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Consulting Conundrum: “You can do whatever you want, as long as…”

Yes, this is opinion. However don't take it as fable.

It’s the consistent vicious circle in consulting: do it all as long as it’s what is wanted at that moment, backed up by someone else, doesn’t bite back at the factory stance, mostly makes sense and when you can grab the proper attention. And don’t blink because all of that can change with one call or a visit from a nice set of pearly whites with a tan and a low-slung top.

In a dramatically fluid world, all of that is a constant.

Meeting with a dealer the other day, their factory (only) site has issues, their SEO/SEM isn’t close to completely transparent in work, reporting or results, their new CRM isn’t installed properly or completely and their sales team can’t seem to do their job. And the store is doing, what most would consider, fine.

In less than five hours, a solution to every hole that was shot in their operation was provided, a path to resolution (in some cases multiple) was drawn out and improvement benchmarks were communicated. All without spending a dollar more in vendors, leads, software or services. And everything was documented.

Very few of us in the consulting world face this; because most aren’t consultants. Most of them are resellers, reps, paid advocates, commission reapers, factory program overseers, old-school trainers with a new world attack and/or recently departed vendor/dealership staff. Consulting, ladies and gentlemen, is a craft rather than a hobby. True consultants create understanding, buy-in, advocacy and results, in that order. And they listen, a lot.

If your costs just went up north of $10,000 per month and you’ll see your consultant one day per month, you should check the other hand of the person you just signed a contract (warning sign) with and see if their fingers are crossed.

As the industry shifted slowly over the past ten plus years, it created a natural recommendation engine that exists more powerful than ever. Don’t believe me? Contact your OEM, ask for a solution or provider for a problem you have in any category, especially digital, and then ask about results for any one or a group of dealerships. And get that preferably in a report with before and after metrics, costs, process changes and net improvement.

Oh, and you might want to hold on to your four-leaf clover.

In a world where businesses still make decisions by how many “covers” or “articles” someone was been on/in or how many times they’ve heard of a potential partner during a golf outing or 20 Group, industry metrics are moving slower than the speed of solutions. Hellloooo, it should be the other way around.

There are no overnight solutions, silver bullets or cash cows, at least legal and/or ethical. Use tried and true sensibilities: ask for more recommendations than someone offers. Look at more live solutions than you are given, dig deeper before you spend deeper. Oh, and if it sounds too good………

Car dealers, do yourself a huge favor. Get a second opinion on everything as if you’d just received a heartbreaking medical prognosis. In both cases your life depends on it.

 

Best Practices: Professional Insight, Powerful Results

August 25, 2014 by Gary May 0
The Almighty Salesperson…And The Almighty Dollar

Somewhere, over time, the thing in the middle of you and a buck (customer, client, deal, contract) was swept away even though that is was business is all about. It seems like the easy ride, free equity, huge perks and general "asleep at the wheel" mentality gave way to a gaping hole the size of a small planet. And guess who allowed it to happen? We did.

You can give excuse after excuse, allow yourself all of the credit in the world, but at the end of the day are you going to make it happen…now? When all the cards are down and showing? Do you need a poker face when you're exposed? What matters most now? Simple: Your plan.

"Plan A" is unbelievable success through the right amount and balance of effort, reading, edification, support and just plain work. Life will give you your "Plan B' and "Plan C" so don't worry about that. So many salespeople talk about the 'issues' that exist in today's environment. Fact is boys and girls, we MAKE our own environment. Is yours one of positive and and undying commitment to your goals?

People talk about legacy, in both positive and negative ways, especially when considering a backward perspective. How focused are you in your forward growth? In your tomorrow? In your passion? What are you building that will be looked at as a legacy? Is it the mint $1 bill (or 5, 10, 20 or 100) in that nice frame on your office or business wall with the 'best wishes' note on it? Is that what you look at every day? Are you dedicated to what happened 5, 10, 20 or 100 years ago and not tomorrow?

Your satisfied customers (and those that aren't yet) are what should drive you to do what it takes (in addition to the mission statement that took you 4 days, 26 pots of coffee and a close friend to come up with). Absolutely go for the dollars. Grab as many as you can. Just don't look like a desperate fool in one of those dollar bill blower booths scrambling for a whopping $68 in 'winnings'.

Look at your customers as a new way to get better, to learn, to listen, to apply something interesting you heard, to get one step closer to 'new and improved' and even to realize that this person in front of you has 100 (or 1,000) behind them. Whatever you do, never look at that person as keeping you from your sale, commission, goal, bonus, kickback or spiff.

Look, if you've already placed your bet on the 'industry coming back in 6 months so wait', more power to you. Stay on that path! However, if you're completely dedicated to the things that matter most to you along with the almighty dollar, quit making excuses and daydreaming. Make what you're aiming for the first priority every day and then go from there, in order of things that only support that goal.

Remember to risk everything, or stand in line with the 'others':

  • You will get what you want from your business only when you help other people get what they want.  
  • You will get what you want from yourself only when you completely empower yourself to unbelievable success…

Remember that winning develops confidence. If you want to build a winning habit, if requires that you make a decision. And make it now so you have it when you reach the office in the morning.

Best practices: Professional Insight, Powerful Results

May 31, 2009 by Gary May 0
It All Comes Down To Counts And Figures

When you live for sales, one thing usually starts and ends the conversation: money. How you get there is important along with a number of other factors like goals and bonuses, perks, recognition and more. We surround ourselves with facts, data and figures: units, conversion, month-over-month, even comparing ourselves to in-brand, in-market competition.

What is it that drives the best? What is it that ultimately separates us from the stars and accolades? Why do some salespeople always seem to be 'lucky'? Most of the time it comes down to counts and figures, but not the ones you are thinking about, including ones already mentioned here. For the leaders, it comes down to counting on yourself and figuring out how to improve or stay ahead of the game.

Without learning, self-improvement and flat-out challenging yourself, the units or dollars becomes the only factor, which is a self-fulfilling prophecy. If you count on customers just walking in the door more than you count on hitting your calls and emails to drive traffic, you might just count on a big goose egg.

Figuring on things just happening versus figuring on ways to better connect with customers, methods to keep better track of your prospects and ways to drive your business up may have you figuring on polishing your resume.

Doing what it takes to make every day great rather than taking each day as it comes is the path to a successful future. Those who count on themselves to be creative and agile will win. And the ones that figure out how to take each opportunity for everything it's worth will lead.

Figure out how and count on yourself to…

Best practices: Professional Insight, Powerful Results

January 18, 2009 by Gary May 1