“The greatest mistake you can make in life is to be continually fearing you will make one.”
Elbert Hubbard (1856 – 1915) American writer, publisher, artist, and philosopher
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Built to Sell by John Warrillow highlights the many factors preventing business owners from successfully transitioning away from their companies and how to resolve this situation. All too often, business founders embed themselves within the operational fabric of the company they create; setting it up for failure upon they departure. In his business novel, John defines the business characteristics and operating environment owners must establish in order to later remove themselves from the organization without its subsequent collapse. These include:
offering products and services employees or technologies can deliver in the owner’s absence
specializing in doing one thing better than anyone else
creating a stream of recurring revenue because customers need to repurchase often
Benefits of Using this Reference
StrategyDriven Contributors like Built to Sell because of its actionable insights presented in a easy-to-consume business novel format. Furthermore, we believe John’s principles of creating a successful business apply to enterprises of all sizes, whether public or private.
StrategyDriven Contributors have long warned against the practice of employing ‘working managers.’ (See StrategyDriven Warning Flag – Working Managers.) We feel management is the work of managers and that to focus on other tasks, particularly those that should be performed by subordinates, dilutes the manager’s ability to effectively manage; diminishing overall organizational performance and doing a disservice to both the manager and his/her staff. John’s book, Built to Sell, presents in principle the actions necessary for every manager to remove him/herself from the day-to-day work of the business so to allow him/her to manage. Subsequently, the manager can be replaced. In John’s book, the owner-manager can sell and transition away from the company without its failing. In a corporate setting, the manager can transition via promotion/transfer and the remaining organization continue to operate successfully.
We believe the principles presented in Built to Sell are broadly applicable and the book to be an invaluable read for managers at every organizational level. For its quality and actionable insights, Built to Sell is a StrategyDriven recommended read.
https://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.png00StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2012-03-22 06:16:452015-09-17 21:57:51Recommended Resource – Built to Sell
I’m celebrating my 20th year of writing about sales, networking, loyalty, trust, attitude, leadership, business social media, and personal development.
My core of information transformed into a body of work that includes 11 books – all bestsellers. I did it while you were watching TV. I chose to write instead of watch.
Last week I began the celebration by talking about what’s to come in the evolution of the selling process, and how it will affect you and your sales for the next twenty years. I will continue with more this week, and next. If you missed last week, go to Gitomer.com and enter ‘twenty’ in the GitBit box.
Here’s the continuation of what’s new and what’s next:
6. VALUE-BASED MESSAGES. Any message you’re sending better have value to the customer or it will be deleted. Any tweet. Any blog post. Any business Facebook post. Any YouTube video. Show me the value.
7. VALUE FIRST. ‘Value-added’ and ‘value-add’ are dead. Those words assume you have to buy something in order to get any value. I am all about providing value in advance of a purchase. (It’s been working for 20 years.) There are ‘experts’ that warn against giving ‘unpaid consulting.’ Those people are idiots. Value first allows your customers to like and respect you as a person. Here’s what I have found to be an unwavering, ultimate truth: The more you give, the more you get. The more information you give away, the more business you receive.
8. BUYING MOTIVES. My trademarked, first rule of selling is, “People don’t like to be sold, but they love to buy.” If you’re looking to be a top 5% salesperson, uncovering buying motives is the only way.
9. BUSINESS SOCIAL MEDIA. It’s the single, biggest business imperative of this decade. Here are the minimums that make you a ‘player.’ A thousand people who ‘like’ your Facebook business page. (Have two pages: one personal, one business.) Five hundred twitter followers who receive at least one value tweet a day. Five hundred connections on LinkedIn. This makes your profile page look like mine. Twenty five videos on your YouTube channel that include vital information, ideas, thoughts, and testimonials. Now is the time to get serious about this new business strategy. I have, and it’s working far beyond my expectation in both exposure and remuneration.
10. FACE-TO-FACE. Live networking is still the most viable non-Internet prospecting strategy. Ten hours a week is the minimum.
11. COMMUNITY SOCIAL. Attend the ball, the charity event, the fundraiser, the theater, and the ball game. Be seen and known as a community supporter.
12. FIND THE LINK. When you meet someone face-to-face, it is important to find something in common. When you do, the relationship deepens and becomes more relaxed at the same time.
13. YOUTUBE. YouTube gives me visibility, credibility, and global exposure. For minimal investment. At this writing I have exceeded 2.3 million views on the BuyGitomer channel. Got yours?
14. INTERNET PROMOTION. What are you waiting for? Your marketing department? Your lawyers? The Internet is looking for human beings, not employees. Change your hat. Master your online presence.
15. PERSONAL WEBSITE. No longer an option. Register yourname.com tonight. Start your personal website today. Start with a one-page site that presents your philosophy of how you treat customers.
16. BLOG. This is a personal way to convey thoughts, ideas, and stories. Better than Facebook, blogging is more professional and more personal. If done correctly, you can level the playing field with The New York Times. Many people have.
17. E-ZINE. My weekly email magazine, Sales Caffeine, now ten years old, plays an integral roll in conveying my value messages. In a decade, it has transformed from a message into a business. Start sending a weekly, value-based email to your customers this week. Share your ideas. Share your wisdom. Your customers will like you, love you, respect you, refer you, and continue to buy from you. Mine have.
18. REPUTATION. Reputation of the salesperson is MORE IMPORTANT than reputation of the company or the product. What are you known as? What are you known for? What’s your image? What’s your Google image? What’s your social image? All of these elements turn into ranking and reputation. And it is visible to all – good or bad.
Out of space (again). The balance will appear next week. And keep in mind, this is not a ‘list of things.’ It’s a challenge manifesto. To you.
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].
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All organizations are resource limited and it is this limitation that forces executives and managers to become effective at prioritizing the deployment of company assets or risk marketplace failure. This reality places effective resource management at the heart of what it means to be a StrategyDriven organization – the deployment of organizational resources for the optimal achievement of mission goals.
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This is the 20th anniversary of my first column. Sales Moves first appeared in the Charlotte Business Journal on March 23, 1992. The column was an instant success. It soon found its way to Dallas, Atlanta, Denver, Philadelphia, and a bunch of other cities. My column has appeared in more than 250 publications.
Mark Ethridge, then-publisher of the Charlotte Business Journal, novelist, Pulitzer Prize winning journalist, and my good friend and supporter, said that publishing Sales Moves was his most impactful marketing decision of 1992.
It was the turning point in my career.
As a result of the column’s publication, people began to call from all over the country, and still do every day. Newspapers called wanting to publish the column. Readers called to thank me for helping them make sales. I found out that salespeople were hanging my weekly article on the wall in their offices. They were copying the column and passing it around. They were mailing it to friends and coworkers in other cities. They were using the column to lead sales meetings.
All of that occurred before the Internet. Times, and publishing strategies, have changed. Drastically. So have lots of sales strategies. This writing is strategic for you to understand what is NOW, and what you have to do to be prepared for NEXT.
Think about the early days of URL registration. What kind of fortune could you have made if you had jumped on it. Did you? Many people waited. Too long. How long did you wait? I was astute enough to get my family name, ‘Gitomer.com’ You?
I have been writing for 20 years. For that same amount of time, I have asked you to write with me. I know what writing does because Ilive the essence of it. In 1992 you had to rely on print media. Now, you’re your own publishing house. There’s no reason for your voice to be muted, and (through search engines and social media) every opportunity to be found.
If you’re old enough to have been in the working world 20 years ago, you have seen many evolutions: cell phone, computer, laptop, software, internet, email, wireless connection, the rise and fall of CompuServe and AOL, car phones (remember them?) and the rise of China to name a few.
The list below is not a ‘to do’ list. It’s a ‘to understand’ first and to make a (flexible) plan of action second list. To take consistent, deliberate actions to create your own success. These are imperatives for ‘the now’ and the near future. Imperatives are not optional.
Here are the imperatives of success for 2012 – and the next 20 years:
1. THINK. Set aside time to understand and see the big picture, and how you fit into it. Alongside of your ‘to do’ list, create a longer list of “to become.” That’s where thinking comes from. KEY POINT OF UNDERSTANDING: Document as you think. Don’t let thoughts and ideas escape. Ever.
2. ALLOCATE TIME. Time management is passé. Allocate productive use for each hour of the day. Time management is a waste of time, has no finite measurement, and is confusing. Time allocation says: there are 24 hours in the day. And asks: how will youinvest each one of them? Once you realize you need an hour to make follow-ups, an hour to answer emails, an hour to do business social media, and so on – you now understand where your day goes. There is flexibility to go on appointments, attend meetings, and be with your family – but ‘allocation’ is a word that resonates and a concept you can control.
3. ATTRACT. Getting customers to call you is the real key to convert selling to buying. Writing with valuable messages creates attraction (not sitting on a couch manifesting). NOTE WELL: Please don’t confuse this with ‘prospecting’ or ‘cold calling’ – those elements of selling are over. You repel with cold call sales messagesthat interrupt others. You attract with consistent value messages.
4. ENGAGE. The step after attract is engage. I got you here. Can I keep you here? Why would I want to read, or get involved, or buy? Those answers will lead you to sales. Maybe you need to ask the last ten people that bought.
5. CONNECT. I may buy, but it may be transactional. Is there any reason to stay connected with you? I don’t know your reasons, but I know mine. My customers (like you) want more now and next knowledge. My customers want stuff about them and their success. Yours?
Yikes! I’m out of space. To be continued with the rest of the now and soon imperatives. This full two-part article will be prominently displayed on my website after the second part appears next week. Stay tuned – and thank you for your loyalty.
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].
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Business Programs
Leadership Inspirations – Fear of Mistakes
/in Leadership Inspirations/by StrategyDrivenElbert Hubbard (1856 – 1915)
American writer, publisher, artist, and philosopher
Recommended Resource – Built to Sell
/in Recommended Resources/by StrategyDrivenby John Warrillow
About the Reference
Built to Sell
by John Warrillow highlights the many factors preventing business owners from successfully transitioning away from their companies and how to resolve this situation. All too often, business founders embed themselves within the operational fabric of the company they create; setting it up for failure upon they departure. In his business novel, John defines the business characteristics and operating environment owners must establish in order to later remove themselves from the organization without its subsequent collapse. These include:
Benefits of Using this Reference
StrategyDriven Contributors like Built to Sell because of its actionable insights presented in a easy-to-consume business novel format. Furthermore, we believe John’s principles of creating a successful business apply to enterprises of all sizes, whether public or private.
StrategyDriven Contributors have long warned against the practice of employing ‘working managers.’ (See StrategyDriven Warning Flag – Working Managers.) We feel management is the work of managers and that to focus on other tasks, particularly those that should be performed by subordinates, dilutes the manager’s ability to effectively manage; diminishing overall organizational performance and doing a disservice to both the manager and his/her staff. John’s book, Built to Sell, presents in principle the actions necessary for every manager to remove him/herself from the day-to-day work of the business so to allow him/her to manage. Subsequently, the manager can be replaced. In John’s book, the owner-manager can sell and transition away from the company without its failing. In a corporate setting, the manager can transition via promotion/transfer and the remaining organization continue to operate successfully.
We believe the principles presented in Built to Sell are broadly applicable and the book to be an invaluable read for managers at every organizational level. For its quality and actionable insights, Built to Sell is a StrategyDriven recommended read.
What has the last twenty years taught me about the next twenty?
/in Marketing & Sales/by StrategyDrivenI’m celebrating my 20th year of writing about sales, networking, loyalty, trust, attitude, leadership, business social media, and personal development.
My core of information transformed into a body of work that includes 11 books – all bestsellers. I did it while you were watching TV. I chose to write instead of watch.
Last week I began the celebration by talking about what’s to come in the evolution of the selling process, and how it will affect you and your sales for the next twenty years. I will continue with more this week, and next. If you missed last week, go to Gitomer.com and enter ‘twenty’ in the GitBit box.
Here’s the continuation of what’s new and what’s next:
6. VALUE-BASED MESSAGES. Any message you’re sending better have value to the customer or it will be deleted. Any tweet. Any blog post. Any business Facebook post. Any YouTube video. Show me the value.
7. VALUE FIRST. ‘Value-added’ and ‘value-add’ are dead. Those words assume you have to buy something in order to get any value. I am all about providing value in advance of a purchase. (It’s been working for 20 years.) There are ‘experts’ that warn against giving ‘unpaid consulting.’ Those people are idiots. Value first allows your customers to like and respect you as a person. Here’s what I have found to be an unwavering, ultimate truth: The more you give, the more you get. The more information you give away, the more business you receive.
8. BUYING MOTIVES. My trademarked, first rule of selling is, “People don’t like to be sold, but they love to buy.” If you’re looking to be a top 5% salesperson, uncovering buying motives is the only way.
9. BUSINESS SOCIAL MEDIA. It’s the single, biggest business imperative of this decade. Here are the minimums that make you a ‘player.’ A thousand people who ‘like’ your Facebook business page. (Have two pages: one personal, one business.) Five hundred twitter followers who receive at least one value tweet a day. Five hundred connections on LinkedIn. This makes your profile page look like mine. Twenty five videos on your YouTube channel that include vital information, ideas, thoughts, and testimonials. Now is the time to get serious about this new business strategy. I have, and it’s working far beyond my expectation in both exposure and remuneration.
10. FACE-TO-FACE. Live networking is still the most viable non-Internet prospecting strategy. Ten hours a week is the minimum.
11. COMMUNITY SOCIAL. Attend the ball, the charity event, the fundraiser, the theater, and the ball game. Be seen and known as a community supporter.
12. FIND THE LINK. When you meet someone face-to-face, it is important to find something in common. When you do, the relationship deepens and becomes more relaxed at the same time.
13. YOUTUBE. YouTube gives me visibility, credibility, and global exposure. For minimal investment. At this writing I have exceeded 2.3 million views on the BuyGitomer channel. Got yours?
14. INTERNET PROMOTION. What are you waiting for? Your marketing department? Your lawyers? The Internet is looking for human beings, not employees. Change your hat. Master your online presence.
15. PERSONAL WEBSITE. No longer an option. Register yourname.com tonight. Start your personal website today. Start with a one-page site that presents your philosophy of how you treat customers.
16. BLOG. This is a personal way to convey thoughts, ideas, and stories. Better than Facebook, blogging is more professional and more personal. If done correctly, you can level the playing field with The New York Times. Many people have.
17. E-ZINE. My weekly email magazine, Sales Caffeine, now ten years old, plays an integral roll in conveying my value messages. In a decade, it has transformed from a message into a business. Start sending a weekly, value-based email to your customers this week. Share your ideas. Share your wisdom. Your customers will like you, love you, respect you, refer you, and continue to buy from you. Mine have.
18. REPUTATION. Reputation of the salesperson is MORE IMPORTANT than reputation of the company or the product. What are you known as? What are you known for? What’s your image? What’s your Google image? What’s your social image? All of these elements turn into ranking and reputation. And it is visible to all – good or bad.
Out of space (again). The balance will appear next week. And keep in mind, this is not a ‘list of things.’ It’s a challenge manifesto. To you.
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author
Resource Management – Value of Effective Resource Management
/in Premium, Resource Management/by StrategyDrivenHi there! Gain access to this article with a StrategyDriven Insights Library – Total Access subscription or buy access to the article itself.
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Don’t need a subscription? Buy access to Resource Management – Value of Effective Resource Management for just $2!
A celebration of consistency. A legacy of insight.
/in Marketing & Sales/by Jeffrey GitomerThis is the 20th anniversary of my first column. Sales Moves first appeared in the Charlotte Business Journal on March 23, 1992. The column was an instant success. It soon found its way to Dallas, Atlanta, Denver, Philadelphia, and a bunch of other cities. My column has appeared in more than 250 publications.
Mark Ethridge, then-publisher of the Charlotte Business Journal, novelist, Pulitzer Prize winning journalist, and my good friend and supporter, said that publishing Sales Moves was his most impactful marketing decision of 1992.
It was the turning point in my career.
As a result of the column’s publication, people began to call from all over the country, and still do every day. Newspapers called wanting to publish the column. Readers called to thank me for helping them make sales. I found out that salespeople were hanging my weekly article on the wall in their offices. They were copying the column and passing it around. They were mailing it to friends and coworkers in other cities. They were using the column to lead sales meetings.
All of that occurred before the Internet. Times, and publishing strategies, have changed. Drastically. So have lots of sales strategies. This writing is strategic for you to understand what is NOW, and what you have to do to be prepared for NEXT.
Think about the early days of URL registration. What kind of fortune could you have made if you had jumped on it. Did you? Many people waited. Too long. How long did you wait? I was astute enough to get my family name, ‘Gitomer.com’ You?
I have been writing for 20 years. For that same amount of time, I have asked you to write with me. I know what writing does because Ilive the essence of it. In 1992 you had to rely on print media. Now, you’re your own publishing house. There’s no reason for your voice to be muted, and (through search engines and social media) every opportunity to be found.
If you’re old enough to have been in the working world 20 years ago, you have seen many evolutions: cell phone, computer, laptop, software, internet, email, wireless connection, the rise and fall of CompuServe and AOL, car phones (remember them?) and the rise of China to name a few.
The list below is not a ‘to do’ list. It’s a ‘to understand’ first and to make a (flexible) plan of action second list. To take consistent, deliberate actions to create your own success. These are imperatives for ‘the now’ and the near future. Imperatives are not optional.
Here are the imperatives of success for 2012 – and the next 20 years:
1. THINK. Set aside time to understand and see the big picture, and how you fit into it. Alongside of your ‘to do’ list, create a longer list of “to become.” That’s where thinking comes from. KEY POINT OF UNDERSTANDING: Document as you think. Don’t let thoughts and ideas escape. Ever.
2. ALLOCATE TIME. Time management is passé. Allocate productive use for each hour of the day. Time management is a waste of time, has no finite measurement, and is confusing. Time allocation says: there are 24 hours in the day. And asks: how will youinvest each one of them? Once you realize you need an hour to make follow-ups, an hour to answer emails, an hour to do business social media, and so on – you now understand where your day goes. There is flexibility to go on appointments, attend meetings, and be with your family – but ‘allocation’ is a word that resonates and a concept you can control.
3. ATTRACT. Getting customers to call you is the real key to convert selling to buying. Writing with valuable messages creates attraction (not sitting on a couch manifesting). NOTE WELL: Please don’t confuse this with ‘prospecting’ or ‘cold calling’ – those elements of selling are over. You repel with cold call sales messagesthat interrupt others. You attract with consistent value messages.
4. ENGAGE. The step after attract is engage. I got you here. Can I keep you here? Why would I want to read, or get involved, or buy? Those answers will lead you to sales. Maybe you need to ask the last ten people that bought.
5. CONNECT. I may buy, but it may be transactional. Is there any reason to stay connected with you? I don’t know your reasons, but I know mine. My customers (like you) want more now and next knowledge. My customers want stuff about them and their success. Yours?
Yikes! I’m out of space. To be continued with the rest of the now and soon imperatives. This full two-part article will be prominently displayed on my website after the second part appears next week. Stay tuned – and thank you for your loyalty.
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author