By Diane Ripstein
There is something about the instantaneous quality of "IM"ing that is perfect for today's normal environment; it is real-time communication that is quick, effective, immediately received and connects on a human level. Although well-crafted messages that go through multiple iterations and layers of approval won't go away anytime soon, consider what Instant Messaging can do for your clients.
When making the rounds of various Federal departments, President Obama visited the Interior Department, which was celebrating its 160th anniversary while trying to recover from some seamy allegations including the words sex, drugs, corruption and lobbyists. What was Obama's Instant Message? "You have become the Department of America," he told cheering employees. Powerful words. And while acknowledging past problems, he reinforced their mission and their sense of themselves as people who matter and can contribute in a big way.
When stocks, businesses and the economy are all devalued, how do you keep people from feeling devalued as well? A recent client in financial services faced this dilemma as their product sales were going nowhere and their salespeople were having a naturally difficult time staying positive.
In the old economy, salespeople were recognized for, no surprise, their sales completions. Everything from compensation to self-worth hinged on making the sale and these numbers were discussed internally and glorified. Clearly this no longer works. So what's the new Instant Message? Focus on Funnel-Filling. Company-wide, the new "gold star" of achievement is getting prospects into the pipeline. No sales pressure, just focus on connecting, networking and filling that Funnel. This released enormous positive energy and created the good will and renewed drive to get back to work.
