Like many people, I love using email. It makes many things quicker and easier. The key phrase there is "many things." Today sales trainer Adrian Miller reminds us that there are certain times where it is much easier to just pick up the phone!
You're trying to schedule an appointment and you email your contact with a suggested date or two.
They get back to you-a day or two later perhaps-and the dates that you had already suggested are now filled, or, they let you know that they're not free on those specific dates but could potentially meet on another date, which of course is not good for you and so you email them with some other alternatives and they respond immediately but, well, they're not free that day. Whew. And on and on it goes for days, sometimes weeks until you PICK UP THE PHONE.
You want to reconnect with a dormant account, one that you haven't worked with in quite awhile. Sure, you know that you've fallen off the grid but you think there might be some life in this business relationship. You send out an email and there's no reply. You're uncertain. Did they get it? Are they not replying because maybe that business relationship wasn't as good as you thought and maybe they don't want to hear from you again? You're curious but intimidated and in order to really find out what's going on you need to PICK UP THE PHONE.
Your prospecting funnel is pretty empty and you see a precipitous drop in business in the next few months. You start to panic and ratchet up your networking and jump further into the social media pool too. You peruse websites, look carefully at postings and send emails to all that seem like they have good potential. You don't hear back and keep prospecting like a demon sending email after email to prospects that you are certain would benefit from your product or service. Still nothing happens. You need to PICK UP THE PHONE.
You need to alert a client that there is a problem in their account. Something has gone awry but not to worry, you're going to fix it. You have a plan and carefully craft an email that explains the problem and what you are going to do to ameliorate it. Still you get a very curt reply and are left to think that the client was not appeased and is, in fact, annoyed at what you said in your email. You reread it and see that the tone and choice of words are not as politic as you originally thought. You need to make amends and think another email might not do it. YOU NEED TO PICK UP THE PHONE.
Geez do you get it? With smart phones, netbooks and laptops being at our fingertips we have wandered away from the telephone and have resorted to communicating almost exclusively by email. And in many circumstances email communication might not be the most convenient method of communication; additionally it might also undermine and weaken your position and desired outcome.
So yes there are scads of situations in which email is truly the BEST way to communicate but before your reach for that keyboard, take a moment to think if perhaps the dial pad might be even better.
You just might be surprised at how positive an experience you will have.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Showing posts with label Adrian Miller. Show all posts
Showing posts with label Adrian Miller. Show all posts
Wednesday, June 29, 2011
Wednesday, April 20, 2011
The Importance of a Prospecting Routine
I love this advice from sales trainer Adrian Miller - it just makes sense!
Most of us have routines. We may get up at the same time each work day, follow a regular pattern of shower, coffee, morning news and then our commute with little deviation day by day.
How about at the gym? We work through a series of exercises and maybe machines, methodically working each muscle group. There's very little in the way of thought process; we just "know" what comes next.
And while being routinized 24/7 can be mind-numbing, there's something to be said with knowing what you have to do, when you have to do it and how to execute it to experience the desired outcomes.
And that's the way it should be with sales prospecting as well. You shouldn't be in the position of "reinventing the wheel" every time you engage in prospecting. I'll go one step further. Prospecting should be part and parcel of your "ongoing" business development efforts, not just a stopgap measure to do when sales dip down.
Yes, make sales prospecting part of your routine. It doesn't have to be a daily endeavor but you do have to know the following:
How many contacts do you need in your sales pipeline in order to win the volume of business that you need/want? (What is your "close" rate?)
What is your sales cycle (average length of time from the start of the sales dialogue to booking the business)?
How will you prospect (by phone, in-person canvassing, email, direct mail)? The mode will determine timing, follow-up, etc.
If you know these statistics you'll be better able to plan (routinize) the scope of prospecting effort that is required to meet your sales revenue goals.
So take the time to develop your plan and then make it a routine, something that you don't need to think about and reflect on.
Get into a "just do it" mindset and just like exercising and showering it will become part of your "regular" activities.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Most of us have routines. We may get up at the same time each work day, follow a regular pattern of shower, coffee, morning news and then our commute with little deviation day by day.
How about at the gym? We work through a series of exercises and maybe machines, methodically working each muscle group. There's very little in the way of thought process; we just "know" what comes next.
And while being routinized 24/7 can be mind-numbing, there's something to be said with knowing what you have to do, when you have to do it and how to execute it to experience the desired outcomes.
And that's the way it should be with sales prospecting as well. You shouldn't be in the position of "reinventing the wheel" every time you engage in prospecting. I'll go one step further. Prospecting should be part and parcel of your "ongoing" business development efforts, not just a stopgap measure to do when sales dip down.
Yes, make sales prospecting part of your routine. It doesn't have to be a daily endeavor but you do have to know the following:
How many contacts do you need in your sales pipeline in order to win the volume of business that you need/want? (What is your "close" rate?)
What is your sales cycle (average length of time from the start of the sales dialogue to booking the business)?
How will you prospect (by phone, in-person canvassing, email, direct mail)? The mode will determine timing, follow-up, etc.
If you know these statistics you'll be better able to plan (routinize) the scope of prospecting effort that is required to meet your sales revenue goals.
So take the time to develop your plan and then make it a routine, something that you don't need to think about and reflect on.
Get into a "just do it" mindset and just like exercising and showering it will become part of your "regular" activities.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Tuesday, November 16, 2010
Too Shy to Network?
Networking can be intimidating, even for the most outgoing person. That's why I loved finding this article from sales trainer Adrian Miller about how to handle networking if you're a naturally shy person. Read on for her advice!
I know how intimidating networking can be and how downright uncomfortable it can make you feel. I've had participants in my training classes tell me that they'd rather do just about anything else than attend a networking function.
That's sad because business networking is a necessary activity, or some would say a necessary "evil". Effective networking helps you to make the contacts and connections that will (potentially) lead to new business opportunities. Steering clear of networking means that it is much more difficult to get the introductions and leads that turn into clients.
So, if networking causes you great stress, here are some tips that are sure to make it easier, and maybe even, pleasurable.
-When attending networking events, go early! By showing up early you will be one of the first people in the room and everyone that arrives afterward will naturally gravitate towards you. Additionally by arriving early you have the opportunity to meet the event organizers and even the speaker, should there be one. It is highly uncomfortable to get to an event late. It seems as if everyone knows each other and is engaged in meaningful conversation. The antidote-get there early.
-Be prepared. Take the time to research the group holding the event. Learn about their members and gather some background information that will help you in conversation when at the event. You may even be able to speak with the event organizer and learn information about the expected attendees. The more you know, the more comfortable you will feel.
-Have a plan and then execute it. Do you want to meet 5 new people? Reconnect with some past contacts? Knowing what you want to accomplish helps you to actually do so. If you enter the room and are aimless, you will probably not get the maximum ROT (return on time).
Most importantly, remember that everyone is there for the same reason and probably, some of them are shy as well.
Take a moment to gather your thoughts and then walk over to some folks and say hello. Ask them about their business or perhaps how they came to be at that particular event or even if they are members of the group. You'll be surprised at how fast the conversational ball gets rolling and before too long, you won't remember that you are shy at all.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
I know how intimidating networking can be and how downright uncomfortable it can make you feel. I've had participants in my training classes tell me that they'd rather do just about anything else than attend a networking function.
That's sad because business networking is a necessary activity, or some would say a necessary "evil". Effective networking helps you to make the contacts and connections that will (potentially) lead to new business opportunities. Steering clear of networking means that it is much more difficult to get the introductions and leads that turn into clients.
So, if networking causes you great stress, here are some tips that are sure to make it easier, and maybe even, pleasurable.
-When attending networking events, go early! By showing up early you will be one of the first people in the room and everyone that arrives afterward will naturally gravitate towards you. Additionally by arriving early you have the opportunity to meet the event organizers and even the speaker, should there be one. It is highly uncomfortable to get to an event late. It seems as if everyone knows each other and is engaged in meaningful conversation. The antidote-get there early.
-Be prepared. Take the time to research the group holding the event. Learn about their members and gather some background information that will help you in conversation when at the event. You may even be able to speak with the event organizer and learn information about the expected attendees. The more you know, the more comfortable you will feel.
-Have a plan and then execute it. Do you want to meet 5 new people? Reconnect with some past contacts? Knowing what you want to accomplish helps you to actually do so. If you enter the room and are aimless, you will probably not get the maximum ROT (return on time).
Most importantly, remember that everyone is there for the same reason and probably, some of them are shy as well.
Take a moment to gather your thoughts and then walk over to some folks and say hello. Ask them about their business or perhaps how they came to be at that particular event or even if they are members of the group. You'll be surprised at how fast the conversational ball gets rolling and before too long, you won't remember that you are shy at all.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Thursday, September 16, 2010
Top 5 Networking Gaffes
We've talked about ways to avoid the big networking gaffe - forgetting someone's name - but what other mistakes are important to avoid? Today sales trainer and Adrian Miller shares her top 5 networking gaffes - and what you can do to avoid them!
Number 1 - Not Saying Thank You to the Person Who Made the Introduction
An introduction is a gift. Treat it as such. Thank the person who gave it to you, regardless if it leads to a sale or not.
Number 2 - Not Following Up with Introduction in a Prompt Manner
We're all busy, but following up with an introduction should always be prioritized. Without a timely follow-up, you are sending a clear message that you don't care, and you very well could miss out on a potentially lucrative opportunity.
Number 3 - Blowing off an Introduction Because You Don't Think They're Worthy
Don't ever make assumptions when it comes to introductions. Often times, it's those that seem the least plausible that become the most valuable to you. Keep your mind open and treat every introduction equally.
Number 4 - Not Taking the Time to Learn About the Introduction
Do your homework before you pick up that phone. By learning about the introduction beforehand, you'll have a good foundation for determining how you can help each other.
Number 5 - Being Overbearing or Overreaching
Just as you don't say "I love you" on a first date, don't scare away an introduction with being too aggressive. Take your time to determine ways to best work together and let your relationship flourish.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Number 1 - Not Saying Thank You to the Person Who Made the Introduction
An introduction is a gift. Treat it as such. Thank the person who gave it to you, regardless if it leads to a sale or not.
Number 2 - Not Following Up with Introduction in a Prompt Manner
We're all busy, but following up with an introduction should always be prioritized. Without a timely follow-up, you are sending a clear message that you don't care, and you very well could miss out on a potentially lucrative opportunity.
Number 3 - Blowing off an Introduction Because You Don't Think They're Worthy
Don't ever make assumptions when it comes to introductions. Often times, it's those that seem the least plausible that become the most valuable to you. Keep your mind open and treat every introduction equally.
Number 4 - Not Taking the Time to Learn About the Introduction
Do your homework before you pick up that phone. By learning about the introduction beforehand, you'll have a good foundation for determining how you can help each other.
Number 5 - Being Overbearing or Overreaching
Just as you don't say "I love you" on a first date, don't scare away an introduction with being too aggressive. Take your time to determine ways to best work together and let your relationship flourish.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Wednesday, April 28, 2010
They're Just Not That in to You
We've all had these infuriating customers. They don't return your calls. They don't reply to your emails. They seem interested at first. Maybe, they even met you for coffee. Hmmm, but then they slipped away. Today sales trainer Adrian Miller explains this tough situation.
But, you qualified them. You did a killer sales presentation, and you followed up diligently. You did everything right. What happened? Yes, it's time for a reality check. They're just not that into you!
Even when you've done everything by the book and gave it your all, there are those times when a customer mysteriously disappears. No doubt, it can be disheartening. However, before you get discouraged, it still might be worth pursuing. Here's what you should do.
Find Out the Reason for Their Avoidance
There are three main reasons why a prospect/customer disappears. Perhaps, their situation may have changed, and your solution is no longer viable. It's possible that the decision maker has changed, and you haven't yet identified the new one. You could have also been dumped for the competition.
Attempt to Secure a Meeting
Be assertive. Before you give up all hope, try to meet with them so that you can find out what happened. You have nothing to lose. Heck! You have nothing at all, and everything to possibly gain!
Probe for New Decision Makers and Influencers
If the problem has to do with a shift in decision makers, find out who you need to be contacting. Listen closely. Through a conversation with a former prospect who has proven not to be that into you, you might be able to determine the real influencers. If you play your cards right, you might still have a chance for a sale with these individuals.
Differentiate Yourself from the Competition
If you get a chance to meet, you have the opportunity to show what makes you different from your competition. Maybe, you didn't do such a good job in the first place of clearly communicating your specific value proposition. If you do get some face-to-face time, use it to your best advantage by spelling out how your difference equals an improvement.
Be Persistent!
When someone dumps you without a clear reason, it can be a blow to the ego. Your natural reaction may be to scamper off without following up. Yet, there still may be a sale if you're persistent. Make it your mission to find out what happened and attempt to get the sales process back on track. Your prospect might just be impressed and appreciative by your diligence and effort.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
But, you qualified them. You did a killer sales presentation, and you followed up diligently. You did everything right. What happened? Yes, it's time for a reality check. They're just not that into you!
Even when you've done everything by the book and gave it your all, there are those times when a customer mysteriously disappears. No doubt, it can be disheartening. However, before you get discouraged, it still might be worth pursuing. Here's what you should do.
Find Out the Reason for Their Avoidance
There are three main reasons why a prospect/customer disappears. Perhaps, their situation may have changed, and your solution is no longer viable. It's possible that the decision maker has changed, and you haven't yet identified the new one. You could have also been dumped for the competition.
Attempt to Secure a Meeting
Be assertive. Before you give up all hope, try to meet with them so that you can find out what happened. You have nothing to lose. Heck! You have nothing at all, and everything to possibly gain!
Probe for New Decision Makers and Influencers
If the problem has to do with a shift in decision makers, find out who you need to be contacting. Listen closely. Through a conversation with a former prospect who has proven not to be that into you, you might be able to determine the real influencers. If you play your cards right, you might still have a chance for a sale with these individuals.
Differentiate Yourself from the Competition
If you get a chance to meet, you have the opportunity to show what makes you different from your competition. Maybe, you didn't do such a good job in the first place of clearly communicating your specific value proposition. If you do get some face-to-face time, use it to your best advantage by spelling out how your difference equals an improvement.
Be Persistent!
When someone dumps you without a clear reason, it can be a blow to the ego. Your natural reaction may be to scamper off without following up. Yet, there still may be a sale if you're persistent. Make it your mission to find out what happened and attempt to get the sales process back on track. Your prospect might just be impressed and appreciative by your diligence and effort.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Tuesday, March 2, 2010
What's Holding Them and You Back?
After yesterday's quote, this article seemed very fitting. Is it time to take a step back and reassess your expectations - and your mindset? Sales trainer Adrian Miller explains.
The economy remains slow, existing customers are still reluctant to buy, and new business seems to be virtually absent. Are these really the problems? Or is it simply self-inflicted inertia? Almost always, when a salesperson is not successful, sluggishness and inactivity are the primary causes.
The recession has definitely caused many inert salespeople to give up. Not so many years ago, when the economy was thriving, many so-called "professionals" only needed to do the bare minimum to make their quota or achieve their performance goals. These are exactly the same people who are now complaining that they are victims of the recession. Perhaps, they are more victims of their own inability to be proactive.
Customers are still reluctant to buy and many are just as plagued by the same inertia as your fellow salespeople who are twiddling their thumbs and complaining.
However, there are ways to jump start your prospects and your sales by taking these movement-making steps:
Uncover Their Obstacles
Do you know the real reasons why your prospects aren't saying yay or nay? It's your responsibility to uncover the root causes of their inertia. Are they not budging because they have been burned in the past? Do they not have money? Is the person you're selling to not the decision-maker? Without this information, you'll be hard-pressed to overcome their indecision.
Restate Benefits
Often times, a sale isn't made because a salesperson doesn't clearly communicate the benefits of their product or service. This isn't the same thing as spouting out features. It's understanding your prospect and telling them clearly why their life will be better with what you are selling.
Provide Compelling Testimonials
Prospects will always feel more comfortable if they can read customer stories that are relevant and timely. Have readily available case studies, customer quotes, and references that you can give those who are sitting on the fence and unable to make a decision. One good testimonial can make all the difference.
Be Persistent
Stop complaining and just get out there. Make calls and visits. Follow through with enthusiasm, and stay focused on making those sales. Don't let yourself be overcome by the inertia that is affecting those around you, and you'll find that the economy is only as bad as you make it.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
The economy remains slow, existing customers are still reluctant to buy, and new business seems to be virtually absent. Are these really the problems? Or is it simply self-inflicted inertia? Almost always, when a salesperson is not successful, sluggishness and inactivity are the primary causes.
The recession has definitely caused many inert salespeople to give up. Not so many years ago, when the economy was thriving, many so-called "professionals" only needed to do the bare minimum to make their quota or achieve their performance goals. These are exactly the same people who are now complaining that they are victims of the recession. Perhaps, they are more victims of their own inability to be proactive.
Customers are still reluctant to buy and many are just as plagued by the same inertia as your fellow salespeople who are twiddling their thumbs and complaining.
However, there are ways to jump start your prospects and your sales by taking these movement-making steps:
Uncover Their Obstacles
Do you know the real reasons why your prospects aren't saying yay or nay? It's your responsibility to uncover the root causes of their inertia. Are they not budging because they have been burned in the past? Do they not have money? Is the person you're selling to not the decision-maker? Without this information, you'll be hard-pressed to overcome their indecision.
Restate Benefits
Often times, a sale isn't made because a salesperson doesn't clearly communicate the benefits of their product or service. This isn't the same thing as spouting out features. It's understanding your prospect and telling them clearly why their life will be better with what you are selling.
Provide Compelling Testimonials
Prospects will always feel more comfortable if they can read customer stories that are relevant and timely. Have readily available case studies, customer quotes, and references that you can give those who are sitting on the fence and unable to make a decision. One good testimonial can make all the difference.
Be Persistent
Stop complaining and just get out there. Make calls and visits. Follow through with enthusiasm, and stay focused on making those sales. Don't let yourself be overcome by the inertia that is affecting those around you, and you'll find that the economy is only as bad as you make it.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Thursday, November 12, 2009
Quality vs. Quantity
When selecting material for this blog I try to feature different authors, different topics, and different points of view. After all, one piece of advice will not work for everyone's situation. That's why I jumped at the chance to run this article from sales trainer Adrian Miller. She gets into the quantity vs. quality debate like Mark Hunter did on Tuesday - but offers a different take on it that might be a better fit for you.
"The age-old debate of quantity versus quality - Is one truly more important than the other? For sales professionals, the answer is unequivocally No! Quantity and quality are both important if you want to succeed. We've all heard the "experts" drone on and on about the importance of "quality" when it comes to leads. Isn't the concept of developing quality obvious enough? Of course, we'd all love to have only those leads in our funnel that turn into valuable customers. However this isn't always the reality."
"What is frequently neglected or downplayed is the necessity for quantity," says Miller. "Like it or not, sales is inherently a numbers game. If you currently have three "quality" prospects, but you need ten new customers this month, you're not going to be successful. To reach your goal, a significant amount of time must simply be spent on gathering new leads."
"To balance the demands of acquiring both quantity and quality in your sales funnel requires constant multitasking. Let one ball drop and your sales funnel will deplete. What do you need to do to maintain the balance necessary to keep the sales flowing?"
Here are a few helpful tips:
Regular Prospecting - Make it an absolute must to reach out to a set amount of new prospects each and every day. Let's face it - The more calls you make, the more opportunities you will discover. It's not rocket science!
Aggressively Network - As part of your regular routine to make contact with new prospects, networking must be a priority. You'll need to do more than just attend the quarterly get-together for your friends in the industry. Seek out online and in-person opportunities with enthusiasm. Help others by generously providing referrals and introductions and take advantage of any that you receive, too!
Keep Organized - Leads are valuable, so keep track of them efficiently. Develop your own contact management system and stay on top of where each lead is within your sales funnel. Don't let even one slip through the cracks because of an inability to manage the sales process.
Don't Make Assumptions - Sometimes the best customers come from the most unlikely of places. Don't dismiss leads or introductions because you think they have little potential for you. Value every opportunity and find out as much as you can before you drop contact with anyone.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
"The age-old debate of quantity versus quality - Is one truly more important than the other? For sales professionals, the answer is unequivocally No! Quantity and quality are both important if you want to succeed. We've all heard the "experts" drone on and on about the importance of "quality" when it comes to leads. Isn't the concept of developing quality obvious enough? Of course, we'd all love to have only those leads in our funnel that turn into valuable customers. However this isn't always the reality."
"What is frequently neglected or downplayed is the necessity for quantity," says Miller. "Like it or not, sales is inherently a numbers game. If you currently have three "quality" prospects, but you need ten new customers this month, you're not going to be successful. To reach your goal, a significant amount of time must simply be spent on gathering new leads."
"To balance the demands of acquiring both quantity and quality in your sales funnel requires constant multitasking. Let one ball drop and your sales funnel will deplete. What do you need to do to maintain the balance necessary to keep the sales flowing?"
Here are a few helpful tips:
Regular Prospecting - Make it an absolute must to reach out to a set amount of new prospects each and every day. Let's face it - The more calls you make, the more opportunities you will discover. It's not rocket science!
Aggressively Network - As part of your regular routine to make contact with new prospects, networking must be a priority. You'll need to do more than just attend the quarterly get-together for your friends in the industry. Seek out online and in-person opportunities with enthusiasm. Help others by generously providing referrals and introductions and take advantage of any that you receive, too!
Keep Organized - Leads are valuable, so keep track of them efficiently. Develop your own contact management system and stay on top of where each lead is within your sales funnel. Don't let even one slip through the cracks because of an inability to manage the sales process.
Don't Make Assumptions - Sometimes the best customers come from the most unlikely of places. Don't dismiss leads or introductions because you think they have little potential for you. Value every opportunity and find out as much as you can before you drop contact with anyone.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Thursday, August 13, 2009
The I's Have It
Sales trainer Adrian Miller says staying on the radar screens of clients and prospects is more important than ever for salespeople, and we wholeheartedly agree. The current economy makes it necessary that you be persistent, proactive, and patient - but how can this best be achieved without also looking desperate? Remember this advice from Miller and you'll be on the right track.
"Remember the following three "I" words as you navigate through the sales process to walk that fine line between pushiness and persistence," says Miller. "They will keep you on the radar in a way that positions you as a valuable ally and resource - exactly who you want to be now and as the economy begins to improve."
Invitations
If you're like most sales professionals, you probably receive more invitations to tradeshows, industry and charity events, seminars, and get-togethers than you could ever possible attend. Don't let them go to waste! Instead of "circular filing" them, dole them out to prospects and clients. Soon.
Of course, they have to be relevant to their particular industry or interests. But, by being generous with your invitations, you're using a very non-obtrusive tactic to position yourself as someone who will go the extra mile to establish and grow a business relationship.
Don't stop with the invitations that you're not using. If you're planning to attend an event or show, why not ask a potential or current client to join you? It's the perfect opportunity to spend some quality time together, build the relationship, and learn more about their business needs.
Introductions
One of the most valuable tools in any salesperson's arsenal is their Rolodex. If you've built up an impressive list of contacts, you should be facilitating introductions - either cyber or in-person. You're golden in the eyes of those you're selling to if you're introducing them to someone of value. If you want to garner some positive attention - give a referral. No one deletes an email or ignores a voice mail from a person who sends introductions!
Information
We undoubtedly live in the information age. If you can be a true resource for information that is timely, interesting, and of value, you will not be forgotten. Utilize Google Alerts, and other online tools to stay as current as possible. Sign up for newsletters, journals, and blogs. And, generously pass along information that can help others with their businesses.
As you develop a reputation as a knowledgeable "go to" person, consider starting your own blog or signing up with Twitter where others can check in with what you're deeming interesting and worth writing about.
What's interesting about these three I's is that they are free and readily available to each and every salesperson who is interested in maximizing their ability to provide great service. However, they require the ability to be engaged and interested in partnering with prospects and clients. At the end of the day, it's not just about making a sale; it's truly about forming a long-term relationship that is mutually beneficial.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
"Remember the following three "I" words as you navigate through the sales process to walk that fine line between pushiness and persistence," says Miller. "They will keep you on the radar in a way that positions you as a valuable ally and resource - exactly who you want to be now and as the economy begins to improve."
Invitations
If you're like most sales professionals, you probably receive more invitations to tradeshows, industry and charity events, seminars, and get-togethers than you could ever possible attend. Don't let them go to waste! Instead of "circular filing" them, dole them out to prospects and clients. Soon.
Of course, they have to be relevant to their particular industry or interests. But, by being generous with your invitations, you're using a very non-obtrusive tactic to position yourself as someone who will go the extra mile to establish and grow a business relationship.
Don't stop with the invitations that you're not using. If you're planning to attend an event or show, why not ask a potential or current client to join you? It's the perfect opportunity to spend some quality time together, build the relationship, and learn more about their business needs.
Introductions
One of the most valuable tools in any salesperson's arsenal is their Rolodex. If you've built up an impressive list of contacts, you should be facilitating introductions - either cyber or in-person. You're golden in the eyes of those you're selling to if you're introducing them to someone of value. If you want to garner some positive attention - give a referral. No one deletes an email or ignores a voice mail from a person who sends introductions!
Information
We undoubtedly live in the information age. If you can be a true resource for information that is timely, interesting, and of value, you will not be forgotten. Utilize Google Alerts, and other online tools to stay as current as possible. Sign up for newsletters, journals, and blogs. And, generously pass along information that can help others with their businesses.
As you develop a reputation as a knowledgeable "go to" person, consider starting your own blog or signing up with Twitter where others can check in with what you're deeming interesting and worth writing about.
What's interesting about these three I's is that they are free and readily available to each and every salesperson who is interested in maximizing their ability to provide great service. However, they require the ability to be engaged and interested in partnering with prospects and clients. At the end of the day, it's not just about making a sale; it's truly about forming a long-term relationship that is mutually beneficial.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Friday, July 3, 2009
Sales Tip: Is It Nagging or Is It Persistence?
There comes a point when maybe you've made one call too many. But how do you know when that is? Sales trainer Adrian Miller wrote a great post on her blog, in which she says, "It is instrumental to understand where that line is drawn between persistence and nagging. This requires the ability to recognize when a request or a question is self-serving and doesn't offer a benefit for the person being queried. Persistence is a good thing. However, to be perceived as persistent, yet not a nag requires the mastery of the following skills."
Here are Miller's tips to ensure you don't cross the line:
Respect
Persistent salespeople are very aware of their prospects' and customers' time. They respect each others time constraints and understand their priorities most likely don't include listening to lengthy sales pitches.
Value
When reconnecting with someone in a persistent mode, it's absolutely necessary to have something of value for them. Don't be tempted to just "follow up" or "check in". Instead, have information, an invitation, or an introduction to present to them. You'll be deemed far less self-serving by bringing something of value to the table, and they'll be far more receptive to your repeated attempts to get them to buy something.
Sensitivity
Knowing when to rein it in is essential. Even though you can't lose what you don't have, you can irritate prospective customers so much so that they will nix you from all forms of communication. Once again, respect and consideration are the rule.
The best salespeople are skilled in remaining persistent and not getting discouraged while never crossing the fine line between being a nag or nuisance. Being able to do this is one of the most valuable skills that a sales professional will learn and it requires ongoing practice to refine and master.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Here are Miller's tips to ensure you don't cross the line:
Respect
Persistent salespeople are very aware of their prospects' and customers' time. They respect each others time constraints and understand their priorities most likely don't include listening to lengthy sales pitches.
Value
When reconnecting with someone in a persistent mode, it's absolutely necessary to have something of value for them. Don't be tempted to just "follow up" or "check in". Instead, have information, an invitation, or an introduction to present to them. You'll be deemed far less self-serving by bringing something of value to the table, and they'll be far more receptive to your repeated attempts to get them to buy something.
Sensitivity
Knowing when to rein it in is essential. Even though you can't lose what you don't have, you can irritate prospective customers so much so that they will nix you from all forms of communication. Once again, respect and consideration are the rule.
The best salespeople are skilled in remaining persistent and not getting discouraged while never crossing the fine line between being a nag or nuisance. Being able to do this is one of the most valuable skills that a sales professional will learn and it requires ongoing practice to refine and master.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Friday, May 8, 2009
Networking is a Contact Sport
The rewards of networking are not things that come quickly or easily - but when the rewards do come in, they can make all the difference in you sales. That being said, what are you doing to get out there and network yourself and your business? Sales trainer Adrian Miller says networking is a contact sport, and I'd have to agree with her. Take her advice to make all your contacts effective.
"Networking is truly a contact sport that requires you to be proactive if you're going to win," explains Miller. "Are you guilty of taking a defensive networking strategy; waiting for others to contact you? If so, the following tips are well worth reading and following if you want to achieve any level of success from your efforts."
Ask How They Want to Be Contacted
Much of the reason why so many of us don't follow up after a networking event is that we simply don't know the best way to take that next step. Do you email, write a handwritten note, or give them a call? It can certainly be confusing, but there is an easy solution to this. At your next networking event, ask the individuals that you'd like to connect with again what the best method is to reach them. If they are vague, they probably don't want to pursue anything further. If they do tell you their preferred contact method, you can be confident about how to follow up, and most likely they'll be anticipating it, too!
Be Timely
Ok, you now have a stack of business cards, and the thought of contacting everyone can be overwhelming. But, you have to do it, so develop a plan of action. Separate your contacts into two groups - the group of individuals that you want to contact for a specific purpose and those who you simply met but have no specific reason to call. Call back the first group as soon as possible. Then, send a note or email to the others saying how pleased you were to meet them and that you are looking forward to seeing them again soon. Don't forget to add everyone's contact information into your database for future reference.
Be a Sleuth
Thanks to the Internet many of your contacts will have an online presence. Google their name and see what comes up. Then, befriend them on LinkedIn or Facebook. If they have a blog, write a comment and let them know that you enjoyed meeting them.
Focus On Giving
Instead of hoping that someone will contact you with a potential opportunity, make a list of who you met and how you can help them. Do you have a recommendation or a contact for someone? Great! Follow up with the information. If not, consider sending an article of interest, an invitation to an industry event, or even just a note or email that you'll keep your eyes open for possible opportunities.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
"Networking is truly a contact sport that requires you to be proactive if you're going to win," explains Miller. "Are you guilty of taking a defensive networking strategy; waiting for others to contact you? If so, the following tips are well worth reading and following if you want to achieve any level of success from your efforts."
Ask How They Want to Be Contacted
Much of the reason why so many of us don't follow up after a networking event is that we simply don't know the best way to take that next step. Do you email, write a handwritten note, or give them a call? It can certainly be confusing, but there is an easy solution to this. At your next networking event, ask the individuals that you'd like to connect with again what the best method is to reach them. If they are vague, they probably don't want to pursue anything further. If they do tell you their preferred contact method, you can be confident about how to follow up, and most likely they'll be anticipating it, too!
Be Timely
Ok, you now have a stack of business cards, and the thought of contacting everyone can be overwhelming. But, you have to do it, so develop a plan of action. Separate your contacts into two groups - the group of individuals that you want to contact for a specific purpose and those who you simply met but have no specific reason to call. Call back the first group as soon as possible. Then, send a note or email to the others saying how pleased you were to meet them and that you are looking forward to seeing them again soon. Don't forget to add everyone's contact information into your database for future reference.
Be a Sleuth
Thanks to the Internet many of your contacts will have an online presence. Google their name and see what comes up. Then, befriend them on LinkedIn or Facebook. If they have a blog, write a comment and let them know that you enjoyed meeting them.
Focus On Giving
Instead of hoping that someone will contact you with a potential opportunity, make a list of who you met and how you can help them. Do you have a recommendation or a contact for someone? Great! Follow up with the information. If not, consider sending an article of interest, an invitation to an industry event, or even just a note or email that you'll keep your eyes open for possible opportunities.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Friday, March 6, 2009
Expand Your Circle
"There is safety in numbers." A very true statement if you're out in the woods, and if you're in sales, says sales trainer Adrian Miller. "Make it a weekly goal to meet ten new contacts", suggests Miller. "The more people you can connect with, the more sales you'll make, and the less likely you'll be affected by the economic downturn."
Go to Networking Events
Too many people think that they're above having to attend networking get-togethers. Interestingly, these are the same people who are complaining about their lagging business. Commit yourself to attending events at least twice a month. Sure, you might generate some new business, but just as importantly, you may be able to provide help to someone who also needs a leg up.
Become Active in a Group/Committee/Association
Undoubtedly, you're a member of at least one industry association or business group. While you may have ignored their email invitations to events when times were good, you could probably benefit from their support now.
Show Some Appreciation
Now is the time to thank all of those loyal existing clients who have given you business through the years. Be generous with your appreciation, and you might just drum up some new sales.
Work Your Database
Make it a daily plan to start reaching out to everyone on your database. Begin with the smaller accounts and work upwards so that you don't miss anyone!
Reactivate Dormant Accounts and Cross-sell Everyone
Haven't heard from a customer in a while? Give them a call, send them an email, or even invite them to an event or function. Just don't let them drop off of your radar. If you're making assumptions about what your customers want and need, you're missing out on valuable opportunities to cross sell. Always provide information on all that you have to offer, and let them decide what they want to buy.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Go to Networking Events
Too many people think that they're above having to attend networking get-togethers. Interestingly, these are the same people who are complaining about their lagging business. Commit yourself to attending events at least twice a month. Sure, you might generate some new business, but just as importantly, you may be able to provide help to someone who also needs a leg up.
Become Active in a Group/Committee/Association
Undoubtedly, you're a member of at least one industry association or business group. While you may have ignored their email invitations to events when times were good, you could probably benefit from their support now.
Show Some Appreciation
Now is the time to thank all of those loyal existing clients who have given you business through the years. Be generous with your appreciation, and you might just drum up some new sales.
Work Your Database
Make it a daily plan to start reaching out to everyone on your database. Begin with the smaller accounts and work upwards so that you don't miss anyone!
Reactivate Dormant Accounts and Cross-sell Everyone
Haven't heard from a customer in a while? Give them a call, send them an email, or even invite them to an event or function. Just don't let them drop off of your radar. If you're making assumptions about what your customers want and need, you're missing out on valuable opportunities to cross sell. Always provide information on all that you have to offer, and let them decide what they want to buy.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Thursday, February 5, 2009
Are You Easy?
No, we're not talking about being a "soft touch," we're talking about being easy to work with - something that's very important to your clients. "The key components to having a good long-term relationship with those you sell to are being someone who is flexible, responsive, and available," says sales trainer Adrian Miller. Here she outlines what you can do to ensure your client enjoys working with you.
Flexibility
Do you take a one size fits all approach with clients or do you design your product offerings and services to benefit their specific needs? Flexibility is a must if you have competition. When you are rigid with what you offer, you are giving your competition an edge, and they will most certainly accommodate your clients' needs. Don't give your competition the opportunity. Keep in mind that flexibility doesn't just stop with what you are offering; it also applies to how you conduct business. Find out what your clients' preferred method of communication is and use it. While you may like email, Joe Customer might prefer a phone call. It's your job to find out preferences to keep your clients happy and to maintain an ongoing image of being flexible and "easy."
Responsiveness
Don't underestimate how your success is affected by your ability to respond to a phone call or email. Let's put it another way - being slow to respond is a surefire way to lose a client. Even if you don't necessarily have an answer to what your client is asking, returning their call or email promptly is paramount. It's always better to respond with an "I don't know" than not to respond at all. Develop a timeframe in which you return all calls and emails and stick with it.
Availability
Availability goes hand-in-hand with responsiveness and is vital to keeping relationships strong and functioning properly. The goal should always be to make it as easy as possible for your clients to reach you. If you have a receptionist, make sure that the person is professional, friendly, polite, and knowledgeable. Your clients should feel welcomed each time they call. If you have an auto attendant, make it user-friendly. Don't drag your clients through a lengthy and unwieldy menu. If you are unreachable, have a default person or solution that can help your client.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Flexibility
Do you take a one size fits all approach with clients or do you design your product offerings and services to benefit their specific needs? Flexibility is a must if you have competition. When you are rigid with what you offer, you are giving your competition an edge, and they will most certainly accommodate your clients' needs. Don't give your competition the opportunity. Keep in mind that flexibility doesn't just stop with what you are offering; it also applies to how you conduct business. Find out what your clients' preferred method of communication is and use it. While you may like email, Joe Customer might prefer a phone call. It's your job to find out preferences to keep your clients happy and to maintain an ongoing image of being flexible and "easy."
Responsiveness
Don't underestimate how your success is affected by your ability to respond to a phone call or email. Let's put it another way - being slow to respond is a surefire way to lose a client. Even if you don't necessarily have an answer to what your client is asking, returning their call or email promptly is paramount. It's always better to respond with an "I don't know" than not to respond at all. Develop a timeframe in which you return all calls and emails and stick with it.
Availability
Availability goes hand-in-hand with responsiveness and is vital to keeping relationships strong and functioning properly. The goal should always be to make it as easy as possible for your clients to reach you. If you have a receptionist, make sure that the person is professional, friendly, polite, and knowledgeable. Your clients should feel welcomed each time they call. If you have an auto attendant, make it user-friendly. Don't drag your clients through a lengthy and unwieldy menu. If you are unreachable, have a default person or solution that can help your client.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Wednesday, January 21, 2009
What's Going On?
Are you doing everything right and still not getting the business you used to? It can be frustrating to sell in today's economic conditions. "The unfortunate reality is that the power to say yes or no completely rests in the hands of your prospects," says sales trainer Adrian Miller. "Your job is simply to present value and benefits, overcome hesitancies, and guide them to want your solution to improve their situation. So, what if you're doing all of these important things, and your prospects are still not budging?"
Before you simply blame your bad luck on the economy, Miller suggests you ask yourself the following:
Are you 100 percent certain that you have addressed all of your prospect's hesitancies and concerns?
You won't be able to overcome a hesitancy that is unspoken or hidden. Take the time to probe thoroughly for what's on their mind and help them reveal the true situation.
Have you made certain that the competition hasn't wormed into the deal and caused your prospect to have second thoughts?
In many industries, competition is fiercer than ever before. It's very likely that prospects are also talking to your competition. Be prepared for this, and take the necessary steps to shine above others trying to hone in on your prospects.
Are you 100 percent certain that you presented to the correct person who has buying and influencing authority?
You can make the most compelling sales presentation known to mankind, but if you're pitching to the wrong person, you're not making the sale. Qualifying your prospects is essential!
Are you aware of any "big" change that might be happening in your prospect's company such as mergers, acquisitions, or changes in management?
These transitions can significantly delay decisions or require you to modify your sales approach. Don't forget to ask prospects about any current or upcoming changes that could potentially impact a sale.
Are you confident about your touch point management program so that you can stay on the grid throughout an elongated sales process?
Evaluate how you go about staying with prospects through extended periods of time. If you don't have a good system to keep in touch, you could be losing out on valuable sales.
Finally, if you've answered yes to all of these questions, don't be afraid to ask, "What's going on?"
Sometimes asking a question as simply and directly as this can give you all the information you need to make the sale or cut your losses and move on.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Before you simply blame your bad luck on the economy, Miller suggests you ask yourself the following:
Are you 100 percent certain that you have addressed all of your prospect's hesitancies and concerns?
You won't be able to overcome a hesitancy that is unspoken or hidden. Take the time to probe thoroughly for what's on their mind and help them reveal the true situation.
Have you made certain that the competition hasn't wormed into the deal and caused your prospect to have second thoughts?
In many industries, competition is fiercer than ever before. It's very likely that prospects are also talking to your competition. Be prepared for this, and take the necessary steps to shine above others trying to hone in on your prospects.
Are you 100 percent certain that you presented to the correct person who has buying and influencing authority?
You can make the most compelling sales presentation known to mankind, but if you're pitching to the wrong person, you're not making the sale. Qualifying your prospects is essential!
Are you aware of any "big" change that might be happening in your prospect's company such as mergers, acquisitions, or changes in management?
These transitions can significantly delay decisions or require you to modify your sales approach. Don't forget to ask prospects about any current or upcoming changes that could potentially impact a sale.
Are you confident about your touch point management program so that you can stay on the grid throughout an elongated sales process?
Evaluate how you go about staying with prospects through extended periods of time. If you don't have a good system to keep in touch, you could be losing out on valuable sales.
Finally, if you've answered yes to all of these questions, don't be afraid to ask, "What's going on?"
Sometimes asking a question as simply and directly as this can give you all the information you need to make the sale or cut your losses and move on.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Friday, January 2, 2009
Who Seduced Your Prospect While You Fell Off the Grid?
Happy New Year!
If you've slipped at all in your prospecting and follow-up with clients over the holidays, nothing is a better motivator to get back on track than a fresh start. While you're getting back on track, maybe a little patience would be a good resolution as well! Sales trainer Adrian Miller has some excellent advice for salespeople frustrated with a long, drawn-out sales cycle. Practice patience, and you'll win the race!
"Patience is a virtue. Sure it's an age-old adage, but it's still very relevant when it comes to managing prospects," says Miller. "Too many of us, especially when times are challenging, tend to lose our cool and give up on relationships before they have reached fruition. Prospecting cycles can often be long and tedious. The key is keeping the proverbial slowpokes on the grid so your competition doesn't take them away. So, cool your jets and read these important tips on maintaining your prospects while they inch forward towards buying from you."
Be Realistic
In a perfect world, you'd make a presentation, and prospects would decide right on the spot that they immediately must have what you're offering. Unfortunately, little things like budgets, cutbacks, management approvals, and expenditure planning seem to get in the way.
Often times, your prospects might simply have their hands tied when it comes to buying anything right now, but that doesn't mean that they won't when the time is right. Find out what is preventing a decision from being made and when a purchase is likely to happen. Be patient and understanding, and you'll probably be rewarded with a sale.
Add Value While Biding Your Time
Ok. You've made your presentation, and there's definite interest but no movement yet. That doesn't mean that you should sit back and wait for them to call you. On the contrary - this is the time to add value in a relationship with a prospect.
Start thinking of ways that you can stay in the forefront of their thoughts without looking like a pushy salesperson. It's all about providing those little extras that show that you care. What kinds of little extras? Well, start with keeping them connected with a regular newsletter and email blasts that you send to your clients. Send them industry publication articles on topics that might be of particular interest or invite them to an upcoming trade event or networking get-together. You might just provide them with a useful new business strategy or a valuable contact through your efforts.
Hang in There, but Play It Smart
Prospecting cycles can sometimes drag on for years and then result in valuable business. Other times, prospects can keep you hanging without any intention of buying. It's your job to determine who has real potential and who is just stringing you along. Sometimes, it's hard to tell, and certainly, the best way to determine their viability is to ask lots of questions and keep them close during the process.
Finally, the worst thing you can do is to simply give up and let them fall off the grid without knowing if there was true potential or not. What you don't know will certainly be found out by your competition, who will willingly take the business from you!
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989, delivering sales-level performance training and executive-level business development consulting for your unique business. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
If you've slipped at all in your prospecting and follow-up with clients over the holidays, nothing is a better motivator to get back on track than a fresh start. While you're getting back on track, maybe a little patience would be a good resolution as well! Sales trainer Adrian Miller has some excellent advice for salespeople frustrated with a long, drawn-out sales cycle. Practice patience, and you'll win the race!
"Patience is a virtue. Sure it's an age-old adage, but it's still very relevant when it comes to managing prospects," says Miller. "Too many of us, especially when times are challenging, tend to lose our cool and give up on relationships before they have reached fruition. Prospecting cycles can often be long and tedious. The key is keeping the proverbial slowpokes on the grid so your competition doesn't take them away. So, cool your jets and read these important tips on maintaining your prospects while they inch forward towards buying from you."
Be Realistic
In a perfect world, you'd make a presentation, and prospects would decide right on the spot that they immediately must have what you're offering. Unfortunately, little things like budgets, cutbacks, management approvals, and expenditure planning seem to get in the way.
Often times, your prospects might simply have their hands tied when it comes to buying anything right now, but that doesn't mean that they won't when the time is right. Find out what is preventing a decision from being made and when a purchase is likely to happen. Be patient and understanding, and you'll probably be rewarded with a sale.
Add Value While Biding Your Time
Ok. You've made your presentation, and there's definite interest but no movement yet. That doesn't mean that you should sit back and wait for them to call you. On the contrary - this is the time to add value in a relationship with a prospect.
Start thinking of ways that you can stay in the forefront of their thoughts without looking like a pushy salesperson. It's all about providing those little extras that show that you care. What kinds of little extras? Well, start with keeping them connected with a regular newsletter and email blasts that you send to your clients. Send them industry publication articles on topics that might be of particular interest or invite them to an upcoming trade event or networking get-together. You might just provide them with a useful new business strategy or a valuable contact through your efforts.
Hang in There, but Play It Smart
Prospecting cycles can sometimes drag on for years and then result in valuable business. Other times, prospects can keep you hanging without any intention of buying. It's your job to determine who has real potential and who is just stringing you along. Sometimes, it's hard to tell, and certainly, the best way to determine their viability is to ask lots of questions and keep them close during the process.
Finally, the worst thing you can do is to simply give up and let them fall off the grid without knowing if there was true potential or not. What you don't know will certainly be found out by your competition, who will willingly take the business from you!
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989, delivering sales-level performance training and executive-level business development consulting for your unique business. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Tuesday, December 2, 2008
When the Going Gets Tough, the Tough Go Shopping
When I saw this article from sales trainer Adrian Miller, it immediately caught my eye - it's like my own personal motto. What can I say, I like to shop! That being said, we all have to work hard to support our spending habits. This advice from Miller will get you shopping for the things that will earn you more money - and more trips to the mall!
Shop for Contacts and Connections
This is prime time for making contacts and connections through targeted networking and prospecting. Just because business might be slow doesn't mean that there is no business to be had. In fact, you just might find less competition (thanks to downsizing) out there in the marketplace. Remember, even in a down economic period, purchasing still occurs. Many prospects might be unhappy with their current suppliers and looking for better pricing and customer service. Don't get discouraged by the news. Be encouraged that there are new customers out there waiting for you to find them.
Shop for Knowledge
Do you have a little extra time on your hands because business has been slow? Well, instead of dwelling on the negative, sharpen your skills and improve your abilities. Invest in some low cost webinars and teleclasses to upgrade your knowledge base. Take the time to get up to speed on your industry and competitors. And, fine-tune your technology skills to improve your ability to sell and serve your customers.
Shop for Exposure
Rather than complaining about what's not happening with business, develop new ways to increase your exposure within your industry. Research speaking opportunities at upcoming conferences and tradeshows. Offer to write an article for a publication that's read by your customers. Teach a class at the local library or college. The more your name is out there, the more business you'll generate - even when times are tough.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989, delivering sales-level performance training and executive-level business development consulting for your unique business. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Shop for Contacts and Connections
This is prime time for making contacts and connections through targeted networking and prospecting. Just because business might be slow doesn't mean that there is no business to be had. In fact, you just might find less competition (thanks to downsizing) out there in the marketplace. Remember, even in a down economic period, purchasing still occurs. Many prospects might be unhappy with their current suppliers and looking for better pricing and customer service. Don't get discouraged by the news. Be encouraged that there are new customers out there waiting for you to find them.
Shop for Knowledge
Do you have a little extra time on your hands because business has been slow? Well, instead of dwelling on the negative, sharpen your skills and improve your abilities. Invest in some low cost webinars and teleclasses to upgrade your knowledge base. Take the time to get up to speed on your industry and competitors. And, fine-tune your technology skills to improve your ability to sell and serve your customers.
Shop for Exposure
Rather than complaining about what's not happening with business, develop new ways to increase your exposure within your industry. Research speaking opportunities at upcoming conferences and tradeshows. Offer to write an article for a publication that's read by your customers. Teach a class at the local library or college. The more your name is out there, the more business you'll generate - even when times are tough.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989, delivering sales-level performance training and executive-level business development consulting for your unique business. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
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