How many emails, written articles, blog posts, letters and so on, do you receive that are 100% spelt correctly or read well? For me it is far too few.
Almost every written contact I receive, or publication I read, has some form of mistake on it. I’m afraid I find this very frustrating because it takes just a few minutes, sometimes just seconds, to proof-read your own work. Normally I would suggest arranging for someone else to proof-read it, but of late, the mistakes have been so bad that the author could not have failed to spot them if they had only bothered to read them through before sending.
Generally, I will not buy from a company that is so unprofessional that it fails to read what it has written before sending it to customers or prospects. How can I reccomend them to others if I know they don’t take care to check what they are saying?
Normally, I regard this as just lazy and unprofessional, but, since lockdown I’m afraid it has become worse. We are all human and we all make mistakes, but very few should get passed a quick read-through. None should get through if it is professionally proof-read.
The last straw for me came when I received a letter from the funeral directors we had commissioned. In the first half of the letter it referred to my Mother who had sadly passed away. Later in the email it twice referred to my Father instead of my Mother. I politely pointed this out. Their response was to say ‘I have not attached the ammended letter’.
Aaagh! Clearly he meant ‘I have now attached the ammended letter’, but he had not re-read that one either. His letter and response would have upset some people.
I sent him a polite emial pointing out that perhaps proof-reading was not one of his strengths. He did not bother to respond. You cannot help but wonder, where else they are less than professional.
At some stage in the future, lockdown will end. For months we will have been meeting, talking, and socialising with the images of people on screens. When we finally get to meet with them again, how will we cope?
Can we remember the ‘social niceties’ as we used the call them, the social conventions that ensure mutual respect and deference?
I thought it would be a good idea to share with you some of the social decorum or etiquette that we were expected to follow when we were younger (which is probably before you were born, dear reader). Yes, in such prose as these when addressing the reader they were often referred to as ‘dear’ or even ‘gentle reader’!) The following relate to ‘greetings’ in the 1960s. Some of these conventions are still applied by the ‘old school’!
• If a lady entered a room all the gentlemen were expecteed to stand. If a large room or hall, or in a large gathering it was understood that only those whom she approached would stand until she was seated.
• All gentlemen would stand to shake hands but the ladies would remain seated to do the same. (I believe this is still expected and correct behavior.)
• Unless they are a relative or long standing friend or aquaintence, no kissing is allowed. If the lady leaned forward for a peck then this could be offered or received, but this was unlikely.
• Anyone senior to us in years we would call ‘sir’ or ‘madam’, unless instructed by them to do otherwise. If respect needed to be emphasised then these could be used at any time.
• If you knew someone’s Christian name you would not use it unless invited to in an introduction. It would be Mr., Mrs, or Miss as appropriate. Again, Sir or Madam could be used if superiority is clear or even suspected.
• If passing someone you know, gentlemen should raise or touch the rim of their hats. If a lady then stops to engage them in conversation the hat should be removed until the lady moves on.
- there is a lovely story involving my Father. In the early sixties he was a civil servant working in the city of London, in Somerset House. The ‘uniform’ in the city was great-coat and black bowler hat. This hat was raised or the rim touched at all required moments. One day when returning home and almost at our garden gate, he met an acquaintance. He started to raise his hat. At the same moment, his acquaintance offered his hand for a handshake greeting which was also acceptable, but was a more familiar approach. Dad accepted this and so started to offer his hand in return. His friend had also realised the disparity and was starting to raise his bowler hat at the same time. My Mother relays this story as she was watching from the window and says that the greeting was attempted three times with hats being raised and hands offered alternately, until finally they gave up and just said hello.
• On ending the conversation, if with a lady, the hat was returned to the head and with a gentleman it was raised or the rim touched on parting.
That may seem very involved but that was the way we were taught to behave, the expected ‘norms’; and THAT was just for the greeting!
I am not suggesting we re-adopt these social expectations, this was just a bit of fun. But, we can be certain that when our ‘normal’ is returned we will feel very strange shaking hands with strangers or even standing right next to them in a meeting or gathering.
I used to give a talk called ‘Selling, Ballroom Dancing and Space Invaders’. The latter reference is to those who invade our personal space. I would not be surprised if our normal personal space has been extended due to ‘social distancing’.
Let’s hope we can soon return to ‘social nearness’, or for the brave, ‘social closeness’, and we can look forward to sharing time AND SPACE with everyone we wish.
Turnover lower than you’d like? Plan for a growth spurt by selling more. How to sell more? For starters, try these five simple tips;
1/ Start with existing customers and see if they want more - apply the Pareto Principle: 80% of your revenue comes from 20% of your customers. Call the 20%!
2/ If they still like you, ask for referrals and testimonials! - personal recommendations give you more credibility and will attract more new business.
3/ Check that the market wants what you provide by asking a couple of key questions - use Survey-Monkey or similar.Responses may show you need to tweak, or even change your offer to make it more attractive.
4/ Check where you have sold successfully in the past, identify the common sector, product or need and target that with renewed enthusiasm. This may not be the top 20% (above) but it could be the easiest sector to target and win new business.
5/ Devise a product variation or amalgamation and make it a special offer of some sort to attract new interest. You could make it part of a short, or longer marketing campaign.
These are just a few of the many ideas and strategies that can be applied to your business that will make a positive difference to your sales figures.
If you want to increase your sales figures, come along to the Salient half-day Workshop or full-day Masterclass on 17th or 18th March 2016. Discover many more ways of selling more, and how to apply these and other practical and simple growth strategies to your business.
Come along to ‘HOW TO SELL MORE’. There will be more than 20 tips on how to sell more. Use just a few of these and your business will soon have a growth spurt! More details here.