Plant - Feed - Harvest

Plant Your Best Seeds

Life coach, Michael Neil states “When you approach sales from a place of joyful service, you realize making offers is like planting a garden. Instead of focusing on what you might get back if you’re lucky, take some time to think about what you would like to grow.”

Ask yourself questions like:

• Who would I love to serve?  How would I love to serve them?
• What would be the most powerful, fun, and useful thing I could do for this client or customer?
• If I dedicated my life to making this person/company’s life better, what is the biggest difference I could make for them in the smallest amount of time?

Feeling Finding Questions help bring answers your prospect may not even know are under the surface. I have often gone into meetings with prospects and existing customers for a specific project and after further discussion we have determined another solution or product would serve their goals better. The following questions were shared with me by Phil Kline who is an expert in Dale Carnegie Sales Training. These questions are more valuable insight are provided in Phil’s book, Customer Driven Sales.

6 FEELING FINDING QUESTIONS:

1. What do you like most about your current product (website, logo, brand, marketing efforts)

2. Why is that important to you?

3. What do you dislike most about your present product (website,logo brand…)

4. Why is that a problem for you?

5. If I could change something for you in your next product what would you want me to do differently?

6. Why would that be important to you?

When questions are asked from a place of joyful inquiry, the answers are truthful, creative, fun, and take root. Don’t skip the ‘Why’ questions! As your prospect digs deep to answer the ‘why’ the true reason behind the need can be discovered.

Harvest Low-Hanging Fruit

Often the best sale to make is going to existing clients and customers. When working with customers for a long time is is easy to get into ruts. Projects can flow well, which is always a blessing but are we doing the best we can or are we staying safe? Especially with marketing and graphic design it is important to always look at new ways of approaching concepts. You don’t have to throw the baby out with the bath water and completely reinvent everything. Sometimes just a change in logo placement or color can update a Web site or print marketing piece. Other times digging deep into the entire brand and relating it to the business as it is today is needed. If you take the time to  ask questions to find the differences your customer would love to make and the way they would most like to make them, you can deliver creative solutions that help your customer relationship and their business flourish.

Happy seed planting and remember to appreciate the abundance of the harvest.

If you like the Sustainable Sales Growth image please visit our desktop patterns area. We have a “Money as Tools” saying on the images posted. If you would like to use one as your desktop pattern, download the image size that fits you monitor.

Lansing, on the other hand, with its deep roots in the auto industry, has seen challenges and limited financial support. Even though it is the state capital of Michigan, the challenges the State has encountered has limited  state investment  and growth for the city. Fortunately, with a new diverse group of industries moving to the city, including many large insurance corporations, biotech companies, and of course the continued growth at MSU, Cooley Law School, and the many other higher education institutions, Lansing is growing and attracting a dynamic group of young residents. Downtown Lansing has expanded its offerings for nightlife and entertainment and Oldtown has continued to be a destination for celebrating the arts with its many festivals and locally owned boutique shops.

Local online newspaper, Capital Gains has dedicated a lot of ink to share the many wonderful events, happenings and growth Lansing is experiencing. Recently they featured a couple of articles on one of our favorite clients, Lambs’ Gate Antiques. Lambs’ Gate is locally owned by Carol Lamb. The first store in Grand Ledge has enjoyed much success throughout the years and Carol boldly chose to expand this Spring and opened Lambs’ Gate Antiques in OldTown. Managed by her daughter-in-law Ashley, the new store is the epitome of what is OldTown, eclectic, unique and colorful.

To learn more about the shops please view the Capital Gains article about Lambs’ Gate and the Lambs’ Gate Web site. To read more about the young talent Lansing is attracting and get a glimpse of why Lambs’ Gate Oldtown is experiencing such a welcoming response, read the Capital Gains article on Dan and Ashley Lamb.

Be sure to friend the Lambs’ Gate Antiques facebook site and join the newsletter to receive monthly coupons!

A great brand can be costly and can take months, if not years, to build. It’s a foundational piece in your marketing communication that you do not want to be without. In this internet age It can be destroyed in hours by a blogger upset with your company. Stay connected to what is being said. The first thing to do is acquire a feed reader. (Google reader has many nice features.)

1. Google Alerts are email updates of the latest results based on your choice of query or topic. The alerts tracks blog posts, news articles, videos and even groups.

2. Blog Comments – Use BackType.com

3. Social Comments -

Yacktrack.com searches Wordpress, Blogger, Stumbleupon, Digg, FriendFeed, etc. for comments on you and your blogging, social media, activity.

4. Twitter – Using Twitter search, you can locate any instances of your name. Try Twilert and TweetBeep too!

5. FriendFeed.com is a social aggregator. You can search your brand throughout all social networks at once.

6. Social Mention is a social media search engine for user-generated content such as blogs, comments, bookmarks, events, news, videos, and microblogging services.

I hope these four posts on Corporate branding have been helpful. Please contact me if you have any questions!

Connection Graphics offers a complete range of technology, Web development and creative services. We are passionate about crafting quality corporate identity and marketing strategies at reasonable rates, and we are skilled at developing and creating:

• Brand identity

• Website Design

• Corporate brochures

• Corporate Identity Packages

• Corporate presentations

• Banner and billboard creations

• Ads and marketing materials for print & online

• Product & Event Marketing

• Product package graphic design, and more…

Administrative assistants and sales staff snag logos from the corporate website, change the color, stretch them and use them on everything from brochures to social media profiles. The longer this practice is allowed to continue the more it will cost the company. Soon you have diluted image awareness and your brand is compromised. If this is happening in your company you need to stop it. The best way to start is by establishing and distributing company-wide standards.

Brand guidelines:

About the brand (positioning, key research findings, etc)

• Usage and application
• Specifics (font, color, tagline, trademarks, etc)
• Communication roles and responsibilities - (identify specific staff and departments)
• Support and contacts - (in case there are any questions)

Literature (Correspondence, Web and Print):

• Logo and tagline (colors, size, placement…)
• Color palette (pantone, cmyk, rgb)
• Imagery (photos, illustration style…)
• Typography (fonts, size, color…)
• Applications (Web, print, vehicle…)
• Paper specifications (color, weight, texture)

Your employees meet, greet, and assist your customers in many different ways. They are the face of your brand. Engaging your staff in brand training will build their faith in the brand and send a unified message to your customers and community.

Logo for Connection Graphics. Updated in 2007 from the initial logo created in 1996.

Create Your Visual Brand…

Strong branding strategies use design to communicate a message that attracts your target audience. An image is needed that creates confidence in your brand while differentiating you from your competitors.

1. Logos

• a unique and easily recognizable image promotes easy recognition

• visually communicates your business nature

• demonstrates business is current and pays attention to reputation in the market

• makes it easier to attract international business, because they are able to instantly understand your business offerings.

I love to design logos for new companies, or companies ready to update their image. It truly is the most rewarding work I do. Presenting a logo design and hear “How did you do that? It is like you read my mind? My business feels real to me now!” It really is an amazing feeling for everyone. (Still kind of reminds me of Steve Martin in The Jerk movie when he sees his name in the phone book and exclaims “I’m Somebody Now!”. I know this reference dates me but it is a classic!

2. Correspondence & Promotions

Business cards, stationary, postcards, flyers, brochures, invitations, notecards, catalogs, specialty advertising… A strong, consistent corporate visual identity throughout your communication and marketing efforts helps to effectively express your mission and create a solid image.

A unique, custom image sets you apart in prospects eyes more than any marketing effort you endeavor. If your materials look as if they have been produced by an amateur, viewers assume your services or products are cheap or unreliable. In these days of desktop publishing and online print companies, it is so easy to create your own postcards, sales sheets, etc. with a template included in your software program or online print site. Consider thousands – maybe millions of people – depending on the software, and online printer, have access to the same template and clip art. In one day I seen the same layout used by a law firm as a pet groomer. I have collected over 20 business cards from different companies who used the same online printer layout! All different industries! I get confused who I am calling, a massage therapist or a lighting expert – their business cards are exactly the same. Hard to trust that they will provide individual service if they do not recognize the important of their brand message.

Lastly, if you are going to produce in house – and even if you outsource your marketing promotions, proofread carefully! Spell check doesn’t catch all errors.

3. Website and Internet Marketing

A well designed website creates an image of an established company. Hving broken links on a Web site instantly discredits your company to the visitor. If there is just one and the rest of the site is functioning well, people usually understand, too many non-functioning items, links and pages, demonstrate a lack of attention to detail. Take a look around the net -be honest – which Web sites have been created by the owners nephew and which sites have been organized and developed by a professional Web site design and development firm? It really is that obvious. Templates sites are similar concern with Web sites as they are with print materials. Do you really want your Web presence to be the exact same as your competition, or worse with a shady industry? It is important to establish a unique, custom identity. You don’t have to go overboard and drop a lot of money. Custom can be created in a budget too.

Lastly, don’t be stuck in the mind set that once your site is posted, the job is done. A static site does very little good. First and foremost, search engines don’t like them. If your site content is not updated regularly search engines ignore it and move on. Your site doesn’t get recognition and falls in the rankings. Another consideration for updating is you want visitors to keep coming back! Give good content that educates them or post new products and samples. COnsider the more information you provide your visitor the less time you have to spend selling them or answering the same questions time and time again. Build your Web site as your electronic sales rep.

This applies to e-newsletters, blogs and social media pages too – don’t muddy your brand!

4. Signage and Vehicle lettering

When a corporate logo is prominently displayed on a company vehicle, the customer is put at ease knowing the person coming in their door is legitimate. It enhances customer comfort during maintenance calls, etc. Of course many of us have experienced going in circles looking for a business because their signage doesn’t exist, is too small so it can not be read from the road or doesn’t contain the corporate logo or colors we are familiar with from their business cards or other promotions. A note about signage is to be aware of the signage zoning in your community before creating or posting a sign. Signage zoning laws cover sign dimensions, placement, distance from the road, illuminated or non-illuminated, etc.

Do you need help with any of these elements? Connection Graphics specializes in the design and production of all the above marketing and branding visuals. Give us a call today. The first hour consultation is complimentary!

Here is an opportunity to get your fast growing business listed in the Inc 500/5000.   This is a great public relations opportunity and we encourage your consideration to use this opportunity or to share with associates that you feel will gain from this excellent recognition and exposure.  Let’s put our Great Lakes region on the technology entrepreneur community leadership map which will attract more entrepreneurs, investors, team members, and customers! As a thank you for doing business in Michigan, MEDC will contribute your $100 application fee to Inc.

The state’s economic development agency, the MEDC is providing a streamlined and no cost application process for entrepreneurs to apply for the Inc. 500|5000 list of fastest-growing private companies in the country.  Honorees who make the list will be recognized in Inc. Magazine as well as online at www.Inc.com.  Additionally, a special celebration will be held at the annual Inc. 500/5000 Conference later this year. The goal is to increase the number of Michigan companies recognized on the list each year.

Michigan based companies should contact the assigned concierge, Colleen Armstrong, Senior Project Specialist for Inc. 500|5000 at 212.389.5504 or via e-mail at cgwen@inc.com, to apply. (The deadline may be extended by 2 weeks for Michigan companies ONLY so please be sure to contact the concierge to apply). As a benefit to you, MEDC and Inc. have partnered to provide Michigan companies with personalized concierge services to walk you through the application process.

MEDC hopes to see you at the annual Inc. 500|5000 Conference in September 30–October 2, 2010, to celebrate other Michigan companies and alumni.

As a thank you for doing business in Michigan, MEDC will contribute your $100 application fee to Inc. We look forward to celebrating your success as part of the Inc. 500|5000 community.

Thanks to Lisa Dancsok, Senior Vice President, Marketing and Communications of MEDC for sharing this opportunity with us.

A corporate brand isn’t just about your logo, website and Facebook fan page. Your brand is the source of a promise to your customer. It’s really all about making sure that everything you do as a company has a coordinated look and feel about it. Graphically, that means creating a logo, choosing a corporate color (or colors), a typeface, and often a photo or illustration style.

Content-wise, it means honing in on the key points of your marketing messages to clearly, concisely, and compellingly reach your target audience. Taking the steps to establish a consistent message and image will pay off with customer loyalty, vendor confidence and employee pride.

The following questions will help you define or evaluate your current brand.

1. What products and/or services do you offer?

2. What are the core values of your products and services? (fun, creative, honest, etc.)

3. What are the core values of your company?

4. What is the mission of your company?

(keep this short, succinct, and inspiring )

5. What does your company specialize in?

6. Who is your target market? (age, education, etc.)

7. Who do your products and services attract?

8. Try to use your answers to create a tagline.

(be succinct, memorable, descriptive)

In order to perfect the image and message of your brand you must do the research to determine your target audience and how you want to be seen by that audience. Upon review of your answers you will begin to see the character of your company. What qualities stand out? Is your company innovative, energetic, or classic? Which of these characteristics and qualities get the attention of your prospects? Review the answers and create a profile of your brand.

More to come:

Part 2- Create Your Visual Brand…

Part 3- Protect Your Brand…

Part 4- Monitor Your Brand…

Please contact Connie Sweet at Connection Graphics 517-645-4387 or info@connectiongraphics.com with re-print permission and questions.

1. People buy what they know – branding and name recognition is the primary value of advertising. Six months, and preferably a year, of consistent, repetitive messaging to your targeted demographic sees the best results.
2. Multiply your marketing channels-— print ads, inserts, online campaigns, signage, magazines, newsletters, coupons, specialty advertising, etc. — customized to attain your marketing objectives in your market(s).
3. Work with expert(s) – Well-trained newspaper ad representatives and experienced graphic designers can provide targeted ad campaigns that reach your audience.
4. Combine a mix of print and online media – attain maximum reach of your message to multiple markets to get the best results.
5. Bigger is not always better – choose a small ad for a longer amount of time rather than a large ad for a shorter run.
6. Online advertising – always include a link to your website, special offers encourage people to ACT NOW!
7. Educate – change your message every four to six weeks, but always keep your visual brand, your logo, colors, images, etc. consistent .
8. Choose special sections – those that are specifically targeted to an audience you want to reach. Also, these sections are often saved so have a longer shelf life.
9. Be patient – some quick sales may happen but it takes time to build brand recognition.
10. Advertise to bring them in – deliver to keep them coming back. Provide quality service and products, build on your brand promise to keep the customers your advertising attracts.

Re-print with permission from: Connie Sweet, Connection Graphics – info@connectiongraphics.com

Elevate America provides access to FREE Microsoft E-Learning courses and certification exams. Beginning learners can access free training online. Intermediate and Advanced learners can visit a Capital Area Michigan Works Service Center to receive a voucher. Vouchers are available through April 9, 2010.

Intermediate vouchers are available to help job seekers, students, small business owners and residents upgrade their Microsoft Outlook, Word, PowerPoint, Access and Excel skills (2003 or 2007), as well as Microsoft Vista skills. Additionally, learners can receive vouchers for the Microsoft Office Specialist Exam (2003) and Microsoft Office Certified Application Specialist Vista and Office Exam (2007). Free testing is available with vouchers at New Horizons in Lansing.

Those with existing IT experience can upgrade their skills further with vouchers for access to 89 different e-learning courses to help IT professionals prepare for Microsoft Certifications. Elevate America advanced e-learning courses support occupations such as Web/Windows Developers, Support Technicians, Database Administrators, Systems Administrators, Systems Engineers, Enterprise Administrators and Server Administrators.

Small businesses and existing professionals are welcome and encouraged to receive vouchers.

For more information, visit your local Capital Area Michigan Works! office in Lansing, St. Johns, or Charlotte.

Teri Sand, PHR, CBSP Capital Area Michigan Works!, 2110 South Cedar Street, Lansing, MI 48910 Direct Phone 517-492-5516; Fax 517-492-5501; Email tsand@camw.net

March 12 Grand Rapids 9am-4:30pm Davenport University M-6 Campus

March 19 Livonia 9am – 4:30pm Davenport University

Register at www.miceed.org

The theme this year is “Bridging the Gap from Good to GREAT!” All our companies are good and many of them are great. The training is geared to make even the great greater. Our focus this year is on GROWTH!

Steven Hughes, who received rave reviews for his presentation on “Emotional Intelligence” last year, is presenting “Seven Essentials of Greatness” as a follow up this year. Davenport is also part of the Marketing Panel to bring us up-to-date on Internet Marketing and Social Media for business. Chrysler is providing insight into customer diversifi cation. And two of our powerful women business owners will be presenting on branding (online and off). Connie Sweet of Connection Graphics will discuss branding and corporate identity as it relates to small and large corporations – on and off line. Our keynote this year is Rita Woodruff of Gill Industries. Rita and her sister have taken over from her mother, Rita Williams, and she will be sharing the story of their ups and downs and lessons learned along the way to a multi-million dollar enterprise. Not bad for a full day of training. Don’t miss this event! Last year’s participants were overwhelmed with the value they received and it is our goal to make this event even better this year. The cost for CEED members will be $125 and for non-members $139. For registration or questions, please call Kathi Boyle at 734.677.1400 or email kboyle@miceed.org. Register at www.miceed.org

Sponsored by:

Small Business Administration, Comerica Bank and Davenport