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TOP OF THE WEEK TO YOU!
(by realwired! CEO, Brenda Dohring Hicks)
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. |
Test Your Volume
I don't watch much television for a variety of reasons. It's not that I don't like a lot of what it has to offer... there are a lot of shows that could keep me occupied. There is just so much more I want to do with my time, so watching television falls pretty low on my priority list. To manage, I only select and watch things that I have recorded...it makes my world a lot more enjoyable. I get to pick and choose on my own timetable. If you think about it, it's the way we like everything in our lives. We want to do what we want, when we want to do it and how we want to do it. And then we change our minds and do it completely different, should we choose to.
Recording television shows allows me to be terribly efficient by fast forwarding through commercials, but I also really enjoy some commercials. Because I don't see commercials very often, I find that in fast forward speed something catches my attention and I slow down and watch. So it's not that I dislike all commercials. What I do dislike about a lot of commercials is how they often jolt me out of my seat at a sound level seemingly way above normal, forcing me to reach for the volume control on the remote. This calls for active watching and diligent volume control. It's somewhat of a sport.
Volume control is an important concept in business. We need to operate at a volume that resonates well with the people we're trying to communicate with. While I'm not only referring to tonal levels and frequency, choice of words, or the most important part of communicating...the unspoken...all of which play a role, volume is vital. I was reminded of this the other day when in a meeting. Everyone seemed to turn the volume up every time they wanted to get their point across. Now mind you, I tend to work with a lot of passionate achievers and so I have some patience, but seriously we should be careful.
I find it useful to think about messaging volume when it comes to using various technology and tools. Anyone who is passionate about their product, service, company, deal, project, or endeavor has to be really careful to turn themselves down, or others will simply fast-forward through the message. I felt a little bit this way about the iPad. There was a whole lot of noise on high volume. While I was interested (of course, still am), it seems the people with them are enjoying a certain smugness with eyes that scream "look at what you don't have". Maybe it's just me, but I fast forwarded through much of the commercial. I turned down the volume.
I know I will soon use something exactly like the iPad, but it will have a detachable keyboard and a built in phone. Then I'll really be mobile, which is the Holy Grail for business these days. I will get a device that is all in one - an eBook reader, PC, and cell phone because it will be smart for my business and because it improves the experience of those who want to do business with me. There are plenty of good things to like about the iPad, but as we know and history always reminds us, when we stray from the wisdom, there are some bugs in the first offering of most anything. Combined with the fact that future updates will be a little less expensive with better features for my money, and I hope for yours, we let the volume modulate a little bit higher.
Some would say I'm a serial gadget addict and I really do love process and technology, so maybe I'm just maturing a little bit and that's why I haven't bought the iPad. Or maybe it's a tightening of my financial belt that has me being a little bit more discriminating. The truth is I'm never one to be first in line to get something new and cool, but I do get a certain rush with new, but these days I seem to be turning down the volume and making more tough choices. Choices about how I spend both my time and my money, given that both are indeed finite. I know that the right solution for mobility for me is a device that combines the simplicity and connectivity of smart phones with the power and usability of laptops. Whether we call it a slate, tablet or pad, it's the new direction for mobile computing that will make me happy. In the meantime, I'm going to smile nicely and ooh and aah when sitting next to someone with the iPad. While using my yellow pad to write and update my to do list each day, I'll try to drown out the commercial volume in my own head which is saying..."Get a smartbook. There's a cool app for to do lists." I'm going to remember not to look the shiny, sexy, uber-cool iPad direct in the eye when encountered and I sure won't touch it. That way I'll manage the volume until I can't resist any longer and I get my dream machine...which probably hasn't been built yet!
Remember, if you want to share some of your thoughts, it's easier now because we have a blogging component to RealWired! News.
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Sales/Marketing Tip
Hens & Their Offspring The business version of the "which came first, the chicken or the egg" question is: is sales a part of marketing or is marketing a part of sales? When asked to weigh in on this interesting (but probably not philosophically important question) I have to come down on the side of sales. My reason is simple. On any business's income statement sales is a positive number (I hope!), while marketing is a negative number. In other words, marketing is an expense that must be borne in the service of sales. Somehow every business has to make sales. It doesn't necessarily have to market. Now, don't for a second think that I'm suggesting that you save your marketing dollars and buy a hot tub instead. Just be sure to put first things first. Here are some of the classic mistakes of getting the sales / marketing relationship wrong. Marketing without the ability to close deals is a losing proposition. Advertising and promotions (marketing) done well may cause the phone to ring. But someone still has to answer it. If your salesperson can't close deals then the marketing dollars that made the phone ring are going straight down the drain. But that's not all that's lost. The caller (prospect) had at least some interest in your product or service or they wouldn't have called. A good salesperson would have closed some of these callers. The difference between the one's you sell and the ones you could have sold but lost is called "lost opportunity cost". This can be a huge number. And, worse yet, you may never get another shot at these prospects. The common impulse here is to blame the marketing or advertising company for providing "bad leads". The real mistake is expecting that you can close even warm deals without salesmanship.
Another, often fatal, mistake commonly committed by small business owners is hiring salespeople to close your deals because doing the sales function yourself is either too scary or even somehow "beneath" you. Warning: this usually leads to disaster. The business owner who cannot sell his or her own product is almost always completely unqualified to hire and manage competent salespeople. If you think ineffective marketing is expensive, try employing ineffective salespeople! By the way, the vast majority of salespeople are incompetent so the odds are firmly against you. What's your insurance against this trap? You must be able to sell your own product. That doesn't mean that you have to be your only salesperson forever. But business owners with no sales skills almost never make it. By being a good salesperson you'll at least ensure that someone in your business brings in revenue!
Suppose you can't sell or you suspect that your salespeople can't sell? It's easy to see that throwing marketing dollars at the problem won't help. That'll probably just accelerate the draining of your bank account.
Could you learn to sell more effectively? Lots of people do. Will it be easy? Probably not.
But, then, closing up shop and going back to your old job wouldn't be that much fun either.
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. © Copyright Mark Fitzgerald, 2009, All Rights Reserved. |
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Hot Deals/Leads
Java Detour operates 20 locations throughout CA, MN, NV and WI. The coffee shops occupy spaces of 800 sq.ft. to 1,300 sq.ft. in endcaps and freestanding locations with a drive-thru. Growth opportunities are sought throughout NJ during the coming 18 months, with representation by Silbert Realty & Management Co., Inc. For more information, contact Brian Silbert, Silbert Realty & Management Co., Inc., 85A Division Avenue / PO Box 406, Millington, NJ 07946.
The Fresh Market, Inc. trades as The Fresh Market at 86 locations throughout AL, AR, FL, GA, IL, IN, KY, LA, MD, MS, NC, OH, PA, SC, TN, VA and WI. The supermarkets, featuring meat, seafood, produce, bakery, floral, gift and beer and wine departments, in addition to offering prepared food items, occupy spaces of 18,000 sq.ft. to 20,000 sq.ft. in freestanding locations and specialty and strip centers. Growth opportunities are sought throughout CT, IA, KS, MA, MO, NE, NJ, NY, OK and TX during the coming 18 months. For more information, contact Jon Stafford, The Fresh Market, Inc., 628 Green Valley Road, Suite 500, Greensboro, NC 27408.
Giant Food Stores, LLC trades as Giant and Martin's at 149 locations throughout MD, PA, VA and WV. The supermarkets occupy spaces of 30,000 sq.ft. to 73,000 sq.ft. in freestanding locations and lifestyle, power and strip centers. Plans call for four to six openings throughout the existing markets during the coming 18 months. Typical leases run 20 years. For more information, contact Bill Shrader, Giant Food Stores, LLC, 1149 Harrisburg Pike, Carlisle, PA 17013.
Hy-Vee, Inc. trades as Hy-Vee Food Stores at 201 locations throughout IA, IL, KS, MN, MO, NE and SD. The supermarkets, offering a florist, bakery, photo center and pharmacy, in addition to home and garden items, occupy spaces of 35,000 sq.ft. to 85,000 sq.ft. in freestanding locations and lifestyle, power, specialty and strip centers. Growth opportunities are sought throughout the existing markets during the coming 18 months. Typical leases run 20 years. For more information, contact Dennis Ausenhus, Hy-Vee, Inc., 5820 Westown Parkway, West Des Moines, IA 50266.
Like these leads? Want more? Go to the Dealmakers website for a Free Subscription. The Dealmakers, the nation's weekly news source on retail real estate.
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