Archive for January, 2012

Your Features Vs. Their Benefits

Does your marketing, sales pitch or web site tell what the features are of your product or service?

Why?  Who cares?

Most people know what they want (most of the time).  They want something that benefits them.  Don’t tell me what makes it work for YOU; tell me what it will do to solve MY problem.  Don’t tell me what it does; tell me what it does for me.  Don’t spend your time shoving the features down my throat.  Show me the money? No, show me the benefits.

Practically everyone wants to buy something that benefits them.

Find what makes people happy (not their pain).  There is enough pain in the world without you agitating it.  Besides, they need a cure, not a doctor. Find what makes people happy and excite that.

Smart doctors tell you the benefits of treatment, instead of the details of the recovery.  When you go in for surgery, do you want to know the details of the operation or when you will be walking around again?

What about your marketing plan? Is it filled with features about you, or benefits for customers/clients?

Jim Mathis is an international professional speaker and author of the Best-selling Reinvention Made Easy: Change Your Strategy, Change Your Results. To receive his free monthly e-newsletter with articles like this send a SUBSCRIBE message to: subscribe@jimmathis.com.

Sweat The Questions

A finely crafted question can challenge a person much better than a finely crafted speech.

In a conversation, who is in charge?  The person asking the questions, or the person answering them?  Easy: the inquirer is always in control.

This is true in sales, customer service and management.  It is also true in presentations before audiences.  Don’t worry about looking “smart” in front of the crowd.  When you compel everyone to search within themselves and come up with theit own answers, you have already delivered your value.  AND the answers from the group exceed anything you can come up with alone. They own them.

It’s not about you. It’s about them. Spend your next meeting asking great questions of everyone in the room.

Ask better questions and you get better answers. Raise the level of expectation and people will rise to it.

Change your strategy; change your results.

Be Your Own Event!

Most traditional networking venues don’t attract people wanting to hire or buy something. They attract those wanting to BE hired or SELL something.

So AVOID most “networking events.”

What?  Yes, most “events” are populated by job seekers; not HR managers (or the CEO!). The top people stay away and send the bottom people. Really, they just don’t attend them.

Why? Seekers show up resume and business card in hand to meet someone looking to hire them, or buy from them. 

The problem is, most people who hire people don’t show up at these events.  Why go only to be inundated by job seekers?  Would you attend one of these after 5PM, if you were a hiring manager doing this at work all day?

Nope.

Very few people are hired at a networking event.  As a result you have a bunch of individuals dishing out their personal sales pitch to other people doing the same.  If you attend networking events to get someone’s business, bad news: most of the people there are looking to get hired; not to sign your organization for a $10,000 contract on their sales or product packaging.

Here’s an idea:  BE your own network events.  If you are always prepared with your message,  then everything you do becomes a networking event. Christmas parties, football games, receptions, church functions, elevator rides, waiting for table in a restaurant, airplane trips, etc.

Be perpetually “on message” and use every opportunity to network. 

Oh, and as I said before, leave your business card at home. Get there card.

Change your strategy and it will change your results.

Jim Mathis is an international professional speaker and author of the Best-selling Reinvention Made Easy: Change Your Strategy, Change Your Results.  To receive his free monthly e-newsletter with articles like this send a SUBSCRIBE message to: subscribe@jimmathis.com.

And The People Spoke…

Have you noticed how popular opinion (or unpopular) has changed major businesses recently?

Bank of America changed their debit charging policy because customer backlash forced them to drop the excessive punishment for doing business with them. Verizon had a similar experience.

Then the SOPA protest by Wikipedia and Google forced enough US politicians to change their stance on regulating the internet.  It’s an election year and votes are more important to sitting politicians than personal issues.

Kodak declared bankruptcy.  They led the way in the digital photo realm, but deserted it in favor of selling film.

How has the public told you in many ways what they want from you and your business, but you kept selling what you THOUGHT they wanted… and weren’t buying.

The people are speaking to you now. Are you listening?

Change your strategy, change your results in any economy.

Jim Mathis is an international professional speaker and author of the Best-selling Reinvention Made Easy: Change Your Strategy, Change Your Results. To receive his free monthly e-newsletter with articles like this send a SUBSCRIBE message to: subscribe@jimmathis.com.

Do People Have to Seek Your Permission?

“The best executive is the one who has sense enough to pick good men to do what he wants done, and self-restraint to keep from meddling with them while they do it.” —Theodore Roosevelt

Do people who work for you have to seek your permission to serve your business?  Or are they free to make you look good in the public eye?  Do they have to get approval from an upper level manager (namely you) who grants them the ability to serve in your best interest?

Did you hire people to take on responsibility or to take on authority?  No wonder you still have to “manage” the business day-to-day!

Expect people to do better and they usually will.  Hire them to take responsibility and they will reward you in return.

But you say, “Jim, I can’t turn the business over to these people!”  Then that proves you hired them to take responsibility for tasks you didn’t want to do and retained the authority to perform those same tasks.  You are still in charge…

Raise the level of requirements to succeed in your organization.  Tell everyone you expect them to do better.  Verbalize your expectations and goals you have for them.  Hire people to work themselves out of their job by mentoring, training or equipping another to take their place one day.

Reinforce and reward this constantly to them. Use motivational stories, vision-casting, praising them publicly and rewarding them financially or substantially (and publicly).

Demand excellence of your leaders.  Go from giving your “permission” to excel to making it their responsibility to excel.  Only insecure leaders fear success in their subordinates.

Change your strategy and it will change their results.  Look for ways to reward and require self-motivated excellence.

Jim Mathis is an international professional speaker and author of the Best-selling Reinvention Made Easy: Change Your Strategy, Change Your Results. To receive his free monthly e-newsletter with articles like this send a SUBSCRIBE message to: subscribe@jimmathis.com.

“Here’s What We Do…”

If you have a “Here’s What We Do Speech” (You know, “Here’s what we do…” in 14 words or less) make it short… and interactive.  Make it a statement which makes the other person ask, “How do you do that?”

If they do ask you how you do it, make them ask another question with your next statement.  Keep them curious as to how you will accomplish what you do for them.

If you don’t, you are wasting their (and your) time.

Follow-up immediately after you meet.  Don’t allow them time to forget who you are when you call.  Someone else may be taking their business from you. But say something that is provocative, Neapolitan (not vanilla flavored) and inquisitive.

It’s not important what you do; it’s what you do for them that matters.  Otherwise, who cares?

Change your strategy and it will change your results.

Jim Mathis is an international professional speaker and author of the Best-selling Reinvention Made Easy: Change Your Strategy, Change Your Results.  To receive his free monthly e-newsletter with articles like this send a SUBSCRIBE message to: subscribe@jimmathis.com.

Your New Year’s Gift

Dear Awesome Friends,

Is it time for a New YOU?  We want to begin the year by giving back!  The best time to reinvent is when people are thinking about how they can resolve to be different.  We want to help you now.

You have given us so much to be thankful for…

So we’d like to give back to you – the Reinvention Nation™ community.

REINVENTION 101: Bold Ideas on Reinventing Yourself
by Jim Mathis

BUY THE BOOK;  GET THE BONUS!

You Will Receive*

· Reinvention 101 (hard copy shipped)

· Reinvent Yourself for the New World of Work – mp3

· Leaders vs. Losers – mp3

· Speaking With Spirit e-Book

· All For Just $12.00! ·
($85 Value)

*Purchase and forward your confirmation receipt before January 25, 2012 and I will email you the bonus gifts.

But hurry while I’m in such a good New Year’s mood (still)!  Here’s the link to purchase and receive the bonus offers:

Buy Reinvention 101 Bundle

Thank you,

-Jim Mathis


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