Using Next Level Power Questions At Events To Boost New Business

Image by themindunleashed.org

 

A short time ago, I wrote about how my kids have Jedi-like qualities when it comes to asking for what they want. While I don’t fold as easily as a storm-trooper granting Luke and Obi Wan passage, the process often leaves me just as befuddled. Perhaps it’s because of the relentless, tireless line of questioning, but when they’re peppering me with ongoing, open-ended questions, I can feel my resistance draining. It’s not a negative thing, mind you, but quite the opposite: I feel proud of their ability to keep their eyes on the prize and not back down.

In the previous post, I wrote about the value of power (open-ended) questions in getting the information we need to help move the sales process forward. Power questions help us uncover needs, potential objections and perhaps most importantly, entice the prospect’s involvement in the dialogue. As any marketing or business development professional will attest, your odds of winning new business increase exponentially when the other party is actively participating. If he/she just sits there, arms folded and uttering an occasional grunt to let you know they’re still alive (but not for long), then you’re doomed. We can do better.

Knowing what to ask and when to ask it can be challenging for anyone in marketing and business development. Timing is everything. Since situations vary, it makes sense to have a plan for the different environments in which we meet and engage with prospects (and clients for that matter). Being prepared is a key success factor. Can you remember anyone going into a test, meeting or anything without preparing, and doing well? Yeah, me neither.

Conferences, seminars and networking events are prime opportunities to meet prospects and clients (along with bringing home suitcases full of swag). If your company taps you for this assignment, prepare. Aside from watching a YouTube tutorial on how to fold a suit for travel without destroying it, take the time to come up with what I call next-level questions to ask prospects during the event.

At some point, you’ll end up mingling with other attendees during a cocktail hour or dinner event. For purposes of this post, I’m using a financial services conference setting, though these questions are easily adaptable to other industries. People like to talk about themselves, so your job is to ask questions that encourage them to open up. After the typical greeting, you can create a meaningful interaction by asking questions following a logical progression. Four types of next-level power questions include:

Introductory Question

1. What is your role, and what are your primary responsibilities?

(Don’t settle for just learning someone’s name and title. This question gives them the opportunity to tell you about themselves.)

2. What’s been your experience with systems like Advent, Portia or DST?

(Insert whatever system or process is relevant to you and your company’s products/services. Again, get them talking.)

3. In what ways have client or regulatory initiatives impacted your firm?

 

General Follow-Up Questions

1. How does your firm choose a software provider?

2. What key projects is your firm considering?

3. What do you look for when implementing a software solution?

 

Functional Follow-Up Questions

1. To what extent is cost-basis accounting a key service offering?

2. What have you found to be the most challenging aspect of implementing performance systems?

3. In what ways are digital strategies impacting projects?

 

Transition Questions

1. What makes your company choose one product over another?

2. Why are those the deciding factors?

3. Who is involved in the decision-making process?

 

By no means is this meant to be a complete list. Each situation we encounter is different, and as marketing and business development professionals, we have to adjust accordingly. Being able to adjust on the fly requires preparation. In the above conference example, do your homework BEFORE you to the event. Knowing who will be there and obtaining relevant key information about these people is a powerful ally in achieving success with business development. How so? Read on.

A few years ago, while in a Marketing & Business Development capacity for a company, I attended a conference in Las Vegas. Before the event, I used a list of expected attendees to group clients and prospects by the type of service and revenue tier. With this list in hand, I gathered information on each person from our CRM system to build a prospect profile. To complete the competitive profile, I researched each person outside of our CRM system to find interesting tidbits that I hoped would enrich conversations.

For one attendee in particular, I learned that she was actively involved in many conversation efforts, including one whose goal was saving tigers. Knowing this, I sought her out during the event, since my company was also heavily involved in conservation initiatives. I was hopeful that this would encourage a productive dialogue since we had shared interests. We crossed paths, and I talked to her about my company’s conservation programs and asked about hers. I had several “Next Level” power questions ready, and these, combined with my research, moved the conversation forward. This opened a larger dialogue about my company that ultimately led to new business and revenue.

Time to level up!

Like Fingernails On A Chalkboard

Word usage, or more accurately, improper word usage, can undermine your credibility in communicating with employees, colleagues, clients and prospects. It happens with an alarming regularity, ranging from small blogs to global company newsletters, all with equally off-putting results. I considered the humor in writing this post with brutally incorrect word usage, but the writer in me would have none of that. Besides, it would be painful – on par with being forced as a kid to eat my veggies before leaving the dinner table. Now that was painful!

Improper word usage or grammar tends to create one of several undesirable perceptions of you or your company  – lesser intelligence, careless when communicating, lack of respect and polish, diminished or lack of power in negotiating, and more. I’m not the grammar police, but I don’t see why we can’t make the effort to produce higher quality communication. With that, read on: below are a few examples of common, fingernails-on-a-chalkboard mistakes seen far too often in a corporate setting.

1. Your / You’re 

If “you are” number…good luck with that.

 

• Tops the list as a result of the stunning frequency with which this gaffe appears.
• “Your” is a possessive form of “you”…your house, your car, your reputation.
• Quick test to see which form to use: replace either term with “you are”. If it makes sense, then you can use “you’re”. If not, go with “your”.

2. There / They’re / Their

Well done.

 

• With three possible ways to flub this, it’s hardly surprising that it occurs so frequently.
• There is a term inferring direction, hence “reading there books” makes no sense.
• They’re is a contraction meaning “they are”. What are they? They’re books. 
• Their is a possessive form of they. Whose books? Their books. 
• When in doubt, follow the simple test above, using “they are” in place of any of the terms. If the term makes sense, you can use “they are”.

3. Personal / Personally

• Ugh…not sure why, but I find this more grating than the others – maybe it’s personal.
• Personally is an adverb that refers to one person having done something, or about to do something.
• Personal is an adjective, and refers to a specific person.

4. Lose / Loose

• This head-scratcher has appeared at an increasingly alarming rate, and I have no idea why.
• Lose has approximately fourteen definitions (if you count slang), but not one of them indicates a lack of tightness, as does loose.
• The team did not “loose” the game (believe it or not, I’ve seen this many times and still can’t wrap my head around it), but they did “lose” the game. Simple enough. 

5. It’s / Its

• This one can be a bit tricky, but we still need to get it right. While many possessive terms contain an apostrophe (Dan’s car, the wolf’s pups, etc.), this does not.
• It’s is a contraction meaning “it is”.  
• Its is a possessive form: “Its rugged exterior and powerful drive train made the Jeep the choice of off-road driving enthusiasts.”

Well, there you have it. It’s my hope that you see how much you have to lose with improper usage and that you don’t take my comments personally, as they’re intended to be helpful. Oh, and by they way…you’re welcome! One last, mind-numbing example is this image of a resignation letter I received from a member of a team I managed several years ago.

Oofa toofa.

 

 

Why Your Company Should Use Case Studies to Shift Sales Into High Gear

Case studies have long been a marketing tool used by consulting firms to demonstrate value. However, any company that sells products or services can leverage case studies to drive sales with new clients and increase sales from existing clients.

Regardless, they are a powerful tool in the sales process and companies from all industries should use them to drive business. There are several key reasons case studies can help your company drive sales and should be part of your sales arsenal. Before discussing these key attributes, let’s review the proper format.

Navigating Case Study Format 

1. Background/Challenge

This section describes a client’s pain point (s) that your company’s products/services helped overcome. Demonstrating an understanding of specific pain points will resonate far more with prospects than simply saying, “We understand your issue with ‘X’”.

Think about it this way: would you rather see a doctor that has an understanding and experience treating your specific medical ailment or one that doesn’t?

2. Diagnosis/Solution

Once a company has hired your firm, or purchased one of its products or services, the real work begins. From start to finish, whether for a quick one-day installation of carpet or a multi-year implementation of a data, trading and reporting system for a financial services firm, establishing a good working relationship with your client’s staff is a critical success factor.

A compelling case study will show your prospect several things: an ability to work with people and teams, analyze problems and craft realistic solutions. The Diagnosis/Solution section demonstrates your company’s ability to help prospects navigate through change of varying complexity. Given the detail necessary to provide a sufficient description of your company’s involvement, this component of a case study should be the longest.

3. Results/Impact

This is where the rubber meets the road.

Companies buy products and services or hire other firms to produce tangible results. For some, the goal is improving operating efficiency; for others, driving top-line growth is the desired outcome. Either way, if your firm has helped clients achieve their objectives, then this is where you describe those results.

The Results/Impact section should include a brief summary of the background and teamwork components, and conclude with the tangible results your company delivered. Numbers speak more loudly than words, so quantify results wherever possible.

• Did your client’s sales increase? If so, by what percentage?
• Were you able to help them reduce errors, or improve productivity?

These are tangible results and, quite often, clients will be happy to share this information – if you ask. With this in hand, you can draft a robust and compelling Results/Impact section that illustrates your company’s value proposition.

Having covered the format of a case study, let’s look at why case studies are such a powerful weapon in a company’s sales arsenal.

How Case Studies Can Accelerate Sales

1. Proof of Concept

‘Been there, done that.’

This is strongest value that a case study provides to your prospect. It shows your firm’s ability to solve pain points that your prospect is currently experiencing. When you can articulate that you have already solved the same problem they face, that experience is worth its weight in gold.

2. Focuses on Benefits, Not Features

Too often, the sales process bogs down when trying to communicate value, in the form of features (“With us, you get ‘X’, ‘Y’ and ‘Z’). For a prospect that is struggling with an issue, hearing about the benefits they’ll gain (“Here’s how we’ve helped others and can help you, too) is far more important. Illustrating benefits helps a prospect understand how your product/service can address their pain point. A list of features only describes characteristics of a product/service, which is relatively meaningless to the prospect.

3. Highlights Competencies

Before buying a product or service, companies want to know that your firm has the expertise to support them. Not only can you present a viable solution to their pain, but you also have the expertise to implement the recommended solution. And post implementation, it shows that you have the knowledge and wherewithal to help the client deal with the issues that will inevitably arise.

4. Illustrates Client Relationship Skills

It’s been said that, all things considered, people buy from people they like. Case studies can demonstrate your company’s likability in that they describe how well your company and its people work with others. Perhaps you had to bridge the gap between two internal stakeholder groups, or help teams understand the value they’ll gain from releasing a death-grip on outdated legacy processes. Either way, it shows your ability to empathize and respect others, while moving the project forward.

5. Shows Ability to Produce Results

When you can deliver results for clients, they will continue to buy your products and services. Case studies show that you have real-life experience producing meaningful results, and gives client and prospects with a strong reason to buy your products or services.

Who benefits from using case studies to drive sales? 

In short, any company.

For example, financial services firms use case studies to articulate the ways in which they produce value, whether through investment performance or improving efficiency of operations teams. Case studies help IT companies illustrate the value they’ve produced for clients by enhancing security, stability and organization of technology architecture. Recruiting firms use case studies to describe how they’ve delivered value for clients by leading hard-to-find placements or time-consuming searches.

Case studies improve your company’s credibility, brand awareness and sales growth. They can also build and reinforce relationships and trust with clients and prospects. If you’re not using case studies to shift sales into high gear, what’s holding you back?

How To Use Email To Hit the Mark

Don’t Fail at Email!

Email is a vital marketing tool for attracting new clients while keeping in contact with current clients. However, many companies overlook important structure and content items, with often disappointing, if not disastrous results.

The following items, when used in email marketing campaigns, can render the email useless, and frequently divert your important email to the junk mail folder. Some of these are content-related, and can be just as damaging. Do any, or all of these, and you’re well on your way to a successful fail mail campaign!

1. Attachments

Unless you’re emailing to people/companies with whom you’ve had a previous dialogue, sending emails with attachments is an effective way to go directly to the junk mail folder.

2. Pictures

Not to be confused with HTML imagery; emails with .jpeg, .png, and other image formats often find the spam folder with impressive speed.

3. Lame Subject Line

Since email is often the first introduction of your firm to a prospective client, why use a boring, stale and unattractive subject line? Lame subject line equals rapid-fire deletion.

4. Too Much Content

Ever receive an email and open it, only to be greeted by content whose length rivals CVS receipts? While grunting, “Ugh” in exasperation, you click to delete the email with a brutal efficiency.

How far did you read, if at all?

5. Too Little Content

Sending an email with barely more than a subject line is like to telling your prospective client, “I’m too lazy to bother with giving you enough information to help you find out more about us, but you should buy anyway.”

Let me know the next time you find a prospect or client that accepts this ‘offer’.

6. Weak Content

When it comes to communication, content is king. Make sure that it’s the best it can be! Perhaps you’ve got the right amount of content, but the content itself lacks the sizzle that attracts people. Without a compelling message, prospects won’t see value in your company’s products or services.

Use strong, powerful words…like verbs. Typically, the point of an email is to solicit some sort of positive response. Having a call to action with verbs does just that. It puts prospective buyers in the frame of mind of using your product and elicits an emotional response to using your product.

A Volvo dealer might close an email to prospective buyers with the following call to action.

“Grip the wheel. Sink into the soft leather seats. Experience the exhilarating sensation that only comes from driving a new Volvo. Test drive yours by the end of the week, and get $500 cash back toward your purchase!”

7. Lack of Links

Posting links in your email campaign is a simple, yet effective way to drive traffic to your company’s website. It’s also far more Google-friendly. Depending on the length of your email, you should have 3-5 different links (not five links that all go to the same landing page). One hint – make sure that your website content is compelling too!

Email is a critical form of communication for companies of all sizes. Some use it mostly for interacting with clients; others use it to drive new business. Either way, following these simple guidelines increases the likelihood that your important emails reach the target audience and deliver the right message. With one chance to make a good first impression, why wouldn’t you make the extra effort?

Welcome to Our Blog!

 

 

 

As a writing and marketing company, we recognize that communication is the most important part of what we do. It’s how we build brands, deliver news and provide ongoing, meaningful content for our clients. Sure, communication begins with effective writing, but it takes many forms. Blogging is one such form. This is our blog, and we invite you to step in and look around.

With our blog, we hope to convey useful ideas, thought-provoking topics and relevant information about writing, marketing, business strategy and leadership, all infused with a sense of humor. Occasionally, we’ll drift from our regular themes to discuss topics that might seem as if they come out of left field. Why? You never know what will spark a conversation, and besides, like you, we have interests beyond the day-to-day. We might blog about sports, travel or whatever strikes our fancy.

Mark Twain once wrote, “Write without pay until someone offers to pay.” Writers can relate to Twain, particularly those who’ve toiled away at dead-end jobs while attempting to scratch out a living writing. For years, while working tirelessly (and often, I felt, mindlessly) in the financial services industry, I looked for, and snatched up any job-related writing opportunity that arose. The type of writing mattered little. I enjoyed the writing process, as well as the break from the daily monotony. Technically speaking, I was paid to write. That’s how I saw it, even though I’m sure each company viewed my writing proclivity as just another way to squeeze more out of me without having to pay me anything beyond my salary.

At some point in our lives (usually when we have to start paying for stuff), the realization hits home that we need to get serious about making money. “Put your dreams aside, son,” we’re told, “it’s time to get serious about your career.” Armed with that enthusiasm-crushing advice, we march off to some button-pushing, lever-pulling job that is neither inspiring nor fulfilling. I know, because I’m describing myself. If you’re not doing what you feel passionate about, you’ll continue to feel the call of something different…something better. For me, I felt the call of writing.

Throughout my career, I’ve found that, with respect to writing, people fall into one of three buckets. These are merely my observations, but they’ve proven accurate.

1. People Who Can’t Write

This group represents people for whom writing is an unbearable chore, as they tend to have neither the desire nor the ability. The English language is extraordinarily complicated, so it’s hardly surprising that grammar, spelling and style can flummox people.

2. People Who Can Write, But Don’t (or Don’t Want To)

In this group are people who have the talent and ability to write, but avoid it wherever possible. They find it to be a grueling task, akin to having teeth pulled. Though people in this group understand the importance and value of well-written communication, they’re often focused on other high-value tasks.

3. People Who Can Write and Do

Like any other writer, I fall into this bucket. You love writing, and can do it all day. It’s not a chore or task, at least in the sense of enjoyment. Sure, the occasional writer’s block pops up, however it’s not an insurmountable challenge. Not every assignment offers heart-pumping excitement; it’s the act of writing that fuels us.

We’ve had clients from each bucket (though mostly the first two), and each offers its own unique experience. Though shortened forms of communication are valued today (e.g. Twitter and text language), businesses can’t afford to have mistakes in their marketing materials, website content, blogs or sales proposals. One small grammar or style miscue can make all the difference between landing a big deal and seeing the competition win the business.

So, with all this said, how important is writing to you and your business?