Perseverance: How to Know If It’s Time to Quit

Over the last two years, there has been a great buzz about 37-year-old tennis phenom Serena Williams.

Williams has 23 Grand Slam titles and a dominant career ranked number one for 319 weeks over 15 years. In 2017, Williams gave birth to her first daughter. Many wondered how motherhood would affect her career. Would she return with the same fight? Would she return at all?

Williams roared back to the semi-final of the 2018 U.S. Open and quickly regained top 10 rankings. Fans worldwide were inspired by her courage and moved by her transparency about her struggles.

Faced with a Crossroads

In life, you will face discouragement, wondering, “Is it time to quit? Should I alter my path or press on through resistance?”

On one hand, redirecting can be wise, helping you avoid harm or consider better alternatives. Conversely, quitting might weaken your character or prevent you from realizing an achievement that’s closer than you think.

Walter Mallory, an associate of inventor Thomas Edison, was expressing regret that the first nine thousand experiments with a battery yielded few results. Edison had a different perspective:

“Results! Why, man, I have gotten a lot of results! I have found several thousand things that won’t work!”

To Fish or Cut Bait?

Politician Newt Gingrich said, “perseverance is the hard work you do after you get tired of doing the hard work you already did.”

Pressing on in a project can build character, enhance your skill set, and build confidence that can only come through trial. The best leaders are those who’ve been tested.

When tempted to quit, ask yourself whether other alternatives seem tangible or rewarding. Does a change seem realistic? Could you tweak certain variables to make a situation more bearable? Perhaps your moments of greatest discouragement are those when you’re actually closest to breakthrough!

But whoever said “quitters never win” may have been wrong. Quitting is scary, but sometimes continuing is worse. Stubbornness can destroy important relationships, blind you to better alternatives, or make you oblivious to your destruction. It might be time to quit when:

  • Continuing will destroy friendships, family, health, or your character
  • Despite loads of effort, you don’t see results
  • You find yourself growing numb to red flags
  • The proceeding may eliminate other options
  • You’ve lost all joy or energy

In 2010, Mexican golfer Lorena Ochoa shocked fans when she retired at 28. At that time, she was ranked number one in the world, a winner of two major championships and millions in prize money.

An impulsive decision? Ochoa says no. From early in her career, Ochoa wanted to marry and raise a family without golf, projecting about 10 years on the tour.

“ . . . For me, getting married and having a family, that was more important,” Ochoa said. “Now that I’m a mother, I wouldn’t change that for anything in the world and I feel blessed. I’m really, really happy that I made the decision at the right time and now I can enjoy 100% this second stage of my life.”

Looking back, Ochoa said knowing there was a definite “end” actually helped her game:

“When I was in a difficult position and I was either upset or tired or angry or disappointed, I keep saying, ‘OK, y’know I have three or four years left. I’m going to do it and continue and I’m going to put everything into it’ . . . When I look back and I see what I did, I just feel even luckier because I made the right decision at the perfect time.”

Ochoa’s courage may inspire you to think of it this way: perhaps it’s time to quit when saying no to the good means you can say YES to the best.

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How to Grow When Sales are Slow

Nothing was going right at the plate for Dave Concepcion, the shortstop for the Cincinnati Reds.

About a month into the 1976 season, he was suffering a hitting slump, a plague of physical and mental anguish that had frittered away his batting average to around .150. The Reds were in Chicago, where the Cubs had a large industrial gas-operated clothes dryer in the stadium. Feeling goofy, Concepcion hopped in the dryer and called to his teammates. “Hey! Maybe this will help me get hot.”

Going along with the gag, Pat Zachry, the pitcher, hit the side of the switch, pretending to turn on the machine. With a puff of smoke, sparks flew, the machine whirred and began to rotate with Concepcion inside.

”I’ll never forget it,” said Zachry. ”Davey started spinning, and I froze with my eyes bugging out. Oh, it was terrible. Then I banged the side of the switch again. And the machine stopped.

”Davey went out that day and got four for five,” said Zachry. “And for weeks it was almost impossible to get him out. I tell him now that I made him the player he is today.”

Fast-Track Productivity in Unconventional Ways

No one in baseball or business is certain how slumps happen, but it’s helpful to know how to react when they do. Especially if you see trends that repeat each year.

Here are four creative options to fast track productivity if your momentum is slow this summer:

1. Engage in pro bono opportunities that enhance your products, services, and relationships.

In slowdown seasons, invest company time in something that will pay off.

Who are your target customers or VIP account holders? Approach these contributors and offer to host a free training event or professional engagement that will put your products and people in the limelight. Another alternative is to select core clients and offer to enhance your services for them for no cost.

2. Do non-profit work for your best customer’s charity of choice.

Slow periods are an ideal time to invest people equity in causes that matter.

During your down times, partner with agencies that your clients value and offer volunteer hours, free professional services, or mentoring that can make these organizations stronger.

3. Stretch your team’s skills.

When activity wanes, morale often follows.

Invigorate employees by offering on-going education opportunities, professional mentoring within your team, or innovation labs that mobilize groups to tackle some of your most ambitious goals.

Take time to refresh decor, business cards, or your website, and involve your team in designing these pieces. Here you’ll strengthen your products, catalyze creative thinking, or upgrade inefficient systems.

4. Network or collaborate with other professionals.

Finally, as your business weathers change, remember that other entrepreneurs may be in the same boat.

Find like-minded friends and cook up a multi-site promotion to bring people back. Network and learn from people in your community or industry while you have extra time. Or trade services and train one another in ways that are mutually beneficial.

Want to make the most of each day? By reaching out, stretching your team, or collaborating with others, you’ll sharpen your skills and fortify your very best relationships.

Summer is a slow time in Florida, but we can help you to be ready for the season! In PrintItPlus we are always can help you with printing.

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Avoid These 3 Management Blunders (with Four Teamwork Tweaks)

Want to liven up your next dinner party?

Just ask people for their “worst boss” stories. Here are some painful (anonymous) stories from those who’ve lived to share:

“When I was an intern at a PR firm, my manager would make me run her personal errands (pick up dry cleaning, ship things, drive her and her friends to SXSW events, etc.). She would get my attention by calling me ‘Intern.’ Needless to say, when they asked me to stay on full-time, I politely declined.”

“I once had a boss who multi-tasked in meetings by being on her phone and present in the meeting. In both 1:1’s and in group settings she would shift her attention constantly from the speaker to her phone—back and forth, back and forth . . . At first, I just thought she was extremely busy, and it was the only way for her to get everything done—until one day, I caught her doing crossword puzzles on her phone while doing a check-in with me.”

“I once had a boss who, while I was replying to a question addressed to me by their boss in a meeting, actually put their hand less than an inch in front of my face to silence me so that they could answer instead.”

Whether you’re the CEO, an intern, or a new manager, working with others is a key part of success in every job. But managing well while empowering others requires a delicate balance.

Beyond learning the names of your interns, here are four tweaks you can make in your leadership.

Listen

Good listening is essential to management, and it begins long before you start a meeting.

Keys to listening well include generating questions in advance, keeping an open mind, and not jumping to conclusions before or during conversations. Don’t assume you know what someone is thinking; instead, listen with the intent of understanding before “solving.” And give your team conversational breathing room by personally checking in for “no good reason” on a weekly or bi-weekly basis. You may be surprised by what they share!

Pair Criticism with Compliments

The Harvard Business Review says a good rule of thumb is to give more praise than criticism, but surveys show that 40% of respondents claim they never gave positive reinforcement.

People need a balance of both praise and criticism in order to thrive. Top performing teams typically give five positive comments for every critique.

Distinguish Between Personal and Organizational Issues

Employees will have challenges, and it’s your job to address them.

But workplace problems are typically either personal or organizational and treating them differently can be hugely helpful. Personal problems should be handled with compassion and accountability. But organizational issues may involve hiring, restructuring, or strategic planning. Don’t confuse bad attitudes with bad workflow policies!

Finish Meetings with a Question

Want to boost communication in your team?

Conclude every meeting with this question: is there anything else? Whatever is top of mind (concerns, challenges, excitement) will bubble to the surface quickly. This question signals you care and gives people permission to share things that aren’t explicitly on the agenda. Try it and see what happens!

From mediating personality clashes to enabling great leaders, your management skills are the key to growing great teams. Keep the conversations flowing as you encourage others, and your business will flourish.

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Get Proactive With These Summer Marketing Ideas for Outdoor Events

Get Proactive With These Summer Marketing Ideas for Outdoor Events

Family Relaxing At Outdoor Summer Event

With school ending and summer starting, adults and children alike will be spending as much time as possible outdoors at home and community events. In most locations, summer weekends are chock full of local and regional events that attract a wide array of people. Some events attract local residents of a community or region, while larger events can bring tourists into an area for a few hours, day or an entire weekend.

Summertime creates both opportunities and challenges for marketing to clients. While you may have more opportunities to provide products and materials for events, getting customers to walk in your front door is more difficult. Customers who like to participate in summer activities spend as much time as possible out of doors including taking vacations, days off and leaving early. So how do you take advantage of summertime doings instead of having them take advantage of you?

Opportunities

Let’s start with the opportunities. Since people are out and about during summer at farmer’s markets, fairs and concerts, you may run into clients in one or more of these casual setting simply by participating in them yourself. You should always be ready to hand out marketing materials everywhere you go, especially if most of your clients are local. Fill a pouch or tote with apropos marketing handouts for people you meet when out. Handouts should be family-friendly and summer appropriate such as:

  • Water bottles
  • Water toys
  • Lip Balm
  • Sunscreen
  • Visors
  • Hats

If you give out marketing items that people actually will use in the summer, they will love getting them which puts your contact information in front of them for at least that day. Parents will also love anything that you hand out to occupy their children’s time such as foam fingers or other toys.

Beat the Heat

If handing out materials isn’t appropriate for an event, another idea is setting up a mister tent to help people beat the heat. In fact, handheld fans, water bottles (with water in them), squirt guns and other products that help people cool off will always be appreciated by prospects. Just be sure that your logo and contact information is big and bold. Misters are so delightful during hot summer events that they are very popular with all ages. To engage prospects, hand them small towels with your logo and information to dry off after they get wet.

Keeping Drinks Cool

For food events, cup or can holders that insulate are a fantastic handout. Arrange with food vendors to give them to every customer that gets a drink. Or create event promotional materials such as cups that have a coupon imprinted on them. The ultimate goal is to invite people into your brick-and-mortar business or visit your website, so a coupon offer for a free or discounted service is ideal for giveaways.

Challenges

The biggest challenge for marketers during summertime is to drive customers indoors to your business. People are inclined to spend time outside during warm weather. Additionally, customers may be out of the office for a significant number of days and can’t be reached. Therefore, it is important to think outside the box creatively to find prospects and offer them an incentive that will overcome their reluctance to come in. Every locale has one or more special events unique to that area. Go out of your office to where you will find crowds of people and offer them something that they can’t wait to use.

 


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Affordable Offline Marketing for Your Small Business

Do you have a small business that could use a revenue boost?

Most marketing strategies are crafted around costly advertising campaigns, but there are many free or affordable tactics you can use to grow your business at any stage.

Here are a few offline marketing fundamentals to get you started, no matter how small your budget!

1. Take part in local events.

Sales are based on relationships, and relationships require connection.

Network in proactive ways by attending or taking part in local events. Get to know other small business owners and have your business card or flyer ready; you never know when the opportunity will present itself!

2. Create customized stickers or labels.

It’s not just a kid thing – people truly enjoy stickers!

Create a colorful custom sticker and pass them out anywhere your target users might be. Stickers and labels can be used on car windows, water bottles, notebooks, and more.

3. Start a simple rewards system.

One of the easiest ways to boost your profits is by offering current customers a loyalty incentive.

If you have repeat customers or need subscription/service renewals to succeed, you can print loyalty punch cards, start a digital point-tracking system, or mail coupons to customers who make a baseline purchase with your business.

4. Offer demonstrations.

Life is more fun when you try new things.

If you wanted to learn yoga, woodworking, or the violin, would you learn by watching or by trying? Participation is an essential way to engage the body, mind, and emotions of your prospects.

Brainstorm ways you can combine learning and doing through presentations. Whether it’s giving samples, making online teaching videos, or offering live demonstrations at an industry event, engage your customers by getting them involved.

5. Launch cross promotions.

Is there some way you can build rapport between your business and another firm?

Work with another entrepreneur to offer giveaways, contests, or product discounts. During one holiday, GameStop and PayLess shoes partnered on a cross-promotional campaign. Shoppers at the video game retailer received register coupons for the shoe store, while shoppers at PayLess got discount coupons for GameStop. Because many of their stores are in close proximity, it was a winning strategy for both retailers. Cross promotions can include joint mailings, coupon partnerships, shared booth space, or promoting each other through social media.

6. Spread the word.

Got flyers? Door hangers and sell sheets? Looking to share the love? Go classic and canvas your area.

Pound the pavement and leave your print materials on porches, doorknobs, windows, cars, and more. Leave your business cards on restaurant tables, at coffee shops, in libraries, or even on mirrors. If you’re feeling brave, do some cold calling after you canvas and ask if you can share some follow up info.

7. Perfect your pitch.

What do you sell? What problem can you solve? If you can’t explain yourself in a single sentence, then you have a problem.

Like a great campaign slogan, an elevator pitch should summarize your business, product, or service in a concise, convincing fashion. YOU are your best advertisement, so have a short, convincing statement ready to introduce your business to new customers or colleagues any moment the opportunity is at hand!

A Building Block for the Future

Most of these tactics are inexpensive, but they do take time and effort.

Remember, results won’t come immediately, but boosting your name now can increase your revenue and enable you to cast a larger net in the future. Give us a call or visit our website to chat about affordable printed resources you can add to your offline marketing arsenal today.

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Grow Adaptability in the Midst of Change

Change is the law of life. And those who look only to the past or the present are certain to miss the future.” (John F. Kennedy)

When the going gets tough, the tough get going. Change is inevitable, and the more we resist it, the tougher life becomes. The world changes dramatically each day, so adaptability is a necessary life skill and a critical leadership imperative. In his book Emotional First Aid: Healing Rejection, Guilt, Failure, and Other Everyday Hurts, Dr. Guy Winch describes how even the youngest among us illustrate adaptability:

Three toddlers are given a difficult task to do. Each handles the challenge in his or her own unique way: one cries and gives up immediately, one tries the same strategy over and over, and one tries different methods until he finds one that eventually works. Clearly, the third toddler has a higher level of adaptability. His resilience gives him both the strength to persevere and the wisdom to overcome. But this raises one question: is adaptability something you’re born with, or can you learn it? Even young children show that grit is not necessarily an inborn trait.

Flexibility or Versatility?

In their book, “The Platinum Rule,” Tony Alessandra and Michael O’Connor describe adaptability in two components: flexibility and versatility.

Flexibility deals with attitude: can you roll with the punches? Will you stop forcing a round peg in a square hole and try something new? Versatility deals with ability: are you capable of change? Do you have a propensity to adapt? While versatility may be an inborn trait, each of us can pursue flexibility.

Shifting Mindsets

Neuroscience demonstrates that our brains are moldable – meaning the paths, or neural networks of our minds, can be re-formed through our choices.

In neuroplasticity, the pathways of our minds (which determine our thoughts, choices, and actions) can be formed or reformed. This moldable quality remains even into our elderly years, so when we determine to change our attitudes, we can actually reform our brains.

Adaptable people do more than just cope, they embrace change daily. Adaptable people ask the hardest questions, hone strategies for dealing with the unknown, and make intentional shifts to address challenges. This requires honesty and authenticity. Ask your team to point out blind spots or glaring inaccuracies in your business. Address and enact change regularly, and your old neural pathways will lose their potency.

Shifting Behaviors

Choices become behavior and behaviors become habits.

Some habits are great, but others create deep ruts that are hard to escape. To grow adaptability, force yourself to experiment with new choices: join activities, meet new people, and listen to podcasts you completely disagree with. Write a list of five hard things and then go do them. Have teammates teach you a new skill or allow younger people to lead meetings you would normally facilitate. Immerse yourself in new environments so you are more comfortable with change as a lifestyle. You’ll be surprised what you learn about yourself and others!

Shifting Destinations

Some of the greatest things in life were born from imagination.

Satisfying curiosity releases dopamine in your brain, so give yourself permission to dream, wonder, and wander. Dr. Todd Kashdan says “curious explorers” are people who see life an enjoyable quest to discover, learn, and grow. Curious explorers are people who:

  • Notice small details in the daily grind
  • Remain open to people without judging or reacting too quickly
  • Let novelty unfold while resisting the temptation to control the flow
  • Read books, build models, take classes, or start a hobby “just for fun”

Ready, set, grow! By shifting mindsets and behaviors, you can increase flexibility in a way that reforms both your habits and your brain.

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Drive Fresh Traffic for Your Business

A new era in business is bringing fresh flavor to Kohl’s.

As traditional retailers struggle to keep their doors open, Kohl’s executives are trying something radically different: a grocery partnership with Aldi. In March of 2018, the department store announced it would team up with Aldi to offer grocery sales in 10 of its locations.

“The key priority we have as a company is to drive traffic,” Kevin Mansell, the chief executive of Kohl’s said in a Thursday earnings call. “We’re focused on traffic-driving retailers: Groceries, supermarket chains, they drive a lot of traffic. We’re finally on a path where we’re getting more [shoppers].”

In an age of online shopping, brick-and-mortar businesses have to hustle to make their company more relevant to consumers. Kohl’s has experimented with lighter inventory, smaller stores, and more streamlined partnerships with companies like Under Armour and Amazon. Other retail giants have focused on adding communal spaces, demonstration areas, and workshops to encourage shoppers to linger.

Feed Your Funnel with New Customers

Ultimately, every successful business has to draw new business and keep customers coming back.

In your niche, there are probably several complementary businesses that don’t compete directly with your product or service. Many of these companies have a base that could easily feed your sales funnel.

What are the mutually beneficial relationships you could build with other businesses?

While Aldi and Kohl’s may seem like an unlikely match, their differences balance each other in a unique way, allowing Kohl’s to gain additional foot traffic and offering Aldi to expand their market reach. For Aldi, renting space within Kohl’s stores is cheaper than building stand-alone stores, and the partnership creates exposure for the lesser known German grocery chain.

As you consider new partnerships, it’s also healthy to keep an eye on the competition, because an ideal way to grow your client base is to capture users who are already in need of services like yours! Examine the market tactics of businesses you compete with. What product are they offering? What are they doing that their customers like or dislike? How could you do it in a better, more personalized way?

Actively monitor what your competitors are doing in web design, service packages, or marketing techniques to feed your creativity or to counter punch with your own sales strategies. Looking to woo some of your competitor’s customers? Tools like Mention or Reddit can help you monitor customer sentiment. Online reviews of your competitors are also a great place to see how your rivals are succeeding or where you can do better.

Position Yourself as the Answer

Whether you’re wooing new customers or generating leads, it’s important to give potential clients a good reason to try your services.

Think about what makes your ideal customer happy, sad, scared, or excited, and position yourself to bring the answers they need. “Identify those places where they are likely to be found (media, online, offline, mail, etc.) and then create messages for them,” says Jeff Motter, CEO and chief marketing officer of Easy Bay Marketing Group. This may mean creating content via webinars or printed newsletters or physically networking through community events or industry conferences.

And don’t forget to close the loop.

After your efforts to bring in business, remember to intentionally follow up with calls, e-mails, or samples. Many prospects and great conversations fall by the wayside because you fail to execute after a lead shows interest. As real estate sales guru Michelle Moore says, “Not following up with your prospects is the same as filling your bathtub without first putting the stopper in the drain.”

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How to Keep Your Business Focused Through the Subtle Danger of Mission Drift

Life is full of good opportunities.

Good books to read, good events to attend, good projects to pioneer. But good things can knock us off track in pursuing the very best.

What does “the best” look like in your leadership?

It means doing what you are uniquely called to do in the style that is distinct to your personality, position, and organizational DNA. Living “the best” in leadership means that your most important job isn’t to manage the budget, to develop new products, or even to lead your team.

Your most important task is to continually cast vision.

The subtle tension every leader will face is the reality of mission drift. Mission drift happens when we are pulled off of our message or our mission, whether intentionally or accidentally. This can be an irresistible force that results in loss of momentum or a crisis of identity, so strategic leaders build in measures to continually recalibrate. If you don’t prioritize vision casting, you may end up navigating a ship that’s going in an entirely different direction than you intended.

How can you build strategic safeguards to keep your organization focused? Here are a few steps.

One Key Leader

Begin by enlisting one board member or key staff person who is committed to alignment.

Be sure they buy into your team’s mission and charge them with safeguarding its integrity. When opportunities arise that may detract from the mission, it’s great to have someone speaking up (perhaps against the majority!) or analyzing decisions from a broader perspective.

A Focused Core Team

Do everything you can to focus your core team around the mission.

Set times to swap stories about where you recently saw the “mission win” and publicly acknowledge those who are keeping the main thing the main thing. Exit or discipline people who don’t, even if they perform well in other areas. If your core team is sold out to the mission, it will pay bigger dividends in the long run.

A Culture of Mission

Your mission should be more than a vague concept on your website, but a regular part of the professional experience.

Use stories and symbols to embed purpose in your culture so people encounter it daily:

  • Mount core values on the walls. Use them as a guide for decisions and a platform for sharing new initiatives.
  • Design strategic symbols (racetracks, funnels, etc.) to communicate process. 65 percent of people are visual learners, and concepts become memorable when they’re connected with an image.
  • Put a face on success by sharing testimonials (in person or through letters) from people who have been positively affected by the vision. Illustrations exemplify goals and make heroes of people who are living the mission.
  • Use slogans to cement conviction. Ritz-Carlton hotels use the motto, “We are Ladies and Gentlemen serving Ladies and Gentlemen” to exemplify the anticipatory service provided by all staff members. Simple slogans, shared repeatedly with conviction, can motivate people to do things they would normally never do.

When coaching your team, provide concrete actions that explain how you’ll achieve your vision.

Use results-oriented descriptions (like, “you’ll know you’ve done a good job when _____.”) Outline action steps to take and celebrate mile markers achieved. Enlist creative people who can help you celebrate daily victories.

Wandering is natural. If you don’t strategically refocus people around a singular vision, your organization will fail to thrive. Lean on these strategies and safeguard your team from the dangerous drift that every leader will face.

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How to Use Silence to Strengthen Your Leadership Presence

Jack Reacher is a fictional character in a series of crime thriller novels by British author Lee Child.

In the 1997 novel Killing Floor, Reacher randomly exits a Greyhound bus in Georgia and is later arrested in a local diner for a murder he did not commit. While questioned in custody, Reacher wields the power of silence to maintain his personal advantage:

“Long experience had taught me that absolute silence is the best way. Say something, and it can be misheard. Misunderstood. Misinterpreted. It can get you convicted. It can get you killed. Silence upsets the arresting officer. He has to tell you silence is your right but he hates it if you exercise that right. I was being arrested for murder. But I said nothing.”

Communicate Authority with Silence

Silence holds immense power, especially in situations that involve negotiation.

As inventor and artist Leonardo da Vinci said, “Nothing strengthens authority so much as silence.” Dynamic leaders often use silence to their benefit. When handled with intention and purpose, silence is what some leaders call “a communication superpower.”

Do you tend to interrupt, dominate conversations, or explain your perspective from multiple angles in order to sway opinion? If silence is an overlooked resource in your communication toolkit, you might need to change strategies.

Silence can increase your authority and grow your influence in at least four powerful ways.

Silence Builds Trust

According to best-selling author Bryant H. McGill, “one of the most sincere forms of respect is actually listening to what another has to say.”

If you want to develop effective relationships, you must build trust. And trust begins with listening. Unfortunately, most people don’t listen with the intent to hear, they listen with the intent to reply. When people realize you are truly listening to them, they are much more likely to buy into your ideas.

Silence Can Emphasize Your Point

When you have something important to say, state it briefly and allow a long pause for your words to sink in.

Communication is more than the words we speak, it involves the energy we transmit. When you give room for a lengthy pause, you show people you aren’t scrambling to convince them. And as your words fully land with others, you don’t need to talk as much because silence creates room for people to understand and connect to what you are saying.

Silence Communicates Credibility

Have you ever sat through a meeting where several people squabbled while one person stayed silent?

Eventually, everyone felt tension and curiosity about what the quiet party was thinking. When a silent observer finally interjects an opinion, it speaks louder than the clamor and carries a more memorable quality. “She is so wise,” people think, because sometimes there is a credibility that can only be communicated through silence.

Also, it never hurts to take a lengthy period of time to think before commenting. Abraham Lincoln has been credited with this quote: “Better to remain silent and be thought a fool than to open one’s mouth and remove all doubt.”

Silence Increases Negotiating Power

A primary negotiation tactic involves asking a question and letting the other person answer first.

Silence when negotiating can give you the advantage because its “deafening” weight can prompt others to speak first. For example, when the other party offers a salary figure or point of compromise, don’t answer immediately. Instead, pause and let the discomfort of silence flush out a bit more detail. Maybe they will offer more or show their own hand.

Leaders know how to use silence as a tactic to communicate authority and influence. Experiment with silence during your conversations and observe the impact it can make.

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Increase Conversions with Great Closing Techniques

The most expensive deal in baseball history was finalized this February in a casino.

The Phillies pursued outfielder Bryce Harper for months, introducing him to some of Philadelphia’s finest, sweet talking him in the high-backed gold leather booths of the ARIA resort in Las Vegas, and ultimately offering him the most expensive deal in baseball history ($330 million over 13 years).

At age 26, Harper signed the longest contract in baseball history. In a casino that radiates the fragrance of mid-century Hollywood, the showmanship of the atmosphere embodied the glamour of the agreement. It was an epic conversion.

Just Sign on the Dotted Line

Sale-closing conversations can be nerve-wracking and nuanced.

No matter how impressed people seem during your presentation, there’s no telling whether they will postpone or look elsewhere. After wooing your customer, it’s time to take the plunge and ask for a commitment.

Here are a few keys to make this step easier.

Identify the Decision Maker

To close a deal, be sure you’re actually talking to the person in the driver’s seat.

In some cases, supervisors send scouts in to assess the options, but they do not have decision-making authority. In this case, be sure to customize your pitch to the decision maker or do whatever you can to arrange a meeting or phone call with this individual.

Offer a Solution

Sales can seem pushy if they center around your product or package.

When working with a prospect, do your best to provide a holistic solution that meets their business needs. If a consulting relationship would be better than a particular product, consider how you can flex options or offer a better fit.

Solutions-focused conversations include re-stating customer concerns, asking clarifying questions, overcoming stated objections, or possibly returning later with more information.

Be genuine and assure clients that you care about their business (and not just the sale).

Attach a Deadline

No decision is, in itself, a decision.

It’s human nature to shy away from commitment, and your job is to help people overcome this inertia. Offer incentives to commit: a discount, a free add-on, or a trial subscription to start.

Incentives give your prospects a reason to make the decision NOW, giving them confidence that they have the upper hand in negotiation.

Ask for Next Steps

After any customer call or completed action item, ask your prospect how they would like to proceed.

If they are uncertain, make suggestions or ask pointed, closing questions.

Here are some options to get you started:

  • Why don’t you give us a try?
  • Ready to move forward?
  • Why don’t I send over the proposal now?
  • It seems like this is a good fit for your company. What do you think?
  • If we throw in ____, will you sign the contract today?
  • If we could find a way to deal with _____, would you sign the contract by ________?
  • You’re interested in X and Y options, right? If we get started today, you’ll be up and running by ___.
  • Unless you have any other questions, I think we’re ready to move forward!
  • When should we begin your _________?
  • What are your next steps?
  • Why don’t I leave you with ____ and follow up ______?

Being a courageous, tactful closer is one of the most important techniques you can master.

Use incentives, closing questions, and solutions-based options to move your prospects to action. Superior networking tools will only strengthen your ask, so visit with us today about printed pieces that can help you seal the deal!

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