The Daly News December 2008 Volume 29
HAPPY HOLIDAYS From Jack & Jen
Our year 2008 was made especially
fun by all our terrific clients.
THANK YOU!
We wish you a joyous holiday season
and the very best in 2009!
Jack & Family
Jennifer & Family
THINKING OF OTHERS
This holiday season, how about taking a few moments to “say Thanks” to the men and women serving us all in the military? Here are a couple easy ways to do so.
-Send a holiday card to soldiers at Walter Reed Hospital. Send to Holiday Mail for Heroes, P. O. Box 5456, Capitol Heights, MD 20791-5456.
-Or, go to www.LetsSayThanks.com, pick out a card and Xerox will print it and send it to a soldier serving in Iraq. It’s free and only takes a few seconds. How terrific would it be if each of this newsletter’s readers were to “take action” here!
FOCUS
Focus on that which you have control over. Yep, the world economies are being severely challenged. Yep, we can look to Wall St. and Washington, and so many other places, I suppose. Yep, the housing, financial, airline and auto industries are in times of challenge which are without comparisons. And, the press is certain to keep pounding all of that into us.
But, the key question for each of us is “What are you going to do about it?” As I mentioned in the previous issue of this newsletter, I take some solace in Mark Twain’s observation of “If you don’t read the newspaper you are uninformed; if you read the newspaper you are misinformed.”
Fifty percent or more of success at anything in life is a “head case”. If we wake up each day feeling beat and defeated, our chances of being beat and defeated increases. The key is to FOCUS on that which we have control over. I’m regularly running into entrepreneurs that are viewing this tighter economy with eyes of opportunity and are taking action. I’m running into salespeople that are increasing their share of business in existing markets and looking to add markets where others less tenacious have exited. If you maintain your cool, express your passion and stay focused on the key activities for success, you will find the business you are seeking.
On TomPeters.com, Tom wrote about running a business in a time of “significant and sustained economic disarray.” Witness:
“Instant, mindless cutting of R&D or training or salesforce travel in the face of a downturn is often counterproductive-or, rather, downright stupid. Tough times are in fact golden opportunities to get the drop, and the longterm drop at that, on those who respond to bad news by panicky across-the-board slash and burn tactics and moves that de-motivate and alienate the workforce at exactly the wrong moment.”
George T. Solomon, Director of the Center for Entrepreneurial Excellence at The George Washington University weighed in with this:
“Entrepreneurs are counterintuitive and like to start things in down times. It’s how they’re wired. Entrepreneurs know at their core that people will always have to eat, drink and save time. And that’s why there will always be opportunities to start small businesses.”
Here are SEVEN ACTION ITEMS TO FOCUS on:
1. Goals in writing. For year, then month, then week. Most importantly, identify the key activities that are necessary to make your numbers. Things measured get done.
2. Give the above details to someone to hold you accountable, with a sit down review at least twice a month. Inspect what you expect.
3. Inspect your pipeline at least twice a month, preferably by someone who will not be easy on you. This includes prospects as well as customers.
4. Anticipate the objections you will hear in this type of environment, and Prepare for them!
5. Practice regularly with your team members.
6. Implement your “Touch System”. Mix up the medium (personal visit, phone call, email, voice mail, snail mail, fax). Mix up the content (Value adds for their business, both industry specific and general business in nature, personal knowledge re the individual, fun things, and stuff about you and your company). Use some type of automated contact management software that will not let this critical activity slip. Witness the following stats from a SendOutCard I received from one of our readers who implemented the cards I encourage each month:
SALES STATS
48% of sales people never followup with a prospect.
25% of sales people make a second contact and stop.
12% of sales people only make three contacts and stop.
Only 10% of sales people make more than three contacts.
2% of sales are made one the first contact.
3$ of sales are made on the second contact.
5% of sales are made on the third contact.
10% of sales are made on the fourth contact.
80% of sales are made on the fifth to twelfth contact.
Business is getting done out there. Be sure to stay FOCUSed and get your share!
Just last month I had the opportunity to be audio interviewed by square2marketing on the keys to implementing a winning company culture. In a tighter economy, the culture of a company is often the difference between the winners and the losers. Here’s how to tune in: http://www.square2marketing.com/dl/podcasts/
Where in the World….
Is Jack Daly?
Here’s the schedule of cities I will be conducting programs in over the next 3 months (some for clients, others are open workshops. I may have flexibility with my scheduling for lunch, dinner or more, should someone have an interest. If you see I’m headed to your part of the world, feel free to email or phone our office with your interest and Jennifer will do her best to accommodate.
Nov-Florida, Las Vegas, Buenos Aries
Jan-Orange County, DC, Chicago, Houston
Feb- Sacramento, San Antonio
March- Australia-SOLD OUT!
April-DC, Boston, San Antonio, Southern California, Vancouver
ANNOUNCING INDIA-MAY 2009-Jack will be returning to India in May 2009 and still has room in his schedule for a few additional speaking engagements. If your company is interested in having him in, contact jennifer@jackdaly.net.
ANNOUNCING AUSTRALIA-AUGUST 2009- March is sold out but Jack has been asked to return in early August so if your company would like to take advantage of this repeat downunder, contactjennifer@jackdaly.net.
Buenos Aires – In November, I had the opportunity to share business building ideas with over 200 CEO’s and Sales Managers that are members of Vistage in Buenos Aires. It was our first visit to South America and we were truly WOWED! The city of Buenos Aires is so much bigger than we imagined, incredibly vibrant and beautiful, with lots of business happening. BAThe business community is energized and the people throughout are so warm and welcoming. On top of all that,thenightlife and food are some
of the world’s best. ry%3D400Here’s a bit of a Tango, along with dining on some of the best ever Italian food. Thanks to Vistage Argentina for your hospitality!
TAKING ACTION
As a catalyst to encouraging others to “take action”, we will feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!
Jack,
I continue to be a disciple of the Jack Daly systems approach to sales, business and life in general. D&D implemented your Touch System one year ago and the results are astounding. Our sales are way up and our cost of sales are way down. It is simple and it works, just do it!”
Michael McCourt, President
D&D Automation Inc
Jack,
A quick update here that I think you’ll dig. The 2nd story I wrote for your newsletter this month projected that client to finish “
with at least a 700% increase above their avg growth rate; it may be higher”
I got an update today from the owner and they finished Oct at a screaming pace of over 10x increase over their normal growth rate. The avg new assets added/mo metrics were $2 mill/mo – in Oct they added $22.5 mill at a frantic pace and big finish for this small firm! And November already has $3 mill on the books (day 5) and we’re shooting for $7+m add this month (due to a holiday and 2 wk honeymoon in Nov). We will have surpassed their largest target year-end growth goal by 285%. These guys are now true believers in goal setting (Min-Realistic-Stretch) after proving it with focus & results in our first 3 months. They’re entirely stoked for planning a very focused 2009. I just love to see these kinds of wins.
Dan Larson
Smart Marketing
IN THE NEWS
Speaking of “Touch Systems”, here’s this from SUCCESS Magazine. Donny Deutsch, leader of his 1,000+ employee Marketing/Branding firm, and host of “The Big Idea with Donny Deutsch”, tells this story.
“When pitching for a regional car dealer account Deutsch shipped an assortment of individual car parts every half-hour for a 12-hour period to the residence of the man in charge of awarding the contract. Each part was tagged with a different message: We’ll give you bright ideas (headlight); We’ll protect your rear end( fender); We’ll steer you in the right direction (steering wheel). In all, 24 car parts and 24 phrases. The bold move was an instant hit with the client and a poignant turning point for Deutsch, who had been struggling against convention to find his voice. At 26, he found his passion…”
Given all of that, we are repeating our offer for you to try SendOutCards at our expense-see below offer.
TOUCH SYSTEM ENHANCEMENT
For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. Up until just recently, my card examples have been generated through www.shutterfly.com at a card + postage cost of about $3, which I’ve found to be a terrific investment.
I’m excited to share with you that I’ve now found an alternative in SendOutCards and if you have an interest, I’ve arranged a free trial for the first 500 people just so you can test drive a card for yourself. I suggest you send the card to yourself so you can see the quality and how it works from start to finish. There are extensive features available in SendOutCards that I feel apply more to such a business touch system compared with Shutterfly which is more for the non-business user. And get this; cards + postage cost about $1 versus the $3 at Shutterfly!
P.S. This is a great tool to go “wide and deep” with your existing clients as discussed earlier in this newsletter. If you’d like to take a free test-drive with a card for yourself, just visitwww.sendoutcards.com/jackdaly and “Click Here to Send A Free Card”. I’ve arranged for the first 500 people that want to try it to send a card on me for free. An audio tutorial will begin to walk you through the simple process of sending a card. It’s fun, it’s easy, and I believe you’ll be able to see the many uses for your own business. Enjoy!
2008-2009 WORKSHOPS AND SUMMITS
Smart Selling Workshops
Year after year, hundreds of companies in the United States send their new hires and seasoned sales people to spend a fast paced, content rich day with Jack Daly. His 6 hour Smart Selling, sales based workshops, are designed to teach sales professionals what they need to know to get to the top of their game. Participants learn how to apply Jack’s street tested techniques and strategies that make the difference in any business, along with providing and reinforcing personal accountability to ensure that things are getting done! These sessions are filled with take-away value. Take the pulse of your business today and make the adjustments that will enhance your business tomorrow!
December 16- Stuart, Florida
December 19, 2008– St. Louis, IL
January 30, 2009–Houston, TX
February 5, 2009–Sacramento, CA
May 22, 2009– San Diego, CA
June 18, 2009–Cleveland, OH
June 26, 2009– Los Angeles, CA
July 24, 2009-Winnipeg
October 1, 2009– Orange County, CA
November 20, 2009–Chicago
Sales and Management Summits
Join Jack Daly for a jam-packed workshop program and national idea exchange. Listening to our customers, we have heard loud and clear the cry for an open-seat workshop on Sales Management. Combine a day of rigorous learning in the Sales Management arena, followed by a day intently focused on Sales with guest subject matter experts and you get a high-value few days of working on the business so that working in the business results in greater productivity and bottom-line results.
January 15 & 16, 2009- Washington DC
April 23 & 24, 2009-Orange County, CA
September 17 & 18- Toronto, Canada
BRAND NEW!
SALES MANAGEMENT + NETWORKING + GOLF
January 23-24, 2009, mark it on your calendars. Better yet, contact jennifer at jennifer@jackdaly.net or 888-298-6868 today for details and registration. Ideal timing- beginning of the new year. Ideal location- La Quinta Palm Springs, California. Ideal weather- sunny and warm. Ideal golf-100+ courses to choose from.
Here’s the plan. Early morning golf (optional) on Friday January 23. After the round, a quick lunch and on to the one-day Sales Management Workshop, beginning at 1:30pm and running through 8pm, followed by a networking dinner. Saturday there will be an optional second round of golf. Discover how to best grow your sales force in quantity and quality. How to increase sales productivity; how to motivate the team to greater sales results; and how to create an environment that breeds success. The bonus is the golf, where I hope to uncover many funny anecdotes to share with my audiences throughout the year!
Coaches Corner
PERSONAL MARKETING DRIVES FRONT OF MIND CONSCIOUSNESS
by Dan Larson & Dave Wilens
Anyone who has attended a Jack Daly workshop in the past has learned how important it is to personally stay in touch with prospects, customers and clients. As coaches we have observed that many sales people only do this with the intent to sell them something. It seems that when sales are down they get on in touch and pitch the newest product, service or promotion. They also seem to increase the frequency of these contacts when times get tough.
A personal marketing or touch system should focus on keeping you in the mind of your contacts on a regular basis. It needs to show them that you care and are thinking of them. When someone has bought from you in the past they will know what you sell and staying in front of them simply reminds them that you may offer the best solution to their needs.
Based on where the contact fits into your sales cycle will determine the type of touch system (Prospect, Customer, Client, Previous Customer or Previous Client) that is used and the frequency that you “drip” on them. A prospect may need a more aggressive campaign before they remember who you are in comparison to a customer that has bought from you in the past. Keep in mind that Jack defines a customer as someone that has bought from you on occasion and a client buys from you regularly.
A system that we personally use to drive our coaching business was developed to touch our past clients six times per year. This “Previous Client Touch Campaign” consists of two “catch up” phone calls. One is made half way through the year and the other call is scheduled one month prior to the close of the client’s fiscal year. The purposes of these calls are to see how things are going on both the personal and business side of their life. We hope to discover what successes they have been a part of and any new challenges they are encountering. In addition to these calls we also send out a birthday card and three additional cards that are centered on various secondary holidays. It is one of these “fun holiday cards” that is a recent case study illustrating the impact of what can be accomplished with a regular touch system.
Case History: Using the www.sendoutcard.com/jackdaly process to send out a touch piece
On a Sunday morning in early September I was sitting out on my deck, having a cup of coffee and looking through hundreds of cards on my laptop. My purpose was to find a way to reach out and touch 153 CEO’s with a personal greeting card that was fun, unusual and still kept my business relationship in focus. I went from Patriot Day, First Day of Autumn, National Boss Day, United Nations Day to finally end up with Halloween. Once the decision was made the rest was easy. I found a card with a very cool Jack-O-Lantern on the front and wrote the internal copy. It went like this…
Is it the “Horrific Wall Street Headlines,” the Scary Political Horizon” or the “Plummeting Housing Market” that has sent TERROR through your sales team?
Who once said… “Obstacles are those frightful things you see when you take your eyses off your goals?”
Happy Halloween!
Through this Send Out Cards process, it was easy to have them put this message in my own hand writing and include my personal signature. That Sunday morning I was able to send this campaign out to specific contacts that were all CEO’s I had worked with in the past. I actually scheduled the mailing date for October 24th (6 weeks later) and I even included a Starbuck’s gift card for a few special clients.
The results were phenomenal! Because of the copy, especially the quote, I received fourteen emails and three phone calls asking me who I was quoting. I also received a call from a CEO who was working on various options to improve sales and profits through capturing market share. Upon seeing this card, he remembered the success we had working together a few years ago. The payoff for my efforts was a two day workshop, a six month coaching contract and a promise of referring me to another company in the near future.
As coaches, we use a process that works with each sales professional to help develop a personalized touch campaign that reflects the individual’s personality and relationships. We then help establish the system that insures ease of use, consistency and accountability. The payoff is always a combination of both short and long term success.
If you’re interested in learning more or have questions about the ideas here, give us a call. We’re experienced sales coaches that are well-schooled in the “Jack Daly Way”. Feel free to take us for a “test drive” where we can troubleshoot your situation with you or discuss the results needed on your mind. We’re a resource to help you meet and beat your goals! To find out more about our coaching, just call Jennifer at (888) 298-6868.
WORTH CONSIDERING
– Here’s a look inside the leadership of the turnaround of the NY Giants football team. In 2006, team was 8-8 and lost in the first round of the playoffs. In 2007, they come roaring back and win the Super Bowl. And, in 2008, they are 11-1 and heading back for another playoff run. Coach Tom Coughlin is “old school” and was under attack prior to their Super Bowl accomplishment. Here’s a look. He draws a hard line with players and his strict set of rules on everything from needing to arrive five minutes early to meetings to how they wear their uniforms.
“It doesn’t matter which age it is, in our great game of football, the discipline of a player, his ability to command himself to do what has to be done, that will never be old school”, says Coughlin in dismissing the notion that his methods are out of date. Here it from a player-”We don’t have any individuals. We don’t have anybody who is above the team. When we have a collective group of people working as one, I don’t think anyone can stop us.”
I’m thinking the concept of discipline and culture applies so well to the Selling arena!
JACK DALY BUSINESS TOOLS
Visit our website at www.jackdaly.net and find the culture, sales management and sales tools that will best help you in these tumultuous times. Then, call Jennifer at 888-298-6868, place your order stating you are a newsletter reader and she will process your order at a 30% DISCOUNT. Consider it my gift to you to more effectively compete, as well as a celebration of me being a first time Grandpop!!
If any article in this newsletter would be of interest to your co-workers, customers or clients we would appreciate having you forward it along.
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