Archive for December, 2007
HAPPY NEW YEAR FROM LOUD! CREATIVE
Tags: Branding, Brian Tracy, Business, Dale Carnegie, Harry Beckwith, Jerry Porras, Jim Collins, Keith Ferrazzi, LOUD! Creative, Malcom Gladwell, Marketing, Matthew Kelly, Michael Gerber, Patrick Lencioni, sales, Seth Godin, Zig Ziglar
First, I want to wish each and every client and reader a Happy New Year. I sincerely hope that 2008 proves to be the best and most prosperous year ever for you, your families and your businesses. I am grateful for your friendships.
For me, 2007 has been a journey filled with growing and learning. As you may already know… my intention for this blog is for it to be a
no-cost, value-add resource for you, and your business or organization. It’s here that I share from my experiences, my client’s experiences, and the various resources from which I study and read.
As you endeavor to grow and develop in 2008, I thought it seemed a thoughtful gesture to share with you some of the books I’ve discovered and studied personally… and from which I post to this blog quite frequently. I hope this is helpful. I recommend all of them.
Please feel free to leave your comments. Don’t be inhibited to call me at my office should there be anything I can do for you. Again, Happy New Year !!! Congratulations on all your successes, and may you have so many more.
Brian
BRIAN WEBB’S RECOMMENDED READING LIST
(not necessarily in this order)
ALL MARKETERS ARE LIARS Author: Seth Godin
SELLING THE INVISIBLE - A FIELD GUIDE TO MODERN MARKETING Author: Harry Beckwith
THE FOUR OBSESSIONS OF AN EXTRAORDINARY EXECUTIVE
Author: Patrick Lencioni
THE DREAM MANAGER Author: Matthew Kelly
THE DIP Author: Seth Godin
THE TIPPING POINT Author: Malcom Gladwell
E-MYTH REVISITED Author: Michael E. Gerber
E-MYTH MASTERY Author: Michael E. Gerber
DEATH BY MEETING Author: Patrick Lencioni
SECRETS OF CLOSING THE SALE Author: Zig Ziglar
THE INVISIBLE TOUCH, THE FOUR KEYS TO MODERN MARKETING Author: Harry Beckwith
WHAT CLIENTS LOVE, A FIELD GUIDE TO GROWING YOUR BUSINESS Author: Harry Beckwith
GETTING REAL Author: 37 Signals
HOW TO WIN FRIENDS & INFLUENCE PEOPLE Author: Dale Carnegie
ADVANCED SELLING STRATEGIES Author: Brian Tracy
THE FIVE TEMPTATIONS OF A CEO Author: Patrick Lencioni
NEVER EAT ALONE Author: Keith Ferrazzi
GOOD TO GREAT Author: Jim Collins
BUILT TO LAST Author: Jim Collins & Jerry Porras
SLICED BREAD AND OTHER MARKETING DELIGHTS
Alright. You might already know that I am a fan of Seth Godin… a bestselling author, entrepreneur and marketing expert. I was just watching Godin’s presentation at the famous Ted Conference, which is held annually by some of the world’s greatest thinkers, doers and communicators… that speak on topics ranging from technology, entertainment and design, to business, science, culture, arts and global issues.
I was about to post some inspiration and information from my find… but I thought you’d enjoy experiencing Seth Godin’s presentation for yourself. Trust me… if you aspire to market your business, service or product more effectively and with greater impact… then you’ll definitely find that the 17 minutes of your time it takes to watch this video to be worth it. Seth is funny, engaging and illustrative in his communication style. I’d be curious to hear your thoughts. If you like it, post a comment… but if you don’t like it or if you disagree… then still post a comment.
THE MYTH OF LOYALTY-BASED MARKETING
Tags: Marketing
Simply stated… loyalty based marketing seldom works. This is because it contradicts at least 2 underlying loyalty principles.
First, marketing does not create loyalty… personal sacrifice creates loyalty. Neither email blasts, direct mails, coupons, discount offers, nor any other large, institutionalized efforts will make your clients feel loyal. At best, it will temporarily discourage them from fleeing. Don’t mass-mail or bribe your clients into being loyal. Instead, serve them.
Secondly, people are not loyal to companies. People feel loyal to people. Suppose your physician leaves the clinic from which he or she has previously served… Would you stay, and remain loyal to the clinic? No. Your loyalty lies with your physician, and you’d likely move on with him or her to the next clinic.
For 2008, determine a 12 month plan for how you’ll make your clients feel special. Then, do it. But remember, avoid mass approaches. For example, avoid sending the same Christmas gift to all of your clients. Avoid sending a greeting, with nothing more than a signature. Sending “nothing” works better. Your clients and customers want to feel important, and they’ll frown at any gesture that implies… “You’re just another face.”
GOD BLESS AMERICA
Tags: Business
Even the best business leaders tend to suffer from service myopia. We all believe that our business, and the quality of our service is great, and better than it really is.
We all can… and must… get better.
Americans “are” what they “have.” Americans live with abundance. This abundance has shaped our sense of ourselves. We passionately behold our nation’s foundational principle that “All men are created equal.” Allow one of your clients to feel as though they’re not the most important client you have… and you’ll lose them for certain. We Americans, (your prospects) feel special, and you had better treat us like it. Social scientists have even identified and named this mindset as “American Exceptionalism.” We think we are exceptional.
This means your prospects and clients feel entitled. They “have” the best… they “are” the best… they “deserve” the best! Ask them… they’ll tell you. Fail your prospects or clients, and they will feel snubbed. You have disregarded their importance.
Recognize your necessity to be better than you are. Ensure that your business phone lines are answered in 2 rings or less. Return all phone calls the same day… or better yet, within an hour or two. Encourage your staff to carry and answer their cell phones when they’re away from the office. Check in with your clients from time to time, with no agenda of selling them something. Let your clients and prospects know that they are special. They’ll be expecting it.
FAIL FORWARD IN 2008
Tags: B.C. Forbes, Business, Colin Powell, Henry Ford, Inspiration, Leadership, Michael Jordan, Ralph Waldo Emerson, Richard M. Nixon, Thomas Edison, Winston Churchill
Why is failure considered to be such a negative term? Fear… that’s why. We’re afraid of losing our money, our ego, our pride and our credibility. It’s been said… “To be more successful in life, we need to double our rate of failure.” Seems oxymoronic… right?
We simply can’t succeed without failing. Consider this true story. A successful manufacturing executive; while leading his $400 million company, recently stepped into a staff meeting… and commenced sharing one of his biggest and most embarrassing failures. He then challenged his staff, by laying 2 one hundred dollar bills on the table. He said… “Anyone who can share a failure bigger than mine, will win this $200.” Well, the first meeting was a flop. Nobody spoke up. They were too afraid of being shamed and embarrassed.
At the next monthly meeting… they were able to break through that fear barrier. He ended up awarding that $200 to one of his staff who so bravely shared one of her most colossal failures. From that second monthly meeting on… he was never left with his $200 on the table. Since that moment… his manufacturing company continued to be more and more successful… quadrupling their gross sales every year.
Failure is not a crime. Failure to learn from failure… is the crime.
As you approach 2008, I hope you’ll find some of the following quotes as educational and inspirational as I did.
THOMAS EDISON: “The successful person makes a habit of doing what the failing person doesn’t like to do.”
WINSTON CHURCHILL: “Success consists of going from failure to failure without loss of enthusiasm.”
RALPH WALDO EMERSON: “Men succeed when they realize that their failures are the preparation for their victories.”
B.C. FORBES: “History has demonstrated that the most notable winners encountered heart breaking obstacles before they triumphed. They finally won by their defeats.”
HENRY FORD: “Failure is the opportunity to begin again, more intelligently.”
RICHARD M. NIXON: “Defeat doesn’t finish a man–quit does. A man is not finished when he’s defeated. He’s finished when he quits.”
COLIN POWELL: “There are no secrets to success. It is the result of preparation, hard work, and learning from failure.”
MICHAEL JORDAN: “I’ve missed more than 9000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game winning shot and missed. I’ve failed over and over and over again in my life… That is why I succeed.”
MAKE SURE YOUR DUCKS ARE IN A ROW
Imagine this… What if you were to highlight the details of a business problem to the executives of a particular organization… What do you think their response would be?
The CFO would likely say… “It’s a resource problem.”
Human Resources would likely say… “It’s a people problem.”
R&D would likely say… “It’s an information problem.”
Marketing would likely say…“Let’s double the marketing budget.”
While I fully advocate that marketing is an absolute necessity for any business or organization to thrive… more marketing isn’t always the answer. To be successful, any organization needs to have their ducks in a row. Marketing; however, is just one duck.
Better marketing is good. A better reality is even better. Evaluate your business, your service, your systems, your leadership, your marketing. Keep getting better at what you do.
Your brand is the perception your clients and prospects have of your business or organization.
Keep improving your brand.
IT’S THE ECONOMY STUPID
Tags: Bloomingdales, Branding, Business, James Carville, Marketing, Nieman Marcus, Wal Mart
James Carville said… “It’s the economy, stupid,” and helped to win the presidential campaign for Bill Clinton. This campaign relentlessly focused on the economy… and the results? Well… you know the rest of the story. Bill Clinton was the “economy” candidate. Focus won. Clinton won.
Here’s another example. Sears used to be America’s department store. Now… they’re a casualty. Consider their competitors though…
NEIMAN MARCUS - Stuff to die for.
WAL MART - Good stuff so cheap you won’t believe it.
BLOOMINGDALES - Shopping as entertainment.
Sears focused on everything, and ultimately nothing. If you do not have a focus, you may soon not have a business.
ARE YOU SINGING THE WEBSITE BLUES?
Tags: LOUD! Creative
Well… it’s time to change your tune! LOUD! Creative is thrilled to announce a new service offering, that’s sure to put a smile on your face this Christmas.
We’re now offering a reduced pricing plan on custom website design. Of course, these websites come with our easy-to-use website management system… “X-Change.” And you can move in to your brand new website for 50% to 60% less than our usual custom pricing.
To get started, or just ask questions… call our office today at
(281) 778-5726.
If you’re on a budget, but you’re tired of looking like it… this is for you.
We’ll provide you with a custom, hand-crafted website that can give you and your business the edge over your competitors, and you save money. Call us today. You’ll be glad you did.
MERRY CHRISTMAS
IMPATIENCE IS A VIRTUE!
Tags: Business
Momentum begets momentum, and inertia begets inertia. Did you know that the rules of exercise apply just as much to your business as they do your body?
In my experience… I’ve found that moving organizations tend to keep moving. Ones that rest… on their laurels, or otherwise… actually atrophy, grow weaker and die young. Regrettably, “not moving” never seems like a bad idea… “at first.” Because nothing immediately goes wrong… and furthermore, nothing signals the dangers of standing still.
“Hey… we waited to see if we were “right,” and nothing bad happened… so waiting is good… right?”
If they only knew.
As a result, not moving inspires more not moving. Employees become dormant too, and are no longer faced with exciting new challenges and positions. A few employees tolerate this condition. And others…creatures of habit and opponents of change, actually relish it.
But dynamic people require dynamic environments. Go dormant, and your action-oriented team will bolt, and take your greatest source of vitality with them. Without these people, your organization becomes even “more waiting oriented,” and you grind to a halt… and so many times… even shift into reverse.
Exercise works for business too. Keep stretching. Keep pushing!