I find more inspiration and motivation in writer collaboration than from any other pursuit. Are you one of those writers who agrees?
Do you feel more in sync with other writers than with, oh, the people at work? Or your accountant? Do you find it easier to brainstorm with folks who don’t scoff at the ideas you come up with? Especially when those ideas might occasionally focus on topics such as the different ways one character can poison another?
If so, consider joining my membership community and attending Craft Chat meetings. We:
Enjoy exchanging ideas and viewpoints
Strive to improve our skills and are open to different techniques
Work to become better storytellers and/or refine our writing styles and voices
Love the synergy of a small, intimate group
Exclusive Content and Access to Craft Chat
In addition to the regular posts on my blog, I post exclusive content for my members. For me, it really is all about writer collaboration. At the Craft of Writing level, you’ll find craft tips, videos, how-tos, and information shared by other writers. Recent posts include Birth Order Characteristics and Creating Character Profiles.
You’ll also find downloadable forms, such as character profile templates. I upload new content on a regular basis, so keep checking back.
Craft Chat: The Place for Writer Collaboration
I offer access to monthly Craft Chat meetings to members of my community. They offer a casual but structured environment where we chat about our craft, the challenges we face, and our continued progress. My hope is for each writer to connect with one or more other attendees, without pressure, to find what he or she needs.
For more information, watch the quick video that appears above or check out the Membership page on my website. Once you join my membership community (there’s no cost to join), you’ll be taken to your Membership Dashboard. From there, you can access the exclusive content and register for Craft Chat.
Are you interested in what I consider the most important marketing tips to be?
A few years ago I wrote and presented a 30-minute workshop about marketing. Here’s the video for your viewing pleasure!
Feel free to share your comments below, as well as any advice or suggestions you’d like to add!
If you’re a writer or an insurance agent who’s interested in more tips, how-tos, and other valuable content and resources, why not consider joining my Membership community? There’s no cost to join and you’ll gain access to exclusive content, as well as Craft Chat and Mentoring Moments.
Countless salespeople insist that selling based on price is the only way to go. They believe money is the primary basis upon which customers make purchases. And they believe that if they don’t offer the lowest price in the marketplace–or darned close to it–they’re never going to succeed.
I don’t agree. And in this article I share not only why selling based on price is a bad idea but also what a better alternative is.
Don’t feel you have to take my word for it, either. Read any of the books written by Jeffrey Gitomer, such as The Sales Bible, The Little Red Book of Selling, and The Little Red Book of Sales Answers. Or check out Dale Carnegie’s How to Win Friends and Influence People.
The Mindset
When customers or prospects tell you they’re only interested in buying at the lowest, most competitive price, or if they state the maximum dollar amount they’ll consider spending, everyone’s focus zooms to money. The individual immediately takes control of the negotiation–but only if the salesperson buys into the mindset.
Understanding that price without context has no value changes the dynamic and actually allows the salesperson to take control. So, what does this phrase mean? Let me explain your customer’s mindset. He tells you:
I need a refrigerator
I don’t want to (or can’t) spend more than $500
On the surface, the customer’s focus is on his budget, which is fiscally sound behavior. But his focus doesn’t take into consideration anything else, such as how he values a refrigerator. Every customer values the product or service being purchased, regardless of his budget.
Let’s say you only have two refrigerators for sale under $1,000. The older, used fridge has a price tag of $250. It’s in good shape mechanically but it’s old and faded and a bit beat up. You also have a brand-new fridge that normally has a price tag of $1,200. However, because of serious exterior scratching and an ice-maker that doesn’t function, you’re offering it at half-price, or $600.
If you’re just an order-taker, you offer your customer the “cheaper” product. But if you’re a true salesperson, you know that’s a bad idea. Why? Because you don’t know what the customer expects any refrigerator to do for him or why he wants to buy one.
Determining Value
Why did the customer come to your appliance store? He could have shopped online and made a purchase without the interaction of a salesperson. Yet he came to you.
Why?
Because he wants your help. Ask questions–this is the first way you can provide assistance and show that you find the customer important (i.e., he’s valued). Questions like:
Why are you in the market for a fridge?
Aside from having a budget of $500, what are your requirements and needs:
What size does the refrigerator need to be? There’s no point in considering fridges that won’t fit in the space at home.
Do you want a new or used refrigerator?
What particular features do you want, or not want?
What else should I know?
Then, when you listen to the answers, you reinforce your concern for the customer and his needs. When he gives you his answers (in other words, he states his needs and wishes), you restate them and explain about supply and demand. How appliances in his price range are few and far between in the current economy. However, you do have two refrigerators that cost less than $1,000.
You then describe both items and let him determine the value he finds in each appliance.
If the older, less expensive fridge is too large for the customer’s space, it holds $0 value regardless of the price tag. Ditto for the the new, more costly appliance.
Is the customer bothered by the condition of the older, smaller fridge or the scratches, dents, and broken ice maker on the new one? Some people find no value in secondhand items. Other people find no value in “damaged goods.” What value does your customer find in each of these two refrigerators?
Although the brand-new fridge costs $100 more than the man’s stated budget, the customer may find that a brand-new refrigerator, even with scratches, dents, and an inoperative ice maker, justifies spending $100 more than he’d originally intended. On the other hand, the $250 fridge must just be what he’s looking for. (Not to mention the $250 cash in his pocket after he buys it!)
Context is Everything
Remember: Price untethered to value has no context.
Said a different way: Price alone is just a number. It holds no meaning and no value … unless it’s associated with something else. That’s why selling based on price is a bad idea.
Over the years, many people met with me to discuss buying insurance. Some stated a budget upfront; most didn’t. For either type of customer, I could easily have picked random coverages out of thin air, along with random amounts of insurance, and then shown them a quote. Which would have illustrated price untethered to value.
Instead, I showed them a quote with all the coverages that were available at the highest amounts of insurance. Again, price untethered to value.
Yes, some people choked. And yes, others were stunned speechless. Which worked fine for me. I filled the silence by explaining that I knew nothing about them. Not about who they were, why they wanted to buy insurance, or what they wanted their policy to do for them. But I wanted to know.
I also explained that because my goal was to do the best job I could, I was offering them the most comprehensive insurance policy at the highest amount of coverage available. I showed them they were important to me.
Then, I asked them to give me a few minutes to tell me what they didn’t want and we removed the coverages and features that held no value to them. At the end of the process, my customers arrived at a price that met their needs because they determined the price themselves–and it was always based on value THEY identified THEMSELVES.
This very same process works in connection with all types of sales, in all industries, by all salespeople.
During any negotiation, customers prefer seeing the cost of any purchase go down rather than up. They also prefer having control.
I say: give it to them! Give them all the information that’s available and let them toss away what they decide isn’t worth their money.
Why Selling Based on Price is a Bad Idea
In a negotiation, the first person who mentions price loses.Why? Because that individual isn’t focused on the what or the why or the how. In other words, what the product can do for the buyer, why the buyer needs it, and how everything works.
Customers seek out salespeople because they need help. They lack the product knowledge we have, the technical skill we’ve acquired, and certain abilities that only professionals in our field possess.
During the negitiation process, customers are at a disadvantage … and they know it. Whether consciously or unconsciously, when they toss out a price requirement they do so in an attempt to control both the narrative and the outcome.
Acknowledging a customer’s price requirements and then setting them aside temporarily to discuss value reinforces a salesperson’s ability and desire to help. Especially when the salesperson shows ALL the products/services that are available and encourages the customer to make ALL the decisions.
When salespeople hop on board with only discussing price, they dismiss value … and genuine conversations about value.
Will you run across customers who simply won’t budge from a stated price-point? Absolutely. When that happens, you need to decide if you’ll sell to them based solely on price … or not.
I won’t … because those customers aren’t interested in how I can help them. They’re not interested in context or value–the what, why, and how. They’re only interested in placing an order.
Unfortunately for them, I’m not an order-taker; I’m a professional who offers value.
We’ve all heard that “knowledge is power” and I’m all in when anyone provides research tips for writers. Before the use of technology and the Internet became my primary assistant when conducting research, I spent a LOT of time:
In libraries
Purchasing and thumbing through books and magazines
Conducting face-to-face interviews
Now, I do the majority of my research online and I’m happy to share 3 research tips for writers:
Fiction Writers: Naming Characters
When I create my characters’ names, I prefer them to have meaning tied to the individual character. For example, I know the name Blanche (or Blanca) is entirely inappropriate for a dark-haired woman but perfect for a blonde (or white-haired senior). But that’s only if I’m thinking about her appearance. If I’m thinking about the condition of her soul (as in pure), it would also work … and if I chose it for that reason, I’d probably spell out that her name represented her internal qualities rather than her looks.
Being an auditory person, I like first and last names to “go” together. To sound right. Alliterative names appeal to me, but sometimes they can be too cutesy or over-the-top (e.g., Debbie Downer, Joan Bone). I like my characters’ first and last names to share at least one consonant (e.g., LiNda McHeNry–which is my real name, by the way) or one obvious vowel sound (e.g., AmY GradY). I also want the number of syllables to sound right. Bartholomew Mountbatten is alliterative but it’s a mouthful. IMO, Bartholomew Bing sounds better.
Finally, getting ethnicity right is very important. I’ll never forget reading an article written by a bestselling author about this topic (although I can’t remember the writer’s name!). She chose a last name for her Chinese protagonist based on a number of considerations. Problem was: the name she chose was Japanese. None of her beta readers, nor her editor and agent, ever noted this inconsistency. Worse: MANY of her readers did, as evidenced by her [non-]fan mail!
Here are two websites I find helpful when namng characters:
Looking for an age-appropriate name for Grandma or a teenager? The Social Security Administration has tracked the most popular baby names by year of birth. You can find it here (be sure to scroll down far enough): https://www.ssa.gov/OACT/babynames/
Looking for a site that lists BOTH first and last names alphabetically AND by ethnicity? This is your new go-to site: https://www.behindthename.com/
Online Research Tips for Writers
In no special order, here are important considerations when conducting online research:
NEVER rely on a single resource. Why? Because none of us is perfect and none of us knows everything. When relying on sources I find on the Internet, I don’t cite information as a fact unless I’ve verified it by at least 3 sources. My go-to number of sources is usually 5.
ALWAYS choose unbiased sources. For example, if I were looking to buy antivirus software for my computer and smartphone, I wouldn’t go to the websites of McAfee or Norton. Why? While each company certainly knows more about its own product than anyone else does, each company is also prejudiced in favor of its own product. When researching anything to do with technology, I rely on sites such as PCMag.com, CNET.com, and TechRadar.com. Why? They’re in the business of writing about and reviewing technology, not manufacturing or selling it.
NEVER rely on Wikipedia for facts. On its website, Wikipedia clearly states that just about anyone can write and edit content on the site. I’ve personally researched insurance topics on this website and, in each article I ever read, noted incorrect information. Depending upon the subject matter you’re researching, seek out sources that are unbiased and qualified. If you’re not sure how to do that, simply enter a search phrase such as: best online resources for XXX. In the case of finding an alternative to Wikipedia, you might want to type: best alternative to Wikipedia.
For all Writers: Validating Sources
Here’s a list of cautionary advice–make sure that any source you use–online or in person–is reputable and credible.
Verify the source’s background and history in connection with the subject at-hand. Most websites contain this information. If a site doesn’t, be wary.
Search for reviews and online pieces ABOUT your source.
Determine if the source has any bias or personal interest in the subject at-hand. If so, I recommend either disregarding the source or using at least half a dozen sources you know are impartial. Why? It’ll help you see how this one lines up in the scheme of things.
If the source provides evidence, facts, or supporting opinions, check them out to be sure they truly exist and are verifiable.
Avoid statements presented as facts without any supporting evidence or sources. Do you believe everything you read in a resume, online dating profile, or social media feed? I hope not.
Make sure the information you’re using is current. I can’t tell you how many articles I’ve read about the subject of insurance that appear to be current … and were written 10 or 20 years ago. Sure, the content doesn’t use dates, but references to what was going on in the world (like the September 2011 attacks) clearly date the piece and spotlight that the economy referred to in the article has changed.
Keep in mind, I am not related to any of these people/businesses/sites, I’m not paid by them, don’t make payments to them, and I’m simply offering this info out of the kindess of my heart.
For the past dozen years or so, I’ve been writing insurance continuing education (CE) courses about cyber security and keeping safe online. Yes, I designed these courses for insurance licensees but they contain information that’s beneficial and essential for everyone to know.
There are WAY more than 2 tips available. I’m just limiting myself today. You can bet I’ll be providing more in the future.
TIP 1: Avoid Current Scams
Right now, aside from ransomware, two of the biggest cyber security scams everyone is vulnerable to are Quick Response (QR) codes and CAPTCHA verificiation. Both were designed to keep us safe; however bad actors exploit them to take advantage of us.
Basically, a quick response (QR) code is a form of barcode that stores retrievable data for digital devices to read. If you want the long explanation, AVAST explains it here.
Are QR codes safe? Most sources say yes, however, bad actors do exploit them. A few years ago, they scammed the City of Austin, Texas and its residents. The bad guys replaced official QR codes on parking meters and defrauded both the city and those who parked. How? Their phony QR codes directed payments to a phony site, where the bad actors stole confidential personal and payment information. As a result, parkers were also fined for illegal parking.
Here’s a recent article in PCWorld that tells you how to avoid these scams, which are on the rise.
CAPTCHA is an acronym for technology that allows a website to detect the difference between a human visitor and a software program called a “bot”. You’ve used this tech before. You see 9 images and have to click on all of those with buses, or bicycles, or cars. Other tests require you to type a word or answer a question after having to think about or review an image. IBM explains CAPTCHA here.
Although most sources say CAPTCHA is viewed as a great security device, it’s not always convenient or as secure as some would like. In addition, there are an increasing number of of phony CAPTCHA scams out there, as Guardio reports.
We all believe we’re practicing safe cyber security. None of us expects to fall prey to cybercriminals or their scams. However, certain characteristics can actually make us MORE vulnerable to cybercrime than the average person. The MOST vulnerable people exhibit more than one of the following characteristics:
Use a WEAK password
Use the same password for most (or all) of their accounts
Work from home
Here’s a list of the major things you want to do to keep safe in the cyber world. They’re also great tools for practicing good cyber security:
Password
Use a strong password: one with 16-20 characters. It should also contain a combination of upper and lowercase letters, numbers, and symbols. It should NOT contain:
Personal information (like your DOB, address, zip code, last four of Social Security #, etc.)
Consecutive numbers or letters (123 or abc)
Repated numbers or letters (333, 3030, or zzz)
Information others can easily guess (the names of your spouse, kids, or grandkids; your pets names; your favorite sports team, author, or TV show, etc.)
password manager
Use a password manager. Here’s a link that explains what a password manager is, how it works, and a few ratings. Sure, there’s a learning curve, but it’s worth it. Also, keep in mind that different password managers offer different features. You can choose one that’s as basic or feature-rich as you’d like.
multi-factor authentication (mfa)
Make sure you use multi-factor authentication (MFA), also called 2-factor authentication. Basic account logins require you to provide a user ID and password. (Ironically, the user ID is required to be your email address, which anyone can obtain! How secure is THAT?) Of course, because you know your user ID and password , other people can know them, too. This is where MFA comes in: it requires a third piece of information. This info is either something YOU HAVE or something YOU ARE. The something you have is your smartphone and an authenticator app or text messaging app that receives codes. You’re only able to login to your account after providing your user ID and password IF you also provide the code sent to your phone’s authenticator or messaging app. Of course, another method of authentication is biometrics: thumbprints, facial recognition, retina scans, etc.
virtual private network (VPN)
Always use a Virtual Private Network (VPN) if you’re on public WiFi. You should also use it on any network where you’re not sure of the level of security. A VPN camouflages the IP address of your device, its physical location, and encrypts the data you send and receive. Here’s a great article on PCMag that explains what a VPN is, how it works, and offers reviews of companies that provide them. I use two VPNs. One is a basic VPN with my antivirus software (that’s on all my devices). The other is a robust VPN purchased for an annual cost of about $70; I use this one when I travel.
security updates
Make sure you update your computer and ALL devices routinely AND when the updates are available. Did you know that you can schedule these updates so they occur when you prefer them to, rather than whenever your computer chooses to install them? Here are two articles that explain how to do this: one from PCMag and another from Tom’s Guide.
one additional tip
If you’re going to conduct online research about anything related to cyber security, I have a recommendation. Do NOT visit sites that have a vested interest in or bias about the subject at hand. In other words, don’t ask Microsoft or Apple who makes the best computers. Don’t ask McAfee or Norton who designed the best antivirus software. Also, don’t visit news outlets, as they often sell ads to tech companies and have a vested interest in them.
I’ve found the following online resources to be helpful and largely objective when looking for tips, advice, etc.:
