Monthly Archives: April 2016

Hiring Questions?

WOW!  I am listening to you and you are stressed and frustrated with trying to hire the right people to build your company.  My clients over the last couple of months have  specifically been tackling the hiring challenge that is a requirement of growth.

“Talmar! I keep hearing that I have to get help.  That I “can’t do it alone”.  And I agree. It is time to get help but…..”

Oh, the “but”s are many. And the crazy stories you share are GREAT because I completely understand.  I have been there.

In an effort to make sure I am getting the answers that would help you, please go to this VERY short survey and let me know what YOU want to know about hiring!

It is HERE.

There is even a place for you to share YOUR hiring horror story if you are so inclined!

Thanks,

Talmar
www.TalmarItUp.com

 

 

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Are You Plugging the Dam or Building a Foundation?

Growth Strategy
By Talmar Anderson

One of my favorite client “aha’s” is when I can help create a real opportunity for finding scaleable, qualified and culture fitting help for business owners.  If you have worked with Talmar It Up, you know that while the answer is delivered quickly so is the reality check of making a strategic plan to develop success in hiring. What?….you thought hiring was all about ….”My hair is on fire!  We must find anyone to get this off my plate RIGHT NOW!’  Certainly most business owners spend their time this way. It is their….ahem, “hiring strategy”. ***sad trombone**

Because I know you are spending all that time and money to grow your business through your marketing and sales efforts…I challenge you to spend a chunk of your time on a hiring strategy. What if we could ensure potential team members

  • Will be able to understand your industry, process and your customers,
  • “Want” to be a part of a team like you are building,
  • Hold matching values to your company’s core values and
  • Can contribute to your company’s growth?

By making a plan to be in front of these potential team members BEFORE we have a need, we can position our company for some seriously successful business growth!

Think about how much less stress you would have if you already had a few names in your rolodex (yes…I am that old. The rest of you Google it!) that you had already vetted? Knowing them to be able, knowledgeable, a good personality and culture match leaves only the conversation if they want to be a part of your team (availability and money). Soooo much easier and maybe even exciting now! Can that new team member drive a dramatic shift or change in your operations?

How do we make sure we can be in the know? One of my favorite ways is to build on the concept your brand strategist and marketing peeps are probably already giving to you! Drive your positioning as a thought leader or expert in your industry by offering a facilitated place for you and good possible matches to get to know each other.  Host regular Meet Ups for those skill sets that your company will need in the future.  Build and facilitate a Group on LinkedIn for professionals in areas into which you want to expand. There are many communities and networking opportunities out there where you can even just consistently participate to get to know potential candidates. But start doing it NOW!

When you meet people consider what they do, not as competitive but, as possible future enhancement for your own firm.  Maybe they have a skill for something you will want to offer through your company in the future. You can get to know them. Ask question about the specific market place. Look at their work or talk with clients.  This can all be done without a specific job or assignment on the table today.  This getting to know them and their work over the next 3 months can help when your business has a rapid expansion need 9 months from now.

The benefits for this type of invested time are exponential.  You can

  • be relevant in your industry,
  • be out and hearing from others how the market place is reacting to their businesses and
  • be creating your own personal back book of who YOU would LOVE to have on your company’s team.

Doesn’t this sound infinitely better than the last minute rush to read through a mass of resumes or referrals which is only the starting point of vetting a team member for your company?

It is your job as the business owner to be looking ahead and not just stuck reacting to each leak in the dam in the moment. If you are not making the time for these kind of actions to build the foundation of your for the future of your company…I wonder what could possibly be different in the future for your company? No forward look. No change.

Tell me where you can be in front of possible independent contractors, vendors or employees? I’d love to know! Email me at TAnderson@TalmarItUp.com

Now GO! Grow!

 

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Open Up for Higher Pricing!

Open Up for Higher Pricing!

By Talmar Anderson

There are a lot of the ways that a business owner can effect change to raise their rates (accessibility, highly responsive customer service, for more READ this). Today I wanted to talk about where the idea of demand driven rate, fee or price increases are rooted. Stay with me because this will work for you whether you are in a service industry or own a product driven company.

Do you know that person you see and they instantly make you feel relaxed, you smile and feel like you could tell them anything without judgment?  I just saw one of my favorite people. Truthfully we have not worked together simply because I have yet to need her services and products (thankfully). I have immense respect for her expertise and achievements. I recognize her success and potential (sometimes better than her!).  I refer her to anyone that may even possibly have a need for her services. She is worth her weight in gold and I can look the referral in the eye and know, whatever she is charging, the value will always be there. How does she do it?

Brilliance + kindness + listener = High Value (set your own fee / price)

Open your big beautiful mind.
Open your warm friendly heart.
Open up space in the moment to hear.

If your market can consistently receive exactly what they expect from your company as a deliverable AND you apply these 3 extra pieces…You are a leader in your industry. Look in the mirror! “Hi Awesome!” These extra pieces will draw the ideal client. And that client WANTS not just what you sell but what is sold by YOUR company!

Brilliance, your expertise, is why you are so damn good!  Own it. You DO know your product or service better than others. You understand the customers’ problem and offer a solution that is helpful to your target market. Do others offer it? Maybe yes. But not as well as you. Walking in that expertise let’s a prospect believe in you and happily pay your increased pricing.

Kindness, friendly customer-centric services, operational processes and personalities can draw a cult following and raving fans.  This is where word of mouth will outshine the marketing efforts for an industry leader. Well treated clients that can feel the kindness before, during and after every sale will refer over, and over again. If they can feel that just by seeing you out networking or entering your office or store, they will not be leaving to save a few dollars with a different company. Kindness is priceless!

Listener. The root of all success. Let your customers not just be heard but feel like they have been heard. Make sure your company communicates not just to them but with them!  Listening is critical if you want to know what problems your market is experiencing. Focus and presence of mind are the hallmarks of caring and consideration. Really hear not just what they are saying but how they feel about the problem.  This will give your company the opportunity to respond both in communications as well as product and service offerings. Delivering the right solution instead of selling what you already have is always going to allow for higher fees!

If your clients want what YOUR FIRM offers, not just what is available on the open market, then the value of your offering has increased. Ask Starbucks about that. Let your customers set the value of what your company sells. Sell to your market for high value items. Not your competitors market.

Certainly if you sell to low income families, you can absolutely price yourself out of the market’s capacity to pay. Then we look for other ways for your company to generate revenue and build on the strong connection of your high value market position.

However, too often I see the opposite. Business owners set middle of the road pricing because they fear “the market won’t bear it”. Maybe it is your own fear of rejection or even fear of success. Often, convincing ourselves of the high value is a huge self-esteem exercise.

I challenge you to price your services and products off of what YOUR CLIENT value! As I told my rockstar-basketball playing niece, “Of course, you should be missing a basket once in a while! If you never miss a shot, you are not pushing yourself to be the best. Your team needs the best of you”. Higher fees allow us to build and deliver better products and services. Your business and customers need the best of you.

Not coincidentally, these 3 distinguishers truly are the mark of great leaders too.  Use them to lead you to higher profits.

Now Go! Grow!

 

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Follow UP! Yes. You Need to Plan for This Too!

By Talmar Anderson

Does this happen to you all the time?  You are at networking event.  You meet a new person.  While talking briefly they ask what you do.

You: I am a website developer.

Them: OH! Do you do redesign?

You: Of course.  Our clients are usually well established and looking to communicate through easy to use and engaging websites so we love those projects.

Them: Great.  Let me grab my checkbook.  Who do I write this out to?

Ohhhhh…this ISN’T how you find your clients? Of course not.  You find them through consistent follow up! Business converts new contacts by being in front of them and making it easy to hire your company. Business owners need to use opportunities to further understand prospects needs and ensure they have the education to know how your company can help resolve or fill a need. You need to be easily accessible and easy to engage.

In honor of making it easy for your prospects, I will make it easy today….3 pieces that need to be a regular part of your sales follow up process. You know networking is one of the tippy top points of sales…right? We network to meet new contacts and grow qualified leads. Not to CLOSE clients but to meet new people that can start down the path of your sales funnel.

3 Sales Follow Up Steps that WILL give you more clients

  1. Calendar follow up time directly after EVERY networking event! – This simple step is the distinguisher for successful sales within a company. Every time you accept and place a seminar, conference, speaking engagement onto your calendar you MUST also place on the calendar follow up time. If not your calendar, your assistant’s or your business development teams. Make sure your first follow up is personal, timely AND asks for permission to add the new contact to your mailing list.
  2. ADD them as a contact NOW – this should be part of the scheduled follow up time. Don’t start an always growing shoe box of contacts to be added in when you “have some time”. New clients are what it is about my friend! Get them correctly categorized and all their details up to date in your contact management system. Regularly using your automated and specific marketing efforts is an easy way to be continually educating your prospects and front of mind when that new contact has a need.
  3. Follow up ….again. – As a regular part of your process you need to keep working through contacting your prospects. Reach out by telephone to say hello. Or you could choose a topical discussion relevant to your industry to share.  This does not have to be a long call.  You will be shocked at how often you will hear “I have been meaning to call you…” which launches the opportunity to land that client.

BONUS Tip!  While on the phone do one more thing for me….ASK for what you want!  “Is there any way I can help your business right now?” “Do you know anyone that may enjoy my products?” …find something that you can ask.  People do need to hear the words!

Too often, my clients will hear feedback that they do not tell prospects enough of the “obvious” details to convert a client. Tell them how to start the process. Tell them how to get a hold of you if they want to start working with you.  Tell them why a prospect should work with YOUR company. Tell them different stories about successes you have had for other clients. Tell them you want their business.

If you have any questions on sales or other operational & management topics, email me at TAnderson@TalmarItUp.com. I would love to work with you and your business! (see what I did there???….teehee)

Now GO! Grow!