004 How Great Managers Use External Marketing Techniques Internally To Build High-Performance Teams

How Great Managers Use External marketing Techniques Internally To Build High-Performance Teams

I’m Zemira Jones…and this is the Manager Farm Podcast episode 004.

Today my special guest is Bill Cates…

            Bill Cates

WHEN CHANGE IN THE WORKPLACE IS ON THE HORIZON…

Today’s show discusses:
“How to use powerful word-of-mouth and referral marketing techniques internally with your team as well for better performance and externally for more customers."

Here’s what I’d like you to do:

1.) Listen to this podcast all the way to the end.

Bill will share some resources at the end of this podcast that will be a great help to every manager regardless of experience level.
2.) Subscribe
3.) Share it
4.) Then act!

Bill Cates, is best known as the Referral Coach, and founder of the Referral Coach International which works with organizations and individuals who want to acquire more clients/customers through word of mouth, referrals, and personal introductions.

All of his systems and programs have one overall goal in mind – to increase your revenue without increasing your marketing expenses.

• Bill Cates and his team produce results! From needs assessment to program development to program delivery, to follow-up and reinforcement, his success track recorded is impressive.

• Referral Coach International is committed to teaching their proven referral system, strategies, and tactics, in a manner that actually changes beliefs and behaviors producing tangible results.

• Bill Cates, works with organizations and individuals who want to acquire more clients/customers through word of mouth, referrals, and personal introductions.

• All of their systems and programs have one overall goal in mind – to increase your revenue without increasing your marketing expenses.

• Bill Cates, CSP, CPAE, Referral Coach International works with organizations and individuals who want to acquire more clients/customers through word of mouth, referrals, and personal introductions.

• In this podcast, Bill shares powerful techniques that are highly successful for marketers with their customers. The good news is these same techniques can be used to influence the performance of your team in the workplace.

• Bill says it boils down to what motivates people. He quotes his friend Alan Dobsurski.

Alan Dobzinski – America’s Leadership Accountability Expert
Bill quotes a colleague Alan M. Dobzinski America's America's accountability expert.

https://accountabilityexperts.com/

https://www.amazon.com/Buck-Starts-Here-Alan Dobzinski/dp/0615554857

• Bill tells us that constant change and reduced resources if managed properly, can be inspiring to your team once you use the right influence with your team.
• Bill underscores the importance of managing change with your team. He explains the concept of why the organism with the widest range of responses is the one that drives. It's not the strongest, the smartest, the fastest, it's the organism that is the most flexible.

• He suggests that in the interview process you probe for how people respond to change. He discusses how to teams internalize change, and suggests that you pay attention to how do they respond to it.  Do they have the flexibility to be the kind of person you need in your organization? 

• When a team underperforms Bill Cates describes some of the blind spots that managers miss in solving the problem.

• Bill suggests that you first look at the beliefs of your team. What are the operational beliefs that are holding them back or limiting their thinking?

• The fundamental principle at the base of all of our relationships is our beliefs. If we have something that is not working for us we have to first ask ourselves what do we believe about the situation or about the other person that is limiting our perceptions or may be wrong.

• Bill shows how “consistency theory” is central to a manager or leaders ability to influence while managing their beliefs. He talks about ways of changing your results by changing your beliefs first. This is why many companies that perform well begin with operational beliefs.

• Bill talks about how to get more referrals from your satisfied customers for new business. He underscores that first, you have to make sure, as the leader, that your team is referable. This is an earned right that a company has to strive for before referrals can happen.

• Net promoter score is one of the tools a company can use to measure their ability to be referred.

• Whether you're serving the customer directly, or you serving someone internally who is serving the customer, or you're serving someone who is serving someone who is serving someone that is serving the customer you are performing customer service. The degree in which your team believes in the synergistic connection between themselves and the customer, regardless of where they in the organization, is fundamental to ensuring that your company is referable. It all starts with the leader believing this first and then it becomes an organizational belief.

• Bill talks about some of the reasons why great strategies, like yours, can still fail because of lack of focus.

• Another obstacle that managers have is leading people to perform a task or strategy that the manager themselves were never good at performing themselves.

• Alan Dobzinski is the author of the book "The Buck Starts Here". It will show you how to hold your people accountable in a way that's motivational and inspirational. One of the key concepts that Bill talks about is the fact that managers tend to want to be liked more than they want to be respected which is a real mistake. This widespread need tends to hold managers back in their performance. This is a mistake that happens with brand-new managers and is also observed with experienced managers.

• Bill and Zemira elaborate on the importance of managers communicating intent to their direct reports to ensure the proper context of their message. Your employees always have a more narrow and different context than you as the leader will ever have. This is why it is so important to manage intent in the context of that intent up front.

• One of the strategies that Bill recommends is the use of video in communicating with your team. He quotes research that shows that text email is more likely to be viewed in a slightly negative perspective but if video is used the same message is viewed more favorably the due to the power of inflection and visual reinforcement. Bill recommends a video email service called Bombbomb.

http://bombbomb.com/

• Zemira gives an example of how communicating with video or audio to share tonality and inflection in your message makes a huge difference in its influence and impact. Zemira tells a story about how he became more successful as a sales manager by using this principle. Zemira goes deeper in this in podcast episode 002. In episode 002 of The Manager Farm Zemira talks about the power of acknowledgment with your team and the fact that most teams are starving from the lack of acknowledgment of their achievements on a day-to-day basis.

Link To Episode 002: How Great Managers Start 2017 Off On The Right Foot

• Bill offers a great tactic in how to sell an employee on the benefits of adopting the new behavior or action. Rather than just sharing the benefit to the employee operating in a new way he shares a more influential approach to developing new behaviors through direct reports.

• Here’s how to reach Bill Cates:

 http://www.referralcoach.com/

 www.thevaluediscussion.com/