Clarissa Bissel complained to her husband about her mechanical sweeper, so he invented a better vacuum. Tweet
The first Bissell manufacturing plant opened in Grand Rapids, in 1883. After Melville Bissell’s death, Clarissa Bissell became America’s first female CEO.
Dorothy Gerber
Who says men don’t listen or that the genders don’t communicate?
Dorothy Gerber grew tired of chopping, mashing, and straining solid food for her kids. Her husband, Daniel Gerber, grew tired of hearing Dorothy complain. So he turned his father’s struggling canning company into another type of production facility.
This happened in 1928 and it was the first factory to produce pre-packaged food. The Gerber Corporation is now, of course, a giant corporation.
These brilliant women made it easier for females to later become CEOs, high-ranking government officials, and yes, inventors.
Quincy has had an amazing life. Most people know him as the producer of Michael Jackson’s, Thriller, but Q has worked with hundreds of famous people, including Frank Sinatra, Lesley Gore, Ray Charles, Duke Ellington, Count Basie, and Miles Davis.
Originally a music arranger, Quincy met a lot of musicians before he turned 21-years-old. By most accounts, Quincy took care of his relationships and one friendship led to another and so on, resulting in a lifetime of fruitful collaborations.
You only have to meet someone once
The French have a delightful way of saying “goodbye.” They say, “à la prochaine,” which means, until the next time.
I like this way of signing off because it downplays “goodbye” and emphasizes the next hello.
With Alex Mandossian in Los Angeles
For years, I’ve said “goodbye” to friends, retail clerks, and even strangers I meet by saying, “See you next time.”
Call me crazy, but I feel that once I meet someone, I never have to meet them again.
Once I begin a relationship with you, for example, we never have to start over again; we can merely pick up where we left off.
My friend, Alex Mandossian, one of the smartest Internet marketers in the land, likes to sign off with the phrase, “I hope our paths cross again.” It’s the same concept.
People are your greatest resource
When asked to speak to students at commencements and other keynote events, I advise youngsters to meet people as fast as they can. That way they can begin relationships that will serve them for decades.
Do this online, as well. The average social media user has between 120 and 150 Facebook friends. Increase that number for better-than-average return from your online networking.
This same principle can be applied in business when it comes to communicating, marketing, and even blogging. Just try to connect in meaningful ways. Give continuous value to people.
My clever friend Charlie Wollborg recently reminded me that it’s okay if Plan A doesn’t work. There are 25 other letters in the alphabet.
Charley’s correct. When it comes to marketing plans or e-mail Subject lines or which video to post, it’s always better to have choices.
Dan Peek is on the left
And that’s what the pop band America figured out when one of its founding members left the band just when all their hard work was paying off.
Dan Peek left the America in 1977, when the band was on top of the world, thanks to mega hits such as Horse With No Name and Ventura Highway.
Remaining members, Dewey Bunell and Gerry Beckley decided to press on with something other than Plan A. They produced many more hits as America and have kept their enterprise alive for decades.
Anyway, Dan Peek died last week, at age 60, but the band plays on, thanks to Plan F.
Always have a plan or two
An old, grim military maxim states: No plan survives first contact with the enemy.
Sure, things can and will go wrong.
Make a plan anyway. Have a plan B. And a Plan F.
Michael Angelo Caruso speaking in Jamaica
- Michael Angelo Caruso, Business Strategy Consultant, Detroit, Michigan
Facebook is the biggest communication revolution since the invention of the telephone.
Initially known as “a good way to meet chicks,” Facebook is now a solid promotional tool that moves millions of dollars in products and services all over the world. And for the most part, it’s free.
You’d think people would be adding people to their FB network like crazy, yet the average FB user only has around 165 friends. Amazing.
Facebook tip: Connect with people who have more friends than you
If you’re too lazy to build your own network, there is another strategy you can use.
Hitch your wagon to people with bigger wagons, by friending folks with large networks. I’ve even started a Facebook sub-list I call 3K, which indicates which of my FB buddies has at least 3,000 friends.
By the way, I probably have a bigger wagon than you, which means that by connecting with me, you are increasing your marketing reach without even taking time to build your list.
As I’ve indicated, this shouldn’t be your “Plan A,” but it works. Plan A is to build your list by making more personal connections on your own.
You can get into my airspace by connecting with me here:
Watch a couple of my fun YouTube videos, then subscribe and join my growing network here, too!
Google Plus
Here’s where to find me on the newest of the “Big 4″ social media platforms, GooglePlus. Everyone should have a Google profile. Get yours by signing up for a free Gmail address.
Just do it!
Connecting with me via all of the above links will introduce you to thousands of my friends and allow me to easily tag you in the future.
Do this with your other friends who are well connected, as well. I hope all this new attention won’t go to your head. lol
Welcome to the social media revolution and remember, don’t drink and type.
A while back, I did something most business people never do.
I started giving away my products and services. And it’s the best thing I ever did for my consulting business.
Every Monday at 4:00 ET, I jump on a conference call to dispense advice on everything from Internet marketing to event planning. The call-in codes are below.
Many callers have booked me to speak at various conferences and fundraisers. I help them save time, increase attendance, promote their events, and get the most from their marketing efforts.
My seminar fundraiser program has so far raised over $150, 000 for Rotary, Chambers of Commerce, and other non-for profit organizations.
Some callers have yet to do business with me. They are prospects who often convert after being on the call.
You should consider giving away your products and services. If you cannot afford to give away any of your current products, think about developing a product that you can make available.
“Set the hook” by sample selling
Fisherman know that you have to “set the hook” when the fish nibbles at the bait. Setting the hook is that small jerky motion that pulls the hook through the fish gill. The hook is a reversed-barbed piece of metal that makes it difficult for the fish to escape once he takes the bait.
That’s what free information and free products do. I call it “sample selling” because its like giving folks a free sample of what you do so they become interested in spending money with you.
It’s an easy marketing strategy to implement and everyone wins.
Free call and great marketing advice
Michael Angelo Caruso
You can hear how I do this and get yourself some terrific marketing advice by being on the call this Monday, from 4 to 4:30 PM ET. And did I tell you that the call is free?
Use call-in number: 218-339-3600, access code: 686134#
What does your company give away to promote business?
Peter Falk, who played one of television’s greatest characters, passed away last week, but not before giving salespeople one of the greatest closing techniques of all time. Tweet
Falk played Lt. Columbo, a bumbling police detective so unusual, he didn’t need a first name. Columbo was a true original, a slow-moving, hunched over man wearing a rumpled raincoat and carrying a stogie.
Columbo never seemed to know which way was up—until he solved the crime, usually by tricking the perpetrator into talking too much.
The TV detective used what we now refer to as “Doorknob Close.” His patented “close” was to turn around as he headed out the door and say something disarming like, “Just one more thing.” [Watch the 5:02 mark in the above video.]
The Doorknob Close, also known as the “Reverse Close,” works best when the detective/seller has given up and is literally saying “goodbye” to the perpetrator/prospect.
No seller ever plans to use the Doorknob Close, but it can be very useful because it contains the element of surprise. Here’s how it works.
Let’s say a sales presentation does not go well and the prospect has not been forthcoming regarding his reasons for not buying. Perhaps the prospect has ended the presentation by saying something such as, “I need more time to think about it.”
The salesperson thanks the prospect for his time and slowly walks to the door. The seller places her hand on the doorknob and then suddenly turns around and says, “Now that the presentation is over, may I just ask . . . why didn’t buy from me today?”
Peter Falk
The timing of this question makes it much more effective than if it’s asked earlier in the presentation because the prospect, thinking the presentation is over, begins to relax.
The Doorknob Close is powerful because it catches the prospect in an unguarded moment. The question, when posed from the doorway, almost always results in new information, which the seller can then use as an opportunity to reopen the discussion.
Caveat: Do not reward an honest answer by re-entering the room, taking your coat off and asking for another cup of coffee. The Doorknob close is an extra opportunity to close, but don’t try to force the prospect into immediately reversing his decision.
The Doorknob Close in Action
As with all the closes, there are many variations. One of my clients, a national retailer of automobile tires, uses what they refer to as a “second effort” to convert the sale as the prospect is walking out the door.
A person who is leaving the store without making a purchase may not return, so the employee tries to re-engage the prospect before he leaves the premises. This technique can be used on the telephone, too.
Thanks, Lt. Columbo!
The Doorknob Close has rescued countless sales through the years. Never give up on asking one more question and keeping dialog open. Sometimes that “one more thing” is the sale. RIP, Peter Falk and Lt. Columbo.
Every seller should know about 22 ways to close
Want to close more sales and make more money? Learn more sales closes from 22 Sales Closes That Work, a one-hour audio program and 30-page e-book that will help you improve your sales numbers almost overnight.
As with all of Michael Angelo Caruso’s offerings, this product comes with an unconditional money-back guarantee.
Good or bad, true or false, it’s always good to know what customers are thinking. Customer feedback is a gift. That’s why I love it when clients tell me what they think of my training programs.
Often, the client will prepare an executive summary for his boss and cc me, which is pretty cool.
Here’s what my client Frank, sent his boss and his team, after I did a sales training program for his team in southern California a while back:
August 30, 2010
To: Our Employees
From: Frank S.
Re: Sales Training with Caruso
Greetings,
Thank you to those of you who were able to attended sales training with Michael Angelo Caruso on August 14, 2010 at La Mirada. Based on the course evaluations, all who attended the training enjoyed it and learned some very helpful ideas.
Below are some key points discussed at the sales training. We need to practice and reinforce these habits with all PTO team members. These small acts of politeness and respect to our customers (and everyone you come into contact with) have already made a difference in helping us grow customer relationships and our sales.
1)Smile, say “hello”, and introduce yourself to every customer you come in contact with. Smiling releases endorphins, which will make you will feel better throughout the day.
2) Get the customer’s and name and “listen” to your customer very attentively. Many times, when customer is given the opportunity to explain the whole issue, you learn exactly what you need to close the sale. Ask more questions and then listen for other sales opportunities.
3) After a customer receives a product quote and says “Let me think about it”, respond “what specifically do you still have questions about?” Then remind the customer that we have the right product and we are ready to deliver it ASAP.
4) When appropriate, ask the customer about their weekend or family. Try to learn a little bit about the customer. Building customer relationships, builds loyalty.
5) After a sale is complete, shake the customer’s hand, give him your business card, and genuinely say “thanks for the business.” Then, close with “we look forward to seeing you next time!”
6) Call at least the top 5 largest invoices from the prior day and thank the customer for their business and make sure the sale was problem free. If they are not available, leave a “thank you” message on their voicemail.
7) Michael made a good point about teaching customers how to treat us. Our store employees are much more than just clerks. We will now refer to our counter personnel are now “Parts consultants.”
With everyone focused on these little things, we will continue to grow our company together. Thanks for your help!
Summary
Frank’s company has been a client of mine for over five years and I’m grateful. I find the above feedback immensely gratifying for two main reasons:
a) They like me, they really like me! (Apologies to the actress, Sally Field.)
b) These great people are now in a better place when it comes to improving sales and providing better customer service.
The moral of the story is to pay attention to what customers say after you’ve served them.
I know I do. Customer feedback is a gift. What’s your favorite way to receive feedback? Written? Verbal? On a blog or via Linkedin?
-Michael, MichaelAngeloCaruso.com in Royal Oak, Michigan
Want to get more from Twitter? Here’s a list of best practices that’ll help you maximize the awesome power of this great social media tool.
Twitter is not as difficult or as mysterious as it first seems. As Bob Dylan sings, “The times, they are a changin.’” Thanks to Twitter, now you are the newspaper. You are your own advertising company and public relations firm. Let’s get the word out!
Here are 5 cool ideas for using Twitter:
1. Talk about things central to your brand or personality. It helps if your tweets are relevant to what’s going on in the media. “Trending” topics almost always get more attention online.
2. Be funny. If you’re not funny, tweet messages from people who are funny. People like to share witticisms.
3. Post an original tweet about every two hours. Do not share information that’s been shared to death. Avoid clichés like the plague. You may also want to stay away from negative news.
4. Leave trails to your Web site. Use the first 70 characters of your Tweet to ask a question or pose a problem. Use the second 70 characters to answer the question or offer a solution. Often, but not always, the solution should contain a link to your Web site. Use tiny URLs that don’t use a lot of characters.
5. Get with the program. Follow those who follow you. Retweet messages from the cool kids. Recommend people on Follow Friday, by posting “#FF” and their Twitter names, e.g., @MichaelACaruso.
These are just a few ideas for sweet tweets. See how you can use these techniques and more by following me on Twitter at @MichaelACaruso.
In fact, sometimes being wrong just feels right. There are always a few lessons to be learned from an error in judgment. Here are some things we can learn from being wrong:
1) Humility. Some people are naturally humble. The rest of us need to occasionally be taken down a peg.
2) Respect the opinion of others. If you’re wrong about something, there’s a good chance that someone else is right. Maybe they were right all along. How embarrassing for you.
3) Being wrong helps with the art of apology. Being able to say “I was wrong” and “I’m sorry” is one of the best things we can do as human beings.
4) Being wrong helps you figure out what’s right. The process of elimination or what I call the “process of illumination.”
Speaking of shining the light, Thomas Edison failed 637 times before he invented the light bulb. I could be wrong about that.
Some people make a hobby out of being wrong. They’re called Devil’s advocates. These weirdos take the opposing view on an issue, just for the sake of argument.
In the end, being wrong helps us be more successful.
Physicist, Richard Feynman, advised us to “Fail as fast as you can.”
So don’t despair, Rapture fans. I’ll play Devil’s advocate to REM. I’s not the end of the world as you know it. And I feel fine.
It’s been a both a pleasure and an honor to be a professional speaker for over 15 years. I’ve learned a few good techniques along the way and here are 5 Cool Ideas to help you be a better presenter.
1. A good pre-game show will help you get your game on. When creating your presentation, write it backwards, starting with the call-to-action.
2. Use my “Power of Three” to speak without notes. Many people are nervous when speaking in front of an audience. Nerves only make it harder to seem relaxed and stay on message. The secret is to focus on only three points.
3. Do six things in the first five minutes of every presentation. I cover all six tips in on the DVD, but here are two:
a) Teach the audience something they don’t know and they’ll pay attention to the rest of your talk and
b) Get the audience to do something right away, such as write something down, raise their hand, etc. This precedent will come in handy when you issue a call-to-action at the end of your presentation.
4. What you say with your body is more important than what you say with your mouth. Body language doesn’t lie. Saying you’re confident is wasted breath, if your body language says the opposite. Learn to present with congruity.
5. Always ask the audience to take action. If you are very specific and give a reasonable time frame, attendees are more likely to follow through.
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Get more great tips by ordering Michael’s Present Like a Pro DVD. It’s a 45-minute video that both shows and tells how you can be much more effective when speaking to groups. www.MichaelAngeloCaruso.com or 248-224-9667 for more info.
Who says men don’t listen?
You may also want to stay away from negative news.
