Everyone Is In Sales

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“Wait Jessica… I’m not in sales.” Oh, no?  You’re not in sales? “But Jessica, I’m an accountant.” “But Jessica, I’m a stay at home mom.” “But Jessica, I’m running a business and have staff that goes out to bring in new business.” Think about it, the accountant is selling their knowledge on providing tax breaks to their clients. The stay at home mom is selling broccoli and bed making to her children along with selling the idea to her husband that the new pair of shoes she purchased was necessary. The business owner is selling a long term position in the company so they can keep their turnover rate low. Or how about when you’re looking for a promotion? What are you selling then? That’s right, you’re selling yourself.

Every small business owner must take on the role of salesman at some point, whether that is handling suppliers, bankers or customers. As a small business owner, you have the largest impact on your business, larger than any of your employees. Are you screening calls coming in from other businesses? Not returning the phone calls because it could be a waste of your time? The person on the other line might not be able to benefit from your business personally, but everyone has a sphere of influence of 250 people and I bet that they know someone who might be able to benefit from your services. Do you think they’ll want to refer business to you if you never return their phone call? If you’re not giving them the time of day to have a 3 minute conversation on the phone, they are going to assume that’s how you would treat their referral. You just sold this person that you are not a business they would want their network to work with. Every decision you make can affect your business, make sure your actions reflect good customer relations. Or contact Complete Media and we can layout an effective business plan for you!

 

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I Wish I’d Said That

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Over the course of my years in media, marketing and advertising, I have come across hundreds of catchy terms, clever phrases and the latest buzz words encapsulating my work world. Most have faded from memory. Some actually had an impact on me and were deemed worth saving. These are some of my favorites:

“The business that considers itself immune to the necessity of advertising sooner or later finds itself immune to business.” ~ Derby Brown

“In advertising, not to be different is virtual suicide.” ~ William Bernbach

“What you say in advertising is more important than how you say it.” ~ David Ogilvy

“In our factory, we make lipstick. In our advertising, we sell hope.” ~ Charles Revson

“Remove advertising, disable a person or firm from proclaiming it’s wares and their merits, and the whole of society and of the economy is transformed.” ~Unknown

“The enemies of advertising are the enemies of freedom.” ~ John Enoch Powell

“Doing business without advertising is like winking at a girl in the dark. You know what you’re doing, but nobody else does.” ~ Steuart H. Britt

“Advertising is the foot on the accelerator, the hand on the throttle, the spur on the flank that keeps our economy surging forward.” ~ Robert W. Sarnoff

“Advertising is the very essence of democracy.” ~ Bruce Barton

 

Nov. 19th: Turn Website Views Into Customers

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The average internet user spends 3 minutes on a website before navigating away. Do you know how long they spend on yours? Do you know where they spend that time? Do you know how they got to your website or where they are located?

You can.

All this information is key to mounting a website campaign. It helps you to understand how users interact with your website and to gauge where they are in the sales process when they do. You can use that information to turn website hits into sales. The tool is called Site Analytics.

Learn how to use this powerful program on November 19th, noon at Complete Media. $10 for the general public, free for the Complete Media Circle. See you there!

Communication is Everything

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Strong communication skills are one of the most powerful assets of success. Everything we need and desire is achieved through communication on a daily basis. Through communication mastery, success can be achieved in every aspect of your life.

One of the techniques to achieving strong communication is through positive body language. This is also known as nonverbal language which conducts 80% of all communication. This includes your body language, the tone in your voice, and any gestures you make while speaking. Your nonverbal communication can show that you are being an active listener or that you are multitasking. People want to know that you are listening to what they are saying. So let me ask you this…

How do you listen to other people? What does your facial expression say? When a coworker or your significant other is trying to communicate with you, what is your body language telling them? Do you continue to look down at your phone or type away on your computer while they are trying to tell you a story or discuss a problem with you?

One way to show you are actively listening to them is to mirror their body language. This is a way to show enthusiasm at what they are saying and it tells them that you are engaged in their story. Another way to look at this concept is to mirror your body language with what YOU are saying. If you are telling an exciting story, does your body language scream, “You better pay attention to this story because it’s awesome!” or is it a story you have told before and you don’t necessarily want to share it yet again, but you are humoring your audience?

A second way to show active listening is through LEAPS. LEAPS stands for Listen, Empathize, Ask, Paraphrase, and Summarize. Chalene Johnson indicates that through following these steps will help you become an active listener. Listening is defined as giving the speaker your undivided attention. Put down your phone, stop what you are doing, and LOOK at the person that is speaking to you. Empathizing with what the speaker is saying is the next step and this can be one of the hardest steps. This means you need to think about what the person is saying and understand why they are saying it. For example, your friend is having a conversation with you about how you ‘hurt their feelings’. If you cannot set your ego aside and empathize with your friend where they are coming from, you cannot truly actively listen to them. You then need to ask questions to let the speaker know you are actively processing what they are saying followed by paraphrasing sentences so they know you understand. At the end of the conversation, discussing a quick summary is beneficial to ensure everyone is on the same page. This method helps avoid ‘hot button’ conversations that cause larger conflicts.

I know that this blog was a little long, but communication is an extremely important skill for success and I wish nothing but success for you in the future!

Complete Media Cleans the Marketing Carpets for Best Choice Carpet Cleaning

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Best Choice Carpet Cleaning partnered with us with one thing in mind… a return on their investment.  Our team implemented tracking with their website, email campaigns, and marketing materials to dig into what was really going on with their current materials.
Best Choice is the premier carpet cleaning business in Sioux Falls and surrounding areas. Not only do they provide great customer service to their clients, but also a great value in carpet and rug cleaning, hard floor cleaning, tile cleaning, tile stripping and waxing, tile shower sealing and dryer vent cleaning.
Complete Media truly enjoys working with Best Choice Carpet Cleaning because it is a true partnership.  Neither party is the smartest in the room and we work together to make results happen.  Great things are happening with Best Choice Carpet Cleaning!
Ryan VanDonge, Owner
Best Choice Carpet Cleaning
605-231-4249
ryan@siouxfallsbestchoice.com

Helping SEFP build the dreams of Small Business!

Complete Media specializes in helping small businesses expand their impact and allow them to work with qualified businesses. Southeast Enterprise Facilitation Project also helps build small businesses in the area, and through Complete Media’s strategic campaign they have connected with the correct prospects. This rural economic development effort is located in McCook County, Turner County (both in the Sioux Falls MSA) and Menno, South Dakota.
Complete Media’s strategic marketing campaign includes thoughtful branding, effective website content to represent their company, email marketing and client relations through their blog.  All of these efforts have resulted in an increase in sales and qualified traffic to take SEFP to the next level.
Contact Information:
Nancy Larsen, Enterprise Facilitator
Phone: (605) 648-2909

April 10 : Open Forum

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Just Like Foosball

Last month, we challenged all comers in a foosball tournament.  This month, we’re challenging our comers who want questions answered regarding their web marketing campaign.  We believe in giving our client’s as much information as possible to help grow our partnership together.  Our favorite kinds of clients are those that are informed, active and engaged.  This is how we help you get to that point!

It’s easier to do any one of those when you have all three of them.  We’ll do what we can to help you on that path.

Stop down on April 10th at noon, of course, at Complete Media.  $10 for the general public, free for the Complete Media Circle.

 

Effective Advertising!

 

Here is a classic case of a shrinking business needing to rebrand and advertise properly to regain some of what it has lost. In this case I am talking about the US Postal Service. Perhaps the largest shrinking business in the country right now. They have lost $5 billion this year – marking seven straight years of enormous losses. Americans sent 44.3 billion fewer pieces of mail this year than in 2008.

The holiday season is the Postal Services time to shine, their time to get quality advertising to the people. They haven’t broken free of their own mold however. Yes, the ads are great; they are warm, cozy and family oriented. But they do nothing to separate themselves from the pack. The Postal Service is not the only show in town anymore; not even close. There are many others who do what they do, and do it well. The Postal Service needs to point out its serious advantages, not just rely on what it has done and shown for the last forty years. Now with email and UPS, the US Postal Service needs to change tactics and accentuate the things that they have perfected. Because they still do have some serious competitive advantages, especially when it comes to package delivery. It’s cheap, reliable, and there are 26,755 post offices in this country.

Take a look at the US Postal Services ad here and look past the warm fuzzy feeling picture to what they really need to accomplish. This ad could be depicting anything for anyone.

Make sure your advertising dollars are accomplishing what you need!

 

Brand is EVERYTHING!

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A lot of companies believe that they do a good job of representing their brand.  This can be the case for a lot of business owners, but the important thing about being a leader is to make sure that your whole team is on the same page when it comes to branding.  A brand is more than just a logo on a page, it is an attitude that is portrayed to others, a good set of internal values and a mission, it’s about looking the part, the way your office looks, smells and feels, and much, much more.

As a business leader it is essential to think about how your brand is being portrayed, and this starts with equipping your team to have full understanding of what that means.  I am a firm believer that in order to support a product or services you have to really believe in it yourself.  Including team members in the process of developing and implement your brand strategy can give them a sense of influence and involvement and will do wonders to help you grow your business.  Keep people excited about being a part of your company!

P.S. This may seem like a small thing, but if you have team members working outside of the office, they should take some time to introduce themselves to the people around, and make sure that they represent your company either with business cards, an introduction, or apparel with your brand standards kept in mind.