paretoid consulting portfolio
TRANSCRIPT
Portfolio - Table of Contents
Newsletter
Blog Articles
Guest Posts
Website Copy
Sales Page
Press Release
Direct Mail Package
Case Study
Clients
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Newsletter
Client: NewPath Consulting Industry: IT
View the entire newsletter here: http://goo.gl/qQl4C0
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Blog Articles
Client: NewPath Consulting Industry: IT
The Five Love Languages
For Small Businesses
We have fallen in love with the book ‘The Five Love Languages of Children’ by Gary Chapman, PhD and Ross Campbell, MD. The book describes 5 languages that help any parent or guardian guide and respond to children’s needs in an appropriate way. The book also suggests that children have a primary love language that they respond to best. These universal “love languages” are versatile and can be applied to your customers and small businesses in general. Surprisingly, Dr. Chapman has not written a book applicable to small businesses, but he should!
Starting a small business can be difficult and challenging at first. Understanding the fundamentals of good business and interacting well with prospects and customers are key for longterm success. Whether you are running a small familyowned grocery store or a major corporation, any business can learn and practice these five love languages.
1. The first language is “touch”. We interpret this language as being able to “touch” your customers. It means: to know what your customers need, you must first get to know them on a personal level, if possible.
You can do this by phone, Skype or a face to face meeting. What are their challenges and issues? What sort of individual are they? Once you strive to understand them better, you can start to imagine how receptive they are to the language of “touch.”
2. This brings us to the second language, “words matter”. Knowing how to approach and talk to your clients will sharpen your interpersonal communication skills. Having a lot of interaction with various personalities and opinions will
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open up new doors of opportunity.
When you communicate with your prospects and customers, words of affirmation are important. Especially in difficult situations, you must keep the conversation positive and constructive. Use words such as “...and…” rather than “...but…” in conversations. And of course, don’t take small successes for granted. Customers are people and they like positive affirmation. Challenges and issues will occur inevitably when working together, so keeping language positive and constructive is key to building a strong relationship. Negative verbal or written interactions can set the relationship back immeasurably.
3. The third language is “quality time”. Make sure to take time to have strategic conversations with your customers. It is important to not take for granted their ongoing challenges and concerns. Take the time to schedule meetings on a regular basis to understand where your relationship stands. This is also an opportunity to fortify the relationship.
Please make spending quality time something you and your customers look forward to, and not as a chore. You can start to understand how your customers think, what motivates them and drives their ambitions.
With quality time your customers will learn about your business as well. The more they know about your plans, the more they can help you succeed. The next two languages can be “spoken” by your customers in return for quality time.
4. The fourth language is the act of “giving gifts”. When you get to know your customers, there will be a point where gift giving can help to strengthen your bond. You should not give gifts just because “you have to”, as these can be seen as not genuine, or at worse as bribes.
Giving gifts is something that requires you to know your customers fairly well. You will need to know their interests and hobbies, if they have any. When buying a gift for someone for the first time, we recommend that you do not buy anything too expensive or extravagant. This will give off signals of desperation and come off as trying too hard to impress. Feel free to explore your options and choose the gift that you feel comfortable with.
Gifts on their own without the accompaniment of another love language usually takes on the appearance of a bribe. This is not the intent at all, so you should combine gifts with at least one other language. Gifts are not always physical objects and can be abstract and cost nothing at all.
5. The fifth and final language is “professional acts of service”. This is the
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culmination of all other languages in the world of business. Providing consistent and honest service to your customers will bring in continuous business.
You must also know how to handle difficult customers as well with acts of service. Training and teaching best practices is an act of service. Helping your customers learn collaboration and prioritization skills is also an act of service. Acts of service can also prove helpful when there is miscommunication or when issues arise. Usually acts of service take the form of “going above and beyond.” When an issue occurs, instead of talking about it, sometimes it is best to perform an act of service.
In situations when there is no way to solve an issue, the ultimate act of service is to separate your business relationship. Believe it or not, sometimes your business and customer do not have a fit, and the best act of service is to go your separate ways.
How you choose to act around your customers will determine their responses. Ultimately, it is up to you to decide how to treat your customers. You may find a preferred love language for a customer and it is wise to speak that language with them during your relationship.
These languages are guidelines for business owners and for their customers. When you understand, can interpret and practice these languages, your customers should react in a positive manner. To recap:
● Make sure to know where your customers are coming from. Use a personal “touch.”
● Know how to approach and engage your customers verbally and in writing. Use words of affirmation.
● Spend quality time with your customers and get to know them on a deeper level.
● Remember to give an appropriate gift to remind your customers you care, especially when you know them well.
● Do acts of service especially in difficult situations. Instead of talking, act with service in mind.
More Samples ● Give Your Computer a Fresh Start: A Quarterly Checklist ● What is a Virtual Shakedown? ● Dean Levitt from Mad Mimi Talks Security
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Guest Posts (on Popular Industry Blogs)
Client: NewPath Consulting Industry: IT
The following article was ghostwritten for Alex Sirota for publication in the Formstack blog: http://goo.gl/o2N2tz
How to Communicate Better with Your Sales
Team
Sales is every CEO’s business. There’s tremendous unused value within every sales team, waiting to be realized, brought to the light and put to very good use. This post will show how every CEO, manager, and sales director can harness the wisdom of their salespeople, those that are in close touch with the actual users of the product, and increase sales in no time. We’ll be using a Formstack form that you can grab and start using immediately to gain some valuable insight.
Salespeople are your treasure trove Salespeople are the frontline folks for taking your goods (products and services) to the field. They show how your product or service solves your prospect’s problem(s), listening to both reasonable and unreasonable objections. And, most importantly, salespeople must make the sale. In that process they learn a lot – about their clients and prospects, about other problems they have, what objections really mean, other ways to position the product, user feedback, buyer psychology, etc. Smart salespeople register this information all the time, and put it to good use in future situations. Can you imagine how valuable your sales force would be if all of them are are equally effective as your top ones?
Salespeople want to be helped Most sales positions have a significant payforperformance component. It is a huge performance motivator. Some salespeople exceed their targets, some meet their targets, and some are underperformers. Each one of them wants to perform well in front of a potential customer – they want to be able to be confident, answer all of their questions, be relaxed and win the sale. That’s a dream for most people. It is both the organization’s responsibility and the superperformers’ to help the underachievers, and then collectively improve the organization’s performance.
Let’s see how to close this gap next.
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Not every superperformer shares their ideas freely Though it is in the organization’s best interest for superperformers to share their secrets, winning scripts and proven closing strategies, not everyone will be willing to do so. It is possible for some systematic knowledge transfer from one group to the other. It is the sales manager’s job to find out what works and maximize and multiply it. Use the superperformers to gather ideas for case studies, testimonials, best practice guides and other things that will help the entire salesforce.
You may add some incentives to make the whole process fun, motivating and engaging. You can consider title changes for the superperformers (ex. Sales Maven, Sales Warrior, Supercloser).
A premade form to help start the sharing You need to give your salespeople a safe way to share their valuable ideas and insights. We have created an online form that will help you do it well. Feel free to adapt it to your specific situation.
What tactics help motivate your sales team? How did you encourage a struggling sales person to close more deals? Let us know in the comments below.
About the Author Alex Sirota (@alexsirota), Founder and Director of NewPath Consulting, helps small businesses with zerotominimal software experience keep their technology
expenses low, market their businesses better, launch their business faster and
turn profits sooner. He has more than 20 years of experience working with small
businesses and can help solve your technology and marketing challenges.
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More Samples ● Why Aren’t Your Prospects Buying From You? ● “How Formstack Has Changed the Internet for our Clients”
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Website Copy
Client: Clean Solutions Industry: Facility services
View the entire website copy here: http://goo.gl/Om5xCB
More Samples ● 5R Logo ● VR Modern Promoters
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Sales Page
Client: Tim Forrest Consulting Industry: Food Marketing
View the entire sales page here: http://goo.gl/v8CitH
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Press Release
Client: IP-COM Industry: Network Communications
IP-COM, the China-based, manufacturer and supplier of SMB networking products, grew from $2m to $5.5m revenues in 2014, making successful inroads into the US, the world’s largest WLAN market. The largest proportion of the company’s revenue comes from the hospitality industry where it is a dominant player.
IP-COM showcases its products at the Consumer Electronics Show, 2015 in Las Vegas
Speaking of this growth, Leo Wang, IP-COM’s sales manager for the US, said, “I believe that an important factor facilitating IP-COM’s success in the US is the support it receives from its headquarters. If there is a problem, we respond within 24 hours regardless of whether it’s a business day or not. After years of trial and error in USA, IP-COM has now carved a niche in the market.” Kinsen Shen, general manager of IP-COM, adds, “The fact that we have our R&D center in the US and manufacturing units in China has also played a factor in this success.”
The company attributes its success to its partners - HDC, in particular. Don Davis, CEO of HDC, IP-COM’s main distribution partner in the US said, “We really appreciate that IP-COM offers award-winning products at fantastic price points. IP-COM has already become our strategic partner.”
Championing its slogan, “Professional Networking - Just Became Easy”, IP-COM’s strengths lie in innovation, focusing on customer’s needs and providing reliable service and cutting-edge technology.
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About IP-COM
IP-COM products are designed in United States and made in China, which ensures premium state-of-the-art design and stable performance. IP-COM offers total WLAN networking solutions and equipment for SMB and enterprise environments.
Contact
Placeholder Name Department +91 9898989898 www.ip-com.com.cn
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Direct Mail Package
Client: Meal Menu Industry: Online Food Service
Brochure
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Case Study
Client: Tim Forrest Consulting Industry: Food Marketing
View the entire sales page here: http://goo.gl/ezDdEX
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