Taking the Peyton Manning, Richard Sherman or Tim Tebow Approach in Business

At some point in our professional career we have all been faced with the choice of being Silent Assassin (Peyton Manning) or being the vocal leader (Richard Sherman).

Ruth Chris Steak and Marie Claire Partner to Celebrate Female Entrepreneurs

The largest upscale steak house company in the world, with over 130 restaurant locations around the globe is revealing its story and showing appreciation for fellow female entrepreneurs. The New Orleans founded steak house Ruth Chris was started by Ruth Fertel who was a single, working mother that mortgaged her home to buy the neighborhood steak house.

Congratulations Graduates! Now What?!

Congratulations Graduates !

This is one small step for man , but one Giant leap for your future.

You did it!

All those endless nights of studying and papers that took you weeks to finish all are a thing of the past.

Now is when your experience and education meets the Real World and Corporate America.

The Factors Contributing to our Daily Work Attitude

As they say , We are our biggest fan and also worst critics.

But the minute you give in to constantly being your worst critic, you will find yourself in a world of trouble.

Many times at jobs, we are motivated by certain factors: Money, Acknowledge, Potential Growth.. etc

Sales: Leaving Money on the Table

Good ole Sales training will tell you leaving money on the table is the last thing you do.

You go for every dollar and up-sell them every step along the way.

Great Philosophy to becoming a get rich quick sales person, but unfortunately it does not build trust nor longevity with customers.

Where Businesses Go Wrong

Many companies are quick to point the finger to their employees when things go wrong, but they forget to look at their own company on making improvements.

Well, I have fortunately have worked for a lot of companies and... seen what truly makes an employee happy and what can make them lose their mind.

Motivation and Incentives

So we wake up each morning, rather tired I might add, and we make our way to work.

Many of us go about our day and put in the 9-5 then come home and go about our business.

But wait ..What's wrong with this picture ?

The Perception of Saving Money and Being Efficient

The 2 Most Important drivers for a Small Business

-Money

-Efficiency

So why do so many struggle with both?

With our recent economy taking a dive, it is more critical then ever that these 2 drivers are analyzed and re-evaluated on a frequent basis. 

Working Hard vs Working Smart

There is no substitute for working.

In America, you must get up and get after it if you want it.

This begs the "age old question"

 Is Working Hard enough to become successful?

So Just How Easy is it to do Sales?

So just how easy is it to do Sales? 

Some say its "A Walk in the Park"

While Some say "It is one of the hardest things they have attempted"

The reaction I typically hear is...

"Its a Walk in the Park.. Its super Easy"

How do I Become a Closer?

Well if your reading this you have tackled the first step and that is you have to want to expand your knowledge.

But before we get into what makes a "Good Sales Person" or "A Closer"

What is a "Closer"? 


What makes you a "Closer"? 

Large Companies vs Small Companies

The age old question..

Should I work for a Large Company or Small Company?

I have worked for both Large Organizations and Small Organizations and...



There are their advantages and disadvantages

Career Fair Preparation

The Good Ole Career Fair is around the Corner,

......What do I do?!!!!

Learn who is going to be at the Career Fair

• Know which companies truly fit your passion and skills.
• Know them in and out so when you talk to the representative, you can answer every question to the "T"

Bring an up to date Resume

• Make sure your resume is accurate and reflects your most recent work.
• Check for any spelling errors or grammar errors 
• Make sure you have an Objective, Skills and Projected Graduate Date

Dress to Impress

• Make sure you are wearing professional attire
• Keep your sneakers, jeans, and T-shirts at home 
• Suit and Tie for Men, Professional Attire for Ladies 

Come with a Positive Attitude

• Have a positive outlook and be walking around with a smile
• Do not feel defeated before you get there
• Everyone has a fair chance! 

Be Yourself 

• Make sure you show the employer's "You" 
• Do not put on a front as most of them can see through it 
• Be professional, but be yourself. 

------------

Good Luck !!! 

Anthony F. 

Has Business Gotten too Personal?

After being in the IT Industry for a little over 2 Years, I have come to see that VAR's and MSP's have a very strong and close relationship to their Vendors/Partners.

Overtime, I have seen this benefit a good percentage of companies, but at the same time I have seen the downfalls of companies having a close relationship

I am the first one to promote building a personal and trusty worthy relationship with your customers/vendors as long as the overall bottom line is that...

You hold your end of the deal and I will hold up my end 

Essentially, holding your vendors/partners accountable for what they have promised to deliver and provide you.

This then begs the reason for this blog and that is:

Has Business Gotten too Personal? 

Are you holding your Partners/Vendors to the same standards that your Customers expect of You? 

If your immediate answer is, No? 

Ask yourself why? 

Many of you will find that you have overlooked or turned the blind-eye to the obstacles you have had to overcome (i.e. non-deliver of a product or service)

Some of the main reasons why are:

• Your are good friends with someone at that Company 
• You do not want to tarnish your image by speaking out 

This is a predicament no one likes to be in. We want to maintain our relationships at those companies, but at the same time, we need to do whats best for Our Company.

My suggestion is to Speak Up, but in a polite and respectful manner

The key is to make sure that the facts are stated/outlined and there is reason for this discrepancy

Do not let your personal relationships interfere with Your Business Goals and Standards

Because lets face it, If you don't.....Your company now has to absorb the mistakes or non-deliver from the Vendor/Partner

sooo...

At the end of the day..

No One will Look Out and/or CARE for your Company like you do

Therefore you should hold those Vendors/Partners to the same level that your customers hold your company to.

Hope you have found this helpful..

This is not intended to stir any drama, simply just looking out for VAR's and MSP's that have expressed this predicament and are unsure what to do.

Anthony F.

Learning From The Best

Going back to grade school where we were told to...

 Follow the Leader

This same concept can truly help propel your personal career along with small/medium size businesses trying to grow.

Let's face there is reason why Fortune 500 companies have made it big and there are reasons why Donald Trump is successful.

The key is to learn what those folks have DONE to get there and then put your own personal spin for it to work for you.

I am not saying go live someone else's life but many of these companies/people are onto something. 

Granted we all have our own traits and strengths, but they have been able to expose what can work to make it big.

If you look at many of the products/services that are coming out that we call  "Original Ideas"

Truthfully , most of those ideas are what I call...

"Inspired ideas"

Essentially inspired by something they "saw" or "experienced"

i.e. Seeing a Kim Kardashian ad campaign or seeing the flop by Netflix 

• Learning what to do and not to do and seeing an opportunity to Capitalize

Let's face it , reinventing the wheel is a hell of a thing. It takes a lot of time and a lot of effort which essentially can be inefficient.

Maximize what has already been shown to be successful and not successful.

Follow business leaders that have done it best and have proven that it can be successful in this market.

I hope this blog inspires you to go find someone who has successful excelled in your line of work and learn what they have done.

Wish everyone the best in the individual and collective endeavors.

Thank you for reading this post!

Anthony F. 

Doing Sales in This Market

Doing Sales in this Market is not an easy task, therefore, its key that you bring your A Game every time you work with a client.

Depending on the product or service that you are selling, you will the main factor that companies are focusing on is Price and overall Value (Return on Investment- ROI)

As a Sales person we have some control over price, but Value is a truly a matter of perception unless their sold on the idea that it is valuable product/service.

So Lets focus on what we can do to...

Become a Successful Sales Person in this Market

Honesty

• Your parents have probably been preaching this since you were little, "Honesty is key". 
• Well they couldn't be more right. 
• In this market, companies are weeding out the Partners and Sales Reps that are simply looking out for this best interest and not being Honest. Lying to a company to close a sale will only dig yourself a hole and eventually come back and bite you in the ass. Overall, it is bad reflection on "Your Brand" aka "You as an individual" as well as the company you represent. 

Don't Over Price/ Over Charge

• Before the market really took a dive, many companies were guilty of having insanely large margins, but as companies began having tighter budgets, those companies with huge margins began to LOSE business to companies that presented similar value at a fraction of the price. 
• Presenting your client a REASONABLE price initially is critical for the sale to move forward.
• *It is still important to keep some wiggle room so are able to provide a discount if it gets to that point
• Also if you are providing your client/potential customer a deal, make sure they understand/and are aware of the Discount and Value they are receiving.
• To quote a buddy of mine "You better come correct" aka good price w/ a decent margin 

Paint a Picture 

• Its time to think of yourself as the modern day "Van Hogh"
• Companies have a hard time seeing "The Light at the End of the Tunnel"
• In order to ensure they do , You must Paint them a picture that shows them how your Product/Service will cater to their business and work for their business
• Elaborate on how this Product/Service will affect their overall business

Make sure it is a Good Fit

• Don't be the Average Car Sales Man by selling me a lemon aka "a product that is no good or does not cater to my business"
• Making sure the product is a best fit for the Client 
• This is key to building trust and getting referrals 
• Companies are not use to the "Sales Person" looking out for the companies best interest so when they find someone that does, they are willing to take their advice or direction and put money on whatever they are selling 

These are just several ways to get clients to trust you, see the value and essentially sign the dotted line (which is the overall goal in sales)

But...

The last and most important variable that affects your success is:

Your Personality

• There is only one of you, therefore, capitalize on what sets you apart from other the Next Sales Rep
• Insert your personality and show them who you are
• This is key to helping bring down the wall that clients typically have when talking $$$$

Hope you enjoyed my insight.

Let me know if you have any questions.

Email me at Anthony@thefootprintofone.com

Anthony F. 

Is Your Age a factor in Company Growth?

The age old question, " Does age really matter? " 

Unfortunately, in the corporate world, it CAN play a major part especially in regards to Career Growth.

Career growth has become a very confusing and uncertain topic since our economy has tanked and since companies have changed the outlook on keeping employees for 2+ years.

But as we continue to grow in our careers (i.e. Continuing to expand our knowledge and impacting companies with our talents) we want to see ourselves move up and essentially be compensated for it.

A select few of us become more in tune with what can help propel a company to the next level.

Many of us see this an opportunity to essentially make an impression to management.

Great Idea!

Here are few pre-qualifiers before you rush to pitch your ideas:

1. Do you know your company structure? (will they potentially perceive the value)
2. Will you be stepping on any toes making this suggestion?
3. Does your position with the company entail this type of knowledge or ability?
4. Is there an ability to grow at this company if your ideas are implemented and successful?

These pre-qualifiers are important, because you could be setting yourself up for disappointment if they do not value your suggestions/idea or if you are unable to grow within the company (aka they are unwilling to pay you for your talent)

Going back to my main point, many employers/owners will be stuck with the notion that your are under (X) age and there is no way someone at that age could bring or come up with such impactful ideas.

So while your ideas could potentially grow the company exponentially (this is keeping in mind you have done your research and etc.), they may overlook its potentially or put it aside as free business advice.

Remember, this was work you did on your own aka you have now become a FREE Business Consultant for the company (be careful of this as the business owner may take it as they are running the company improperly or that you are now over stepping your bounds)

As young individuals, many of us are hungry and are wanting to climb the corporate ladder quick and share our knowledge with those that will listen. ** Key here is that they will listen or want to hear it 

The reality of it is, we are faced with business owners that have an "old school mindset"

They have the notion that someone young and with "limited" experience could NOT Possibly see where potential growth can take place within that company.

The flip side is it has taken management (X) amount of years to discover where to take the company and how it could grow, therefore, they have a hard time understanding how someone out of the blue can see it quickly.

But lets say for Example, suppose they do like your suggestions/idea:

Many companies are timid to Compensate you for the value that you bring as they cannot align that level of compensation with your age. (Once again AGE comes into factor with companies attributing your worth)

So now what?

"Stay hungry, Stay humble, Stay Focused"

Why?

Because times are changing. You look back at the past 3 years (2008-2011) and you will see the most successful entrepreneurs are under the age of 30.

Here is an article that shows in 2011 the Top 30 Under 30: http://www.inc.com/30under30/2011/index.html

Most of the entrepreneurs featured have developed a product/solution that we use on an everyday basis.

Overall, you will find your place no matter what company you decide to work for, but realize that AGE does play a part in the average company (there are exceptions of course)

Keep setting goals and strive to achieve more than you ever possibly could, essentially not settling for less.

Anthony F.

Building Customer Relationships

We all want to be loved and appreciated!

Well guess what?

***It's time to make our customers and clients feel that love and appreciation.

Most of us call with one intention, reach for their pocket books. 

Unfortunately, that sends up alarms for every consumer. 

 Well along with building that value you must build a:

Relationship!

When building up the foundation of a solid relationship, the possibilities are endless. Why? 

1. Customer feels you have their best interest in mind
2. Certain level of security/reassurance
3. Ability to bring down the front or wall that is up
4. Ability to establish a common ground and build a stronger overall business venture/partnership
5. Comfort to reach out to for additional business or advice in general

Establishing a strong relationship can really determine the extent to which the person does business. I know personally it makes me feel at ease when I can trust and relate to the sales person.

i.e. Got a sales call today from the Local Newspaper. The woman read from the script and literally didn't miss a bet. I cut her off and asked a few questions and failed to deliver on several attempts to answer my pain points. On top of that, I dropped subtle hints about myself and she didn't care to at least acknowledge or elaborate on those topics.

 A sales call that can deviate a little off the business topic usually makes the person feel like: "Damn, they didn't call just for my money." 

So build the Value, Build the relationship and...

You will soon see your clientèle grow and your pocket books grow!

Anthony F.

The Follow-up

Boy do we all love Follow-ups...

We immediately think:

 Are they going to answer the phone?

Will they push me to their Voice mail?

Will the receptionist tell me "He's in a meeting"

Will they attempt to low ball me on the price?

Well its time to kick all that nonsense to the curb!

It's time to think about it as a time for you and your company to grow. Remember those calls you made a few months back where they said they weren't interested but still told you about their pains and aches. 

Hope you took notes, because well now its time to call those guys back and see if things have improved and how you can help. In Sales, Your job is never over. There is always time to up-sale, check in/follow-up and make em feel like a million bucks so they can pay you a million bucks.

$et aside a day to make these calls!! 

Why?

• Customers will feel like you listened
• 9/10 times you will remind them that nothing has been solved
• 9/10 times they will realize they really need your services

Time to keep the money flowing into those pockets which is really what we all want. It just requires a little bit additional work that no one is really fond of. Paying attention to the details can really be the difference in making that extra money. 

Hope you enjoyed my ramble!

Anthony F.

Making a Lasting Impression

As we journey from business to business, we may come to the realization that we are probably not the First nor Last person to walk through those doors to pitch this client.

So what makes me different?

How will I close this sale?

• Personality, 
• Price, 
• Relationship, 
• Customer Service and Overall a…

Lasting Impression

This is critical in our increasing competitive market.

As businesses continue to suffer, they will soon becoming after your clients or soon your prospects.
These businesses(prospects/clients) will be faced with tough decisions, unless you simply make it easy for them.

Sales Guy #1

They are pitched by your “Average guy” who elaborates on several options on how to better their business production

• Presents relatively valuable information

Sales Guy #2

Comes in very lively and full of personality. Takes the time to learn about your business and comes off very genuine

• also Presents valuable information

Naturally you will find yourself leaning towards the one who seemed Genuine and Full of Personality.

This all seems pretty basic from an outside point of view, but many of us fear inserting our personalities during a meeting/proposal because we fear it comes off unprofessional or simply makes us look non-creditable.

That is simply not the case as long as you don’t present your as those things. Adding personality simply gives the prospect something/someone to relate and it is the first step to building a business relationship.

A great example of someone adding personality into their daily routine is:

Emeril Lagasse
He took your everyday cooking show into a 30 minute fun-filled entertainment bonanza.

He has been able to add entertainment to his show and still be known for his amazing culinary skills. He simply added some flare and personality.

He has simply separated himself from the Pack.

Take a look at what you currently do and see if you can “professionally” add your personality or simply just a Personal Touch.

Good Luck!

Anthony F.