"...keeping you great"
HEADLINES:
Law firms using Rockefeller Habits -- are you having success implementing the habits in your law firm? Let me know -- I have another law firm interested in picking up some hints on implementation.
Market Data more Powerful than Product Data -- to dramatically increase leads and improve close ratios, share market data vs. product data about your product or service -- here's a short 48 second clip where Chet Holmes describes this concept. He also describes the "Stadium Pitch" in this 30 second audio clip. He'll elaborate on these and ten other strategies for doubling revenue -- tune into his four hour video webcast live Tuesday, April 21, 9am -- 1pm EST or join us in New Orleans for the Sales Summit.
Daily Huddle Hint -- Getting Employees to Share "Stucks" -- Randy Sklar, President of Sklar Technology Partners, had a major breakthrough in their morning huddles. Note's Sklar "Your format starts with 'What are you stuck on?' Every day I ask this question and often I get almost no feedback - then one day I learned that one of our technicians had been stumped for several days on an issue and finally reached out for help from another senior tech. We started to dig into how this happened." Continues Sklar...
"The senior tech suggested to me to ask the question differently, he said that when we ask what are you stuck on it sounds like 'what are you failing at.' There is a lot of competition to be the best in our group and no one wants to admit failure. Now we ask 'what have you been working on for at least one day?' and the results have sounded like music. More are speaking out. It might be because we faced the brutal fact and made admitting to failure okay or maybe it is just our culture that makes the 'stuck' part fail." Randy, thanks for sharing -- and thanks for having us speak at your supplier (Ingram) conference.
NationLink Wireless Completes 150 Customer Calls Q1 to Drive Retention and Revenues -- Andy Bailey, President of NationLink, sent me this recent note "Our Q1 Theme was 'Back to the PAST' ...Getting back to basics with a focus on two things this entire year -- Thing 1 -- CAM Production (getting our sales team to perform at the highest level possible) and Thing 2 -- Retention (making sure that at a minimum we didn't lose what we have now -- retention of clients, team members and partnership). Q1 we managed a program that you suggested in a meeting over a year ago. We called it 'Client Contact' and we had each person call one client each week and ask your '4 questions.'" Continues Bailey...
"We created a scoreboard where we read aloud each Monday the results of those calls and checked off the board on the way to reaching out to 150 of them. Monday (April 6) was the last reporting day and our team reached the 150 goal (celebration is April 23rd where we are taking our team along with those clients we called to drinks and dinner at Urban Flats in downtown Nashville). Not just that but we have gotten so good at the calls and gotten so much great feedback and additional business that we have decided to make this Retention program a part of our culture and keep the calls going even after we close out the quarter... proof that you can create a habit (good ones or bad ones) in a short period of time. And there were people here that had no interest in calling clients -- now they actually enjoy it." Concludes Bailey...
"Q2 Theme is 132 New Friends; we spent Q1 reaching out to existing "Friends" and Retention. Now we are going to focus on New Friends (new clients) while maintaining the old ones and we will use much the same approach where we write them in each Monday and talk about the successes as a group. Here's a picture of the new scoreboard we are using. We are using EMMA an online survey system to gather weekly data for our Monday meetings -- we send this survey to the team Thursday at 2:00 and require it completed by Friday it 2:00 -- this has given us all the content that we need to review and each manager has access to the data collected to prep for the meeting. Here is a link to the survey"
Rising Medical's 10th Anniversary Celebration -- notes Jason Beans of this Chicago-based firm "We recently celebrated our 10 year anniversary. Leading up to the event, we had a contest to develop a 'Rising Mascot' from old marketing materials. I wasn't involved with the contest, and had no expectations. What the employees in WI and IL came up with blew me away and touched me more than I can express. The Talent Management team put together a video clip of the event." What's powerful is how Beans' employees really connected back to the company's core values. And if you want to see a funny moment, go to minute 3 in the video. I thought this was an excellent way to celebrate a company's birthday.
Monthly Rhythm of Learning -- like the execs at GE, it's critical to develop a monthly habit of ongoing executive education for your middle and upper managers. To bring you first class education right to your desktop or conference room, we just announced our April -- June Growth Series of LIVE Webcasts --here's the link-http://www.gazelles.com/growth-s3.html. And the webcasts are archived so you can watch on your own schedule -- and we've removed the 30 day limit! HINT: you still have to schedule a time inside your company for everyone to watch the webcasts or it just won't happen -- that's why it's good to show these during a formal monthly management meeting.
As a Bonus, if you purchase the series, you will get the 4 hour Chet Holmes webcast live from our Sales and Marketing Summit -- April 21, 9am -- 1pm EST.