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TOP OF THE WEEK TO YOU!
(by realwired! CEO, Brenda Dohring)
Top of the Week to You! is designed to offer the inside scoop and latest of what's important in the world of technology as it relates to the commercial real estate industry. | |
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The World Has Changed...and How! (Part Two)
Last week I told you about the NAIOP seminar I participated in using Skype. I gave you some reasons why I love Skype and why you should too. So as promised, this week is a bit about the other two leading roles from that session...Go to Webinar and Go to Meeting. Oh, and if you remember, last week I told you about my amazing, talented, smart, assistant Barbara who before the session had no idea how to use the tools needed. Well, she had a few choice words for me after that and I'll bet you can tell that I'm a quick study by the adjectives used to describe her this week. She's all that, and by the way I forgot to mention she's clever, diligent, hard working, lovely and very "techie".
I'm traveling by cruise liner this week and because I take being connected 24/7 for granted, I've had a few surprises...and I hate that. But everything is fine now that I've resigned myself to put up with the extortion rates and slow speed offered on board. On a bright note, while I have some business to attend to while on board and also on shore along the way, this really is a vacation so I won't need true 24/7 connectivity. But I know many of you can relate that it's a lot easier to get away more frequently when you can check in and take care of business. So, now on to why you should put Go to Webinar and Go to Meeting to use in your company.
We've used Go to Meeting for a number of years. It's really easy for first time users. When we want to take someone through one of our software solutions, our customers and prospects really aren't required to do anything more than sign in. You can run people through presentations and control the speed and timing and know that everyone is in the same place. It's easy to pass the control back and forth from the presenter to the participants and it makes showing anything much, much easier. Come on, you all know what it feels like to have someone describe where to look or go on your screen. You feel stupid when you just can't see it quick enough. At $50/month or so, it's a product you'll get a lot of value from.
Go to Webinar is a little different. While it has the same easy interface and reasonable pricing...starting at about $90/month or plans for $1,000/year...you won't use this much unless you have always wanted to work on the "small screen". But seriously, it's a great way to add personalization to your client communications. It's really useful to set yourself apart from other service providers by offering webinars to keep people abreast of important topics or industry information. I'm sure you can come up with a number of ways to use it. Setting up interviews with others on your end and delivering the "message" both live and at a viewer's convenience, is a great way to be seen as a service provider willing to go the extra mile. And whether it's in tight economic times like now or in expanding market conditions when it seems everyone is your "competitor", holding webinars makes good sense.
If you have some tips and tricks about using these tools, send them and I'll include them here for others to take advantage of. If you've have a webinar you do, send me the link and "we'll all take a look". So its bye for now until next week when I'll be back on dry land...and access isn't at usury levels!
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Sales/Marketing Tip
Speaker's High
I do a lot of public speaking. The good news is that, with lots of practice, I've gotten pretty good at it. The bad news is that the better speaker I become, the more I tend to believe what I'm saying. And that's a problem.
It's not that I don't have a lot of knowledge about the subjects on which I speak. I do. Likewise, it's not that what I'm saying isn't true. It is true, or was true, or at least I think that it was true. The issue is that as my proficiency as a speaker has improved I've become more believable, and believability is a dangerous thing. Not only are my words more believable for the audience but they are seductive to me as well. Its easy get very drunk on one's on words. Drunks do and say crazy things.
The art of salesmanship is the art of getting others to talk. It entails the craft of non-judgmental listening. It requires the skill of cultivated detachment. Narcotics don't help.
Have you ever noticed that you never have bad ideas? You never slap your head and say, "I just had the stupidest idea!" No. We have flashes of brilliance. But ideas don't age gracefully like wine. What just an hour ago seemed so fresh and exciting usually turns out to be vinegar. Personal vinegar is not so damaging. Shared vinegar can pretty well ruin the party. The wise subject their ideas to the test of time before offering them up at the conversational buffet.
The obvious example is the reactive email written in the flush of emotion. I sometimes receive emails that contain bad news. Often the writer appears to be rude as well. The malign elves that live in my brain, having no access to firearms (thank goodness), demand that I immediately dash off a snippy reply, or worse. At the time this seems like such a good idea and I take perverse pleasure in waxing eloquent in my denunciation of the offender. My ego is a vicious beast when wounded. Its snarl and fury are heady elixirs. Vengeance fits like a custom suit.
In days of yore, not so evolutionarily long ago, the "anger high" was useful. The single minded, adrenaline-fueled will to fight could save one's skin. The troglodyte in me is just below the surface. Scratch me ever so slightly and you just might meet my inner cave man. Alley Oop was hell on wheels with a club but, please, keep him away from my email in-box. What saved my ancestors' lives on the savannas will get me figuratively killed in the business world.
Rule: If an email makes you mad, sad or scared. Don't respond until tomorrow.
Rule number two: "glad" is just as bad.
What makes me happy makes me stupid. It feels good to be smart. It's exciting to be validated. People love to be entertained. That which sounds good is easy to accept as true. I suspect that real truth is rooted in soil more substantial than appealing sound bites.
"Smokin'" isn't always a compliment.
Mark Fitzgerald, Sales Training Institute, Inc., Tampa, Florida provides this column weekly. Mr. Fitzgerald provides both group and customized sales training for professionals and companies. For more information, please contact him by telephone at 813-831-5555 via email at mark@saleskills.com or visit www.saleskills.com. |
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Hot Deals/Leads
Eat N' Park Restaurants operates 78 locations throughout OH, PA and WV. The restaurants occupy spaces of 6,500 sq.ft. in pad sites of malls and power centers. Plans call for one opening throughout western PA during the coming 18 months. Typical leases run 25 years. Preferred cotenants include Target and Wal*Mart. Preferred demographics include a population of 60,000 within 10 miles earning $50,000 as the average household income. Major competitors include Bob Evans and Cracker Barrel. A land area of 1.5 acres is required. For more information, contact Bill Bates, Eat N' Park Restaurants, 285 East Waterfront Street, Homestead, PA 15120.
Ronzio Management, Inc. trades as Ronzio Pizza at 21 locations throughout MA and RI. The pizzerias occupy spaces of 1,200 sq.ft. to 1,500 sq.ft. in freestanding locations, regional malls and entertainment, lifestyle, outlet, power, specialty, strip, tourist and value centers, as well as urban/downtown areas. Plans call for 10 openings throughout the existing markets, CT and NH during the coming 18 months. Typical leases run five years. Preferred demographics include a population of 12,000 within two miles. Major competitors include Domino's. For more information, contact Mic Gandhi, Ronzio Management, Inc., 111 John Street, Lincoln, RI 02865.
Rooms To Go trades as Rooms To Go and Rooms To Go Kids at 162 locations throughout AL, FL, GA, LA, MS, NC, SC, TN, TX and Puerto Rico. The home furnishings stores occupy spaces of 30,000 sq.ft. to 75,000 sq.ft. in freestanding locations. Plans call for six to 10 openings throughout TX and the southeastern region of the U.S. during the coming 18 months. Preferred demographics include a population of 300,000 within seven miles earning $50,000 as the average household income. Major competitors include Ashley Furniture. A land area of three to four acres is required. The company prefers to acquire sites. For more information, contact Jeff Finkel, Rooms To Go, 400 Perimeter Center Terrace, Suite 800, Atlanta, GA 30346.
Mor Furniture For Less, Inc. trades as Mor Furniture For Less at 15 locations throughout AZ, CA, ID, NM, NV, OR and WA. The home furnishings stores occupy spaces of 40,000 sq.ft. to 60,000 sq.ft. in freestanding locations and power and value centers. Plans call for two openings throughout CA, OR and SD during the coming 18 months. Typical leases run 10 years. A vanilla shell is required. Preferred cotenants include Home Depot, Ross Dress For Less, Target and Wal*Mart. Preferred demographics include a population of 400,000 within 25 miles earning $50,000 as the average household income. For more information, contact Rick Haux, Sr., Mor Furniture For Less, Inc., 8996 Miramar Road, Suite 310, San Diego, CA 92126. |
Featured Internet Site of the Week
Reddit
Reddit is a source for what's new and popular online. vote on links that you like or dislike and help decide what's popular, or submit your own! www.reddit.com | |
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