Total Sales Success

Attention: New Blog Direction

2009-04-15T07:29:00.006-04:00

Thank you for following me on Total Sales Success. While this blog has done well the past year and a half, I am shifting slightly and putting specific focus on two key elements of my business: Digital Print Marketing and Personal Branding. I've discussed both on this blog, but they need their own specific focus.

To visit my Digital Print Marketing blog: http://digitalprintmarketing.blogspot.com

To visit my personal branding blog: http://tomhackelman.blogspot.com

I encourage you to subscribe to one or both blogs depending on your specific interest.

As always...thank you for the follow!

A Great Idea for Getting Publicity as an Expert

2009-04-14T06:19:00.002-04:00

In the Small Business Trends blog, Margie Zable Fisher writes about a great idea to get publicity for you and your business. I've written in the past about striving to establish yourself as an expert; Margie provides a great idea to help make that happen.

In short, leverage the editorial calendar of magazines that feature content that you can add value to. Editorial calendars are what magazines provide far in advance to advertisers about the focus of upcoming issues so the advertisers can match their message to the issue. It also enables their sales staff to sell advertising space to companies whose product mix provides a perfect match for the subject matter.

Read Margie's article, The Secret Weapon for Getting More Publicity, and then start getting copies of editorial calendars from the publications you read.

Where are you speaking this week?

2009-04-13T08:04:00.003-04:00

Have you watched the news lately? The news is filled with a lot of negative information that tends to bring people down and then they bring that with them to the office the next day. And, in many communities, they are, in fact, struggling as plants shut down, employees are laid off and as businesses struggle to survive.

This is where you can play an important role. What ideas do you have for business growth? What skills do you know and use that others would find helpful and beneficial? Now is the best time to share that with others.

In your local Chamber of Commerce, as well as in the many civic organizations in your community, there is a need for speakers on a regular basis. Each of these organizations meet at least once a month, if not more, and finding speakers can sometimes be a tricky process. Which means this is a great way to share your ideas, meet new people, network with people you've been wanting to meet and, best of all, begin establishing yourself as an expert.

So...where are you speaking this week?

How is your brand doing?

2009-04-08T06:23:00.003-04:00

How is your brand doing right now? No, I'm not referring to the company brand you work for and represent each day in exchange for the paycheck you receive. I am referring to your personal brand. At the end of the day, your personal brand is the one thing that you truly own and is what can make or break you.

I've had many business professionals ask me about personal branding and if it's necessary. Necessary? In this economy when things are a bit shaky in most businesses? Your personal brand is what empowers you to make connections with others. Your personal brand is what people look at when they determine if they want to do business with you, recruit you, hire you and invest in you.

Dan Schawbel, a personal branding expert, is the author of Me 2.0, which was just officially released yesterday. I got the scoop on it early and received my early copy on Saturday. Dan's specialty is working with the Gen Y population (born between 1980 and 1994), but the guidance he provides in his book as well as on his blog are well worth investigating and, better yet, implementing.

Body Armor for the Recession

2009-04-06T14:08:00.002-04:00

You MUST check out this video! It hits straight to the heart and speaks volumes!

http://www.youtube.com/watch?v=_w-bKaRxqwo

Are Your Providing Real Value?

2009-04-02T12:34:00.007-04:00

I held a direct marketing workshop today in our Greensboro office and shared specific ideas about direct marketing, specifically direct mail. In today's economy, this is one of the strongest tools to use to grow the business as long as it is:

Relevant to the recipient
Personalized - in both look and message
Offers a "hook" -- a reason to take action NOW

These are great points to consider when you are looking for ways to increase your market penetration while also getting real return on your investment (ROI).

This leads me to the primary action item that I left them with and I share with you: Provide real value to your customers. The purpose of today's hour long workshop was not about "selling" anything; it was about providing an educational experience that will help my clients increase their business.

What are you doing to provide added value to your clients? One of the best way is through educational events. They can be as simple as the one I provided today. For the investment of two dozen Krispy Kreme minis, a gallon of coffee and one hour of time, I provided critical information along with some printed case studies that they can put to use immediately. Now they have key tools they can use to talk with their customers about strategic ways that can drive more business for their customers.

One last point: If you do nothing else each day of value for your clients, at least do this -- never leave their office without providing one idea that will help them attract new business. You will increase your value and strengthen your relationship with your clients.

Marketers Target Job-Loss Fears

2009-03-31T09:07:00.002-04:00

There's an article in today's issue of USA Today that oulines some of the steps being taken by US companies to aleviate the concerns of consumers that are preventing them from making purchases -- today.

For example, Walgreens is announcing today that if you, along with your dependents, can receive care at one of their 342 Take Care locations across the country if you are uninsured and unemployed.

Another example is that of Jos. A. Bank Clothiers. If you purchase one of their $199 suits and then lose your employment, they will refund you the full amount of the purchase and let you keep the suit.

These are just two examples of what companies are doing to reach out to those in need, but also to establish a relationship with customers that will extend far beyond the short-term struggles of the current economy. It shows that these companies understand the pain and frustration felt by men and women across the country. It also shows that, with some ingenuity, you can creatively inspire people to still spend their money inspite of their caution.

What are you and your company doing to creatively reach out to provide a solution and a relief to your customers and potential customers?

Read this article in full.

What are you focusing on?

2009-03-30T04:52:00.004-04:00

We typically head in the direction of what we focus on the most. Have you experienced this? With all the drama and tension being displayed in the media, the sales performance of today's sales professionals and their companies are finding success difficult to come by. Too many bullpens are filled with discouragement, frustration and even anger.

It's up to you and me to change the course of our performance. By shifting our daily focus, we can have a dramatic impact on our performance and on everyone we come in contact with.

In my last post, I referred to Frank Pacetta's top ten sales tips list. In this post, I want to direct you to another - Frank's eye chart. Frank placed this in the hands of his sales force and also posted it in visible areas around the office to help shift the focus of the recession of the late '80s and early '90s. I can think of no better time than today to shift our focus from the things that are distracting and frustrating to the things that are key to our success.

Here is a link to a free download that I am providing; print it, post it and live it!

Click Her to Download

Top 10 Sales Tips

2009-03-30T04:43:00.003-04:00

Nearly 20 years ago, an article was published in the Wall Street Journal sharing the story of Frank Pacetta and the success that he and his Xerox sales organization in Cleveland had achieved. Having been one of the low performers for years, Frank and his management team led a turn-around effort that made the Cleveland sales operation a huge success.

One of the things that the Wall Street Journal shared in their article was Frank's top ten tips. I have found them invaluable over the years and I want to share them with you as part of a free download. I encourage you to print this out, place it in locations at home and in your office where you will see it frequently and apply it to your daily life. Applying the principles contained in this list of tips will make a dramatic difference in your sales results!

Click Here for the List

Great Article by Heidi Tolliver-Nigro

2009-03-27T05:42:00.003-04:00

If you are in sales with a commercial printing company, you no doubt struggle with building a strengthening base of repeat variable data print work with your clients. It's a common problem in the industry and Heidi Tolliver-Nigro writes about it in her article for this month's issue of Printing Impressions Magazine. (Plus I get quoted in the article! Thanks Heidi!)

After you read the article, post some thoughts on how you deal with this issue or what you think are some of the best ways to address it. I look forward to your feedback.

Here's a link to the article: http://tinyurl.com/c5qje2

The 5 Pillars of Social Media

2009-03-25T07:01:00.003-04:00

Many of you have asked me about the social media buzz and whether I think it's the right thing for you. As before, my answer remains, "Yes! It is an important thing for you to be involved in to build your business!"

Social media marketing is still in its infancy and, as such, we are all still learning the nuances of how to effectively use it for maximum impact much like the internet in the early to mid-1990s. Social media marketing is going to continue expand and reach more people, so the dynamic is always changing.

If you are wondering why people are so engaged with social media, Seth Godin has written a great post about the five pillars of social media. Check out his post and then let's talk more about how this marketing medium can help your business grow and expand.

http://tinyurl.com/cs4rlq

Our Time! Our Opportunity!

2009-03-20T20:57:00.002-04:00

In this month's issue of Selling Power Magazine, publisher Gerhard Gschwandtner writes a compelling article entitled Our Opportunity is Now! He makes some strong points that need careful consideration. Let me highlight them but encourage you to also read his article.

We all need a new mindset.
We need a new leadership focus that helps people deliver better results under greater pressure.
We need a better skill set.
We need to deploy Sales 2.0 technology that can help us achieve two goals.

I could elaborate on each point he makes here, and I will in another post, but I'd like for you to read the article first. And then give me some feedback. I look forward to hearing from you!

Read the article: http://www.sellingpower.com/magazine/editorial/V29N2_editorial.asp

How are You Using Social Media?

2009-03-19T06:15:00.002-04:00

Here a link to a great post on the PrintCEO blog about how commercial printers are beginning to use social media. Take special note of the interview with Louis Crockett of Keiger Printing. Louis is a customer of mine and they are making great use of social media, especially Facebook.

http://printceo.com/2009/03/printers-get-sociable

What is your response-ability?

2009-03-19T06:12:00.006-04:00

Salesblogcast.com posted a great article that hits home. Highly recommended reading!

http://salesblogcast.com/2009/03/18/what-is-your-responseability.aspx

New Resource to Help You Develop Your Brand

2009-03-17T09:55:00.004-04:00

Never has it been more important than this year to work diligently on developing your brand. We all need to work at strengthening and expanding our brand. We need to develop creative ways to spread our message and let potential clients know about us and the value we bring to the table.

I have been using a wide variety of social media tools over the past couple of years now and felt I was doing a pretty good job at it. But recently I was introduced to a resource that has expanded my understanding of social media marketing. It also showed me the flaws in my system. Needless to say, I am implementing several changes and improvements in my social media marketing strategy.

What is this new resource? It's called The Zen of Social Media Marketing by Shama Hyder. Don't let the name throw you; it's a great tool filled with actionable ideas that you can implement right away.

To learn more about this resource and how to get a copy of it, click on this link:

http://www.tomhackelman.com/ShamaHyder.html

Share your reaction and thoughts about this tool from Shama with me. I look forward to hearing from you!

New Resource to Help

2009-03-15T12:35:00.002-04:00

Regardless of the condition of the economy, no one likes a roller coaster sales performance. One month you're on top of the world smashing all records; the next month you are in the tank. This isn't good for your psyche let alone your pocketbook.

The good news is that there are some specific steps you can take to remedy this situation. By taking critical steps and implementing them on a daily, weekly and monthly basis, you can take the guess work out of predicting your sales consistency. Not only will your manager be happy, you'll be thrilled and much more content.

I encourage you to check out this great resource - Creating Sustainable Sales Success - by clicking here: http://www.tomhackelman.com/Career.html

Looking for Leaders

2009-03-13T06:37:00.002-04:00

The problem today is we have far too many managers. Managers, unfortunately, are sheep herders. Their primary function is to maintain the status quo and make sure specific pre-set targets are met. Managers don't think beyond the proverbial box; managers are instructed to keep everything inside the box. Don't even think about coloring outside the lines.

In today's economy, the world is looking for leaders. We need leaders who take action and inspire change because the business model of yesterday isn't effective for today. We need leaders who have the intestinal fortitude to embrace new ideas regardless of where they come from and implement new strategies for success.

The world's looking for leaders; are you one?

Take Action Today

2009-03-11T06:13:00.003-04:00

Too many people are choosing the worst option of all: Inaction. Inaction creates uncertainty. Inaction creates fear. Inaction is the worst thing you can choose today.

In life, nature shows us that we are either dying or growing. We do not have the option to simply stand by. Inaction is the equivalent of dying because for every moment you choose not to take action of any kind, you are slipping back and the world is passing you by. Eventually inaction leads to atrophy and you lose the skills you worked so hard to develop. Eventually your business experiences atrophy and you begin to lose customers, profit and, eventually, your livelihood.

Perhaps you're engaged in paralysis by analysis. You are so focused on analyzing the data and the reports that you are unable to take action. That paralysis is going to destroy you and your business if you allow it to last much longer.

Choose to take action today! Close down the computer, step away from the desk, and get out there. Go visit a customer today. Go share some ideas with a client. Pass along some business growth concepts with people you network with and look for new leads.

Action or inaction? Death or life? I choose action; I choose life!

At the End of the Day

2009-03-04T06:55:00.003-05:00

I've received questions recently to my posts about developing your personal brand. Most people understand what a brand is and what it represents. If you mention certain brand names, people will immediately think of quality. Other brands represent low cost and savings. And others represent creativity and bold thinking. But when I ask you about your personal brand, how do others see your brand?

At the end of the day, your personal brand is all you have. Whether employed or not, your brand sticks with you. Your personal brand encompasses all that you are and what you represent. It goes before you and stays behind to continue to tell your story. Is it a good story? Does it represent you in the best way?

Your name is your brand. How people respond to your name says a lot about your brand. Are you unknown? Do they cringe when they hear your name or do they laugh? Do they remember good times? Do they think of all the ways you've helped them in the past?

Your brand is you. Develop it. Protect it. Create the brand you truly desire and spread the word. People are looking for brands they can trust.

A Critical Step to Developing Your Personal Brand

2009-02-27T05:22:00.002-05:00

One of the best ways to help develop your personal brand is through your personal involvement in local community development. When you engage in participating in activites to improve your community, people notice and will want to know more about you.

What do I mean by community development. This can include many different ways, but let me encourage you to get involved, first and foremost, in your local high school as a mentor.

Never before have students needed adult mentors, especially business professionals. The expectations for students to graduate have risen to unprecedented levels and the stress has grown tremendously. Many students simply do not have parents who can or will engage in the process. Of course, students work better with mentors who are not their parents, so you have a ready and willing ear to hear your guidance and support. Additionally, the drop out rate can be reversed if we incorporate mentors. Currently in North Carolina, the percentage of freshmen students who drop out before graduating is at 36%. We cannot turn that around without you.

As the PTSA President of my high school, I've seen this at work both from a leadership level as well as from a personal level. I've engaged in the process of mentoring, supporting, motivating and encouraging students. I've seen the eagerness and acceptance of students as they continue to look for men and women who want to have adults who are willing to help them succeed.

Never before have we had such a need and you are especially needed. Strengthen your personal brand by getting involved and sharing your experience with younger, motivated students. You'll gain a new experience that will change your life!

Your Brand

2009-02-19T17:10:00.002-05:00

What brand do you represent? In a world of uncertainty, the brand you want to be certain is strong and active in the minds of your clients is...you.

Companies go and trends constantly change, but your personal brand is a constant. It is the most portable asset you have. No matter what happens, your brand is always yours.

Focus on strengthening your brand.

Create your own web page - www.yourname.com.
Focus on your own personal core strengths and leverage them with your clients.
Shamelessly promote yourself.

Protect and invest in your future - develop your personal brand.

Sheepwalker or Leader?

2009-02-17T08:49:00.005-05:00

In Seth Godin's latest book, Tribes, he coins a great term: Sheepwalker. What is a sheepwalker?

"I define sheepwalking as the outcome of hiring people who have been raised to be obedient and giving them brain-dead jobs and enough fear to keep them in line...many organizations go out of their way to hire people who color inside the lines, who demonstrate consistency and compliance. And then these organizations give these people jobs where they are managed via fear. Which leads to sheepwalking ('I might get fired!')."

There is a serious problem with being a sheepwalker. In difficult economic times, your ability to rise above the crowd is extremely limited when you're a sheepwalker. It's nearly impossible to differentiate yourself. Sheepwalkers are known for the company they work for, not for the outstanding work they could be doing if they chose to lead instead. Sheepwalkers are like the major auto manufacturers such as Chrysler and GM who will be at Capital Hill today explaining why their past plans failed so miserably and why their future will continue to look bleak. What do you expect from a bunch of sheepwalkers?

The market needs leaders not sheepwalkers. Leaders are not afraid to shake up the status quo. Leaders are not afraid to go against the grain in order to carve out a new path to success. Leaders look at the prevailing problems and identify the opportunities within the problem and take action. Leaders don't sit still and wait for the calm after the storm; they say, "Storm be damned! We're taking action and making a difference!"

Stop sheepwalking and lead. Let's shake up the economy and shear the wool off the sheep, sell it and have some fun!

Start Dancing in the Rain

2009-02-17T05:24:00.002-05:00

Scott Ginsberg wrote a great blog post yesterday in his blog, Hello, my name is BLOG! In this particular post, Scott shares an anonymous quote that provides great advice for each one of us:

“You can't sit around and wait for the storm to be over. You've got to learn how to dance in the rain.”

We are experiencing the rain of economic disturbance right now. We can choose to go inside, warm up next to the fire while drinking hot cocoa and eating chocolate chip cookies. Or we can make the most of it and start dancing in the rain.

Take a look at Scott's blog post; you'll find great dance tips for the rain.

Stop Being Boring; Be Remarkable Instead

2009-02-10T16:45:00.003-05:00

If you or your company simply dropped off the map overnight, would anyone really miss you? Really, it's a great question that deserves some consideration. Certainly your customers will initially, especially if you are a service-based organization, but for how long?

If the loss of your presence won't have a long-term effect, then perhaps it's because you're boring. Your unremarkable. You don't stand out among the herd of cattle out there in the field.

As Seth Godin shares in his book, you need to become a purple cow!

I've written a new free report that I want to encourge you to check out. Better still, check out my online presentation that is based on my report; this will give you a taste of what's to come from my report.

Click here to view my report: https://www.brainshark.com/xerox/vu?pi=562550818

And you can request my report by clicking here to email me.

Communication Lessons from the President

2009-02-09T18:15:00.000-05:00

A critical challenge for leadership is learning how to communicate effectively. Whether times are good or difficult, leaders must be able to communicate effectively with many different types of people.

President Obama began teaching us his lessons in communication during the campaign. Using such tools as email, text messaging, a blog, even snail mail, he effectively spread his message far and wide. Better still, because of the wide, varied tools spreading a consistent theme, his message got sticky.

He continues this process today as he works to gain wide acceptance of his stimulus plan for the country. Using TV, short blog posts, public addresses and other tools, he and his team continue to send a seamless, constant message.

How are you communicating? Your employees need to hear from you. Your customers want to hear from you. What tools are you using? Consider a wide range of tools allowing you to speak to a varied audience.

Consider the lessons of our President; it might make a huge difference in your business.