January 23rd, 2012
Hmm, should I pick up the phone or send an email to my old contact from what seems like decades ago. Will they receive me well or just view my contact with them as a deliberate attempt to rekindle the past for a purpose or will we laugh about funny things from the past like it was just yesterday?
Why does that phone call seem so hard to make? Why do we put much more than years between us when we don’t have to. People make connections and if they are good one, they can become part of their life’s history. Quality connections add something mutually beneficial if only for a few weeks. At the time, we may not realize the purpose but as time goes by we learn about a bridge to another.
Meeting for coffee is an easy invitation to make and should never be looked at as just casual. One of the reasons that Starbuck’s probably survives the Great Recession so easily is because of the incentive the offer. They provideof an atomosphere that fosters good conversation along with agreat cup of coffee all for under $5.00!
Tips on How to Connect with Others Again
- Revisit old company newsletters or newspaper article that covered a project that you and a team worked on.
- Contact others who were on your kid’s sports teams that you are still in contact with to reach other.
- Church
- Social media
- Industry networking groups
- Use an incentive providing a lead or valauble contact
You only have to gain, get connected.
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January 4th, 2012
There is no better gift than sharing of one’s self with others. When we do so, we are spending time giving and investing in the relationship. We all need each other in this world and there is nothing more fulfilling than sharing yourself with others. Each hour we spend with someone else is an opportunity for enrichment. No social media connection comes close to looking into someone’s eyes, feeling their hand in yours when you shake it and sharing good conversation.
We all know that our clients are important to our business and we should always make a point to invest time with each of them. Some of us will drop everything when Mrs. Big Client calls however the reality is that Mr. Middle of the Road Client calls it is just as important. We have all envyed the incentive of the VIP treatment being offered to high rollers in Las Vegas with fancy roped off areas and servers all conveniently around. Your mid range clients are more plentiful and pay the bills each month. They are the type of clients that would be be thrilled to receive an incentive for an order and when they do, they will tell the world about it. So often just an email is received or nothing at all for doing business with most companies. A simple exchange of money for services.
Small incentives are money in your investment bank for you in good times and not so good times. We should never forget to thank our customers no matter what the economy. Appreciation is an act of kindness and respect, something that has dramatically faded during the past decade.
When we are appreciated it is powerful. For example, I was warmly greeted by a lovely French Canadian Receptionist who presented me with a small menu and asked me if I wanted something from it as I waited for a representative. I was so surprised that I had to ask her to repeat what she asked me. As I looked at the menu, I noticed there were various soft drinks, teas, coffees, waters and small snacks listed on it. I could not help but feel special and that I was embarking on a relationship where I was truly going to be appreciated before the relationship had even begun. I decided to order a flavored tea and sat back in a big leather chair looking around the room admiring the unique artwork and furniture. That day I could have waited an hour for the representative to come in, I was welcome, taken care of and comfortable.
Only 1 1/2 months after my first appointment, I received a small gift of chocolate fortune cookies in a decorative box with a Christmas Card, another pleasant surprise. Even if I am approached by a competitor offering a lower price for the same services, I am not going anywhere. I am not this company’s biggest client nor their oldest client, I am just a client doing business with them and they apparently appreciate it. Good old fashion respect and service.
An incentive is more than motivating, it is something that builds relationships and helps you build your referral business. I will refer this business each and every time I have the opportunity to do so.
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January 3rd, 2012
If you are not a believer in networking in the social media world, you best jump into the pool of belief now. Six degrees of separation has been reduced to 1 ot 2 degrees thanks to social media. Yes, we all sacrifice a bit of privacy but the valuable incentive is that we are meeting other people’s people to help us grow our business or to land a job.
Making a connection is not what it is all about, it is a good start. How do you go from “Hey, want to connect” to “Hey, can you help me find a job or help me get an appointment with Bob in Marketing for a sales presentation?” One must treat the 1 or 2 degree person as a preferred client. The relationship you have with that first level contact will definitely determine the connection opportunities that may be offered to you. As we all know, a warm introduction is at the top of the list of every salesman’s wish list.
Tips to Enrich Your Relationship with Your 1st. or 2nd. Degree People
1) Make a live connection by picking up the phone to call to your contacts at least once a month to chat about their kids, current events, a new movie, schedule coffee or lunch together.
2) Share beneficial articles via email when you come across one that may be beneficial to your contact.
3) Sincerely ask your warm contact if you can do something for them to help them with their business. When someone comes to the door and offers to help you, chances are you will be more open to take the time to listen to what they have to say.
4) Offer information about training that you found to be helpful.
5) Make introductions happen between your other friends, your 1st and 2nd degree connections.
6) Be your friend’s promotional agent, let them know you are supportive and are truly interested in their career. Talk about your friend’s business with others when they are present so they know that you really are trying to help them.
7) Provide your connections with an incentive. When a valuable lead or connection has been offered to you, immediately thank them with a small gift card.
8) Motivate your friends by sending thank you cards for their little acts of kindness. Thank goodness good Karma also goes around, not just the bad stuff.
9) Ask your friends what motivates them and what incentives that they may use to reward others who help them out.
10) Keep your promises, do what you say you are going to do when you say you are going to do it.
We all have good intentions and feel that nice little warm feeling when we help others be successful. Our incentive should be to enrich the lives of others.
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October 11th, 2011
Find out how giving praise is the key to getting it
Happiness Thought for October: Praise early and often. As St. Therese of Lisieux wrote, “When one loves, one does not calculate.”
I’m a real gold-star junkie. One of my worst qualities is my insatiable need for credit; I always want the recognition, the praise, that gold star stuck on my homework. Recently, I was grumbling to my mother about the fact that some extraordinarily praiseworthy effort on my part had gone unremarked upon. My mother wisely responded, “Most people probably don’t get the appreciation they deserve.” That’s right, I realized – for instance, my mother herself! I certainly don’t give her enough praise for everything she has done for me. Our conversation started me thinking about the importance of praise, and how to praise effectively.
1. Be specific Vague praise doesn’t make much of an impression. Parenting experts often express this point of view: Praising a child means more when it’s specific than when it’s general. “What a beautiful painting!” is less gratifying than “Look at all the colors you’ve included! And I see you’ve used all your fingers with the finger paints. You’ve really made your picture look like a spring garden!” This is true for adults, too. “Great job!” is less satisfying than an enumeration of what, exactly, was done well. General praise sounds perfunctory and meaningless; specific praise seems heartfelt.
2. Never offer praise and ask for a favor within the same conversation It makes the praise seem like a setup for whatever you’re asking for.
3. Look for something less obvious to praise Highlighting a quality that a person hasn’t heard praised many times before shows that you’re really paying attention, not just repeating what other people have said.
4.Praise people behind their backs The person you’re lauding usually hears about it, and behind-the-back praise seems more sincere than face-to-face praise. That’s why I make an effort to repeat any behind-the-back compliments I hear.
5. Match the quality of the praise to the difficulty of the task If a job was quick and easy, a hasty “Looks great!” will do; if it was protracted and challenging, be more lengthy and descriptive.
6. Remember the negativity bias The “negativity bias” is a psychological phenomenon: People react to the bad more strongly and persistently than to the comparable good. For example, within a marriage, it takes at least five good acts to repair the damage of one critical or destructive act. So when I praise someone, I remember that one critical comment will be far more memorable than several positive ones. If I want someone to walk away feeling great, I skip any negative remarks.
7. Praise the everyday as well as the exceptional When people do something unusual, it’s easy to remember to give praise. But what about the things they do well all the time without any recognition? I try to point out how much I appreciate the small services and tasks that someone unfailingly performs. Something like, “You know what? In three years, I don’t think you’ve ever been even an hour late with the weekly report.” After all, we never forget to make a comment when someone screws up.
Praise is gratifying to the person getting praised, of course, but it also boosts the happiness of the praiser – at least I’ve found that true of myself. Still, what about the opposite problem? I find it fun and easy to give gold stars, but so often I’m craving them myself. I struggle (admittedly with only moderate success) to master my need for gold stars. I’ve repeatedly asked my husband to give me more of them: “Manipulate me! Lavish me with praise, and you could have me jumping through hoops like a tiger at the circus! Just give me my gold stars!” He laughs, and he understands my nature, but he still doesn’t do it.
Some of my happiness-project resolutions are aimed at this desire, and I tell myself, Don’t expect praise or appreciation. Nevertheless, for all my efforts, I have to admit that I still crave those gold stars. It helps if I tell people I’d like gold stars. If you give a gentle reminder, they might happily shower you with praise. Here are some other strategies I use to try to curb my neediness:
1. Do things “for myself” For a long time, I self-righteously told myself that I made certain efforts “for the team” or “out of love for my family.” While this sounds generous, it led to a bad result, because I sulked when my husband or whoever was involved didn’t appreciate my efforts. Now I tell myself, I’m doing this for myself. This is what I want. I want to send out holiday cards. I want to organize the cabinets. This means I’m not waiting for a gold star. No one else has to even notice what I’ve done.
2. Find ways to reward myself Maybe other people aren’t giving me credit, but I can give myself credit. I keep a chart of my daily resolutions, and I get a little jolt of satisfaction when I reward myself with a check mark next to a resolution. I give myself gold stars!
3. Express your appreciation for what other people do One good happiness rule is that if I wish people would act a certain way toward me, I should act that way toward them. If I wish people would be freer with praise, I should make sure I’m ladling it out myself. Also, I’ve found, when I push myself to feel grateful for what others are doing, I remind myself of how much they do for me – and that eases resentment.
4. Remember that being taken for granted is a form of praise It’s ironic: The more reliable you are, the more likely you are to be taken for granted. If you always meet deadlines, if you never lose your temper, if you’re always prepared, people can overlook your efforts. And really, that’s a compliment. My only clear childhood memory of being picked up from school is the one day that my mother was late. Every other day – year in, year out – she was on time. As a child, did I ever say, “Hey, Mom, I really appreciate the fact that you’re never late”? Nope. But it mattered. How about you? Have you found effective ways to give or get praise?
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September 13th, 2011
2011 Incentive Sales IQ Survey: Budgets Grow
By Leo Jakobson
June 7, 2011
The incentive market is improving, according to Incentive’s annual Sales IQ survey. Compared to last year, we saw more than a 40 percent increase in the number of respondents who said their companies have increased their overall sales incentive budgets—from 29.8 percent in 2010 to 42.7 percent in 2011. Also, more than two-thirds of the respondents said they are spending more per recipient in 2011, compared to fewer than half in 2010.
The survey was conducted between March 23 and May 23 via e-mail. Exactly 500 readers of Incentive magazine and its e-newsletters responded.
How well those companies are spending their money was another survey question. We asked the respondents to rate their sales incentive programs, and just over half answered “extremely effective” or “very effective.” Around 40 percent said “somewhat effective,” and seven percent called their sales incentives “not at all effective.”
A number of reasons were mentioned for the lack of effectiveness, but there were a couple of recurring themes. Lack of funding was cited by many. One respondent commented, “We do not have enough funds to offer a big enough incentive to motivate high-volume salespeople.” Issues with program design also were noted. Another respondent pointed out a “need to correlate incentives to performance more effectively,” while a third person noted, “It can be difficult to purchase incentive rewards that are well liked by everyone equally.”
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August 1st, 2011
At Starbuck’s every where you can stop by almost any time of day and see people sitting at tables engaging in the dance. No, no one is dancing on the tables. The incentive of the dance requires no music but people seem to continue to move backward and forward to a familiar tune. It is all so interesting and some times down right amusing to watch savvy Sales People lean back into their seat as they carefully listen to their client’s needs and wants. As they drink their coffee and nibble on pastries, the dance continues this time reversing physical posture. The Sales Person puts down their coffee leaning towards their prospect demonstrating great interest. They begin to describe their company’s value, product features and benefits in compelling detail. The client makes their self comfortable and sips their coffee as they listen intently for key words and phrases.
Friendly environments such as Starbuck’s provide a friendly environment requiring little commitment being a much smaller price tag of a restaurant. The incentive of meeting at a coffee shop? There are less chances of uncomfortable moments battlling spaghetti noodles or dripping soup off your chin. A friendly place where one can easily make a sales meeting a long beneficial meeting or a few short one because there was really no interest in it for the customer.
Tips to Help You Prepare for You Sales Meetings:
- Define your goals and objectives.
- Ask your prospect or customer to provide a time frame so you know in advance how much time you have and prioritize. We should all respect the time of others and nothing is worse than being cut off right before the best part of the presentation.
- Get some sleep so you are sharp and add subtle color to your wardrobe so that you are at your best and interesting.
- Be personable and do not appear hungry for the sale. Good things will come to those who are prepared.
- Be able to answer their ”What is in it for me question” with the 5 to 10 minutes.
- Bring examples of how your product or service works for a client of yours. Talk about facts and figures of how well it worked for them and what you personally did to make the transition a success.
- Stay well informed about your competitors. Be informed about their latest financial news, public R&D projects and news about new product introductions.
- Don’t give away the farm. Provide an incentive to your prospect so that you can meet again or communicate by phone. Leave only a few brochures with them so that you and not your brochure is closing the sale.
- Bring only current marketing material. I can’t tell you how many times I have sat across from people and realized that their materials were very dated.
- Use concise laptop presentations whenever possible, we are all still captivated by the Internet and all it’s power.
- Ask your prospect what they liked most about the presentation. Also, ask if they have met with another company and what they liked and did not like about their products or service.
- Encourage interest and excitement by sincerely be interested in your prospect.
- Don’t forget to sprinkle humor in your sales meeting and lighten things up.
- Stimulate and develop interest by asking open questions.
- Always be closing but be careful not to make it too obvious
Follow Up:
A call cannot be considered a follow up call until, you make contact!
Send a thank you email or good old fashioned card with only a thank you in mind for their time. This sincere act will immediately set you apart and will be appreciated.
When you make contact, ask if they have had the time to research more or revisit brochures from your meeting together. If they have, be sure to warmly compliment them. Provide them with what you understood are the company’s needs. If they have not researched or revisited brochures, ask if they would appreciate highlights sent to them on an email. Sending a follow up email will allow you to promote yourself and your product in a more direct fashion.
Offer to assist your prospect if they are needing help sell the idea or service to other decision makers.
Host an Open House at your company or if possible, conduct a virtual meeting with other key members from Customer Service, Support and Implementation. Doing so will instill trust and provide additonal confidence about sharing their interests with others in their company.
Keep things upbeat, be confident that what you are selling will impact their company and future profits.
Develop a relationship not just a sale. Good sales people remember that each individual sold or not is very important. They follow the Other People’s People (OPP) rule. The prospect’s people are your future sales and each contact with a prospect is actually selling to other people through your prospect.
Good selling starts with an incentive to do the right thing, the right way for a positive result!
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July 20th, 2011
Boy, do I get happy happy happy when I find a coupon for my favorite restaurant! I can go dine and have a great time with my friends at a 25% to 50% discount. Coupons incentives are not just for fast food restaurants, there are now 3 star or better restaurants understanding that the motivation to save is what is drawing crowds back in to spend. When my friends and I go out we find ourselves spending a bit extra on drinks or desserts making everyone and the restaurant owner happy.
People use coupons and are feeling more appreciated because they are being offered an opportunity to enjoy living life as they did before this economic slow down. They are actively hunting for coupons and incentives to see movies, plays, concerts and make purchases at stores.
When the happy recipient uses their coupon, they are sharing it with everyone! This is why more and more retailers and restaurants are jumping in on the band wagon. They offer a discount but gain from supplemental purchases and the best advertising of all, word of mouth advertising. We all like to brag a bit about a great deal found or gift incentive we have received.
Over the past two or three years at Incentive and Rewards conventions, the choice of delivery for incentive coupons codes are via SMS Text Messaging. Coupon incentives are received quickly, attractively and are usually used more immediatley than the traditional mailer. Using electronics is a part of our busy lives and there is still is a certain excitement to it all.
Companies can buy movie and restaurant codes in bulk for delicious savings, extending coupon incentives with more employees and donors. Ah, the love of an incentive providing food and entertanment!
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July 14th, 2011
Everything that any of us do during the day has a purpose, of course; otherwise most of us would probably be couch potatoes watching Netflix all day. Luckily, everyone has something they need to do, whether it is grocery shopping, doing homework, or going to work. People, and the motivations behind their actions, are what make our world go round; Incentives.
Our motivations responsible for our actions are visible from the very beginning. Even from the first few times that we began to converse with our parents, every action we did had an incentive behind it. Take the average 3 years old. As a parent it is an unspoken law that we must make our children eat vegetables. “If you eat your yams, you can have ice cream for dessert!” Sound familiar? Incentives are responsible for everything we do; they are unavoidable. Take parties for example. If you don’t invite people at least one month before the actual party, hopefully your five finger friends can save the party and round up some last minute invitees. People don’t respond to R.S.V.P.’s for a reason; they are simply waiting to see if a better offer will come up in the time being, one with a greater incentive. Let’s say your party has “party people”, you live in a higher middle class home, and your social status is on the higher side. You will probably have more guests than your friend, who lives in the average sized home and is a little lower on the social totem pole. People will go to your party instead because your guests are assumed to have better business and social connections. Not saying that your friend’s guests don’t have the same qualities to offer, but having to choose between the two is night and day. People are magnetized towards money and social butterflies because the opportunities that are at your party offer a greater incentive than your friend’s party. Incentives transfer over to every business, everywhere. Our salary is what drives each and every one of us at work to perform better, be on time to that 7:00 am meeting, and even stay that extra 10 minutes late to impress our bosses. Most of us would only perform the minimum each day at work if there wasn’t an incentive keeping us hooked on the line. Would you go on that business trip to China for two weeks if there wasn’t something in it for you? Without incentives many people would be left unmotivated and would never continue to climb the ladder at their companies, because there wouldn’t be anything to strive for. Incentives motivate everyone, whether it is an aspiring chef hoping to open a restaurant, your average college student longing to be the editor for a newspaper, or the ten year old down the street hoping to have a paper route in order to buy that new video game. So, we ask why we do the things we do. The answer: incentives
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June 14th, 2011
Summer usually does not always equal rain in the forecast for non-profit organizations but blood centers and others are going to make it rain! Summer season is usually the time that families every where take off for vacation and barbecues keeping the coffers of a non-profit dry. Marketing Managers have to work harder at least 3 months before summer begins picking up momentum in September to their keep organizations in the black. These managers use their creativity and marketing budgets to reach as many as possible to get the word out that charitable donations are not just Christmas thing.
Summer is the time to reach out to others and join forces stretching your marketing dollars through collaborative projects. Organizations like the Boy or Girl Scouts are wonderful for a Community Project Day and blood donation drives. Donors can immediately see the benefits of a cleaned up park or beach while being reminded by t-shirts worn by blood donor recipients who participated in the day’s events that blood donations are crucial to saving someone’s life. An organization can really find many non-competive partners that compliment each other while getting the word out. These partnerships also provided an added interest for advertisers donating their time or space attracting donors who hold mulitiple charities close to their heart.
Seek out Incentive Brokers who understand your donors and know how to answer their “What’s in it for me” question. An incentive is not an incentive if it is the wrong one, at the wrong price. The newest incentives combine benefits and rewards for the entire family at a deep discount that only Incentive Brokers can provide. An organization should also incentivize their marketing staff, telemarketers and blood donor appointment setters with a program that provides prescription discounts, fitness, doctors online, theme parks, nationwide golf and travel to enhance their medical benefits at a fraction of the cost. Each program offers a selection of 70 different benefits and incentives to choose from to create your own customized donor incentive program.
Make it as fun for your employees as it is for your donors with energetic Fun Fridays, BBQ’s, Bring Your Dog to Work Day, staff meetings in the sun and contests. Don’t forget to share your amped up energy on your website with beach scenes and summer themed games for the entire family. Games that are fun for the entire family will help you develop an interest in your organization for the next generation and many summers of giving ahead. Dedicate a section or entire page to helpful summer time menus, tips, community events and lots of pictures of donor fun.
Reach donors at the beach, park or in the parking lot with SMS text messages containing coupon codes for movies, restaurants and more! Thrill your young donors by delivering incentives in modern unique ways using technology and create delivery. Send popcorn by mail and ask them to make an appointment receiving a movie ticket for their donation.
This summer get those creative juices going so you too can have a more carefree vacation.
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June 6th, 2011
Today started like all other days. I watched all the people I love in my house rush off to work and school, it seems like every day is a fire drill around here for these people. I can actually hear a seemingly endless hum of blow dryers and footsteps scammering back and forth while I lay half asleep in my comfy bed downstairs. I wish they would give it a break so I could get some extra zzz’s! Why do they leave there warm comfy beds every day when it feel so good anyway? There just must be some kind of benefit in return for it all. Oh well, in a flash they all go out the same door we use to get in the car to drive to the park.
I have been living with these people for just about 10 years now. I have taken the time to observe and learn from them. They can be quite interesting. A dog has gotta be aware you know and you really can teach an old dog a new trick or two. I have learned that my dad treats me a bit different than the two girls do that live here. My dad is cool but boy when he is mad,watch out. He gives me commands and expects a lot out of me. Sometimes I just say to myself ”Look buddy, if there is no treat involved, it ain’t gonna happen.” Just before he gets ready to burst because I have not rolled over yet, I break out my cute girl powdy eyes and then he walks over to the pantry to get me a treat. Yeah, the powdy eye thing is a great things that I learned from the girls. It works most of the time with my dad and just about every single time with the girls, ya gotta love them. The girls think I am just the cutest thing on four wheels.
My relationships are really simple in this house. I behave, try not to mess up the carpet and I don’t get too crazy when the cats walk into the yard. If I provide love, love is returned to me from that pantry. Life as a dog is really pretty great, no matter what those Calico Cats tell you.
The other day my mom was talking about her boss at work. She told my dad that her boss was an Absentee Boss who all of a suddent barked out orders for her to increase her team’s sales figures. As both she and the vegetables steamed, she continued to tell us her story. This boss I guess never provided she or her team with goals except when it looked like he was not going to be able to keep his job. He did not seem to care about her team and never gave them any treats as incentives when they achieved high numbers. What a jerk, if he were here it would be my teeth in his calf! Anyway, her team felt that his appearance alone in the department meant bad news because he never walked through to say good morning or spread some good stuff around to anyone.
When the steam stopped coming out of my mom’s head and from the over cooked veggies, she said some pretty interesting things. She said she could manage the situation her way and train her boss like she trains me, what a smart cookie. She would first start with a quick observation about what motivated her team. Were they talking about the changes in their employee benefits or perhaps the incentive program some of the other teams started using to motivate their teams?
The economy has been tough on my family and many others. Sure we eat but the Pooch Spa never comes over any more to leave me that nice sparkle like they used to. I really miss that guy, he had a way with a dog brush that made me look 5 years younger but I have adjusted. My mom brushes my hair now and she also has started to praise me and her department more. I think she knows that we will hang in there and do good if, we know we are appreciated. She told all of us a few nights ago that she does not skip a day when she does not appreciate us. She has promised to thank someone at the end of each day for their efforts and good roll over. She also sends surprise emails to employees when she sees them doing a great job with coupon so they can go see a movie. My mom is pretty smart. She knows that it is the sincerity of presence with people and dogs that make a difference. The eye to eye contact and thank you along with a treat for the extra effort.
The true benefit from life is being able to inspire and make a difference, I love my family.
D. Fred
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