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"Economic Development Marketing Letter"
A Blane, Canada Ltd. Publication
Nationally Recognized Experts On Economic Development Marketing and Retention
http://www.blanecanada.com
http://www.synchronist.com
November 2007, Volume: 10, Issue: e/8, ISBN 1527-5175
~~~ Voice mail strategies... #1) Don't leave a message. Try random times to try and get a live response.#4) Don't leave an infomercial. Less is more. #6) Boring message without a hook to elicit interest will kill your response rate. Read all 9 Voice Blunders by Jim Domanski. Source, Sales Trainer Newsletter
~~~ You have to will yourself... to be better. Personal growth isn't an intellectual proposition. It is a mental proposition. ENGAGE 2007
~~~ Put it in your calendar... "Advanced Business Retention: Beyond the Basics", April 21 & 22, 2008, Downtown Chicago. If your organization is still following the old 1987 model or the 1987+ model (tech enabled) it is well behind the curve. How do we know? It is in the data... over 11,127 executive interviews from across North America show the potential of the 2017 model. "Beyond the Basics" is the ONLY advanced business retention course. P.S. The 1987 and 1987+ models are the basis of all other BR&E courses - yesterday's news.
~~~ Presentation tip... Masterful presentations are never a series of points accented by stories. That is equivalent to leading with your chin (boxing). Masterful presentations build points to support the stories. Stories, as noted in previous issues of ED Marketing Letters are the real memory hooks. They are easier to remember. Therefore, set your presentation apart by working toward a formula of 30% content and 70% stories. Relevant stories will help you make an emotional connection with the audience. Impact increases as the story content goes up... to a point. All stories and no content leads to confusion and/or audience frustration. Draw out the salient points to help your audience connect the story their situation.
~~~ Consultants Wanted... Blane, Canada Ltd is looking for several consultants to work on Competitive Analysis® research assignments. Assignments will require blocks of time to work on-site in communities in the US. Contact Eric at ecanada@blanecanada.com.
~~~ Synchronist 2007 Award winners measure results on five levels: 1) strategic information, 2) influence, 3) collaboration, 4) service delivery, and finally 5) process. Check out the highlights from this year's winners Leveraging Competitive Intelligence: Iowa City Area Development Group (ICAD), IA Building (program) Resources with a Entrepreneurial Strategy: Austin Area Chamber of Commerce (TX) Driving Service to Clients: Baton Rouge Area Chamber, LA Collaboration, One Partner at a Time: TVA – Economic Development, TN Mississippi Development Authority, MS Sun-Baked Interviewer Training: City of Phoenix, Economic Development, AZ Leveraging Relationships: Alabama Industrial Development Training (AIDT), AL Building Off of a Strong Base: Chattanooga Area Chamber of Commerce, TN Execution, Execution, Execution: Mesa County, CO Morris County Economic Development Corporation, NJ Coconino County Career Center, AZ
~~~ This just noticed... 3 of 4, 2007 Business Retention Expansion International (BREI) Organizational Award recipients were Synchronist System users. Whether it is executing the fundamentals of good BR&E or pushing the limits of insight and competitive intelligence, we are proud to be associated with many of the best existing business programs in the US and Canada.
~~~ "Grab a Rope"... The message is clear and relevant to every community. Have it published in your local newspaper, organizational newsletter, and/or your annual report. Distribute it to at the Board meeting and committee meetings.
~~~ Enthusiasm is contagious... "After returning from the 2007 Synchronist Users' Forum, several of our Kansas City delegation barraged poor John, co-chair for our regional group, with a variety of new ideas. I took the liberty to abbreviate part of John's reply which I thought you would appreciate. 'I believe as a result of the recent trip to Chicago (a veritable Synchronist Revival Tent must have been set up in the Loop!!) there are some good ideas floating back.'" Quotes: Teresa Evans, Lee's Summit, MO and John Engelmann, Aquila, MO
~~~ Speaking of web sites... Optimize your browser titles, page urls, headlines, body copy, and images for search engine rankings. Search engines such as Google and Yahoo don’t place importance on Meta Tags any longer.
~~~ "In the end... an organization is nothing more than the collective capacity of its people to create value." How do you create value? What are you and/or your organization doing that is not valued by your investors? What is on your to-do list that can be eliminated to allow you more time for creating value? Quote: Lou Gerstner, former Chairman & CEO of IBM
~~~ "Were there none who were discontented... with what they have, the world would never reach anything better." Florence Nightingale (1820 - 1910), British nurse and founder of modern nursing
~~~ What training?... Listening is a critical economic development skill - presentation, sales, persuasion, and negotiations. Yet, there is no training. On the selling side, many fail to listen to prospects. At the same time, prospects probably are not listening either. Hearing is not listening. Listening to how your prospect is listening. When face-to-face, body language is an important clue. Word choice can present valuable clues on the phone or in face-to-face listening. Vague words or phrases are signals the prospect isn't plugged in. Ask tighter, narrower focused questions to get the prospect on track and determine if you are still in the game or merely window dressing to leverage the "real" prospect.
Blane, Canada Ltd. 1506 Cadet, Suite 100 Wheaton, IL 60187-7380 ph 630.462.9222 fax 630.462.9210
info@blanecanada.com
