TurnUPtheSales.com
Shetterly's Three Laws of... Reputation
1) Reputation is advertising. Good or bad, you don't buy it, but you pay for it one way or another.
2) Reputation begins with customer service that people must talk about. If you fail at great customer service and you fail to be talked about positively, you are going to fail at great reputation.
3) Reputation is something you own as far as responsibility, but your customers always own it as far as content--it's what they say, not you, that is your reputation.
Copyright 2011 All Rights Reserved
www.keithshetterly.com
TurnUPtheSales.com
Shetterly's Three Laws of... Reputation
1) Reputation is advertising. Good or bad, you don't buy it, but you pay for it one way or another.
2) Reputation begins with customer service that people must talk about. If you fail at great customer service and you fail to be talked about positively, you are going to fail at great reputation.
3) Reputation is something you own as far as responsibility, but your customers always own it as far as content--it's what they say, not you, that is your reputation.
Copyright 2011 All Rights Reserved
www.keithshetterly.com
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TurnUPtheSales.com
Shetterly's Three Laws of... Sales Success
1) Great technology alone is not success; it is only part of sales process or marketing, or both.
2) Great marketing or great process is not success; each alone only prolongs less-than-best results.
3) Great sales processes + great marketing = great sales, which IS success!
Copyright 2011 All Rights Reserved
www.keithshetterly.com
No Comments
TurnUPtheSales.com
Shetterly's Three Laws of... Sales Success
1) Great technology alone is not success; it is only part of sales process or marketing, or both.
2) Great marketing or great process is not success; each alone only prolongs less-than-best results.
3) Great sales processes + great marketing = great sales, which IS success!
Copyright 2011 All Rights Reserved
www.keithshetterly.com
No Comments
TurnUPtheSales.com
Flushing Your Olympic Marketing Down the Drain of Bad Processes
The OEMs and the vendor/consultant marketplace are more and more teaching dealers all about modern marketing, and I get why: Generating good traffic these days requires lots more than a newspaper, radio, or TV ad. We’re all being shopped on the Internet by customers, and we need to be there, and be there strong, in order to win sales.
And, so, if we train and execute our dealer marketing to be at Olympic levels across all our media, including the Internet, then we’ve greatly improved our business, right?
NO.
If your marketing generates $300 calls being bungled by your $8-an-hour receptionist, if your sales staff lot-quals and drops your ups without a T.O., if your sales managers lose deals over $150, if your finance managers hit good-credit customers too high . . . if any of these, and more, happen, your processes are losing you sales. And the same is true in service, because how many appointments don’t get set because you rely on busy writers and low-paid receptionists to set them? How many up-sells don’t happen because they aren’t even asked for?
As you attend conferences and bootcamp training this year (the more the better!), don’t just look for new “Olympic” marketing for your sales and service, look for tools and services to help you make more money from better processes. There are a lot of “Internet Rainmakers” to help you, but do your processes allow a sales-destructive and uncontrolled race down the drain--or do your processes and tools channel all that water into a beautiful pool to get the most sales possible?
Because it’s no use being the “Olympic High Diver of Marketing” if you and your sales just get flushed!
P.S. I apologize for the, er, "graphic graphic", but it was so funny I couldn't resist! :)
By Keith Shetterly, keithshetterly@gmail.com
www.keithshetterly.com
Copyright 2011 All Rights Reserved
No Comments
TurnUPtheSales.com
Flushing Your Olympic Marketing Down the Drain of Bad Processes
The OEMs and the vendor/consultant marketplace are more and more teaching dealers all about modern marketing, and I get why: Generating good traffic these days requires lots more than a newspaper, radio, or TV ad. We’re all being shopped on the Internet by customers, and we need to be there, and be there strong, in order to win sales.
And, so, if we train and execute our dealer marketing to be at Olympic levels across all our media, including the Internet, then we’ve greatly improved our business, right?
NO.
If your marketing generates $300 calls being bungled by your $8-an-hour receptionist, if your sales staff lot-quals and drops your ups without a T.O., if your sales managers lose deals over $150, if your finance managers hit good-credit customers too high . . . if any of these, and more, happen, your processes are losing you sales. And the same is true in service, because how many appointments don’t get set because you rely on busy writers and low-paid receptionists to set them? How many up-sells don’t happen because they aren’t even asked for?
As you attend conferences and bootcamp training this year (the more the better!), don’t just look for new “Olympic” marketing for your sales and service, look for tools and services to help you make more money from better processes. There are a lot of “Internet Rainmakers” to help you, but do your processes allow a sales-destructive and uncontrolled race down the drain--or do your processes and tools channel all that water into a beautiful pool to get the most sales possible?
Because it’s no use being the “Olympic High Diver of Marketing” if you and your sales just get flushed!
P.S. I apologize for the, er, "graphic graphic", but it was so funny I couldn't resist! :)
By Keith Shetterly, keithshetterly@gmail.com
www.keithshetterly.com
Copyright 2011 All Rights Reserved
No Comments
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