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Hub You - Nicky Pattinson Interview
Powerful is a strong word. But it fits here. As a business, non-profit or association manager, you create powerful advantage for yourself when you do something positive about the behaviors of those important outside audiences of yours that MOST affect your department, division or subsidiary.That’s because you are using the fundamental premise of public relations to deliver the kind of external stakeholder behavior change that leads directly to achieving your managerial objectives.And perhaps most powerfully, you do so by persuading many of those important outside folks to your way of thinking, then by moving them to take actions that help your unit succeed.Yes, that’s powerful! Especially when it leads to advantages like these: membership applications on the rise; customers making repeat purcha
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t
There is no such thing as a “small” job. Each function within our society aids our detailed technical lifestyles and well being. From a store clerk to a business executive, each position is an intricate part of the matrix of our world. We rely on these functions without even realizing their value or contribution to our daily activity. Each person has there place and each person has their purpose. The key is discovering and taking the time to find out what exactly you are to contribute to the world.What is even more challenging is that often we are presented with serving multiple roles in our lives besides just our “purpose.” We are parents, workers, spouses, and children. All of which demand time and effort from our daily lives. What is important though is that we balance our time and our roles to nurture our purpose and
Her ability to instantly build rapport and thoroughly engage people is breathtaking (believe me, I've seen her in action!). Over the past decade she has written multi-million pounds worth of new business and now she's on a path to empower others with her secrets of selling success....
The Interview
DS: What was it that initially inspired you to get into sales?
NP: DESPERATION INSPIRED ME – nothing like being down on yer luck to get those feet DANCING. However, before my ‘demise’ I’d done SOME kind of sales most of my life (hard to be lonely when you meet people fer a LIVING).
DS: Did you experience any fear as you made your first sales call or did it come very naturally to you?
NP: NERVOUS??? OHHHH MY LIFE DAMIEN, that fear came from the CORE of my BEING!!! - or then again, is it like ‘ACTORS ADRENALINE’. Would even the GREAT THEATRICALS be just as electrifying if they didn’t get the jitters a BIT as they stood in the WINGS???
DS: What qualities do you believe make a successful sales professional?
NP: The SAME THING that creates an ANYTHING professional and exceptional ..FOCUS, COURAGE, CLARITY, HONOUR, DREAMS – and giving out an EMOTIONAL INVESTMENT to everyone you ENCOUNTER.
DS: Do you think great sales professionals are born or made?
NP: SALESMEN are probably MADE – but you make that shift YOURSELF, from the INSIDE.
DS: What is the best way to warm up cold calling?
NP: WARM UP COLD CALLING??? - well that is certainly back to giving an EMOTIONAL INVESTMENT. Why should anyone be warm back to YOU if you just treat them as a way to get what YOU WANT??? Like a script to a walking cheque book??? It’s just not like that – the world has CHANGED. ALSO – PLEASE throw the ‘MOGODON’ in the BIN – and chuck away those hideously rigid SALES SCRIPTS!!!
DS: What simple and practicle steps can small business owners take to increase their sales performance?
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t
People often see marketing online as completely different to what you find in the real world, however this is most definitely not the case. Imagine, for example, you run a store selling say sports equipment. Do you think the best place to put a billboard or poster for your business would be at a library? Or an internet cafe? No. Why? Because while the people in the libraries will see these posters, they aren't the people that want your products! It's a simple theory which seems quite obvious, but when it comes to internet business, FAR to many people think "all I need is lots of hits! Truth is - lots of hits does not equal lots of sales.I always say - Lots of of traffic = lots of hits. Lots of targeted traffic = lots of sales! What does this mean? It means the people who come to your site looking
DS: Did you experience any fear as you made your first sales call or did it come very naturally to you?
NP: NERVOUS??? OHHHH MY LIFE DAMIEN, that fear came from the CORE of my BEING!!! - or then again, is it like ‘ACTORS ADRENALINE’. Would even the GREAT THEATRICALS be just as electrifying if they didn’t get the jitters a BIT as they stood in the WINGS???
DS: What qualities do you believe make a successful sales professional?
NP: The SAME THING that creates an ANYTHING professional and exceptional ..FOCUS, COURAGE, CLARITY, HONOUR, DREAMS – and giving out an EMOTIONAL INVESTMENT to everyone you ENCOUNTER.
DS: Do you think great sales professionals are born or made?
NP: SALESMEN are probably MADE – but you make that shift YOURSELF, from the INSIDE.
DS: What is the best way to warm up cold calling?
NP: WARM UP COLD CALLING??? - well that is certainly back to giving an EMOTIONAL INVESTMENT. Why should anyone be warm back to YOU if you just treat them as a way to get what YOU WANT??? Like a script to a walking cheque book??? It’s just not like that – the world has CHANGED. ALSO – PLEASE throw the ‘MOGODON’ in the BIN – and chuck away those hideously rigid SALES SCRIPTS!!!
DS: What simple and practicle steps can small business owners take to increase their sales performance?
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t
A question I often get from clients or people who call me is how to organize one of their partners, co-workers or subordinates who, they say, is "really messy."The first question I ask is this: Is that person truly disorganized, or is it your perception? In other words, does this person always (or almost always) meet his/her deadlines? Is s/he almost always on time? Can s/he find a document almost immediately when requested?If you answer yes to those questions, this person IS organized, whatever the appearances. Telling him or her that s/he needs to get organized with be met with a blank stare at best, anger at worst. The only such case where it is legitimate to raise a question is, if others need access to his/her documents and calendar, and that no one understands their system except for them. An approach that I
DS: What qualities do you believe make a successful sales professional?
NP: The SAME THING that creates an ANYTHING professional and exceptional ..FOCUS, COURAGE, CLARITY, HONOUR, DREAMS – and giving out an EMOTIONAL INVESTMENT to everyone you ENCOUNTER.
DS: Do you think great sales professionals are born or made?
NP: SALESMEN are probably MADE – but you make that shift YOURSELF, from the INSIDE.
DS: What is the best way to warm up cold calling?
NP: WARM UP COLD CALLING??? - well that is certainly back to giving an EMOTIONAL INVESTMENT. Why should anyone be warm back to YOU if you just treat them as a way to get what YOU WANT??? Like a script to a walking cheque book??? It’s just not like that – the world has CHANGED. ALSO – PLEASE throw the ‘MOGODON’ in the BIN – and chuck away those hideously rigid SALES SCRIPTS!!!
DS: What simple and practicle steps can small business owners take to increase their sales performance?
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t
If you are a small business owner or independent sales professional and you are working on, thinking about or reading about creating a marketing plan – STOP!!So many so called “marketing experts” say you need a marketing plan and puke out all this “direct-from-the-textbook-junk” about how to create one and what it contains.Traditional marketing text books and philosophies weren’t written for small businesses. They were written for big corporations, so the irrelevant stuff between their covers doesn’t mean anything to you but wasted time, energy and cash.Most marketing experts only know what’s in those college text books – and I got to tell you for a small business that’s poison. I’ve read all the text books I have the advertising degree hanging on the wall. I’ve got the master’s degree too. And you wanna kno
NP: WARM UP COLD CALLING??? - well that is certainly back to giving an EMOTIONAL INVESTMENT. Why should anyone be warm back to YOU if you just treat them as a way to get what YOU WANT??? Like a script to a walking cheque book??? It’s just not like that – the world has CHANGED. ALSO – PLEASE throw the ‘MOGODON’ in the BIN – and chuck away those hideously rigid SALES SCRIPTS!!!
DS: What simple and practicle steps can small business owners take to increase their sales performance?
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t
When you are interested in pursuing a career in fashion design, you should explore what some of the principles of fashion design are, before you can truly understand the depth of this occupation. With the principles of fashion design mastered, you may be on your way to creating designs that surpass even the brilliant minds of Calvin Klein, Armani, Ralph Lauren, Versace, as well as Dolce & Gabbana.Fashion designers, who have mastered the principles of fashion design, go on to create the trends that we see displayed at fashion shows, and featured in magazines, such as InStyle and Vogue. The designs could be as serious as the times or as sexy as they want to be. The principles of fashion design do evolve with the changing tastes of society. Sometimes it is up to fashion designers to give consumers a little nudge in the right
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t end up with exactly what you had in mind – you’ll look back and be amazed at how far you’ve COME!!! Don’t feel bad about approaching someone – most companies will have someone just like YOU at the back door shovelling the coal out. It’s the natural way of distributing wealth – no company must think the CHAIN BREAKS with THEM, because it DOESN’T.
DS: Who's the best salesperson you have encountered and what made them so special?
NP: DEFINITELY JULIAN KYNASTON of PROPAGANDA who gave me my FIRST CHANCE after being on the dole – we could fight like children all the way to and from a meeting, but when we got there we created a RAPPORT and a FUNCTIONAL FAMILY that people just wanted to be PART OF...... Really – I owe him a lot and rang him a couple of weeks ago to say so.
DS: What are the three most important lessons you have learned about selling and business generally?
NP: WELL...... No 1 is WITHOUT DOUBT let there be NO CONFUSION as to your WORTH!!! Personally I am getting a bit pissed off with the way ‘we’ are treated/percieved in the UK. I was with a company in London last week whose telesales people generated 150 million ?s worth of revenue A YEAR. NOW – let’s get real here, that’s just ONE company in ONE CITY. Take us all away and see the economy go for a little DIP THEN EHHH??? Where’s the money going to come from THEN!!! YER – there WOULD be something to WINGE ABOUT if that happened wouldn’t there??? SO COMMAND SOME RESPECT!!! BUT FIRST – WE sometimes need that little fact pointed out to us, because a lot of the people I meet buy into others very false perceptions.
NO. 2 Read a couple of good body language books – and always make sure you look FANTASTIC. A decision is made on you within the FIRST 4 SECONDS – (so no more wobbly lipstick Nicky). Create your OWN PERSONAL BRAND and have a ‘WAY’ or a ‘CALLING CARD’ and be the one and only .......... YOU.
No. 3) THE HARDEST FER ME – I’m RUBBISH AT IT..... DO YER BILLING ON TI
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