Monthly Archives: September 2016

The Importance Of Being Proactive At The Workplace

With the increasing number of work-related accidents, it has become very important for companies to double-check their safety equipment during an emergency case. It has become a mandate for large multinational companies and their general management system to give topmost priority to the occupational health and safety of the employees of the company. This should be the primary responsibility of the main business heads of any company, including the board of directors and the senior executives. Smaller companies should also pay heed to his matter; however, due to the lack of a complex management system, they can also filter the responsibilities based on their needs and organizational structure.

Listed below are the some of the reasons for reducing these fatal mishaps in the workplace which have both an ethical aspect as well as a regulatory aspect to them.

• Economic Reason: The health and safety of the employees of any company are directly proportional to the business efficiency of that company. A number of cases have been reported where a huge number of business days have been lost due to accidents in the workplace. Health related issues of the employees last for many months which eventually hamper the work and therefore the business of the company. These accidents and ill heath cases are mainly due to the lack a sound safety and occupational health management system.

• Legal Reason: It is mandatory for all business heads to ensure that the health and safety of the workers are never at stake during the course of operation of work related activities. These activities should be strictly monitored by the leads of the company to ensure that they are carried out in a safe environment. Thus, the person responsible for looking after the safety and security of the employees should be proactive at all times to check whether the work is being done in an ethical and safe way. In order to comply with the legal aspects of maintaining the safety and health of the workers, certain tips on how to ensure the safety of employees can also be learnt.

• Moral and Ethical Reason: The company can also prevent its personal loss of money and time by preventing these fatal accidents to happen on the work premises. They should be alert at all times to maintain a safe environment for the workers.

There are many government as well as non-government regulatory bodies all over the world who constantly work towards making the people aware about the importance of safety and health of workers at the workplace. They aim to make every workplace a safe one by giving practical suggestions.

Prerequisites For A Medical Device Quality System

A handsome amount of money needs to be invested in the development of a medical device quality system. However, the most common problem which most startups face is the lack of financial backing from the investors. Thus, the importance of a having a good quality system gets faded behind things which need immediate action and are considered to add more revenue to the company. The idea of the development of such a device system gets completely ignored till the product gets launched by the company. To make the development of medical device quality system mandatory, many countries have issued many rules and regulations which have made it mandatory for the developer to have a good quality system if they want to do business outside the country.

A careful analysis of the quality system requirements would show that most of them are related to the production phase. The phases which pertain to the development of the product are discussed below.

• Design Control: A foolproof design control procedure proves to be the foundation stone of having a sound medical device quality system. This phase is considered to be the most important part of the development phase. During this phase, the key features are noted down to prove that it meets the demands of the people and is safe and secure to be used.

• Risk Management: Having a procedure to control the risks associated with the design is the second most important thing in the development phase. The primary task at hand is to identify the risks associated with the intended use of the device and devise a solution to those problems. Also, the severity of the risks should also be noted to take a decision whether the design is proper or not. All these should be documented for future use.

• Document Control and Records Management: Proper documentation is a very important aspect of all the phases during the development cycle. Thus, there should be a proper system to maintain these records and documentations for future use. These documents stay with the company till its existence. So, even the minute details about the revisions and approvals of the reports and documents should be maintained with proper care.

• Supplier Management: A proper list of suppliers should also be maintained in order to ensure which raw material is being procured from which vendor. The most important thing to remember here are that the suppliers must be well-qualified which can be judged based on the quality of raw materials supplied by them.

Thus, putting some amount of effort in these major areas would help you develop an efficient medical device quality system.

How To Turn Cold Leads Into Warm Leads

Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don’t you wish there was a way to turn cold names into warm leads?

There is!

It’s called a “touch point plan,” and it’s very effective if done right. A touch point plan is simply a combination of carefully scripted voice messages and emails used in combination over a period of time. How many messages and over what period of time is variable, and I’ve seen some studies recommend as many as six phone calls and five emails over a month’s time.

I’ve been successfully using a bit less – five to seven total messages – but I supplement this strategy by making calls in between trying to “catch” the prospect picking up their phone. If they don’t answer, I don’t leave a voice mail.

What type of a touch point plan you decide to develop (how many calls and emails) can depend on many factors such as whether it’s a business to business call – and what your target prospect’s title is – or whether it’s a business to consumer call and what hours you’re calling. You’ll find what your sweet spot is if you just experiment a bit.

The bottom line, though, is that the more times you reach out to a prospect, the more likely it is they will become familiar with you and your company. Many prospects will respect your professional and persistent attempts to reach them. Because of this, when you finally do reach a prospect you’ll have built some recognition and credibility, and your prospect will be more motivated to give you a bit of their time.

This is how you turn a cold lead into a warm lead.

Below I’ve listed a sample touch point plan that involves two voice messages and three emails. I first make about a week of calls without leaving a voice mail (assuming I don’t reach the prospect), and then I spread the following touch point plan out over two weeks.

If I haven’t gotten a response or reached anyone after the touch point plan, I then spend the fourth week calling again without leaving a message. I’ve had A LOT of success with this plan and at the end of the four week process, I’ve generally reached those prospects who are reachable.

Here is a sample touch point plan, with generic wording, that you can customize to fit your company and product or service:

Voice Mail #1:

Hi _________, this is (Your Full Name) with (Your Company).

_________, I’m calling about (Your brief value prop – example: “the effectiveness of your online marketing”).

I wanted to briefly introduce you to a way to save as much as 25% over what you may be spending now, and still maintain or even increase the effectiveness of your results.

If you would give me a quick call back at: (Your Number) we can set a time to speak.

Once again the name is (Your Full Name), with (Your Company Name) and the number is (Your Number Slowly).

I’ll follow this up with an email and another call to you if I don’t hear back. Have a good day.

Email #1 (To be sent right after you leave your first voice mail):

Subject Line: (First Name), I just left you a vm

Body of email:

{first name},

This is (Your Full Name) with (Your Company), sorry I missed you.

I understand that you’re in charge of your online marketing and I wanted to set up a time to briefly speak with you later this week. (If you are not in charge of the advertising, please forward this to the person who is).

We have a new way of maximizing your online advertising spend that reduces what your current budget, yet it also reaches more of the customers that fit your ideal demographic. (Obviously, insert your value prop here). Our model is so effective that you can literally save up to 25% over what you’re spending now!

I’d like to schedule a brief conversation to explain how this would work with your company, and I guarantee you’ll at least come away with a whole new way of looking at your online marketing.

If you would reach back out to me with a couple of days/times that might work that would be great.

If I don’t hear back, I’ll reach out to you again next week.

Looking forward to connecting with you.

(Your Name and Company Signature)

Voice Mail #2: (Three to four days later)

Hi _________, this is (Your Full Name) once again with (Your Company). My number is (Leave your number slowly).

_________ you probably received a voice mail from me already, and I also sent you an email along with a brief description of how we save companies up to 25% on their online advertising, while in many cases increasing their results. (Your value prop goes here)

I’d like to spend a few minutes on the phone with you next week, and I guarantee that it will be worth your time.

If you would give me a quick call back to let me know a day and time that would work for you that would be appreciated. My direct phone number again is: (Your Phone Number).

I’ll follow up again with you if I don’t hear back. Have a great day.

Email #2: (Send this email one to two days after your second voice mail) Attachment: (Include an online brochure of your company and services)

Subject Line: (First Name), second attempt to reach you

{first name},

This is (Your Full Name) with (Your Company Name) once again.

I hope you’ve received my messages, and today I wanted to include some information on our company and a brief description of what we do.

As I mentioned earlier, we help companies reduce their spend on their online advertising by as much as 25% while maintaining or even increasing their results. (Your value prop here).

I’m sure that when you compare what we do to what you’re doing now, you’ll want to know more.

I’d simply like a few minutes to see if what we do would be a good fit for you. Once we speak, I guarantee you’ll come away with some good ideas, regardless of what you’re doing now…

I’ll give you a call in a few days after you’ve digested the attached information.

Or, you can reach back out to me to let me know your interest level.

(Your Name and Company Signature)

Voice Mail #3: (Final V/M – send three to four days after 2nd email)

Hi _________, this is (Your Full Name) with (Your Company) again.

I’m sorry we haven’t been able to connect yet. As you may know, we offer a unique way of increasing the effectiveness of your online marketing, while reducing what you’re currently spending by as much as 25%. (Your value prop here)

You may be involved in another initiative right now, so I don’t want to bother you if you’re busy or if you’re not interested.

When you get this message, could you either call back and leave me a voice mail or just respond to one of the emails I’ve sent you?

Just let me know what the next appropriate step would be for us to connect.

You can reach me by calling (Your Number Slowly), or you can email me at: (Your Email Address)

I really appreciate you taking the time to get back with me.

Thanks and have a great day…

Once you’ve customized and tested the voice mails and emails in this touch point plan, you’ll know whether you need to add another one or two messages. Just test a variation of plans and see what the best results are for you. And don’t forget to add in calls the week before and after the plan as well!

The most important part of a successful touch point plan is to consistently use one. Most sales reps fail to reach back out to prospects (both inbound and outbound leads), and many just make one attempt and then move on. The way to double or even triple your sales and income is to be detail oriented and to persevere until you reach your prospects.

Adopting the approach above will separate you from 90% of the other sales reps in your industry and catapult your effectiveness.

Yes, Face-To-Face Business Networking Is Still a Thing

There are those that are natural born networkers and there are those that are not. I fall squarely into the “are not” camp.

The goal of business networking is to meet, and connect with people so that you can find clients, partners, employees, referrals to people who provide services you need, or referrals to people who need the service you provide. Networking can even simply be about meeting people in the same boat as you to become part of your support system.

Networking is vital to growing any business, including mine.

Since it’s so important, I’ve been working on it. I’ve identified four things that need to take place any time you network. Here they are, along with some strategies of how to do it.

1. Get yourself into the right mindset.

Whether or not you like networking, it is vital that you go with the right attitude and with a specific goal in mind. I always put a smile on my face before I walk into the room and keep it there regardless of how I feel inside. Even if I’m feeling uncomfortable I look confident and, simply by smiling, my brain believes I am confident.

In terms of goals, know what you are looking for. Why did you decide to go to a networking event? What about this event drew you? Is there a specific person you want to meet? Is there a specific need you are looking to fill? Can you decide to engage in conversation with a specific number of people?

2. Find someone to talk with.

This is where it gets real. If you don’t know anyone in the room, smile, take a breath and find someone standing alone and walk up to them. They will be happy to be rescued. If nobody is standing alone, approach a group with an odd number of people, it will be easier for you to join a conversation.

If you do know someone in the room, and they are with a group of people, you can join them and let them introduce you to the people that they are speaking with.

3. Strike up a conversation or, “What do I say after hello?”.

Ask questions about them – and resist sharing about yourself. Some questions I ask are: Why are you at the event? Have you attended this event before? What do you hope to get from being here? What do you like most about what you do? What is your favorite type of client? And, when the conversation naturally turns to you, share a short example about what you do, using simple, everyday language.

4. Follow up with them to build a relationship.

I have seen too many people get themselves to networking events, leave with a stack of business cards, and then leave those cards sitting in a pile on their desks. Let’s be honest for a moment: If you’re going to get yourself out and network, you must follow up or you’ve wasted everyone’s time.

I like to set appointments to follow up when I’m actually speaking with that person. I’ll say something along the lines of, “I would love to learn more about you but clearly this is not the time or place, can we set up a time to talk in the next few days?” Then, pull your calendar out and set the appointment.

If you can’t actually set up that appointment on the spot, at least let them know what to expect from you next. “It was great meeting you today. I’ll send you a copy of the article we talked about when I get back to my office, and give you a call in a couple of days to see what you thought.”

Remember, even if someone doesn’t get back to you after you’ve called them, it does not mean that they aren’t interested in speaking with you or getting to know you further, it simply means that they didn’t get back to you. Try again and then keep trying.

I really think networking gets a bad rap. It all boils down to creating relationships that support everyone in the relationship. Think of it as making new friends. I’m sure you help your friends when they need it and they help you when you need it. That’s all business networking is.

What are some things that you do to increase the effectiveness of your networking?

Power: Is It Nature or Nurture?

On our vacation in northern Ontario, Canada we observed how nice the people were. We did know they had a reputation for being nice, but observing it was interesting.

Some examples-they let you in while in stopped traffic or to cross the road. They stop. They wave. They say hello and meet your eyes when walking. When we went to a winery, we tried 6 or 7 different wines, and bought a couple of bottles. When we paid, I noted they did not charge for our tasting. I brought this to the proprietor’s attention. She said, “We don’t charge if you buy.” I was surprised, as a business coach, I would say that is not a profit making policy. When I expressed surprise, she just shrugged it off. When we stopped at the winery, we were driving on what is known as the apple trail. We asked about apple varieties- she shared some and recommended an orchard down the street.

At the orchard, in their store, the very nice woman had us trying several varieties for free. And we joked we almost had a meal with our wine and apples, so she suggested a lovely cheese shop.

The cheese shop was lovely and they were so nice, too! I talked to the sales woman at the cheese shop about the Canadian niceness. She said, “We were just raised that way, but..”, she went on, “We also apologize for everything, it is like we are sorry for our existence.”

That got me thinking about power. Is it an inborn trait or environmental? I did a bit of research and got mixed information. There is no clear answer, except to say it is a mix of both. So, some of us are born with tendencies to lead, to own our power, to be self-confident, and yet, all of us have choices in how we act and interact with the world, societal influences and each other. It seems that we are so often caught up in our own universes, that we don’t take the moment to be polite, to let someone in when driving, to wave and meet someone’s eyes, to give someone a tip for free or a free taste of something.

Not to say that I am immune from being this way, from time to time, I do try to stay conscious to sharing this life with others and connecting. When I see someone unconscious, I have a saying, “Hello! You are not alone on the planet.” This is my way of saying, wake up, connect, give space for one another.