This quarter the students in my Fundamentals of Sales and Networking class are being asked to use Twitter. Why? There are many reasons but one of the more important lessons is to have students network amongst themselves outside of class. They need to build relationships and find things they share in common with one another. Already, we found out that there are several of us who enjoy music from @andrewbird.
To show the power of networking on Twitter, a call was randomly placed to one of Twitters biggest celebrities @Scobleizer. Robert picked up right away as he posts his phone number for anyone on his blog.
In order to get the students to buy in even more to the power of Twitter, we needed the insight from an expert. Several questions were prepared before calling with insight into his thoughts since we follow his blog. Below is a sample of our conversation:
Q: If you were a student, how would you use twitter?
A: Students can really benefit from using twitter for spreading word about events they are hosting around campus. For example, Scott Beale from @laughingsquid hosted a secret party at South by SouthWest by having folks follow @bit32. The invite was sent out at 3pm and by 6pm they had over 1,000 people attend.
You could also use twitter for study sessions. Students needing help in chemistry could post a tweet looking for anyone in the library studying chemistry.
Q: You are big on filters. Should students move away from Facebook and more towards Friendfeed to set up filters?
A: Facebook is more private where Friendfeed and Twitter are public. Filtering will be something to watch change on Facebook as right now it is not offered. By filtering, you will choose everything in the future based upon your filters. For example, I chose a doctor recently based on several reviews at Yelp. Funny thing is the doctor did not even know about Yelp.
Q: How has online networking lead to offline networking?
A: There are so many examples but here are a few. The doctor is an excellent example. Car companies are on Twitter and if you post any questions you are more than likely to get a response from one of them like Honda or Toyota. Replies lead to sales as it is hard to ignore when people take the time to get back to you. Another example is Tres Generations sent several influencers a bottle of tequila. What will we do? Not only enjoy the tequila but talk about it to our followers.
Selling: Even in the ER
Last night my daughter was playing with her cousins and she fell from her bed. She had all the signs of concussion: tired, lethargic and vomiting. It was pretty easy to diagnose when a two year old asks to go to bed early. That NEVER happens.
We decided all the signs were indicating we should take her to the Emergency Room (ER). After talking with a sister, we were informed that a CAT scan is a must to ensure no bleeding or swelling is taking place.
How this all relates to selling is quite obvious. Arriving at the ER it was clear that it was going to be a long wait as the waiting room was packed. The first step in selling yourself is to the nurse who you check in with at the ER. After breathing issues, head injuries are second on the priority list. How did we find this out? We asked.
We asked because we were selling the nurse on the severity of my daughters injury. If not, then you are put at the bottom of the list and wait. Once brought in to see the doctor, you have to sell the severity again. At first, the doctor was hesitant to provide a CAT scan. The sales cap was thrown on again and we had to sell the doctor on the severity of the injury.
After much deliberation, the doctor finally agreed and the CAT scan was approved. Luckily, for all of us, the results showed no swelling or bleeding. A concussion was the diagnosis.
Remember, no matter where you are you need to sell and advocate for yourself unless you like waiting and being on the bottom of a priority list.
We decided all the signs were indicating we should take her to the Emergency Room (ER). After talking with a sister, we were informed that a CAT scan is a must to ensure no bleeding or swelling is taking place.
How this all relates to selling is quite obvious. Arriving at the ER it was clear that it was going to be a long wait as the waiting room was packed. The first step in selling yourself is to the nurse who you check in with at the ER. After breathing issues, head injuries are second on the priority list. How did we find this out? We asked.
We asked because we were selling the nurse on the severity of my daughters injury. If not, then you are put at the bottom of the list and wait. Once brought in to see the doctor, you have to sell the severity again. At first, the doctor was hesitant to provide a CAT scan. The sales cap was thrown on again and we had to sell the doctor on the severity of the injury.
After much deliberation, the doctor finally agreed and the CAT scan was approved. Luckily, for all of us, the results showed no swelling or bleeding. A concussion was the diagnosis.
Remember, no matter where you are you need to sell and advocate for yourself unless you like waiting and being on the bottom of a priority list.
Selling: Closing
Had two phone calls today from two different candidates that are on their second and third interviews within the same company.
The best advice that can be given to them is to CLOSE the interviewer. Too many times individuals wrap up interviews by asking a couple of questions. Also, candidates dance around the subject of asking what the next steps will be for this process.
Candidates that really stick out to the interviewer are ones that CLOSE the interview. Tell them you want the position and how excited you are to get started ie. assumptive close.
Here is an example: I really want to thank you for taking the time these last weeks to introduce me to your team. There is a lot of promise here at XYZ company and I want to be part of it. As we have discussed, my experience and educational background have prepared me for this position and meet all your requirements. What is the next step and when can I look to hear from you?
Those who do not CLOSE an interview are not leaving a lasting impression with the interviewer. Always Be Closing!
The best advice that can be given to them is to CLOSE the interviewer. Too many times individuals wrap up interviews by asking a couple of questions. Also, candidates dance around the subject of asking what the next steps will be for this process.
Candidates that really stick out to the interviewer are ones that CLOSE the interview. Tell them you want the position and how excited you are to get started ie. assumptive close.
Here is an example: I really want to thank you for taking the time these last weeks to introduce me to your team. There is a lot of promise here at XYZ company and I want to be part of it. As we have discussed, my experience and educational background have prepared me for this position and meet all your requirements. What is the next step and when can I look to hear from you?
Those who do not CLOSE an interview are not leaving a lasting impression with the interviewer. Always Be Closing!
Selling: Internal Selling
This week had me presenting at Second City to the Chicago Chapter of the American Marketing Association (AMA). It was really an interesting twist that the AMA put to the event. They had myself represent sales and two other individuals on the panel that represented finance and marketing.
Myself and the two other panelist were given a case study on Vintners Winery. We had 10 minutes to argue what we needed for our respective departments. The goal of the event was to show you finance, marketing and sales all have different agendas. Although we do have different agendas and needs, it was evident by the end of the night that we needed to come to a common ground that we could all agree upon.
Selling to potential clients is only half of the job. The other half is selling yourself and department internally. At the end of the night, myself and the two other individuals agreed that we probably could work together. It was evident we all sold ourselves well to each other. Think about how you could do a better job selling yourself internally within your organization.
Myself and the two other panelist were given a case study on Vintners Winery. We had 10 minutes to argue what we needed for our respective departments. The goal of the event was to show you finance, marketing and sales all have different agendas. Although we do have different agendas and needs, it was evident by the end of the night that we needed to come to a common ground that we could all agree upon.
Selling to potential clients is only half of the job. The other half is selling yourself and department internally. At the end of the night, myself and the two other individuals agreed that we probably could work together. It was evident we all sold ourselves well to each other. Think about how you could do a better job selling yourself internally within your organization.
Selling: Inform and Educate
People do not want to be sold something. Think about the last time you went shopping and a sales person approached you. You get a weird feeling that you are going to be pushed something you do not need. Now, recall a time a waiter suggested pairing a wine or appetizer with your meal. Both are cases of being sold yet the waiter takes the approach of informing and educating.
My two meetings in LA this week included no use of a fancy powerpoint presentation. Rather, both meetings were spent with the client on informing and educating them on the marketplace and my products. This only occurred after asking them a series of questions to find out what is happening in their universe.
The next time you have a presentation spend more time researching than putting together a powerpoint. You will be amazed at the quality of conversation once you focus around informing and educating.
My two meetings in LA this week included no use of a fancy powerpoint presentation. Rather, both meetings were spent with the client on informing and educating them on the marketplace and my products. This only occurred after asking them a series of questions to find out what is happening in their universe.
The next time you have a presentation spend more time researching than putting together a powerpoint. You will be amazed at the quality of conversation once you focus around informing and educating.
Interviewing: Determination
Yes, the economy is not helping out in regards to finding jobs. In fact, it can become rather discouraging applying to jobs and never hearing back from companies.
This morning had coffee with an individual whose company provides sales outsourcing: Acquirent. We were talking about the economy and he mentioned that the economy is making hiring difficult but that there are companies out there hiring.
Your goal in finding a job is to have determination. Do not get discouraged and keep pushing the envelope. Treat your job search as a full time job and dedicated 8-10 hours a day looking for a job.
In case you need some more motivation, read the TRUE story below about a hockey team that won NO GAMES during the regular season. They did not give up and wound up, through sheer determination, winning their tournament.
GOLD MITES TEACH US A LESSON ABOUT DETERMINATION
You can't make this stuff up....
The Redwings Gold Mites did not have a single win all season except for their very first practice game in the early fall. That was the case until this past weekend's Chicago Shootout Tournament at the Center Ice of DuPage in Glen Ellyn.
The Gold Mites' first game was against the St. Louis Rockets and the score finished 5-2 Rockets. Redwings goals were by Ceci Bresch and Colby Osterhues.Game 2 was against the Glen Ellyn Admirals and the score was 1-0 with Colby Osterhues scoring the only goal, and what a goal it was – top shelf on a wrist shot. Third game was against the Glen Ellyn Admirals – the winner of this game advanced to the championship game. Ceci Bresch scored 2 goals and Daniel Parisi scored 1 goal to lead us to a 3-1 victory!
The championship game was another contest against the Rockets. It was a come from behind victory in overtime – 1 minute and 43 seconds into overtime. Colby Osterhues had a goal and also assisted on the winning goal by Ceci Bresch. The Redwings Gold Mites finished as champs! Awesome!
All the kids played their hearts out, they really came together and played great as a team. It was a weekend that they will all remember for a very long time! Never quit trying. Never give up.
This morning had coffee with an individual whose company provides sales outsourcing: Acquirent. We were talking about the economy and he mentioned that the economy is making hiring difficult but that there are companies out there hiring.
Your goal in finding a job is to have determination. Do not get discouraged and keep pushing the envelope. Treat your job search as a full time job and dedicated 8-10 hours a day looking for a job.
In case you need some more motivation, read the TRUE story below about a hockey team that won NO GAMES during the regular season. They did not give up and wound up, through sheer determination, winning their tournament.
GOLD MITES TEACH US A LESSON ABOUT DETERMINATION
You can't make this stuff up....
The Redwings Gold Mites did not have a single win all season except for their very first practice game in the early fall. That was the case until this past weekend's Chicago Shootout Tournament at the Center Ice of DuPage in Glen Ellyn.
The Gold Mites' first game was against the St. Louis Rockets and the score finished 5-2 Rockets. Redwings goals were by Ceci Bresch and Colby Osterhues.Game 2 was against the Glen Ellyn Admirals and the score was 1-0 with Colby Osterhues scoring the only goal, and what a goal it was – top shelf on a wrist shot. Third game was against the Glen Ellyn Admirals – the winner of this game advanced to the championship game. Ceci Bresch scored 2 goals and Daniel Parisi scored 1 goal to lead us to a 3-1 victory!
The championship game was another contest against the Rockets. It was a come from behind victory in overtime – 1 minute and 43 seconds into overtime. Colby Osterhues had a goal and also assisted on the winning goal by Ceci Bresch. The Redwings Gold Mites finished as champs! Awesome!
All the kids played their hearts out, they really came together and played great as a team. It was a weekend that they will all remember for a very long time! Never quit trying. Never give up.
Selling: What Is In It For Me (WIIFM)?
Whether you are selling yourself on an interview or to a friend/parent/spouse, always keep one rule in place: It is not about you, it is about them.
The one way you can do so is by remember the acronym WIIFM: What's In It For Me. The "me" does not stand for you but rather the other person. Any time you talk to someone, subconsciously they are thinking about what is really in it for themselves.
Communicating a value for the other person will certainly answer their WIIFM. Make sure to always be thinking about the other side and being able to answer their WIIFM. Your every day dealing with others will be much more manageable.
The one way you can do so is by remember the acronym WIIFM: What's In It For Me. The "me" does not stand for you but rather the other person. Any time you talk to someone, subconsciously they are thinking about what is really in it for themselves.
Communicating a value for the other person will certainly answer their WIIFM. Make sure to always be thinking about the other side and being able to answer their WIIFM. Your every day dealing with others will be much more manageable.
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