THE CHUNK SIZE PEOPLE PATTERN™ – PART II

In the last article, I briefly introduced the concept of how much is enough when it comes to the scope and depth of your communication as it relates to sales. As I explained, one of the biggest challenges in communication is to know when enough is enough in terms of the level of details which you are giving or not. The question of when enough is enough can be understood and explained by the Chunk Size™ People Pattern of the Information People Pattern™.

The two components that correspond to Chunk Size People Pattern™ are 1) global and 2) specific. They correspond to the two ways in which we take in information and communicate it back. Global people look for the broad overview and specific people look for details. These two opposing viewpoints represent both sides of a continuum that have inherent challenges in communicating with the opposite orientation.

Continue reading WHEN IS “ENOUGH” ENOUGH OR NOT ENOUGH IN SALES? Part II

Tags: Personality Lagnuage

WHEN IS “ENOUGH” ENOUGH IN SALES? – PART I

Wouldn’t it be helpful to know how much detail to provide your customer or prospect regarding your product or service? One of the biggest challenges in our sales communication and in communicating with others in general is to know when enough is enough. This has to do with the amount of detail one interjects in a given communication and more specifically how much detail with which to begin and to end a conversation or a sales presentation, whether in person or online.

The amount of detail we use in communication is based on the Chunk Size People Pattern™ which is one element of the Information People Pattern™. A good knowledge of the Chunk Size People Pattern™ is critical in sales. Chunk size has to do with the scope and depth of information that we give in a communication exchange. There are two types of people that comprise the Chunk Size People Pattern™: 1) global and 2) specific.

Global people have a preference for scope. They are interested in the big picture and see the forest for the trees. They are most comfortable with large chunks of information. Specific people, however, prefer to communicate details and specifics. They are interested in the trees rather than the forest. They are most at home with small bits of data and information.

Continue reading WHEN IS “ENOUGH” ENOUGH IN SALES?

Tags: The Why Of Marketing

Do you want more sales no matter what you are selling? Be different. Seriously as more and more competition is out there, the one thing that stands out is being different.

But be different in a good way, Be smart about it, but sometimes even being just a little different can mean a lot of money ending up on your bottom line.

Here is an Noodle Jolt. An easy way to come up with ideas is to look at your competition and see how White Bread boring they are? Don’t be like that, get out of the box, get out of the rut. Do anything different than what they are doing.

You will be glad you did.

Cheers,
Andrew Anderson

Tags: Be Different

by Drayton Bird

1. If you don’t deliver a good product or service you won’t succeed for long. No matter how good your marketing or advertising, you can’t sell rubbish indefinitely. Think of any business that’s gone down the drain – like AOL or the entire British car industry.
2. The customer you already have will always make about 3 – 5 times more money for you than an identical prospect – so pay more attention to them than anyone else
3. Advertising is not the only, and often by no means the best, way to build a brand. In fact it can cost you a fortune without achieving anything if you don’t have more money than God.
4. Most mergers and acquisitions end in chaos, misery and unemployment for the poor employees – and don’t create value. That is, the two firms together end up worth less than they were separate.  A good example is a cable business called NTL, known to its customers as NT Hell – the useless product of endless mergers.
5. All available research suggests that recommendation from others – word of mouth – is the chief reason why people buy. So if you don’t have a customer-get-a-customer or viral marketing programme, you’re mad.
6. Instead of worrying about talking to your prospects and customers too often, you’re better off thinking of reasons and interesting ways to talk to them more. One of my clients e-mails prospects as often as twice a week successfully. We mail our own list even more frequently. Very few unsubscribe.
7. Never assume because someone doesn’t buy they’re not interested. They have many things on their mind besides you. Keep communicating till it doesn’t pay

1. Relevance matters more than originality
2. The most important element in any creative endeavour is the brief
3. Most clients focus on the wrong things
4. The urgent takes precedence over the important
5. The customer you want is like the customer you’ve got
6. The product and positioning matter more than any other element in marketing
7. Who you are talking to matters more than what you sell
8. Database is the heart of marketing
9. The internet is just accelerated direct marketing
10. Emotion matters more than logic
11. The simple letter or email gives the best ROI
12. Long copy beats short
13. Incentives always pay
14. Segmentation is almost invariably worth it
15. Hardly anyone budgets for marketing intelligently
16. The customer you’ve got is 4 – 5 times more likely to buy from you than someone identical who is not a customer.
17. A previous enquirer is about twice as likely to buy.
18. A past customer is usually your next best bet.
19. After that comes someone who’s recommended
20. It pays to say thank you
21. Marketers are suckers for magic bullets
22. Marketing experts complicate things needlessly
23. If you say why you are writing, response goes up
24. Questionnaires almost always pay
25. Making people choose increases response
26. Few marketers use enough testimonials
27. Almost all meetings waste time
28. Flattery and greed are the two biggest draws
29. All successful messages solve problems
30. Sincerity always pays
31. Few messages ask forcefully enough for action
32. Repetition pays
33. People’s faces raise response
34. The more you communicate, the better you do
35. Research rarely predicts results accurately

**** The MP3 download link has been fixed!

This is an interview that I just did with Dave Olson over at HootSuite which is one of the best tools you can use for Social Media and your business.

They just released a team collaboration tool to manage a Businesses Social Media that frankly, just totally rocks and you need to get it. I allows you to have several people use your Social Media and collaborate while limiting permissions.

Below the interview, I have a video showing you what it can do.

If you are using not using this great Social Media tool (and it is free) and your competition is, at least you will now know why you are losing your customers to the them! I am sure the blog will get hammered so be patient while the audio loads!

[podcast]http://www.21to21.com/audio/hoot.mp3[/podcast]

You can download the interview here in MP3 format.

Below is a raw transcript of the interview. I wanted to get this posted ASAP. HootSuite really gets it unlike so many companies out there. Keep an eye on them for sure and go get HootSuite for criminy sakes. Here is a link, HootSuite.

Hope you enjoy this!

Cheers,

Interview of Dave Olson with HootSuite by Andrew Anderson.

AA is for Andrew and DO is for Dave of course.

A.A: I’ve got Dave with HootSuite on the line here, and of course this is Andrew Andersen. Dave, you want to introduce yourself and let everybody know who you are and what you do?

D.O: Yup. My name’s Dave Olson, and I work for HootSuite as the community director. I oversee all the marketing and support related task as well as spend a lot of time out just spreading the message to our passionate user-base.

A.A: I happen to be one of those passionate users, which is why we’re having this conversation today. I’ve noticed that you’ve got a really cool product that is honing in on businesses, which really need to use Twitter, and I’m just gonna kinda let you go off on your riff and tell us about HootSuite, and tell us why you think Twitter is good, and go for it. Continue reading An Interview With HootSuite – A Social Media Tool You Need Right Now

Tags: Facebook, Social Media, Twitter

Best viewed full screen.  How to unfollow someone that is not using Common Sense.

People that sign up to follow the Twitter Challenge will get the videos and updates at least a one or two days in advance. So, sign up and you will be given a special link to get them before everyone else!

Tags: Common Sense Marketing Twitter Tip

Common Sense Marketing Using Twitter Video 1.

This is the first in a series of video of the Common Sense Marketing Challenge on how to use Common Sense Marketing with Twitter.

In it, I layout the Framework for you to use Common Sense Marketing to get more customers and connect with the ones you already have.
I also layout the new ground rules so that your business can succeed using Twitter.

Please let me know your thoughts and if you are doing any of the above. Also, just to let you know, the site will be having a major overhaul this week.
Cheers,
Andrew Anderson

Tags: Common Sense Marketing With Twitter

Here is a quick overview of what CommonSenseMarketing.org  is all about and how it can help you with your Commonsense Marketing.

Tags: Common Sense Marketing, commonsense marketing

Welcome to Common Sense Marketing

Common Sense Marketing is all about using Common Sense in Marketing which as you know, is not all that common.

This site was purposefully set up in response to a challenge by someone whom many consider to be the best Commonsense Marketer alive in the World today. The man’s name is none other than Drayton Bird.  If you know who he is, then I need not say anymore about him, but if you don’t, if you are in business and you are trying to sell anything you NEED to go here.  That way you can get 101 Commonsense Marketing ideas right away.

Why?  Because if your competition finds out about him before you do, they actually pay attention and implement his strategies in their marketing, they are going to eat you for lunch. Continue reading Common Sense Marketing – Welcome

Tags: Common Sense Marketing, Commonsense Marketing In Social Media