From Down Low To Up High

Thoughts On Presenting And Design

As I had been thinking that the ideal buyer for a bike like this would be a commuter, I just had a moment of questioning my decision to go without a chain guard. Good progress today. Yesterday, the crank set and the shifters came in.

2019 141

2019, So Far - 2,400 Layoffs in Media (that brutal moment of clarity)

Jane Genova: Speechwriter - Ghostwriter

As BusinessInsider reports, so far in 2019, there have been 2,400 layoffs.   As a result, more and more positions in communications have shifted to being a buyer's market.

2019 56

Troubles of Glam World of Media Deepen in 2019 - Salon Selling Itself

Jane Genova: Speechwriter - Ghostwriter

The year 2019 will go down in history as when the troubles of media, digital natives and establishment, deepened.  " The identity of the buyer is not yet public.   So far in 2019, the media industry has lost 2,700 jobs.  Published in February 2019, Abramson's book "Merchants of Truth" has already plunged to the 47,761 rank on Amazon. Those in media, especially in 2019, tend to be on short time. 

2019 43

The No-Cool Greenwich, CT McMansion

Jane Genova: Speechwriter - Ghostwriter

Still no buyers.  Since 2009, Robert Steinberg and his wife have been struggling to sell their McMansion. It's located in Greenwich, Connecticut. And its history includes being owned by a youthful Donald Trump and the first of his three wives. 

2019 65

Distressed Conde Nast Reported to Be Selling Another Title

Jane Genova: Speechwriter - Ghostwriter

  Now, it's reported that after almost a year it found a buyer for the fashion title W. Recently, struggling Conde Nast sold Brides.  The purchaser is said to be Surface Media. Here are more details.

2019 67

The Importance of Daily Habits to Become a Successful Speaker

Speaker Launcher

Because developing the daily habits that put you in front of buyers on a regular basis, fearlessly planting seeds, or asking for business from past clients cannot be overstated. Daily habits. Not the most glamorous topic, but an important one for anyone building a speaking business. So, let’s look at the importance of daily […]. The post The Importance of Daily Habits to Become a Successful Speaker appeared first on Jane Atkinson.

2019 70

Youngstown, Ohio Loses Another Piece of Its Soul: Vindicator Shutting Down

Jane Genova: Speechwriter - Ghostwriter

Its search for a buyer didn't pay off.  When a community loses its local newspaper, it loses a piece of itself. Here in the Youngstown, Ohio metro area, yesterday the editor in chief Todd Franko announced that the 150-year-old Vindicator will end publication at the end of August.

2019 52

Sense-making selling

SpeakerSue Says...

If it causes buyer friction, don’t do it. – are the virtual bridge between the information buyers have when they approach you, and their skepticism. Words! Words to explain what I’ve been teaching for years. It’s a good day! Friction-less. Stanford’s “friction-less” replaced years of saying, easy, effortless, simple. Create a friction-less customer experience. Perfection. And now a new one. Sense making. Sellers – you!

2019 43

Gourmet Coffee as Affordable Luxury - Maxwell House As Not Satisfying, Even at the First Drop

Jane Genova: Speechwriter - Ghostwriter

No buyers. It's a fun ritual. We ordinary folks will go on a pilgrimage to find just the right coffee. That's even if we have to pony up a premium price. Gourmet coffee is a luxury item we make it our business to afford. Those in the business loop for Maxwell House never got that.

2019 56

Bloodbath Expected in Stock Markets - Businesses Have to Re-Think Pricing Strategy

Jane Genova: Speechwriter - Ghostwriter

Those of us who manage to navigate the fear-based environment of 2019 will be flexible in our pricing. Back then, every buyer expected a bargain.    Here are 4 tips for marketing and sales for 2019: Position and package yourself as existing to help, not sell.

2019 56

Middle Managers Losing Jobs (and more) in 1980s Corporate Restructuring - Now, Lawyers Will Be Going Through That

Jane Genova: Speechwriter - Ghostwriter

  It's the buyer of financial services who is calling the shots. For those, buyers know they won't be fired if they go with a handful of elite brandname law firms. It probably will happen in 2019 or, at the latest, 2020.  It's palpable.

2019 52

Stop making these two common HUGE proposal mistakes

SpeakerSue Says...

persuade buyers you’re the best choice and why. Knock it off and instead tell the story that matters to the buyer! What did you and your buyer talk about as key drivers? What do you know, from your knowledge base, is critical to this type of buyer? What is a proposal?

2019 77

The American Dream - Class Action Lawsuit Positions and Packages It as Vast Conspiracy

Jane Genova: Speechwriter - Ghostwriter

For example, brokers representing buyers tend to not show residential property listed at a commission rate below 6%. The real victim, argues the plaintiff class, is the buyer. That buyer will have to absorb the commission through the selling price. 

2019 52

Home Ownership - American Dream Turns Nightmare, for 2nd Time in 21st Century

Jane Genova: Speechwriter - Ghostwriter

  The reasons behind this second nightmare include:  Rising interest rates ramp up the amount of money buyers have to lock in.  The Chinese buyers have left the market. Who can forget the residential real estate crash that brought those fire-sale prices around 2012?

2019 56

Step-By-Step Guide to Creating a Viable Go to Market Strategy

SlideModel

What are the common buyer’s behaviors at different stages of their decision process? How does your ideal buyer look – age, demographics, income, shopping preferences? You will need to develop a clear understanding of your target audience and individual buyers.

2019 56

Content-Creation - Nervous Professionals Are Considering That as Side Hustle

Jane Genova: Speechwriter - Ghostwriter

As a result, the field is a buyers' market.    The implications of entering a buyers' market are huge.  2019" has lots to say about that. Wages are stagnant. Yet the cost of living keeps going up.

2019 52

How to Design Better Sales Funnels

SlideModel

Buyers “purchase journeys” are rarely linear. Creating a sales funnel, which is ultimately a visual path to purchase for your customers, has to begin with a sales funnel design based on what you intend to do and what you want to happen at each stage of a buyer’s journey.

2019 56

How to Carry Out a Feasibility Study and Get Better at Business Decision Making

SlideModel

Economic feasibility (also referred to as market feasibility): a detailed investigation into the current market landscape, future market potential, sales projections, competition and target buyers. It’s a well-known fact that projects fail more often than they succeed.

2019 52

Disney Deal Closes Today, Lachlan Murdoch Era Kicks Off at Fox (and it could end with the sale of the network)

Jane Genova: Speechwriter - Ghostwriter

The Fox brand would become more middle-ground - and appeal to a larger group of potential buyers.  Today Disney closes the deal. It is purchasing, for $71.3 billion, 21st Century Fox assets.

2019 56

Onion, Gawker 2.0 Losing Millions of Dollars - More Hard Times for Digital Media

Jane Genova: Speechwriter - Ghostwriter

If Gizmodo Media Group finds a buyer, of course, there will be restructurings. The Onion, which presents a satiric take on whatever, and Gawker 2.0, an attempt to push the envelope like the original Gawker, are money losers.

2019 56

Fox News - Jeanine Pirro May Not Be a Fit in Lachlan Murdoch Era

Jane Genova: Speechwriter - Ghostwriter

Pushing it to the middle would attract more potential buyers. The Lachlan Murdoch era has begun at Fox News.    So, the career of Jeanine Pirro may be over. Unlike what was encouraged in the Roger Ailes era, rabid alt-right rhetoric isn't tolerated in the Lachlan one.

2019 52

How Voice of the Customer Concept Can Boost Sales and Revenue

SlideModel

Any customer that is satisfied with your product or service is likely to not only repeat purchase but also to recommend other potential buyers to opt for your brand.

2019 52

How to Develop an Effective Lead Generation Strategy

SlideModel

Clearly, those three distinctive groups of buyers will need different “treatment”. You will want to pursue only a specific group of prospects that match your buyers’ personas. Getting plenty of traffic does not automatically equals sales and profits.

Dallas Morning News Cuts 4% of Workforce, Including 20 Newsroom Jobs

Jane Genova: Speechwriter - Ghostwriter

If there is an economic downturn, that could be more of a squeeze on what buyers will pay for our services.  Another sad day for newsroom employees. The Dallas Morning News announced that to survive and eventually scale it had to lay off 4% of its employees.

2019 56

National Enquirer SOLD! - End of an Era

Jane Genova: Speechwriter - Ghostwriter

Well, it found a buyer. James Cohen, a friend of the current owner David Pecker, is the buyer. The National Enquirer used to be  the  gossip tabloid. King of gossip about naughty rich people and criminals Dominick Dunne used to make it his business to get to the supermarket on Thursdays. That's when it was on newsstands.    In addition, it was the National Enquirer which broke the story about presidential hopeful John Edwards' having a mistress. 

2019 43

Salon Never Got the Hang of Business

Jane Genova: Speechwriter - Ghostwriter

  The identity of the buyer is secret, at this time. Cool, it turned out, wasn't enough. As Wrap reports, the Salon Media Group has agreed to be sold for peanuts - $5 million. Launched in 1999, the digital media outlet was an influencer. It attracted talented content-providers. And it was an honor to have it link to your blogs. However, it couldn't pull off the business end. In fact, in 2017, Politico outed that it had been unprofitable.

2019 43

The Business of Awards (including the Oscars) - Declining Value

Jane Genova: Speechwriter - Ghostwriter

Things are moving too fast and pricing is too important for buyers of services and products to give much of a damn about awards. Beginning with those gold stars nuns gave out to the Good Girls in Catholic grade school, I have been suspicious of awards.

2019 52

The Generations Loving Golf - Screwed

Jane Genova: Speechwriter - Ghostwriter

That limits the pool of buyers significantly. In addition, there are fewer buyers to begin with since fewer want to be based around a golf course. In the mid 1990s, we ambitious professional women were encouraged to learn how to play golf. Sure, it was a difficult sport and not cheap.

2019 52

Chris Watts' House to Be Auctioned Off - Would You Bid on It?

Jane Genova: Speechwriter - Ghostwriter

Usually, murders and suicides which took place on the property have to be disclosed to potential buyers. In foreclosure, the house in which Chris Watts and his family lived will be auctioned off this coming April. It had been purchased in May 2013 for $392,709.

2019 52

6 Customer Journey Maps You Can Swipe

SlideModel

There are key stages of a buyer’s journey – awareness, interest, consideration, purchase, post-purchase, and re-purchase. You may have developed a buyer persona quite some time ago (or not). When retail was all brick and mortar, things were simple.

That Now House of Horrors That Jack Built - GE

Jane Genova: Speechwriter - Ghostwriter

No employee, no home buyer, no investor, and no geographical area should have blind faith in any corporation or its supposedly iconic leadership. In Fairfield, Connecticut, the aura surrounding GE mirrored that currently dominating Amazon in Seattle, Washington. 

2019 52

Your Sales Cycle Has Changed. Have You?

SpeakerSue Says...

67% of the buyer’s journey is now done digitally.” 74% of business buyers say they conduct more than half of their research online before making an offline purchase.” Focus more on helping your buyer feel smart and comfortable with the information and the outcome.

2019 60

The results of writing an email naked….

SpeakerSue Says...

To be decent, the writer only needed to do two minutes worth of research to understand how she could align her product with what matters to the buyer. I hate bait and switch subject lines so right away you need to know: I don’t know the guy in the photo <sigh> I’m fully dressed (thank the lord). You won’t be naked (unless you want to be and no need to tell me about it). A naked email is an email written without the decency of dressing; personalization and care.

Email 61

Increase Sales with this One Easy Tip

SpeakerSue Says...

Do your buyers like you? I’m not asking if they’re your best friends but do they respond to your emails in a friendly, helpful, warm way? That is an easy way to tell where you stand with them.). If they don’t like you, you’re losing sales because really they don’t need you.

2019 56

Buzzfeed Laying Off 15% of Staff in Global and Web Content

Jane Genova: Speechwriter - Ghostwriter

  The reason for this development is likely to reduce costs in order to make the media property more attractive to a buyer or a merger partner. Uneasy lies the heads of those who work in media. Buzzfeed is the second media company to announce job cuts on Wednesday. Earlier, Verizon indicated it was laying off 7% or about 800 in its Media Group. Now, reports the New York Post , Buzzfeed says it is conducting a reduction in force for 15% of staff in global and web content.

2019 40

They want a proposal. Now what?

SpeakerSue Says...

Buyers want to know if you, your team and your product that can make their vision/dream/objectives come true. Buyers want to trust you, feel appreciated and special and feel right about choosing you. It’s about taking the time to create a proposal that is real, specific and impressive because it fully resonates for the buyer. Buyers need to be persuaded that you and your solution are trustworthy. “Send me a proposal,” they say. Why do they want you to send information?

How to use email to handle “objections”

SpeakerSue Says...

The question the buyer expresses may not be the real question. Write an email that piques their interest enough, provides so much care and vision and value that your buyer will want to accept or even make the call. Instead of second guessing the buyer, set up a call to discuss options. You know this. You know email is a rotten communication tool for answering questions because: 1. Too much effort – friction! – is required answering questions.

2019 43

Your secret equation for prospecting success

SpeakerSue Says...

Here is the maybe: If you have a DOS who gives you names of hundreds of qualified buyers and insists you send them something this week, use a great template and look for a new job. Care + personalization = engagement. Personalize your touchpoint. Evoke authentic emotion. Make the next step friction-less. Delight with a vision statement. The equation starts with caring enough about their success/happiness/delight/comfort instead of your passion for your product or desire to make a sale.

3 more ways to not to be that annoying emailer: Part Two

SpeakerSue Says...

Your recipient – whether buyer or boss – will read into what she wants, and you have to deal with the aftermath. Clearly email etiquette is important to you because so many of you engaged with last week’s post, The 3 Most Annoying Email Habits. Here is Part Two: How NOT to be THAT person! The Sneak. You send an email to your colleague and BCC another colleague, or your boss. It really doesn’t matter. What does matter is that you’ve been deceptive; fancy language for a liar.

2019 40

What high sales performers do before and in email…

SpeakerSue Says...

They make it easy for the buyer to want to commit and close. “Email isn’t just a response to a request but a strategic tool that can set you apart from others” SpeakerSue. Email, when used strategically, is an amazing tool to initiate, nurture, grow and close business. But if modern, authentic sales process isn’t understood or applied, email morphs into opening words like, “How are you today?”

2019 40

Your Customer’s Experience in a Digital World

SpeakerSue Says...

The right words are words that resonate for the buyer and align with what they want and need. The right words show care for the buyer. It was such a small thing. It was early morning and I asked at the bell desk for a NYTimes. I was in luck. How long will you be staying with us?” the bellman asked as he handed me my paper. Until tomorrow,” I said. “Great, I’m happy to deliver a copy of the paper to your room before you leave. Would that work for you?”.

2019 43

The Best Never Cold Calling Script

SpeakerSue Says...

Research is critical because no on should be emailing or calling unless they understand (at least) a bit about the buyer’s needs. The emails were totally disingenuous and because buyers are smart, the sellers were getting very poor results. “The Best Cold Call Script Ever” just appeared in my inbox. I’m hopeful it didn’t appear in yours because you might be tempted to use it. After all, look at what they’re calling it. But it isn’t. They start by suggesting research.

2019 43

Are you playing to your selling strength?

SpeakerSue Says...

Just one phone call enables your buyer to hear your passion for their success and enables you to discover more about the client both personally (is that a Springer Spaniel barking in the background?) Here’s a pop quiz to start the new year: Are you a: A. better writer than talker?

2019 52