Q: I am a firm believer in saying what I'll do and doing what I say. However, I do want to provide whatever support for my employees and clients when possible. What are some ways to give that impression without being unpleasant about it?
A: You are right to be cautious. Clients are smart (they hired you, didn't they?) and keenly perceptive (they got their job, didn't they?) and employees are intelligent, intuitive and have probably already dialed into your persona, so be genuine or don't bother.
Here are a few combined thoughts for clients and employees alike:
• Purposely "beat" a promised deadline (e.g., something expected next week is given to them tomorrow).
• Periodically send over helpful information and notes about things you feel will benefit them.
• Send an informal note recommending articles of particular interest to them or their business with no other "strings" attached.
• Prepare a summary report of an event you just attended and send it to them without telling them in advance that you are going to do it.
• Provide friendly, unexpected reminders/acknowledgments of key dates, events, anniversaries, birthdays, etc. Do not even consider these unless you have already talked about the event and share its significance.
The ultimate goal, is for employees and customers should always to get them to think "Wow, that was way more than I ever expected and I appreciate that." What you don't want them to think is "That's odd. I wonder why he or she did that." It has to be natural and something that occurs to you as a person, not in your role as a manager, sales person or business owner. Non-business items can many times be more appreciated than business items.
As always, please accept my wishes for a great and personally rewarding week. If I can be of assistance to you and/or your organization, please call or write and I will respond immediately!
Regards,
George F. Mancuso
Nationally recognized Retained Executive Search and Employee Retention Specialist.
10/9/10
10/2/10
What Can You Learn From Sherlock Holmes?
Q: What can Sales and Management Professionals learn from the legendary Sherlock Holmes?A: Business professionals might want to learn how to play detective! We are often asked to solve a problem, figure out what caused a failure (or success), etc. Think of yourself as that famous London-based fictional sleuth of the late 19th/early 20th centuries who was created by Sir Arthur Conan Doyle.
The next time you face a quandary, think "What would Sherlock Holmes do?"
He would:
1. Keep an open mind.
2. Employ deductive reasoning.
3. Investigate all possibilities thoroughly.
4. Look carefully at the details.
5. Look for connections, relationships, consistencies and inconsistencies.
6. Ask lots of questions.
7. Wear a disguise (OK-you might want to scratch that one!).
8. Be relentless in your pursuit of the solution.
The next time you are given a challenging question, remember to ask yourself the question, "What would Sherlock do?"
P.S. Did you know that Holmes never actually uttered that famous line "Elementary, my dear Watson" in any of Conan Doyle's four novels or 56 short stories featuring the character? Holmes does say "Elementary" in the book The Adventure of the Crooked Man, but the famous line does not appear in its entirety in any of Conan Doyle's stories. The full phrase seems to have originated in either a subsequent film or theater play (the actual source has been long debated) based on Conan Doyle's original work.
I hope your week in another outstanding one especially because we’ve just entered the 4th Quarter of 2010. Just 3 months left to accomplish all of your 2010 goals. If I can be of any assistance to you or your organization, please call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
9/26/10
What is the Secret of Recruiting More Women into our Organization?
Q: What is the Secret to Recruiting Women For Jobs Traditionally Occupied by Men? We are attempting to recruit more women for jobs as outside sales representatives with our firm. This is a position that has been predominantly occupied at our company by men. In the interest of diversity, we are eager to interest more women in these roles. Thus far, job boards and women-focused job sites have been little help. How else can we publicize these positions and reasonably assure ourselves that we will be able to recruit good candidates? (Margaret H., President; Dallas, TX)
A: Many employers recognize the advantages of forming a gender-balanced workforce. A diverse group of employees, composed of both women and men, can create a more effective, productive and cohesive organization and deliver a wide range of capabilities at multiple service levels. Recruiting women for nontraditional positions may pose challenges but can be accomplished with some creative ideas.
The first step is to analyze the position, along with your recruitment process. Review the job description and job postings. Make sure the functions and responsibilities are neutral and geared to attract to both women and men. Then, partner with the hiring department to develop clear goals to recruit more women. Make workforce diversity a corporate priority and market any prominent roles played by women in the organization.
Involve women in every step of recruitment. During the interview process, give potential women candidates the opportunity to meet women in the organization who can share their views and experiences.
Blend traditional and new recruitment methods. Continue to advertise on gender-specific job boards and to search posted resumes, and use online career centers to attract candidates from your targeted audience. Invite current women employees to accompany human resources to trade expos that attract large numbers of women. Market "women-encouraged" messaging at various events; and showcasing women in a variety of roles at all levels of the organization. You can also launch a creative "ambassador" or employee referral program, encouraging staff to recommend women candidates for your sales jobs.
Use company newsletters, press releases and your corporate Web site to profile the extraordinary work of women at your firm, including promotions and other success stories. Partner with educational institutions, trade associations, women-focused organizations and bloggers to identify potential women candidates.
Streamline recruitment by moving the application process online. Resumes of people that match the job criteria can be quickly identified through algorithms that help you select the most qualified candidates.
Implementing these strategies will help your company fill the roles traditionally dominated by men and cultivate a more diverse and representative workforce. Women are out there and eager to work, especially for organizations that support and reward their efforts.
Please accept my wish for your week to be an outstanding one. If I can help your organization or you personally, please write or call and I will respond immediately.
Regards,
George F. Mancuso
9/18/10
Does your intrepidity (fearlessness) shine through every day?
Q: Does your intrepidity shine through?
A: One of my all time favorite movies was the Hollywood Epic, The Magnificent Seven staring Yul Brenner and a fabulous cast in a great western. It was true (in this movie) that the Magnificent Seven were very willing and able to fight tirelessly for a cause. But in this case, their intentions were to create an ideal situation without bloodshed. A situation that included giving the villagers the inner and morale strength to stand up for themselves and send the bad guys a message that this village just might not be a push over to their nefarious ways.When it comes to sales or managing a business, if your inner person is “right” then your confidence, knowledge and fearless level will shine through in the way you carry yourself and approach any given situation and/or competition. Your confidence level, when shinning through, puts people around you on notice that you are a force to be dealt with.
The solution meets the problem when you offer a “demo” whether with props or verbalization. I firmly believe when I personally am in this mode, it is a test of my ability. And failing tests in not an option for me nor should it be for you.
When you sell a service, your prospect has to visualize the service and its impact or positive results on him/her. And if a picture or even a mental image is worth a thousand words, then a live demonstration is probably worth 10,000 words because our brains act a hundred times faster on what we see than the image our imagination portrays.
My message today is that your confidence level can act as the perceived problem solver for increased productivity, providing happiness, minimizing negativity and improving lives to name just a few areas. Make the problem areas come alive, then create a sense of urgency by not only identifying the problem(s) but the effect the problem has on the other person or company.
For an example, an ordinary sales person is so interested in “the pitch” that he/she isn’t aware that the buyer has gotten accustomed to living in a pan of water that’s steadily getting warmer and warmer. A consummate sales professional has a “fire raging through his/her hair” and infects the prospect with that urgency of solving his/her problem.
Don’t try to convince the prospect with rhetorical nonsense, self centered rationale, features and benefits. Paint a picture of how hot that water is going to get and what the ultimate outcome will be if they don’t react if something isn’t done.
So here is my self evaluating question to you; “Does your intrepidity (fearlessness) shine through every day?”
As always I wish you an absolute tremendous week all good and no evil. Your questions and/or comments are always welcome here. And of course, if I can ever be of assistance to you and/or your organization, please call or write and I will respond immediately.
Regards,
George F. Mancuso, CPC
9/12/10
How Can I Be Different From Every Other Sales Professional?
Q: My Company is fairly large and well regarded and I am an experienced sales professional. What can I do to differentiate myself from thousands of other sales professionals who do similar work?
(Sandra J., VP of Sales, Athens, GA)
A: Every professional faces the same issues of differentiation, regardless of firm size, discipline, products or services. Certainly your personal reputation from prior work and, often in a large firm, the reputation of your sales partners can make a big difference.
However, people shop on rationality and buy on emotion. In the minds of a buyer of professional services, particularly the more senior they are, there is a greater likelihood of identifying with you if you come across as a peer. This means exhibiting leadership characteristics. And it’s a proven fact that professionals who are also innovators grow more rapidly than those who have a tendency to “go with the flow.”
One of the best ways leaders relate is by having relational stories to tell. Stories, more than dry recitations of capabilities that are virtually indistinguishable from others, help you emotionally connect. Great leaders can tell three stories:
1. About themselves (what you stand for, where you came from)
2. About the organization they represent (you are promoting your firm as well as yourself)
3. About how they have made/can make people feel they are part of something bigger than themselves (this can be about past clients, community organizations or missions that you and your audience have in common)
Your stories won't get you in the door - only your capabilities, experience and value will. Create the stories that define you and your commitment to professional service and you are much more likely to connect. And connecting to somebody new is truly the key. Tell [your] story and make it happen from there.
As always, please accept my wishes for a tremendous week.
Regards,
George F. Mancuso, CPC
Client Growth Consultants
(Sandra J., VP of Sales, Athens, GA)
A: Every professional faces the same issues of differentiation, regardless of firm size, discipline, products or services. Certainly your personal reputation from prior work and, often in a large firm, the reputation of your sales partners can make a big difference.
However, people shop on rationality and buy on emotion. In the minds of a buyer of professional services, particularly the more senior they are, there is a greater likelihood of identifying with you if you come across as a peer. This means exhibiting leadership characteristics. And it’s a proven fact that professionals who are also innovators grow more rapidly than those who have a tendency to “go with the flow.”
One of the best ways leaders relate is by having relational stories to tell. Stories, more than dry recitations of capabilities that are virtually indistinguishable from others, help you emotionally connect. Great leaders can tell three stories:
1. About themselves (what you stand for, where you came from)
2. About the organization they represent (you are promoting your firm as well as yourself)
3. About how they have made/can make people feel they are part of something bigger than themselves (this can be about past clients, community organizations or missions that you and your audience have in common)
Your stories won't get you in the door - only your capabilities, experience and value will. Create the stories that define you and your commitment to professional service and you are much more likely to connect. And connecting to somebody new is truly the key. Tell [your] story and make it happen from there.
As always, please accept my wishes for a tremendous week.
Regards,
George F. Mancuso, CPC
Client Growth Consultants
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