. Be accommodating instead of combative and YOU WIN. To focus on the super, you have to be excellent in attitude, friendly, service, and communicating.
2. Avoid The Visor. The definition of a visor is a shield or protection of the face and eyes. Most supervisors focus solely on the visor part of their title. They are a shield or protector of their company, NOT the customer. They are the person who follows all policies that are not helpful. They are masterful at telling you can't and won't instead of being 'can do'. Personally, I've never like visors, they aren't a good fashion accessory. And I definitely don't think that a visor is a good leadership accessory.
3. Teach What's Right. Sounds so easy, yet many companies and leaders, struggle to convey and empower their employees to simply do what's right. Our day at SFO started out at a ticket counter where Nora refused to check me into an earlier flight because it was 10:29 and the flight was at 11:05. HOWEVER, their company policy is that it can't be less than thirty minutes to take off. Math may not have been my favorite subject, but I would say I had a good SIX minutes left before the cut-off. Nora didn't care. She didn't care about policy or the customer. Her supervisor struck out. Maybe Nora had not been taught to be nice, to care, or to understand that the company’s policy was thirty minutes, not thirty-six minutes before take off.
What would Nora and Pauline's mothers say about their actions?
What would your mother say about your actions and interactions with your customers? Would she say you are super? Would she say you are a visor?
I'm betting she would say you are super (that's what mothers do), but would your customers?
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, September 19, 2011
Season to Rebuild
Are you ready for some football?
YES! Oh, pick me. I am! I am!
Football represents the most glorious seventeen Sundays of my year, every year. The start of football signifies so many things: fall, the holidays coming, school starting, work intensifying, and pumpkin EVERYTHING. It's back (according to Starbucks), the pumpkin spice latte that is!
Football also signifies the beginning of my loyal relationship with the Cincinnati Bengals. By loyal, I mean, sitting through season after season of pure heart-wrenching disappointment. And I LOVE it, every single second of every single game on every single Sunday.
This past Sunday was the first game for the Bengals and it was the least excited I've ever been for the beginning of the regular season. Ochocinco (wide receiver) was traded, Carson Palmer (quarterback) refused to show up despite his contract, and other key veterans were gone. This team was facing a "rebuilding season," a nice way of saying they aren't expected to win many, if any, games. So you can imagine my shock and awe as I watched the Bungles beat the Brownies 27-17! WHO DEY!
How could a team that prognosticators doomed to an 0-16 season, start out 1-0?
I started to think a little deeper about why the Bengals won the first game of their supposed rebuilding season. And I thought about how many companies, who are going through their own rebuilding seasons (hello Bank of America), could learn something from the Bengals.
So, I wondered: What does it take to succeed in a rebuilding season?
1. Talent. (Rookie Quarterback Andy Dalton) To rebuild anything (your X), you must first have the talent to do so (sort-of sounds like a famous quote)! Whether the talent is you or someone else, you must recognize the opportunity for improvement and act on it. X is not going to simply rebuild itself, it's going to take people, talented people. Your job is to identify who the talent is and build upon that.
2. Belief. (Who Dey, Who Dey, Who Dey think gonna beat them Bengals? NO ONE!) The number one indicator for success lies with your internal belief system. Do you believe you are going to win the game? Do you believe you are going to get the job? Do you believe you are going to exceed your sales quota? Do you believe you are going to lead your team to victory? Do you truly, deep down, gut-checked, know with all your heart, believe you can rebuild or rebound? If you don't believe, why even waste your time? Not believing only leads to losses. Some may be small, some may be big, but over time not believing in yourself and your abilities will only create disappointing failure. Take the time to list out WHY you believe you can accomplish whatever your X is. Do it now! Please. Reflecting on the "why" will help solidify your belief.
3. Seasoned Coach. (Marvin Lewis - head coach for eight years) A coach is instrumental in the success of rebuilding anything. Having a mentor or leader that can effectively teach and coach, motivate and inspire, demonstrate and set the example for the team, sets the tone and amplifies each persons individual talent and belief. The coach is the nucleus of success. This is the person who creates the game plan and calls the plays. A coach's job is to showcase the talent, make decisions for the team, make mid-game adjustments, and do whatever it takes to win. Who is your coach?
4. Backup. (Quarterback Bruce Gradkowski, replaced the hurt Dalton in the second half) This is probably the most overlooked piece of the puzzle. In football, you have several strings of backups, but in business, very rarely do you have a back up for each person. Think about it, or more specifically, think of someone in your office who does something instrumental to the companies success; do they have a back up? Do you have a back up plan for when someone gets hurt (sick, laid-off, quits, goes on maternity leave)? Back-up your people, your talent, your team, your coach, and your hard drive so you can keep the momentum going.
The Bengals didn't win their game because of dumb luck, though some would argue with me on that one, they won because they had genuine talent, they believed that they could, they had an experienced coach leading them, and a back-up plan in place.
There was another showcase of rebuilding this past Sunday, as it marked the tenth anniversary of 9/11. Our country showed its pure resilience for a national "rebuilding season." I challenge you to take the spirit you had this past Sunday, because I can't believe that anyone didn't have a heightened spirit and sense of pride that day, and apply that same spirit and pride to your work.
The season to rebuild is NOW. Not yesterday, not tomorrow, right now.
Are you the talent? The coach? Or the backup?
Identify the role you plan to play this rebuilding season and partner that with your belief, so that you can win.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
YES! Oh, pick me. I am! I am!
Football represents the most glorious seventeen Sundays of my year, every year. The start of football signifies so many things: fall, the holidays coming, school starting, work intensifying, and pumpkin EVERYTHING. It's back (according to Starbucks), the pumpkin spice latte that is!
Football also signifies the beginning of my loyal relationship with the Cincinnati Bengals. By loyal, I mean, sitting through season after season of pure heart-wrenching disappointment. And I LOVE it, every single second of every single game on every single Sunday.
This past Sunday was the first game for the Bengals and it was the least excited I've ever been for the beginning of the regular season. Ochocinco (wide receiver) was traded, Carson Palmer (quarterback) refused to show up despite his contract, and other key veterans were gone. This team was facing a "rebuilding season," a nice way of saying they aren't expected to win many, if any, games. So you can imagine my shock and awe as I watched the Bungles beat the Brownies 27-17! WHO DEY!
How could a team that prognosticators doomed to an 0-16 season, start out 1-0?
I started to think a little deeper about why the Bengals won the first game of their supposed rebuilding season. And I thought about how many companies, who are going through their own rebuilding seasons (hello Bank of America), could learn something from the Bengals.
So, I wondered: What does it take to succeed in a rebuilding season?
1. Talent. (Rookie Quarterback Andy Dalton) To rebuild anything (your X), you must first have the talent to do so (sort-of sounds like a famous quote)! Whether the talent is you or someone else, you must recognize the opportunity for improvement and act on it. X is not going to simply rebuild itself, it's going to take people, talented people. Your job is to identify who the talent is and build upon that.
2. Belief. (Who Dey, Who Dey, Who Dey think gonna beat them Bengals? NO ONE!) The number one indicator for success lies with your internal belief system. Do you believe you are going to win the game? Do you believe you are going to get the job? Do you believe you are going to exceed your sales quota? Do you believe you are going to lead your team to victory? Do you truly, deep down, gut-checked, know with all your heart, believe you can rebuild or rebound? If you don't believe, why even waste your time? Not believing only leads to losses. Some may be small, some may be big, but over time not believing in yourself and your abilities will only create disappointing failure. Take the time to list out WHY you believe you can accomplish whatever your X is. Do it now! Please. Reflecting on the "why" will help solidify your belief.
3. Seasoned Coach. (Marvin Lewis - head coach for eight years) A coach is instrumental in the success of rebuilding anything. Having a mentor or leader that can effectively teach and coach, motivate and inspire, demonstrate and set the example for the team, sets the tone and amplifies each persons individual talent and belief. The coach is the nucleus of success. This is the person who creates the game plan and calls the plays. A coach's job is to showcase the talent, make decisions for the team, make mid-game adjustments, and do whatever it takes to win. Who is your coach?
4. Backup. (Quarterback Bruce Gradkowski, replaced the hurt Dalton in the second half) This is probably the most overlooked piece of the puzzle. In football, you have several strings of backups, but in business, very rarely do you have a back up for each person. Think about it, or more specifically, think of someone in your office who does something instrumental to the companies success; do they have a back up? Do you have a back up plan for when someone gets hurt (sick, laid-off, quits, goes on maternity leave)? Back-up your people, your talent, your team, your coach, and your hard drive so you can keep the momentum going.
The Bengals didn't win their game because of dumb luck, though some would argue with me on that one, they won because they had genuine talent, they believed that they could, they had an experienced coach leading them, and a back-up plan in place.
There was another showcase of rebuilding this past Sunday, as it marked the tenth anniversary of 9/11. Our country showed its pure resilience for a national "rebuilding season." I challenge you to take the spirit you had this past Sunday, because I can't believe that anyone didn't have a heightened spirit and sense of pride that day, and apply that same spirit and pride to your work.
The season to rebuild is NOW. Not yesterday, not tomorrow, right now.
Are you the talent? The coach? Or the backup?
Identify the role you plan to play this rebuilding season and partner that with your belief, so that you can win.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, August 29, 2011
Firework Economy
“You just gotta ignite the light and let it shine. Just own the night like the 4th of July”
These lyrics hit me like a ton of bricks a few weeks ago while I was riding in my car, jamming out, singing like a fool - like we all do when a good song hits us. Now, you may think I’m crazy, because this is a Katy Perry song, (did you know she is the first female artist to EVER to have five #1 singles from one album?), but she is doing something right!
Love her or hate her, and I’m not particularly fond of her, I was struck by the lyrics in her hit song Firework. They were an anthem, yelling at me to be my best. Don’t believe me? Play the song and listen to it with the intention of being motivated – both professionally and personally.
I mean it – GO! Listen to it right now, I’ll wait…
Are you paper-thin?
Are you buried deep?
Do you want to start again?
You can ignite!
You can let your colors burst!
You can show them what you’re worth!
This is a firework economy, an economy where if you aren’t your best, you are going to be left behind.
Where are you? Struggling to get the job, to keep the job, to make the sale, to survive the changing tide?
Where’s your firework for this economy? Why aren’t you igniting yourself with passion and motivation? Why won’t you let your colors burst? Why can’t people see what you’re worth?
It’s simple. It’s because somewhere along the yellow brick road of the economy you lost your groove. You quit jamming out and singing like a fool! You quit.
Stings, doesn’t it? OUCHIE!
You quit. You quit going above and beyond. You quit being passionate about your life, your work, your economy.
In that moment, in that car, listening to that song, Stephanie got her groove back!
Is it time you got your groove back?
First, you have to Light the Fire. Easier said than done, I know, but not impossible. The hardest part is figuring out what motivates you to be your best. What drives your inner champion? What makes you tick? What catapults you to succeed? When you are able to put your finger on that, BAM! the fire will start burning and you’ll start seeing change. You’ll be happier, you’ll be friendlier, you’ll be more helpful, you’ll accomplish more and stress less.
Once you light the fire, you have to Work Harder. This is the hardest part and the one thing that separates you from everyone else. How willing are you to work harder? To take on more than you think you can handle? To accept the challenge of contributing more to help you, your colleagues, and your company thrive? If you aren’t willing, you’ll never be better than you are today. If you are willing, then you have to act and act now. Don’t wait! Tomorrow is always a day late. Start now.
“It's always been inside of you, you, you. And now it's time to let it through-ough-ough”
Got it? Light Your Fire, Work Harder, and you’ll be a firework in this dim economy.
I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit Gitomer Certified or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, August 8, 2011
Change Communication
"Your words are your most powerful tool. There is nothing more powerful than hearing someone say, I love you or (dramatic pause) I hate you."
I said this today during a training seminar on customer service. I was spending four hours with one company to help them understand this imperative. We had gotten to the section where I was emphasizing communication and I spoke those words.
And, it was as if I were speaking to myself (which I do sometimes, most of the time, OK - all the time!). I realized that my words are my most powerful tool, but they are yours as well.
When we communicate with others, the words we choose to use can either motivate or defeat someone. The words can inspire or infuriate. The words can evoke or emote. The words can attack or embrace. The words - your words - are power.
Most people don't think about the words they choose. Most people don't realize the power behind their words, their message (I only had this A-HA today). Most people don't know that by choosing the right words they can create, instill, initiate, and shape CHANGE.
Change was Obama's word and, like him or not, you can't argue that he built a campaign on that one word. It was the right word at the right time in a world that needed hope that something new could be promised, that something would, that's right, change.
So what are you promising?
What words are you choosing to use to deliver your message?
What words do you use when you parent, teach, lead, sell, serve or tweet?
Do you think about those words before you use them?
Do you choose them wisely?
NO?! I'm not surprised.
Being a writer, speaker, and trainer, I must constantly think about the words I choose when transferring my message to an audience. Not every word will be powerful - but if I can make a few of them, just a few, more powerful than the others, I can inspire action. I can inspire change. I'm in the business of change - change to know more, to sell more, to serve better, to be the best.
What's my secret to change communication?
1. The Package. Put your message in a box, wrap it with beautiful paper, place a bow on top, and put a gift label on it. That's how to present a gift to someone. Why wouldn't you present your message in the same way? Put your message in a clear and concise box. Wrap the message into a creative presentation (hello theme!). Place a WOW! word bow on top. And right before you end your message, address it to a specific person or audience. A properly packaged message that's personalized is more likely to grab their attention and get them to start to entertain a change. That's the power of message packaging.
2. The Passion. Passion is directly tied into the belief that you have in your message. When you truly believe in what you are trying to transfer over to the listener, you'll naturally exude passion. I am passionate about BAD customer service. I am passionate about asking powerful questions in sales. I am passionate about changing your attitude. I am passionate about helping other people become their best. This passion backs my message and puts some OOMPF! into my delivery. Passion is contagious and when it catches it creates change. That's the power of passion.
3. The Pause. There is nothing more powerful or painful in delivering a talk than a pause. Those moments when you allow the words you so carefully chose to sink in. Those are the precise moments when your audience will soak it all in and consciously decide to (hopefully) change. That's the power of the pause.
You have the power.
You have the power to choose your words with precision and purpose.
You have the power to deliver the package, the passion and the pause.
You have the power to change communication.
I’m your Double-Tall, Non-Fat, No-Whip Sales Barista, how may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
I said this today during a training seminar on customer service. I was spending four hours with one company to help them understand this imperative. We had gotten to the section where I was emphasizing communication and I spoke those words.
And, it was as if I were speaking to myself (which I do sometimes, most of the time, OK - all the time!). I realized that my words are my most powerful tool, but they are yours as well.
When we communicate with others, the words we choose to use can either motivate or defeat someone. The words can inspire or infuriate. The words can evoke or emote. The words can attack or embrace. The words - your words - are power.
Most people don't think about the words they choose. Most people don't realize the power behind their words, their message (I only had this A-HA today). Most people don't know that by choosing the right words they can create, instill, initiate, and shape CHANGE.
Change was Obama's word and, like him or not, you can't argue that he built a campaign on that one word. It was the right word at the right time in a world that needed hope that something new could be promised, that something would, that's right, change.
So what are you promising?
What words are you choosing to use to deliver your message?
What words do you use when you parent, teach, lead, sell, serve or tweet?
Do you think about those words before you use them?
Do you choose them wisely?
NO?! I'm not surprised.
Being a writer, speaker, and trainer, I must constantly think about the words I choose when transferring my message to an audience. Not every word will be powerful - but if I can make a few of them, just a few, more powerful than the others, I can inspire action. I can inspire change. I'm in the business of change - change to know more, to sell more, to serve better, to be the best.
What's my secret to change communication?
1. The Package. Put your message in a box, wrap it with beautiful paper, place a bow on top, and put a gift label on it. That's how to present a gift to someone. Why wouldn't you present your message in the same way? Put your message in a clear and concise box. Wrap the message into a creative presentation (hello theme!). Place a WOW! word bow on top. And right before you end your message, address it to a specific person or audience. A properly packaged message that's personalized is more likely to grab their attention and get them to start to entertain a change. That's the power of message packaging.
2. The Passion. Passion is directly tied into the belief that you have in your message. When you truly believe in what you are trying to transfer over to the listener, you'll naturally exude passion. I am passionate about BAD customer service. I am passionate about asking powerful questions in sales. I am passionate about changing your attitude. I am passionate about helping other people become their best. This passion backs my message and puts some OOMPF! into my delivery. Passion is contagious and when it catches it creates change. That's the power of passion.
3. The Pause. There is nothing more powerful or painful in delivering a talk than a pause. Those moments when you allow the words you so carefully chose to sink in. Those are the precise moments when your audience will soak it all in and consciously decide to (hopefully) change. That's the power of the pause.
You have the power.
You have the power to choose your words with precision and purpose.
You have the power to deliver the package, the passion and the pause.
You have the power to change communication.
I’m your Double-Tall, Non-Fat, No-Whip Sales Barista, how may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, August 1, 2011
Blogger Gone Bride Wild
I was recently asked to be a part of a wedding contest. Isn't that fun? A contest found me and asked me to enter, all because of one four letter word - BLOG!
Of course, there was something in it for them. DUH - free advertising. Soliciting brides to be who are bloggers is a great way to market your product. So I decided to play along. Besides, who wouldn't want to win a free video of the biggest day of their lives?
So all of you, get to help me win - and read the story of how my fiance and I met.
Go to: http://weddings.storymixmedia.com/wedding-blogger-stephanie-melish.html
Read our story.
Leave a comment - that's how you vote for me!
And share the link with as many people as you can.
This is a week long campaign - and I'm going to be elected.
Of course, there was something in it for them. DUH - free advertising. Soliciting brides to be who are bloggers is a great way to market your product. So I decided to play along. Besides, who wouldn't want to win a free video of the biggest day of their lives?
So all of you, get to help me win - and read the story of how my fiance and I met.
Go to: http://weddings.storymixmedia.com/wedding-blogger-stephanie-melish.html
Read our story.
Leave a comment - that's how you vote for me!
And share the link with as many people as you can.
This is a week long campaign - and I'm going to be elected.
Monday, July 18, 2011
I'm Engaged and You Aren't Engaging
I'm engaged, yeah! While I don't think you want to hear all about how I got engaged (Grand Cayman, dinner on the beach, harpist playing Wonderful Tonight, and a dream bling ring), I'm sure you want to hear about this.
As a future bride, I've been receiving solicitations via phone, email and snail mail. Invitations this, photographers that, venues, caterers, and flowers, OH MY! It's quite overwhelming, so in the massive landfill of wedding solicitations, it takes a lot to grab my attention.
About a week ago, I received an envelope in the mail that did just that. It not only grabbed my attention, it choked it! When I opened the envelope I found a nicely, tri-folded piece of normal white printing paper with blue, purple and black ALL-CAPS text, exclaiming to me:
"ATTENTION: FUTURE BRIDES
COME CHECK OUT THE BLOW-OUT SALE OF THE YEAR"
As I read down the rest of the 8x11 flyer, I started to realize a few things:
No phone number.
No address.
No email address.
No web address.
No contact name.
It wasn't until I read the flyer for the 5th time that I caught the name of the company. Are you dying to know who it was? More about that later.
My point is, I'm engaged! And you, Ms. ALL-CAPS, Multi-Color Font, Flyer Maker Extraordinaire, are not engaging me. You're piece offers NO value. It doesn't even offer simple contact information. What if I, for some silly reason, want to do business with you? Who do I call? Where do I go?
This flyer was an opportunity for "Bridal Company X" to engage me and they failed, miserably!
So, how do you engage the engaged (or anyone for that matter)? I have three easy ways:
1. Make it about them. Newly engaged people (primarily the bride-to-be) love soaking up wedding anything. It's what is most important in their lives at that moment. Your job, when attempting to engage a prospect or customer, is to find out what is most important to them. It's never about you, it never was. Businesses are built to create products or services for other people. When you work with a servant mindset, to help others first, you'll find that more people want to engage with you.
2. Make it easy for them. The biggest problem with this gorgeous flyer was that it didn't make it easy for me to find the company. I honestly couldn't find the company name until I re-read the flyer again while writing this article - NOT GOOD. And I just realized (literally, right now!) that there are no dates for this fabulous sale! How am I supposed to find further information or answers to my questions? When you are engaging with your prospects or customers, make it easy for them to contact you. Make it easy for them to understand your message. Make it easy for them to do business with you!
3. Make it valuable to them. This is the trickiest on the list because value is in the eye of the beholder. What is valuable to me, future bride, is different even to my fiance, to my mom, and to my dad. When trying to engage your prospects or customers the easiest way is to talk in terms of their perceived value. How do you know what they think is "value". Easy! Ask them. Use power questions to uncover their needs, wants, and hot buttons. This will lead you to what value you can bring to the engagement.
Wedding bells aside, being engaged both in life and business is fun. I love to become engaged with a company. All they have to do is make it easy, full of value, and all about ME!
Want to know who "Bridal Company X" is? Go to my Sales Barista Facebook Page to see a picture of the flyer and I'll let you try to find the company name!
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista, how can I help you, help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
As a future bride, I've been receiving solicitations via phone, email and snail mail. Invitations this, photographers that, venues, caterers, and flowers, OH MY! It's quite overwhelming, so in the massive landfill of wedding solicitations, it takes a lot to grab my attention.
About a week ago, I received an envelope in the mail that did just that. It not only grabbed my attention, it choked it! When I opened the envelope I found a nicely, tri-folded piece of normal white printing paper with blue, purple and black ALL-CAPS text, exclaiming to me:
"ATTENTION: FUTURE BRIDES
COME CHECK OUT THE BLOW-OUT SALE OF THE YEAR"
As I read down the rest of the 8x11 flyer, I started to realize a few things:
No phone number.
No address.
No email address.
No web address.
No contact name.
It wasn't until I read the flyer for the 5th time that I caught the name of the company. Are you dying to know who it was? More about that later.
My point is, I'm engaged! And you, Ms. ALL-CAPS, Multi-Color Font, Flyer Maker Extraordinaire, are not engaging me. You're piece offers NO value. It doesn't even offer simple contact information. What if I, for some silly reason, want to do business with you? Who do I call? Where do I go?
This flyer was an opportunity for "Bridal Company X" to engage me and they failed, miserably!
So, how do you engage the engaged (or anyone for that matter)? I have three easy ways:
1. Make it about them. Newly engaged people (primarily the bride-to-be) love soaking up wedding anything. It's what is most important in their lives at that moment. Your job, when attempting to engage a prospect or customer, is to find out what is most important to them. It's never about you, it never was. Businesses are built to create products or services for other people. When you work with a servant mindset, to help others first, you'll find that more people want to engage with you.
2. Make it easy for them. The biggest problem with this gorgeous flyer was that it didn't make it easy for me to find the company. I honestly couldn't find the company name until I re-read the flyer again while writing this article - NOT GOOD. And I just realized (literally, right now!) that there are no dates for this fabulous sale! How am I supposed to find further information or answers to my questions? When you are engaging with your prospects or customers, make it easy for them to contact you. Make it easy for them to understand your message. Make it easy for them to do business with you!
3. Make it valuable to them. This is the trickiest on the list because value is in the eye of the beholder. What is valuable to me, future bride, is different even to my fiance, to my mom, and to my dad. When trying to engage your prospects or customers the easiest way is to talk in terms of their perceived value. How do you know what they think is "value". Easy! Ask them. Use power questions to uncover their needs, wants, and hot buttons. This will lead you to what value you can bring to the engagement.
Wedding bells aside, being engaged both in life and business is fun. I love to become engaged with a company. All they have to do is make it easy, full of value, and all about ME!
Want to know who "Bridal Company X" is? Go to my Sales Barista Facebook Page to see a picture of the flyer and I'll let you try to find the company name!
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista, how can I help you, help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, June 27, 2011
Ask Kisser
I'm an ask kisser. That's right, I said it. I'm an ASK kisser.
I'm sealing deals and kissing checks because I've learned the power of making the "ASK". Not making the sale, making the ask. Most people don't close the sale because they never ask for the sale, or even worse, they never ask anything, period.
I love sports, so indulge me on this analogy: questions are to a sale what a quarterback is to football. Without the quarterback you essentially don't have a game (who's going to throw the ball?), without questions, you don't have game.
When you ask a question, you throw the ball to the other player - your customer or prospect - you get them involved. Question after question, you lead them down the field, first down, second down, first down until you've got a TOUCHDOWN (enter end-zone dance here)!
The questions you ask put you in position to make a sale. How do you know what your client needs? Wants? Thinks? Believes in? How do you know what your prospects past experiences have been? What they find of value? Are you assuming, or asking?
As an ask kisser, the best feeling in the world is to have someone smile and say, "That's a great question." AH, success! That's what being an ask kisser is all about. It's about asking relevant and powerful questions that get your prospects to smile and then reveal something about themselves, their buying habits, their needs, wants, thoughts, beliefs, past experiences or what they find of value.
Being an ask kisser doesn't happen overnight. It takes preparation and practice. It also requires that you put into action what you already know.
Here's how to be a great ask kisser:
1. Ask open-ended questions. DUH! I'm not telling you something new; I'm just repeating something that the majority of people still don't do! Break the bad habit of asking questions that allow your client or prospect to reply with a simple yes or no. If they don't have to think about their answer, you haven't asked a good question.
2. Prepare questions before hand. Spend time creating questions before you meet with your prospect or client. Asking relevant and powerful questions doesn't just happen. You have to put some work into it. Do your homework and write out at least five questions to take with you to your next appohntment. You'll be amazed at how differently the conversation goes when you arrive prepared, with not just knowledge about the prospect but, with questions too.
3. Ask what your competition isn't asking. I'm a creativity advocate. I believe that creativity kills the competition. One of the key areas in sales to get creative is with your questions. If it's a question you've heard everyone and their Grandma ask, then don't ask it. Think outside the Magic 8 ball (where you only get yes or no or maybe answers) and be forward thinking. Ask questions that no one else is asking - but please don't be risque or offensive. Be thought provoking, relevant, and creative to move the sales process forward.
4. Ask for the business. This should be the easiest on the list but usually it's the one that salespeople fear the most - the fear of rejection. Making a sale is like landing a date. You'll never get anywhere if you don't ASK! What's the worst that can happen? They say, "NO, get out of here you creep?"
Asking questions and asking the right questions is key to getting what you want, both in sales and in life. What's your best ask-kisser question? Post it on my Sales Barista Facebook page. I'll pick my favorite on July 4th and the lucky winner will receive one of my favorite things - a Starbucks gift card.
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
I'm sealing deals and kissing checks because I've learned the power of making the "ASK". Not making the sale, making the ask. Most people don't close the sale because they never ask for the sale, or even worse, they never ask anything, period.
I love sports, so indulge me on this analogy: questions are to a sale what a quarterback is to football. Without the quarterback you essentially don't have a game (who's going to throw the ball?), without questions, you don't have game.
When you ask a question, you throw the ball to the other player - your customer or prospect - you get them involved. Question after question, you lead them down the field, first down, second down, first down until you've got a TOUCHDOWN (enter end-zone dance here)!
The questions you ask put you in position to make a sale. How do you know what your client needs? Wants? Thinks? Believes in? How do you know what your prospects past experiences have been? What they find of value? Are you assuming, or asking?
As an ask kisser, the best feeling in the world is to have someone smile and say, "That's a great question." AH, success! That's what being an ask kisser is all about. It's about asking relevant and powerful questions that get your prospects to smile and then reveal something about themselves, their buying habits, their needs, wants, thoughts, beliefs, past experiences or what they find of value.
Being an ask kisser doesn't happen overnight. It takes preparation and practice. It also requires that you put into action what you already know.
Here's how to be a great ask kisser:
1. Ask open-ended questions. DUH! I'm not telling you something new; I'm just repeating something that the majority of people still don't do! Break the bad habit of asking questions that allow your client or prospect to reply with a simple yes or no. If they don't have to think about their answer, you haven't asked a good question.
2. Prepare questions before hand. Spend time creating questions before you meet with your prospect or client. Asking relevant and powerful questions doesn't just happen. You have to put some work into it. Do your homework and write out at least five questions to take with you to your next appohntment. You'll be amazed at how differently the conversation goes when you arrive prepared, with not just knowledge about the prospect but, with questions too.
3. Ask what your competition isn't asking. I'm a creativity advocate. I believe that creativity kills the competition. One of the key areas in sales to get creative is with your questions. If it's a question you've heard everyone and their Grandma ask, then don't ask it. Think outside the Magic 8 ball (where you only get yes or no or maybe answers) and be forward thinking. Ask questions that no one else is asking - but please don't be risque or offensive. Be thought provoking, relevant, and creative to move the sales process forward.
4. Ask for the business. This should be the easiest on the list but usually it's the one that salespeople fear the most - the fear of rejection. Making a sale is like landing a date. You'll never get anywhere if you don't ASK! What's the worst that can happen? They say, "NO, get out of here you creep?"
Asking questions and asking the right questions is key to getting what you want, both in sales and in life. What's your best ask-kisser question? Post it on my Sales Barista Facebook page. I'll pick my favorite on July 4th and the lucky winner will receive one of my favorite things - a Starbucks gift card.
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, June 6, 2011
Run, Don't Wok!
I love Chinese food! It's one of my weaknesses in the dreaded diet-arena. I can't go very long without getting my next fix and having it show up on the scale.
Beyond my love of Chinese food, is my love of online ordering for restaurants. I'm a picky eater (refer back to my Domino's piece - NO ONIONS!) and you'll understand that I'm a girl who likes to customize my order. "Double-Tall, Non-Fat, No-Whip Mocha" for example or "Egg-Stravaganza, scrambled hard, no oil, no grits, sub fruit, whole wheat biscuit, please!" Flying Biscuit anyone?
Let me tell you, wahters and waitresses alike, LOVE me.
It's not always easy to get what you want - especially when you are picky. My precise-likeness (as I like to refer to it) can be explained to the uttermost-minor-detail through online ordering. Thank you computer geniuses everywhere! I'm now able to subtract, remove, omit, 86, and forever delete, my dreaded onions! Seriously, why are they in everything?
So when I found out recently that my new favorite Chinese restaurant offers online ordering - I knew I just had to try it out. Had to. It was a must. Sesame chicken here I come.
I logged on. Put in my order with ease:
Sesame Chicken
Brown Rice
Spring Roll
Side of Shrimp Sauce
Paid with credit card. Added on the tip. And waited for Chinese delicousness to arrive at my door.
30 minutes passed.
40 minutes passed.
45 minutes passed.
50 minutes hit. Where in the world is Carmen Sesame Chicken?
Mind you, this restaurant is 0.3 miles from our front door. I could have ordered, drove, picked it up, returned home, and ate it in that amount of time. But when you order Chinese food aren't you generally in a lazy mood?
I picked up my phone and called. Explained I put in an online order. "Yes, we received it!" Great! Why is it taking so long?
She explained that it had just come through on their end. Stupid technology.
I explained that I had been waiting for an hour at this point. She told me she'd put a Chinese fire-drill rush on it. Satisfied, I hung up.
15 minutes later - KUNG PAO! The Chef himself, Mr. General Tso, was ringing our doorbell with my order in hand. Now that is service!
Happily, I tore into the brown paper bag, only to be struck with utter disappointment. Where's my shrimp sauce? Why are there onions in the rice? Why is my order WRONG? Stupid online ordering.
Now, some people would have sucked it up, literally and figuratively, but not me. I expect to get what I order. Every. Single. Time.
I called back. Same girl answered. I explain. She apologizes. She says she'll have the right order over right away.
10 minutes later. Back was the Chef with new rice and sauce in hand. THANK YOU. THANK YOU. THANK YOU.
As I closed the door and went to turn for the kitchen, I noticed something. There was no car in the driveway this time. I saw the chef start to lightly jog, back to the restaurant. WOW! Now that, that is something to write about.
Not only did they apologize for the time it took to get the food, send the chef to personally deliver it, and apologize for the mix-up, but they made the chef RUN (not wok) it over.
When was the last time you ran, not walked, for your customers? When was the last time you made a WOW! when your service went wrong?
It takes a unique company to understand the power of satisfying each and every customer. No matter how big, or small, the order, no matter how much of a pain or strain it puts on you, no matter what - your job is to serve and exceed their expectations. Because, you never know when you will serve that ONE person who will re-tell your service story.
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Beyond my love of Chinese food, is my love of online ordering for restaurants. I'm a picky eater (refer back to my Domino's piece - NO ONIONS!) and you'll understand that I'm a girl who likes to customize my order. "Double-Tall, Non-Fat, No-Whip Mocha" for example or "Egg-Stravaganza, scrambled hard, no oil, no grits, sub fruit, whole wheat biscuit, please!" Flying Biscuit anyone?
Let me tell you, wahters and waitresses alike, LOVE me.
It's not always easy to get what you want - especially when you are picky. My precise-likeness (as I like to refer to it) can be explained to the uttermost-minor-detail through online ordering. Thank you computer geniuses everywhere! I'm now able to subtract, remove, omit, 86, and forever delete, my dreaded onions! Seriously, why are they in everything?
So when I found out recently that my new favorite Chinese restaurant offers online ordering - I knew I just had to try it out. Had to. It was a must. Sesame chicken here I come.
I logged on. Put in my order with ease:
Sesame Chicken
Brown Rice
Spring Roll
Side of Shrimp Sauce
Paid with credit card. Added on the tip. And waited for Chinese delicousness to arrive at my door.
30 minutes passed.
40 minutes passed.
45 minutes passed.
50 minutes hit. Where in the world is Carmen Sesame Chicken?
Mind you, this restaurant is 0.3 miles from our front door. I could have ordered, drove, picked it up, returned home, and ate it in that amount of time. But when you order Chinese food aren't you generally in a lazy mood?
I picked up my phone and called. Explained I put in an online order. "Yes, we received it!" Great! Why is it taking so long?
She explained that it had just come through on their end. Stupid technology.
I explained that I had been waiting for an hour at this point. She told me she'd put a Chinese fire-drill rush on it. Satisfied, I hung up.
15 minutes later - KUNG PAO! The Chef himself, Mr. General Tso, was ringing our doorbell with my order in hand. Now that is service!
Happily, I tore into the brown paper bag, only to be struck with utter disappointment. Where's my shrimp sauce? Why are there onions in the rice? Why is my order WRONG? Stupid online ordering.
Now, some people would have sucked it up, literally and figuratively, but not me. I expect to get what I order. Every. Single. Time.
I called back. Same girl answered. I explain. She apologizes. She says she'll have the right order over right away.
10 minutes later. Back was the Chef with new rice and sauce in hand. THANK YOU. THANK YOU. THANK YOU.
As I closed the door and went to turn for the kitchen, I noticed something. There was no car in the driveway this time. I saw the chef start to lightly jog, back to the restaurant. WOW! Now that, that is something to write about.
Not only did they apologize for the time it took to get the food, send the chef to personally deliver it, and apologize for the mix-up, but they made the chef RUN (not wok) it over.
When was the last time you ran, not walked, for your customers? When was the last time you made a WOW! when your service went wrong?
It takes a unique company to understand the power of satisfying each and every customer. No matter how big, or small, the order, no matter how much of a pain or strain it puts on you, no matter what - your job is to serve and exceed their expectations. Because, you never know when you will serve that ONE person who will re-tell your service story.
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, May 16, 2011
Barktitude
A few months ago, I stepped into a big, brown, round, smelly piece of fluffy goodness. His name is Dunkin, yes like Dunkin Donuts (ssshhh...don't tell Starbucks!). Dunkin is just how his name sounds, a goofy, dunce-like, happy-go-lucky, slightly lazy, chocolate labradoodle. He's also the best teacher I've ever had.
Ever see the bumper sticker, Wag More, Bark Less? That's Dunkin. He's a wag more; bark less kind of a dog, as most dogs are. And he's a prime example of how we should all be walking through life.
Here are the Top 10 lessons Dunkin has taught me:
1. Unconditional love - Pets are amazing at how freely they give you love. They love you in the morning, afternoon, and night. They love you regardless of your flaws, your imperfections, the way you dress, or the way you talk. They are beautiful creatures that love you and never hesitate to show it. How unconditional is your love?
2. Pure happiness - Dunkin is a happy dog. He is always smiling, yes he smiles. He displays a spirit of pure happiness no matter who, or what, is around him. His happiness is contagious. Is your happiness contagious?
3. To prance - Dunkin doesn't just walk; he prances. When he retrieves, he hops, you know, like a bunny does. He lives in this world with full excitement and isn't afraid to show it. Do you prance?
4. Play hard - When its play time, Dunkin goes all out. There isn't one ounce of him that isn't 100% committed to the task at hand, whether it's retrieving his favorite stuffed monkey or chasing after the neighbors cat, Kramer. He puts it all out there and he has fun while he's doing it. How much effort are you leaving on the table?
5. Eat only when hungry - Go ahead and chuckle, but it's true. In a country of over-indulgence, it's easy to consume more than we need. Hey, where did those extra 10lbs come from? With Dunkin, I can put a bowl of food in front of him and if he's hungry, he eats, if he's not, he leaves it there. He has self-control, something many of us struggle with, not just with food but also in life. How over-indulgent are you?
6. No prejudice - Dunkin loves everyone equally. Maybe it's because dogs are colorblind, but he jumps, licks and mulls over everyone equally with his excitement to see them. He doesn't care about size, gender, race, or hair-cut and he greets everyone as a friend. Judgmental or friendly, where do you stand?
7. Never give up - When Dunkin wants something, he doesn't stop until he gets it. Maybe it's his toy that's stuck under the couch, or his constant placing of a toy in my hand so I'll throw it for him, regardless of what he wants, he's not stopping until he gets his way. How many times do you give up?
8. Wag more - There's no lack of wagging with this dog. The epitome of a positive attitude, we can all stand to learn the lesson from Dunkin. He chooses to wag more often than not. He chooses to see the good in everything and rarely takes notice of the negative, if ever. How's your tail wagging these days?
9. Bark less - It's a rare occasion to hear Dunkin bark. Usually when he is warning us of what he assumes is danger - the UPS woman coming to the door is his favorite. Dunkin's instinct of something dangerous is a good reason to bark - but that's the only time. How often are you yelling, screaming, or being negative when it's not necessary?
10. Give more than you take - Probably the most profound of the lessons I've learned is about how Dunkin gives much more than he takes. He gives more love, more energy, more cuddles, more licks, more wags, more burps (yes, he burps!), more everything and expects nothing in return. He takes nothing from me. Are you a giver or a taker?
Dunkin has been a great example and teacher of common lessons worth a good reminder every now and then. He's currently applying for a Ph.D. in Barktitude. You can follow him on his Dogbook page.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Ever see the bumper sticker, Wag More, Bark Less? That's Dunkin. He's a wag more; bark less kind of a dog, as most dogs are. And he's a prime example of how we should all be walking through life.
Here are the Top 10 lessons Dunkin has taught me:
1. Unconditional love - Pets are amazing at how freely they give you love. They love you in the morning, afternoon, and night. They love you regardless of your flaws, your imperfections, the way you dress, or the way you talk. They are beautiful creatures that love you and never hesitate to show it. How unconditional is your love?
2. Pure happiness - Dunkin is a happy dog. He is always smiling, yes he smiles. He displays a spirit of pure happiness no matter who, or what, is around him. His happiness is contagious. Is your happiness contagious?
3. To prance - Dunkin doesn't just walk; he prances. When he retrieves, he hops, you know, like a bunny does. He lives in this world with full excitement and isn't afraid to show it. Do you prance?
4. Play hard - When its play time, Dunkin goes all out. There isn't one ounce of him that isn't 100% committed to the task at hand, whether it's retrieving his favorite stuffed monkey or chasing after the neighbors cat, Kramer. He puts it all out there and he has fun while he's doing it. How much effort are you leaving on the table?
5. Eat only when hungry - Go ahead and chuckle, but it's true. In a country of over-indulgence, it's easy to consume more than we need. Hey, where did those extra 10lbs come from? With Dunkin, I can put a bowl of food in front of him and if he's hungry, he eats, if he's not, he leaves it there. He has self-control, something many of us struggle with, not just with food but also in life. How over-indulgent are you?
6. No prejudice - Dunkin loves everyone equally. Maybe it's because dogs are colorblind, but he jumps, licks and mulls over everyone equally with his excitement to see them. He doesn't care about size, gender, race, or hair-cut and he greets everyone as a friend. Judgmental or friendly, where do you stand?
7. Never give up - When Dunkin wants something, he doesn't stop until he gets it. Maybe it's his toy that's stuck under the couch, or his constant placing of a toy in my hand so I'll throw it for him, regardless of what he wants, he's not stopping until he gets his way. How many times do you give up?
8. Wag more - There's no lack of wagging with this dog. The epitome of a positive attitude, we can all stand to learn the lesson from Dunkin. He chooses to wag more often than not. He chooses to see the good in everything and rarely takes notice of the negative, if ever. How's your tail wagging these days?
9. Bark less - It's a rare occasion to hear Dunkin bark. Usually when he is warning us of what he assumes is danger - the UPS woman coming to the door is his favorite. Dunkin's instinct of something dangerous is a good reason to bark - but that's the only time. How often are you yelling, screaming, or being negative when it's not necessary?
10. Give more than you take - Probably the most profound of the lessons I've learned is about how Dunkin gives much more than he takes. He gives more love, more energy, more cuddles, more licks, more wags, more burps (yes, he burps!), more everything and expects nothing in return. He takes nothing from me. Are you a giver or a taker?
Dunkin has been a great example and teacher of common lessons worth a good reminder every now and then. He's currently applying for a Ph.D. in Barktitude. You can follow him on his Dogbook page.
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, April 25, 2011
Passion Cake
I love cake. Chocolate cake, marble cake, cheesecake, ice cream cake, pineapple upside down cake, wedding cake, cupcake, pretty much any way you want to bake it, I'll take a piece of cake. And, I love Buddy the Cake Boss.
Do you know Buddy? Owner of Carlo's Bakery in Hoboken, New Jersey, star of his own TLC show, Cake Boss, you know, BUDDY? Well, Buddy is my perfect slice of passion cake.
Never heard of passion cake? Well that's probably because I just made it up! But here's what I'm talking about.
Passion cake (noun), as defined by the Melish Dictionary of Made Up Words: is a person who lives, breathes, dies, emulates, and exudes passion throughout their career, making it appear as if it's a piece of cake to accomplish being the best.
Buddy is a piece of passion cake. He is arguably one of the best cake bakers and decorators of our generation. Don't believe me? Catch an episode. You won't just salivate over the delicious cakes he produces, you'll also be amazed at the passionate energy he displays as he works on some of the most impossible works of cake art. He's a cake genius who's made himself THE BEST and surrounds himself with THE BEST. His army of family and employees share his passion for cake. It's a little family business that's struck it rich, one cake at a time.
Ready to be a passion cake? Sure you are. Here are the first few steps you need to start baking.
1. Identify - First things first, you have to identify the main ingredient in your passion cake. What is your passion? What do you love more than anything else? What makes you smile? What makes you want to jump out of bed or stay up all night? What gets you excited? What's the passion that shines out of you for everyone to take notice? Not sure? Can't identify it? Spend some time writing down your favorite activities, past times, or memories and see if there is a common denominator.
2. Evaluate - After you identify your main ingredient, you have to evaluate what you're currently baking. Are you in a position that uses that passion? And uses it to it's fullest? No? It's time to evaluate if you're ready, willing, and able to make a change so you can do what you love. Life's too short to be a piece of passionless cake.
3. Implement - Start baking! Get a plan together. Write down what you need to do to start putting your passion in action. You can start slow (think cupcake) and work your way up to it, or jump all in (think fully decorated wedding cake). You be the judge on that. Whatever you do, don't make excuses. The time is NOW!
4. Surround - Pick out your other ingredients. Surround yourself with a support system. People, who share your passion, vision, dream, or just want to see you happy. These people will help keep you accountable and be your biggest co-bakers.
It's never too late to start baking your own piece of heavenly passion cake. The moment you say the time has passed you by is the moment you've allowed your cake to burn.
By the way, did I mention I love cake?
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Do you know Buddy? Owner of Carlo's Bakery in Hoboken, New Jersey, star of his own TLC show, Cake Boss, you know, BUDDY? Well, Buddy is my perfect slice of passion cake.
Never heard of passion cake? Well that's probably because I just made it up! But here's what I'm talking about.
Passion cake (noun), as defined by the Melish Dictionary of Made Up Words: is a person who lives, breathes, dies, emulates, and exudes passion throughout their career, making it appear as if it's a piece of cake to accomplish being the best.
Buddy is a piece of passion cake. He is arguably one of the best cake bakers and decorators of our generation. Don't believe me? Catch an episode. You won't just salivate over the delicious cakes he produces, you'll also be amazed at the passionate energy he displays as he works on some of the most impossible works of cake art. He's a cake genius who's made himself THE BEST and surrounds himself with THE BEST. His army of family and employees share his passion for cake. It's a little family business that's struck it rich, one cake at a time.
Ready to be a passion cake? Sure you are. Here are the first few steps you need to start baking.
1. Identify - First things first, you have to identify the main ingredient in your passion cake. What is your passion? What do you love more than anything else? What makes you smile? What makes you want to jump out of bed or stay up all night? What gets you excited? What's the passion that shines out of you for everyone to take notice? Not sure? Can't identify it? Spend some time writing down your favorite activities, past times, or memories and see if there is a common denominator.
2. Evaluate - After you identify your main ingredient, you have to evaluate what you're currently baking. Are you in a position that uses that passion? And uses it to it's fullest? No? It's time to evaluate if you're ready, willing, and able to make a change so you can do what you love. Life's too short to be a piece of passionless cake.
3. Implement - Start baking! Get a plan together. Write down what you need to do to start putting your passion in action. You can start slow (think cupcake) and work your way up to it, or jump all in (think fully decorated wedding cake). You be the judge on that. Whatever you do, don't make excuses. The time is NOW!
4. Surround - Pick out your other ingredients. Surround yourself with a support system. People, who share your passion, vision, dream, or just want to see you happy. These people will help keep you accountable and be your biggest co-bakers.
It's never too late to start baking your own piece of heavenly passion cake. The moment you say the time has passed you by is the moment you've allowed your cake to burn.
By the way, did I mention I love cake?
I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, April 4, 2011
It’s My sTORI and I’m Sticking to It!
Love her or hate her, Tori Spelling is capitalizing on a little something I call namesake branding. Recently launching an extension of her vast brand, Tori hit another branding home run by naming her new LA clothing store InvenTORI. Brilliant? No question.
After decades of only being known as the daughter of the late Aaron Spelling, and being ridiculed for her non-existing acting skills as virgin Donna while on Beverly Hills 90210 (although as a child of the Saved By the Bell years, I LOVED the dorky Violet Anne Bickerstaff), Tori has launched a mega-empire built on one thing, her name.
So NoTORIous (TV show), Tori & Dean: Inn Love (TV show), sTORI Telling (book), Tori & Dean: Home Sweet Hollywood (TV show), The Tori Spelling Collection (jewelry), uncharted terriTori (book), InvenTori (clothing store), Tori & Dean: sTORIbook Weddings (TV show).
Tori after Tori, she’s made an impressive namesake brand. Not a Tori Spelling fan? Think this is irrelevant because she’s my shining example? A few other great namesakes:
Gitomer, DUH! A branding king, each of his books and two of his companies are titled “Jeffrey Gitomer’s…” and his other company is BuyGitomer. Creative, smart, call to action. BUY – Gitomer!
Oprah, the queen of America, uses namesake branding too. The Oprah Winfrey Show, Harpo Studios (Oprah backwards), Harpo Productions, Harpo Films, OWN (Oprah Winfrey Network), O Magazine, O at Home, Oprah and Friends.
Got it?
But Tori isn’t stopping, her next book, celebraTORI releases this coming October. You may not think she is a great actress but she is a smart businesswoman. As a hands-on business owner of several companies, an author of three best-selling books, and appearing on reality TV, she has launched herself into a sTORIland all her own.
You may think there is not much to it. WRONG! Namesake branding is a moneymaking – image creating – story land.
What about your story? Your brand? Your image? Your creative spin? Your smart marketing appeal?
Think about all of the names connected to you. First name, last name, maiden name, middle name, nickname, company name, etc. How creatively congruent have you made your company? Or better yet, why should you take the time to namesake your branding? I’m so happy you asked!
1. It’s personable. Creating a brand around your name means you're creating a brand around YOU! And what’s more personable than a person? Doing business with someone who has poured out his or her heart, soul, and passion into their work is a must! And if they use their name it’s a no-brainer. I want to do business with someone who is committed to their work, their business, their industry, and their success. What bigger commitment can you make than putting your name on it? (Putting a ring on it – but that is usually followed by some kind of name change!)
2. It’s recognizable. The easiest way to get lost in the big business shuffle is to not be recognizable to your customers. Each of your products, services, and marketing efforts must have a consistent thread woven through their name. It all starts there. If you can be creative and consistent with the name, your customers will have immediate recognition of your personal brand.
3. It’s achievable. Capitalizing on your name is the easiest thing you can do. Thanks to your parents, they gave you one; all you have to do is start using it! Be creative, be wild, be out of the box, be different, BUT be uniform. I may work for a company that is not my own – but that didn’t stop me from creating my own brand – Stephanie Melish, the Double-Tall, Non-Fat, No-Whip Sales Barista, and it’s worked! If I can make it happen, so can you.
That’s my sTORI and I’m sticking to it!
I’m Stephanie Melish, your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
After decades of only being known as the daughter of the late Aaron Spelling, and being ridiculed for her non-existing acting skills as virgin Donna while on Beverly Hills 90210 (although as a child of the Saved By the Bell years, I LOVED the dorky Violet Anne Bickerstaff), Tori has launched a mega-empire built on one thing, her name.
So NoTORIous (TV show), Tori & Dean: Inn Love (TV show), sTORI Telling (book), Tori & Dean: Home Sweet Hollywood (TV show), The Tori Spelling Collection (jewelry), uncharted terriTori (book), InvenTori (clothing store), Tori & Dean: sTORIbook Weddings (TV show).
Tori after Tori, she’s made an impressive namesake brand. Not a Tori Spelling fan? Think this is irrelevant because she’s my shining example? A few other great namesakes:
Gitomer, DUH! A branding king, each of his books and two of his companies are titled “Jeffrey Gitomer’s…” and his other company is BuyGitomer. Creative, smart, call to action. BUY – Gitomer!
Oprah, the queen of America, uses namesake branding too. The Oprah Winfrey Show, Harpo Studios (Oprah backwards), Harpo Productions, Harpo Films, OWN (Oprah Winfrey Network), O Magazine, O at Home, Oprah and Friends.
Got it?
But Tori isn’t stopping, her next book, celebraTORI releases this coming October. You may not think she is a great actress but she is a smart businesswoman. As a hands-on business owner of several companies, an author of three best-selling books, and appearing on reality TV, she has launched herself into a sTORIland all her own.
You may think there is not much to it. WRONG! Namesake branding is a moneymaking – image creating – story land.
What about your story? Your brand? Your image? Your creative spin? Your smart marketing appeal?
Think about all of the names connected to you. First name, last name, maiden name, middle name, nickname, company name, etc. How creatively congruent have you made your company? Or better yet, why should you take the time to namesake your branding? I’m so happy you asked!
1. It’s personable. Creating a brand around your name means you're creating a brand around YOU! And what’s more personable than a person? Doing business with someone who has poured out his or her heart, soul, and passion into their work is a must! And if they use their name it’s a no-brainer. I want to do business with someone who is committed to their work, their business, their industry, and their success. What bigger commitment can you make than putting your name on it? (Putting a ring on it – but that is usually followed by some kind of name change!)
2. It’s recognizable. The easiest way to get lost in the big business shuffle is to not be recognizable to your customers. Each of your products, services, and marketing efforts must have a consistent thread woven through their name. It all starts there. If you can be creative and consistent with the name, your customers will have immediate recognition of your personal brand.
3. It’s achievable. Capitalizing on your name is the easiest thing you can do. Thanks to your parents, they gave you one; all you have to do is start using it! Be creative, be wild, be out of the box, be different, BUT be uniform. I may work for a company that is not my own – but that didn’t stop me from creating my own brand – Stephanie Melish, the Double-Tall, Non-Fat, No-Whip Sales Barista, and it’s worked! If I can make it happen, so can you.
That’s my sTORI and I’m sticking to it!
I’m Stephanie Melish, your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
Monday, March 7, 2011
Your Face Won't Lift Itself!
Let’s be honest, it was time for Gitomer to get a face-lift! His weekly e-zine, Sales Caffeine, that is. Doesn’t it look great? Fresh, clean, sharp, modern, branded. After 485 weeks of production, the look of Sales Caffeine finally matches its stellar content. Lesson learned: the package in which the material is delivered is as important as the material itself.
SO…What in your business is in need of a face-lift? Some renergized effort? A creative overhaul? Better branding?
Is it your website, business card, brochure/literature, blog, logo, title, you? There are so many channels in which we communicate with each other, prospects and customers, ALL of which reflect the image of your brand. How are you capitalizing on these opportunities?
There are three key areas that will add to what you are doing now and make it better.
First, get branded! Decide on what your brand is going to be and put it on everything. Creating a brand and sticking with it is key to making your name known and recognized by the people you do business with and more importantly the people you WANT to do business with.
Two, get fresh! Whatever you put out in the marketplace make sure it is clean, crisp, sharp, fresh, modern. I did not say trendy. Don’t mistake what’s fresh and modern for something that is trendy. The internet and social media are not going anywhere, so don’t think these are trends. Incorporate them into your fresh look. Neon colors were a trend for nail polish last year. Alert: this is a trend. So it’s safe to say, I would not have created a whole business campaign with neon colors. When attempting to freshen up your look, stay with what’s tried and true, but make it your own.
Three, get creative! This is what most people will struggle with. “I’m not creative. I don’t think that way.” To that I respond: WHATEVER! If you aren’t creative, hire someone who is. Creativity is golden in a marketplace of boring, stagnant, complacent companies. Dare to be different, right? Putting a creative spin onto your communication is the easiest way to truly engage your audience.
Branded, Fresh, Creative, Got it? Now get going! Explore your world of communication channels and open your eyes to the possibilities of a face-lift. I promise, you’ll be glad you did.
I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you, help yourself?
SO…What in your business is in need of a face-lift? Some renergized effort? A creative overhaul? Better branding?
Is it your website, business card, brochure/literature, blog, logo, title, you? There are so many channels in which we communicate with each other, prospects and customers, ALL of which reflect the image of your brand. How are you capitalizing on these opportunities?
There are three key areas that will add to what you are doing now and make it better.
First, get branded! Decide on what your brand is going to be and put it on everything. Creating a brand and sticking with it is key to making your name known and recognized by the people you do business with and more importantly the people you WANT to do business with.
Two, get fresh! Whatever you put out in the marketplace make sure it is clean, crisp, sharp, fresh, modern. I did not say trendy. Don’t mistake what’s fresh and modern for something that is trendy. The internet and social media are not going anywhere, so don’t think these are trends. Incorporate them into your fresh look. Neon colors were a trend for nail polish last year. Alert: this is a trend. So it’s safe to say, I would not have created a whole business campaign with neon colors. When attempting to freshen up your look, stay with what’s tried and true, but make it your own.
Three, get creative! This is what most people will struggle with. “I’m not creative. I don’t think that way.” To that I respond: WHATEVER! If you aren’t creative, hire someone who is. Creativity is golden in a marketplace of boring, stagnant, complacent companies. Dare to be different, right? Putting a creative spin onto your communication is the easiest way to truly engage your audience.
Branded, Fresh, Creative, Got it? Now get going! Explore your world of communication channels and open your eyes to the possibilities of a face-lift. I promise, you’ll be glad you did.
I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you, help yourself?
Wednesday, February 9, 2011
Sales and Use Tax for Sales and Marketing People
OK, for the record, I used to be in sales. I've had several careers, and I spent 12 years in sales and sales management. And I now own my own company, which counts as sales too. So I know from where I speak. I'm not just some guy from Accounting trying to make your life miserable.
Well, actually, I am trying to make your life miserable. But that's a side benefit. You see, I've never lost my accounting roots.
There are a few things that you folks need to know about sales tax. First of all, it's a SALES tax. Doesn't that sound like something you that you should be familiar with?
This project is going to take more than one article to cover, so I'm going to start with the most important points, and then add links to additional articles as they get written. I'm sure your accounting people will forward you the link whenever an article pops up. In the meantime, you can subscribe to this blog (see the box on the right at the top of the column) or you can follow me on Twitter. I actually post other stuff besides sales tax on Twitter. Like Dilbert.
Here are the first two points, and they're closely related.
If you have offices, warehouses, property or even people in a state, then you may have to start collecting taxes on stuff you sell and ship there. Even if your people don't live in that state, or maintain an office in that state, you may have "nexus" in that state. You may be required to charge that state's tax on what you deliver there, and follow their rules on what's taxable and not taxable.
This may be disappointing for you because one of the major reasons you're making sales in that state is simply because you always thought you didn't have to charge tax. Bummer. Now you do. You're going to have to start working harder.
Which brings up another problem. What you think is taxable or exempt isn't the way it is there. Every state taxes things differently. For example, let's say you sell computer equipment and you're based in Chicago. You send your sales people and installers up to Wisconsin on a frequent basis, but you don't maintain an office there. That is, unless you consider the passenger seat of your sales rep's car to be her office.
You now have nexus in Wisconsin. Which means that everything you deliver in Wisconsin needs to have Wisconsin tax imposed.
But wait, there's more (salespeople love that term, don't they?).
You know all that service and installation work you do in Wisconsin? You should be charging Wisconsin tax on that too! Wait a minute! You're thinking that repair labor charges and installation charges aren't taxable. They aren't. In Illinois. But you're in Wisconsin now, bub. And they are taxable there. See what I mean about it being different there?
So to recap: you can make your company subject to the jurisdiction of another state by having facilities, people or property in the state. In other words, a physical presence in that state. When this happens, you have nexus in that state. And then you have to collect that state's tax and follow their rules, which are probably completely different from the rules in your state.
Here's another example, then I'll send you on your way.
In most states, contractors pay sales tax on the building materials that go into the job. This is the case in New Jersey. But New Jersey has a "flow-through" exemption. This means that if they're doing a project for a non-profit organization or a government agency, the construction contractor can get an exemption for the sales tax on the materials for that particular job.
But Pennsylvania doesn't have a "flow-through" exemption. And many contractors from New Jersey get jobs in Pennsylvania. And they bid on the jobs assuming that there is a flow-through exemption. They didn't know it's different there. Then they start having materials delivered to the job site in Pennsylvania and discover that it's all taxable! And they have now underbid the job. I hear about this every time I do a seminar in New Jersey. Contractors are getting burned on this all of the time.
Always remember, it's different there.
Ok, you can now go back to making sales. But stay tuned. There will be more articles written just for you (and anyone else who finds them useful)
The Sales Tax Guy
http://salestaxguy.blogspot.com
See the disclaimer - this is for education only. Research these issues thoroughly before making decisions. Remember: there are details we haven't discussed, and every state is different. Here's more information
Get these articles in your inbox - subscribe at http://salestaxguy.blogspot.com
Don't forget our upcoming seminars and webinars.
http://www.salestax-usetax.com/
Picture note: the image above is hosted on Flickr. If you'd like to see more, click on the photo.
Thursday, February 3, 2011
Would you like an on-site seminar? Right now!
Interested in having more than four or five people trained?
Interested in having your people have a more interactive seminar experience?
Then you just might want to have us come to your business and do an on-site, customized seminar for you.
We've reduced our pricing, and included more in that price to make on-sites more attractive. Our fee is only $1200 and that includes customization to your state with a little extra adding and deleting as well. You can't beat that (really, I don't think you can beat that). Travel is extra, of course, but if you're within 8 hours of Chicago, you can even reduce that cost.
Maybe you don't have enough people in your company, but know of another organization in the area that could use some training? If a few companies want to join together to bring us out, we're thrilled.
So make some calls, run the numbers, and bring us out. We'd love to hear from you. Please contact us at jfrazier@gadwall.com or 630-406-5861.
The Sales Tax Guy
http://salestaxguy.blogspot.com
Don't forget our upcoming seminars and webinars.
http://www.salestax-usetax.com/
Picture note: the image above is hosted on Flickr. If you'd like to see more, click on the photo.
Monday, January 31, 2011
FAQ: What if I underpay my taxes?
This question came in over the weekend and I just answered it. I've sanitized it, because it's worth mentioning to those of you who are relatively uninformed about this:
Found your Sales Tax Guy blog while doing some research. I'm hoping you can answer a question for me.
I own a small retail store in New Jersey. I recently discovered that my now former accountant was underpaying the amount of sales tax I owe. We collect the correct amount (8.75%) but it looks like we have been sending about 7.75% to the state every month for the last three years!
Should I just forget about the past shortages (we're paying the correct amount now) and hope that the state doesn't discover the error? How could the state discover the error anyway unless I brought it to their attention?
Doreen, of all of the possible mistakes that you can make, this is dang near the top of the "really bad" list. Have a look these articles.
You need to get professional help from someone who knows their way around sales and use tax. It'll be expensive but not as expensive as the price you'll pay if you ignore this. And New Jersey is broke, so they're even more aggressive about finding unpaid taxes.
They'll find you. It's called a "sales tax audit." And this particularly problem is one they'll probably find in the first hour or so of the audit. Snap.
Find some help.
Jim
This also brings up an issue I've talked about before. While your accountant may be highly knowledgeable at income taxes, there's a good chance that he or she knows virtually nothing about sales and use taxes. But the eventual responsibility will rest with you. So make sure that whoever you take advice from on this topic actually knows something about it. And make sure they're doing it right.
Jim
The Sales Tax Guy
http://salestaxguy.blogspot.com
See the disclaimer - this is for education only. Research these issues thoroughly before making decisions. Remember: there are details we haven't discussed, and every state is different. Here's more information
Get these articles in your inbox - subscribe at http://salestaxguy.blogspot.com
Don't forget our upcoming seminars and webinars.
http://www.salestax-usetax.com/
Found your Sales Tax Guy blog while doing some research. I'm hoping you can answer a question for me.
I own a small retail store in New Jersey. I recently discovered that my now former accountant was underpaying the amount of sales tax I owe. We collect the correct amount (8.75%) but it looks like we have been sending about 7.75% to the state every month for the last three years!
Should I just forget about the past shortages (we're paying the correct amount now) and hope that the state doesn't discover the error? How could the state discover the error anyway unless I brought it to their attention?
Doreen, of all of the possible mistakes that you can make, this is dang near the top of the "really bad" list. Have a look these articles.
You need to get professional help from someone who knows their way around sales and use tax. It'll be expensive but not as expensive as the price you'll pay if you ignore this. And New Jersey is broke, so they're even more aggressive about finding unpaid taxes.
They'll find you. It's called a "sales tax audit." And this particularly problem is one they'll probably find in the first hour or so of the audit. Snap.
Find some help.
Jim
This also brings up an issue I've talked about before. While your accountant may be highly knowledgeable at income taxes, there's a good chance that he or she knows virtually nothing about sales and use taxes. But the eventual responsibility will rest with you. So make sure that whoever you take advice from on this topic actually knows something about it. And make sure they're doing it right.
Jim
The Sales Tax Guy
http://salestaxguy.blogspot.com
See the disclaimer - this is for education only. Research these issues thoroughly before making decisions. Remember: there are details we haven't discussed, and every state is different. Here's more information
Get these articles in your inbox - subscribe at http://salestaxguy.blogspot.com
Don't forget our upcoming seminars and webinars.
http://www.salestax-usetax.com/
Tuesday, January 18, 2011
Illustrations and Parables: Don't overcharge the tax.
This article is based on a recent story about a retailer who kinda screwed things up. I’m not going to identify them, or give you a link to the original story because I’m going to severely mock them and I don’t need no trouble with no lawyers. Consider this fiction “inspired” by actual events.1. The store has been overcharging their customers for nine months by 1 percentage point. The correct rate was 7% and the store was charging 8%. No mockery here…this stuff happens.
2. This is not just one store. There are several other stores in the chain. So I’d assume they have competent accounting folks. This, as it turns out, is a big assumption.
3. The extra money wasn’t paid to the state. The error was at the cash register, but they were remitting tax to the state at the correct rate. So they were holding on to all that overcharged tax. The owner wasn’t sure how much was over-collected, but estimated it was a couple of thousand dollars. Wasn’t sure? Does he have accountants, or monkeys with pencils?
4. A customer finally noticed the error (after nine months) and called the store. The assistant manager said there was no error, because the store was in a special taxing district; and that’s why the rate was a point higher than expected.
5. The customer then called the city and found out there was no special taxing district. In other words, the assistant manager was, er…wrong. What a surprise.
6. The customer then called the store again and was told, again, that the store had not made a mistake. Amazing how much trouble those assistant managers can get you in. They’re OK for checking restrooms and time cards, but you really should never let them near the phone. And if a customer calls about the same issue twice, maybe the problem should get escalated. I’ve never done much customer service training, but that seems like an obvious idea.
7. The customer called the local newspaper and they called the store. This time the assistant manager awoke from his stupor and got the owner involved. Within an hour, the owner called the paper, admitted they had made a mistake, had reprogrammed the cash registers, and was pretty embarrassed about it. He guessed that the mistake was when the last rate change had occurred (which makes sense). Amazing what a call to the local media will do.
8. The customer (and me for that matter) can’t understand why it took nine months for anyone to notice this. It seems like there was a general ledger account that had a whole lot of extra cash sitting in it. Heck, I wasn’t the world’s most detailed-oriented controller, but even I would notice that.
9. The owner said he’d issue refunds to anyone with receipts (who keeps those for very long?) or who is signed up for the store’s rewards program, which tracks purchases. But the rest of their customers…there shall be no refunds for them.
10. The owner then said he’d donate the remainder to charity. But the state said, “Not so fast, buckaroo.” The law (which is pretty typical in most states) says that, if too much tax is collected, it must be turned over to the state. The state did say that they’ll refund him the money after he refunds it to the customers; if he provides proper documentation. But the state gets the money first, and the excess stays with the state. Here’s a tip for the owner…before you start babbling to the media about a topic (sales tax) for which you obviously don’t have a clue, you might want to do some research. Or call those people with the letters after the end of their names.
OK, enough with the mockery. Here are three pieces of advice for those of you who collect sales and use tax from your customers. And these will be getting added to our best practices webinar as well.
1. Balance!
Every month, someone in accounting should be reconciling the amount of taxes you collect to the amount of taxes you pay. This should be one, relatively easy part of the normal sales tax return preparation. Unless you’re really sloppy, I can’t imagine that this would take more than a few minutes.
There, was that hard? But doing this will avoid these kinds of embarrassing and tough to solve mistakes that will really tick off your customers. And you’ll avoid the press calling your boss. We don’t want that.
2. Double check when the rates change!
Whenever there is a rate change, expect that this kind of thing will happen. So check your sales for the first few days or weeks to make sure that every system (or sales person’s price list, manual, etc.) has been updated with the correct rate change. If you overcollect the tax, refund it immediately. Usually if you do it within the same month, the state doesn’t care.
3. Escalate tax issues quickly
Don’t let non-financial personnel make decisions or talk to customers about sales and use tax. They really don’t know what they’re talking about. And you probably want to get a sales tax pro involved quickly.
Remember, this is not an uncommon occurrence. Don’t let it happen to you.
The Sales Tax Guy
http://salestaxguy.blogspot.com
See the disclaimer - this is for education only. Research these issues thoroughly before making decisions. Remember: there are details we haven't discussed, and every state is different. Here's more information
Get these articles in your inbox - subscribe at http://salestaxguy.blogspot.com
Don't forget our upcoming seminars and webinars.
http://www.salestax-usetax.com/
Picture note: the image above (I’m thinking that’s the assistant manager) is hosted on Flickr. If you'd like to see more, click on the photo.
Nameless Branding
Starbucks is dropping the Starbucks. As the only Double-Tall, Non-Fat, No-Whip Sales Barista, I couldn’t pass the opportunity to write about this iconic shift in this company’s branding efforts.
Starbucks released that they have performed a face-lift on their logo and dropped the printed "Starbucks Coffee." GASP! I couldn’t believe it. I thought, "Please don’t change the green color too!" I was relieved to find out that they won’t revert back to the 70’s brown. I mean, green is the new black and it’s staying.
The news of the new Starbucks logo is huge. This is recognition that you have hit the brand jackpot. This is the status. This is where your logo becomes bigger than your name. Your brand has arrived when you can go nameless.
So, are you nameless? Probably not. I’m not - or at least not yet. But isn’t that the ultimate goal of branding? To have an image so prominent that you need no name, need no introduction - only a logo. A golden arch, an apple, or a swoosh.
What are you currently doing to promote your brand? What are you doing to elevate to a level where everyone knows who you are without a name?
Maybe you should try doing what Starbucks has mastered. There are two major factors that have catapulted Starbucks to the nameless level:
1. Be Most Visible. Branding is equivalent to visibility. Starbucks is so visible that they are the butt of many jokes. (Have you seen Shrek 2?) The more someone sees your brand, the more known it becomes. Make yourself or your company (preferably both) seen more than any of your competitors. Brand everything! Put out a consistent image on your emails, website, pens, paper, thank you notes, etc. Also, put your brand out in the community. Sponsor local charity events or networking sessions. Your brand is born when you are seen and scene.
2. Be Consistent. In my opinion, this is the most important aspect of branding. Offering a consistent experience and message to your customers, fans, and even haters builds the blocks of branding. Understanding that no matter how your customers find you, WHAT they find will be the same. Storefront = website = blog = Twitter = Facebook = advertisements = commercials = SAME brand!
Through visibility and consistency, a nameless brand can be built. I’m keeping my name and my title for now, but I’m working toward the day when I’ll have a nameless brand. When will you start building yours?
Want to see the evolution of the nameless Starbucks logo? Find it on my Facebook page.
I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Starbucks released that they have performed a face-lift on their logo and dropped the printed "Starbucks Coffee." GASP! I couldn’t believe it. I thought, "Please don’t change the green color too!" I was relieved to find out that they won’t revert back to the 70’s brown. I mean, green is the new black and it’s staying.
The news of the new Starbucks logo is huge. This is recognition that you have hit the brand jackpot. This is the status. This is where your logo becomes bigger than your name. Your brand has arrived when you can go nameless.
So, are you nameless? Probably not. I’m not - or at least not yet. But isn’t that the ultimate goal of branding? To have an image so prominent that you need no name, need no introduction - only a logo. A golden arch, an apple, or a swoosh.
What are you currently doing to promote your brand? What are you doing to elevate to a level where everyone knows who you are without a name?
Maybe you should try doing what Starbucks has mastered. There are two major factors that have catapulted Starbucks to the nameless level:
1. Be Most Visible. Branding is equivalent to visibility. Starbucks is so visible that they are the butt of many jokes. (Have you seen Shrek 2?) The more someone sees your brand, the more known it becomes. Make yourself or your company (preferably both) seen more than any of your competitors. Brand everything! Put out a consistent image on your emails, website, pens, paper, thank you notes, etc. Also, put your brand out in the community. Sponsor local charity events or networking sessions. Your brand is born when you are seen and scene.
2. Be Consistent. In my opinion, this is the most important aspect of branding. Offering a consistent experience and message to your customers, fans, and even haters builds the blocks of branding. Understanding that no matter how your customers find you, WHAT they find will be the same. Storefront = website = blog = Twitter = Facebook = advertisements = commercials = SAME brand!
Through visibility and consistency, a nameless brand can be built. I’m keeping my name and my title for now, but I’m working toward the day when I’ll have a nameless brand. When will you start building yours?
Want to see the evolution of the nameless Starbucks logo? Find it on my Facebook page.
I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Tuesday, January 11, 2011
New Year, New Hope
10..9..8..7..6..5...
Most of us listened to the countdown as the New Year dawned. And if you are like me, your mind wandered to resolutions for the coming year, after the midnight kiss of course! What would I resolve to change in my life? What would I strive to be better at? Then a new thought. What is it about the beginning of the calendar year that makes people want to change? Tradition? Maybe. Peer Pressure? Possibly. Hope? Definitely! The hope that with the turning of the year you have the power to turn your life. Hope is powerful and it's available year round. So this year, I resolve, above all else, to know that each day brings new hope and with new hope change can occur. I hope you'll join me to make the resolution to change whatever you want whenever you want, don't wait till the new year. The time and hope is always now.
Most of us listened to the countdown as the New Year dawned. And if you are like me, your mind wandered to resolutions for the coming year, after the midnight kiss of course! What would I resolve to change in my life? What would I strive to be better at? Then a new thought. What is it about the beginning of the calendar year that makes people want to change? Tradition? Maybe. Peer Pressure? Possibly. Hope? Definitely! The hope that with the turning of the year you have the power to turn your life. Hope is powerful and it's available year round. So this year, I resolve, above all else, to know that each day brings new hope and with new hope change can occur. I hope you'll join me to make the resolution to change whatever you want whenever you want, don't wait till the new year. The time and hope is always now.
Thursday, January 6, 2011
Sales and Use Tax Links
Streamlined sales tax effort stalls, for now
Written from Arkansas' perspective, but a worthy commentary on the current state of affairs. thecitywire.com
Seven questions you should ask before choosing the right returns outsourcing provider.
I'm not sure all of these questions should be actually asked of your sales tax vendor, but they should be investigated nevertheless. cpa2biz.com
Wisconsin Wants You To Have Your Cake and Pay Tax on It Too
They changed the rules about ice cream cakes. Oh the horror. sabrix.com
Is Vermont's Sales Tax Driving Shoppers Accross The Border?
In the category of "duh", a study has concluded that New Hampshire's lack of a sales tax is stealing business from Vermont. sabrix.com
Medical-marijuana sales tax nets $2.2 million for Colorado this year
Cool, man. What's really hilarious though is that, every time I Tweet an article on this, I pick up a couple of legalize-marijuana followers. Do they even look at the rest of the tweets I've posted. Oh. Wait. Or, to give them the benefit of the doubt, I guess they could be into sales tax. denverpostcom
Largest Sales and Use Tax Delinquencies in California
California lists businesses who owe over $100,000. Amazing how many car dealers are on the list. Hmmmm. boe.ca.gov
How to Survive a Sales Tax Audit
1. Allow lots of time. This is gonna take a while
2. Keep good records. Too late now.
3. Be prepared to appeal. Don't take the auditor's word for it.
speedtax.com
January Sales and Use Tax Rate Changes
sabrixcom
City contract for private sales tax auditors in final stages (Oklahoma)
I'm bothered by the payment plan - it sounds like it's results-based. Not a good thing. tulsaworldcom
States Eye Digital Property as Source of Additional Revenues
Nice, short article on the topic. bnataxcom
Reverse Audit Reveals Georgia Owes $1 Million
If you haven't considered a reverse audit, maybe you should. It worked for the City of Augusta. avalaracom
Mississippi Introduces Click Through Nexus Bill sabrixcom
Illinois moves to tax online purchases internetretailer.com
The Bad Math of the 'Amazon Tax' chicagoist.com
Sigh. Nothing convinces me more of the collective low IQ's of state legislators like their continuing attempts at this.
This is just the best of the links I send out via Twitter on an almost daily basis. You can get them faster by subscribing to my Twitter feed. You will get more than sales tax links though. Just warning you.
The Sales Tax Guy
http://salestaxguy.blogspot.com
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Felony Watch: Sales and Use Taxes
Car repair shop didn't pay the 264,753 they collected. sabrix.com
Whopping $1.4 Billion Owed to California
This is money that sellers owe for taxes they've already collected. That is an awful lot of fraud going on. Sabrix.com
South Fort Myers pair charged in sales tax fraud ring
Convenience stores this time. Apparently, not only did they allegedly under-report their taxes, but collected taxes on sales that were exempt. naplesnews.com
Body-shop owner gets jail for sales-tax avoidance seattletimes.com
12 Tenn. county businesses charged with tax fraud
Total liabilty over $160,000. Convenience stores...check. Restaurants...check. businessweek.com
Indiana's Crackdown on Sales Tax Evaders Nets Some Very Lucky Dogs
Puppy mill failed to pay $311,000 in taxes. They got shut down and the dogs got much nicer homes. sabrix.com
New Program Matches Tax Evader with the Jail of His Dreams
Bar owner failed to pay $470,000 in taxes. The liability is now $1,300,000. avalara.com
NY restaurateur's sentence: Deliver pizza to poor
It's the typical restaurant scenario - charged his customers tax, but didn't pay it. He has to repay the taxes, plus provide a LOT of pie to the less fortunate. ibtimes.com google.com
You can get these links faster by subscribing to my Twitter feed. You will get more than sales tax links though. Just warning you.
The Sales Tax Guy
http://salestaxguy.blogspot.com
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Don't forget our upcoming seminars and webinars.
http://www.salestax-usetax.com/
Picture note: the image above is hosted on Flickr. If you'd like to see more, click on the photo.
Tuesday, January 4, 2011
Things that will get you in the worst trouble
I've talked about many of these particular issues, over the years. So I thought I'd compile a master article so that you can, at a glance, see if you're doing anything really, really wrong.First of all, I should define what I mean by "trouble."
1. Big assessments and big fines
2. Embarrassing assessments that, while not crippling the company, will nevertheless do bad things for your career
3. Large-scale overpayment of taxes. See item 2 regarding career impact.
1. Making sales that are taxable and you didn't know it. Do you perform taxable services? What about non line-of-business sales? Do you, for example, sell a lot of used equipment? Do you maintain a company cafeteria? You're probably selling more than just what's on the top line of your income statement. And don't even get me started about the other states you sell to. See below.
2. Related to 1 - making taxable sales in states where you have should have been collecting tax and didn’t realize it. In other words, you have nexus in a state but you don't know it. And you don't even know what are taxable sales in that state. It's a very common problem, and the states would really like to catch you.
3. In another instance of making sales you didn't know were taxable, beware of making intercorporate sales. Depending on your company, your business model, how you handle your paperwork, and the volume of the transfers, this may or may not be a problem. But you need to make sure. Of all of the assessments I've heard of, the biggest were in this category. And the only possible alternative for one taxpayer was bankruptcy.
4. Not collecting exemption certificates on your sales. This will mean more work for you when the audit hits, as well as embarrassment with the auditor, your management, and your customers. And you'll pay some taxes, interest and penalties.
5. If you buy a business, make sure you don't inherit the seller's sales tax liability. If you buy as a bulk sale, you will, unless you do it right.
6. Not accruing taxes on your taxable purchases where no taxes were collected by the seller. AP generally knows this one, but may not have food systems in place to be sure of catching all of these invoices.
7. Overpaying taxes on invoices that you thought were taxable, but weren't. More tips are in our Best Practices file.
8. Who is the person in your organization who is most knowledgeable about sales and use taxes? It's usually the controller, but it's often the AP staff. But note how many of the above problems are related to the sales and marketing departments. And how many of your sales and marketing people have any knowledge or understanding of sales and use taxes? Right. That's what I thought. Here's one example of what they can learn.
9. Relying on bad resources for answers. Calling the state is a no-no. So is believing the auditor without getting something in writing. Here are good sources of information.
10. Finally, collecting sales tax, but failing it remit it to the appropriate state. Frankly, if you’re doing this, you shouldn't bother reading this blog anymore. What’s the point? Get measured for an orange jump suit instead.
Here's a link to some horror stories that will make excellent bedtime reading.
The Sales Tax Guy
http://salestaxguy.blogspot.com
See the disclaimer - this is for education only. Research these issues thoroughly before making decisions. Remember: there are details we haven't discussed, and every state is different. Here's more information
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Don't forget our upcoming seminars and webinars.
http://www.salestax-usetax.com/
Picture note: the image above is hosted on Flickr. If you'd like to see more, click on the photo.
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