Business

How To Get Beyond The Ghost

We are just four day’s away from the next Carrier Community Event and I am freaking pumped!
Today’s post is inspired from some answers from the attendees when it came to the question of how do you get beyond the ghost.  The ghost is referring to the person you were talking to and about to sign a deal with, but then all of a sudden they don’t respond to your text’s, call’s, emails… nothin.  Below are some of the ideas discussed, some of which I wouldn’t have thought of.  Since I have started creating this carrier community with others, these pieces of wisdom have become invaluable.
  1. Pay attention to the news surrounding their company and about items that would be of interest to them.  If their company has done something remarkable and it is being reported on, this is an easy way to mention it to them and possibly get them talking about themselves… which we all love doing.  If their company isn’t in the news and you sent a printed out copy of the article with a letter stating why you sent it, that shows that you actually know about them and their interests, and that you are not afraid to go above and beyond what others and sales do.
  2. Search job postings for their company.  You may notice that their company is about to hire someone who will be their boss, or that their position is now open.  If you see that the company is hiring a new person in logistics / supply chain, you can send a welcome note once that position is filled.
    • You should also pay attention to their LinkedIn.  That is the easiest way to see changes to someones status and to see if their company, if their company keeps up with their own LinkedIn, has new people that could help you get back in contact with “The Ghost.”
  3. Get existing clients to call prospects.  If you can’t get back in touch with your contact, see if you can get an existing client to call on your behalf.  If someone called me and was genuinely raving about the service they were receiving… I know I would be 100% more inclined to reignite those conversations and take a second and third look on what was actually offered.
  4. Take a personal visit to their office.  This is super old school, but a personal touch is always more impactful.  See if you can learn their schedule a little bit better before you go to visit because you may be able to catch them on their way back from lunch.
  5. Hold them accountable.  This is one of the more tough suggestions because you have to do it with empathy.  You have no idea what is going on in their lives, but whatever is happening shouldn’t keep them from helping out their company.  If they agreed to get back with you about a yes or a no, keep them accountable to that.
Any of these five points can be implemented over and over again, but the most important thing is to make the other customer the hero. Part of the reason they may be ghosting is because even though you may be saving them some money or solving a problem, you are positioning yourself as the hero bringing about the solution. Remember that in sales you are never the hero.  Your job in sales is to make the other individual realize that with your help, they are going to be the hero as they save their company money, solve a big issue, or help bring about positive change that the company has been needing for so long.
Getting beyond the ghost isn’t easy, but it is possible. What are ways that you are doing it with your potential customers?
Helpful Hints

Put Away Your Distractions

Whether you are on the job or behind the wheel, put away those distractions.  One of the areas I am most guilty of is having my cellphone out on top of my desk while at work.  Yes, my job requires that I have it with me almost at all times, but that doesn’t mean it needs to be in plain view.
Now I can hear some of you thinking and mumbling right now, “Well he doesn’t have my job.” “He doesn’t know all that I do and I need to see my phone at all times.”  Let me just stop you right there can call bull on that.  Most people reading this blog are not saving lives, so let me assure you that your phone doesn’t need to be in view at all times.  Even if you are saving lives, your mind needs time to rest and relax.  If it is constantly on and looking at that glorious screen, it will never be able to recharge.
When we are constantly distracted and are minds are always going, it makes it so that we are never giving anything our best.  We find ourselves tired and stressed because our minds are constantly wandering.  Oftentimes we complain that we never have enough time to complete big projects, and a huge part of that issue is that our concentration is constantly being broken up by buzzes and dings from our greatest addiction.   Once we are distracted, it takes time to get our focus back and be fully engaged.  When we are constantly being distracted and drawn away, it adds unnecessary time to our projects and puts us behind on all that we do.
Please, do yourself a favor and store your phone in a drawer on silent during those big tasks.  Keep it out of view for the bulk of the day while you are working. When are distractions are put at bay, it is amazing how much more we can get done and how we actually feel refreshed because our minds will have a moment to wander and recharge.
What are some of the tips you use to stay focused and keep the distractions at bay?
Business

Why Should You Create To-Do Lists?

Creating a to-do list is anything but a waste of time. When we actually take a moment to capture our thoughts onto paper, or into our phones, it actually creates clarity and starts to give us direction for what to do. Plus,
Since we are seemingly in a constant state of hustle and bustle, we need to be taking the time to do this.  Outside of giving back mental capacity and creating clarity, it also gives us the ability to say no to the useless, or to be able to delegate or push out what isn’t needed.
Now some of you reading this are in complete agreement with why this is important, but you have already tried this and failed miserably.  You have failed because of one key thing, your list was never top of mind and it just created more confusion. To be successful with your list there are two general rules:
  1. Keep it simple
  2. Keep it present.

You generally don’t want to have a thousand things on your list because that in and of itself creates confusion and anxiety.  A list that’s too big does the exact opposite of what it is intended to do. 

As for keeping it present, you need to create the list in a way that works best for you.  I do pen and paper. I have the list on a 3 by 5 index card that I keep in my left pocket at all times.  Every time my hand goes into my pocket. I feel it and it triggers the to do list in my mind.  If you are using a phone, try creating an alarm that goes off at certain times of the day to remind you to review it, or have the list as the lock screen on your phone.  However you decide to keep it present, this step is crucial because a forgotten to do list is a wasted list.

Remember, keep it simple and keep it present.
Business

How Capturing To-Do’s And Ideas Can Help You Accomplish More

I don’t know about you, but I am incredibly forgetful.  I can think of something I need to do or think of a “brilliant” idea and in the matter of five minutes I get completely distracted by the fact that someone brought in the most scrumptious and delectable donuts from Tip Top Donuts. 

Since I am so forgetful and I have a million ideas running around my head, I take a 3 by 5 index card and write down those to-do’s and ideas with a little checkbox next to them.  Yes yes I know, how archaic it is that I am using pen and paper when I have an iPhone in my pocket. 

You don’t have to use pen and paper, but the reason I personally do is because it does something extra for me.  Physically writing it down, instead of typing it out, adds one more thing to help me remember it.  However you capture down these to-do’s and thoughts, whether with a chisel and little stone tablet , pen and paper or a phone, make sure it is something that doesn’t add stress and that fits who you are. 

Why should you start capturing to-do’s and ideas in the  throughout the day?  Let me list a few: 

  1. It declutters the mind and allows your brain to focus on the task at hand without getting distracted.
  2. Helps you keep track of what is most important and allows you to see some quick wins you had throughout the day.
  3. Allows you to be intentional, set a plan, and accomplish more throughout the day.

This isn’t a new idea.  In fact, it is actually multiple ideas that I grabbed from a couple different folks and meshed into something that works for me.  Please, take the time to try this out over this next week.  If you like it great, if you don’t… well at least you tried something new.  I just know the positive impacts it has had for me as I have accomplished more and freed up my mind to focus on what truly matters. 

Business

Small Actions Make A Big Impact

This company that I visited does everything with excellence, and when I say everything… I mean everything.  They even care about the details so much, that their yard where they have all of their equipment looked like perfection with each truck and trailer lined up perfectly.  As some would say “There is a place for everything, and everything is in it’s place.”

Being mindful of the details didn’t just stop with the equipment in the yard.  Part of the reason I visited exactly when I did is because part of the process for them to deliver our product involves cross docking and loading trucks from various origin points.  Not only did they make this whole scenario look effortless, they made sure that as they were moving the product from one place to the next, that all the lids where on just right, that the plastic wrap didn’t look like hell, that pallets were in good shape, that the trailers were clean, and that everything looked at its best.

 

I know what I just described seems like a simple task, but it truly isn’t.  If it was, there would never be refused product for boxes looking like hell or that fell over because of a weak wrap job, or broken pallet shards all over a once clean trailer.  It’s these small actions of being mindful of ALL the details that make the biggest difference.  In talking with this company about all of this, they talked about their why behind it all.  “If the product looks nice and in place, when the doors are opened up for it to be inspected, it puts the inspector at ease and makes the process go more smoothly.  Not only that, the buyers hear about it and potentially start buying more of your product because it is consistently in great shape.  If they buy more of your product, you will need more trucks to ship it and everyone wins.”

It is a simple philosophy, but one that is truly overlooked time and time again.  It’s also a philosophy that takes humility and a heart of service to execute well.

What are the small actions that you can make within your day to day operations that will have a big impact and increase business?