Being Human – Mid-West Digital Marketing https://midwestdigitalmarketing.com Wed, 14 Nov 2018 20:45:28 +0000 en-US hourly 1 75379469 From Prospect to Client: The Dating Game https://midwestdigitalmarketing.com/2014/04/prospect-client-dating-game/ https://midwestdigitalmarketing.com/2014/04/prospect-client-dating-game/#respond Tue, 01 Apr 2014 21:12:30 +0000 https://midwestdigitalmarketing.com/?p=2573 Potential customers are just like potential mates – there is a progression of your relationship that you must go through to gain their loyalty. From wooing and courting to signing business and putting a ring on it, there are many similarities between the two processes. Like a woman in a bar, prospects are used to... Read more »

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Potential customers are just like potential mates – there is a progression of your relationship that you must go through to gain their loyalty. From wooing and courting to signing business and putting a ring on it, there are many similarities between the two processes. Like a woman in a bar, prospects are used to being hit on – today’s generation even expects to be marketed to. Since they have so many suitors approaching them, they have the freedom of picking and choosing which one they go home with. However, you too have choices, and you need to learn not to waste your precious time on unsuitable candidates. Here’s a rundown of the prospect-to-client evolution, or as I like to call it, The Dating Game.

Tired of getting chased? Make the first move!

The Dating Game

 

 

 

 

 

 

 

Prospecting (or in the online dating world: Stalking)

When it comes to picking a mate, you first need to know what you want in a relationship. ITM is a common prospecting tactic that involves researching if someone even qualifies as a prospect because your time is precious and you can’t be wasting it on someone you’ll never land – the letters stand for Interest, Time, and Money. If a prospect isn’t interested at all in you or doesn’t have the time of day to give you, you need to move on. And your love may be cheap but it isn’t free, so if your prospect can’t afford your services then why are you even bothering?

 

Connecting
Now that you have a good pool of prospective dates, look into your options. Are you going to try online dating? Prospect customers and clients through LinkedIn, and networking events and Happy Hours are great places to meet people as well. Once you’ve scoped out a qualified prospect try to find a mutual connection who can introduce you or set you up – word-of-mouth recommendations are the most trusted. When you finally make a connection, you’ve got to ask for that First Date. Remember to be persistent, but not annoying.

Dating
When you’re on a first date, you want to show your best side, but you can’t reveal everything you’ve got. You know that your prospect is still dating around with their other options, so by giving away your strategy you could get hurt since they’re not committed to you yet. Find out about your prospect – where have they been? Where do they want to go? And the sweet spot – where does it hurt and how can you help? Once you’ve determined that you’d be a good fit for each other, it’s time to ask for that second date.
Popping the Question
Now that you know you want this person to be exclusive with you, you need to propose. In between dates you should send them articles that remind you of them to show that you were listening and you do care about them. This meeting is all about pulling out the big guns and showing them what you really can do. Taking extra time to learn about this prospect before you pull out a proposal proves you are ready to commit to them. First review what they told you and then make yourself the solution to their problems. Let them know that if they let you, you can be their hero, baby.
The Honeymoon
Congratulations, you won their business (heart)! You’re probably both elated about the future, and things are going smoothly. Remember that this is the honeymoon phase of your relationship… there will be trial and tribulations throughout this journey, and you’ll both have to put in work to make this partnership successful. Now is the best time to establish expectations so there isn’t disappointment down the road.
Relationship Maintenance (see: Marriage)
Here is really where you get to prove yourself. Follow through with your promises. Continue to send your client personalized information that you believe is relevant to them. Check in on them when you know they’re back from vacation, or just got married, or had a baby, or a relative died. Don’t just ignore them once you’ve got their business – you’ve got to continually work to make them happy and loyal.

I’ve been in customer service for 10 years, so I’ve got a lot more experience there than with dating. I’ve learned that the whole “the customer is always right” mantra shouldn’t apply to dating, but the “money back guarantee” one should when it comes to bad dates. Just like a twenty-something girl who realizes her worth in a relationship, you too should be more selective with your business. What kind of person do you really want to get into a relationship with?

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Simplify and Prioritize https://midwestdigitalmarketing.com/2013/11/simplify-prioritize/ https://midwestdigitalmarketing.com/2013/11/simplify-prioritize/#respond Tue, 19 Nov 2013 17:42:00 +0000 https://midwestdigitalmarketing.com/?p=2395 Does your desk look like this on a regular basis? Do you feel at the end of the day you were busy, but didn’t really accomplish anything you wanted to? Each of us leads a busy life. But how can we keep ourselves from going crazy with our lists of lists of to-dos Follow these... Read more »

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Untitled-1Does your desk look like this on a regular basis? Do you feel at the end of the day you were busy, but didn’t really accomplish anything you wanted to?

Each of us leads a busy life. But how can we keep ourselves from going crazy with our lists of lists of to-dos

Follow these five steps to simplify your life and prioritize your time. Everyone is only given 24 hours in a day – let’s help you find a way to use them effectively.

1) Grab a sheet of paper and a pen. Prepare for a brain dump. That’s right. Right down every single thing that comes to mind that you need to do yesterday, today, tomorrow, someday, etc.  All those pesky post-it notes need to get thrown away and added to this list too. De-clutter your desk to prevent sensory overload. Getting all this on paper prevents it from clogging up your brain and preoccupying yourself with it.

2) Categorize this list. Thanks to a “Getting Things Done” seminar, I learned a very easy way to sort this unmanageable list of to-dos. Categorize each time into smaller bit size counts. Here are some examples of what those categories could look like:

@office- things you have to be at the office to accomplish

@internet- things you can do in between meetings as long as you have an Internet connection

@home – yes, get this off your brain too. Things like give the dog a bath, unclog the shower drain can and should be on here too if they are taking up your mental capacity.

@ assistant- things to delegate to your assistant if you have one the next time you see him/her

@boss- what topics do you need to cover with your boss or maybe a certain employee next time you see them.

Waiting for – for example, Joe 11/18 Approval of expense report, I love this one because it’s a record of who I’ve asked for something and when I asked for it. Then I can periodically check this list to make sure folks have followed through on my requests

Christmas gifts- yes, I already have this one too, but if a good idea comes to me, I have to write it down or I lose it and am stuck on Dec. 23 rd trying to come up with an idea.

Come up with many more of your own to help you categorize your life! Then only focus on what’s needed.

3) Create a category for each day of the week. Only assign five things to each day. Too often we try to bite off more than we can humanly chew in one day. What five things absolutely must be done for you leave work today. Then honor that list.

4) Honor the System – Now that you have a system in place, fill this instead of using sticky notes or pieces of paper. Keep it up to date and filled so you only have one place that all of this lives and you know where everything you need to do is at.

5) Prioritize – Once you have this system, prioritize what’s important to you. For example, I’ll do first anything that revenue related that can make me money. Or maybe, it’s shutting the list off by a certain time to get home to family. Whatever your priorities, make sure you know them, set them and keep them. If you don’t set your own priorities, no one else will set them for you but everyone will expect to be one.

 

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5 Tryout Lessons for 2013 https://midwestdigitalmarketing.com/2013/01/5-tryout-lessons-for-2013/ https://midwestdigitalmarketing.com/2013/01/5-tryout-lessons-for-2013/#respond Tue, 01 Jan 2013 14:00:41 +0000 https://midwestdigitalmarketing.com/?p=1735 Do you remember the last time you eagerly anticipated an event? Maybe it was a New Year’s celebration or an old friend coming back to town to visit? For me, it was actually a volleyball tryout – not for me – but for my returning volleyball team. I coach high school girls club volleyball in... Read more »

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volleyball-tryouts-lessonsDo you remember the last time you eagerly anticipated an event? Maybe it was a New Year’s celebration or an old friend coming back to town to visit? For me, it was actually a volleyball tryout – not for me – but for my returning volleyball team. I coach high school girls club volleyball in the winter. Tryouts were in early December and I hadn’t seen my team play since April. As the girls walked into the gym, I think I was more excited than they were. I wondered, “How have they improved since I’ve seen them last? Have they become physically stronger? Gained more mental awareness of the game?”

As tryout progressed, I was pleasantly surprised to see my girls jumped higher, hit harder and played smarter. It was impressive to see them make such strides.

I think business strategy can be closely compared to sports strategy. I’ll take good inspiration anywhere I can get it and won’t discount the lesson, even if the origin is an unlikely place. Here are 5 lessons I learned from my high school volleyball players in tryouts that I hope to carry into the new year:

1)      Appreciate the distance traveled. Too many times we get caught up in planning for the next year, and we forget to celebrate what we’ve accomplished in the last one. Recognize the change in your business game and in yourself as a business player. Even the smallest strides are worth noting – when you can see a change, it can motivate you to work toward the next goal.

2)      Let your competition motivate you, not intimidate you. As a player, you spend the year working on improving yourself only to be shown up by another. Don’t hate the competition – Let that better player push you to be better in everything you do. Don’t shy away from it but meet it head on and push through it.

3)      True character is shown after the play is over. When choosing players for my team, I’ll choose a girl with a little less talent and a lot more hustle over one with a little more talent and a bad off-court attitude. The same goes in business. People like to do business with those they can trust, so develop your business to be one of character that does the right thing after the play is over. Potential customers are still watching and it makes a difference.

4)      Step it up when it counts. When you’re on the verge of making the team or making it to your next goal, remind yourself why you’re in the game and keep pushing. Extra effort at key times can be the difference between making your goals and it’s so refreshing when you do.

5)      Take action and keep your promises. The end of tryouts is just the beginning of the season. The same is true with business. A customer hires you because you make certain promises. But when the contract is signed, the real work begins. Will you keep those promises of support and take the action on their behalf you promised? I hope so.

I hope we all can approach 2013 with a little more new perspective and humility that what we leave 2012 with. Make it a great new year!

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Tools are Just Tools https://midwestdigitalmarketing.com/2012/05/tools-are-just-tools/ https://midwestdigitalmarketing.com/2012/05/tools-are-just-tools/#comments Tue, 01 May 2012 18:15:30 +0000 https://midwestdigitalmarketing.com/?p=964 It seems like everyone out there is looking for the “magic Method” for digital marketing. Whether Search Engine Optimization, or Social Media Marketing, companies are inundated with groups, telling them that they have the “tool”, or product they need to solve their internet marketing challenges, and by use of their product, you WILL get to... Read more »

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It seems like everyone out there is looking for the “magic Method” for digital marketing. Whether Search Engine Optimization, or Social Media Marketing, companies are inundated with groups, telling them that they have the “tool”, or product they need to solve their internet marketing challenges, and by use of their product, you WILL get to page one, you WILL get this many clicks to your website, you WILL get so many new Facebook, or Twitter followers ….blah blah blah. SEO Tools

There’s one thing that these tool gurus are forgetting and it’s called the Human Element. There is no magic formula, tool, etc, that will put your digital marketing in a pretty package wrapped with a success bow.

Tools are nothing more than launch pads, platforms to develop, run and monitor your campaigns. It’s the human element that initiates the conversation, campaign, ad etc, and it’s the human element that responds. One thing to also keep in mind is that there can be break downs with the human factor, and good internet marketing companies anticipate for human interactions and inconsistencies, and develop their client’s campaigns with that foremost in their minds.

Tools are tools…they help you magnify your reach, interact globally, and get you into the group. They  help you organize the party, help you to connect emotionally to your audience, and if used correctly, can give you measurable results.

But it’s the human element, the creative approach that helps to connect brand to emotion, product, relationship and interaction on the same level. Remember that Internet Marketing is a process, just like traditional marketing, you need to keep it simple, be creative, try new things, test and make changes when necessary. Tools won’t do that for you, but you and your customers can.

Remember, SEO, Social Media and Pay per Click campaigns are purely marketing channels.  Internet Marketing is conducted by human beings …and tools…are just tools.

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Is the Client Always Right? https://midwestdigitalmarketing.com/2012/03/is-the-client-always-right/ https://midwestdigitalmarketing.com/2012/03/is-the-client-always-right/#comments Fri, 02 Mar 2012 03:22:45 +0000 https://midwestdigitalmarketing.com/?p=805 Have you ever had one of those weeks, that no matter what you say and do, it feels like everyone is taking their verbal frustrations out on you? And those frustrations were caused not by you, but your fellow industry peers? Well, I just had that kind of week. And frankly, what I heard from... Read more »

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Have you ever had one of those weeks, that no matter what you say and do, it feels like everyone is taking their verbal frustrations out on you? And those frustrations were caused not by you, but your fellow industry peers?

Well, I just had that kind of week. And frankly, what I heard from prospective clients really concerned me as to the level of technical service we professionals are providing to our customers. On three occasions, I was presenting a detailed website proposal to three different companies. These proposals were to fix, or rebuild current underperforming websites. Our plans are fairly detailed, in most cases we ask the client to supply content that they feel is relevant to their web page success, (usually textual content that’s in their own words. We then work with them to make sure that this content is optimized for markets they want to be found in.). The importance of original client content is that it provides a level of transparency and honesty, a potential web customer can identify with.

When I got to the part in the proposal about content, all three clients gave me a response similar to the following statement: “You guys are all the same, you continually ask us for content….which we supply. You add it to the site, it doesn’t work and then when we call for help, we’re told the answers are in the manual you gave us! Good luck if we ever get you to return our calls”. WOW, really?

Now granted, I know there are always two sides to every story and I’m only hearing their side; but to hear a similar story, from not one, but THREE different prospects got me thinking. Are we – Web Professionals – losing touch with our customers? Have we stopped listening and more importantly, have we forgotten what great customer service is?

I can honestly say that our group takes nothing for granted. Our clients come to us for specific guidance and we strive to go that extra mile, so that our customers feel we have provided more, than what they’ve asked for. Yes, some individuals take advantage of the situation, but the majority of our clients are looking for a fair solution and they put their trust in us to deliver that result. Remember, they’re PAYING us to make their vision a reality.

My late father used to say; “You can always attract more bees with honey, than you can with vinegar”. For what it’s worth, when dealing with clients… its good advice to live by.

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