Post on 23-Jan-2015
description
Take
Advantage of
This Recession
Historically, recessions are relatively short and they're
usually followed by long periods of prosperity
“Most firms in our analysis cut their
[marketing] budget in a recession.”
“Companies that have been looking at marketing as an investment, and not an expense are the ones that are going to
come out of this [recession] really, really well.”
This is not the time to cut sales and marketing!
It is well documented that companies that increase sales
and marketing during a recession, when competitors are cutting back, can improve market share and return on
investment at lower cost than during good economic times.
John Quelch is Senior Associate Dean of Business Administration at Harvard Business School.
“ I have yet to see any study that proves
timidity is the route to
success.”
Studies consistently have proven that
companies that have the intelligence and
guts to maintain their overall
marketing and advertising efforts in
times of business downturns will get the edge on their timid competitors”
. J. Welsey Rosberg Senior VP, Meldrum & Fewsmith’s
McGraw-Hill Research analyzed 600 businesses.
Those specific companies that maintained or increased their sales, marketing and advertising expenditures
during a recession averaged significantly higher sales growth, both during the recession and for the following three years, than those that eliminated or decreased
advertising.
Sales from companies that remained aggressive during recession enjoyed a
256% increase in overall revenue- during the first three years of the
recovery
YouYou
•YouYou•Your CareerYour Career•Your SuccessYour Success
It’s About The Relationship Stupid!
39%
How Soon Adults Forget
• 1 hour: 1 hour: 55% loss55% loss
• 9 hours:9 hours: 62% loss62% loss
• 31 days: 31 days: 80% loss80% loss
We tend to remember…We tend to remember…
20% of what we hear
30% of what we see in pictures
50% of what we both hear & see
70% of what we explain to someone
“Whenever there has been an
economic downturn, consumers have kept travelling”
only a modest decline of 1.3 percent in pleasure travel for 2009. only a modest decline of 1.3 percent in pleasure travel for 2009. a modest decline of 1.3 percent in pleasure travel for 2009.
“American families are not canceling travel…but they are
traveling closer to home”
GREAT NEWS FOR YOU !!!
Good News for Hampton
71%
“We’ve concentrated on targeting guests who will travel 2 to 4
hours from their home”
This one is just a breeze
You have a specific skill set that is in tremendous
demand now …and will only become more essential each
year for the foreseeable future !
$8 trillion in 2008$8 trillion in 2008
$15 trillion by 2018
A Loaded Question
These New “Sales” These New “Sales” CEOs Have Delivered CEOs Have Delivered
Great Returns !Great Returns !
1. Sales and Marketing
Sales Cures All !Sales Cures All ! Mark Cuban, Owner, Dallas Mavericks NBA TeamMark Cuban, Owner, Dallas Mavericks NBA Team
…
.
Your career will take off Your career will take off the millisecond you the millisecond you
establish the reputation establish the reputation of always of always exceedingexceeding on on
your annual sales targetsyour annual sales targets
75%75%49%49% or lessor less
$ $ 20,000.020,000.0
00$ $ 8,000.008,000.00
People Pay for PerformancePeople Pay for Performance
Sales is…Sales is…
• TooToo Time ConsumingTime Consuming• Too Too • DemandingDemanding• TooToo StressfulStressful
A Brilliant Move
80 - 80 - 2020
4%
The Average North The Average North American Car American Car
Sales Person …Sales Person …
• Works 50 hours a weekWorks 50 hours a week• 48 weeks a year48 weeks a year• Sells one car every 40 to 50 Sells one car every 40 to 50
hours hours • Sells 4 to 5 cars per month Sells 4 to 5 cars per month • Sells 48 to 60 cars per year.Sells 48 to 60 cars per year.
Joe GirardJoe Girard
• 50 hours per week 50 hours per week • Worked 48 weeks per Worked 48 weeks per
yearyear• Sold 1 car every 2.8 Sold 1 car every 2.8
hours.hours.
Joe Girard sold 13,001 Joe Girard sold 13,001 cars during a 15-year cars during a 15-year
career. - one at a time.career. - one at a time.
• Sold an average of 867 cars per year vs. 48-60
• He holds the World Record for the most cars sold in one month— 174, approximately one car every 1.2 hours
“The rest of us seem pretty darn sure why the best of us are so
productive”
College Drop OutsCollege Drop Outs
Experience Experience Or Years Of Or Years Of
ServiceService
This is Just Too Simple!This is Just Too Simple!
96%
Attitude
““Attitude is not a Attitude is not a feeling, it is a self feeling, it is a self induced state of induced state of
mind! In fact, it is one mind! In fact, it is one of the few self of the few self
imposed blessings”imposed blessings”
"Our attitude toward life
determines life's attitude toward
us"
ATTITUDEATTITUDE
NOT AptitudeNOT Aptitude
““Your attitude Your attitude right now - is only right now - is only as positive as as positive as youyou decide it will be”decide it will be”
They will know to the last They will know to the last dime what their 2009 sales dime what their 2009 sales targets are and they have targets are and they have every intention of not only every intention of not only hitting those goals …. hitting those goals …. but but
exceeding them !exceeding them !
If they do not find the If they do not find the circumstances easily circumstances easily
accessible for success accessible for success ….they will create their ….they will create their
own. own. No questions asked!No questions asked!
Jasonhttp://www.youtube.com/watch?v=1fw1CcxCUgg
“ “ 80% of Your 80% of Your Success Comes Success Comes From Attitude From Attitude And Only 20% And Only 20%
From Aptitude”From Aptitude”
“ “ Selling the exact Selling the exact same product at same product at
the exact prices in the exact prices in the exact same the exact same
markets ”markets ”
The only difference
between the two groups was in their attitudesattitudes
People are always blaming their People are always blaming their circumstances on their on their circumstances on their on their
lack of success. lack of success. ________________________________
The people who get on in this The people who get on in this world are the people who get up world are the people who get up …and look for the circumstances …and look for the circumstances
they want …they want …And, if they can’t find them, make And, if they can’t find them, make
them.them.____________________________________________
Start thinking and acting like the person you
want to become.
“How would the person I’d like to be,
do the things I’m about to do?"
“ “ The number one problem that The number one problem that keeps people from winning in keeps people from winning in
North America is a lack in belief North America is a lack in belief in themselves”…in themselves”… A.L. Williams
If you don't If you don't program your program your success, your success, your
life will life will program you.program you.
Sometimes you have believe in their vision
until your attitude catches up.
Hire For Hire For Attitude Attitude
FirstFirst
74%
Infectious attitude
PMMFI
Unwavering Unwavering Bias For Bias For ActionAction
Ready – Ready – FireFire - - AimAim
They have an unrelenting focus on
doing things that produce revenue!
"The critical ingredient is getting off your butt and doing something.
It's as simple as that.
A lot of people have ideas, but there are few who decide to do
something about them now. Not tomorrow. Not next week. But
today! "
53 53 vsvs 8 8
Double Your Double Your Sales Sales
PerformancePerformance
ProfessionaProfessional l
PersistencePersistence!!
You Have To Touch A New You Have To Touch A New Prospect At Least 8 to 11 Prospect At Least 8 to 11
TimesTimes• 1.8 = Average1.8 = Average• 44% Stop After 144% Stop After 1• 24% Stop After 224% Stop After 2• 14% Stop After 314% Stop After 3• 12% Stop After 412% Stop After 4• 4% Stop After 54% Stop After 5
“ I Miss 100% Of The Shots I Never Make”
“ “ What separates the What separates the successes from the successes from the
failures is the ability to failures is the ability to carry on when the clients carry on when the clients
say no.”say no.”
SW-SW-SW-SWSW-SW-SW-SW
65%65%74%
Because they did Because they did not feel not feel
appreciated.appreciated.
FUNFUN
70% of corporate 70% of corporate buyers would switch buyers would switch vendors vendors todaytoday if they if they could find someone could find someone
more fun to do more fun to do business with.business with.
☻
Fun = Fun = 127%127% More Productive More Productive
The simple act of incorporating fun The simple act of incorporating fun into your sales plus your employees jobs had just into your sales plus your employees jobs had just been designatedbeen designated as on of the best business ideas everas on of the best business ideas ever..
“ “ To those of you who are never To those of you who are never in a hurry, who say what’s the in a hurry, who say what’s the rush. Who believe that when it rush. Who believe that when it comes to taking action that we comes to taking action that we
have plenty of time.have plenty of time.
Well, I’ll do my best to be as Well, I’ll do my best to be as polite and delicate polite and delicate
as possible.”as possible.”
You are an idiot.There is no time. There is always a rush. You don’t have all the time in the
world
“HURRY UP!”
The End -Thank You !The End -Thank You !