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Posts Tagged ‘team mates’

Three Steps to More Sales Comparisons Help or Harm You in Marketing and Sales

August 1st, 2014 No comments

Let's be really basic and candid. People make comparisons. It is part of what we are and do; we compare people, products, services, entertainment, food, politics, religion. You name it, and people make comparisons on it.

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Photo Credit – WikiCommons.

We also tend to 'judge' or 'discern.' Labels are not just something on a can or jar. Politicians, actors, workers, companies, sales people, specific news or trade media, consultants, experts, products or services…so much of what we think about gets 'labeled.'

We either define ourselves or we allow others to define us. But if we let others define us, how do we re-label, re-define or re-brand? Vivid comparisons are part of the equation.

site-built-houses-moor-ok-ef5-tornado-did-worse-than-manufactured-home-credit-ok4-posted-cutting-edge-blogmhpronews-com-.png

Moore, OK and nearby area tornado damage 2013.

Tornadoes, hurricanes and high winds are subjects manufactured housing takes it on the chin for daily in the minds of those who consider housing options. 'Gee, I'd love the price-point of a manufactured home, but they are blown away by the first strong wind.'

Really? Who says? Was the right information provided so a more accurate comparison could be made?

Learning how to address the tornado-hurricane-high-winds-topic the correct way is huge. Frankly, a big element is about making the correct comparisons. See the side by side photo above.

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We showed this screen capture from Google Images on the Masthead Blog earlier this week. Every picture but the last one above came from either this MHProNews site or our new public-image-education-focused sister site, MHLivingNews.com.

Notice how we make comparisons?

The far more expensive site built house is losing its roof, while the lowest priced new manufactured home in that market is seeing a bit of skirting flapping.

The site built roof failed because the roof tore away, but on the manufactured home where the roof pulled loose it was because of an improper add on, which tore away first and that pulled the roof off the home like a giant para-sail.

FYI, NBC reported that it's add-ons which – in a post-storm study – where responsible for 80% of the home severely damaged or destroyed. The MH's would have been okay, had the add-on been done properly, or had it not been there at all.

No one wants to be caught in a tornado or hurricane. Look again at the top two photos. If you had to be in one of those flattened houses or the manufactured home which rolled over – and neither one had a basement – which would you rather be in? The decimated site built houses, or the manufactured home that got rolled, but is structurally so durable it's mostly intact?

Enlightened Self Interest! A Voluntary "Mutual Benefit Society"

There are reasons why you should want to send your customers, your shoppers and everyone you know to ManufacturedHomeLivingNews.com. There, we are gathering and telling the good news about manufactured homes. We are debunking the myths, or outdated stereotypes. When you and your team know that site backwards and forwards, and then use it at the right time with customers, you will sell more homes. It's a no-brainer.

Three Steps to Your Organization's or Career's Advancement

1) Daily reading. Not just you, but your all of your team mates too. Don't think 'they aren't smart enough,' or 'they aren't motivated enough.' Peopleignorance-costs-knowledge-pays-cutting-edge-blog-mhmsm-com- want to take pride in their work! What they don't know, will cost you money. Period.

A minimum of 15 minutes daily here, and no less than 7 minutes a day on ManufacturedHomeLivingNews.com, will at the end of a year be proven to advance your results and profits. Invest more time, if possible!

On our public site, you should read articles and view videos a number of times, once today, again in a week, etc. Why? So that when a topic comes up, you know immediately which story or stories to go to with your prospect or customers.

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RSS feed symbol.

2) RSS and links speed your success. We love links, and you should want to give them! We already have very good search engine positioning, but YOU want us to have the BEST possible, every time. Why? You want ManufacturedHomeLivingNews.com to come up in a home shopper search. You want your customers 'pre-sold' or mostly sold. We don't sell houses, we tell stories. We let YOU sell houses!

    An RSS feed to ManufacturedHomeLivingNews.com is important to YOUR sales. We are the industry's best public image and education site. See this Masthead for examples of how an RSS feed can boost your site performance too.

    money-bag-wikicommons-cutting-edge-blog-mhmsm-com-

    Unlock the money bag.
    Comparisons and the 3 Steps suggested
    can help.

    3) Invest Your Money Wisely! One and two above are "free." This one is about where you spend or invest your dollars. When you realize that you need:

      • Marketing
      • Sales training
      • Consulting
      • Website upgrades or a new website
      • Research or copy writing
      • Videos
      • Advertising…

      When you have a need, turn to us or to one of our writers or sponsors. When we win, we can do more. When you win, we win too. Think of this as a voluntary Mutual Benefit Society.

      Let's close with a request that you share via your social networking – Facebook, Twitter, LinkedIn, etc. AND by email this link below. It puts idea #1 above in action.

      http://manufacturedhomelivingnews.com/nbc-news-today-show-manufactured-home-performs-better-than-conventional-housing-construction-in-ibhs-hurricane-wind-tests/

      Then go to Reddit, sign in and comment on this link!

      http://www.reddit.com/r/todayilearned/comments/2c6ey1/todays_manufactured_housing_is_not_your/

      Reddit gets millions of visits. The higher that link goes, the more people will discover the truth about MH and will decide to buy. What goes around, will come around to you.

      So please do your part to make this go viral!

      Speaking of Linkedin, my thanks to all who connect with me on LinkedIn, provide an endorsement and share good words about our work to others.

      When you support our sponsors and support us, we are more able to benefit you. It really is that simple. There are a lot of fine industry sites out there, but the thousand of pros who come here daily make us realize that we compare well to anything else remotely like us. Hey, that's a comparison too…##

      L. A. "Tony" KovachL. A. 'Tony' Kovach ManufacturedHomeLivingNews.com | MHProNews.com | Business and Public Marketing & Ads: B2B | B2C Websites, Contract Marketing & Sales Training, Consulting, Speaking: MHC-MD.com | LATonyKovach.com | Office 863-213-4090 Connect on LinkedIN: http://www.linkedin.com/in/latonykovach 

      What is Sales? What does it mean to Sell?

      August 24th, 2013 No comments

      This may seem to be a rather odd question at first for a marketing and sales blog. But for many sales pros, you will get the importance, value – and even fun – of this question right away.

      What is Sales?

      There are a number of definitions possible to the word “selling” or “sales.” What is the one you use?

      This may be more important than you think. We aren't going to say there are any 'wrong answers.'

      My fellow MH friends, peers and colleagues, let's be honest! MH is different than cars, boats, RVs, conventional houses, townhouses, condos or apartments! 

      That difference CAN be a POSITIVE. But if we don't understand sales (or before selling takes place, pre-sales marketing), you or your team will never reach your potential in this industry.

      Here is an example of a googled definition:

      definition-of-sell-posted-on-mhpronews-com.png

       

      Seeing with New Eyes

      Image Credit: mbrewergroup

      There are many definitions, but the last one suggests something that is critical for manufactured housing pros to realize. One of many that I like is:

      “Sales is a transference of emotions.”

      There are hundreds if not thousands of professionals in our industry who are not 'true believers.' If the person behind the reception desk, the sales pro, manager or others in the industry don't believe in the amazing value of manufactured housing, certainly that attitude may be picked up by a prospective customer. Almost as bad, is when an employee goes home, and disrespects our industry to family or friends.

      Are you or your team mates transferring positive emotions, neutral or negative ones about manufactured homes?

      This is why attitude is so important. Need a check up, from the neck up? Please visit our Inspiration blog, you could do it right now, today. Because when the emotions being subtly transferred are off, sales will suffer. But the opposite is also true!

      Get your team on board with a better attitude and more professionalism regarding sales starting today. ##

      PS: Check our many Exclusive and Red HotFeatured Articles for August and see the other new stories at MHLivingNews.com too.

      L. A. "Tony" KovachL. A. 'Tony' Kovach
      ManufacturedHomeLivingNews.com | MHProNews.com |
      Business and Public Marketing & Ads: B2B | B2C
      Websites, Contract Marketing & Sales Training, Consulting, Speaking:

      MHC-MD.com | LATonyKovach.com | Office 815-270-0500 |

      Connect on LinkedIN:
      http://www.linkedin.com/in/latonykovach 

      How often do you Shower?

      April 11th, 2013 No comments

      How often do you shower or take a bath?  Daily? Every other day? What ever it is, think of the number…

      Now, how often do you purposefully read something motivational or inspiring? Daily? Weekly? Monthly?

      Some people told Zig Ziglar that motivation is time wasted, because it 'wears off.'  Zig's response was classic.  “People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” – Zig Ziglar.

      The meaning is clear. You need a regular dose of motivation, the same as you need to wash regularly.  For those who don't, they may stink…

      …and I've met people with 'stinking thinking' before, haven't you?  If we are candid, we have all at times been guilty of negative thoughts and thinking. So like bathing, we need a regular dose of motivation and inspiration.

      If you don't have a good attitude, you can build one up! It may take longer than a shower does, but regular immersion in inspirational thinking pays off the same as regular doses of negative thinking tears someone down.

      Motivation and Achievement

      When I am recruiting for a client's company or myself, there are three things I look for, and they are summed up in this acronym: ASK.

      > Attitude
      > Skills
      > Knowledge/Experience

      If all three in A.S.K. are present in a candidate for a career role:

      • a good attitude,
      • the right skills and
      • experience,

      there is a good chance we have the right person for the job.  When only the second and third traits are there, but a good 'can do!' attitude are missing, that person just might be drag, dangerous or a liability.

      The Sage of Omaha said something similar:

      “Somebody once said that in looking for people to hire, you look for three qualities: integrity, intelligence, and energy. And if you don’t have the first, the other two will kill you. You think about it; it’s true. If you hire somebody without [integrity], you really want them to be dumb and lazy.”

      • Warren Buffett

      Think about Buffett's  'energy' quality as being positive or negative, and you see that part of what 'the Sage of Omaha' is talking about in having a good, positive 'energetic' attitude.  Integrity also reflects our attitude or mindset. The bad attitude is the one that is more lazy, lacks discipline and is more likely to be dishonest.

      While positive motivation and integrity don't always go hand in hand, when they do, you routinely discover a better work ethic.

      In our ground breaking marketing and sales training programs for clients who sell manufactured homes at retail centers or in land lease communities, I'm looking at the attitudes of those in front of me.  Are the pros being trained or coached sporting a good or bad attitude?  Are they embracing the training? Are they giving it their best effort? Or are they resisting it?

      We know from experience that those who commit to our marketing and sales process get better results, often dramatically better. We've seen locations increase sales from the low single digits monthly into double digit closings monthly. But I also recall an operation where someone resisted the training, the supervisor didn't require that they buckle down and 'just do it,' so is it a surprise that they didn't change or improve much? Of course not. I've yet to meet someone working for a company that had so little skill, that they couldn't do what we ask. So what makes the difference between the successful team members and those who won't grow?

      Clearly it is the motivation of the 'professionals' involved!

      We created the free INspiration blog for the expressed purpose of providing a positive place in manufactured housing to come and get that routine boost of motivation!

      Many of Tim Connor's or our Zig Ziglar columns are motivational or inspirational as well, as are other thougthful writers, such as periodic contributor and successful MH Retailer Greg McClanahan.

      There are some who learn things fast and easy.

      For others, change may start out hard, but with practice what is new in time becomes a habit.  Habits by definition become second nature, as normal as breathing.  Cultivate a good 'can do' attitude in yourself and share that with your team mates.  Feed your mind with good, inspirational and motivational thoughts.

      It routinely pays off for those who do!

      The logic of this is so obvious.  

      Whether you think you can, or think you can't, you are right!'”
      – Henry Ford.

      Be a part of the IN crowd, and see the INspriation blog here. ##

      PS: Check our many Exclusive and Red Hot Featured Articles for April and see the

      other new stories at MHLivingNews.com too.

      l-a--tony-kovachL. A. "Tony" Kovach

      MHLivingNews.com=Re-Discovering and Spotlighting the MHLifeStyle

      MHProNews.comMHMSM.com = Industry News, Tips and Views Pros can Use

      Services:B2BandB2CAds, Proven MH Marketing & Sales Systems, Websites other Industry Solutions.

      Office –815-270-0500

      latonyk@gmail.com or tony@mhmsm.com

      www.MHC-MD.com

      http://www.linkedin.com/in/latonykovach= connect with me on Linkedin.

      http://pinterest.com/latonyk/manufactured-home-lifestyle/

      +++

      Whether you think you can or whether you think you can't, you're right. – Henry Ford

      The Bad News

      April 3rd, 2013 No comments

      Bad news often travels faster than good news. For the media, “If it bleeds, it leads!” Your team mates may be the first ones to toss you under the bus, even if you've done good things (sometimes, especially because you've done good things).

      People talk about CYA for a reason, because they know the 'bad news' drill.

      Perhaps it is just part of our human nature, but the reality is that you can't please everyone and thus have to work harder to make a good reputation for your business. In the internet age, you can get torched by anonymous emails, or websites placed online for the very purpose of torching another. Online ratings (1 to 4 stars, etc.) also make it easy for people to dish out less than kind (or fair…) feedback.

      So dealing with “Bad News” means you have to supply your residents, your customers and others with a steady supply of Good News!

      In the age of micro-blogging – which includes, but is not limited to Twitter or Facebook – it is interesting to note that some say the trend in marketing may be back towards longer content, especially if it sports graphic images and the message is focused on your target market's interests. The Dan Kennedy marketing crowd would not be surprised by this trend.

      If you have a website, but don't have a blog, the short answer is 'start one!' Blogging done correctly enhances your website's SEO (Search Engine Optimization). Blogs are a handy way of getting and sharing 'good news' with your target audience.

      Sharing Good News

      For those who already have a website, there are lots of blogging plug ins available (just Google blogs, blog software, blog plug ins), along with third party hosted blogs, etc. If you want to hire installing a blog onto your website or need a new or updated website, there are companies like our webtech division that do that for others.

      Not a writer?

      If you aren't a writer, consider hiring one part time or by the article.

      Another approach is to invite guest articles by knowledgeable or respected people in the field. Our Industry Voices Guest blog has had some 200 articles submitted, which is more than one a week on average since we launched it.

      A third approach can be to use more photos or videos – that you can post on YouTube – as a primary or major means of communication for your blog posts.

      When you share news – good news – to your readers/visitors, you can do so in short messages, long or in between. Some of the keys for successful blogging include, but are not limited to:

      • Consistency. If you set out to blog once or twice a week, stick with it! Don't start out great guns, and then falter.
      • It takes time to build your audience. Again, persistence and consistency are keys for long term success.
      • Use the SEO and Tag functions build into your blog, see below.
      • Accuracy in SEO and Tags. Don't put keywords or tags into the SEO portions of your blog post that don't apply. Below you will see an example of the keywords/tags used in an article on Industry Voices. Everyone of those key words were used in the article it was associated with. That makes the article's keywords/tags relevant. Relevance over time will enhance your blog – and website's – SEO and 'authority' with the search engines.

      tags_for_Marty_Lavin_interview-posted-mhpronews-com-cutting-edge-blog

      If Bad News Hits You

      What if truly bad news hits you and your business? If you've established a blog, you now have the ability to respond to it. You can say what the 'bad news' is and then give it your side of the story in a way that doesn't cross any boundaries.

      Today, blogging has become part of the 'alternative media.' Some reporters and writers have 'made it big' by blogging. As a rule, those success stories focused on putting out quality work and doing so consistently.

      For the success stories where blogging was used to help build a business, there are thousands of examples of businesses using blogging to grow. MHProNews.com is in these both of these groups, so we are living proof that blogging can and does pay off when you do it properly.

      But don't take my word for it. When it comes to blogging, take Nike's advice: “Just do it.” ##

      PS: Check our many Exclusive and Red Hot Featured Articles for April and see the

      other new stories at MHLivingNews.com too.

      l-a--tony-kovachL. A. "Tony" Kovach

      MHLivingNews.com=Re-Discovering and Spotlighting the MHLifeStyle

      MHProNews.comMHMSM.com = Industry News, Tips and Views Pros can Use

      Services:B2BandB2CAds, Proven MH Marketing & Sales Systems, Websites other Industry Solutions.

      Office –815-270-0500

      latonyk@gmail.com or tony@mhmsm.com

      www.MHC-MD.com

      http://www.linkedin.com/in/latonykovach= connect with me on Linkedin.

      http://pinterest.com/latonyk/manufactured-home-lifestyle/

      +++

      Whether you think you can or whether you think you can't, you're right. – Henry Ford