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Just Communicate
I have been speaking at CIMA events for a number of years now and I
am always made to feel extremely welcome. I thoroughly enjoy meeting all
of you and I hope that I will be able to meet you all again at another
event very soon.
Until then, remember to choose your ATTITUDE every day and
experience as much happiness and success as you deserve.
I have included a free gift as a thank you. Just go through the slides
and you will find it
1
Just Communicate
Staying Motivated
in the Tough Times
John Copeman
Just Communicate
So what‟s really changed commercially
Business‟s were looking
ahead
Planning growth of the back
of 16 years great trading
conditions
Credit was relatively easy
to obtain for capital
investments
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So what‟s really changed commercially
Business bolted down the
hatches fearing a flood
Planning looked inward and
cost management was in
focus
Credit became harder to
get and for some hard to
keep
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The Real Change
CONFIDENCE
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So the first question is...
How has this situation changed
your Attitude and
Self Confidence?
Attitude & Perception are choice...
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Change your thinking
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The 3 Key Elements
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Choose your attitude
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So the second question is...
Do we really plan as much as we
both should and could?
Do we really know the benefits of
great planning for ourselves?
Let’s find out...
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Choosing Your Attitude
Consistently Positive
Consistently Negative
The vast majority of people exist at this level for
the majority of the time. They are regularly
negative and find moaning such an enjoyable
pastime they do it often!
Top 2%
Choose a positive attitude and approach to all they do
Positive Psychology
FLOW
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The Big 5
Choose a positive attitude
Understand your impact
Set yourself HUGGs
Resilience „Bouncebackability‟
Take personal responsibility
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Commitment is everything
Write a commitment to yourself concerning what
you are doing starting tomorrow to change your
experience of this tough climate
No more than 250 words
Print it out and read it our loud to yourself at least
twice a day
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Planning
Identify your customers/Prospects
Check what you really know about
them
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Identify your Customers/Prospects
Transactional Customer(Profit Hoover)
(Wait and See)
Don‟t expend energy on transactional buyers – there‟s
no profit in it unless you are a Ryan Air type company
Relationship Client(Green Gold)
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Planning to thrive
There are only 4 reasons people buy B2B...
They want something faster
They want to make more profit
They want to reduce costs
They want to reduce hassle
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“Customers do not make decisions
based upon needs; they make
decisions based upon problems. The
bigger the problem, the bigger the
need. The bigger the need the more
customers are willing to pay.”
Robert L. Jolles
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Interrupt and Engage
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Relevance
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Price vs Value
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Timing is critical
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Emailing
Design for ‘scanability’
Voluntary and involuntary access
Timing
Subject line is key
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The „WOW‟ Factor
Based upon Jan Carlzon‟s „The Moment of Truth‟ principle
X
X
7
1
2
3
4
5
6
A
B
C
Confi
dence
A
B
C
Wow
How
Ow!
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Virtuous Circle / Vicious cycle
Belief
Potential Actions
Results
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Challenge
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Emotional Currency
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www.just-communicate.com
JC Challenge
E-Zine
To find out more about the book just click
the image or go to www.jc-journey.com
Just Communicate
This is one of my favourite books
ever written and it is around 100
years old.
I encourage you to take the time to
read it and digest the meaning
inside every page.
I hope you enjoy the gift – just
click the image to get it or copy
and paste this into your browser:
http://www.just-communicate.com/clientfiles/File/Books/As_a_Man_Thinketh.pdf
1
Just Communicate
Staying Motivated
in the Tough Times
John Copeman