Elevating Business Performance in Today’s Marketplace

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We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

Here Is An Important Heads Up!

As of March 31st we are at the end of the first quarter. This means 88 days of 2016 have gone by of which 24 were weekends, 4 were public holidays and 60 were M-F workdays.

 

It is time to calculate exactly where you are based upon your efforts so far in 2016.

 

Use this formula

List your 2016 revenue YTD $_______Divide it by 60 and that = $_______. This is your current daily revenue YTD.

Multiply your current daily revenue amount $_______ times the 191 work days remaining and that = $______. Then add in your revenue YTD and this number ______ is your annual revenue projection based upon your current efforts.

 

Heads Up – It doesn’t matter if your business is about daily revenue or not, you are either on track for 2016 goals or you aren’t. If you are on track and have momentum, don’t lose it! And if you don’t have momentum, lose no time in getting it!

 

Whether you’re on track or not, NOW is the time to assess what is working and what isn’t.

 

Let’s do five questions to give you a clear picture of your efforts.

  • Are you spending 3-4 hours each week marketing/prospecting or 16-18 hours? (The average producer spends 3-4 hours, top performers invest 16-18)
  • Are you proactively focused on bringing in new clients?
  • Are you consistently cross-selling existing clients?
  • Are you practicing self-discipline or self-indulgence, i.e.: creative avoidance?
  • Are you really putting in enough effort to get to where you want to be, or just enough to justify where you are now?

 

We both know real success is hard work. It is NOT about being in the right place at the right time or hoping things will improve. It IS about working the plan, having a process and exerting self-discipline versus self-indulgence. Or as Mae West famously said, “An Ounce of Performance is Worth Pounds of Promises.” Run the numbers, answer the questions and go all in to achieve your 2016 goals!

 

Also connect with me on LinkedIn for the brief marketing, sales and performance improvement insights I post there for you each week.

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

“Here Is What You’re Doing Wrong!”

One of our many coaching clients wanted to understand why he just wasn’t connecting well with prospects and consequently asked us to critique his presentation skills. I had him record a meeting he had with a prospect so that we could gain real world insight into where he could perhaps improve. His initial rapport building although not very personalized did break the ice and engage the prospect. To his credit he did uncover some important topics of concern to the prospect.

 

But then the advisor said, “Well let me tell you what your problem is and what you’re doing wrong,” and then delivered a litany around not having the right plan, too many of the wrong investments, and no real knowledge of market opportunities.

 

At the end of this dissertation by the advisor the prospect (likely looking the advisor straight in the eye) said with a very adamant tone, “This meeting is over. I thought you were here to solve my problems but instead all you want to do is point out what I am doing wrong and blame me for them.”

 

So what can each of us learn from this?

1 – First and foremost, always attack the problem(s) not the person.

2 – Position yourself as a problem solver not a fault finder.

3 – Be keenly aware that what you say matters most to the person who hears it.

 

Here is how to execute these three key learnings whether you are a seller or a leader

 

“Okay, it is clear we have several issues we can work on together to solve. You have a plan now that needs some review and possible revamping. You have some investments that need to be looked at given market conditions and the direction you want your financial future to take.      What else is important to you besides these issues?”

 

This approach raises issues as a list to be further assessed and then solved.

 

When meeting with prospects and clients (or for leaders – your team); because of your skill sets, you see the solution before they even know they have a problem. Be careful that you don’t start spewing forth their problems as if they are their fault. They sense they have problems and their hope is you will see them, address them and help solve them. They really aren’t interested or receptive to being thrown under the proverbial bus. Any communication that tells people they are wrong will not be received!

 

ALSO Connect with me on LinkedIn and for new marketing, sales and performance improvement insights I post there each week.

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

Why Consumers are FED UP with Sales & Marketing People!

After facilitating 300+ face to face consumer interviews, their primary complaint is: nearly all marketing, marketing materials and sales presentations they see and hear are all about the sales person, the product or the provider! They are annoyed and in the words of many “FED UP” with this relentless company, product and sales rep-centered approach. This constant merchandising focus by companies and sales reps on me, mine, and ours has got to change! Now some of you will say at this point, “Wow Richard tell us how you really feel.” How “I feel” doesn’t matter, all that matters is how consumers feel and whether you’re willing to make the changes needed to breakout from the rest in your field.

 

Consumers are the architects of the absolute shift in power that has occurred in the last 4+ years. The power sellers once had now resides solely with the consumer. Buyers have options and they control the purse strings and the decision. What they want is to use their hard earned money to solve, experience or do something! Consequently they only want to do business with organizations and sales reps that are from the first marketing message or points of contact focused on helping them achieve what they want or desire. Unfortunately, many marketing departments, ad agencies and sales representatives continue to use the me, mine, and ours approach.

 

For those of you who are in sales and marketing here is EXACTLY how to shift the POWER to the prospect right now and turn them into clients.

 

When you meet with a prospect to discuss their issues or desires for the first time you have a unique opportunity to set yourself apart by not talking about you or “your stuff” (merchandiser) but rather shifting the conversation immediately to them.  What people want to do when they first meet with you (or read your messaging) is to quickly assess:

1) Is this person interested in my story or telling theirs?

2) Do they really want to know about me or do they just want me to know all about them?

3) Can this person help me get what I want or do they want to just sell me something?

 

That’s it. So any opening conversation (or marketing message) that doesn’t facilitate the answers to these 3 questions quickly reduces the consumers desire to purchase.

 

So use this approach, it is right in the sweet spot of what prospects want today. Learn it and deliver it confidently and without pause or hesitation. “I am delighted we were able to schedule a few minutes today to get to know more about each other and see if I can help you with your (financial/retirement/investment/income/protection/insurance/lending) concerns you are thinking about. Many people ask me what I do and what my clients say I do for them is (insert your value promise, here is a generic one for illustration only)help them achieve their financial goals…….Then give them the floor and say…

“BUT   BEFORE   WE   GET   TO   ALL   OF   THAT”

 

(Right there, with that phrase, you are saying: What you want is more important than what I have to say about me, mine, and ours!)

 

Then ask these types of questions, to build a deep “I am here for you” rapport! Be fully engaged as they tell “their story.”

“Tell me a about your family?”

“How long have you lived in the area?”

“Where did you go to school?”

“Where do you see your business /practice/career going in the future?”

 

Then CONTINUE to GIVE THEM THE FLOOR and ask a broad question to get deep reveals about what they want to solve, do, or experience etc.

IE: What are three things you want to accomplish during our discussion today? Or What are three things your most concerned about with your financial future (or investments, or lending, retirement, fixed income etc.)?

 

The answers to this “three things” question will give you a smooth transition into the discovery process you currently use to further discover their issues and concerns.

 

I suggest you write this down and use these words and the format exactly as written here. It will align you with what consumers want today and it WILL set you apart.

 

If you want to learn more about this consumer shift and how to now market and sell your products or services effectively, read my current CEO Reads best-seller The Power of Why – Breaking Out in a Competitive Marketplace 

 

Also, connect with me on LinkedIn and for new marketing, sales and performance improvement insights I post there each week.

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

Seriously, Do You Really Think You Are Open-Minded?

When I was General Sales Manager for a Rolls-Royce dealership in upstate NY, we had converted an old grocery store into a luxurious showroom and service facility. We installed mirrored walls framed with mahogany paneling, baccarat crystal chandeliers, and even Sherle Wagner bathroom fixtures. We became a tourist attraction nearly over night. But given the demographics of the region most of our business was generated by our innovative and personalized marketing campaigns to major metro areas such as NYC, Boston, Washington D.C., Philadelphia, Miami and Palm Beach.

We were known as the place to receive great service, a personalized approach and that we would take most anything in trade. We even were the first to create 7 year financing to leverage tax advantages then available and to maximize the ROI on a Rolls Royce which contrary to any other brand, was an appreciating asset. I constantly heard how creative and open-minded we were as we seriously out performed other dealers nationwide. We were so proud of ourselves!

One afternoon, an older couple came into the showroom, I greeted them and then they began to look at several of the Rollers we had on display. They looked like the looky-loo’s we saw several times per week. He had on bibb overalls and she had on a dress that most would categorize as a “house coat.” They walked around several cars until they stopped at one and he said to his wife, “What do you think?” She said, “I like the color, what do you think?” And he said, “I like the color too darling.”

I smiled and walked back to my office and a few minutes later he walked into my office and said, “How much would that one we like be?” I said, “Well come in and sit down and I will add it up for you,” while giving him my best don’t you wish you could afford it smile. They both sat down and I quoted them the full near 6 figure price and smiled again. He looked at her and said “Well what do you think Darlin’?” She said “Well I like the color.”

He then stood up pulled down the flap of those bibb overalls (no shirt on, lots of body hair -scary looking), pulled off a money belt and counted out the full price in CASH! Then he leaned over my desk and said “Do you think you can get off your judgmental butt and deliver this car to my house downstate by 8 am tomorrow morning?” I jumped to my feet and said, “Yes sir, I will be there at 8 am sharp!”

When I pulled up the next morning he had an average looking split level house but it was adjacent to his massive wholesale construction company warehouse with at least 40 trucks getting loaded for the day’s deliveries. When he came out to meet me he had on a Fioravani tailored suit that was $6,000 if it was a dime. He looked me straight in the eye and said “What threw you off big boy – was it the bibb overalls or was it my wife’s house coat?” I sheepishly said “Well actually it was both.”

He then said, “I came to see you because I had heard how nice it was to do business with you, but a word of advice – you’re nice but you’re not very open-minded and frankly you have a long way to go in that department!” That hard to hear lesson has guided me all the years since.

I think of this story often because so many sales people and leaders talk about how open-minded they are, but in reality they aren’t. They talk about being open-minded but their immediate response to most anything new or different is “but,” as in “thanks, BUT we already have that pretty well handled or “Yes BUT, I am pretty good at that already.” Business suffers because the tendency is to pre-judge new ideas, new approaches or even how to find new prospects. Consequently they don’t invest in themselves, their team or their business.

The marketplace is changing rapidly. Keep doing what you have been doing and you will NOT keep getting what you have been getting, rather you will slowly go into decline. You never know in advance how much you can improve or where your next sale or referral will come from if you prejudge the outcome or the person in advance.

We learn two ways – from experience or from education. Take a moment now and learn from my experience so you don’t make the same mistake I did. Or as Isaac Asimov said so well, “Your assumptions are your windows on the world. Scrub them off every once in a while, or the light won’t come in.”

ALSO Connect with me on LinkedIn and for new marketing and performance ideas I post there each week.

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

Rock Solid Tactics to Make Your 2016 Growth Plan Successful

Sales Management Magazine recently published a study that indicates the average sales and marketing professional spends approximately 80% of their time on trivia. Activities defined as trivia include managing paperwork, spending time on the computer, focusing on the minutiae and mundane and not investing in the activities and services necessary to reach out into the marketplace and spend more time with prospects and clients/customers.

In order to get off to a fast start as a leader or advisor at this the beginning of 2016 and be more effective, ask yourself, knowing what you know now, what you would have done differently in 2015? Be honest with yourself and then…

Use these rock solid tactics to make 2016 year you’re most effective year yet:

  1. From day one focus on the future, not on the past. This will help you set priorities. Your highest priority is the things that you are going to do, not the things that you’ve already done.
  1. Focus on creating opportunities, not just handling problems. As an example, 47% of executives are in the office by 7:30 a.m., 78% are in by 8:00 a.m. By making it a priority to start your day earlier, you will have more time to focus on growing the business not just running it.
  1. Aim high to make a difference. By thinking about your vision and what you are trying to accomplish in the long-term, it will help you to set priorities and take actions that move you ahead in the short-term. Your goals for tomorrow will dictate your efforts and plans for today. Keep your eye on the future and the opportunities.
  1. Assess what it will take in effort to successfully hit your goals. Often when I speak at conferences many advisors and leaders will tell me about their business growth goals. I then ask, “Do you know how many calls you must make, how many people you must see, how much marketing and prospecting effort you must put forth daily to reach your goals?” Unfortunately, the answer often is, “I’m not really sure.” Assessing what it will take in personal effort in 2016 is essential to achieve your goals. Otherwise those “goals” are just pipe dreams.
  1. Keep things in order; organize yourself. If organization is not easy for you, stop using it as an excuse. Get an organizational tool today (online, standalone software, or even a paper activity log) that will help you to stay on track and move yourself forward. Organization will allow you to maximize your time and make sure that your efforts and priorities don’t fall through the cracks.
  1. Be willing to risk. Most leaders and advisors mentally hold their businesses too small because they have been told to set “realistic” goals. Forget about setting realistic goals! Instead, increase your own expectations, and set realistic time frames to achieve what everyone else thinks are unrealistic goals.
  1. Deal with the consequences of your behavior. In 2015 I spoke to over 100 women who had started their own companies and had built very successful organizations each generating in excess of $5 million per year in revenue. When I asked them what they felt was the key thing that helped them manage their efforts and break through the glass ceiling, the overwhelming response was that they were aware of the consequences of their own behavior. Remember, whether you do or whether you don’t, there is always a consequence.
  1. Stay flexible to maximize windows of opportunity. It is essential as you begin to execute your 2016 plan for growth that you build in flexibility. This prevents you from getting locked into a rut and being placed in a situation where you are not willing or able to be responsive to the marketplace.
  1. Be sensitive about the best use of your time. Is it really productive for you to pick up your dry cleaning during essential time? Is it really moving your business ahead to come in late once or twice per week? Would it make better sense to get an early start by having breakfast with a client, prospect or center of influence so that you are off to a fast start and energized at the beginning of the day?
  1. Set deadlines for yourself. Practice the behavior that Thomas Edison did to be effective in managing his efforts and to avoid procrastination. He committed himself to a deadline on every single project. This forced him to make better decisions and to push himself to achieve more in a shorter period of time.
  1. Avoid the things that knock you off-track. You know the things that are knocking you off-track – long lunch hours, under-preparing or even over-preparing for presentations, etc.
  1. Spend 20-30 minutes each evening reviewing your game plan for the next day. Kent State University studies have shown that by implementing this tactic you’ll increase your effectiveness significantly. It will help you get you off to a fast start every day as you execute your 2016 growth plan.

As a leader, marketing rep or advisor you have the ability to convey and deliver value to your community. This clearly is a gift. Implementing these rock solid tactics you will be much more productive in 2016 – a high priority for each of us because to dream of the person you want to be and not do something about it is to waste the person you are.

 

For Richard’s Speaking, Consulting or Online Learning Resources contact: teri@richardweylman.com

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

Christmas – Victim or Victorious?

The boy stood along the fence and looked at the brightly lit tree, which sat invitingly in the front window of the neighbor’s house. In just a few days, it would be Christmas…a time when this family would gather at the tree and lose themselves in a mountain of paper and packages.

Slowly he walked back to the corner of the driveway of the foster home where he lived and slid into the back seat of the gray Chevrolet. The man driving took him on a long, dark road to a small house in the country and pulled in the drive. He knocked and a middle-aged couple opened the door against the winter night and urged the boy inside. As an orphan, the boy was used to being left with strangers in strange houses and moved wordlessly through the door. The man who had brought him said to the boy, “We’re going to Myrtle Beach for Christmas, and we’re just taking our real kids so you stay here with these people until we get back in about ten days.” The door closed and the young boy was sent to his room in the basement. Christmas came and went.

These many years later, I can tell you that now, as a middle-aged man who was once that boy, Christmas is still my most favorite time of the year.

Why?

Favorite for bright lights and happy faces that make up for all those dark and dismal places. Favorite for the joy of giving that makes life so worth living. Favorite for the smooth and bumpy roads life has taken.

Grateful that now I am helping people and their businesses are going places. Most favorite of all for reflecting and knowing that God has blessed others and me beyond all reason!

I trust you will consider this personal view, as it is my hope, regardless of what your personal beliefs or whether or not you celebrate this season- this story will encourage you to always go forward.

Being a victim of what has happened to you is never a good option.

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

Deborah J. Nelson Joins Weylman Consulting Group

Deb

C. Richard Weylman, Chairman and Managing Director of Weylman Consulting Group, is pleased to announce that Deborah (Deb) Nelson has joined the firm as an adjunct Director of Consulting and Marketing Partner. According to Weylman, “Ms. Nelson will be actively engaged in our numerous consulting projects, and having completed our certification process, will also be a designated lead coach for those individuals and organizations that we assist with elevating their business performance in today’s marketplace. Ms. Nelson has been a long-time strategic partner with our firm; and we are delighted to have someone with her deep field experience & abilities join our team.”

Nelson brings over 20 years of extensive business and marketing experience, having worked directly with financial professionals in driving recruiting, advisor productivity and business growth. She draws from her real world experience as a Director of Marketing and Senior Consultant for global financial corporations and local wealth management firms across the country. She brings specialized skills in acquiring and retaining clients in the midst of heightened competition and economic volatility. She is long-regarded as a business partner in helping firms gain trust, command and attention, as well as leading associates through times of change.

Having spoken at many industry conferences as well as having been published for her real-world results in positioning and client cultivation, Deb delivers a process that helps firms gain clarity and ability in their client acquisition and retention models, and gaining distinction in their marketplace.

 

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

Press Release: New RWI Home Page

Richard Weylman Inc. launches all new website at www.RichardWeylman.com.

 

Punta Gorda, FL — Monday, December 1, 2014 —

To provide individuals in leadership roles with the information they need to engage Richard for a custom crafted presentation, the Weylman team announces an all new website at www.RichardWeylman.com. The site not only provides video highlights of the talents of this main platform presenter and two time best-selling author, it also hosts direct links to current topics and significant “after the presentation” resources. Check out www.RichardWeylman.com today.

 

About Richard Weylman

Richard holds the Certified Speaking Professional (CSP) designation and is one of only 219 speakers world-wide who have been inducted into the Speakers Hall of Fame. Richard is also the recipient of Council of Peers Award of Excellence (CPAE), a Lifetime Achievement Award given to experts who speak and have reached the top echelon of platform excellence.

 

Delivered in an entertaining and dynamic style, Richard communicates innovative strategies and actionable tactics to enable audience members to elevate their business performance in today’s marketplace.

 

 

Contact:

Teri Kotlarski

VP Marketing

Richard Weylman, Inc.

(800) 535-4332

teri@richardweylman.com

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.