Would you like fries with that?

No matter what type of business you are in, the old truism stands: Nothing happens until someone sells something. You may be the best at what you do, but if you avoid selling, you are dead in the water. If prospecting isn't your idea of fun, and let's face it, who among us enjoys cold calling, maybe there is another way to boost your selling. 

Before you get a cold call panic attack, let's maximize each sale that comes in the door now. Fast food companies are the ultimate marketers of selling more than the customer plans to buy. "Would you like fries with that?" or, " Would you like to Super Size that for just a dollar more?" Why not apply the same philosophy to how you service your current clients? 

Keep them in the Family

Do you have related products or services to your core business? Begin today to offer them with every sale! Consider packaging or bundling products and services with different names (Silver, Gold, Platinum). Example: Siding installers can offer power washing. Call it what you want but offer an add-on of 3 annual power washings and free inspections. 

Get a Commitment

Do your customers need your services repeatedly? Example: Hair stylists... Offer an annual hair care package of a cut every 8 weeks, color every 16 weeks, nail service and a $50 retail credit for products. Discount it for advance purchase or throw in a labor only expense such as unlimited brow waxing.

There's a place down the road...

Could you expand your line of products or services. Here's an exercise: What type of referrals do your salespeople make most often to another business. Why pass revenue to someone else's cash register. If you are a window cleaning service, think about adding screen repair. If you are a travel agent, consider a house or pet sitting service.

It's that time of year

Check in with customers as they near the anniversary date of their last purchase. Your business may be seasonal, or the customer always calls you in October because that is when their birthday reminds them of your service, in any case, take advantage of the opportunity to call and check in. Even if it is just to "see how things are". It is a chance to tell them about new offerings that may be of interest.

Your current clients are the easiest path to larger revenues. Before you embark on a prospecting campaign, be certain that all staff with customer contact are looking for sales potential of current buyers and that they have a menu of offerings.

Good luck and get selling!,
Mary

Rest and Win!

Ten years ago (post 9/11) the trend was Nesting. In February, I was remarking to my geeky marketing friends that I believed that an upcoming marketing trend would be Resting. My geeky friends scowled at me, thinking I had lost my trend-spotting touch. After all, our culture prizes the go-go-go lifestyle accessorized with speedy technology pushing us to heights of frenzied productivity and madness. 

I held firm. More and more research is showing that without REST, we diminish the returns from our efforts, both cerebral and physical.. Think about your weekends and vacations, restful? I'm not asking are they fun. Are they Restful? Do your body and mind ever, ever, ever get a chance to catch up. Just relax. Do you find yourself creating to-do lists while getting a massage, having sex, trying to fall asleep. Perhaps, you have forgotten how to... rest.

I had put my Rest Marketing Trend  on the upper shelf, out of my reach with a wait and see attitude, until this conversation took place:

Mary: Thank you doctor for taking my call. I'm wondering what I can do to speed up my recovery from surgery?

Doctor: Rest.

Mary: Yes, I understand, but what else? Supplements? Pharmaceuticals? CDs or tapes I can download to my iPod?  Special exercises? A class? Yeah, an expensive Get Better Faster class? I'd like to sign up for that right away!!!

Doctor: Rest and time are the only two things you need. And maybe more sleep.

Mary: Tell me, please, that you are kidding.

Doctor: Mary, all you need is rest.

Now not every one needs to recover from surgery, but I think we are all going to start getting the message from health and mental wellness folks that what we need, in order to be more of whatever we are trying to be, is, in fact, rest.

I predict that:

• You will see products launching to help us get better rest, like Zeo, your personal sleep coach. 
• You will learn strategies from the sports world about resting for winning.
• You will begin to hear more about the impact of fatigue on your body and mind.

So my message is twofold: 1) get more rest; and, 2) if you are a marketer, begin to think of how you can bring a promise of rest to your customers and clients.

Love and Business

As women will do, I was chatting with a friend about well, yes, relationships. We were talking about people marrying up or down. My friend recalled a conversation she had with her bright, successful niece about her engagement to a man that was quite frankly a total loser. The bride-to-be beamed when she spoke of how her loser fiancé made her feel special and loved like never before. The wise aunt asked her “Tell me what you love about him?” Again the bride rallied on about his understanding of her personality, his patience with her, how he adores and accepts everything about her. She had never felt so confident about herself in a relationship or even in general. She owed it all to him. Asked again, “But really, what do you love about HIM?”  The young woman cocked her head and said “I don’t get what you mean?” Yikes. Fast-forward three years, and predictably the niece had taken her now self-confident self on the road and left the loser, telling her friends that she realized she never really loved him. Double yikes. Aunt: 2 points!

So what does this have to do with business? Plenty. The employer/employee relationship is very similar to a marriage. If an employee judges their marriage with your company only by what they get from the relationship, it won’t last. However if an employee loves being a part of the company, feels pride in how the company operates, can point to specific examples of the company doing the right thing, acting with integrity and charity in the community, respecting all employees, and making smart decisions, the employee will stay with you through thick and thin.

These are the businesses that when a company-wide pay cut is needed, employees don’t gripe or curse; they work harder to save the company they love. How do you know which type of company you are?

Ask yourself:
Do departing employees typically leave for higher paying companies?
Are company parties, special occasions poorly attended?
Employees would prefer to not wear logo attire?
There are many long time employees?

Your answers should give you some insight into how lovable your company is. Surprisingly it has very little to do with compensation and more to do with integrity, smart management and caring about your staff.

My advice: People need to know that they a part of something bigger and better than themselves. Be a good company and communicate the how and why to your employees and your community. Make employees feel proud of their association with your company.

If you work for a company you love, tell us why. Maybe an employer will learn something.

Mary

Your Mary in the Morning Internship Experience

What do you do when you need more staff and the budget master says "No!". You hire interns!!!  If you need college credit, or you are "available for new opportunities", this may be just the way to spend your summer, gaining valuable work experience, references and contacts. You do not need to be interested in a radio career to benefit from the Mary in the Morning Internship Experience. You will be using skills in marketing, research, social media, promotion, entertainment and more. You will also have more fun than any intern deserves, but we can't help that!

Join the Mary in the Morning Show as an unpaid intern.
The Official Mary in the Morning Internship Experience 
Spring/Summer 2010

Title: Mary in the Morning Intern

Location: Traverse City, MI

Job Description: Intern will support Host and Producer of Mary in the Morning.  We are currently offering a unique and exciting internship with Northern Broadcast, including 1067YOU-FM, Marigold and Mary in the Morning.

Approx 25-30 hours per week with some flexibility.

Roles and Responsibilities: Intern will assist in day-to-day activities of creating the Mary in the Morning show with heavy emphasis on show prep including guest/topic research, developing local contacts, and social media.  The vast majority of your duties will be hands on, seat of your pants Mary in the Morning show creation providing support for all behind-the-scenes elements including promotions and programming. During the live show, you will be greeting show guests, making them comfortable, assisting chefs with their gear, getting coffee, pulling audio from internet sources, and generally working in fabulously orchestrated chaos.Yes, you may find yourself ON-THE-AIR, but your primary role will be behind the scenes.

Requirements:

•    Must be computer literate and internet savvy

•    Internships are available to non-students looking for work experience

•    First consideration is given to college students seeking an academic internship for receiving academic credit - it is the applicant's responsibility to set up the internship with the school

•    You must be 18 years of age or older

•    We specialize in lifestyle issues of women age 30-55. Interns must relate to this market segment

•    Must be available in-studio 6AM to 9AM Mon-Fri. for 90 day internship. Interns are invited to, but not required to work off-site events.

How to get this position:

Send an e-mail to Mary@GoMarigold.com including a message of WHY you want to join our team, what you bring to the table and when you can start. Also include a link to a you tube video or article that you think would make a great topic for a segment of the show. Include your resume and contact info!

Should have posted this sooner!

No, actually, I'm blogging on time... this time. Is procrastination your enemy? I admit that I am a first-class over-achieving procrastinator. I can't wait to bond with my "better later than now" brothers and sisters at Marigold Forum on Thursday 2/18.

For a long time I bought into the research that said procrastination was a game of perfectionism. If there was any doubt that the end result would be less than perfect, we would delay starting the project at all. As with so many other theories, this one is being tossed out the window. I've never been a card-carrying perfectionist so I always wondered about the validity.

Here is my theory on my procrastination, because it seems to get worse as I get older: If I hit a roadblock in my project or chore, where I don't know exactly how to do something, I bail. At least for a time being, because I'm going to need to figure something out. At 46, I seem to think I should know everything I need to know and if it is going to require work (ugh!) to learn something, I put it off because I'd rather spend time doing what I know.Yes, I am ashamed. The strange thing is, I love learning new stuff, but I want to do it on my terms, not out of necessity. 

How about you? Why do you procrastinate? Have you figured out a way to leave this club? Can you come to my house and figure out why I can't view .pdfs anymore?

Post your comments here and please join us at Red Ginger on Thursday 2/18. CLICK HERE TO REGISTER. NOW!

Your friend,

Mary Rogers

“Is it possible that she’s just plain stupid?

We all learned in kindergarten that STUPID is not a word you should ever use, but sometimes, just sometimes, it is the only word that works. Stranger yet, it may be the verdict you hope for.

Have you ever had a client, colleague or co-worker do something to you that was so nasty, unethical, under-handed, sneaky, dishonest, etc… that you had to stop for a moment and think to yourself “Is she just stupid or is she doing this on purpose?”.

My experience is that these moments first prompt head-shaking shock, you say “WHAT?”, as if you can’t comprehend what the person is doing/saying. In most cases you are initially stunned and then seek counsel from others. “Is she just stupid or is she doing this with full knowledge that she’ll be voted off the island for this?” It is the “Just exactly what am I dealing with here?” question.

As mature and polite members of society, we might first seek clarification directly from the offender with a question that sounds something like….   “Do you realize that I’ve worked for 2 years on that account and you are going to take food from my kid’s mouths if you continue this?” 

One of 2 things will happen here: 1) Confession of pure stupidity with profuse apologies for not having grasped the finer implications of her actions; or 2) Stone faced admission of “I don’t give a damn”.

And then the Trial of Character begins.

We seek character witnesses who can shed light on the likeliness of her stupidity or evil greed. Is there a history of other offenses? Any prior convictions? What is the word on the street about this person?

Here is the point in this: How would you stand up to a Trial of Your Character? Would it be the consensus of your peers that you are just being stupid (this is the desirable determination, by the way) or would others have stories about you demonstrating something less than the highest standards of ethics. “Yes Mary, you need to watch out for her”.

In this small town market, the Trial of Character can be completed in less than 10 minutes, without the accused ever knowing it happened. The more questionable the character, the longer the trial tends to last. More conversation, more gossip, more history, more damage…

I was called upon to be a character witness in such a trial this week. My experience with the accused was that she was of high integrity and this really must be a case of stupidity or ignorance or just not getting it. I was shocked to learn that when confronted she pulled the stone faced “I don’t give a damn”. Wow.

The problem with these situations is that now my impression of her is certainly called into question, I can’t really call her up and say “What????”, but I’m still hoping, that she is just stupid. Please just be stupid. Mary Rogers

Answer your phone, you'll be amazed!

I met with a business owner friend from out of town last week to help her with some business troubles. Her very established business was feeling the squeeze from discounting internet-based competitors. A secondary concern was lagging employee morale, especially her sales team.

As we casually talked over a few hours, her cell phone was vibrating and beeping and and humming away. Even though I'd told her that I didn't mind if she dealt with business, she never so much as looked at her phone. It was starting to distract me as I grew concerned about why she was so "in demand". She assured me that it was like that 24/7, in fact she encouraged her customers and staff to just text her what they needed. She found it much more efficient to respond to texts, e-mails and voice messages. Her friends, collaegues, and even CUSTOMERS knew she didn't answer her phone. This was how she preferred to do business and run her business.

WHAT??

You can connect the dots between her business troubles and her communication habits. Maybe you are not so extreme, but I wager we can all learn a lesson from my friend. Answer the damn phone! Maybe even place a call yourself to check on a client. How about walking out of your office to a colleague's and asking how they're doing????

I am as guilty as anyone, letting our technology play our gatekeeper. Be careful or you will lose your relationship. When times get tough and everybody is shopping price, your only asset may be "the relationship". That relationship is with you, not your cell phone or Inbox.

Mary Rogers
Mary@GoMarigold.com

Not a program person!

Ready to make your New Years Resolutions? Going to quit smoking? Drinking? Overspending? Undervaluing yourself? Good luck with that.

I have a friend who is a "program person". You know the type: If weight loss is her goal, she writes a check to the gym, joins the 7AM Tuesday & 6PM Thursday step classes, purchases a bunch of sleek aerodynamic workout clothes, new bouncy shoes, buys the book "Grapefruit Fasts for Every Figure" and begins her countdown. After missing the first Thursday step class, she decides the whole thing is quite useless, the grapefruits are not as tasty as she recalls and she'll wait untill next January to try again. Let's call that a $650 effort toward her goal to lose 10 pounds.

We know the same people who do this with other quests. Want a new career? Take one semi-related class, buy some career books, buy a new resume software program, get tired of the whole idea, drop the class, use the books to hold a door ajar, blah, blah, blah.

Having been raised by a self-respecting AA drop out, I did pick up at least one useful tidbit of life guidance: Take things one day at a time. This is how addicts approach quitting. Just try to quit for today. If you need to start again tomorrow, cool. I feel the same way about weight loss, career planning, physical fitness, etc... Just look at today.

Try this at the start of your day: Have a list of 5 big picture goals for the year. Let's not even call them goals, that is way too much pressure. How about "My Things"? Maybe your My Things List includes

1. Better Marriage
2. Steadily Reducing Debt
3. Job Promotion
4. Organized and Tidy Kitchen
5. Be Healthier

Print about 15 copies of this sheet. Each day, have a goal to have taken at least one step toward one thing becoming a reality. An entry next to better marriage might be something like this...Kissed him before leaving for work. Write theses things down. How simple is that? Some days you may be a super-achiever and have several entries, wow! fantastic.

Here is my point with this: If you screw up, it is only one day! Each day we make thousands of minuscule decisions that impact our big picture Things. Just try to make mostly good decisions each day. Highly structured changes don't come easy. And grapefruit just gets plain old boring!

What's in a name? The Story behind Marigold.

The first time I saw somebody spell the name of my company "Marygold", I knew I had a problem. That was never the intent of the brand name. Sheer coincidence, I swear. If you are a gardener, you would understand.

Here was the idea for the company:

• Bring a lot of attention to women in business, a diverse and sometimes wildly individualistic group.
• Highlight their numbers, but accentuate their personal uniqueness and flair.
• Offer organization and structure to the group with out stealing the glory of the spotlight
• Deflect criticism of women in business in general, and of women business owners more specifically.
• Be a strong champion for others with well grounded financial structure for company growth.

Well, a gardener, familiar with Marigolds will see the analogy:

• Marigold plants make excellent border flowers, drawing the eye to the entire garden without being the showpiece. The flowers within the garden, delphinium, salvia, snapdragons, impatience, hollyhocks, geraniums, etc... are the showy, flamboyant, gorgeous centerpieces, they just need a structure to pull the viewer's focus together in an orderly fashion.
• Marigolds are considered excellent companion plants because they ward off insects from the other flowers in the garden.
• Marigolds are hardy suckers. It isn't easy to kill a Marigold! They are tenacious little workers requiring little to no attention.

We are almost 5 years into the Marigold Experiment, how well have we done to achieve what we set out to do? Love to hear your comments!

Your friend,
Mary Rogers

What is a Chick in Charge? Part 2

As I put forth in my previous post, I consider a Chick in Charge to be a woman who takes personal responsibility for her entire life.

"But that's not fair!" you may feel. "There are other forces in charge of my boat!". Here's what I say to that: Only if you put them there. You can't always be in control of every aspect of your life, of course not. But when you grant that control to other people or institutions, you should do it with what I call Reasoned Grace.

For instance, perhaps you can't put 100% effort into advancing your career right now because you have 3 children who need daily bathing, a husband who you adore making dinner for, and a German Shepard that likes to sit on your feet while you watch Two and a Half Men on Monday nights instead of attending City Commission meetings. The problem is when you start complaining about watching Jane at the office get promoted past you because you are a mom. If being home, really home, after 5:30 is your reward at the end of the day, hooray for you!

If you've made a decision with Reasoned Grace, you accept responsibility for the consequences of YOUR DECISION to have different priorities. A Chick in Charge makes deliberate choices and decisions about her life and doesn't feel the need complain or explain because the only place to go is the bathroom mirror. She gives herself the power to frame AND responsibility for her lot in life.

This is not easy. Women who achieve this have a crystal clear sense of their core values. You lose your confidence when those values become murky. What is really important to you right now? This is why transitions in women's lives are so tough. In one decade, your children are first on your list, a few decades later your aging parents make an appearance at the top. Where did my yoga go????

Your Chick in Charginess is reflected primarily in two ways that you can measure: money and time. Where do you spend your money? Where do you spend your time? If you have a clear sense of priorities, decisons of time and money become so much easier!

Next week we will explore Chicks in Charge of their money...