“Once upon a time, New York Times best-selling author Daniel Pink wrote a book titled To Sell is Human. Every day, he says, one in nine Americans (similar for Canadians) work in sales, but actually everyone, no matter what they do, sells. One day, Pink discovered the old sales mantra of ABC or Always Be Closing didn’t apply anymore. Because of that, there’s a new definition of ABC, which is attunement, buoyancy and clarity. Because of that, Pink offers people a new way to look at some standard tools of public relations and marketing. Until finally, readers have three specific areas to work on to achieve success: improvisation, serving others and refining the pitch.”
It’s been a dream to start a piece of writing with the age-old fairy tale opening of “Once upon a time” ever since a colleague at the Calgary Herald managed to get a feature story in the newspaper with that very beginning in 1984.
Almost 30 years later, it turns out that crystallizing a concept into a six-sentence pitch with a fairy-tale opening is the optimal way to successfully sell it to a movie executive. It’s called the Pixar pitch.
To Sell is Human
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The approach is one of several examples Daniel Pink gives in his book, To Sell is Human (Riverhead), an entertaining compilation of new and old public relations and marketing ideas that come from the worlds of psychology, sociology, statistical analysis and prominent business theory.
Pink argues that most of us are in the business of sales or “non-sales selling” in our jobs and our lives because we are essentially moving, persuading or influencing people to buy, either literally or figuratively, what we’re offering. It could be our boss, our child, our patient or our customer. In the business world, this shift can be attributed to technology like the Web, he says, citing Etsy, an online marketplace for small businesses and craftspeople as one example. “The technologies that were supposed to make salespeople obsolete in fact have transformed more people into sellers.” (p. 30)
Activity is such, he says, that “… in astonishing numbers and with ferocious energy, we now go online to sell ourselves –on Facebook pages, Twitter accounts, and Match.com profiles.” (p. 20) This shift in behaviour translates into a workforce where, for example, engineers or computer scientists, not sales people, are now out meeting customers so they can acquire first-hand knowledge about the customers’ likes and dislikes with a product, troubleshoot problems that may not have been identified and solicit new ideas for future development.
Everyone does everything
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What does this mean for employees in traditionally defined roles in public relations and marketing? The same as it does for everyone: adaptability, flexibility, multi-skilled, creative are all terms that should apply to all staff in all organizations. Pink, a former White House speechwriter who earned a Yale law degree, notes, “What an individual does day to day on the job now must stretch across functional boundaries. Designers analyze. Analysts design. Marketers create. Creators market.” (p.36)
Pink suggests the old ABCs approach of selling – Always Be Closing – as defined in David Mamet’s award-winning play and the subsequent movie Glengarry Glen Ross is dead. The new ABCs are three key qualities that everyone can acquire to move or persuade others: attunement, buoyancy and clarity.
The new ABCs: attunement, buoyancy, clarity
Attunement by his definition is a combination of refined listening skills, strategic mimicry and empathetic behaviour. This state of attunement translates well into social media where organizations should be actively listening online to the public so they can better meet the needs of their customers.
Buoyancy means acquiring resiliency and perseverance with a positive outlook. In fact,
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Pink argues that positivity is essential to moving others in a world redefined by the internet and social media. People crave authenticity, gravitate to genuine emotion, have access to vast amounts of information and choice on the Web, and through social media have easy access and instant audiences available to express their displeasure to, so the days of a sales person excelling simply at selling are over.
The third quality, clarity, is achieved by shifting from a problem-solver mindset to a “problem-finder” one, Pink writes. Today, marketers online and in person must curate information, rather than access it by “… sorting through the massive troves of data and presenting to others the most relevant and clarifying pieces.” (p. 132) Secondly, they must shift from answering questions to asking questions, in order to uncover possibilities, find problems and build relationships. This is a fundamental principle in social media, where questions are often used to generate conversation and sharing across networks and platforms.
The value of improv, serving others and refining the pitch
Pink offers three areas to focus on to improve the ability to move or influence people’s behaviour. He highlights the benefits of improvisation (having participated in an improve workshop lead by a Second City cast member I can attest to the benefits of this “experiential learning”) and the intrinsic value of operating with a “serving others” approach. And he presents several examples of “pitching” –the one word pitch, the question, the rhyming pitch, the subject-line pitch, the Twitter pitch and the Pixar pitch, a template approach using six sequential sentences that was used at the opening of this report.
Finally, in the spirit of applying more theory to practice, the rhyming pitch is offered as a closing example of how I might incorporate Pink’s points into my use of social media: Perfect the Pixar pitch because it could make you six-figures rich.
Note: This post was originally submitted as a book report for McMaster University’s Building Social Media Relationships course (#bsmrcce).
Forever 51: What it’s all about
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My teenage daughter favours buying clothes at Forever 21. I favour clothes from Talbots. A friend’s teenaged daughter dubbed Talbots, the Forever 51 store. Ouch. Funny, but not so much on further reflection.
What is she implying exactly? That women of a certain age, okay, in their 50s and gasp, 60s or 70s, are trying to stay forever young with the clothes they choose to wear? I like the clothes because they’re usually well-made, affordable, conservative but not too and there’s a good mix of business and casual styles. And it’s one-stop shopping. I’m in, I try on, sometimes I buy and I’m out. If I wanted to, I could order online but that just seems like more of a hassle than it’s worth at this point. That may change, but for now I’m a bricks-and-mortar clothing shopper.
Are there broader implications for my prickly reaction to the sarcastic renaming of a favourite store? And how are the musings about Forever 51 and the purpose of this post linked?
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A sense of purpose
Part of this week’s assignment was to describe what my personal blog was about. We worked a bit on this in class and then we were off to the races. Initially I was flummoxed. What exactly was this blog about? I haven’t been having trouble coming up with topics to write about. This was a creative exercise that I relished. But the topics did seem to be all over the map in terms of subject matter.
Then it hit me. This blog is about reflecting back a world that I don’t encounter often enough in either traditional or digital media. Me. The middle-aged 50-something married working mother of two who has power of attorney for a parent with Alzheimer’s. A smart, curious mama bear who loves to go to the hockey arena or lacrosse field as much as she loves to go to dance competitions, the ballet, the art galleries and the theatre.
I love to discuss books, politics, media, films, and music (rock, country, opera and everything in between) for a start. Being a lifelong learner (hence this course) is as important as thinking about retirement and how, as a cancer survivor, I can give myself the best opportunity to make it there and thrive.
Photo courtesy of Anna Quindlen website
A complex voice
I thought about Pulitzer-Prize winning journalist Anna Quindlen’s “Public and Private” columns from the 1990s in the New York Times when I thought about my blog. I want to replicate that type of social commentary. So, me, is a little complicated. Complex. Interested and engaged in communities, both near and far. And I know I’m not alone. There are legions of us out there, many awake at 3 a.m. (thank you menopause) trying to make sense of the day that was and the day that lies ahead.
The intent of this blog then is clear: to give a voice to the legions of intelligent, interesting Forever 51s, wherever they may be.
And how do I measure success? If readership and public conversation increases. With Forever 51s and 21s and everyone on either side or in between.
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