Business

Why Does Your Message Matter?

Your message matters more than you know.  Let me give you an example from this past week.  I created two posts both with the goal of growing my newsletter.  One offered free pie from Pie Bar (Seriously, click that link and buy a pie… you won’t regret it) and the other invited people into an adventure to discover how to better engage and serve their customers.  I was blown away by the outcomes. Now the numbers you are about to read are nothing grand, but they are incredibly telling.

The pie post had under 200 views in over three days, no likes, no comments, no new subscribers.

Invitation into an adventure post had over 550 views in under 24 hours, 5 likes, 2 comments and 4 new subscribers.  What that translates into is over a 200% increase in views in under 24 hours, a 500% increase in likes, a 200% increase in comments and a 400% increase in subscribes.  Those percentages are a little hokey, but that’s why I gave you specifics up top. I hope you see the importance of this lesson. Your message matters. Give the people what they want, and don’t stop trying until you do.

Community

Pump The Breaks And Listen

I’m pretty sure it’s a universal law that we all love the sound of our own voice… I mean I know I do.  I love hearing my sweet sweet tumbra as I drone on about things I’m passionate about.  As true as this is, I also realize it is the worst thing for me to do to build relationships and really be able to share in people stories.
I have recently been challenged to shut up and listen, and I’m doing my absolute best to heed this advice.  Side story: One of my greatest fears is to have silence in a conversation. I mean I literally used to pray Proverbs 29:25 “Fearing people is a dangerous trap, but to trust in the Lord means safety” over and over again as a mantra.  I would pray that over conversations saying to myself that it is dumb to worry about silence or lack of conversation, and that I could trust that the Lord would bless our time and make it beneficial. I still deal with this fear to this day.
Back to the post:  I have had some great advice given to me that I believe will help me conquer the above mentioned fear and make me a better human being, father, husband, friend, etcetera, etcetera, etcetera.  To put the advice simply, it is to ask an intriguing question and to shut up and let the other person talk.  If I really want to go one step further, it would be to take a vow of silence for a day, or at a networking event, so I can give the other as much runway as they need to talk.  One last thing that I have started doing is bringing a little notebook and pen that I can jot down thoughts that come into my mind so I don’t have to interrupt.  Please, if we ever have the opportunity to talk, hold me to this.
A couple questions to end on.  Are you a fellow interrupter? Do you equally love the sound of your sweet sultry voice? If so, take up this challenge and start to listen more. Lean into the silence. Create better questions.  Learn to listen, actually listen, and give the other person the gift of hearing their own voice / talking about themselves and what is interesting to them.  When you give them this gift, it’s actually quite amazing how much you learn about them and figure out how you can both benefit from the relationship.
Business

Why Personal Brand Is So Important: People Buy You, Not Your Company

I have a friend who works for a large carrier and has absolutely been crushing it. Recently, she got a promotion and has already been making waves and getting stuff done. Now why is all this important? You’re about to read why.
My friend has been in the supply chain and logistics world for a bit and has built up an amazing reputation which I can personally attest to. I was thrilled when she said she was moving into a new role, yet also a little sad because it meant that she would no longer be in charge of my account. Now that she has been in this new role for a couple of months, it seems my feelings of sadness are not exclusive to me.
As we recently connected over the phone, she mentioned a few customers had requested, on pain of losing their business, that she stay as their rep. This is huge! Why, because it clearly shows that people are buying her, not her company.
You need to realize that when you are selling something, that people are buying you and not your company. Oh… and by the way, no matter who you are and what your position is you are selling something. The company’s name and reputation may get you in the door, but it certainly won’t close any deals for you or keep customers.
People are buying you and the experience you are giving them. NEVER… forget that.

Business

Don’t Ever Say Never:

You want to know why you are losing sales? It’s because you don’t think that deal is possible.  Heck, we all do it. We have that conversation, look over the details, crunch the numbers, fail time and time again and we decide that whatever it is, is just impossible to get.

The real issue, it’s that we don’t have realistic expectations of what it will take to accomplish that goal / task / ambition.  Plus, we try and push too fast in the relationship and instead of finding out their actual needs and how we can help, we just make the offer… which falls on deaf and/or angry ears.

Please, take a moment to read to this quick story because I promise it will help, even if not right now.

I just closed a deal with someone who has become a great friend over the past few years. His name is Bo Cordell and he is a freaking champion, you should get to know him.  Around three years ago he stopped by Tip Top and it was a great meeting.  He left with no business in hand, BUT he had started some key relationships with our company.  As time went on, I became the traffic manager with sole responsibility of bringing on new carriers and the needs of our company started changing.  Beyond that, we spent about a year and a half getting coffee once a month just to shoot the shit, talk shop, and get to know each other even better.

About a year ago he received a fantastic promotion, just another reason that shows how much of a #boss that he is, and he moved back to his home town.  Since then, we have had fairly regular calls, one of which further cemented our professional relationship.

After three years, we just closed a deal with his company. It never felt forced, it always felt natural, and the whole time we talked biz we grew our friendship.  I can’t wait to see how it continues to grow, especially as we are potentially starting another exciting adventure together with a few others. More details on that to come at a later date. 

Community

Stop Sending DM’s In LinkedIn:

I think a lot of people could benefit from following the advice from the title of this post: Stop sending DM’s in LinkedIn.  Most of the time people send really crappy messages just going straight for the kill and asking for the close, or as a put it in another post, the marriage proposal.

Please for the love of all things good and holy, stop furthering this issue and make sure that you don’t just send a blast of DM’s via LinkedIn or any other social media platform asking for business.  Sure, you may get a random person positively responding, but then I would also ask why were they so willing to work with a random stranger.  What we need to do is forget the ask all together and see how we can best interact with that individual.  If they are posting lots of content on LinkedIn, start interacting with them there. If they are not posting anything on that platform, see if they are engaged elsewhere and find out where they are most active.  It is the craziest thing for you to keep trying to contact someone in the same way even after the fact they haven’t responded to your first fifteen tries. 

No matter how you eventually connect with someone, don’t let the first interaction be a big ask, because your relational bank is empty is instantly overdrawn, and no one likes the feeling of being overdrawn.  Take your time, relationships don’t happen overnight, but over a lifetime.