An underutilized sales tool

YOUR VOICE MAIL!!

Seriously, people call you and you have 15-30 seconds to say something cool.  Credit to Jeffrey Gitomer who first put this thought in my head.  ” I am on my phone or away from my desk…”  Says nothing, shows nothing but it does waste the time of the person that called.  Help them smile, maybe even laugh.  Why not?

Find your customers and support them back

DISCLOSURE: I do not advertise.  Not in the traditional sense at least.  I also never say know to a request from a policyholder/friend/customer for a sponsorship/support of something they are involved in.

So I was at a zoo this weekend.  Washington National Zoo to be exact.  Great time, great place.  While at one exhibit I noticed this sign;

2014-04-26 11.47.55

Really neat exhibit and I am fine with seeing State Farm’s name there.  I respect them as a company and think this is a great move.  Why would you not want your logo in a happy place where lots of families are.  Especially since families are a huge piece of your customer base.  But then again you see State Farm almost everywhere.  They probably have customers in every physical space that they put their name.

Rate increases are bad for everyone

Unfortunately people have come to accept rate increases with their auto and home insurance policies.  Kind of sad.  They have heard all sorts of silly excuses;

” Rates are going up across the state…”

“It’s inflation…”

” The big storms across the country are the cause..”

BLAH BLAH BLAH

Overseed the lawn let it grow then weed it..

I suggest always starting from a genuine position.  Preferably a position that makes you want to help others and be a solid resource for everyone you know.

So over the last several years I have taught myself a lot about LinkedIn.  It started about four years ago as a way to make sure I am keeping in touch with people.  It has grown into a very useful tool for not only keeping a rolodex somewhat organized but also has allowed me to become more valuable for the people I value.  The following is a little experiment I had done once before and just did again.  It worked well the first time, I learned some lessons and here you go;

Not so common courtesy

You would think it would still be common I mean we are all good solid, human beings right?  Well of course we are, except from time to time we just do not act like it.  Call it whatever you want;

The Golden rule; treat others the way you want to be treated

I’ve also heard of the

Platinum rule; Treat others the way they want to be treated

Either way just be nice.

Share good feedback as often or preferably more often than you provide bad.

Took weeks of jabs and then a wonderful right hook

And actually the right hook was delivered by Seth Godin.  Having read Thank You Economy and Crush It I knew I would enjoy Gary’s latest but for some reason I kept delaying.  See I am attempting to consume all I can on-line but like a few other authors who bring great value to me it was time for me to do a little something in return.  Actually three copies were bought; 1 for me, 1 for Holly and 1 for a new potential partner.  With my copy read and highlighted it will now go to a potential new hire so I can speed up there learning curve.  So the review;

Time to make ABC into ABO

So in the iconic sales based movie Glengarry Glen Ross the scene emphasizing “Always be closing” stands out as a signature moment;

Although the scene itself(**Some language, not for everyone) is brief the message it portrays covers decades of sales attitude.  Good for the rest of us that those decades are over and people much prefer to be buy then be sold.

Then of course there is this;

About all this line, made famous here **some language**  Coffee in my world is for OPENING.

Opening conversations

Opening relationships

Opening dialogue

The real cost of a claim is

much more than the money you are given.

10:00 Thusday August 22nd my car was hit.  I was deemed 100% not at fault and only suffered a small cut and a few hours of soreness.  This is being written 23 days later and my car is still in the shop.

Yes, I have a rental and have had it available since the day of the accident.

Yes, I have no out of pocket expense for this accident since I am not at fault.

No, I am not terribly please with this whole claims process.

62 years of loyalty and you get…

A rate $600 higher than the market will bear.  Such a shame.  I have been told that if an insurance company has a customer with no claims they become profitable within about three years.  Based on this it is safe to say a customer of 62 years has earned your company some money, yet you let them go.  Kind of like the goofy T.V. or movie scenario where the employee of 30 years gets a cheap watch and a certificate of appreciation.

In your own world be sure that loyalty goes both ways.  Loyalty is earned and should not be given.  If you vote with your dollars you will likely not have this happen to you.

Dear Enterprise Rental Car,

8/29/13

I had an unfortunate moment last Thursday when my car was struck by another one.  Now that I have had some time to relax and think I thought I would right you a letter.  I believe that if you are going to hand out feedback you need to be willing to share good and bad.  DISCLAIMER, I have been haphazardly recommending you for about ten years since a previous employer had arrangements with you.  Shame on me.