Many versus one

A colleague of mine sent me this article.

I think its a great reminder that big things don't always motivate your staff.

I worked for a company once that gave away a car to its top performing manager. We all worked really hard to win the car, but in the end 99.9% of us got nothing for our hard work.
One person got a car (who coincidentally left the company less than a year later) and the rest of us got a congratulatory email.

Who is to say that the outcome would have been different if they spent that $20k on iPods. But what I can tell you is that I would at least have had something to walk away with in the end.

Whats my point?
I want you to be the person to stand up in the next meeting and advocate a smaller reward. One that can be shared company wide. Give everyone that sense of accomplishment and not just one person.

Perspectives and perceptions

I was at a car dealership last weekend having my Civic serviced when this came to mind.

Salespeople often lose the value perspective.

Case in point. I overheard a car salesman talk about the 3 customers he had to take care of today to get them in cars. To him it was 3 out of dozens he would work with.
To the customer it was the one most important purchase they would make this year.

Earlier this week I wrote a proposal for a new client. I won't brag the proposal wasn't that big in comparison to others that I have sent out.
But to the customer, it was huge! Ginormous! It was one of the most important decisions she would make this year.

So I treated it that way. It may not have been big in my perspective, but it was in her perception.


So here is an idea for you....
When you are preparing your next proposal or talking with a client put yourself back in their shoes. Or even your own shoes when you started with the company. Remember that first big sale, or account you landed? Its that way everyday with your customers.

Sure you may sell hundreds of widgets everyday, but your customer only buys one. And its the one that is the most important to her.

Second place thinking

I think this article points out two things:

1. Verizon doesn't understand the market
2. The problem of thinking your number two.

Clearly Verizon thinks its the touch screen that sells the iPhone and I can't totally disagree. The touch screen is a pretty sexy feature. But its not the only feature that sells the iPhone. Ease of use, intergration, and simplicity--not to mention it is the first phone to be that easy to use with that many features. But hey, if Verizon thinks its the touchscreen--well I guess we will find out if they were right.

Also, it points out the problem with thinking you are number two. Rather than actually listening to the pains in the marketplace, Verizon is deadset to make a phone to carve those iPhone users (or wannabe iPhone users) to their product.

Hey Verizon! Either people want an iPhone or they don't. Period.

So what about all the other underserved Verizon customers who could care less about the iPhone? I believe Verizon would be better served if they listened to their customers and gave the marketplace a product that served their customers needs instead of making a copycat product. WOW-What a concept!?!?! Maybe Verizon should think "Hey Apple has the iPhone, so lets set out to make an innovative flip-phone! And better yet lets ask our customers--the ones who will actually use the product for their input and suggestions".

Alright. So this was a bit of rant. But it bugs me to no end when all companies do to steal marketshare away from each other is copy products. Innovate! Listen to your customers! Why not go in another direction?

Here's an Idea for you...
When you are out talking with your customers-either on a sales call or a presentation. Listen to their pains, their concerns, and most of all their goals. This may sound basic but if all you do is refute your competitors claims you will always be second in the customer's mind.

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