Richard Gee Presents....
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ARTICLE FOR XTRA MSN
STRATEGIES IN AN ECONOMIC DOWNTURN.
The Business Commentators, the Economist, and the News Media are all
suggesting that the New Zealand Economy has either stalled, slowed down, got
itself into problems or starting to believe the stories communicated within
the media that there is going to be tightening business conditions.
The interesting thing is that if you examine the New Zealand economy since
the Share Market crash in 1987 and particularly consider 1992 as the time
that it came out there has not been a bad year since 1992 in New Zealand,
there have been some tightenings of the economy but they don’t become long
term disasters, and they are all overcome by the application of people in
business in particularly the Sales & Marketing end of the business focusing
on customer relationships and customer development.
Full
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What’s Holding up the Internet?
The internet, e-commerce, web marketing, and this incredible new media
called the web and e-commerce was created in 1996. Now, as we approach
nearly 10 years down the track, should we be questioning why this wonderful
media is still not the most dominant, widespread use for commercial
transactions.
Full
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Marketing Your Training Business
An Article By Richard P Gee.
For many professional trainers the amount of time spent on marketing for
future growth of their personal skills, their training programmes and their
training businesses is left to be done in time squeezed between seminar
presentations, or in rushed deadline hassle advertising copy, and in total
flouting of the rule ‘working on your business’ instead of ‘working in your
business’.
Consider if you will some of these tools which can assist you in the
marketing of your training business.
The first area you need to consider is making sure that participants who
have seen you present, listened to your training, and learnt from the skills
are fully equipped to be able to make recommendations to their management,
to their business associates and for their own businesses.
Full
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MARKETING YOUR PEOPLE
If we accept that people do business with people, then the single greatest
resource of any business is the personality of the people, the culture of
the people, and how your people react to customers.
The marketing of your people becomes a very important concept, and can be
accomplished in a number of different ways.
Use of photographs of people on websites, business cards, newsletters and
reception photo areas helps to suggest that your organisation is really
about a group of people who are highly skilled and achieving tasks, rather
than systems, forms, methods and policies.
Full
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Bending the Male/Female Gender Balance in Your
Marketing
An Article By Richard P Gee.
We hear a lot of statistics being promoted currently, talking about how the
age of the population is changing segmentation. The balance between males
and females has now changed, the search for suitable mating partners with
males and females has now got harder, and that we could also add into there
the tremendous difference in self worth that is supposedly happening between
males and females. Perhaps even getting down to the question, is the
domination between the genders changing?
Full
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The Power of a ‘Thank You’
An Article By Richard P Gee.
A very successful marketing and sales strategy,
often overlooked, is the very simple ‘Thank You’ that can be added after a
face-to-face visit with a prospect or customer, to the bottom of an email,
to the end of a letter, to a text message, to a proposal.
The thank you is for the time – it’s not for the money, and it is simply a
very clear message that says you appreciated your customer, you considered
their time was valuable, and you really would like to see them again.
Full
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How to Choose a New
Zealand Business Database
A report on New Zealand Business Database Suppliers
Full
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HOW DO PEOPLE LISTEN TO YOUR COMMUNICATION?
An Article By Lance Beste.
Communication is the key to success of everything in your life.
Communication is the key to understanding your failures and turning them
into successes. Communication is the fuel that every organisation’s success
depends on every second of the day.
So would it be useful to know ‘How you communicate’ and ‘How others receive
your communication’? Because when you know this you can adapt your
communication style and increase the possibility of more successful outcomes
from your interactions with a wider range of people. And that leads to
healthier relationships.
This applies equally to individuals and organisations because each have
unique styles of communication and how people listen to either has a bearing
on the success of both.
Full
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Sales Coach or Menacing Sales Manager?
An Article By Richard P Gee.
How many times have you worked for a sales manager
who is in charge of either the sales team or the customer service team, who
tries to manage by fear, threats, targets, budgets, and perhaps even a
little bit of shouting, and maybe even the odd bit of personal abuse? And
their sales meetings are just rants and raves, with no motivational
stimulation whatsoever?
Full
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The 3-Hit
An Article By Richard P Gee.
As I was going through my inboxes the other day, both in my emails and in
written communication, I noticed how poorly some practitioners of direct
marketing are using the challenge to remind the database that they are
communicating to successfully, by using the 3-Hit approach.
What is the 3-Hit approach?.....
Full
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Overcoming Call Reluctance - A Sales
Manager’s View
An Article By Richard P Gee.
A common problem for sales managers is to encourage sales reps to get out
and spend more time face-to-face, and also to encourage new sales
representatives to get out to meet customers, particularly if they’ve had
a few bad experiences.
This is commonly called ‘Overcoming Call Reluctance’ and the ways to
handle it include:
Full
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Encouraging Your Reps to Add Value
- A Sales Manager’s View
An Article By Richard P Gee.
The greatest way to build sales is to get existing sales reps who are
calling on existing customers to add value, and help customers make more
informed decisions, from their extensive product and service knowledge.
A simple strategy to implement with your sales force is called ‘One Idea
Per Day, Per Customer’.
Full
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The Power of the Business Card
An Article By Richard P Gee.
Your business card is more than just a tool to introduce you, it can be
turned into a valuable communication when you consider some basic
principles.
Colour or black and white – colour cards stand out much faster in a card
index because our whole visual appearance and perception is looking at
colour through our eyes.
Full
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Boom or Bust
An Article By Richard P Gee.
Remember 1987 to 92 when we had the share market crash and it was real
difficult to keep your company going, cash flows were tight, debtors were
slow, interest rates were high? But management and the rest of the
team learnt an awful lot about where the excess costs were in most
businesses.
Since 1993 we haven’t had a bad year in New Zealand, each year has been
slightly better, and we have a whole group of managers who have never
experienced a bad year.
Full
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Remuneration
of Your Sales Force and Customer Service Team Members.
An Article By Richard P Gee.
How
do you decide what remuneration packages to adopt? How do you ensure that your remuneration packages incentivise
and motivate the right people? How
do you make sure that the amount of pay helps your staff with their
lifestyle requirements?
Full
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Creating
Powerful PowerPoint Presentations... Simply.
An Article
By Richard P Gee.
When was the last time you went to a conference and were bored to
death by the 7th or 8th poor PowerPoint presentation
in a row?
How good are you at creating visual enhancement to your internal and
external company communications?
PowerPoint is a wonderful tool to use when you apply a few simple,
commonsense concepts.
Full
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Selling
to Major Accounts.
An Article
By Richard P Gee.
While the New Zealand business structure consists of mainly small to
medium businesses, there is an important segment out there that can be
called Major Accounts and Major Corporates.
The art of selling to them requires a
different set of thinking, if you are going to be successful.
Full
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Telling
Stories for Better Communication
An Article
By Richard P Gee.
How do we ensure our
communication is understood? How do we get communication to be
relevant, interesting, and exciting to the other participant?
In communication we understand that
there are two key elements – one is the information you want to impart,
and the second is the method that you choose to use.
Full
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Strategies
for Competing with National Chain Discount Stores
An Article
By Richard P Gee.
What do you do when one of
the big discount chain stores comes to your area? How do you stay in
business? How do you differentiate yourself without trying to fight on
price?
The most successful strategy for your retail business to compete with the
big discounters is to remember the concept “People do Business with
People”.
Full
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Value of a Trade Agreement.
An Article
By Richard P Gee.
In sales and marketing you must first be involved in selling the concept of
a trading agreement, which is in essence a written set of rules which each
party will behave accordingly to the partners and your own organisation,
then once having got the agreement you need to market the benefits on a
continuous basis to the clients, customers, and their sales staff, during
the period of the agreement.
Full
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Promise of Performance
An Article By Richard P Gee.
Many organisations look for differences to help
segment their position, or differentiate themselves from other suppliers in
the same marketplace. A very
simple, easily recognised definition of difference is that of offering some
sort of guarantee or performance of service strategy to your customers.
Full
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90 day Action Plan
An Article By Richard P Gee.
A ready-ruled chart to lay out your action plans, keep track of them, and
record your successes.
Full
Article Download> (PDF File)
Marketing Research
An Article
By Richard P Gee.
The most important principle in understanding marketing is that of being
able to undertake market research to correctly target the right customers
with the right product or service offering at the right price, making the
right amount of profit.
Full
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The Customer is King!
An Article
By Richard P Gee.
Is this a tired phrase, or is it a new relationship strategy that needs to
be created amongst your sales and customer service team to get them to focus
on common sense communication techniques to use with your clients and
customers?
Full
Article Download> (PDF File)
Marketing and your Price
An Article
By Richard P Gee.
One of the most important most difficult strategies in marketing is
determining a fair price for your goods and services that represents value
but is attractive enough to create volume.
Price is an emotive issue.
Price is understanding by the customer of the benefits of the product or
service that create value and the pricing of that product.
Full
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Practical
Marketing Skill Needed.
An Article
By Richard P Gee.
Recognise first that marketing is about looking into the future to
understand your customers’ needs and wants and then delivering those needs
and wants to that same customer so that they can easily find them and place
purchasing orders.
The difference with sales is that sales is face-to-face communication to
negotiate a transaction.
Full
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Excite,
Entice, Enthuse!
An Article
By Richard P Gee.
Retailing is fun, and it is even more fun when your retailing strategies are
successfully profit-driven to give results for you as the owner.
Retailing in NZ can be a challenge because there are often obstacles to be
overcome such as location, ease of access for parking, ability of staff, and
cash-flow problems associated with running a business whose main asset is
the stock on their shelves and how quickly it turns over through the hands
of customers.
Full
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Tips for
Sales Managers
An Article
By Richard P Gee.
How do you motivate your sales team to consistently perform above budget,
meeting your goals, and not requiring a lot of handholding to help them
implement successful sales strategies.
Full
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Benefits
of Bartercard
An Article
By Richard P Gee.
All the marketing assistance you will ever need - all available on Bartercard!
Full
Article Download> (PDF File)
Choosing
your training provider
An Article
By Richard P Gee.
Having to decide which training courses or “who” from the daily
mailing of 100’s of Training suppliers to provide “in company
training” for your staff development can be daunting to any manager.
Today the choice is larger than before with many overseas franchise trainers
competing with local experienced N Z training organisations.
Full
Article Download> (PDF File)
Lessons Learned fro Noah's Ark.
Ten short and meaningful lessons contributed by Noah
Full
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PowerPoint
Presentation 11 ways....
A
beautiful presentation! It has a great motivation message and it's Available here as a
download free!!!
Download>
(you may simply click and play within a browser window, or right-click
and choose "save target as" - saving it to your PC for use
again and again)
Richard's
recommendation:
If
you want somebody different check out my good friend
Bill Potter of the du it group...
Bill is an international Business Maverick! He is a
recognised motivator, innovator, facilitator,
creator and agitator.
BILL WHO Bill Potter
bio...
THE
DUIT GROUP™ outline...
SEMINARS