August 27th, 2009
Making a profit has not changed, it is still and will always be about the relationships that fosters the opportunity to make a profit. To create a relationship, a company must be creditable and interested in their customer’s needs.
Commitment to customer service is key to customer retention. Commitment is not just stated, it is proven. From your receptionist to your company’s president, it is your job to instill confidence in your company. Do you live by your service commitment each day? Do you survey your customers to learn about opportunities to improve when there are failures? Do you think about your customers when making changes within your company that might affect customers?
In these times, more people looking for value and long term commitment perhaps more than ever before. They want to know that they made the right decision and that you will be there for them in a year from now.
How can you enhance business? Add to your services with a technique used in infomercials. When you turn on the T.V. early on Sunday mornings you will find infomercials selling everything from exercise machines to juicers. A back end offer is an extra product or service that is offered after the customer has decided to purchase from you. These after sale offers provide added value to the customer and re-enforces your interests in them. These add on value deals are so profitable that many take a slight loss on the front end to provide great deals on the back end. There is no question that deals like these are part of a company’s customer retention strategy. Everyone appreciates an added incentive with an added gift card for a future purchase or stay and plan vacation.
Follow up frequently and not just at holiday time. Use the slow summer months to communicate interesting information and offer incentives that you might normally only offer at Christmas time. Ask for referrals and demonstrate appreciation with a small gifts or opportunities for an online helpful seminars.
The back end of the sale can be more important than the front end when trying to retain and build your business.
Tags: gift cards, incentives
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August 21st, 2009
Give me a simple pleasures! A free movie, an ice cream sundae, a piece of chocolate or dinner on you. Demonstrate to me that I made the right choice by doing business with you.
I am not only a looking for the ease of technology, I looking for traditional customer service and a warm greeting or two. I want options of online products and services along with face to face service. I like variety in my life with lots of options. As Gen Xer, I want to know you are interested in my family, friends and I. I want to know you are working on new online services that are easy to use with lots to offer. I also want rewards because they are at the top of my list when making my purchase decisions. I be interested in a credit or ATM card unless, I get a good deal and incentive rewards.
Point reward programs are interesting due to the variety of incentives that they offer. I can either earn points to buy my mom something, save up for a green vacation or donate to my favorite charity. I definitely do not want to stuff my closet with another t-shirt or put add to my coffee mug collection in my kitchen.
I am your employee and your customer, I am your best advertising. I will speak positively and energetically about my experience and believe in our relationship as an your employee and as your customer.
Tags: employee rewards, incentive, incentives, reward, reward programs, rewards
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August 18th, 2009
The eyes are the window to the soul. As far back as the statement’s orgin’s in the bible Matthew 6 22-23, the eyes export and import information that stimulates a reaction. A well postured man walks into a room using good eye contact, he immediately gains power and is clearly communicating to everyone in the room that he is there to communicate. He will either communicate interests, disinterests, gain feedback, express feelings or influence others. Similar to the animals in the jungle, the lion will quickly focus on his interests to satisfy his hunger.
The eyes have it and that is why eye gaze studies are becoming more and more important to companies with a large Internet presence. On a given website, visitors will view the search bar and menu options spending less than 30 seconds before deciding to continue or move awat from a website. Large marketing firms now are investing in research to learn more about eye gaze studies and the link between social and search as is used to advertise on Facebook.
In studies, regarding the difference between the sexes’ eye contact, women establish more frequent eye contact than their male counter parts. Men established more mutual eye contact while listening and speaking. Research also concluded that both sexes look more when speaking to a female than a male. This leaves some speculation that women are more attentive, demonstrative and participative.
Eye gaze studies are crucial to companies with a large Internet presence. On a given website, visitors will view the search bar and menu options spending less than 30 seconds before deciding to continue or move off a website. Business owners are continually challenged seeking ways to increase click throughs once their visitors arrive without visual overload.
Research has demonstrated that the eye tends to navigate to the middle of the top of the page and top of far left panel on the Facebook. Most immediately look at wall updates and announcements then navigate to the far right for highlights then venture upwards viewing any personally interesting advertisements. Facebook members tend to find great value in the ability to communicate quickly and easily to family, friends and use it as a networking too. Because of this friendly relationship with Facebook, advertisements are not seen as intrusive as they were on Myspace causing a decrease in membership.
It has been found that 25% of females between the ages are Facebook members. Below is a listing of visitors by website:
Facebook Twitter You Tube
Monthly Traffic 91.2 21.9 71.3
% of People 18 – 49 62% 75% 59%
% of Men/Women 44/56 45/55 50/50
The intensity of visual interests provides valuable information to all those with interests in development. The eyes of the buyer and those we wish to influence. The story is told and absorbed by our eyes. The passionate communication the provide an incentive to react or walk away.
Some researchers into consciousness believe that fixational points of interests are placed where important cognition thinking takes place. Marketing researchers, use eye-gaze systems while conducting marketing research on consumers, similar to those used to develop technology for those that are physically challenged allowing them to turn on lights, talk via a specialized computer or move. They learn about the power of influence on the brain and the motivation for the brain to react.
Like a great hunter, the eye lines up the animal of interest to the center of the retina creating a target of interest. Consumer research concentrates on (1) the scanning pattern across a scene indicating what features are noticed first and second (2) the amount of time on the item of interest (3) the time that it takes before first seeing the item and focus on detail, and (4) fixations measuring the amount of time that the individual’s eye moves from one specific location to another.
Maintaining the visitor’s interests requires a careful balance answering the “what’s in it for me” question, providing intriquing information and an incentive to do business with you in 30 seconds or less. If you have ask yourself what motivates you when you visit a website or when you find yourself captivated by an advertisement, you will learn more about how to capture the eye of your visitors.
Tags: corporate incentives, incentiive programs, incentive, incentives
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August 8th, 2009
It pays to encourage people to spread the word about your business.
Q: How important is it to offer some type of incentive for people who give me referrals?
A: Everybody loves referrals, and one thing I’ve learned is that they also love to be recognized for giving referrals.
In a survey I conducted with Robert Davis (published in our book business Business By Referral), incentives were found to be one of the most important methods of generating referrals for successful business professionals. Incentives can range from simple recognition, such as a thank you, to monetary rewards based on business generated. Nearly one-quarter of all respondents in this international survey considered incentives an effective generator of referrals.
Creativity is the key to any good incentive program. People just naturally like to help each other, but especially when they know their efforts are successful. Let your contact know when a referral he or she has made comes through and be as creative as you can.
I’ve heard many novel ways businesspeople reward those who send them referrals. A female business consultant sends bouquets of flowers to men. A music storeowner sends concert tickets. A financial planner sends change purses and money clips.
I know of an accountant who thanks those who successfully refer a client to him by paying for a dinner for two at an exclusive restaurant located at least an hour drive from their homes. This approach firmly plants the accountant in the minds of his referral sources: They won’t be able to use it right away, because the distance requires that they plan for it. As the date approaches, because it has been planned, they’ll be talking about it (and probably about the accountant). Later, when the referring party runs into someone else who might need an accountant, who will he recommend?
One realtor I met in Northern California told me that for almost six years, he offered a $100 finder’s fee to anyone giving him a referral that resulted in a listing or sale. Yet during that time, he had only given away about a dozen finder’s fees. He decided it was time to try another kind of incentive.
Since he lived on a large parcel of land in prime wine country, he had begun growing grapes in his own vineyard. A thought soon occurred to him: Why not take the next step? He began processing the grapes and bottling his own special vintage wine. After the first harvest, he had a graphic artist design a beautiful label, which he affixed to each bottle. He told all his friends that he did not sell this wine; he gave it as a gift to anyone who provided him with a bona fide referral.
He gave away dozens of cases in the first three years-half the time it took him to give away a dozen cash finder’s fees. Yet each bottle cost him less than $10 to produce. This special vintage wine makes him infinitely more money than giving away a handful of $100 finder’s fees.
It sometimes amazes me, even now, how something as simple as a bottle of wine can be such a powerful incentive for people to give you referrals. But the explanation is really quite simple: It’s special. A bottle of wine that can’t be bought can be worth 10 times what it cost to produce when it’s traded for something as valuable as a business referral.
Remember, finding the right incentive is a big challenge-especially if you want to score big by building word-of-mouth business. To make it easier on yourself, get opinions and feedback from others who have a significant interest in your success.
Don’t underestimate the value of recognizing the people who send you business. A well-thought-out incentive program will add much to your word-of-mouth program.
Ivan Misner is the founder and CEO of Business Network International (BNI), which has more than 2,900 chapters throughout the world. He is also the author of five books, including his New York Times bestseller, Masters of Networking, as well as Entrepreneur Press’ forthcoming Masters of Success.
The opinions expressed in this column are those of the author, not of Entrepreneur.com. All answers are intended to be general in nature, without regard to specific geographical areas or circumstances, and should only be relied upon after consulting an appropriate expert, such as an attorney or accountant.
Tags: corporate incentives, incentive, incentive program, incentives
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July 8th, 2009
Branding is just as important today as it was to ranchers at the turn of the century. Ranchers brand their livestock with burning hot fire-heated tools to identify their cattles. Originally the word brand meant a hot fire burning stick.
Unique identifiers allowed hundreds of cattle to graze freely on grassy fields and meadows. Cowboys could then separate the cattle at round-up time and drive cattle back to their ranches. Because of cattle branding, cattlemen kept their cattle and their livelihood in tact.
Branding is not just about getting your target market selecting your company over your competition, it is about getting your prospects believing that your company is the best solution to provide them with their wants or needs.
Define your branding by stepping away from your role for a minute:
- Who are your customers and what are they looking for?
- Can you clearly define your products or services?
- Are your company’s core value clear and easy to understand?
- Does your company have an identifiable image?
- Do you have a tagline?
- How can you distinguish yourself from the competition?
Revisit your products or services as if they were new to you:
Write down the benefits of your products or services.
How will you position your products or services.
How will you advertise?
Think about brands you love, what is attractive to you?
What incentive is there using a particular service, what is the value of your favorite brands?
Are you duplicating someone else brand? Be sure to investigate the brands of your competitors to steer clear of legal action or confusion.
Branding is a valuable snapshot of your core values and service.
Tags: brand, branding, incentive, incentives
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July 7th, 2009
Regardless if you enjoy Michael Jackson’s talent as a singer, performer or philanthropist or not, the man’s clear incentive was to perform. He was happy to bring joy and entertainment to his fans. It was obvious that Michael Jackson passionately desired to entertain and continually wow us with his magical performances. His music bringing everyone to the dance floor in just beats and having us singing along swaying to his music. His music transcended age, race and social economic standings.
In a life time, if we are lucky, we are deeply touched by a few people in our lives. Some that consist of family, some are friends and others are in the public eye. Favorite songs and movies marking sweet symbolic times of our lives that come back to life with just a sight or sound. No one artist in my life time could be responsible for marking so many weddings, parties or special time with my favorite guy than Michael Jackson.
Today, we say good-bye to the earthly body of Michael Jackson knowing that his passionate love of his music will burn brighter than the media’s glare. Rest in peace Michael Jackson, I was so fortunate to have experienced your amazing talent.
Tags: entertainment, incentive, incentives
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July 7th, 2009
The Most Important Measure of Success
Being respected by others is very important to each of us. A survey done by the Gallup organization found that the most prominent living Americans rated the respect of others as the most important measure of success in life. They worked very hard to earn the respect of their parents, the respect of their spouses and children, the respect of their peers and colleagues, and the respect of mankind at large.
Why You Respect Yourself
It seems that we truly respect ourselves only when we feel that we are respected by others, and we will go to great lengths to earn and keep that respect. When we feel that someone respects us for who we are and what we have accomplished, we tend to be more open to that person’s influence.
Two Things You Can Do
We can do two things to put ourselves in a position to be respected by others. The first is to develop our knowledge of our field. The more people perceive you know about your subject, the more they will respect you. The highest-paid people in almost every field are those who know more than the average people. They are recognized as experts, and they develop what is called “expert power.” Because of their superior knowledge, they are looked up to and listened to, and they are much more capable of influencing others to act in a particular way than they would be if their knowledge level were just average.
Know Your Business Well
The best salespeople are those who know their products cold. They deeply understand every aspect of their products and the ways in which their products can be used to achieve the most important goals of their customers.
Develop Your Expertise
Another way to put ourselves in a position of being respected by others is to develop our expertise. Expertise is closely tied to knowledge, but it is a little different. Expertise is the ability to do, the ability to perform well in your chosen field. Men and women with expertise are those who practice over and over in whatever they do until they become known far and wide as the very best in their field.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, study your field in detail. Dedicate at least one hour per day to reading, listening to audio programs, studying to become more and more knowledgeable about what you do.
Second, continually upgrade your knowledge and skills in your field. Identify your weakest important skill and go to work on that.
Knowledge and know-how are the keys to the 21st century.
Tags: incentives, recognition, recognition programs, recognize, rewards
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July 6th, 2009
As you look up at the big cruise ship before you, it can be quite overwhelming. But, dont be intimidated by its size or the amout of people going on the voyage with you. It is said that great things come in small packages, but crusing is just the opposite. Its a great thing in a huge, floating package. Being a minor on a first time cruise can be frightening. You may feel as if you are the only kid on the whole ship, or that you wont be accepted in any of the goups with kids your age. But dont be! Carnival Cruise Lines offers many kid groups for all ages and they engage you in many fun filled activities. By the end of the trip you will feel as if your group has become almost like a second family made of kids your own age. Everyone is very welcoming and friendly and the employees share these talents and skills as well. That alone is a big enough incentive to keep you coming back everyday waiting the next activity Kids Club has to offer. Not to mention all the ports, people, and the memories shared between you and your family, not to mention the great tan! Kids experience their own cruise the way they want it. For older kids there nights at the disco before the adults come in to dance the night away and shows just for us. If you are worried about your budget with the economy these days, dont be. There are plenty of discount cruises to help your parents out on the expense. For as little as $80 a day your room, all the food you can dream of and fun are all yours. That alone will get your parents motivated in this vacation.
On Carnival they offer big staterooms on most ships with windows. You are really never in your room but if you want to hang out inside for a few hours, their rooms are the best. Our family took my grandma along so we got two adjoining rooms. It was nice when we had the door open giving us the feeling that we had a suite all to ourselves. Every ship on Carnival has a special 114-foot-long, 15-foot-high water slide.
After a week of fun and many ports we ended making new friends and wonderful memories. Bon Voyage!
Tags: cruise, cruise lines, incentives
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July 4th, 2009
Five signers were captured by the British as traitors,
and tortured before they died.
Twelve had their homes ransacked and burned.
Two lost their sons serving in the Revolutionary Army;
another had two sons captured.
Nine of the 56 fought and died from wounds or
hardships of the Revolutionary War.
They signed and they pledged their lives, their fortunes,
and their sacred honor.
What kind of men were they?
Twenty-four were lawyers and jurists.
Eleven were merchants,
nine were farmers and large plantation owners;
men of means, well educated,
but they signed the Declaration of Independence
knowing full well that the penalty would be death if
they were captured.
Carter Braxton of Virginia, a wealthy planter and
trader, saw his ships swept from the seas by the
British Navy. He sold his home and properties to
pay his debts, and died in rags.
Thomas McKeam was so hounded by the British
that he was forced to move his family almost constantly.
He served in the Congress without pay, and his family
was kept in hiding. His possessions were taken from him,
and poverty was his reward.
Vandals or soldiers looted the properties of Dillery, Hall, Clymer,
Walton, Gwinnett, Heyward, Ruttledge, and Middleton.
At the battle of Yorktown, Thomas Nelson, Jr., noted that
the British General Cornwallis had taken over the Nelson
home for his headquarters. He quietly urged General
George Washington to open fire. The home was destroyed,
and Nelson died bankrupt.
Francis Lewis had his home and properties destroyed.
The enemy jailed his wife, and she died within a few months.
John Hart was driven from his wife’s bedside as she was dying.
Their 13 children fled for their lives. His fields and his gristmill
were laid to waste. For more than a year he lived in forests
and caves, returning home to find his wife dead and his
children vanished.
So, take a few minutes while enjoying your 4th of July holiday and
silently thank these patriots. It’s not much to ask for the price they paid.
Remember: freedom is never free!
Fourth of July has more to it than beer,
picnics, and baseball games.
Tags: corporate incentives, corporate reward, employee rewards, incentives, reward, rewards
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July 2nd, 2009
Summer typically is a tough time of year for charities. People are on vacation and out of school. Whether your donors are blood donors or financial donors the key to keeping them thinking about your organization is fun!
Think back to your summers as a young adult what types of things made you stop and take notice? Get out a pad of paper for some neat ideas that will not only get your donors in, it will get their families in too.
- Host an educational water safety event.
- Collaborate with MADD or other organization providing a public service.
- Give away tickets to the nearest water park for donations.
- Host a parking lot concert for donor drives.
- Create a baseball themed contest. Provide give aways for each run scored in addition to points they have earned for their individual donations.
- If Type O blood is in demand, soccer themed events are a big hit.
- Local athlete presentations and sports camp.
- Dance presentation on site.
- Have a luau party during the month of July with food and beach toy give aways. Ask your team to join in on the fun wearing Hawaiian shirts.
For online charity websites:
Create an incentive wall that allows people to post short comments about their experience and invite others.
Add interactive games with gift incentives for their participation.
Short term theme events with interesting facts and online prize awards.
Host live and informative classes on nutrition.
Post your organization’s wish list.
Be sure to keep your website up-to-date and interesting. Stale information will only lead visitors feeling that your organization may be on vacation mode too.
Keep the energy up in your organization by providing employee and volunteer incentives. If they are motivated, they will help your organization reach its goals.
Tags: awards, gift incentives, incentive, incentives, rewards
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