LeadMailbox Blog
From the Mailbox
Under Appreciation leads to Under Achievement
February 13, 2012 By
Jessica Swenson
The No. 1 reason people quit jobs are a bad boss or immediate supervisor and the feeling of under appreciation. “People leave managers not companies…in the end, turnover is mostly a manager issue,” Gallup wrote in its survey findings.
Compliments can amplify positivity; they not only deliver positive effects to others, those effects bounce back on us, ramping up the positive atmosphere we breathe which can be beneficial to any office atmosphere.
So you may wonder why we don’t hear more compliments in the work place. I’m sure reasons for this are many and varied, but often it is for fear of being misinterpreted. Affection and compliments are two different things and can sometimes be misconstrued or taken the wrong way. An important rule of thumb – be sure compliments are based in work performance not appearance or personal life. Telling a colleague he/she “looks great today” is okay, except in a meeting about strategic planning or anything else.
Part of the problem is not understanding the proper way to give and receive a compliment. Receiving a compliment can be awkward. It is an automatic reaction to deflect or overlook it but reactions like these often make the person who gave you the compliment feel stupid and eliminates the good feelings it was supposed impart. A genuine compliment is meant to let people know they are praise-worthy, that you take notice, and that you care enough to let them know. A compliment can be a powerful tool to boost morale and motivate your employees! When giving a compliment, the most important thing is your sincerity. Say what you mean and mean what you say! Or don’t say anything at all. If you are giving a compliment in hopes of gaining something from it, don’t! It means you are not being sincere. When a worker feels appreciated, it will reflect in their performance. In the words of Benjamin Disraeli, “Talk to people about themselves and they will listen for hours.”
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Are you a Micro – Manager?
February 13, 2012 By
Jessica Swenson
It is important to take a management position seriously. As a manager you shoulder more responsibility than your colleagues, it is only natural to be more focused, involved and motivated. It is then your job to pass those traits down to your employees. There are several different managerial styles and it is important to evaluate your style to be sure your method is the most effective available to you. There are some styles that your employees will not respond favorably to, are you a micro-manager? If this is your style, it is likely you’re not getting all you could out of your employees and if you’re an employee under a micro-manager, chances are you’re seriously considering changing jobs.
These type of leaders choose fear as their motivational tool and keep a tight watch over every single detail of every single project, obstructing their employees ability to complete their job efficiently and effectively. This communicates to your employees a lack of trust and can shake their confidence, leaving them feeling angry and underappreciated. You’ve hired your employees to help your business become successful. You hired them because you believed they could do the job and do it well, however you find it very difficult to let them take the reins and run with a project, you feel you have to watch over them to make sure the project is done to your standards. In effect you are only hindering yourself and your company’s growth by not trusting in and elevating your employees. What are you paying them for when you insist on doing all the work yourself? Imagine how much time you can free up by letting others do the jobs they were hired for.
Micromanagement can restrict your teams ability to achieve as everything bottlenecks, waiting for management approval. This will often discourage your staff from taking initiative. It will take time, but you can break the habit of micro managing. If in fact you do not trust your employees yet are not one for confrontation, you must start there. Fire those that aren’t working the way you like and hire those who will. There is a large pool of very qualified people out there that would love to help your business grow. Small steps will help you get started. Don’t try overhaul all at once. One thing at a time. Once you’ve got a good team assembled. Start delegating and let it go. Check in once a week if need be, but try and trust your employee to deliver on or before the deadline. You will be amazed at what they are capable of when given the chance. Essentially you will have lowered your stress level and bolstered your bottom line. A good manager is NOT a micro-manager. What kind of manager are you?
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Business Tools: Is it time to Update your Toolbox?
January 17, 2012 By
Jessica Swenson
Everything in life requires some sort of tool. Change your tire, need a tire iron. Call new leads, need LeadMailBox. There are always better tools you can toss in your toolbox. It can be difficult to discern each of them until you know to use them and see what works best for YOUR particular needs. There are several different kinds of wrenches and the only way to know which one will do the job you have to know what you’re dealing with. This is your advantage; you know your job and know it well. You know the kinds of people you have to contend with, you simply need to make sure you’re utilizing the best tools for the job.
1. Know your Goals! It’s the beginning of the year and a good time to really think about and write down some important goals you have in business this year. You can’t get to where you want to go if you don’t know where that is.
2. Make a List: Once you’ve figured out what your goals are – now you need to figure out how to make them a reality. Make a list of the things you need to do to achieve the goal and make a deal with yourself to do at least one each day. Before you know it you’re list will be all checked off, and you’ve accomplished your first goal! Good work!
3. If it’s Broke THROW IT OUT! - If you’re anything like me, you will work and rework a system even though it isn’t working that great for you! Take a good look at your goals and your current toolbox and throw out any outdated, over-rated and underused tools you may have accumulated! If you haven’t used it or have and it didn’t raise your bottom line, you don’t need it. Time to change with the times and upgrade your tools.
4. Ask! Discuss! Share! - If a colleague is doing something that seems to be working, don’t be afraid to ask what that is! On the flip side of that, if you’ve found something (like LeadMailBox) that is effective, share it!
5. Read the Manual: I don’t mean you have to go out and read the manual to all the tools in your toolbox, I’m just recommending that when you get a new tool, learn how to use it! For instance, LeadMailBox has many different features and webinars to help you learn how to empower you to use each one! Don’t just hold the tool in your box, take it out and use it!
So if your toolbox can use some re-tooling now is the time. Pilfer through it, examine each one, out with the old and in with the new and improved! Here’s to an incredible new year, packed full of new tools and new clients! (…And maybe even that new car!)
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Strategies to Becoming a Winning Negotiator
January 10, 2012 By
Jessica Swenson
Business IS a negotiation. We’ve all used the power of persuasion when negotiating for the things we want. A negotiation is a conversation of sorts; an art if you will– it’s a back and forth until both parties needs are met and both are satisfied with the outcome. Never go into a negotiation without being prepared. You need to be armed with a strong understanding of your needs and motivations as well as theirs.
Think collaboration not confrontation. Much like a tennis match, negotiation will be dependent upon your opponent and your outcome will vary. Communication styles vary greatly between men and women and your negotiating skills will have to match your circumstances as well as your audience. Do your research so you can come into any situation, sit down with anyone and ultimately get your way.
People make most decisions based on emotion. You are building a rapport, a trust with this person and will likely be doing business (fingers crossed) for a very long time. This is why your carefully planned correspondence is such a key part of building and maintaining that relationship. By keeping in touch they (the client) will feel more connected and thus more loyal to you. Be certain you are negotiating with the person making the decisions. It will help to curtail the process and keep things moving in the right direction.
Once you’ve gotten to know them it will be easier for you to anticipate their needs, wants and motivations. Be creative. It isn’t always about the bottom line. Think outside the box. Have a strategy and stick to it. Put all your cards on the table and be honest. It may take some time, but once you’ve mastered the art of negotiation, you simply need only what to ask for next.
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FREE ONLINE WEBINARS are PRICELESS!
December 21, 2011 By
Jessica Swenson
Webinars are the way of the future. If you want to learn anything these days you can “Google it” and odds are there is someone out there willing to teach you. The value of LeadMailBox’s (LMB) webinars is that they will expand your knowledge base about what works in the industry and ultimately inflate your bottom line. You may not know this, but LeadMailBox offers FREE webinars several times a week! Analyzing Your LeadMailBox Data -teaches you how to analyze the extremely detailed data in way that is simple and easy to understand. This will show you a broad and detailed picture of which leads are producing and which ones aren’t; which employees are hitting the mark and those that may need to be re-evaluated.
The second is an in-depth look at their unique and important Email campaign and how to use it to your advantage. The LMB Email campaign will help you close those people who seem to be hesitating. A 2nd, 3rd and 6th email going out to potential clients without any further effort on your part not only saves time and money but more importantly makes the customer feel like you care. They will respect and appreciate your follow up. The information in the emails is only the half of it, the real value is building the relationship, letting the potential client know, “I’m here when you need me.” Whether it’s three, six or nine months down the road, you’ll remain fresh in their minds and they will turn to you when they are ready to get serious.
The email campaign coupled with the LeadMailbox data analysis is a powerful combination; The webinars, a powerful tool. When you have a better understanding of what these incredible features can do for you, you’ll be able to use it much more effectively and start the New Year out with a Bang!
Let me put it in another way; not taking advantage of these programs is like buying an iPhone but never using any of the apps… crazy, right?
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Business is Behavior
December 8, 2011 By
Jessica Swenson
Here at LeadMailBox and elsewhere, Managers have the important task of trying to understand their employees so they can place them in the most effective position. It is NOT an easy task, that’s why they make the big bucks; it takes time, effort and plenty of patience. No one can competently judge another without first understanding themselves, which can be a problem with higher ups often projecting their shortcomings on others.
A good leader is one with an objective understanding of human behavior, taking in consideration the different types of people and what makes them tick. In this way an effective leader can place people in positions where they will be their happiest and do the most good for the company. For example is your employee an internal or external person? An internal person believes that they hold their own key to the future, while an external person feels their life is largely controlled by fate. It is believed that internals are better in business and are willing to work harder to achieve their goals, while externals would be more apt to accept things the way they are. Some people have a high need to achieve and would perform better when their ability is challenged. Different strokes for different folks.
Personality types also need to be considered. We have all heard of Personality types A and B. Type A’s are more high strung - always “on” they work very fast but not always efficiently paying more attention to quantity over quality. Type B’s are more laid back - often considered better decision makers, more creative and are more focused on quality than quantity, however may lack an “urgent” button. Knowing this, managers must wise choices based on individual projects and the individual themselves.
Self-Esteem is also very important. A person with low-self esteem will need constant feedback and reassurance, proceeding with caution and often needing the boss’s stamp of approval on everything from an in depth reports to using the restroom. Someone with high self esteem will likely take more risks and be able to “take the ball and run with it” having faith in their ability to achieve the task at hand. It is never black and white. The leaders ability to adjust behavior due to external factors, personalities and needs will be most important when making important decisions in ever-changing markets.
By analyzing not only the behavior patterns but also the individual needs and goals of their employees, managers can help motivate by “dangling the appropriate carrot”. Know who your employees are, what makes them tick and why and your business will run a lot smoother, your employees will be a lot happier and your success will be certain.
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Talk to your Clients! The disconnect of text and intent.
November 22, 2011 By
Jessica Swenson
Microsoft explains tone like this:
Tone is the attitude that the writer conveys to the reader. It's not necessarily what you say, but how you say it. Tone is intended to create a specific response or emotion in the reader; it creates a personality that can either engage or repel users.
Most people believe that their tone and intention is obvious when they shoot off a text or email. We know what we want to say and can hear it in our heads as it pours from our fingertips. It’s just not that simple. Without the visual of body language or the advantage of hearing the voice behind the message, deciphering an email or text boils down to perspective. The recipient’s perspective, that is. We hear what we want to hear. There are so many factors at play; mood, expectations, relationship with the sender which all contribute to how the recipient interprets the message. Wired reports; according to a recent study from the Journal of Personality and Social Psychology we have a mere 5¬0-50 chance of correctly interpreting the tone of email messages. The study goes on to say we think we have correctly interpreted the tone of the emails received 90% of the time. Misinterpretation of email or text messages can cost you your relationship, friendship and ultimately, you’re client. It is especially important to take tone into consideration when sending a client, company or supervisor an email. Never text/email when you’re angry or frustrated. No exclamation points, no need for all CAPS. Emails and text messages can be forwarded easily, instantly and to anyone. Make sure you don’t write anything you wouldn’t want anyone else to see. Think Weiner…and don’t fall victim to the social media viral shake down with the press of the “Send” button!
Words are powerful. Choose them wisely to achieve the results you are striving for. With 294 billion emails sent daily according to About.com – it is understandable that by the sheer number of communications sent and received on a daily basis, we don’t have the time or resources to comb each one or to always write eloquently. Emails are read hurriedly and sometimes barely scanned for importance. Your message could be misunderstood or missed completely if not done appropriately and in a timely manner. This is why the LeadMailbox Email program feature is so important; your correspondence will be more timely and effective and will help you to manage your clients with a personal touch that you don’t even have to think about. Think about it!
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The Importance of Lead Management Today
November 14, 2011 By
Jessica Swenson
With so many different Media Outlets to Market your business, why turn to Lead Management? Perhaps you feel like your system usually works…maybe, you’re just having a dry spell? Before long your dry spell turns into drought and you realize you need to do something different and you need to do it fast! When utilizing effective lead management and taking advantage of the systems in place that it offers; most often the results will surprise you. Effective and efficient, finding the right type of lead management is of the utmost importance. You will save time and money while growing your clientele and fattening your wallet at the same time! The general principals of lead management are to create an ordered structure of managing the large database of leads at every step of the process. When done effectively you’ll be selling more to new customers, servicing existing customers and most importantly creating relationships with new customers; all without a single misstep or missed call! The sheer volume of leads some companies and individuals accumulate can be overwhelming. With the advent of the Internet and other media outlets this process is becoming increasingly technology driven – making it easier to track, manage and engage new and potential clients and making it necessary to turn to a lead management system like LeadMailbox to help you turn those leads to sales. While simple in scope, the lead flow process is complex as interactions and subsequent actions create a plethora of potential outcomes creating critical opportunities for mishandling and possibly destroying a potential client. But with LeadMailbox doing the handling in all stages of the game, it frees you up to do the selling. The peace-of-mind that comes from knowing your bases are covered is comforting and helps to free up some of your time so you can be more efficient and available. LeadMailbox is there to help you take your game to the next level, ready when you are!
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Close the Deal
October 21, 2011 By
Jessica Swenson
Thousands of dollars are spent each year at seminars and business meetings to figure out how the heck to close the deal. You’ve gotten the right Lead Management system in place. You’ve made all the right calls and all the right moves, now it’s time to close the deal and explode that bottom line! Here are a few tips to help you reach the end of the deal and come out on top!
1. Know what’s important.
Focus on what’s really important once you’ve opened the conversation and determine the needs and interest of your potential client. For the time being, set aside your need to sell something and love them, listen to them, court them if you will. By focusing on their needs and wants you’re creating trust and rapport sending you on your way to making that sale.
2. Know what you’re doing.
You must first be very comfortable with what you’re saying to them, know your business inside and out, be able to answer any questions they may have. If you’re prepared you can focus on your tonality and physiology — not simply your words. Did you know: words are only 7% of communication. Tonality is 38%. Physiology is 55%? Get in front of a mirror – see what you look like, how you come across is just as important as what you’re trying to get across.
3. Closing the deal should be organic.
If the person feels forced or coerced the all important word of mouth can be shot and you’re shot at closing the deal is in the toilet. Make sure the person feels comfortable and totally understands the offer on the table. You don’t want them to come back after reading the fine print and lose the deal and the client altogether. Your goal is to create true value and true customer service. People will appreciate your honesty and help you generate new business.
4. Cover all of your bases.
Most people want data, options, testimonials and guarantees. The key is to understand this and create presentations that leave no objection unanswered and no worry unmitigated, regardless of who is sitting across the table from you. If you touch on all four topics in a presentation, you leave no room for misunderstandings or muddled business deals.
In keeping these things in mind you’re well on your way to closing the deal and increasing your sales! It’s important to understand there will always be some that just aren’t ready, willing or able to do business today and that’s okay. If you’ve taken the time to build a good business relationship with that person it will pay off later, when they are ready they already know who they will call…YOU.
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When Simpler Lead Management is BETTER Lead Management
October 10, 2011 By
Jessica Swenson
You may have browsed other sites for lead management systems. There are several out there. Each with a variety of features, some similar, some much different but all of them designed to accomplish the same thing - to make your leads manageable and inflate your bottom line. It’s important that time management go hand in hand with lead management.
Often times when a company initiates a new system they need to implement training so everyone on staff can utilize the new tool the best to their ability. This takes time and money and as Michael Schrage, a research fellow at MIT Sloan School’s Center for Digital Business and author of Serious Play and the forthcoming Getting Beyond Ideas points out, “Training's very existence is used as an excuse not to further simplify. What's more, the training department is happy to go along with the clunky complexity because that makes them more important. Training can argue, correctly, that nobody could effectively use the innovation if they hadn't been fully trained.” Innovation doesn’t necessarily make your job any easier, just more expensive and extensive.
It is suggested by experts that complicated, convoluted websites and management systems can lead to lower productivity. In this case, less is more – you shouldn’t have to pay for “pops and whistles” that you don’t need or use, you want to easily navigate through the website, and quickly find the information you need. Google is a good example of this, the only thing on their main page is a window to type what you’re searching for, it’s easy, self explanatory and loads extremely fast - quickly becoming the number one search engine. “I’ll just Google it,” rolls off the tongue when you want to find anything from the best restaurant in your area to how to split and atom. Much like Google, Lead Mailbox offers everything you need in a straight forward, easy to use format.
When choosing a lead management system it’s important to look at all aspects and utilize all the tools for an effective approach to drumming up more business. With a user friendly approach, faster results and less distractions = more productivity every time and ultimately more money in your pocket.
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Make Networking Work for You
October 10, 2011 By
Jessica Swenson
From golf games, long lunches and ball games …networking can be fun and entertaining but in business it is necessary to survive and thrive in today’s marketplace. The definition of networking is this: the process of establishing a mutually beneficial relationship with other business people and potential clients and/or customers. The key here is “establishing a mutually beneficial relationship.” Networking isn’t so much about going to all the parties and gatherings to rub elbows with some higher-ups. I won’t lie, it can be a small aspect of it, but more important than schmoozing is taking it slow and building trust, respect and loyalty with your clients.
With so many business professionals vying for the same piece of the pie, what makes you better than the rest? This is the all important question you need to be able to answer and answer well. Know who, what, and how you do what you do better than anyone else. However, when networking it just as important to listen as it is to talk. Be interested in the other person, ask thoughtful questions and fully engage in the conversation. By not making it all about you, you will ensure that you are remembered in the stack of business cards and ultimately will optimize your referrals and grow your lead database.
Several “networking” groups have been popping up and elevating business relationships to a whole new level. You can avoid the standard “meet & greet” gatherings where you exchange business cards and not much else for the more powerful and effective groups that not only exchange business cards but gather business professionals dedicated to sharing ideas and referrals leading to a more lucrative bottom line, every time. You can often visit these groups before joining to gauge if it is the right choice for you and your business. Search your area and visit several different ones and visit often to get a proper understanding of how the group works, what are the other businesses involved and how supportive and effective they are.
Jessica Swenson
is an independent technical writer for LeadMailbox
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Smartphones becoming valuable for lead generation
October 4, 2010 By
Dan English
The number of mobile internet searches has increased dramatically in recent years. Consumers are relying more on their smartphone devices to find retailers and online vendors. Compete, a Kantar Media company, released data from its Q1 2010 Smartphone Intelligence survey which indicated a major shift toward use of smartphones for searching and networking. Smartphones have been especially beneficial for local businesses, as nearly one in three mobile users arrive after discovering them online.
Danielle Nohe, technology director for Compete, suggests businesses should optimize their sites for mobile/smartphone users. If your business currently maintains only a traditional website for marketing, lead generation, sales or support, then you should strongly consider adding a dedicated website for mobile devices. Businesses with a mobile-friendly website clearly have an advantage over competitors who do not. Mobile sites should be tested with popular phone models such as Android, Blackberry and iPhone to ensure platform compatibility.
Aside from mobile sites, smartphone apps offer a unique advantage for lead generation. Businesses offering an installable app have the opportunity to keep their brand in front of their customers. For example, LendingTree, a popular lead generation company, has recently launched a free “rate finder” app for Blackberry smartphones. Consumers can quickly search for the latest rate quotes and find a lender for their home loan—all from their smartphone. By embracing smartphone technologies, businesses can open up alternative sources for lead generation.
Dan English
is the CTO and co-founder of
LeadMailbox.com
and covers technology topics related to lead management and lead generation
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