Gen-X, Gen-Y ... and how they impact your business

We are in a new era.  The world is changing faster than ever before and a driving force behind this change is a group of individuals known as Generation-Y.  Born in the mid-1980's and later, Generation Y professionals are in their 20s and are just entering the workforce. With numbers estimated as high as 70 million, Generation Y (also known as the Millennials) is the fastest growing segment of today’s workforce.  This group of individuals are also consumers and if you want to be relevant to them and gain them as a customer you need to be just as tech savvy and on the cutting edge as they are.

Today, everyone has a new attitude and a new way of doing things.  Technology and social media has blurred the lines between work and personal life.  Through proper leverage of this technology, we are able to get more done in less time wherever and whenever we can.

The younger generation has mastered technology and has made a new "normal" for the way we communicate, share, shop, sell and do business.  The younger generation, roughly between the ages of 20-40, known as Gen-Y & Gen-X respectively operate in a very different mode.  Texting, tweeting and updating a status over a Grande Carmel Macchiatto can all be done before 7am.  This group has no need for a watch, because their cell phones have always told them what time it is.

How does this impact your business?  Well for one thing, this younger generation has incredible buying power.  Market research has shown us that the average consumer is getting younger and savvier all the time.  If you want to gain the confidence & ultimately the business of this powerful segment of the population, you need to be attractive and more importantly relevant to them.  One way to formulate that strategy is to first understand how the target audience thinks and lives.  However, defining the younger generation can be challenging because they are moving at the speed of light.

For this generation, technology is a way of life.  They don't need to "wrap their heads around it", they grew up with it.  They communicate in 140 characters or less.  They keep in touch with family & friends through "shared: photos and status updates, you tube videos and tweets.  Social media, technology & even reality tv has made transparency the new norm.  These younger consumers expect genuine, real communication and they want to know that anyone they work for, deal with or do business with "gets it".

As a sales professional it's important to attract people from across the spectrum and most importantly from these younger generations to truly build your business so that it can sustain in this decade and beyond.

Now, I want to be sure that I also state the importance of face to face communication as well.  I am in no way implying that technology or the internet will replace the value you offer your customer as a trained and experienced professional.  You will still need to engage in person to person networking and most deals will be struck sitting across the table from each other.

However, social media and the technology you implement in your business on a daily business will allow you to attract more clients and retain a different group of consumers than ever before.  Social media for example allows you to start a conversation with a new prospect as well as continue to communicate with your existing clients all at the same time.

So isn't it time to position yourself to connect with more clients in less time?  If you are not embracing technology, implementing social media in your everyday marketing is your business growing?  Consumers are looking for us in new and different ways. Technology is a fundamental aspect of everyday life for the younger generations and beyond - for communication, education, entertainment and naturally business. How will you step up, reach out and connect?

Make the Choice

I am often told that I am a pretty positive person; often happy, smiling and energetic.  I am so grateful every time I hear that because I know that it is exactly the kind of person I intend to be every day!

Research has shown that people with a more positive disposition are usually more optimistic, tend to be healthier (perhaps even live longer), are more energetic and often achieve more because of their mindset.  With all of that to offer who wouldn't want to work at being more positive day in and day out!

Being positive is a choice and I have come up with a list of ways you too can be more positive!

TIPS FOR A POSITIVE OUTLOOK

1. Stay Positive. You can listen to the cynics and doubters and believe that success is impossible or you can know that with faith and an optimistic attitude all things are possible.

2. When you wake up in the morning complete the following statement: Today will be a great day because _______________________.

3. Instead of being disappointed about where you are think optimistically about where you are going.

4. Focus on learning, loving, growing and serving.

5. Believe that everything happens for a reason and expect good things to come out of challenging experiences.

6. Don't waste your time or energy on gossip, energy vampires, dwelling in the past, negative thoughts or things you cannot control. Instead invest your energy in the positive present moment.

7. Mentor someone and be mentored by someone.

8. Be enthusiastic!  It's contagious!

9. Be focused on your personal and professional growth.  Ask yourself each day, “What are the three most important things I need to do today that will help me create the success I desire?”  Then tune out all the distractions and focus on these actions.

10. Stop Complaining!

11. Read more books.

12. Get more sleep.

13. Each night before you go to bed, express your thanks for all your blessings, big and small.

14. Smile and laugh more. They are natural anti-depressants.

15. Enjoy the ride. You only have one ride through life so make the most of it and enjoy it.

Sales Success

It is true that Lead Generation is and should always be your #1 priority.  To succeed in any sales driven business you must have client leads.  It's that simple.

Some salespeople try to deal with a down economy by spending a lot of time prospecting to find new leads for new customers.  Prospecting is always critical.  But what about the customer base you already have?  Are you doing enough to cultivate leads from the people you have done business with in the past?  the people you already know?

Six Strategies to Increase Sales Success

• Identify a product or service you have that your customers may not know about
• Add Value - the most important contribution you can give to existing customers is your knowledge and expertise
• Offer new ideas - Give customers ideas on how to improve their business and their lives.
• Offer new solutions - Give customers the answers to something they find important
• Make your customers feel they have a special relationship with you.  Stay in touch.
• Communicate all of the above with your customers on a regular basis.  Perhaps a monthly newsletter or mailing

Salespeople who are willing to put in the hours preparing and learning about their customers, their needs and wants are the ones who record the highest conversion rates and sales volume.  Allow your goals and your natural curiosity and desire to be successful fuel you.  Don't be one dimensional; go past the knowledge of your standard challenges in today's market and dig a little deeper.  Connect with your customers more directly, on a more personal level.

Another key to being truly successful is to have a committment to learning.  Top salespeople are always reading and researching and they are also doers.  They act on what they learn, they don't just stuff good information away in a filing cabinet.  They are always looking for a place to use it and apply it.

There is also a lot of opportunity by getting plugged into your customer's network.  The average person knows hundreds of people in different ways.  Most of your customers are active in industry trade associations, networking, community and social involvement.  How can you get to know some of the people they know?  More importantly how can you be sure that when the need arises your customer is giving your name to their networks?

As you develop your plan to communicate and network more with your existing customers consider the fact that customers are bombarded with information all day long.  So be sure to deliver information that has a positive impact on their lives, do things to earn their trust and show them the value in knowing you and doing business with you.

QR Codes - Why? Why Not!

Join me on Facebook!

Have you noticed these funny looking codes more often lately?   These codes are the newest way to transfer information at the speed of light!  They are are actually called QR Codes (Quick Response Code).

When you scan or read a QR code with your iPhone, Android or other camera-enabled Smartphone, you can link to digital content on the web, activate a number of phone functions including email, IM and SMS as well as connect the mobile device to a web browser.

QR Codes are popping up everywhere.   Magazine ads for stores like Wal-Mart and Target.  On billboards and wine bottles even!  The potential for QR codes is limitless.  You can create one in a matter of seconds and have that QR Code on ads, fliers, business cards, brochures, signs, on vehicles, invoices, name badges, etc.

Quick Response codes and other two-dimensional codes are expected to achieve widespread use this year – and for good reason.  Consumers want immediate access to what's relevant and QR Codes are making that possible.

Bar codes are linear one-dimensional codes and can only hold up to 20 numerical digits, whereas QR codes are two-dimensional (2D) matrix bar codes that can hold thousands of alphanumeric characters of information.  There’s no limit to how, or even how much, you can share with QR codes.

QR Codes could link to:

• Contact information for your company as well as specific employees
• Landing page to any company site
• Marketing information for your product or service
• Directions to your business location
• Videos and Links
• An explanation of a Company process or procedure
• Valuable coupons and special offers
• Consumer Tips as they relate to your industry
• Customer feedback forms
• Endless possibilities

As I mentioned, you can create a QR code yourself.  There are a number of sites for generating QR codes and they’re all free.  An Internet search for QR code generator will offer many choices.

I used Google to create the QR code above, it took me about 10 seconds.  And when scanned; that QR code will take you to my Facebook Business Page.  Try it!

Another benefit to using QR codes is their ability to help with SEO (Search Engine Optimization).  Web objects such as images, music clips, and videos add valuable content to your social graph.   QR codes enhance both your search engine and social media optimization.   Now you can increase traffic to those searchable objects to further optimize them by encouraging more sharing.

In order to scan a QR code you have to install a QR Code Scanner app on your smart phone.   I have the QR Code Scanner Pro app on my blackberry.   It was a free download.  I have been told the QR code reader app that works well on iPhone is i-nigma and for the android, try Barcode Scanner.

The potential for QR Codes is limitless.  What’s most exciting is how they take what social media is doing well now, bringing people together with technology, and extending it to enhance the experience.

According to a recent article in Social Media Examiner, "The next generation of bar codes will hold even more information – so much that an Internet connection will not even be necessary.  The content will be effectively embedded in the code."

It’s amazing to consider where this can go.  How about you?  How can you use QR codes in your business communication and marketing?

Set Yourself Apart from the Competition

How do you set yourself apart from the competition?  What makes you the person anyone should do business with?  Being able to answer these questions is crucial to your success this year.

When trying to create your competitive edge it's important to take some time to look at your competitors.  Identify them, rank them, analyze them.  Then take the time to create your competitive edge list:  the unique and positive differentiators that make your products or services special.

When you identify your competitive edge, you are well on your way to building your brand and growing your business ... or making an already-strong brand even stronger.   Establishing, and even honing, your competitive edge will help every aspect of your business.

So how do you become clear about your competitive edge?  It starts with taking some time to sit down, pen and paper in hand and write down your business summary.  A business summary is a brief outline of who you are, what you do and what you offer.   This is defining your business; taking the time to know how you want your business structured.  When you are clear about your business summary it will become easier to promote it.

Take a look at who else is in your industry.  Taking a little time to evaluate your competition can provide you with invaluable information that can give you that competitive edge.  Be sure you compare an apple to an apple, but you might ask yourself, "Are my services and fees in line with the competition?"   And more importantly, is the value you offer to clients superior to the value you see your competition delivering.

Now, you can develop your competitive edge.  Create that plan by answering the following questions ... How can you deliver everything the competition offers and then some?  What can you do to stand out?  Why should someone do business with you?  What will you do to provide more value?  How can you think out of the box?  What resources and technology will you utilize to establish a competitive edge?

It's about creating a business worth owning and attracting customers worth having.

Launch your day right

I have often said the way you start your day is the way you will spend your day.  When you get out of bed with a "I don't want to" attitude dragging yourself around to get ready you will certainly not feel ready to handle anything that the day brings you.  And when you leap out of bed with a start panicked and rushed you will be on edge all day too.  But if you could launch your day in a positive and energetic way, just what could you accomplish?

As Soon as the Alarm Rings...

Spend your first few seconds in bed and allow your body to wake up.  Stretch, wiggle your toes and welcome the morning.  Then allow your mind to wake up!  Don't get out of bed until you can think about at least 3 things to feel grateful for.  Maybe it is something exciting you have planned for the day.  Maybe it is the blessing of your loved ones, or the security you feel waking up in your warm bed.  Maybe it's even that cup of coffee you're going to have in a few minutes.  Whatever it is big or small, those thoughts will lift your happiness level.  Making a regular habit of starting your day in a state of gratitude will dramitically change the way you spend your day.  It will have a positive effect on you and your ability to be at a higher level of performance throughout the day.

Now ... Get Up!

Taking 5 or 10 minutes to embrace your day can be powerful, but don't stay in bed too long!  The longer you lie there, the less you may want to get up and your thoughts might wander past the gratitiude and energetic thoughts to the more mundane tasks ahead.  So before that starts, rise up!  Get vertical and make a cup of coffee, take a shower, feed the dog...

Drink...

I started drinking a glass of water each morning ... before my coffee ... a few months ago and it made such a big difference.  It made me feel more alert.  And studies show how we tend to cut off our water supply after dinner and the morning is a time when our bodies are dehydrated.  Dehydration causes  fatigue, which affects your mood.

Move It

Exercise.  Movement in the morning is so important.  Do you get out of bed just to sit on the couch or at your desk for an hour?  Some of us sit all day as it is, so moving around in the morning can really help you feel more limber throughout the day.  And they say the number one way of chasing away a bad mood is exercise.   A workout at the gym is great, but even just a few minutes of movement—a fast walk, for example—raises energy and reduces tension.  Some morning yoga stretches (I love my Wii Fit) can be a great way to start. 

Self Analysis

If you do wake up feeling anxious or a sense of dread and you can't seem to turn that around, why is that?  Try to pinpoint what's causing it.   Did someone say anything the day before?   Do you have a meeting today you wish you didn't?   Was it the dream you were having when the alarm went off?   If you can figure out why you're upset, that's halfway to feeling better.

Be Kind and Thankful

This isn't exactly news, but generosity and gratitude are both big contributors to happiness.  What can you do for someone else today?   Do something nice for a stranger or friend and see if you don't feel better about yourself.   Remember those three things you're grateful for?  Why not write them down each morning and create a gratitude journal?  It would be a great thing to read around 2 or 3pm when energy starts to dip down.   It seems so simple, but counting your blessings just has a way of making you remember the sun is shining.

Laugh at Yourself

The best comedians point out the mundane aspects of life—relationship strife, a boring job, a closet full of too-tight clothes; they exaggerate those circumstances, and give us a perspective we can laugh about.  Look at your own life and try to appreciate the absurdity of what doesn't go exactly according to plan (the diets, the men, the buzz cut).   Stop taking yourself so seriously!  Acknowledging how little control we actually have over what happens is sometimes a most freeing gift to yourself.

The Bucket List

In 2007, Jack Nicholson and Morgan Freeman starred in the movie "The Bucket List."   It's a story about two terminally ill men who escape from a cancer ward and head off on a road trip with a wish list of to-dos before they die.   It was a funny and poignant look at living out your dreams.   But why wait like most people, until you retire or face death to write the list?  Why not live every day from your bucket list?

If you didn't know, a bucket list,  is a list of all the goals you want to achieve, dreams you want to fulfill and life-experiences you desire to experience before you die.  Why is a bucket list so important?  Because I believe it helps us to want more, experience more and live more with a greater purpose.  Without defining the goals we have for our lives we can get too caught up in the everyday mundane tasks of our lives and forget to plan for more fun and excitement.  We might neglect reaching past our own limits.  Without a bucket list we not learn how to think big.  You know you have heard it before, "If you are going to think, might as well think big."

Taking the time to create a bucket list for your life will help you to think bigger and bigger!   Thinking big means going big!   And I don't think a bucket list should be written as part of your "personal race against time".  It's not a morbid task.  It is a positive proactive optimistic plan for YOUR life!  Your bucket list contains all of your personal triumphs yet to be seen.

I also think we should add new goals to our bucket list all the time.  There should never be a time when we stop imagining and planning how we can live out our purpose.  Imagine if every High School Senior was asked to start their Bucket List as part of their graduation requirements?  Wow

All it takes is a pen and a piece of paper to get started and maybe a quiet spot for 30 minutes.  Think about the things you would love to try, the places you would love to see, the experiences you want to have in the course of your lifetime.  Who are the people you want to meet, help and inspire?  Don't worry about how or when right now, just imagine.   Think without limits, without fear.   What will you do with the life that has been given to you?

Will you write a book?  Learn to play the piano?  Climb a mountain?  Speak another language?  Run a marathon?  Travel to India?  Fly a plane?  Take cooking lessons?  Drive a race car?   Come up with as many items as you can.   The items should be things you have not done yet.

Don’t stop until you finish listing at least 101 things!   If you find yourself stuck, chances are you are mentally limiting or constraining yourself.  So release the brakes and remember this is a list of everything you want.

But look past the wants and see the why's.  What will you discover about yourself when you take a look at not only what you want to but why you want to do it?  And wait until you see who you become in the process of achieving the items on your list!