Get found, Convert, Analyze - Increase sales, Targeted results.
Communication with businesses without a doubt is an art. It is hard work to keep one's ego in check, I know I have seen myself 'not' do it. The economy has created chaos, thus caused many of us to re-think our actions. If your not affected by the economy, please do not read on.
Adaptation to the new economy or the ability to adapt to the current external influences creates a major 'shift' in thinking. Let us not forget; people are slow in taking action based on a shift in productivity. No one likes to fail, no one likes to admit a reduction in output.
Overcoming this is a tough road, this road is filled with people denying that their actions are 'not as effective as they once were'. The sales process or productivity process is so much longer because of the perceived risks involved. This creates numerous silos within an organization, no matter how big or small, the perception or cognizant dissonance created is keeping people from looking in the mirror and communicating. 'Ok, here we are, here is what is(?) and here is where we would like to be 3, 6, 9, months from now. Now what?
This is not anything new. I learned this back when I was management in pharmaceuticals. watching middle management grow, the pipeline for new products dwindle as line extensions instead of 'new growth products'became the norm. Silos were built taller, stronger, and no one would 'tell the emperor that he had no clothes'. The division I worked for went for the easy win, the short game and nobody came out a winner, except those retiring at the time. Wonder why there are fewer blockbuster pharmaceuticals? Well it’s because it is more profitable to follow in second place than to lead any category. Shifting accountability and working the ‘system’ can work if you are part of the water cooler crowd.
Ok, what action is necessary for sustainable positive action? I witnessed this unfold in raw form last week. My perspective was to offer nothing, except to listen and communicate back what was being said. This prospect expected me to offer a web seo consultant solution, a sales tactic to solving his dilemma. I refused the easy path and delivered this; Slow down. If you don't know where you are at today (with regards to productivity measures, etc.), how would any solution I propose have any chance of providing 'any' positive gain to you? His response was appropriate, he did not see that coming, but knew listening could provide clarity to the reality. Consulting is not about telling people what to do, its about seeking partners, win-win.
We need solutions, we need clarity, but most of all we need to pay attention, slow down first, and work smarter in 2010.
Photo by wrttnwrd
Tru-Market is all about giving your online visitors the information to be educated, nurtured, and motivated to become customers, it's GPS For Business