Think Daily for Businesspeople Messages

January 26, 2015

Sales, and Marketing

Larry Janesky: Think Daily

Selling is what you do when you are on the phone or face to face with someone.  

Marketing is what you do to get them on the phone or face to face.

If you do your marketing well, people are predisposed to do business with you by the time you try to sell them.

Are you doing your marketing well?

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January 23, 2015

Wasting time in "disguise"

Larry Janesky: Think Daily

What are you doing well that need not be done at all?

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January 22, 2015

Asking obvious questions

Larry Janesky: Think Daily

What questions do you need to ask and answer about your business?  

What am I doing?  What am I going for, here?  Who are we?  To whom?  What do we do terribly that we must fix?  Who has been here forever that is actually a problem?  Is our product or service any good?  Am I any good at my leadership job?

Ask and answer.

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January 21, 2015

No or "Hell Yes!"

Larry Janesky: Think Daily

Business is a commitment you have to go all in on.  When considering a business or diversification, you wouldn’t divide your attention and energy for a mediocre opportunity, would you?

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January 20, 2015

Email treadmill

Larry Janesky: Think Daily

Email is very useful.  It also can be a huge time waster for an executive/leader; and time is what I value most.  I can’t let anyone just indiscriminately take it from me.  So – I try not to give out my email address when I buy things (I wish I tried a little harder).  If I have to have a two-way conversation with someone, I call, rather than starting a chain of endless back and forth.  I try not to support jokes and cute stuff by getting in on the game.  

Use email on others in your marketing dept.  Don’t let them use it on you.

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January 19, 2015

"Attention Division Insanity"

Larry Janesky: Think Daily

Once you are successful, or perceived as such, people come to you with all kinds of things on their agenda that they want to be on your agenda.  Opportunities galore, and they want to sell you everything, and want you to support them in all kinds of ways.  

The more things you have to think about, the closer to “attention division insanity” you get.

Protect yourself.  Just say no.

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January 16, 2015

Customers X avg sale = gross sales

Larry Janesky: Think Daily

Leads X Closing Ratio X Avg Sale = Total Sales

Leads X Closing Ratio X Avg Sale + Repeat Sales = Total Sales

Inquiries / Appt Set ratio x Closing ratio X Avg Sale + Repeat Sales + Total Sales X Profit Margin + Profit

Walk in traffic X avg sale X profit margin = profit.

Sales – cost + profit – taxes = net income.

You’re in the arithmetic business.

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January 15, 2015

Bad news = profit

Larry Janesky: Think Daily

Most businesses make money on others’ bad news.  The muffler shop, the dentist, the fireman, the basement waterproofer (me!), the pothole filler, the body shop, and millions of others.

What problems do people have that you take away?

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January 14, 2015

Rent people

Larry Janesky: Think Daily

Hiring people is renting their abilities, talents and behaviors. There are an infinite number of behaviors you can rent!

Hire people that multiply you.

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January 13, 2015

Bad people

Larry Janesky: Think Daily

You’re never going to do a great deal with a bad person.  They will never be great friends, employees or customers.  

The dishonest, disloyal, greedy, sneaky and mean – remove them from your business and life as soon as possible.

Moving on…

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