Convert More Clients with These 5 Tips

Earlier this week, our founder and president Jorge Villar shared 3 important tips on developing messaging that will help you convert sales. Every word within your messaging matters, and some words more weight than others. 

But what other tips should you consider as you strive to convert more prospects to clients?

Let's take a look at these 5 ideas:

1. Listen. 

Are you listening to your prospects? Are you talking over them or interrupting them? Do you take the time to hear them out and then paraphrase what they say to make sure you understood them? This critical - and simple - tip can change the way your prospects see you. Be clear and concise when you speak and respond to them, but make sure you provide them ample time and space to speak first.

2. Be irresistible. 

What do prospects really want from you? What can you offer them to solve their problems? Identify those solutions and kick them up notch by creating offers that compel them to do business with you. The offer should provide convenience and highly competitive advantages and should also showcase your exemplary level of service.

3.  Help them make the right decision. 

If you're talking to a prospect, you have both already recognized that your services are needed and are being considered. Don't focus on selling her your service; focus on selling her the solution that fits her needs.

4. Remember your manners. 

Just as your parents said, "yes m'am" and "no sir" go a long way as do "please" and "thank you." What impression of a business are you left with when one or more of its team members are discourteous to you? What does it say to you when someone you do business with goes above and beyond to exercise exemplary etiquette with you? Provide your prospects with not just the treatment they deserve but the treatment they will talk about to their friends.

5. Follow up consistently. 

By following up, you not only increase your opportunities to convert sales but you also create opportunities to build relationships and develop trust with your soon-to-be clients. These relationships are what will inspire clients to stay with you long-term and to refer business to you.

What would you add to this list? Let us know in the comments or tweet us: 

@rme360

#convertthissale 

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360

Employee Appreciation Day is March 6th: Let's Show Some Love

Friday, March 6th is the 20th anniversary of Employee Appreciation Day. (Insert applause box here. What? You don't have an applause box? Get one here.) 

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Bob Nelson, the creator of this holiday, says that appreciation from your managers "should be a daily thing. Not every person every day, but every day a manager should do something for somebody to show appreciation." I think we can all agree that recognition means a lot, especially from those who conduct our annual performance reviews and sign our checks. As we wait for the love/flowers/gift cards/etc to roll in tomorrow, here are some ways you can show your fellow employees that you appreciate them: (managers aren't the only ones who can dole out the compliments) 

1. Send your colleague a video. I don't know anyone who can deny the cuteness of kitties. And I definitely don't know anyone who wouldn't appreciate a video full of kitty cuteness to brighten her day and to say thank you for her hard work. I'm sure there are other videos you can send, but go with the kitties in this one; it's a sure bet. 

2. Use the iAppreciate app. This app created by O.C. Tanner Co., a leader in human resources consulting, provides with you tools to write notes, send e-cards or create award certificates for your fellow hard-working employees. You can even create a milestone event to celebrate a colleague's contributions, successes or years of service and invite others to attend. 

3. Say thank you. When was the last time a fellow employee thanked you for your help or your contributions? Felt good, huh? Pass on that fuzzy feeling to a well-deserving colleague. Maybe someone stayed late to work on a project. Maybe he brought the team donuts last week. Maybe she handled a tough meeting with poise you couldn't dream of having. Saying thank you sure can a long way. 

4. Be the one who brings the donuts. Seriously. This is never a bad idea. Be sure to include treats for colleagues with different diets (vegan, gluten-free, etc) as well. 

5. Request a meeting with your colleagues and management team about shows of appreciation. Nelson advises management to ask employees what they believe are the best ways to show appreciation and then to "shut up and listen." By brokering that meeting, you can show your fellow employees you care about team morale and show your management team that you take initiative. 

6. Collaborate with your human resources department on celebration ideas. Have a great idea for a last minute way to celebrate? Have something you'd like to see implemented for next year? Reach out to human resources and offer your ideas. Be a voice for your fellow employees and they'll appreciate your efforts. 

What ideas would you add to this list? Let us know in the comments or on our social media! 

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360

Marketing to Your Social Media Audience is A Two-Way Conversation

This week, our social media content focused on a critical topic: marketing to different audiences. Being able to understand the concerns of different audiences and connect with them in meaningful ways is an art that should show through in each of your marketing efforts. But sometimes that’s easier said than done.

We often forget that marketing should open the door to a two-way conversation, not simply a way to for your brand to be heard.

The following list can help you with your social media audience, but many of these tips can be applied to other audiences as well. Think of them as tips to create those two-way conversations.

Establish a level of trust.

Why should prospects trust you? What resources and services can you offer? What interest have you shown in your audiences’ various values and concerns? Your marketing should easily answer these topics so that your audiences will be compelled to open up to you.

Show your social media audience that you’re trustworthy by sharing client testimonials, posting links about trends that affect their communities and providing resources that speak to those trends.

Earn your connections. 

How do you show your audiences the way your business works? How do you put a face to your brand? How do you connect your brand to their lives? What kinds of conversations are you having with your audiences? Beginning such conversations may take longer with marketing efforts such as direct mail or other traditional media, but that’s not the case with social media.  Like Skip Prichard, CEO of OCLC, reminds us that “traditional media shape brand preference," but “digital leads to loyalty.”

Show your social media audience you care about connecting with them by posting behind the scenes videos of your office, sharing interviews with your brand’s leaders as well as team members and engaging with them via entertaining content. 

Bring back story time.

We loved story time as children, right? Of course we did. And we love it as adult consumers as well. Think of the poignant Anheuser Busch commercial honoring New York City that featured the well-branded and well-loved Clydesdale horses. The music, the landmarks, the clopping of hooves and finally the bow of the majestic horses to the New York City skyline come together to tell a story of sorrow, love and homage in just over a minute. The power of storytelling in marketing is irrefutable.

Show your social media audience your effective use of storytelling by creating interesting Vine videos, connecting your marketing to popular and timely topics and shaping your marketing around the human side of your brand. 

Respond to all feedback.

Responding to positive feedback is easy. You can thank your audiences for their thoughts and assure them that what they think matters to your brand. Responding to negative feedback is of course a bit more difficult. You may be tempted to ignore such feedback or to delete it altogether. Instead of following those inclinations, be respectful to your commenters and reassure them that a solution is in the works. (And then make sure it is.) This goes back to our second tip, as it allows you to be open and honest and show your audiences that your business is one that cares about earning their loyalty.

Show your social media audience you care about their feedback by being active on your chosen accounts and providing consistent responses.

Be likable.

Sure, you want to talk to your audiences about their needs and how you can serve them, which inevitably means discussions of business. But there’s no need to be stoic or unpleasant during those talks or for that matter any talks leading into to the brass tacks. Think of how you like for brands to talk with you and what makes you loyal to them. Likability is right up there with price and value for many consumers; you may offer a great deal to your audiences, but if they don't see you as likable, their business can quickly find its way down the street to your competitors.

Show your social media audience how likable you are by listening to them and focusing on more than just the brass tacks. Need inspiration? Check out Senator Cory Booker’s Twitter account. 

      By: Susan Gail Taylor, Copywriter and Marketing Coordinator at RME360

6 Tips to Mingle (and Jingle) Your Way Through Your Office Holiday Party

It’s here! 

The last weekend before the holidays. And the last opportunity for your office to throw a party or maybe for your boss to invite your department out for drinks. 

Excited? Apprehensive? Feeling like bailing? Whatever you may be feeling about holiday celebrations in your office, here are 6 tips to help you make it through the activities before you head off to your loved ones’ holiday festivities:

 1.  Don’t go on an empty stomach.

Your employer may spring for hors d'oeuvres or even shell out for a lavish meal, but it’s still a good idea to have a bite (or two) before you arrive. Wine can sneak up on the best of us, and managing being intoxicated with managing showing your boss your social side can backfire before you realize having that third glass of cabernet sauvignon was a faux pas.

Besides, you’re there to mingle, and mingling with food isn’t always a pretty sight.
 

2.   Reach out to coworkers you don’t know well or don’t know at all.

You may go through your typical day at work and have direct contact with 3-5 people. You may email that guy in Accounting on a weekly basis, but not know that he teaches accounting classes online after work. You may see that one woman who always wear that one blazer every Tuesday, but have no clue what her name is or which department she works in. Why not use your office holiday gathering to reach out to people outside the small circle of those you know? Rapport among coworkers makes for a happier, more productive workplace.

Who knows? That woman in that blazer may be on the other side of that desk when you’re interviewing for a promotion.

3. Recognize diversity.

It’s important that no one feels excluded or overlooked. While it may seem like a good idea to plan a party or activity that specifically represents every affiliation, it’s a better idea to go for neutrality.The holiday season and the end of a productive year for a business are reasons for everyone to celebrate; make it comfortable for everyone to do so.

Focus on what you share with coworkers with religious and cultural affiliations that are different than yours. What is something you all share? Maybe it's a laugh about ugly holiday sweaters. 

 4. Be sensitive to diverse dietary needs.

While many in your office may want to hold a holiday gathering at a fancy steakhouse, think about the lack of options such a place may offer to vegetarians or vegans. “They can just have a salad” isn’t exactly the most welcoming mindset; we all enjoy having several options to choose from when we dine out. Work with restaurants, event halls or catering companies to design a menu that makes everyone in the office feel included and appreciated in your office celebrations.

You could possibly find a new dish you like and make a new friend.

5. Avoid business talk. Enjoy the gathering. 

You may be interested in hearing client feedback on the project you submitted earlier in the week or confirming the date of your holiday bonus, but don’t corner your boss or anyone from HR about them. Attending an office holiday gathering with the agenda of getting such information can be perceived as rude or tacky. Instead, take the time to talk to your boss and coworkers about their interests outside of the office and enjoy seeing them in an entirely new light.

That light might include a disco ball over a dance floor.

6. When it’s time for you to leave, be sure to say goodbye.
 You’ve managed your wine intake, you’ve met new people, you’ve helped to make it comfortable for everyone to enjoy the party and have options to eat and you’ve possibly seen your boss dance under a disco ball. Unless you’re hitting the after party with your coworkers, it’s time to say goodbye. Shake hands, give hugs and thank your boss and those who helped organize the gathering. It’s the polite thing to do and will surely be warmly received.

Happy holidays from all of us here at RME360! 

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360

Jingle All The Way to Successful Holiday Marketing

Black Friday and Cyber Monday have come and gone, but the holiday shopping season hasn’t shown any sign of slowing down. What does that mean for your business? Hold on to that marketing steering wheel; it’s time to drive those sales home! The end of the year is mere weeks away, so let your holiday marketing wrap up your brand's 2014 with a red shiny bow. 

Need help tying that bow? Check out these tips:

1.     Hark! The user-generated content sings

According to a recent MIT study, the human brain can process and identify images seen for as little as 13 milliseconds. According to our collective common knowledge about people, we love to post photos of ourselves. So why not combine the two for your holiday marketing a la Starbucks style? Take a look at the coffee conglomerate’s cover photos album on Facebook and you’ll find several photos taken by fans a*k*a brand advocates. These photos add a layer of authenticity to Starbucks’ marketing, a layer that prompts fans to feel more connected to the brand. Fans whose photos are used feel valued and appreciate the interaction. Fans who see those photos feel more motivated to follow a brand that pays attention to and interacts with them.

Here’s an example of one of their user-generated cover photos:

And here’s how popular it was:

2.     It came upon the holiday video

Not a Christmas goes by without me thinking of my beloved late brother. And inevitably during the holiday season, I run across the Folgers commercial online when big brother Peter comes home to visit for the holidays and his sweet baby sister bounds down the stairs to see him. The soft sell in this video stands in the shadow of the overarching tone of family and holiday cheer. That cheer is of course celebrated over Folgers coffee; after all, Folgers isn’t selling feelings and big brothers. But what makes that commercial memorable? (I’m 36 years old and still remember it from my childhood.) The sense of family and the opportunity Folgers took to showcase a special sibling bond to create a holiday moment fit for Hallmark.

3.     Deck the local halls

What holiday traditions, events and trends are popular in your market? What makes prospects and clients in your market different than other markets? Recognize how holidays impact your market and who your prospects and clients are; by doing so, you can create messaging personalized just for them so that you increase the likelihood of appeal.

4.     Carol of the call to action

So you’ve created effective holiday messaging via videos, direct mail, social media and/or other preferred marketing outlets, but what have you asked your prospects and clients to do after reading the message? Don’t leave them hanging like ornaments on a Christmas tree; provide them with clear instruction on how to interact with you. Of course you would like for them to call your office, visit your website or stop by to see you, but what other actions can they take that will immediately benefit them? Encourage them to download a piece of targeted content such as a white paper or an ebook. Or direct them to a personalized landing page with more information about their particular need. 

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360

6 Tips for Building Lasting Client Relationships

 Do your favorite brands interact with you on social media? Do they show their appreciation of your patronage? Do they give you the "wow" factor at each point of service?

If they want to build lasting relationships with you, then they should be doing these things and more. And if you aren’t providing such things in an effort to build meaningful relationships with your clients, then it’s time to make immediate changes. Use the following tips to help you provide amazing service so that you can wrap the story and reputation of your brand around each client and prospect.

• Celebrate milestones with clients. This sounds simple, huh? But often we find ourselves too busy to remember birthdays, anniversaries or other important milestones our clients celebrate. Make time to send a card or to send a VSnap video via social media or email for such dates. (VSnap allows you to record 60 second personalized videos, a technique that can help you establish a connection and create trust.) 

• Remember that not every call should be a sales call.  If a client thinks you only call to sell her something new, you won’t be able to establish a meaningful relationship.  Find other opportunities to call clients and provide value to your service. Invite them to lunch to say thank you for their business, send them links to articles relevant to their businesses or call them to discuss best practices for a product or service you provide. Try to have multiple client touches throughout the year. 

• Don’t hinge your entire relationship on digital communication.  It’s very easy to rely on e-mail as the primary relationship tool, but remember that clients need to hear your voice and see your face, both of which add a personal touch and go a long way toward deepening client relationships.

• Exceed your clients’ expectations with the “wow” factor. One of the best ways to develop a meaningful relationship with your clients is to give them 1) exceptional service and 2) exceptional results. Don’t oversell yourself and don’t promise more than you can deliver, but set expectations that provide you with opportunities to excite your clients. Think about the last time a brand left you saying “wow.” Did a representative call you by your first name? Did he tweet about your business from his company’s profile? Did she deliver a product or document to you because you couldn’t come into the office? Did he send you a goody basket with a handwritten note? Remember how you’ve been dazzled by exceptional service and recreate such moments for your clients.

• Inspire your team with best practices. So now that you’ve recalled how you were dazzled, inspire your team to do the same by discussing best practices. One of the most powerful ways to continue with providing the “wow” factor is to share ideas on how to do so with your employees and/or colleagues. Bring in breakfast one morning and sit down with your team to listen to their ideas and to pass on yours as well. Talking about these ideas can increase the chances that providing “wow” factors become a standard for your brand.

• Find common ground. Do you and a client both love sports? Do you both have aging parents? Do you both enjoy the same activities outside of the office? Talk with them about such common ground issues; having something to talk about other than the business you are collaborating on makes working together on both sides much more gratifying.

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360