You Had Me AT Hello: The importance of doing business face to face

You know the process: You research your ideal prospects. You gain access to their contact information. You make The Call. Maybe it takes a few tries, but you finally get your prospect on the phone and a conversation ensues. A good one. One that you would consider a success.
Your prospect is actually interested, and so your quest to convert them from prospect to client continues. Maybe you send them more information in the mail, or send them to your website. You follow that up with an email. Maybe you find each other through mutual social media efforts. I could go on, but I think you get the picture.

And yet, in all of this time, effort, and energy, you and your prospect have yet to meet face to face.

Somewhere along the way, we've lost touch with how very important that face to face contact actually is. When did this become acceptable? Maybe it was once we discovered multiple ways to make communication faster, easier, and more accessible. After all, during the course of any given day, I'm contacting people I have business with via phone, email, text messaging, Facebook, Twitter, and other internet based business communication systems. And of course, I own a Blackberry that keeps me connected to all of these methods from anywhere I may choose to roam.

As an unfortunate side effect to all of these communication methods, there are many people who actually shy away from the personal contact. Many times, it's a matter of efficiency. We can send one mass email and reach thousands in the same amount of time it would take to find our keys and get our cars started, not to mention drive time to the meeting, the hour (give or take) that you'll spend with one person, the drive time back to the office.

Other times, it's a matter of personal preference. Particularly many small business owners are prone to want to get as much done as they can with as little face time as possible. Let's face it, just because you have a superior service or product and the resources to become self-employed does not make you a natural born sales person. And the thought of making presentations and meeting someone face to face terrifies you.

Whatever the case may be, whatever the reason for not putting yourself out there, I want to remind you that nothing beats face to face contact. No matter how sophisticated your technology tools are, no matter how proficient you are in Social Media, there is nothing that can take the place of a good old-fashioned handshake and a smile.

Time consuming? Yes. Inconvenient at times? You bet. Optional? Not at all.

Some business models make it possible to actually convert someone from prospect to client using only technology. But those are in the minority. For most, it's important to remember that no matter how great your product or service is, and no matter that your prospect has all the information they may need to make the decision to buy, they are not likely to convert to client without a personal meeting. And the more expensive your product, the truer this becomes.

Even if your business model lends itself to client conversion without a personal meeting, you still need to make a point to meet your newer customers in person at some point if you want to increase the loyalty factor.

The need to look them in the eyes and make a personal connection is what has sent me flying all over the country in the past, meeting with people I've talked to on the phone and been in contact with via email, Facebook, Twitter, you name it. In such a highly competitive marketplace, I couldn't afford not to go.

But it's not always viable to jet-set your way into the hearts of your prospects and clients. So what can be done? Let's look at a couple of creative ways to get face to face with your contacts.

1. Industry Events. Trade shows, Expos, Conventions, and Ceremonies are all great examples of industry events that you can capitalize on when it comes to meeting people in person. If your budget doesn't include flying all over the place to meet new prospects and clients, choosing one or two centralized events per year could be your answer. Be willing to think outside of the box with this. The event might be your own particular industry, but you might need to attend the events particular to your target market as well. Find the most highly attended events, and be there! Not sure which event would be best? Asking your top few clients what shows they attend is a great way to decide. It gives you a chance to call your clients and prospects to see if they will also be in attendance. As a bonus, you'll have the opportunity to begin new relationships in person, giving you a head start on future prospecting.

2. Teleconferences. It doesn't give you the chance to shake their hand, but at least it's a way to introduce personality and character into your business relationships. It's a step in the right direction, and that's what matters.

3. Create your own event. Throw a client appreciation party, host a charity event, or give a seminar. The cost of throwing the event can prove to be less than airfare to see each client if you have a large out-of-area target market.

These pointers will give you a place to start generating the all-important face-to-face contact with your business connections. Even if your clients and prospects can't make the events you attend or create, at least you've put forth the effort. This in and of itself is often more than your competition is doing.

Just remember, no matter what technology can do for us, this fact remains: People do business with people they know, people they like, and people they trust. It's hard to earn those distinctions if you've never had the chance to meet them face to face. So take the time, make the effort, and watch your business relationships blossom.

Jacki Semerau © Copyright 2008

Stand Out From The Crowd

We've all heard about figuring out what makes our businesses unique, but what about the person behind the business? Whether you are self-employed, an employee of a large company, or an independent contractor hired to represent a company, it's YOU that the prospect is really sizing up. Whatever your business is, you have competition. And there's always someone out there that can provide your service or product better, faster, cheaper than you.

But there's one thing your competition doesn't have: You.
So what makes you, as a person, unique? What talent do you possess that makes you good at what you do. What is it about you are people constantly complimenting? Whatever trait just came to mind, go with it! Make it the shining focal point of any meeting you have, whether with long-time clients or brand new prospects. Differentiate yourself from your competition by building on your personality traits.

People don't want to do business with companies. They want to do business with relationships. So give them the side of you that makes you a desirable person to be in a relationship with. Let yourself shine, and people WILL respond.

Using Self-Awareness to make it through Tough Times

We all go through things in our lives that are Character-Building. Some people call these character building experiences "tough times." But it's not until you are faced with challenges that you are given the opportunity to rise above and show what you are made of. And while we go through these experiences in life, it is important to be self aware.

But what does that really mean?

It means that you need to remember that even though you FEEL like the world is conspiring against you, trying to hold you down, and you can't get a break...that's not necessarily true. Because you are going through the fire, you feel the heat. Therefore, everything that happens seems to have greater intensity because of it.

So take a deep breath and stand back for a minute. When something happens that makes the world seem as if it is conspiring against you, evaluate it with self awareness. Because little things that aren't pleasant, but are truly not catastrophes, are likely to be magnified. They become that proverbial straw that breaks the camel's back.

Think of how you would view the same situation when life is rolling along just fine. Would it even be a big issue? Is whatever event that happened truly something that needs action, or are you just hyper-sensitive due to other circumstances in your life? If it's the latter, you would be wise to focus the situation into perspective, talk about it with a trusted confidant, then move on and forget about it! Otherwise you will create a spiraling, self-fulfilled prophecy effect that WILL make that event even worse.

If you maintain the ability to focus on what is going on inside of you, you can control which circumstances you allow to shape your life: for better or for worse!

Jacki Semerau © Copyright 2008

Re-Creation in 2009: Thriving Because of the Changing Economy

Re-Creation. Never before have more people had the opportunity to recreate themselves. I've heard from many people who have been laid off due to the tightening of funds. I've heard from many more who chose to quit their current job and look for something else due to a loss in wages or commissions. I myself had to fold up my marketing company due to several client's lost marketing budgets.

The news would like you to believe that all of this is a downward spiral. But I disagree. We have found ourselves in the unique situation of being able to reinvent ourselves without making any excuses. It's like an entire nation being given the chance to answer differently when asked "what do you want to be when you grow up." A year ago, I never even knew there was such as a job as a Commercial Photography Rep. Yet here I am, selling photography to ad agencies and corporate marketing directors, and LOVING it. Who knew?

I believe that our entire community will benefit from this shift. After all, when you are involved with a particular industry for an extended period of time, you become acclimated. As such, it is easy to find yourself in a rut, out of fresh ideas and adhering to the way "it's always been done." But when a person shifts industries, or even just positions within their previously chosen industry, fresh ideas are bound to happen. Entire companies can be reinvigorated by just one person's new thoughts and enthusiasm.

The same rings true for the many who have decided to supplement their income. Whether by getting a part time job, by taking advantage of a network marketing opportunity, or by providing a service for others, many of us have learned not to rely solely on one stream of income. This is a good thing! For me, Send Out Cards is providing that supplemental income. Without that, I may be having a harder time staying positive.

I'm not trying to ignore the very real hardships that many are facing, myself included. But I am choosing to view the glass as half-full rather than half-empty. Are things tough? You bet. But will it last forever? NO.

It's the law that says "for every action, there is an equal and opposite reaction." The action was greed. It didn't seem like it at the time, but that's what it boiled down to. Money was cheap to borrow and easy to obtain. So we didn't stop to think about our real-life budgets. We lived beyond our means. Things got out of control.

So the natural reaction is what we are now facing. It's not the end of the world, just a necessary correction. It's a wake up call that many of us needed. For the first time in decades, we are forced to learn the lesson of living within our means and taking responsibility for our financial houses. A rough ride? For many of us, it is. But the ride WILL end, and things WILL balance out.

In the meantime, look at the positive side of things. If you are looking for employment, relish the opportunity. If you find yourself without enough money to maintain, find a way to supplement your income. And try not to wait until things are too dire.

If we look at this as a time of opportunity and not a time of defeat, we WILL all be better off. We WILL all win.

Jacki Semerau © Copyright 2008

Just Say NO to Negativty

Wow. Have you been following the headlines lately? Unless you're living under a rock, how can you avoid them? (And for the record, if you DO happen to live under a rock, call me ASAP! I can refer you to one of the great real estate agents in my network! But I digress...)

A long time ago, I decided to boycott watching the news on television. I decided to get my news through the paper, online, and Twitter. I follow @cnn, @breakingnews, @kpho, @nytimes, and other news sources. All the headlines, in 140 characters or less. Why?

Because the news on TV continually bombarded me with sensationalistic garbage. To listen the the reporters, every day is just ONE step away from World War III, the earth imploding, or other such doom and gloom.

Now I'm not suggesting that the internet and newspaper don't have that same element, but at least I can skim over anything I find to be weighing too heavy on the negativity scale. So I have to ask, what are we DOING as a nation? Why are we sabotaging ourselves like this?

I'm not suggesting that the economy, housing crisis, and elections aren't very real. Nor am I suggesting taking a head-in-the-sand, rose-colored-glasses attitude. But maybe - just MAYBE - if we stop bombarding ourselves with worse case scenarios, they will stop becoming self-fulfilled reality.

Just a thought.

Thanksgiving: an official reminder to appreciate the people in your life!

Thanksgiving. For many, "Turkey Day" is a fun day of celebration, for others it's a dreaded affair. Some of you will see friends and family on the holiday, and wish it could happen more often than once a year. And some of you will consider it torture to have to see some of your family members and ask "has it ALREADY been a year since the last time I saw them?"

But no matter what your personal feelings towards Thanksgiving are, it's important to remember the spirit of the holiday. This is the official "appreciation" holiday. The day of the year where we concentrate on our blessings. The day of the year that we commemorate the people that came to America in search of religious and political freedom. The day of the year where we officially join together in one voice to Thank God for our freedom.

Ahhhh, and you thought it was just about turkey, football, and a day off of work!

So in the spirit of the holiday, remember to show your gratitude to the loved ones in your life. Reach out and give them the appreciation they deserve. Go out of your way to let them know THEY MATTER.

If you make a conscious effort to bring a bit of the Thanksgiving attitude into your daily life, you'll see both your professional and personal relationships improve. Who wouldn't want that?!

Jacki Semerau © Copyright 2008

Post-Election: Now what?

Today dawns on a nation that has elected our new president, senators, and congressmen. We have chosen local officials, and we have made our voices heard on important issues and propositions.

For the past few months (or longer) we have been all-consumed with the election. Our lives have all but stood still as we were bombarded with television news shows, commentaries, and debates. We've stood up and cheered when our chosen candidate took a step forward, and we've gotten our stomachs in knots when our opposing candidate did the same.

We've witnessed history in the making.

But I'd like to remind everyone, whether you are Democrat, Republican, or otherwise, that it is now over! No matter if your side won or not. It's time to move on with our daily lives.

This happens every four years. We stop and hold our collective breath while approximately half of Americans are convinced our nation is headed toward certain doom, and the other approximate half is equally convinced that our nation has finally had all its prayers answered. And in the end, whether or not you agree with whoever is in power, our country marches on.

And that is exactly what I would like to encourage you to remember now that the elections are over and America has spoken. That its time to move forward, be it in victory or defeat politically. Not one of us can afford to remain in the holding pattern we've maintained while we've obsessed over the elections. It's time for our nation to breathe again, one individual at a time!

There has been alot of things that have fallen apart around us lately. And I'll not get into a debate about whether or not our politicians have caused the messes around us, nor will I debate whether or not our politicians can rectify our situation.

Because neither debate will move us forward in progress. No matter what you believe, no matter who you support, and no matter what happens on a national, or even global, level...progress happens one individual at a time.

So now it is time to let the Obama supporters enjoy the victory. And it is time to let the McCain supporters mourn. And it's time for all to put it behind us and move forward.

Let's get back to the business at hand. How will our economy heal? One purchase at a time. One job at a time. One business deal at a time. One referral at a time. At least, that's what WE as individuals have control over. As for the rest, we can't control it, so why worry? If we remain reactive instead of proactive, we will insure a nation that will not heal. We cannot simply sit back and wait for policy to be implemented that will save us.

No matter who won the election, this fact is absolute truth: The candidate would not save the nation over night, nor would the candidate single-handedly cause the destruction of civilization as we know it!
No matter your religion, I think we can all agree that Jesus spoke absolute wisdom when he said "Do not worry about tomorrow, for tomorrow will worry about itself. Each day has enough trouble of its own." (Matthew 6:34)

So don't worry about tomorrow and what it will bring if you're Republican. And don't rest in thinking that your troubles are over if you're Democrat. Be proactive. Get busy with living. Do business and support your friends and family with your consumer dollars whenever possible. Spend time with your loved ones and remember that our time on earth is short. When you lie on your deathbed, you'll not be thinking about who's in the White House. No, you'll be thinking of the loved ones in your life. So do what you can NOW to show them appreciation and spend what little time you have with them.

Here's to a bright and hopeful future, no matter what your political views may be!

Jacki Semerau © Copyright 2008

Are you reaching your intended Target Market? Marketing Lesson via Text Message

The other day, I was with a business colleague and friend, Jeff Wallen. We were waiting to meet someone for a lunch meeting when he received a text message on his iPhone. (And we all know how brilliant I think the iPhone marketing is! but I digress...)

Anyway, the text said "It was good to see you the other night Beautiful." Hmmm. Jeff, being a tremendous networker, wasn't sure who it could be. He didn't recognize the number, not to mention that he's a married man and who would be texting him calling him "beautiful?"

So we decide to have a little fun and send a text message back that would be cryptic enough not to give away that he had no idea who it was. The reply that came back from the original sender made it very clear that this was coming from a man who was trying to hit on a girl he met over the weekend. So then we decide to have a little fun and play along for a few minutes. We finally revealed the truth to this poor man who was texting the wrong number.

But the whole thing really reminded me of so many marketing efforts out there. I see it all the time: people with well-intentioned marketing, but they are missing their target market all together.

Don't let your marketing become like this poor guy's text messages: Great Message, Wrong Audience. Make sure you are sending your great marketing message to the people who will actually benefit from it!

If you're not sure who your message is hitting, or if you are unclear as to who your target market even is, then let's talk. But in the meantime, don't face the same embarrassment and wasted time that this poor guy with the wrong number did!

Until Next Time,

Jacki

Why a Certain Headline About the Debates is Ironic

"Both Sarah Palin and Joe Biden made claims that distorted the truth."

This is how the news teaser read when I opened my web browser and my Yahoo home page popped up. I couldn't help but to laugh!

Are You kidding me???? THIS is what is deemed to be National News? That's IT. I couldn't sit silent anymore. It's time for America to Shut Up and Get Real.

What do I mean by this? Well, it's easy. Take a look at the people around you every day. While you're at it, take a long hard look at yourself. Now ask, why is it that we are expecting these national leaders to be something we're not?

Gee, I don't really think it's NEWS that politicians stretch the truth. But then again, maybe it's time we stop thinking of these people as demi-gods. After all, if you are honest with yourself, I bet it's been less than an hour since the last time YOU stretched the truth.

And in a day in age when "The Secret" is practically everywhere you turn, Lying has become the accepted norm these days. (Case in Point: Someone was trying to book an event with me. I asked that person how many events they had booked currently. "I have several events that will be booking any day now." Hmmm. I recognized that as Secret-Speak for "I Got Nothin.")

But I digress.

Now, I could care less who you vote for. I have my views and I know which side I'll be voting for. However, the beauty of America is that I have that freedom. It's not my job as an American to get the entire rest of the population to agree with my political viewpoint. (although I notice that most Americans think that this is INDEED their whole purpose in life.)

So it's not the politics that has me ranting this morning. It's the hypocrisy. Americans think our country is going to hell in a hand basket, and maybe it is. But not because of Obama vs McCain. We got ourselves into our own mess, and it's time to clean it up. So politically, we are getting ourselves all hyped up over NOTHING.

Get over it. The fact is, be it democrat or republican that takes on the White House, we will survive! Neither side is all that great, and neither side will personally cause the destruction of civilization. So quit complaining about what you see happening with a few politicians running for office, and start focusing on fixing your own shortcomings. We all have them.

That's my plan, anyway.

How this Ninja Cat is like a good marketing campaign

If you haven't seen this viral video yet, check it out.





That cracks me up! AND it reminds me of a great marketing campaign. How so? Because a great marketing campaign has a lot that goes into the build up before it's actually in your face. And if done right, all the steps that took place to make it successful happen without you even noticing them.

Contact me if you're interested in hiring a Marketing Ninja to coordinate your next marketing campaign.