Tag Archives: connect

Doug DeVitre – Screen to Screen Selling

devitreIn what seems like the holy grail of business performance, organizations are constantly looking for ways to leverage available resources without sacrificing the quality of services provided to their clients.  In this interview with Doug Devitre, who literally wrote the book on Screen-To-Screen Selling, we unpack how EVERY type of business can leverage currently available technology solutions to solidify customer/client relationships FASTER to generate profits today!

GET IN THE CONVERSATION!

Leave a comment at the bottom of this post on how YOU could be using screen-to-screen technology to enhance your business today?  Already doing it? Tell us HOW!


Advantages to Screen-to-Screen Selling Concepts Covered in this Interview:

  • Reduce/Eliminate Travel Expenses in your company
  • Increase effectiveness of leadership development efforts
  • Accelerate Team Performance
  • Make better decisions (at ALL levels of your organization) FASTER
Here’s  A Video Introduction to Screen-to-Screen Selling!


Doug’s Websites:

www.ScreenToScreenSelling.com (TONS of FREE RESOURCES)

www.DougDevitre.com (Get Doug working with YOU!)

Technologies discussed:

www.doceri.com

www.zoom.us

www.join.me

Scott Cooksey (Host) is a motivational, keynote speaker & leadership development expert who works with organizations to build lasting, profitable client relationships and high-performing teams FASTER.

For information about working with Scott or having him speak at your event, please visit www.IdeaCharger.com

As always, your comments, thoughts, and guest interview suggestions, please email us directly at podcast@ideacharger.com.

Pick up a copy of Doug’s book, Screen-to-Screen Selling HERE
(Full disclosure, this is an Amazon affiliate link, but hey, it doesn’t cost YOU any more to buy it…just sends us a little something for making it available to you!)

Read About Doug in Realtor Magazine: HERE

How to Profit From Your Connections Without Sacrificing Your Integrity

Simply stated, I get a kick out of helping people connect their potential with deliberate action that allows them to enjoy success at a level they previously thought impossible. The good news is that it is relatively easy…if you develop the habit of making connections about other people, instead of you.

“There is no substitute for a true, off-line connection.”
-Scott Cooksey

Without a doubt, social media has changed the way people connect. Or has it? Certainly, technologies like LinkedIn, Facebook, Twitter and YouTube have shifted the definitions of a “friend”, “follower”, or “connection” to meanings significantly different than we once thought of them. And while this technology’s popularity makes it easier than ever to “stay in touch” even with the fringes of our networks, there is no substitute for a true, off-line connection.

Are You A Connector or A Collector?

Networking is a word which often brings back memories of hundreds of shallow, self-promoting people swarming around at some random event sponsored by your local chamber of commerce.  You probably have someone specific in your mind right now who claims to be a great networker….a claim backed up by the huge stack of recently collected business cards on their desk. Only, if you look a little deeper, it doesn’t take long to realize those “connections” aren’t really connections at all. In fact, that self-proclaimed networker is nothing but a business card collector – evidenced by the number of cards with their name on them, which they have given you over the years -each with a different company logo on it. (Get my drift?)

In recent weeks, I have given closer inspection to just which of the habits I have observed of people I admire as great connectors (as described in Malcom Gladwell’s instant classic, The Tipping Point: How Little Things Can Make a Big Difference). The rules listed below will provide a roadmap for you in becoming a sought after person in the network of others.  Each demonstrates just how simply you can integrate subtle changes into your own routine to achieve the status of Connector:

  1. It can never be about you. – I once went to an interview for a job I knew I did not really want, just to get an offer I could turn down.  Shortly after passing the “screener’s interview” at the door, I was asked to stay and visit with the insurance agency’s owner.  Sure enough, he offered me the job.  I immediately turned him down – then sat in his office for nearly an hour listening to him telling me how wonderful and successful he seemed to be.  Presuming for a minute he was half as successful as his puffed up autobiographical interview suggested, I knew my instincts were correct.  Working for him would never be about the development of my own career. It would only be about him.  Successful, perhaps.  Did I ever follow up?  Let’s just say the materials he gave me on the way out the door never made it out of his office building.
  2. Connections should be authentic. I enjoy a great spy/action novel. In between the great number of business & personal development oriented books I read each year, I find it relaxing to just get lost in a great fiction book once in a while.  When I learned a friend of mine had written a novel set in my former hometown of Tulsa, Oklahoma, I downloaded the free sample from his website and sent him a note.  Prior to the release of his book, he kindly forwarded me the final version of the first two chapters.  On the day it was available for purchase from Amazon, I immediately downloaded the book to my Kindle….and posted everywhere I could online how great it was a friend of mine had just released his first in a series of novels.  And let me tell you, the book is a thriller! [Here is a link to the book: The Perfect Candidate. If you download it, please come back to this blog post and let me know what you thought of it!] A few days later, I asked him to preview a new video project of mine ahead of it’s release, and he gladly responded.  Offering his feedback, he then (without my asking) mentioned he would forward the link to a few of his own contacts whose organizations often hired speakers.  That’s a referral I didn’t even have to ask for! [Oh, and he has since released two more volumes with the same main character…they are ALL great reads!]
  3. Focus on giving. – A close personal friend of mine once said, “Don’t just be a face on a roster.” What great advice.  I have learned time and again that connecting people with their best interests at heart will gain you more than trying to shoehorn yourself into being the right solution when you (or the products or services you offer) are simply not a good fit. People remember and the return is much greater in the long-run when you keep this principle in mind.  In the past year, he took the courageous step of opening a car repair franchise…and MANY of the people he’d selflessly helped over the years became his first customers!
  4. If at first you don’t connect, try again. – Several years back, I “lost” the opportunity of a new client to another department of the bank I worked for at the time.  Eleven months later, I had not only wooed that business into my department, but increased it from $400,000 to a $3,500,000 relationship!  Some of my best connections have developed from people I just didn’t “click” with at first.  If your approach didn’t connect with them, it is up to you to show the value of what you can bring to their network. (See Rule #1)
  5. Always maintain your integrity. It is flattering to be asked to help someone out.  I’m sure that your reputation (out of a cast of thousands) has brought forth many efforts to help an obscure Nigerian prince ex-patriate some funds from his country, if only you would email this thoughtful and promising stranger all of your financial details so they can deposit the promised millions into your account for “your trouble”, right?
    Have you ever had a client walk out of my office, with a smile on his face, having lost nearly 95% of the value of his account, carrying only a new coffee mug?  Perhaps earned your single largest commission on a one-time sale with a gross payout to you of $17,000?  I have.  In both cases, the clients had acted foolishly and completely against my advice.  That’s right. By advising them against their respective investments (instead of slobbering over the commissions thus making a complete fool of myself), I earned their trust and respect while demonstrating my own integrity.  And I won their business (and some handsome commission income) while still finding myself able to sleep at night because I had simply told them the truth.

These five rules are the absolute keys to building solid connections with those to whom you do business.  Avoid them at your own peril! The most successful people I have ever studied all possessed the ability think past the short-term, and enjoyed success for the long-term.  Which path will you take?

Why I Love LinkedIn Connected App and You Should Too!

In my experience as a leadership development expert, I have found the single skill, when used correctly, that stands above all others to solidify a foundation for success.  In fact, I even put together a book about it.  That one skill is connection.  

Knowing Is Not Enough

2013 State of the Industry ASTD.org Infographic

The Association for Talent Development (Formerly ASTD), estimates U.S. organizations spent approximately $164.2 billion on employee learning in 2012. Of this total direct learning expenditure, 61 percent ($100.2 billion) was spent internally. – 2013 State of the Industry Report, ASTD.org
Organizations want their people to be EFFECTIVE in their roles, produce MEASURABLE RESULTS, and create SUSTAINABLE PRACTICES.   For one to acquire the skills necessary to accomplish these objectives, there have historically been two basic tracks:
  1. On The Job Training (OJT)  “I had to figure this out on my own, so can you!” Or,
  2. Send Them To A Class “I don’t have time to teach you, so I’m going to send you to a seminar/workshop/class/conference and let somebody ‘fix you’!”

The first option can be quite expensive, for reasons I will not fully get into today. Let’s just agree that a “let’s cross our fingers and hope” plan is kind of like hoping to win the lottery when you never actually purchase a ticket.

The second choice, as I have observed many, many times in practice, is effective at creating awareness of what people should do.  The disconnect, however, lies in the all-to-often lack of a support system surrounding that person while they learn how to apply the techniques and practices from the training session(s) into their actual job on a consistent basis.  Watching a “how-to” video on YouTube is much different than doing what it takes to achieve your desired outcome.

$164.2 Billion is a LOT OF MONEY to try to change people’s behavior.  At “IdeaCharger”, we focus on ways to implement deliberate, impactful change for and maximize your Return on Investment (ROI) for your development dollars.

The third track, where I work with my clients, is to generate a natural, easy-to-implement plan with specific steps, practices and intent to easily turn the “what” into the “how” in a seamless manner and deliver measurable results.

Here’s your free IdeaCharger for the day:

Focus on the Connection

Social media is not the answer to all of the world’s problems.  Yes, impactful movements have begun with a single “tweet”. Families and friends stay connected on “Facebook” (Here’s why I broke up with Facebook…sort of).  LinkedIn, however, is interesting.

On the surface, LinkedIn is just a version of your resume’ or C.V. posted online for others to find.  In a previous article, I discussed the value of going beyond that “hey, we went to high school together” connection of Facebook and how to turn it into something more meaningful (e.g. business). The what (creating a profile on LinkedIn) is the “easy part”. The magic lies in what you DO with your LinkedIn network.  Today, I introduce you to the next critical step in building those connections

The Secret Sauce of LinkedIn in 5 Easy Steps

  1. LinkedIn Connected App IconInstall “LinkedIn Connected” on your smart phone or tablet. (It’s in the App Store -at this writing I did not find it yet for Android, and,like LinkedIn-which you should also install, it is FREE.)
  2. Sign in to the app.
  3. Open the app every day. [The app will suggest people from your network with something noteable (job change, professional anniversary, birthday, etc…) about members of your network.
  4. Send individual notes to them (It’s simple, just click the link).
  5. Repeat tomorrow.

Watch Your Connections Deepen & Solidify Into Opportunities

The most seasoned salespeople never cold call.  They focus on the connection.  Contact your customers, clients, and members of your sphere of influence just to say ‘Hello!’. Better yet, take the online cues and send them a handwritten note, put it in an envelope and mail it to them.   NOBODY ELSE, I will repeat, NOBODY ELSE IS DOING THAT ANYMORE, and it will set you apart.

You don’t always have to be “the guy/gal”, but you should ALWAYS be the first person that comes to their mind when they need to do some business.  CONNECT!

What Other Ways to YOU Build Connections?  Share your IdeaChargers in the Comments section below.