Lean In or Bend and Flow?

Could Life’s Perfect Formula Be Mirrored By Trees? 

The wind picked up during my morning walk and I noticed a sudden shift in the air. As I looked around I could see the palm trees swaying and bowing as the wind slapped at their branches. The mighty oaks seemed to lean in deliberately taunting the wind as it challenged their aged sturdy canopy. Living in Florida we often see heavy winds, hurricanes and an occasional tornado. After the storms pass the debris can be seen for miles. Isn’t this just an analogy for our life? We hit a rough patch, a Tsunami of sorts, we get hurt, broken and the debris of our lives spreads out for months and sometimes decades.  


Is it better to be like a palm tree or an oak?  Turns out a palm tree is more like a flowering plant, a monocot. The center is made up of cells, a watery flexible sheath like substance which allows for nearly a 90 degree bend. At the base is a root ball system that teeters and tauter’s with pliable roots that rebuild after a storm.  The oak on the other hand is a dicot, a heavily rooted hardwood, which grows massive roots and elaborate canopy systems providing shade and light to pass through similar to an umbrella. I love Oaks, they are confident and respected, but I am not sure I want to be like one when the storms of life hit.


Growing up I would have sworn that the sturdier and tougher you were the better chances you had to weather the storms. As they say, the older you get the more you know. There are powerful forces and seasons in life that require flexibility rather than rigidity. In some cases you must bend or you will break under the pressure. The palm tree’s greatest strength lies in their ability to be pliable when storms come and to regrow and rebuild when they pass. The oak can dig deep, cling on and grow to a massive girth, yet if pushed too hard the tree will uproot and fall.


The winds of change are ever present and my first inclination is always to lean in, pull from my roots and hold steadfast. But life has a way of teaching us lessons and sometimes we learn by toppling over leaving a wake of mass destruction with an empty hole left for weeds to fill. I will never forget one poignant message a friend of mine shared after her husband had passed away. Her biggest regret was that she spent her time scurrying around researching, trying to solve the problem and getting multiple opinions for the cancer that was eating away at her husband. In the end, she had wished she had just been still, sat with him and honored the time they had left together.


When the storms of life hit you, I think the perfect formula may be to rely on your roots, turn to God for comfort and gracefully sway, bow and dance so you can be the thing left standing when the sun shines again.


Jodi Cross is a marketing consultant, speaker and writer and can be reached at jcross@crossnm.com.

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Blitz Your Way To New Business

 

Blitz Your Way To New Business

By: Jodi Cross

When was the last time a business owner or representative came to your business and invited you to try their products or services? This is not a new concept and some would argue that sales blitzes or cold calling are no longer effective. But, it is one of the first projects I organized years ago at my hotel sales job.


Recently, CNMI worked with a client to organize a sales blitz of local accounts. The blitz resulted in almost 10K in definite business and nearly 150K in prospects. Like anything else effective results are in the planning and follow up. One thing is for sure, sales blitzes can be a lot of fun and they get people out of a business as usual slump!


Before you begin to organize, identify the key business goals, special offers and need periods. Create your special offers and leave behind collateral based on those pre-determined business goals.


Here are my four “T’s” to blitzing your way to success.


Teams– Sales is everyone’s job, without it your business will not succeed. Be sure to target enough time to get all the blitz materials together and team members oriented. 15-20 days in advance is usually a good planning cycle.

  • Identify a leader- usually your head sales person is best suited to manage the efforts.
  • Create cross-functional teams by including all departments.
  • Anchor teams with seasoned sales professionals and pair them with a junior manager from another department. Cross promote specials and offers collectively.

Territories– Use Google maps or your local city and street addresses to carve out target zones with in a 10-mile radius.

  • Set anchor calls in key buildings so you don’t have any problems with security.
  • Target about 30-50 calls for your teams per day.
  • Make your appointments on slow days like Monday’s and Tuesday’s.

Theme’s/Treats-I go back to my original question of when was the last time someone invited you to do business with them and gave you a gift. In this post e-mail, Internet world many of us rarely come out from behind our computer screen let alone thank our customers personally or invite them to work with us. My background is in the hospitality industry. We are in the business to be welcoming and hospitable. What better way to make someone feel good than to thank them for doing business with you or invite them to try your services.  This isn’t unique to the hospitality industry but it certainly is one nice advantage.  Any business owner can do it. Over the holiday’s, my broker from Edward Jones actually dropped off homemade cranberry relish to my office.

  • If you are promoting holiday parties, drop of Santa cookies and wear reindeer ears. You certainly will get the office talking.
  • Perhaps you are looking for more wedding business, dress up in formal wear and leave behind wedding favors.
  • If you are in the spa business, try bringing scented aromatherapy and leave behind a token gift with a bounce back coupon valid for the next month.

You get the idea.


Tracking- All this effort will be for not if you don’t measure and track the results.

  • Set a morning meeting and nightly recap to gather the team’s cards and tracking sheets.
  • Keep a centralized report on all activities and follow up items.
  • Track revenue for all business units. Just because you were looking for catering business but ended up finding a golf member prospect that still benefits the company.
  • Develop an action item plan for follow-up that the sales team or other managers can pursue immediately while the blitz is still happening.
 

With a concerted effort and a little organization your business can see immediate results from conducting a sales blitz.

To obtain your own sales blitz tracking sheet, email Jodi Cross at jcross@crossnm.com.



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