Category: my-thoughts

Marketo Forms: Customizing Your User’s Experience

Marketo Forms

Marketo forms allow you to customize the journey of your users.

First, you can choose what fields you are going to show.

In the example below, I show how you can use hidden fields. 

On the right side you will see that form prefill is enabled for the Is Customer? field. This means if Marketo has the data already, it will fill in. 

Once you have the fields set, you will then click on ‘Form Settings’ then click on ‘Settings.’ 

You can then make changes to the setting. You can also change the Thank You landing page (where the you land when you complete the form).

What’s amazingly flexible about Marketo forms is that you can send people to different thank you pages based on answers on the form.

If you click on ‘Add Choice’ (bottom right under Thank You Page), you can create pathways.

When you click add choice, you get to specify the options. It’s important to note that you have to choose a field on the form (but you can have hidden forms that pull in information from Marketo instead of a question that is asked).

In my example, I created 2 landing pages: one for customers and one for prospects. But you can have multiple pages based on whatever criteria you choose.

This is just ONE way to create a flexible journey for your users.

On each landing page, you can also create dynamic content based on information in Marketo segmentations. So maybe customers go to the customer page but if they are in the energy industry they see one image/content messaging and if they are in consumer products they see another.

And in addition to dynamic content, you can use tokens to further customize.

Oh the fun we can create with all these flexible tools within Marketo!

Stop Blaming Millennials for Everything

I am a Generation Xer.  I remember hearing all about my generation (and the gross generalizations) when I started in the workplace.  I remember thinking “If they think I’m exactly like the person to the left and right of me, they are idiots.”

Now all we hear these days are:

Millennials are lazy.
Millennials don’t want to work.
Millennials are entitled.
Millennials don’t understand how the world works.

Good grief, give it up!  Making such crazy generalizations is…well…crazy.

Every time a new generation enters the workforce, we have the “judgey” (yes I know it’s not a word and YES I still want to use it) earlier generations make claims.  Have you ever heard people say young people are lazy, entitled or don’t do the work?  EVERY.  FLIPPIN. GENERATION.

Image result for funny millennial memes

Don’t get me wrong though, I love the funny memes about Millennials.  I laugh at the crazy man buns.  And I may chuckle at some of the fashion trends.  But who am I to laugh?  I can’t even match my clothes.  But that’s neither here nor there.

Do I think there are some cry babies that were coddled and have no idea how to put in the work?  Of course.  But guess what?  They are in every generation.

We miss out on people’s skills, knowledge and innovation when we segment and name call.

And why are we offended when someone comes along and questions everything?  What if their questioning allows us to change our mindset and do things faster?  And stretches us to do more?

We need to be able to pull the knowledge and experience of each group (Traditionalists, Baby Boomers, Generation Xers, Millennials), capitalize on the synergy and different perspectives, and really excel.  We need to encourage each other to question the status quo and innovate and improve!

 

Networking works…

Networking-1160x679

Networking works.  It works in small markets.  It works in large markets.  But you really have to have your head and heart in the right place.

A few tips I follow when networking:

1) Give first

Have you ever gone to a networking meeting and been attacked by someone that wants to tell you all about their business and throw cards down your throat?  And the only thing that person seems to have on their mind is convincing everyone how great their product is.  Annoying, right?!

You’ve heard the famous saying “People do business with people they know, like and trust.”  How much do you trust the show up and throw up person?  Not much.

So my suggestion is to REALLY and SINCERELY learn about someone’s business.  Find out about them.  And figure out a way to help them (even if it’s as simple as providing them some value about something they like or need).

2) Build relationships

When you are networking, decide to ‘meet friends’ and build relationships.  You can always find someone interesting and amazing.  Take the time to really get to know people.

3) Be Consistent

I’ve had so many people tell me that networking doesn’t work. I ask what they did.  They showed up at a few events and (oh so surprisingly) they didn’t have clients just show up and give them business.

You have to show up and be consistent.  Once you establish yourself as a person that is consistent and reliable, people can start to trust you (but you have to prove yourself trustworthy).

4) Follow Up

Another way to be consistent, is to follow up with every person you meet.  I typically try to ‘touch’ people I meet 2-3 times within a 2 week period of meeting someone.

I send a ‘nice to meet’ note (only if I truly mean it…I’m not a good faker).  I send an email.  I also try to connect with them on LinkedIn.

Following up allows you to start the relationship and begin a friendship. And going to networking events is a lot easier if you can be around friends.

What Does Crossfit and Sales Have In Common?

This is a great article from Marc Wayshak.  He is an avid Crossfit goer and gives some great advice on why their business model works so well.

1. Target only your best clients. Crossfit is not for everyone; it’s for a very specific type of person. Someone interested in moderate exercise for a few hours per week will be happier at a typical gym such as Work Out World than at the local Crossfit. That’s because Crossfit demands a commitment to hard work and the desire to achieve an exceptional level of physical fitness. As a result, Crossfit gyms can demand a higher price than typical gyms. Crossfitters are willing to pay top dollar, since they know they won’t find the same type of athletic community, commitment to hard hard work or intensity of exercise anywhere but at Crossfit. Consider this: The average Crossfit gym membership costs anywhere from two to five times as much as the average gym. By catering their business model to the right clients, Crossfit can charge more and customers will gladly pay more. (I gladly pay my own $275/month Crossfit membership!). How can you focus your business model on your best clients?

 

2. Offer more value so you can charge more. Most typical gyms offer workout machines, free-weights, large group classes and showers – that’s about it. Crossfit gyms, on the other hand, give members heaps of individualized attention with small class sizes and lots of personal instruction. This not only safeguards that members are properly performing the Crossfit movements, but it also ensures that members are getting the most out of their gym time, thereby improving personal results. Most Crossfit gyms also host nutrition clinics and workout challenges, as well as running competitions. All of these features offer far greater value than a typical gym does, which is what allows Crossfit gyms to charge so much more than typical gyms. How can you offer more value to your clients so they will pay more for your services?

 

3. Focus on your clients’ results. When people work out, what are they looking to achieve? The answer is results. While many typical gyms boast about their top-of-the-line machinery, clean facilities and friendly staff, very few boast about their ability to help members achieve specific workout goals. Crossfit, on the other hand, focuses exclusively on helping members achieve results. Because of this, most new Crossfitters are in better shape than they’ve ever been within just a few months. This personal success reinforces members’ willingness to invest so much money – often the equivalent of a monthly car payment – in their Crossfit gym memberships.What results do your clients really want? Focus on helping your clients achieve desired results, and you’ll become infinitely more valuable to them.

About Marc Wayshak:

Marc Wayshak (www.MarcWayshak.com) is the author of two books on sales and leadership, Game Plan Selling and Breaking All Barriers. He is a sales expert who created the Game Plan Selling System based upon his experiences as an All-American athlete, Ivy League graduate, startup entrepreneur and years of research, training and selling. Marc has established a revolutionary selling system for salespeople, entrepreneurs and companies alike. He is a regular contributor for Entrepreneur.com and the Huffington Post Business section and holds an MBA from the University of Oxford and a BA from Harvard University.

Opportunity or Obligation?

This is an excerpt from the ‘Smart Tribes’ book written by Christine Comaford.

“How do you live life?  As an obligation or as an opportunity?  Those who see life as an obligation want the task at hand to be done with as quickly as possible, with little regard to outcome.

The people who change the world around them – for themselves, their companies, communities and families – rarely act from a sense of obligation.  In fact the people who act like leaders almost always act from a sense of incredible opportunity.  They don’t interact with the world around them because they have to.  They do so because they want to.”

So how are you choosing to live life?  As an obligation or an opportunity?

Networking Tips

Networking really does work.  It works in increasing business, increasing job opportunities, and increasing friendships!

Some people are so very successful at networking, and some people struggle and never really benefit.

Here are my tips for getting the most out of your networking:

1) GO TO THE RIGHT MEETINGS

This requires you to do a little homework and find out what groups would benefit you and your company most.

2) BE CONSISTENT

Once you identify what groups / meetings you should attend, attend them regularly.  People need to see your face, get to know you and like you before they will want to do business or want to refer business.

3) SET GOALS

Every time you attend an event or meeting, make a goal.  You may decide you want to connect to 3 or 5 new people.  Or maybe you decide to target one particular person.  Whatever it is, set it and achieve it.

4) LISTEN

Choose to LISTEN more than talk.  You have seen the annoying person at networking meetings that comes up to you and throws up on you with all the information about their product / service / company.  Instead of being one of ‘those,’ be the person that listens and learns more about other people and other companies.

5) PROVIDE VALUE

Be the person that provides value FIRST.  Find out what someone else needs, and help them achieve that.  If you consistently do this, people will refer to you (and love when you come over and talk — because they know you are there to help and not sell).

6) FOLLOW UP!

This is the biggest one to me.  Get cards at the networking events.  And follow up via email, phone, in person, social media, etc.  Follow up with the person and figure out a way to assist them! :)

As I always say, ALWAYS GIVE FIRST…AND GIVE MORE!

10 Simples Rules to Be Nice

This is an excerpt from Robin Sharma’s blog.  So often we complicate things instead of just keeping it simple.  As my basketball coach used to say, “focus on the fundamentals.”

Rule #1: Think about others before you think about yourself.

Rule #2: Say “please”.

Rule #3: Say “thank you”.

Rule #4: Smile.

Rule #5: Say “sorry” when you need to say “sorry”.

Rule #6: Turn off your phone when you eat with your family.

Rule #7: Be on time. No, be early.

Rule #8: Radiate optimism and make people feel good.

Rule #9: Keep your promises.

#10: Be humble.

Give

One of my core beliefs not just in the business world but in life in general is you need to always give more.  And this ‘give’ should come first from you.

I believe that great people know that the more you give the more you will receive.

Imagine if you decided to provide value to 10 people at a networking event over several different encounters.  Imagine that you went out of your way to do this and never once asked for anything in return.. Most of these people will never be your client, but you choose to assist them in any way you can.

Guess what will soon happen?

These people now see how you do business (and appreciate it).  And they realize you are not just a smarmy salesperson that is trying to push their product or service.  And these people will soon become your advocates and champions.

After you have given several different times, these people will start to go out of their way to provide value for you.

What you sow is what you reap.

So if people know the more they give, the more they will receive, why don’t they do it?  GOOD QUESTION!  I don’t know if it’s they don’t believe it, are too focused on themselves, or are just trying to take a short cut.

But choose to work like the great ones.  Choose to give first and give most!

Library of Business Books

Library-218x300Are you looking to increase your business, sales, or marketing knowledge?  Come check out my business library!

For a list of the books available, click on the link below:

Adecco Library

You can come by and check out our list!  We are adding new books every week.  Borrow a few, leave a few, return or pass on.  The most important thing is to share the knowledge!