Purpose and passion are 'self serve'

These days you can outsource many responsibilities in your business. Often, you and your customers are better served by doing so because you can hire great expertise at less cost than it would take to employ them in-house. You'll likely gain some efficiencies too. But, there are at least two areas you can't hire out:

1. Your company or organization's purpose

AND

2. The passion it takes to sustain the organization or company

One can't be sure of the reason some companies try to outsource these core elements. My guess is they are tired or they are lazy.

I've seen this done under the veil of 'planning' where an organization wanted the facilitator to lead them to their passion or purpose. In reality, they were not willing to do the soul-searching work it took to get to the answers they needed. Granted, sometimes you may need the assistance of someone to help you with unpacking the 'how' of your purpose, but never the 'what'.

I urge you to do the work. If you don't know how, try this. Shut off all electronic devices and go to a place you cannot be disturbed for a few hours. Without distraction, it may not even take this long. Be sure to take a pen and a legal pad with you.

1. Then, ask yourself this question: Why do people come to your business or organization?
2. If you are failing and need to make a change, the question might be: Why do you want them to come to your organization or business?
3. Then, ask yourself this: What really makes me excited about our business?

Discovering these answers will invigorate and excite you. If it doesn't, you have not found your purpose or passion.

Clarity in the sales process IS the sale!

Clarity IS the sale, and clarity may take many forms. Too many sales people, or maybe more importantly, management, do not appreciate this. Make it easy to understand = customer buys.

Make it confusing = customer ignores you or moves on to buy from someone else.

Selling really is this simple. But, we make it more complicated all the time. I understand that some products or services are complex. Honestly, that doesn't really matter.

If the seller is transparent (demonstrates trustworthiness) the buyer will pick up the cue. It is easy to be clear when you are trustworthy.

Is it somewhat scary for the seller to be vulnerable? Absolutely!

Is it necessary in order to be overwhelmingly successful in any type of sales. Yep.

Often, the scary part for sales people is they don't want to be transparent enough to allow clarity to happen, so they skirt issues, they mitigate their speech, or use industry jargon for cover. The adage goes - if you can't convince them, confuse them.

Customers, not wanting to be 'taken,' are on guard all the time. They'd love to be open, but experience has taught them not to say too much for fear of losing leverage.

If you've ever had the pleasure of a transparent sales person, you know the comfort that feeling provides. Start building an organization of transparent sales people today. Your customers and your bottom line will thank you for it.

What baseball can teach you about being a better marketer!

I’ve heard many people say “baseball is so slow” or “baseball is boring.” If I know them, I'll ask why they feel that way. Usually the answer is similar to “there is so much standing around.” I’ll admit I was practically born on a baseball field and I love the game. Certainly not everyone has that same experience. However, there is a lot the game can teach marketers if we see what is really happening with every pitch.

Baseball is a game of fundamentals and planning. So is marketing.

Baseball is a game of strategy and patience. So is marketing.

Baseball is a game of subtlety and adjustments. So is marketing.

A fundamental example: if a base stealer’s footwork is bad, he will need to be one step faster than someone with perfect fundamentals to steal a base. If a marketer doesn’t engage staff early by asking questions and using their feedback, your campaign/promotion won’t be as successful as if you had.

A strategy example: there are (at least) 5 more ways to score if a runner is on second or third base, so you will see team sacrifice an out to move a runner up. It is basic baseball strategy, based on numbers. As a marketer you need a strategy and then you need to follow it. Too often I see a lot of wishing and hoping. Have a well-considered strategy. Use it patiently. Judge it carefully.

A subtle example: professional baseball players are great defenders too. They make hard plays look easy. Why? Because they were positioned correctly or they anticipated where the ball would be hit based on the pitch thrown or the hitter’s tendencies. They or their coaches notice small things and adjust accordingly. Baseball is a game of constant change. Marketing is exactly the same. Your ability to adjust in the short and long term is what will make your success.

See, baseball is not slow or boring when you know what to watch. Enjoy!