by Miriam Hara | Jul 4, 2013 | Business Success, Latest
Getting in the door is the first step to success or failure. If you go into this meeting with a song and dance about why they should “buy” your service, then you’ve already lost them. This presentation is about your potential client or customer. Trust me, if they have given you the opportunity to present, then they already know that you can offer the service or product. You are in making the presentation to see if they can work with you. SO they need to like you and yes, trust you. Oh boy…how do you do that with a room full of strangers for an hour… and no cocktail in your hand!
When you are doing any types of sales, whether it’s service or product sales you must exercise a solid dose of patience. But finally, the time you have so long-awaited is here. You have finally gotten your foot…no your whole body in the door! YAY!… So now what do you do? You have to start prepping for that meeting. No,don’t stop reading, this is not about how to do a presentation. It is about how to be successful in presenting your business, give a presentation and own the presentation hour that you have been given.
Giving a presentation isn’t on everyone’s list of ‘the things I love most’… except if you’re a professional speaker or a professional sales person. Many of us have just fallen into “doing sales”, mainly because there isn’t anyone else to do it. This happens a lot in entrepreneurial businesses… that incidentally are very successful. That’s often the case because these people are passionate and it just gets very contagious!
There are a few keys to success that you should always keep in mind when presenting.
1) How to make a presentation always starts with your presentation ideas. Although you are presenting the services or products your business offers, there is merit in developing a “theme” or concept around your presentation. You need to engage your “audience” right away. You need to not only speak about what makes your business special you need to show them what makes it special…and that would be you.
2) There’s a ton of Powerpoint presentation tips, source them here. Keep it short. Keep it visual. Keep it exciting. This will set the rhythm of your presentation and provide a good background to what you are saying. Yes, background, not foreground!!!
3) Build in flexibility. When you present, it needs to be fluid. It can’t be a canned presentation. That comes often stilted and well, not very imaginative. By building flexibility in how you present provides you with the ability to ask questions, listen to the answers….and speak to their concerns during your presentation. You need to instill trust.
4) Practice your tone and your visual presence. A good Powerpoint presentation is only the beginning. When making oral presentations it’s all about the delivery not the subject matter. Think of being on stage and the spotlight is on you. People connect with people. You may be in the door to present a service or product they need, but ultimately they will buy because of you.
Ultimately, hitting a home run out of the park takes planning and preparation. You can’t wing it. It will show. Selling is all in the presentation and more importantly the presenter. I’d love to hear from you about some of your success stories. Share them here.
by Miriam Hara | Jul 2, 2013 | Creative, Design, Latest
What is creativity? There’s a misconception on what or rather who can call himself or herself a “creative”. There are many types of creativity out there. You don’t necessarily need to draw and paint in order to be a creative being…. so if you don’t, don’t sell yourself short. I run a brand creative agency and I have found that being creative and owning the label of a ’Creative’ is much more than drawing or painting. Through the many years of running a creative agency with graphic designers, web developers, photographers and writers, there are many different creative personalities, but they often fall into a creative type. Here’s my informal list of creative types identifiers.
Which one (or two, or three) best defines your creative style?
The ‘Artiste’: True and tried, these creative types are what everyone naturally thinks of as “creative”. They can be artists, sculptures, glass blowers, graphic designers, animators, art directors, illustrators and painters. They use any medium from a paintbrush and easel to computers and software such as Indesign, Photoshop and Illustrator, to name a few.
The Physical Artist: Born to perform, these artists are actors, comedians and yes, even musicians. They are at the forefront of their creative expression…. seen on TV or in the movies and can be found in local bars and theatres.
The ‘Conceptual’: Give these people a brick of information, add to it restrictions and rules of what can be done and what can’t be done… and leave them alone. They’ll come up with ideas that speak volumes and words that rock your world. Their thinking is organized, concise and rational. They’ll be creative directors, writers and art directors.
The Stylists: These creative types are visual. They use material (from fabric to brick) and colour… and understand lines and space. They’ll be your Fashion designers, architects, interior designers and interior decorators.
The Imaginative: Creative thinkers they always ask the one important question: “what if”. This creative group loves problem solving and is often inventors and innovators… and they can be anything from urban planners to scientists and anything in-between.
The Linear: With the advent of technology, I would be amiss if I didn’t include this creative type. From understanding website navigation and user interaction to making sites look good and maintain functionality, this group of creative IT designers are as integral as conceptual thinkers and artists in the marketing field.
So what’s your creative type? Do you have one that I haven’t listed? I’d appreciate you defining your creative type here.
Look forward to hearing from you!
by Miriam Hara | Jun 25, 2013 | Branding, Business Success, Latest
It’s hard to separate personal persona from your brand persona. If you are in charge of marketing for a brand or business you are probably passionate about what you do and how you do it. Being in charge of a brand and its performance can be intoxicating. However, like everything else in life, too much of one thing may be counterproductive. (Who said that?)
Having such a strong connection with the Brand, or as you see it your Brand, can make it very difficult to separate yourself. But you must. As a Brand Manager you are responsible for a brand’s marketing strategy by deciding what makes the most sense. You are the keeper and caretaker for brand character which involves everything from brand and logo guidelines, brand tone, brand voice and brand style… including brand body language. SO… the big question is, how do you as a brand manager separate yourself from the Brand? Chances are, during the course of your marketing career you will be fortunate enough to handle many different brands, even competitive brand. They can’t all be you! Here’s a quick checklist on how to separate yourself from your Brand.
Pleased to meet you: I have always thought of a Brand as a person. When my team and I first come on board to develop campaigns for a brand that we don’t know, we get to know it. We are respectful. We learn about its past, how it came to be, how it evolved, who its friends are and who its foes are (competitors). We discover where it lives and where its market is… and where the Brand needs to be.
Not all change is good: Understand the Brand’s character and its potential to evolve within that character and tone. Too often I have seen new Brand Managers come into an organization and change everything without any thought to the Brand’s franchise, community, marketplace or its potential. Remember it’s easy to judge what you think is right or wrong when you are new to a Brand. But making changes too soon can lead to market confusion. It takes time to nurture a Brand and for it to attain its rightful place in its community and market space. Brand making isn’t cookie cutter… sure, tactics can be interchanged, but brand personality and character need to stay the course in order to prevail and be a Brand.
Brands evolve: Take a very open view of a Brand that you’ve lived with for a long time. Just because you’ve tried a tactic in the past that hasn’t worked, doesn’t mean that same tactic with some tweaks, won’t work today. By the same token, keep your eye on the future. Find out what’s new and what’s exciting, maybe it’s just the thing to rejuvenate your Brand. Make sure you always place the Brand first and always evaluate. If a Brand is its own entity then it has its own style.
Be impartial: Separate your own likes about colour and style from those of the Brand… especially when working on brand creative. Ask yourself if the concern you have is really going to make or break the communications. Don’t strangle the creative process… and don’t confuse what you like with the Brand’s style… you will doing it a big disservice.
Be passionate. Be respectful. Be mindful.
After all, it’s all about the brand persona, Brand’s success… and yours.
by Miriam Hara | Jun 21, 2013 | Advertising, Branding, Business Success, Creative, Latest
Attention all Marketing and Brand Managers: We know our marketing and we know our brand. More importantly, we know who our target buyer, audience and groups are. That’s important and is what makes for great creative. But there’s a catch – we suffer from brand intimacy. By knowing so much through living our brand, day in and day out, we forget that our target doesn’t know our brand intimately and probably couldn’t care less. We need to make them care. The only way I know how to do that is through good advertising and communications for them… not for me. Too often in a boardroom environment decisions are made about what works and what doesn’t without market research (but that’s a post for another time!). More to the point, many day-to-day decisions or the way to go ahead on smaller projects are based on what I refer to as “internalized judgment”. Whether you’re developing a full-scale advertising campaign, billboard creative or just doing a one-off brochure, the question you need to ask when assessing your advertisement is: “Does it makes sense to someone other than myself?”
Here’s a quick checklist to make sure that your ads and communications are not a victim of brand intimacy!
Have ad sense: In other words, is it clear? Clarity is very important in any communications piece. By being brand intimate, sometimes we feel that we don’t need to “spell it out” to our audience… or we just skip the details, leaving the message too vague for our target to decipher.
Don’t talk to yourself: Take a step back and remember the first time you walked in the door to your new job and had to get to know and understand your brand. Remember how you thought about it… before intimately knowing it. This applies to judging creative ads, headline copy and even segmentation. Often companies refer to their business segments in categories driven by manufacturing or by organization divisions. Consumers don’t see these segments how business sees them. Be very cautious of this because it can make or break your brand’s success.
Fatigue syndrome: Admit it. Whenever you see your brand initiatives, whether it’s a TV ad, a billboard or a social media campaign, you pay attention. Of course you do! As you should! But understand that your niche market or mass target groups don’t. It takes time for them to even acknowledge your ad, even though they’ve seen it once or twice already. Remember, the ad fatigue syndrome effects Brand Managers, Marketing Directors, Marketing Managers and Vice Presidents of Marketing and Sales… and everyone else in the organization. But, it doesn’t affect your consumers.
So the next time your brand agency asks for your opinion on communications… don’t leave your hat on… put on your target market’s hat instead!
by Miriam Hara | Jun 17, 2013 | Business Success, Latest, Miriamisms
How do you know when you are ready for business success?
So you’re right out of school or you’re new to the market and you want to break into your field. But are you ready? Really ready? When after the umpteenth interview and the many false starts, or “almost-getting-it” jobs, you get “the job”. Finally, you have arrived. But are you ready for the work place? Are you prepared to shine and do what it takes to make a good impression? Do you know how to become the go-to person for your team, or even the person that everyone feels they can rely on and trust? Having hired many people here’s my list of what to do and what not to do:
When you don’t add… you subtract: One of my friends once said this to me when we were talking about work and I immediately got it. If as an employee you aren’t adding anything more than just doing the work, then, you’re not adding value. In fact, you actually create a situation where your colleagues will compensate for all you don’t add, weakening the entire team. It’s as easy as being involved. Showing interest and not being afraid of asking questions or stating opinions. It’s not cool to be less than you can be.
Showing up isn’t enough: That’s right. If all you do is show up to the office or job, chances are you won’t be showing up there for long! Doing less and not following through or not keeping pace gets tired really quickly… for everyone else. It’s not cool to do less.
Own it all. From filing to… storing: There’s always grunt work, or work that no one likes to do. This is different for everyone, but regardless what it is, it has to get done. And it has to get done properly and accurately. Work with intention and be committed. It’s not cool to do only what you like to do.
Cross your t’s and dot your i’s: I cannot say this enough… and I am not just talking about grammar here! Yes, know the difference between its and it’s, or your and you’re. However, just knowing the difference isn’t enough. You need to exercise the knowledge! I digress. Pay attention to details. Success is in the details. It’s not cool to say ‘Oh, yeah… sorry’.
Come in energized: Come in happy… and rested. It doesn’t bode well when you walk in the door dragging your you-know-what. Be prompt. Be up-beat. No, it’s not cool to yawn or zone out in meetings.
Know what you know: It’s very important to know your capabilities. Know what you know and what you don’t. If you don’t know, then say so. This is a good way to manage your boss’ expectations and timelines. It allows your boss to respond accordingly whether it’s giving the task to another team member or providing you added support to complete the task. It’s not cool to say you know… and then show that you don’t.
Listen and do: Learn to listen and follow the direction you’re given. And well, just learn. It’s not okay to just hear the direction and do your own thing. If your boss tells you how to do something, or how they want something done, then do it that way. If you have a concern or a different approach, then discuss it with them. It’s not cool to just do it your way.
Read the environment: Timing is everything and when stressful situations happen at work, understand that everyone reacts differently. Sometimes people react well and sometimes they don’t. Know that it’s not all about you. Yes… you are important and your needs are important… just maybe not at that particular moment. And no, it’s probably not cool or a good time to joke around or spend time chatting it up with other employees.
Don’t over promise and under deliver: In any business, deadlines are important. Whether it’s a report or a deadline for an ad or event, know one thing: Deadlines are not elastic. If a business misses a deadline, that means money… in the short or long-term. If you commit to a task and a deadline, you need to respect it. It’s not cool to say you’ll do it and then don’t.
There’s so many more I could list, but if you get these down pat, and at the risk of sounding like a clairvoyant, business success will be yours!
