Successful Blog

Pay Attention to the Questions

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Rosemary O’Neill

Answer Questions, Build Relationships with your Prospects

In the classic movie Diner, Eddie subjects his fiancee to a 140-question quiz on Baltimore Colts football trivia in order to go through with the wedding. He loves Elyse, but is compelled to make sure she shares his passion for the Colts before getting hitched.

Have you noticed that your customers are constantly quizzing you, prodding, poking, trying to determine if you are a correct “fit” with their needs and mission? That you share their passion?

Pay attention to the questions


Flickr: Questions count

We’ve started using a gadget that allows visitors to ask questions via live chat on our corporate website. The results have been startling.

By offering a conduit for communication before the sale is made, we have learned what prospects are wondering, what content is missing from our website, how people are finding us, and where they might be confused about the product. In the live chat, they can quiz us with buying questions as well as relationship questions.

We save the transcripts from the chats and use them for sales training, content planning, website updates, and even technical support.

Find ways to bond in case you fail the quiz
Some buyers approach you with a detailed checklist of questions, often prepared by a committee. Many times these checklists include everything from “pie in the sky” dreams to absolute must-have items. It’s your job to help them sort out what’s important, and along the way, start building trust (Steven Covey on trust building: http://www.leadershipnow.com/CoveyOnTrust.html).

Along the path of sorting out the customer’s true needs, find nuggets of common ground to start building on. Train your mind to actively seek out points of connection. It could be with humor, common experiences, or commiserating over something. That’s the foundation of a real human relationship, which is essential for long-term customer retention.

Key takeaways for today:

  • Start building trust with prospects from the first impression
  • Provide a way to listen to and engage with questions
  • Be honest about what you can or can’t do
  • Share lessons-learned and common questions across your business
  • Build a strong enough human relationship that you can survive the “checklist”

Oh, and Elyse did fail the sports quiz by two points. He married her anyway.

Are you building relationships with your prospects so that they’ll marry you anyway?

Author’s Bio: Rosemary O’Neill is an insightful spirit who works for social strata — a top ten company to work for on the Internet . Check out the Social Strata blog. You can find Rosemary on Google+ and on Twitter as @rhogroupee

Thank you, Rosemary!

You’re irresistible!

ME “Liz” Strauss

Five Ways Web Designers Can Help in Internet Marketing

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Being a web designer, your responsibility doesn’t start and end with spectacular graphics and eye-catching designs. A web designer must take into account a lot more factors, other than the aesthetics. For example, you must contemplate the requisites like navigation, easy viewing, w3 standards, and the likes. More importantly, you need to keep the marketing and sales factors in mind, thanks to the recent flurry of Google updates and the fast changing trends in cyber world.

Keeping all these things in mind while designing a web page is what sets an ordinary web designer apart from a highly sought-after professional who gets away with the best available jobs.

Following are some important areas that you need to chew over as a web designer, a website with all these points taken care of will be of great help in terms of sales and marketing.

Bounce Rate:

Having a bounce rate on the higher side was never considered a good thing, but its significance has increased manifold after the Google Panda update. A website that doesn’t manage to hold its visitors for sufficient time is bound to slip down the ranks after some time. When it comes to retaining the visitors, it’s true that the content will play the most important role, but the first thing a visitor notices when he/she lands at a website is not the quality of the content, but the design and the overall look.

Even the most meaningful content will lose its worth when it is featured in the middle of unnecessary clutter. A good web designer should be able to come up with a design that gives the center stage to the main content and provides easy-viewing experience for the visitors, so that they will spend some time on the website.

Credibility:

Having a clean and professionally designed website will add to the trust and credibility, which is a big plus for businesses looking to sell online. This is why it is so important to have a highly responsive website, a website that doesn’t fell apart on different browsers (e.g. Firefox, IE, Chrome) or platforms (computers, smart phones, tablets, etc). Doesn’t matter how good is a design, but if it’s taking ages in loading, showing errors, or doesn’t respond in the desired way will fail to make an impression on the visitors.

Branding:

When you are designing website for a brand, you need to keep the brand in mind while choosing everything from colors to typography. Brand building requires a certain consistency in everything, including the logo, header, menu bar, headings, footer, social profiles, and the likes. Remember that brand is a lot more than just a logo and certain colors, every brand has its own character, a certain identity, and your web design should depict that character.

Social Media Integration:

There’s a lot to gain from having a good following at social networks for online businesses, and a web designer must keep the social factor in mind while designing website. Not only they should design customized Facebook or Twitter pages for businesses, but they should integrate social media buttons and icons in a way that will lure the users to click or have a look, instead of just fitting in a plug in with dozens of buttons that hardly get clicked.

Conversion:

For all kinds of websites, conversion is what really matters. And again, web designers can play an important role by designing the landing pages, or sales pages in a way that highlights the strong points of a website. The worst case is when a customer arrives with an intention to make a purchase, but gets irritated by poor navigation or any kind of clutter and leave. Being a web designer, you need to minimize the distractions and highlight the “call to action” in a way that entices customers instead of turning them off.

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Rahil writes for treehouse, where you will find lots and lots of helpful material to learn web design or web development.

Is Success on Your Mental Playlist?

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by Sean Glaze

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You Control the iPod in Your Head

Your self-talk has a huge impact on your performance, and inside your mind is a mental playlist of phrases and thoughts that will either help ensure your success or sabotage your every effort.

Each of us has an internal iPod, and it is the mental playlist that we choose to replay to ourselves over and over throughout each day that influences our actions and ultimately the outcomes and results we experience. Many of us have simply carried around these sayings, assumptions, and phrases since early childhood. This self-talk has a tremendous power over our performance.

The truth is that people walk around listening to negative messages that keep them from achieving the success they desire.
Sometimes it is parents who shared criticism or negative comment.
Sometimes it is peers.

But the criticism and comments keep replaying on our mental playlists. If you think defeat and expect failure, if you are constantly reminding yourself of past mistakes, your mental playlist may actually be more responsible for your poor performance than your opponent or circumstances.

As Norman Vincent Peale writes, “Change your thoughts, and you change your world.”

Recognize that YOU control what gets added, what gets deleted, and what gets played when you listen to the voices and ideas inside your mind. By replacing those negative messages with positive affirmations and reminders of your successes, you greatly increase your chances of future success!

One of the best examples of how self talk has influenced performance can be found in the Hall of Fame career of pitcher Gaylord Perry.

Gaylord Perry began his Major League career in 1962, and soon became successful 9and famous) for his “spitball.” He was a five-time all-star, and played a total of 22 years – recording over 3500 strike outs over that time period and finished with a lifetime era of 3.11. But as strong as his pitching performances were, he was often dejected about his hitting.

Just over a year into his career, in 1963, he reportedly told a teammate “They’ll put a man on the moon before I hit a home run.” Not surprisingly, in 1969 he had compiled a horrible .141 career batting average. And his self talk proved to be a self-fulfilling prophecy.

On the evening of July 20, 1969, a few hours after Neil Armstrong first stepped foot onto the surface of the moon, Gaylord Perry hit the first home run of his career.

He finished with six before he retired, but the impact of his self talk – the story he told himself internally and the mental playlist of assumptions about his own abilities – cannot be over emphasized. What he said is what happened.

What you say to yourself — and what you say to others — has a profound influence on their perceptions and performances.

Is Success On Your Mental Playlist?

Team development begins with individual improvement … and the most important conversations you have in life are with yourself. Are you talking to yourself about failure or success? Confidence cannot be bought. It is built – by replaying your past performances and filling up your mental playlist with positive affirmations.

So, what is on your mental playlist? Is your self talk positive and contributing to your success. Or are you allowing negative thoughts and expectations of failure sabotaging your attempts?

To be a better team builder, replace those negative messages on your mental playlist with positive thoughts and reminders of past success. Build and improve your own and your team’s confidence, self-perception, and performance by changing how you think.

Take a moment to review what you have on your mental playlist – and consider replacing those negative messages and thoughts with the positive videos and affirmations that will help everyone perform at their best!

Don’t wait. Start now.
Think one positive thought about yourself or your team’s performance.
Write it in the comment box right now.

Author’s Bio:
Sean Glaze is a Team Building Speaker who writes about teamwork and leadership at his Team Building Blog. He is also author of Fistitude. You can find him on Twitter as @leadyourteam.

Values Drive Value — Always Did

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You Don’t Have to Wait for a Response to Know, Do You?

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In a conversation on Twitter on Sunday, I asked what I thought was a simple question.

How do you know when you’re tweeting value?

I asked it because a new guy on Twitter wanted to know the answer. I thought I might see what ways other folks had for managing the value of their Tweet stream — keeping the signal higher than the noise, not drifting over into in to useless chatter.

Many people started with the idea that they know they have tweeted value by the response — the retweets, reactions, engagement, and new followers that come from what they tweeted. So many answers basically said, “Other people tell me whether I offer value.”

I was thrown by the sheer number of responses that came back like that.
Being a teacher and a business person, my first thought was “Is this how our schools and our businesses have undermined us? They teach us to defer to other people’s opinion of value?

Isn’t putting something out there and then deciding it’s value by how people respond what network television does?

Value Is Worth


BigStock: Value is worth.

Imagine a contractor saying he would decide what a house he built was worth by tracking how many people talked about it? Wouldn’t you hope that the contractor might have a sense of quality and value before he picked his materials and assembled them?

Our reasons for sharing and responding or not doing so are often unrelated to value. Sometimes we share to get attention, without discrimination, or just to fill up the silence. Sometimes we don’t share because we’re busy, bored, tired of the noise, or uncaring.

If you offer something of value and no one responds does it mean that it has no value? If no one visits Tiffany, or Cartier for a week, will that mean that the diamonds they sell will no longer we of value?

Value is not what provokes a response — we swat mosquitoes when they bite us, but we don’t value the experience of a mosquito bite. Value is worth — what people find worth thinking about, worth using, worth discussing, worth time and attention. Value is what people keep and remember — we remember it because of how it changes or adds to our lives.

Values Drive Value — Always Did

Values drive value. We stop and notice what we value. Value resonates. Value influences. Value moves us to act on it because we want to incorporate it or add it our lives and our businesses. Finding value is its own reward. Sharing value is a generosity.

If you want to find what resonates with, influences, and moves other people, start with what resonates with you. influences, and moves you. If you want to know what other people will value, start with what you value first. If you don’t know where to start, here are three universal values you might use to offer irresistible value in what you write, build and choose to share.

  1. Value simplifies. Simple is elegant. Fewer clicks, fewer buttons, fewer steps in a to complete a task means less less to learn and less chance of introducing error. Simpler can move us past building to using. We do less hunting and gathering, less collecting data, art, photos, words, music, books, videos, and more enjoying, participating, reading, reviewing, listening, analyzing and sharing what we’ve collected. Anything that simplifies the navigation or the process of collecting gets us more quickly to discussing, learning, interacting, and connecting with the people about what we’ve found.
  2. Value saves time, energy, and resources. Who wouldn’t value something that offered more time, more energy or more resources? We need all three to process information and to make connections to people. Information and people help us remove problems, disarm obstacles, or lighten burdens. Connecting us to people who and you free our attention and time for what we want even more of in our businesses and our lives.
  3. Value adds meaning. Meaning, passion, purpose is what keeps us moving forward and gives us something to look forward to. Meaning is how we define ourselves and what connects us to other human beings. Meaning helps us explain why we’re here, who we care about, and how we’ll invest our time, energy and resources. Friends, family, fortune, fame, fun, faith and so many others are meaningful to people. Share what’s meaningful to you.

Don’t get me wrong. I’m not suggesting that we stop listening for a response. Listening is a value in itself. It adds meaning to the relationships we’re building. Values attract people who value what you do. Serve them. Sharing values builds trust and trust simplifies, saves time, and adds meaning to a relationship.

Don’t build a life or a business around people who don’t share your values. They won’t value you. They won’t value your work. Why would you want to share what you value with people who don’t value it too?

Share what you know to be of value with people who value what you do. Then listen to their responses. Identify those who value you what you do and use what they say to serve them better, to think about what they might need next of value that will simplify, save time, and add meaning to their lives.

How do you know when you’re offering value?

Be irresistible.
–ME “Liz” Strauss

5 Rules to Live By and 5 Rules for Living Life

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How to Happiness

Do You Rule Out Living Part of Your Life?

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She showed me her blog post about how she wasn’t doing enough. It listed out all of the things she was inspired to do now. Wow. She said she was going to read so many books; write so many blog posts, go to so many events; meet up with so many friends and family members; and excel at work.

So much commitment … I was wondering where the time was be alive.

Commitments are good things, especially those commitments we finally learn to make to ourselves. Yet, we can throw ourselves off course with commitments and rules until we lose sight of the spontaneous, growing, learning and living human beings we are.

5 Rules to Live By

Can we really make rules to live by? We need the right navigational skills, knowledge, and tools true enough, but making rules for life … Isn’t that sort of like making definitive rules about how to paddle the rapids or drive the back roads? Don’t we have to let the conditions of the rapids and the roads figure in on our choices?

Now, I’m not saying it’s not a good idea to have a few “rules of the road” to guide us. I’m saying we could do a lot fewer of them …
Of course, we need a few stretchable boundaries. A little definition gives us purpose and raises our expectations.
I’d never say take off without any idea of a destination. Gotta know where we’re going.
I’m not even thinking that we should disregard our method of transportation.
It’s even probably a good idea to choose the general route we might be taking …

But, we don’t need to determine how many miles that we’ll be moving while the sun shines, where we’ll be stopping to take a photo, or how long we’ll be swerving to miss an unfilled pothole. We don’t need to be portioning out the hours, minutes, and seconds we’ll be talking to, listening to, or sharing silence with people we love. To do that we need to know what we value and who we care about.

    Rule 1: Choose what you value and your values. Like it or not, what you value will define you and attract people who value the same stuff.

    Rule 2: Have time and energy for the people who are important to you. Enjoy their successes. Never let them fail. You’ll never fear them when you feel most lost.

    Rule 3: Have a destination in mind. It’s okay to change it a few times.

    Rule 4: Pick a suitable method of transportation. Don’t try to walk to an island or swim to the moon.

    Rule 5: Sketch out a logical starting route that suits you and takes you in the right direction. Often taking the first step is the hardest, so get started soon as you can. Every step takes you closer to where you’re going.

But … remember that humans don’t come with an instruction manual or a rule book for life.
We learn who we are by living our lives.
We’re each a one-of-a-kind experiment.
We all need a few rules of our own.

5 Rules for Living Life

As kids, we all looked forward to growing up for the chance to decide when to eat ice-cream for breakfast and other such stuff. Then we found out those decisions aren’t the ones that count. Even worse, we found out that the rules we thought were guides of our lives aren’t the same for everyone in this bigger universe.

The entire world population can’t meet to decide what makes a life worth living. Who’d be in charge? How would we pick?

Deciding the rules that make your life worth living is really up to you.

For the sake of conversation, here are a few rules you might try out. I think of them of as rules for living life. They’re all adaptable to any size, temperament, time line, location, or living conditions you might design.


    Rule 6: Permit yourself to leave space, time, energy, consciousness for unexpected new stuff.

    Rule 7: Learn new things from people who’ve been where you’re going, from people who’ve been places you’ve never imagined, from people who are like you and from people who are not.

    Rule 8: Find out as much as you can about what you’re good at and figure out how not to care about what you’re not.

    Rule 9: Remember old things that you thought you’d forgotten, especially what made you laugh when you were young.

    Rule 10: See, smell, hear, taste, and touch what the world has to offer — surprise yourself.

Be open to the opportunity that serendipity serves up. Experience ideas that grab your attention. Realize what challenges you and discover what problems you can solve. Choose a few rules for living that make this life your own.

Knowing where you’re going is irresistible.
Being alive while you go is even more irresistible than that.

Be irresistible.
–ME “Liz” Strauss