Know-How Exchange : Strategy

Susiepitt,

I would love to talk to you about the business strategys I used as a consultant with Mary Kay. Out of respect to Mary Kay (who passed away a few years back) and my favorite Mary Kay Gals in Pink Cadillacs I will be more than happy to share a few general philosophical differences I saw. Susiepitt for real personal experiences (because I would love to talk to you) please click on my name which is an exclusive link to my profile and send me an email.

I've been involved in Sales nearly all my entire work career in one capacity or another and have seen a lot of incentive programs. I'll be the first to boldly admit "I do not know everything" so please, please do not count on me to be your Shell answer man. But what I do know, I know.. that I know... that I know. And I understand all the way down to the core or even further still the root of how the mechanics of it operates...so please pay close attention to what I'm about to say because this is where most people miss it.

MARY KAY UNDERSTOOD HOW TO "STIMULATE BUSINESS"
Remember NOTHING happens (Not one single thing) until you sale something. The whole foundation of the Mary Kay process of rewarding people is INTENTIONALLY AIMED at getting people to ***Trigger*** the sales process. You see in sales we have to get to the "heart" of what stimulates people, what makes them happy, what makes them smile or what makes them reciprocate and cause the sales process to kick-off. Remember it's like in sports... in football nothing happens until the "Kick-Off" or in baseball nothing happens until the "First Pitch". Well in business nothing happens until you sell something. In conclusion what stimulates your customer in the greatest way or what motivates them to start the sales process. Mary Kay's rewards system stimulated people and was at the heart of getting the sales game started. She understood the following three things.

MARY KAY UNDERSTOOD WHO HER CUSTOMER WAS and why they were dis-satisfied. (do you?)

MARY KAY UNDERSTOOD WHY HER CUSTOMER BOUGHT and what would motivate them to buy again and again and again. (do you?)

MARY KAY UNDERSTOOD THE NEEDS OF HER CUSTOMER and what were the deficit areas of her customers (that motivated their need for her products & services). (do you?)

Knowing the above made it easier for her to create a reward system that is known the world over not only by her employees but her customers alike. (When you see a creamy pink cadillac you know that's Mary Kays finest...an excellent branding visual for clients and employees) I just love Mary Kay...she was just so "Real" and "down to earth" about giving rewards that made sense in the natural flow of things.

MARY KAY "REWARDS" SYSTEM ( 1 MAJOR DIFFERENCE)
One major almost colossal distinct difference that I extracted out of the Mary Kay Rewards System early in my career was this one...NEVER reward one person in the sales process. Mary Kay rewards were not ---limited--- to rewarding only one person in the whole sales process. "REWARD EVERYONE"...her rewards system was aimed at rewarding everyone in some capacity because she was interested in stimulating the sales process. It's pitful that this is where failure occurs for most successful business companies (who advertise ridiculously to people who could careless about their products). Why not reward the people who make your business run???...that's not a new concept but it is one that most companies fail to grasp and it's all built on the principle of giving.

Susiepitt if you are going to use this model get ready to crunch the numbers because it will cost you something in the beginning but what you will gain (INCREASE & MULTIPLY) from the experience is quite phenomenal. I've gained customers who have become friends...and those friendly customer relationships have caused me to make a whole lot of sales and even gain international notoriety. Now would you like to do the same? Susiepitt I know it's possible for you to do it because I was once a poor little boy from the Chicago Housing projects living in the ghetto of ghettos but I learned some things from selling the Mary Kay way that they don't teach you at Harvard or Yale (no offense to my Harvard or Yale friends...I Love You all dearly and you know it). Again I would love to extend my best to you and look forward to hearing from you soon...why wait?

Is there anything else I can do for you?

Your Servant, Deremiah, *CPE, (Customer Passion Evangelist)

Susiepitt,

I will be more than happy to answer your question concerning how I promoted myself as a consultant but some of that information is exclusive and I would love to share and explain the details of it off line. See my profile and if you've got it going on please read it all. There is something special in it just for you.

At the bottom of my profile read some of the post that I have made to others on many various areas related to marketing, sales and business (it's really quite interesting). I just spent the last 10 minutes going through some of those answers specifically for you. The two links below will help you until we talk. Please read the entire post if you can otherwise go straight to my name with in the post and read my most heartfelt advice given to others who were seeking my expertise.

www.marketingprofs.com/ea/qst_question.asp?qstID=2093

www.marketingprofs.com/ea/qst_question.asp?qstID=2042

Thanks again Susiepitt and please tell others about us here at KHE. We have some wonderful down right lovely experts who have a heart for sharing keen insights about marketing. Again I would love to talk to you. Is there anything else I can do for you? I would love to help you make your customers happier.

Your Servant, Deremiah, *CPE (Customer Passion Evangelist)