Consider how you will follow up with customers without burdening them with too many messages.

How do you plan to find out how customers like to communicate?

• E-Mail
• Phone
• Text
• Social Media
• High Touch meeting or seminar
• Free gift
• Hand written letters

Example: Smart Goal-

• I will send a hand written thank you note within 24 hours of a meeting.
• I will send an e-mail follow up within 3 days of a meeting.
• I will send a monthly   e-newsletter to all new clients.
• I will send a video in an e-mail 2 weeks after a meeting.
• I will drop off a DVD of recent work, one month after a meeting.

Golden Rule Selling describes treating a customer the way you would like to be treated; however, the author of this book asks you to be exceptional.

Exceptional:  not common; rare; exceeds expectations; above and beyond the norm.  When I read the definition I thought of someone who fits these words perfectly. My exceptional client is compassionate, smart, and loyal.  Everyone who meets him cannot help but want to be around him.  In business he is positive, credible, will go above and beyond to help his customers and protect his fellow co-workers.  My client built his business from nothing.  Everyone respects and admires his character, class and confidence.  The definition of exceptional describes his work and personal life, which he built on faith and integrity.

The best example is the Hope Diamond.  When I saw it, it took my breath away.  No other diamond will ever compare.  In marketing and sales, our job is to wow our clients and customers.  As a job seeker, our goal is to stand above the competition.  How do you wow your customers?  How do you exceed expectations?  As a marketing keynote speaker, I provide tools and resources to help people build their brand and wow their clients/employers.  The use of mentors, relationship building, coaching, faith and education are cited by great leaders as ways to help you grow.  I encourage you to look at the people in your life who made a difference and helped you grow.  Often we are told to look to Jack Welch, Warren Buffet or Donald Trump for lessons in leadership and personal branding.  There are great lessons from these men, but think back to your past for a moment.  What about a teacher, uncle, first boss or coach who helped you and challenged you to grow.  These are people who took the time to invest in you, by challenging you.  An acquaintance once told me that a professor he admired wrote on his paper, “You have a great mind, use it.”  My acquaintance carried that quote with him for years and it challenged him to give his best.

As you begin your day, take a moment and consider the words that challenge you.  Learn from the people around you who are exceptional.  The goal may be to increase revenue, but that will come easily, if your priority is to wow your client/customer, by going above and beyond expectations.  When I created my company, I set a policy that our staff, including me, will always ask clients at the end of every meeting, “Did we meet your expectations?”  We not only find out if clients expect more, but we find that clients are impressed that we want to go above and beyond what is expected.

Today, give your all in your unique way.  Take the risk to put yourself second and your clients first.

Making Marketing work for you!

“We can learn from advertising techniques to inspire and motivate us”  Katherine Miracle, Marketing Speaker

Each year I select a campaign slogan for the upcoming year.  I base my selection on what I need to accomplish and my current situation.

Exercise:  Ask each team member to create a personal advertising campaign…this will help you create internal marketing as a team. After this exercise, discuss as a team.  This builds engagement and shows the purpose of advertising, telling a story.

ne

www.miracleresources.com

www.katherinemiracle.com

Need a speaker?  www.youtube.com/katherinemiracle

“Miracle Marketing…Principles of a Successful Business”   your ultimate source for increasing revenue is available in paperback, hit reply now to reserve your copy today.

Want to Unlock Your Potential?  Want to help someone succeed?  Visit Amazon today to reserve your copy of Katherine’s book “Discovering Your Dawn”

The internal assessment for your team:
As you do the following exercises with your team, consider speaking in appreciative inquiry only.  Please refrain from using language that stops communication.  Example:  In the past we did it this way… That will not work because…
Internal marketing is built through teamwork.  Begin working with your team to create their individual sales sheets.  The team will learn about their return on investment and understand how they relate to each other.
Consider have each team member take the MBTI test at www.humanmetrics.com  click on Jung typology test and take the 72 free question test.  The team will benefit from knowing each other’s results and will learn about themselves.

Sales sheet exercise:  This is an individual exercise, one per team member.

Step 1: List four power words people use to describe you and your product/service.

Step 2: Ask co-workers, family, friends and bosses to share the four words that describe you. You will see four consistent words come forth.  Please keep them as we create your sales sheet.

Step 3:  Ask six people to give a testimonial or recommendation about you and your product/service.  Consider using Linked In or have people answer the question (in writing).

“If you were my reference, what would you say to a prospective employer?”
“What impact did our product or service have on your life? “
“Why would you recommend us to people you know?”

Step 4: Complete the following:

• Feature: The actual work or service you perform that helps clients.
• Advantage: The performance characteristic your clients receive from working with you.
• Benefit:  The benefit that your work provides for a client.

Step 5: Create your sales sheet

Your sales sheet
4 power words
1 testimonial
Your Features, Advantages and Benefits
Who can you help?
What is your return on investment?

Sample from the author

Katherine Miracle 330-777-2003 ext. 100

Features: Educator, Speaker and Expert Marketer

Advantage Performance Characteristic: Increases Revenue and Awareness

Benefits to employer: Katherine cuts costs, creates solutions and streamlines processes

“During my job hunt, I had the opportunity to have my resume featured on a CNN segment. Katherine helped me make the absolute most of my four minutes of fame. She made herself available to me whenever I needed help and provided a fantastic personal branding strategy. Without her help, I would not have been able to maximize the value of this opportunity.  If you need an outstanding speaker, with a dynamic personality and a great marketer, you need to give Katherine a call.”  Robert Paczula hired Katherine as a Personal Marketing Consultant in 2009
Top qualities (aka power words): Great Results, Personable, High Integrity and Energetic
Who Katherine can help: Hospitals, Colleges and Banks

Virtual Sales force:  

Exercise: Activating your virtual sales force - 
Who needs to be educated on what you do?
Example: List friends, family, past co-workers and people you network with:
________________________________________________________________
________________________________________________________________
_______________________________________________________________

Your virtual sales force can only help you, if they are educated about what you do, your product, how it can help them and people they know.  If you do not share ways you can help people/ organizations, then your virtual sales force will refer your competitors!

Exercise:  As a team, discuss your sales sheet and virtual sales force.
What did you learn about your team members?
How much impact can your team make on revenue?
What would motivate you to activate your virtual sales force?
What would hold you back from activating your virtual sales force?

Building a brand means stating your promise to your customers/clients. To build your brand you must know your value proposition. The following exercises will help you know your value to your market and why your products/services are needed. A brand is a promise and it is a trust between you and your customers/clients. Know your business, believe in your business and you are ready to sell your products/services.

Please answer the following:

What is the real problem you are solving for you customer/client? ___________
_________________________________________________________________
What are the causes of their problem? _________________________________
_________________________________________________________________
Do you offer?
Do you offer a new product or service? ________________________________
Do you offer a better solution or product than what is currently offered? _______________________________________________________________
Do you help an underserved or a new market? _______________________________________________________________
Do you have a unique system to deliver or distribute products or services? ______________________________________________________________
Do you provide integration of products and services? If so, how? _______________________________________________________________
_______________________________________________________________

Clear Strategic Position and Consistent Business Focus

How is your company different from other companies?____________
__________________________________________________________
__________________________________________________________
__________________________________________________________
How will you maintain consistency as you grow? ____________________
____________________________________________________________
____________________________________________________________

How do you build trust and relationships with customers? _______________
____________________________________________________________
____________________________________________________________
What is your vision? Mission?___________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________

Your Hypothesis

State the business idea (How will you make money?)
_________________________________________________________________
_________________________________________________________________
_________________________________________________________________

Develop the Hypothesis (Why will it work?)
_________________________________________________________________

_________________________________________________________________

Test the Hypothesis (Are your assumptions accurate?) Interview your market;
people you know and people you do not know. (proportionally)
________________________________________________________________
________________________________________________________________
Evaluate Data (Is your analysis accurate?) Did you research the right market?
_______________________________________________________________
________________________________________________________________
Reevaluate hypothesis and idea. (Did you cover the key factors?) Did your research show the idea will be in demand?
________________________________________________________________
________________________________________________________________
Refine the idea and iterate. (What have you learned?)
________________________________________________________________
________________________________________________________________

Ensure Success – Know what you want and do not want in your business. This is your value proposition; what you can and cannot contribute. This section will help you determine what you need and who you need, to help you service your customers/clients.

Personal Goals

Know Yourself
List your strengths_____________________________________________
____________________________________________________________
List your opportunities for growth ____________________________________________________________
____________________________________________________________
List what you like to do… and what you don’t_______________________
______________________________________________________________

Take the information above and create your value proposition statement

“For customers who value_____________ benefit and ________________benefit company/brand___ provides_____more/better_____feature___+feature______& feature___ than competitive offering (general)”
Example “For customers who value excellent service and cost savings, Marriott provides larger rooms, an indoor water park and spa facility, than all hotels in Sandy Valley County.
Now complete your value proposition statement:
For customers who value____________ benefit and __________________benefit company/brand_____________provides_______________more/better______________feature____________+feature_____________& feature__________________________ than competitive offering (general)”

• Respect for yourself and your business is supreme…you do not have to be the owner, founder or CEO of a business to create the vision and grow the team.

• Triumph over failure and rejection…learn from it and be accountable. The mistakes and rejections today will make you stronger, if you choose to let it!

• It takes capital, contacts and courage to start your own business!

• The people you work with, and in your personal life, need to feel they matter to you. They need to feel you will be there and keep your word. To keep the relationship strong, it must be varied in tasks and ideas, or the relationship becomes stale. Seek to find the engagement with people, so you both grow and contribute to a successful alliance.

• Bring to your customers/clients and coworkers passion for your work, resources and support!

• All meaningful and lasting change is said to start from the inside out. Get your mind set for success, so you build internally; then expand globally. Entrepreneur’s code: failure is not an option!

• Your belief will define you and your business! If you set your mind for what you want, with the correct motivation, you will develop the habits, attitude, belief and expectations that help you succeed in business.

This workshop will deliver tools to help employees and management:

• Use the right questions to improve work place effectiveness
• Understand their strengths and weaknesses
• Connect with their passions to help themselves and their employers
• Relate to and engage with co-workers
• Create and leverage genuine work place relationships
• Communicate more effectively to improve their organization’s performance
• Eliminate negativity and gossip in their work place
• Create action plans and mentor programs to increase productivity
• Develop and grow leadership skills!

All seminars are $49.99 per person early bird and $60.00 per person if purchased within (7) seven days prior to the seminar.

Event Details

• Date - Monday, March 28th,  2011
  5:30pm Registration
  6:00pm to 9:00pm  Miracle Work Place Boot Camp

• Location: Polaris Career Center 7285 Old Oak Blvd. Middleburg Heights, OH 44130 (440-891-7750)

All members of Society of Human Resources Managers get 50% discount

All attendees receive a workbook that includes power points of the presentations.

Don’t miss this unique opportunity to improve your marketing, selling and customer service techniques!

Sign up here

The experts:

Timothy Dimoff

Stuart Slomberg BA

Robert Schepens CPC

Louis Roden

Katherine Miracle

Our Miracle Work Place Boot Camp team will come to your work place or conduct seminars at an off-site location. For more information, contact Katherine Miracle at MiracleResources.com (330) 777-2003 (Ext, 100)

This workshop will deliver tools to help employees and management:

• Use the right questions to improve work place effectiveness
• Understand their strengths and weaknesses
• Connect with their passions to help themselves and their employers
• Relate to and engage with co-workers
• Create and leverage genuine work place relationships
• Communicate more effectively to improve their organization’s performance
• Eliminate negativity and gossip in their work place
• Create action plans and mentor programs to increase productivity
• Develop and grow leadership skills!

All seminars are $49.99 per person early bird and $60.00 per person if purchased within (7) seven days prior to the seminar.

Event Details

• Date - Monday, March 28th,  2011
  5:30pm Registration
  6:00pm to 9:00pm  Miracle Work Place Boot Camp

• Location: Polaris Career Center 7285 Old Oak Blvd. Middleburg Heights, OH 44130 (440-891-7750)

All members of Society of Human Resources Managers get 50% discount

All attendees receive a workbook that includes power points of the presentations.

Don’t miss this unique opportunity to improve your marketing, selling and customer service techniques!

Sign up here

The experts:

Timothy Dimoff

Stuart Slomberg BA

Robert Schepens CPC  

Louis Roden  

Katherine Miracle

Our Miracle Work Place Boot Camp team will come to your work place or conduct seminars at an off-site location. For more information, contact Katherine Miracle at MiracleResources.com (330) 777-2003 (Ext, 100)

The story Katherine Miracle never wanted to tell

Someone’s past can be a shadow to their success. Katherine Miracle tried to hide her illness in junior high but as her eyelid began to droop, her speech became slurred and at moments she could not speak or even breathe well she could not hide anymore. 

Why hide an illness? In junior high if you see double and you slur words you are accused of taking drugs and for Katherine the gossip and rumors hurt her and her family.  Katherine’s parents Betty and Gene Robinson never accused their daughter; instead they took her to every doctor until the diagnosis of Myasthenia Gravis (MG) was found. 

Katherine had surgery and took medicine until 1988 when she met her Miracle, her husband Craig Miracle. As an adult Katherine remembers what is was like to be considered the sick kid and to not want people to ask about the scar on her chest.  Katherine wrote a book called “Discovering Your Dawn’ to help college students and she finally shared part of her story but never spoke about it. 

On Wednesday, February 23^rd, Katherine was awarded Best Speaker by CBC Magazine.  A great honor for a person who at one time could barely speak and who was not expected to have the quality of life to be a  Corporate Motivational Speaker who travels the United States.  

Best Speaker/Meeting Facilitator   www.cbcmagazine.com

Katherine Miracle
Katherine Miracle is the founder and owner of Miracle Resources, an Akron-based consulting, training, and educational resource for businesses and nonprofits. Miracle Resources specializes in the areas of marketing, public relations, advertising, and revenue development. The company creates seminars that help audience members increase awareness and revenue. Miracle is a  Keynote Speaker, University Guest Speaker, Marketing Keynote Speaker and  Corporate Motivational Speaker who teaches  Exceptional Teamwork,  Increasing your Passion and Productivity, she speaks across the United States for corporations and universities, and her client list includes Cleveland Clinic, Westfield Group, US Bank, Delta, and 50 businesses and 20 nonprofits. She and her consultants at Miracle Resources have raised more than 28 million for 10 nonprofits, secured $4 million in free publicity for corporations and non-profits, and created advertising/marketing campaigns that have increased revenue for more than 50 businesses. For more info: katherinemiracle.com or www.miracleresources.com

Thanks to all who voted for me and for those who attended I did plan to share this when I accepted but my parents are ill and I wanted them to be there when I shared this. For those of you who work with me please remember I am MG free I do not have double vision anymore so if I offer to drive do not be afraid !!! 

It is god’s blessing that we can laugh together about this because MG can be fatal and I am blessed with health because my parents made the decision for me to have the surgery.  I hope to speak at MG conference one day so people can see the surgery works and that they can become anything they dream of becoming. I am proof !!!

Tip 1   Purpose and Proof- When you network or talk with customers/ clients tell your purpose and prove you can do it!     

Example when asked what do you do or what is your story- 

“As a marketer I increase revenue for our clients, our largest customer told me our marketing strategy increased sales by 65%.”  

Make this quick,concise and clear in a conversational manner and you will educated while helping people talk about you and refer business your way.  

Tip 2   Invite your contacts to networking opportunities: 

Your invited! Miracle Resources will buy your ticket to CBC awards February 23rd  6pm at House of Blues  e mail Katherine at km@miracleresources.com    Katherine is a finalist for Best Speaker , please vote by February 8th  at  www.cbcmagazine.com/cca2011/vote    

   Tip 3  Rule of Three- before that interview or meeting to secure a client have 3 of your best customers/cleints contact the prospective employer/ new client and tell them your success story.  Miracle Resources does this and the cold call becomes a warm call and our credibility increases before we even meet new clients!