Contact: mail@johncschuler.com   Web Site: www.johncschuler.com

To Motivate, First Educate ... Anonymous

"Between falsehood and useless truth there is little difference. As gold which he cannot spend will make no man rich, so knowledge which he cannot apply will make no man wise." Samuel Johnson, British Writer, 1709-1784. Author of unique English Dictionary published in London in 1755.

Motivating All Your People Lift "Sales" and Profits

Most companies "officially" use about 5% of their people to Find, Acquire and Keep Customers.  But in actual practice, 100% of your people are directly or indirectly involved in the de-facto Customer Acquisition and Retention Process - From the Front Desk to the Rear Shipping Dock.

Since most of your people are actually, in the "Sales & Marketing" Loop, it makes sense to Educate and Motivate. Not only is it extremely low in cost, it lifts morale, enhances customer satisfaction - and raises revenues, margins and profits.

The best way to motivate your "Non-Sales" people is with a Dose of Education and a Small Dash of "Greed". Both can be easily accomplished at near-zero cost.

There are many inexpensive and proven ways to cater to "Healthy Greed". They range from Individual Recognition to Company-Wide Bonuses.

Most Customer Relationship Management (CRM) Software is expensive to buy and difficult to implement; much of it becomes high-cost "Shelfware". Even when it pays off as expected, it impacts only about 5% of your overall in-place sales process.

Instead of spending large amounts of money and huge ongoing efforts buying and trying to implement CRM Software, opt for a Quality Customer Interface (QCI). By spending less than one-hundred dollars per person you will get an educational and motivational e-Handbook that even comes with counseling via phone support - for EVERY user. It will pay for itself by one or two orders of magnitude in just a few weeks.

The best "CRM Program" is the education and motivation of ALL your people.  They can and will quickly and inexpensively learn to better understand customers and prospects.  

Allowing and encouraging your existing people to use their own innate skills in a positive way gives them courage and confidence - and BAM ! They are truly MOTIVATED.  They can then proceed on their own with little or no supervison - as more capable people.and Less overhead costs.  No more dumb scripts. Happier customers who willingly spend more of their money for YOUR products and services.

"Confidence and resourcefulness in how to proceed, not standardized solutions and rules, are developed. These enable supervisors to get good teamwork, to give better service, and to get out more production." Job Methods Training Manual, 1943

EDUCATED AND INCENTIVIZED * MARKETING PEOPLE * WILL CREATE MORE LEADS

EDUCATED AND INCENTIVIZED * SALES PEOPLE * WILL FIND MORE PROSPECTS

EDUCATED AND INCENTIVIZED * "NON-SALES" PEOPLE * (95% OF YOUR COMPANY) WILL HELP TO ACQUIRE AND KEEP MORE PROFITABLE CUSTOMERS.

In any normal company, one person can undo all the hard work of hundreds of others.  A sales person might spend weeks and months nurturing a new client - only to lose that client to a rude or unmotivated worker.

An harmonious and pofitable company is like a chain where those many links automatically support and work in tandem with each other.  The difference can be as simple as having a point of reference like a company-wide e-Handbook

Education and Motivation all of your "Sales" and "Non-Sales" alike, from the Front Desk to the Shipping Dock - to make sure they have the knowledge and confidence to expound upon your goals and have them consistently in mind during every conversation with Prospects, Customers and Vendors - and with everyone else across your Sphere-of-Influence.

John's Web Site: www.johncschuler.com

Email: johnschuler@comcast.net

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