Sales using Drip Irrigation Sales Technique

Drip irrigation. ... Drip irrigation is a form of irrigation that saves water and fertilizer by allowing water to drip slowly to the roots of many different plants, either onto the soil surface or directly onto the root zone, through a network of valves, pipes, tubing, and emitters

Sorry I am not interested. Sorry, I am not looking to change. Sorry, I am happy where I am. Sorry, it is too much effort.…..anyone in sales has probably heard these phrases.

The technique of the old sprinkler style, spray everywhere, and hope all the trees, plants shrubs etc. get enough water to grow is constantly used. When you have high sales goal this technique may feel like the best and only way to make your goals. I recommend including drip irrigation sales with sprinkler style sales and having two lists. One list for your Sprinkler prospects and a second for your Drip Irrigation prospects.

Your drip irrigation list, is the ‘cream of the crop’ businesses you are looking to assist. The drip irrigation list is your long term prospects, where patience and dedication is a prerequisite. It may take years for you to win the business, however when they eventually choose to go with you, they will be clients for life.

I recently heard a sermon which resonated with me. He spoke about parents only bringing their children to their Place of Worship on the High Holidays. He emphasized that it is information overload for the children which could have a negative outcome.

His suggestion: Look to bring your children once a week, or once a month (whatever works for you) for an hour service and use the drip effect. The children will get more out of the experience, will have a more positive outlook on going to services, and not see it as a chore. (High Holiday services can be over 4 hrs.).

Remember not to overload your prospect with too much information, do not look to sell to them, do more listening than talking, and build rapport and trust. Sales is a relationship. Your prospect is going to have to like you if they are going to do business with you. (Character is very important) You are looking to build a long term relationship with the Drip Irrigation Technique, and not have a one night stand.

With your drip irrigation list you need to be patient yet consistent. Send relevant articles, invite them to events, wish them happy birthday etc. . Your goal is to make sure you are the first  call they make when they are ready to move/work with someone who has their interest at heart. Drip slowly to the roots, and don’t leave the water on the top of the soil.

Good luck with your Drip Irrigation List.

 "Constant dropping wears away stone."

Organizing a Golf Day

What we learnt in organizing our first Golf Day for our Networking Group.

My Co-Founder and I had been talking about putting a golf day together since we started our networking group, and this year we pulled the ‘trigger’ and hosted our First Annual Golf Day.

I do not think either of us realized the amount of work that it would take, and the saying, “I will build it they will come” was not going to work.

Our enthusiasm, belief in our group, people we knew and what we were looking to achieve drove us forward. We were excited to assist our community in making new connections and raising funds for a Non-for-Profit of our choosing.

Steps we took:

• Choose a course
• Decide on format
• Choose a day of the week
• Choose a non for profit
• Do a budget
• Get Players
• Get Sponsors
• Get silent auction items donated
• Get a caterer going with the theme (we decided not to use the course as had a 'theme')
• Get wine tasting at the 19th hole
• Did not get a committee to assist
• Get goodies for giveaway bags
• Get prizes for winners of competitions
• Make the day fun
• Competitions Explained  – side note pink ball competition a lot of fun

We did a good job with the Budget, as we knew what the golf would cost + all the additional costs and then worked backwards on how much we would like to charge. (Cost – charge = donation). We had also decided that we would like to keep the day affordable, which does reduce the amount you can raise. On the flip side, we had a company to sponsor the printing of the signs, thus all funds raised were going straight to the donations.

We used our resources in  getting hole sponsorship's, prizes for winners, goodies for the give away bag and most important a sponsorship for a Beer Keg  which was enjoyed by all participants.
In hindsight we would have done two things differently.  We would not have the event on a Friday, and we would ask our members to be part of a committee early in the process.

We had decided to have it  on a Friday, thinking we would get some out of Towners to play and spend the weekend in Chicago which did not materialize. We learnt that if people are going to take off early on a Friday, they generally would like to go home to their family and start their weekend. Tuesday, Wednesday and Thursday are generally good days. (Don’t have it at the end of the month)
As we did not get a committee to assist from the start, all the above tasks fell to us to do which at times became daunting. Overall I believe we did very well, and we received very positive feedback with most participants informing us they will be back next year.

 A committee is a definite must. With a team you will be able to delegate responsibility for each committee member to get players, hole sponsorship's, items for goodie bags, prizes and silent auction items which would have taken lot of stress away. As one of our members stated while we were contacting our lists , “You guys are relentless!”

We both enjoy helping our community grow, and by being able to raise funds made the ups and downs of organizing the Golf Day extremely rewarding. Being our first Golf Day I can confidently say we both enjoyed the experience, and had a great time putting it together.

“This crowd has gone deadly silent, a Cinderella story outa nowhere. Former greenskeeper and now about to become the masters champion”-Spackler

A very big thank you to all our sponsors and attendees. Without your support and encouragement the day would have not been such a success. Thank you.

We are already looking forward to next year.

Road Blocks, Set-Backs and Happiness

If you are like the rest of us, you probably have had many roadblocks and set-backs to overcome in your personal and business life.
During the process of overcoming the roadblocks and set-backs what did you do to keep yourself happy, and moving forward?! It is easy to digress into depression when things do not go the way you had planned or envisioned.
Each obstacle I believe should be looked at as a lesson, and what can be learnt from it. If you do not learn from each set-back, and hopefully spin it into a positive you have lost an opportunity.
Don’t get me wrong we are all human (some of us at least) and will get upset and maybe a little depressed. However, the people who succeed are the ones who get out of the ‘funk’ the quickest, and keep moving forward.
In your career you may not even know that you are unhappy, yet your better half will (or close friends). My wife new before I did that it was time to move on from a specific company, as she saw my demeanor change which I was unaware of. My work unhappiness had crept into my home life, without me even realizing it. So I kept moving forward, and found a new opportunity which made me happy. I looked to learn from the experience, and hopefully won’t make the same mistakes again.

• Roadblock: Look for an alternative route. Have a mentor you can speak with, and bounce ideas off
• Set- Back: What can you learn from the situation? How can you turn the set-back into a win? Look at the bigger picture
• Always look to better yourself, and move forward
• Ask for help
• Don’t be afraid of two letters ……NO. If you do not ask, you will never know what could have been
• What makes you happy? (e.g. family, going for a walk, eating good food, travelling, working, gardening, golf etc.)
• Never lose sight that Family and Friends are very important
• Learn to ‘switch off’

I have thankfully reached happiness in my family life which I am always grateful for. This helps me in continuing to look to move forward* and better myself.

What makes you want to move forward?!

"If you want to go fast, go alone. IF you want to go far, go with others" African Proverb

*moving forward –For me it means bettering yourself and not giving up.

“Never let the fear of striking out get in your way” Babe Ruth

Join us in Supporting Els For Autism Foundation

 

Join us in Celebrating South Africans in Illinois Networking Groups Golf Day Supporting the Els For Autism Foundation

Friday, August 26, 2016

Deerfield Golf Club & Learning Center

 

1201 Saunders, Riverwoods IL  60015 

 

Foursome - $540

Includes bucket of balls, golf, lunch, a traditional South African Braai/ BBQ dinner 

 

Individual - $145

Includes bucket of balls, golf, lunch, a traditional South African Braai/ BBQ dinner

 

 Dinner - $50

Includes traditional South African Braai/ BBQ dinner

 

 Schedule

 Registration:  11:00 am *Driving range/putting green open

  11:30 am (Box Lunch Available)

Shotgun Start:  1:00 pm SHARP!

 

Dinner/Silent Auction & Awards:  Immediately following 

CLICK TO REGISTER:

 

Questions: southafricansinillinois@gmail.com

Open to all Nationalities.

Bring Back Common Courtesy

Courtesy - excellence of manners or social conduct; polite behavior. A courteous, respectful, or considerate act or expression.

I have had the conversation on too many occasions lately, "Has common courtesy disappeared?"  I have been too and hosted events where more than150 people were invited to the event and less than 30 % responded.

From the discussions we came to the conclusion that common courtesy has taken a backseat.   Today, when you email someone internally or externally from your company it’s a 50/50 chance they will respond in a timely manner or at all. The same seems to be the case when leaving a voice message, and the odds drop I would say to less than 30 % response rate when sending someone an Evite. Has technology been slowly eating away at our common courtesy?

Put common courtesy back on your to do list, and hopefully it will have the butterfly effect.  I am positive that if we show each other respect/courtesy, our colleagues, our prospects, our friends and our current clients will be happier and business service internally and externally will improve.
 Courtesy goals:

1. Return voice messages within 24 hrs (do not respond ALL when it is not necessary)
2. Respond to ALL email requests within 24 hrs (48 hrs max)
3. Respond to all invitations prior to the RSVP date (even if not going). If you say attending and then cannot, let the host(s) know asap don't just be a no show. (Hosts put time in putting events together, and have invited you for a reason. Have the courtesy to respond)
4. Say thank you and please (if you have children teach them early of benefits of showing respect)
5. If you are on vacation, have an out of office message on your voicemail and email
6. Don’t have your phone 'out' while having a conversation (definitely no texting)
7. Turn off your phone ‘ringer’ when in meetings
8. Be on time to your meetings (aim to be 10 minutes early)
9. If you are running late (sometimes unavoidable), let whomever you are meeting know
10. If you have someone coming to your office, and your current appointment  is running long let your next appointment know (e.g.would it not be nice if your doctor's office called/ text you to let you know they are running late and please come 30 min later) Treat everyone's time with respect.
11. Don't play pokemon when you are with others
12. Check your emails for spelling errors prior to sending (been guilty)
13. If you say you are going get 'something' done by a certain date or time make sure it gets done. If you cannot complete by promised day/time let the person who is expecting the 'something' know. (under-promise over-deliver)

I am sure you have many additional courtesies that you miss. What is important to you to  you? Please feel free to add in comments.

"The true greatness of a person, in my view, is evident in the way he or she treats those with whom courtesy and kindness are not required." Joseph B. Wirthlin

May common courtesy once again raise its head, and become the norm.

Thank you for taking the time in reading the article.

Driving in Traffic- What can we learn about you?

 


If you live in a big city you continuously have to deal with traffic, and I am sure you have encountered the type of driver listed below. Yesterday for me was no exception. The big difference  was I decided not to get upset and instead pay attention to how different people drive in traffic.

During my observation I decided what type of person they were, and the characteristics they may have. I am positive you will be able to add many more, and I encourage you to list them in the comment section.

Please also feel free to state what type of person you may think the person I have listed is, and their characteristics.

1. The driver that drives on the side of the road and then cuts in. (the cars I saw mostly do this were higher end and young drivers): This is a person I probably would be least likely to hire. They believe they are more important than others, and rules do not apply to them. They have no consideration or respect for others
2. When they see a vehicle indicating to get into their lane, and they then speed up to prevent the car getting in front of them: This person is less likely to assist someone in the office, or provide a helping hand
3. The driver who does not thank the driver behind them for letting them in: This person may be slow to thank people generally, and could be rude to others. (I am a believer in thanking people for ‘big’ things and ‘little’ things alike.)
4. The driver who does thank the car behind them for letting them in: They are generally polite, and I believe would thank people in their day to day life
5. The driver that sees a vehicle indicating to get into their lane, they slow down and let the car change into their lane: This person I believe would be more willing to assist others in life, and at work
6. The driver who keeps changing lanes (speeds up, then has to pump on the brakes-then changes lanes-then has to pump on the brakes etc. etc.) This person has no patience and will be difficult to give direction too. Will make a lot of mistakes in their assignments.
7. The driver who picks a lane and only occasionally will change lanes (majority of the time in the same lane) – They know that they can’t do anything about the traffic, and will get to their destination in the same time either way. This person is calmer under pressure, understands they cannot control everything, and has patience.

If I was a hiring manager and saw the candidate drive in the manner outlined above prior to coming into the interview I may have some preconceived ideas about the candidate. Rightly or wrongly they may have an additional hurdle to overcome during the interview.
I would like to emphasize I am not a psychiatrist or psychologist and this was a fun exercise I did while in traffic to keep myself busy.

Believe in yourself: 5000/1 *

What can be learnt by Leicester’s FC (pronounced Lester) climb from bottom of the pile to the peak? Starting the season as 5000/1 to win the league, their rise to the top is very unexpected. It would be as if a School Football Team beat the 1986 Winning NFL Bears Team. To put it another way the odds of Simon Cowell to become the next Prime Minister was 500/1, for Hugh Hefner to admit he's a virgin 1000/1, Andy Murray to name his first born Novak 500/1.

When Leicester FC play some of the larger clubs in the League the cost of their 11 players is less than one player in the other Team. Yet, they keep on winning!

There are clubs that have been re-building for years and spent hundreds of millions on high profile players that have not seen the success of this Leicester team.

Some lessons which I believe can be learnt. (You could add a hundred more)

• Leave the Ego at the door- No one is bigger than the Team or Club
• They play as a Team and work as a Team. - No one player is more important than another. When a team mate misses a tackle, makes an error their teammate is right there cheering them on and assisting. Are you helping your Team be better, and coaching for success?
• Sometimes you need to take a chance – When Ranieri became the Manager the pundits could not understand the club owner’s choice, and thought he would be one of the first manager of the year to lose his job. The owner now looks like a genius. When was the last time you took a chance?
• Never Give Up - Leicester’s FC always play until they hear that final whistle. Going for that big account, looking to set an appointment –keep following up
• Leadership – Ranieri as the coach installs confidence in his players, and gives direction. He keeps his Team focused and has all their goals for the year outlined. Have clear, concise and attainable goals.
• All Players know what their job/goal is and are prepared– Each game Ranieri will have outlined what each players ‘job’ is for that game. They will know who to mark, where to run etc. Know what you are looking to achieve, and the strengths of your colleagues.
• Are not distracted – The Team has not been distracted by the media, and have kept their focus. In business do not be distracted by others, and stick to your game plan
• Be Prepared and Play to your strength – Leicester study their opposition, however will always play to their strengths and not be caught up in their oppositions style of play. Know who your competition is, and play to your strengths to overcome them.
• Ranieri never complains or blames anyone about decisions that have gone against his team. He is extremely grateful for what his team has achieved. (he was seen crying with pride after a game)

 "This is a small club that is showing the world what can be achieved through spirit and determination. Twenty-six players. Twenty-six different brains. But one heart."-Claudio Ranieri 

Congratulations to Leicester FC on their success in 2016. May you have as a successful year as them.

Feel free to add in the comment section what you have taken away from the success of Leicester FC 

in 2015/16.

 *since writing this Leicester have been crowned Champions. Congratulations to the Team and all their supporters!