Mom's 15 Minute Rule "Never Be Late!"

From my earliest years I can remember my mother telling me to never make people wait for you, and always be 15 minutes early. To this day, whether I have an appointment, I am going to work, or meeting someone I am always about 15 minutes early. My daily work hours are from 8:30 to 5:30. There is rarely a day where I have not been at the office at least 15 minutes early. 

Why is the 15 minute rule important? It is important because you do not want to make someone wait on you! Everyone's time is valuable. When you arrive late you are implicitly telling the person you are meeting a couple of things. The first is, that they are not a priority. Try getting a job after you are late to an interview. Try keeping your job after coming in late every day. Good luck! Secondly you telling them that your time is more valuable than theirs. Not a good move when you are meeting with a potential client. When you are early you are telling the person you are meeting that you see value in them, and that your meeting with them is important to you.

Now you may ask, what can you do with all of that extra time? Great question. How about reading a good book that can help you in your line of work? Spend that time educating yourself. If you are meeting with someone why not use your fancy Android or iPhone for something other than playing a video game or chatting on Facebook with your friends? Read up on your client, or potential employer and make that 15 minutes a productive 15 minutes!

My mom's rule has helped many times over the course of my life and has played a role in making me successful. My advice is to apply mom's 15 minute rule to your life!

Keep Up With Technology To Stay In The Lead!: What We Can Learn From BMW

As Bob Dylan sings, “The times they are a changin,” and so it is true for the business world. As technology advances, the way we conduct business changes, and for many in the business world, technology is leaving them behind! In order for a business to stay competitive in today’s marketplace, it must be able to keep up with and utilize the latest technology in its products, services and the way it operates.

BMW started out in 1916 as a small manufacturer of aero-engines. In 1922 they moved into motorcycle production and in 1928 they began their journey into car manufacturing. Over the course of 85 years they grown and have now managed to move out in front and stay in the lead of car and motorcycle manufacturing with their stylish and innovative designs. They now manufacture their products at 28 sites in 13 countries on four continents! How are they managing to remain the world’s leader in the luxury car industry?

Their strategy is based upon four pillars which are: “Growth, Shaping the Future, Profitability and Access to Technologies and Customers.” For any company to remain a leader in their industry, they must grow in market share and in profitability. BMW has managed to do this by utilizing the latest technology at their disposal to improve their products, and connect with their potential clients in the luxury car market.

If you look at BMW cars over the past 85 years, there has obviously been advancements in technology, and the car industry, much like other industries must apply these advancements to their product in order to appeal to consumers. The same can be said for almost any company, whether you are selling cars, computers, software, telephone systems, or technical gadgets. Even many services are at risk of falling behind the times by avoiding new technology.

If we look at the development of BMW’s 3 series line of cars, they have been one of the most popular of their lines since 1977 when the first one rolled off of the production line. The series was launched as an advertised improvement to their 2002 series line. Over the course 37 years BMW has modified its beloved 3 series model by changing engines, body styles, interior layout, options, features, the suspension, etc. The company has managed to keep their product relevant for the times by being flexible and innovative. For example, would a 1984 BMW be competitive on the market today? The obvious answer is no. Yet many companies are trying to stay alive by selling their outdated products and using inefficient means of conducting business.

Although the BMW body styles have remained intriguing and eye catching over the years, the 1984 car would pale in overall comparison to any modern car. Can you imagine BMW trying to stay on the racing circuit with 30 year old technology? They would get hammered on the track. This same also goes for BMW marketing. If BMW did not have a well maintained website and well-connected company structure that allowed them to work efficiently and connect with potential clients, would they be the world’s leader in luxury cars? Case in point, you also have to run your business in the same fashion. If you don’t stay up with times in how your company operates and in the products and services you offer, you will not be a leader in your industry.

Here are a few points to ponder.

1. Website: Do you have an appealing, updated website for your company? Is it easy to navigate and does it compel you to act? If you look at BMW’s website, it has a clean easy to navigate interface that encourages you to explore their product models, and play with the configuration of the cars. It’s easy to make payments on it, it’s easy to navigate and find a dealer near you, and the personal portal has useful information on it. The site is also appealing to the eye with images that tend to capture your imagination, and make you want to put yourself behind the wheel of one of their cars. What about their cool tag line, “The Ultimate Driving Machine.” What is yours? Is your website outdated? How much useful information do you have on it? Does it compel your visitors to act?

2. Product Innovation: Do you offer the latest technological advances in your product market or service? Are you still offering old technology because you are comfortable with it and are afraid to change? Are you willing to take the time and make the effort to keep learning new technology to improve your product line? I have had two 328i BMWs, and the difference between my 2011 model and my 2013 model are substantial. It has a more sophisticated on board navigation package and more digital controls and apps on the user interface. The suspension has improvements and BMW now has an improved Efficient Dynamics package which reduces fuel consumption without sacrificing power. Notice how they market Efficient Dynamics: “BMW Efficient Dynamics stands for the noticeable reduction of consumption and emissions with a simultaneous increase in performance and driving pleasure. Intelligent energy management and lightweight construction as well as aerodynamics and engine efficiency measures mean sustainable mobility is already standard in every BMW.” How are clever are you in marketing your product or service?

3. Getting Connected: Are you using the latest accessible means to stay connected with your existing customers as well as increase your connections with new prospects? Are you the expert in your field who provides useful information to people, and do you use the latest social media to distribute it? Are you using the latest mobility applications to make your company, service and product more relevant? Do you give them a reason to stay connected with you? The key question is, are you to be found where your customers are looking for your product or service, and when they find you do you peak their interest?

While there are certainly more lessons to be learned from analyzing BMW’s success in the luxury car market, these few points are certainly food for thought. Are we really making an effort to learn and apply the latest and greatest technology to grow our businesses and put ourselves at the front of the pack?

Be a Leader in Today’s Competitive PBX Telecom Market!

There are many PBX companies in the telecommunications industry all competing for a limited market share. Many businesses are hanging on to their old phone system as long as they can, and those who have decided to invest in a new system are not quick to move. This equates to a much higher level of competition than ever before. What are some factors to consider when choosing a PBX product line to keep your business competitive? There are several elements to keep in mind to determine the overall value of a PBX manufacturer. Once you determine this and take on a new product, then you must also differentiate yourself on how you market your company and product.

1.       Price Point: Although only about 30% of businesses buy on price alone, having a lower price point on your equipment purchase does not necessarily have to equate to a rock bottom price to your buyer. Yes, you want to have a very competitive price point so that you can come in under your competitor. But most importantly, you want the flexibility to have the margins that you need to make a profit.

2.       Quality and Loyalty: Having the best price will not get you far if you do not offer a quality product and service. Your equipment must be reliable, and your company must also be reliable. It no longer suffices to keep your customers “happy.” You have to keep them loyal, and that means you must earn their trust. One of the most important factors is equipment quality and personal service. Keeping in touch with your customers earns you loyalty. Don’t be an ‘install it and disappear’ kind of company.

3.       Value in the Product: Overall value does not end with price. Being able to offer more features and flexibility with your PBX is extremely important. In order to differentiate yourself from the competition, you should look for a VoIP phone system that is rich in features and does not require extra licensing for every feature the customer wants. A PBX with a large standard feature set out of the box is more valuable to a potential client than one you have to keep adding licensing costs, even if the PBX is cheaper on the front end. Watch out for those back end costs. You also want a product that is easily upgradable so that when the latest features and applications are developed, you can upgrade at a reasonable cost to obtain the latest and greatest.

4.       Premise Based and Cloud Based Platforms: Since many businesses are looking at running their communications solutions in the Cloud, it is wise to find a manufacturer that can give you the best of both worlds. While premise based systems are here to stay, it is imperative to be able to offer a Cloud solution to those companies that desire it. Look for a manufacturer that offers a robust VoIP PBX as well as a Cloud based solution. Ultimately, the Cloud based solution would be one that lets you retain control and direct contact with your customer. A hosted option in which you are only a reseller for a hosted company builds up their customer base, not yours!

5.       Customer Service: No PBX can fit the value mold without support from the manufacturer. Being able to contact personnel in the US who can actually help you with your challenges is extremely important. You must also receive the proper training to install the systems and maintain them. Does the manufacturer charge for tech support and training, or do they offer it as a value in the dealer partnership?

6.       You Are The Final Differentiatior: Once you have chosen your product line, it is now up to you! You must now make the effort to personalize the PBX solution to match the desires of your potential clients. Your company must be known for its commitment to helping customers obtain an efficient and well managed communications solution. Sales is not a part time job, it’s a fulltime commitment to introducing your company to as many people as you can as many ways as you can. Utilize every avenue available to you to communicate the expertise of your company. Use manufacturer brochures, videos and testimonials to build an effective website. Remember, when you meet a potential client they are buying you first! Once they buy you, then they will consider your value offering.

Meeting the requirements of these six key elements will have you well on the way to being a leader in today’s telecommunications industry.

The Economy: A Curse and a Blessing (Utilizing Social Media)

Today's extremely competitive economy is both a curse and a blessing. For those who want to run their business on an antiquated model, a decade behind the times, it is a curse. Those who are taking advantage of new technology and learning a more personalized way of of doing business are seeing it as a blessing. The Internet and social media have changed the way we do business. We are now connected to one another in a variety of mediums which are able to communicate data in a very personalized manner. No longer do we have to fly all over the country to introduce ourselves to prospects. It no longer takes millions of dollars for a start-up company to compete against the big boys. Now you just have to be smarter, more creative, and more personable.

Every day you wait to engage in social media, you fall behind your competition. Devote an hour a day to Twitter, Blogger, Facebook, Linkedin, and YouTube. Write interesting articles that offer value to people, and create videos for YouTube so people know who you are and can identify with you on a personal level. Find ways to add value through these avenues and find ways to be creative in making new contacts with people. Remember, be personal. Tweeting out advertisements for your business all of the time is not a great way to build rapport with people. It would be like you going to a dinner party and and blabbing about your company and product all night to everyone you meet.  Once they know and like you, they will know what kind of business you have, and be willing to do business with you when the opportunity presents itself.

Sales Tip #3: How Important is Following Up? "Being a Pest, or Being the Best?"

There is a fine line between being a pest and being the best!

Did you know that the average close of a sale takes place after at least five meetings or conversations with the prospect? Most sales advisers only make one or two attempts to close a prospect. Those who do follow up more often make the mistake of guessing how long to wait before calling on the prospect again. If you persevere by continually following up with your prospects in a professional manner, you will be much more successful than those who throw in the towel after one or two attempts, or those who make their prospect cringe when they see their number show up everyday on their caller ID.

Here are a few tips that may help you in following up with your prospects. 

1. Ask permission to follow up
 Nothing disarms your prospect like asking permission to call on them again. It also allows you keep your relationship alive and lets you know that the prospect is still somewhat interested in building a relationship with you and your company. If you make a lot of phone calls to prospects, put a sticky note on your monitor, "ASK FOR FOLLOW UP"

2. Ask for a specific day and time to follow up 
Asking for a date and time takes the pressure off you as to guessing when it is appropriate to contact them. Nothing is worse than trying to guess how long to wait before calling on someone again. The line between being a pest and being the best is a fine one.

3. Have new material to share when you do follow up
Always try and have some new material available when you do follow up. This is easier said than done. We all have the tendency to spill all of our beans when we have the first opportunity to do so. We are so excited that someone is interested in speaking to us that we can exhaust everything we have at one time. Start off with an enticing introduction to get the prospect's interest, and then add more detailed material as you go.

4. Build up your relationship with each follow up
Don't be the sales guy who just talks about yourself and your product. With every follow up opportunity you have, you have an opportunity to build rapport with them.

5. Don't be afraid to ask for the sale
At the end of the day, your follow ups are not going to be of any use unless your willing to ask your prospect for their business. Although building a relationship is important, you are not calling your prospect once a week or once every few weeks to only chat about the Yankees. Don't be afraid to ask them what barriers are keeping them from doing business with you, so you can address them and hopefully close the deal! Good luck!

Sales Tip #2: Attitude Matters

In today’s economy many small businesses are doing more with less. It is not uncommon to have an employee filling two roles, that of a technician and a sales adviser for example. Coming from personal experience, it is very hard for most technicians to see themselves as “sales” advisers  It is true that there are many people in certain industries in the field of sales which have given the name “sales” a bad image. We all have experienced that used car salesman who is more concerned with moving a pile of junk off his lot, than he is concerned for the needs of his customer. We should not however let this stereotypical image ruin the image of what real salesmanship is and should be. Whether or not you are exclusively in sales or you wear two hats, attitude is of the utmost importance.

I have spoken before of the importance of building relationships with customers and filling their actual needs and wants. In other words, we need to listen, and then fill a need that we are capable of filling with our service or product. As important as this is to being a successful sales adviser  nothing can make up for a bad attitude. No one likes a sour personality, no matter how great their product or service may be. There has been much said about positive thinking, and much of it is useful. If we have a tendency to be negative, much of our outcomes in life will be negative. Negative people are generally not as successful as positive thinking people.

Part of being in sales is the reality of dealing with rejection. Surveys regularly confirm that there are two top fears that all people have. The top fear is death, and the second is fear of rejection. They say that 75% of sales people fold in the first 90 days because they simply cannot deal with rejection. If they do make it through the first 90 days many develop a negative attitude towards selling, and their sales numbers are poor. Rejection often paralyzes them from making sales calls.

While it is true that not everyone has the calling to be involved in sales, most of us, if we have the right attitude and drive, can be fairly successful at it. If we have the right outlook on ourselves, our product, and on those we will be engaging with, “sales” becomes an art in finding solutions for people, rather than being a numbers game. When we are genuinely concerned with the needs of others, and we have a positive attitude to drive ourselves towards meeting their needs, the negative aspect of rejection disappears.

Here are a few pointers that will help you to realize the importance of a positive attitude.

1. Act: If you have a product that you really think will benefit your customers, then what are you waiting for? They are not coming to you, you have to go to them. Call on companies by phone or in person and introduce yourself. You are never going to sell anyone anything if they do not know anything about you. Procrastinating is the worst thing you can do in sales. If you do not act each day to make contact with as many people as you can, then chances are you are missing a lot of opportunities, and others will cash in on your lack of action. Procrastination and lack of action result from dwelling on negative thoughts. True action follows from positive thoughts.

      2. Introduce Yourself: It is important to make a good first impression. Most people do not like overly aggressive sales people. The key point to understand is that you want to introduce yourself, your company, and your product briefly, for an opportunity that may arise in the future where you can help them find a solution to a challenge or need. Never aggressively imply that you are assuming that they want or need your product when you first meet someone. Always bring down the barrier by letting them know that you are not assuming they are looking for a new product or another company to do business with, but that if in the future, should the need arise, here is what you have to offer. This takes the pressure off you and the customer, but leaves the door wide open for a future relationship. Most sales do not happen the first time you meet someone. Rest assured, if they are in need of your product at the present time they will let you know once you briefly introduce it.

      3. Believe: It is important to believe that you will succeed in winning over your potential customers. A lack of confidence is easily spotted by most people. Confidence, not arrogance, puts people at ease. It conveys the idea that they are going to do business with a well-established person and company. If you don’t believe in your product, neither will they.

      4. Smile: No one likes an angry looking sales advisor. A smile is worth a thousand words and can open up doors very easily. Nothing can turn away a potential customer faster than an unenthusiastic stick in the mud. Present yourself positively and with genuine enthusiasm.

      5. Follow Through: Once you make initial contact with a possible customer, do not wait for them to call you back unless they explicitly tell you not to follow up. Always let them know that you will check back with them in a defined period of time. This allows you to further develop your relationship and to see if they have any questions or feedback for you. If you say you are going to call them back in two weeks, be sure to follow through on that promise. If they are not available be sure to leave a message to let them know that you were following up as promised.

      6. Keep the Doors Open: Always do everything you can to keep relationships alive even if there is no immediate probability they will do business with you. A ‘no’ today can often be a ‘yes’ several months or even years later. There is nothing wrong with a periodic check in to see if anything has changed for them.

      7. Know When To Drop It: Sometimes there will be instances where you cannot meet the needs of the customer. Although these instances should be rare, when this happens it is crucial to let your customer know that your product or company is not a good fit for them. They will appreciate the honesty in not trying to sell them something that is not going to work for them. There are many times where they will even refer a friend of theirs to you, who you may be able to help. 

    

Sales Tip #1- What Is Important To You Is Not Always Important To Your Customer

When it comes to being a successful sales adviser, it is important to listen to your potential customer. They may be interested in purchasing a new phone system for a variety of reasons. Their old system may be old and in need of replacement, or their needs may have changed since their last purchase, where certain features or options were not available. Some of your future customers may not be actively looking for a phone system, thinking that it is out of their price range. Regardless of which of these categories they fall into, there will be one or two particular reasons that they will be interested in doing business with you. It is your job to find out what they are. Here are few things to keep in mind to as you engage your potential customer. 

1. Build a relationship, not a sales opportunity. 

Those who are in the business of making a fast buck will not be successful in the long haul. A good sales adviser is one who actually cares what his customer is interested in. They want to help their customer rather than sell them. Most people do not buy from those they do not like or do not see as being sincere. Trust is a key factor. Build a sincere relationship, and you will have a customer for life. 

2. Find out what is important to them. 

We all have a tendency to project our own ideas of what is important to us onto others. This is not to say that you should not point out things that the customer may have overlooked that could be of importance to them. However, if you dismiss their initial concerns only to replace them with your own ideas, you are most likely to turn your customer off and lose their interest or trust. 

3. Listen first, offer solutions second. 

When you have the opportunity to meet with your potential customer be sure to afford them the opportunity to speak and express their concerns first. Ask questions so that you can find out the best way to meet their needs. Write them down when they are speaking so that you can address them specifically, offering solutions for each. 

4. Know your product. 

None of these steps will work unless you have them underpinned by product knowledge. In order to offer solutions, you have to know what solutions you have to offer them. The more solutions your product and company can offer the more likely you are able to fill your customer's needs. 

In summary, you must build a good relationship with your potential customers and truly be interested in helping them find solutions, if you want to win their trust and their business. Learn first what is important to them, fill those needs, and then offer additional solutions that they may be interested in. Know your product well so you can offer them legitimate solutions to their concerns. 

IPitomy offers our dealers free technical training online through our IPItomy Academy. The IPitomy WIKI is also a valuable resource when it comes to finding solutions for your customer's needs.