Why Steve Jobs and Apple’s success has NOTHING to do with the Ipod,Iphone,Imac or any Iproduct they make

10 04 2008

Yep you heard me right. The reason why they are growing so fast has (almost)nothing to do with products they make. Tom Titlow  you have officially fallen off your rocker I can hear you now– no I haven’t just hear me out. What I am about say will blow your mind then make so much sense.  Then you can use it to grow your business with same exponential power that Mr. Jobs has used to grow Apple from pretty much broke to $165 Billion dollar company in less then 10 years. He used and continue to use a very few extremely simple rule to grow his company which EVERY business owner should be LIVING everyday they open their doors and yet they DON’T. Hopefully this post will show you why right now is the time for change. But first things first … the Apple products.

Do you realize how many amazing products are created every year that would have a greater impact on your life than your iphone or ipod and yet you never see them?  Hundreds if not thousands. 

So why don’t you find out about them somebody along the way lost the TRUE BENEFITING VALUE or the idea. They started believing in the product and lost sight of the abilities of the idea they had at its birth.

For example the idea of the cellphone was to be able to get in contact with people you wanted to WHERE you wanted and when you wanted. So to define this– it made human communication monumentally easier than it was when you had to use a landline phone. Then over the next 20+ years they added features to that device that made it much more than a phone (speakers, colors , internet, camera.. there are thousands of new features) these manufaturers[yes thats right becausue they just added fat to the idea if the phone–no true value to the original concept]. All the while because they where giving you all this stuff they made it HARDER to use so you were less likely to go to a competitor when a new feature arrived. They put so much on this thing you stopped using it for the original idea –Easier Communication. Finally somebody got frustrated enough to do something about it and he asked one question that NOBODY had bothered to in twenty years. How can I make this device Simple, easy to use and  give people back the ability to communicate with each other? Really dumb question but has caused epic shifts in a several industries. The key to what Steve Jobs does is this he look at things at the purest level of human interaction and has pretty much one goal how can we make this as simple yet universal as possible. Just goes to show you that the greatest ideas are usually those that rely on simple, profound truths that we all experience as human beings.  

OHH just wait for the SDK then your WHOLE idea of what a computer is will change too!!!

NEXT UP the IPOD- Getting music OUT of the Physical world–Finally  

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B2B Sales–build your business –getting more customers

19 10 2007

One of the things I love in business is watch the different ways businesses grow through discovering new customers. I love business owners that like to think out of the box. See a lot of business owners think that if thy advertise in the right places or market to the right people then people will show up at their doorstep. I say “maybe” but what is your back up plan if that doesn’t happen? If you don’t have a good back up plan I’ve got a successful one I have used in all the businesses I’ve had the opportunity to be a part of.

Being in outside and retail sales for many years I learned that if my customer wasn’t standing in front of me it was my responsibility to go out and find them. So I used to ask myself a series of questions in order to find my BEST customer. Notice I didn’t say just “a customer” I wanted to find the person or company that most desired my product or service. So I would imagine somebody using my product– sounds stupid but the details of the visualization were extremely helpful. Rather than explain this let me show you how I did it.

One of the companies I worked for was Sprint. I was lucky enough to get in right when people where realizing how much having a cellphone could change their life for the better. I primary enjoyed focusing on business customers when I wasn’t busy at the store. So I asked myself the most powerful question that you can ask in sales “who would benefit most from having the ability of the features that my product offers?”

Then I just sat down and wrote out a list of who and more importantly why they would be able to use my product to better their business. If I understood and could communicate the reasons why it showed them that I had their best interests in mind. What also separated myself is that I wasn’t just a salesperson rather I was someone that was trying to help them achieve their long term goals while achieving short term savings. Then I looked at the areas that I had the greatest opportunity of positively impacting the bottom line. Why did I do this? Those where the areas which I would be able to utilize my time and get them to say yes the fastest. After that I look at the who and wheres of that industry, company of division.

Who is the best person in this segment to prove my products worth to? I never looked at normal purchasing channels which really helped my success in that I never fought through red tape. So if I knew that a sales manager could make the most money I lent him out the phones for a couple of days so he could see it himself then he sold the purchasing manager on the decision. Most others started with the purchasing manager instead of the end user.

Where is the best place to find get in touch with that person? I molded my schedule to where and when was the best time for them. This was critical for me because I into place that others couldn’t access. I was always looking for the back door if you will. So if they were on the road I met them for breakfast, or I would show up at a trade show that I found out they would be attending. Needless to say I was never that guy waiting in the office for the appointment unless I absolutely needed to be.

I have this little thing I say to myself in business to business sales “If I can find the area which I can make the most difference to any business it will help me to penetrate the whole business”