Taking Care of Clients and YOU at the Holidays

Everyone's busy this time of year - but salespeople are even busier. Not only do you have a long list of things to do for family and friends, but you've got your clients to think of as well. It's easy to get overwhelmed this time of year, so it's important to make time for yourself as well. Check out this advice from sales trainer Rochelle Togo-Figa, and the make the next couple weeks much easier!

Here are 6 tips from Togo-Figa to help you take care of clients, reduce holiday stress and open up more time for you to enjoy the things that matter most.

Make a list of client gifts.
Make a list of all the clients you need to buy gifts for. Look for gifts you can buy for multiple people and one store where you can buy these gifts. If you don't like shopping, plan a single gift-shopping day and do it sooner than later to avoid the holiday shopping craze. Or, do all your holiday shopping from home. Thanks to the Internet and catalogs, you can order gifts from the comfort of your office.

Target a client's interests.
The gift you give is a direct reflection of your business. Try to find gifts that fit your clients' interests. Do they follow certain sport teams? Like a specific kind of music? Have a special hobby? Make it a point to learn your clients' interests over the course of doing business together. If you don't know what your client enjoys, ask. You can also contact the assistant to find out what they like or dislike.

Reach out to clients.
Give the gift of a phone call or note. Let your clients know how much you appreciate their business and say it with words. A little customer appreciation goes a long way and has you stand out from the crowd. Although the holidays may seem like the perfect time to give a gift, a phone call or note letting them know they are remembered during the holidays may be the best gift they get.

Refuse invitations.
You don't have to go to every party just because you're invited. If party going becomes a chore or too exhausting, step back and slow down the pace. Attending a party you really don't want to be at will feel more like an obligation than a choice. Put yourself first by setting boundaries and saying "no thanks."

Adjust your expectations.
Be realistic. Just because it's the holiday season, issues with clients and family may not always be joyous. Everything will not be perfect. The holidays bring up many different emotions for people and maybe even for you. Expect a few bumps in the road and you'll be able to better deal with whatever comes your way.

Take time for yourself.
With so much emphasis on spending time with family and friends, many people feel guilty taking time for themselves. Take it! When you consciously plan to have alone time, it keeps you centered and balanced. For the holidays, give yourself the gift of time. When you take care of yourself, you'll have more to give to your clients, your family, and your own life.

Rochelle Togo-Figa, the Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com

Happy Holidays!

The SalesDog blog will be quiet Monday and Tuesday, as we're closed for the Christmas holiday. We'll be back and blogging on Wednesday, December 26. In the meantime, we wish you and yours the very happiest of holidays.

'Tis the Season (for Not Getting Any Work Done)

Here's some timely advice to keep you focused, courtesy of The Queen of Cold Calling, Wendy Weiss:

--No one's doing any work. It's the holidays.
--Nothing gets done till January. It's the holidays.
--No one sets appointments till the New Year. It's the holidays.
--Too much to finish up to take the time to prospect. It's the holidays.
--Prospects are taking time off. It's the holidays.
--I'm taking time off. It's the holidays.
--My assistant is taking time off. It's the holidays.
--Their assistant is taking time off. It's the holidays.
--No one wants to be bothered. It's the holidays.
--No one is thinking about work. It's the holidays.
--Prospects leave the office early. It's the holidays.
--Prospects go to the office late. It's the holidays.
--Everyone is having office parties. It's the holidays.
--No one's thinking about business. It's the holidays.

Sound familiar? For many, this is the season of not getting any work done. Don't let it be that way for you!

Print this list out. Send it to your competition. Then, get on the telephone.

Prospects do conduct business, even during the holidays. Years ago it was possible for a prospect to say, "I don't have my calendar for next year, call me after the first of the year." Today prospects have their calendars on their computers and/or PDA's and can schedule appointments for next year or even several years out if they are so inclined.

Prospects make appointments before, during and after the holidays, just as they do at other times throughout the year. If a prospect asks you to call back after the holidays, suggest that you "pencil in a meeting for after the holidays." Promise that you will call to confirm it. Do so.

Wendy Weiss is known as The Queen of Cold Calling. If you need help getting prospects on the phone, or booking appointments, visit WendyWeiss.com. In celebration of the season, Wendy's having a holiday sale on her training products! Check it out.

Making Holiday Parties Work for You

This week ushers in the holiday party season. From company parties to industry parties, even personal parties, you'll probably be spending more time than you care to, well, partying. Sales trainer Mark Hunter has some networking tips to help you put that time to good use.

--When you arrive, avoid gravitating to people you know. You should initially thank the host and then immediately find someone new to introduce yourself to.

--Keep your business cards in the breast pocket of your coat, a shirt pocket, or in an outside pocket of your purse so they are easy to access and in good condition.

--When giving a person your card, personalize it by hand-writing your cell number on it. This will cause the recipient to feel that they are receiving something special.

--After you meet someone for the first time, use the back of their business card to jot a note about something you learned from the conversation and the date and place you met them. Recording the information will give you something to talk to them about the next time you see them.

--Always keep one hand free to allow yourself to shake hands with people - meaning you shouldn't eat and drink at the same time.

--Initiate conversation with someone who is standing by themselves. They'll be happy to have someone to talk to them and, as a result, will many times open up with valuable information.

And finally, "When you meet someone for the first time, you have 48 hours to follow up with them before they will completely forget about meeting you," says Hunter. Keep these expert tips in mind as you mingle your way through this holiday party season - and you'll reap the rewards!

Mark Hunter, The Sales Hunter, provides sales training based on Consultative Selling techniques. Check out his skills resources at www.TheSalesHunter.com

Five Business Gift Giving Mistakes to Avoid this Holiday Season

Anyone braving the shopping malls during the holiday season knows that finding the perfect gift for family or friends is not easy. Business gift giving can be even more challenging. "Choosing the right business gift actually requires more time and thoughtfulness," says Tina LoSasso, Managing Editor of SalesDog.com, in one of 80 sales lessons in the new business book, Top Dog Sales Secrets. LoSasso identifies five common business gift-giving gaffes:

Quality trumps quantity. "A small box of exquisite, handmade truffles will be appreciated far more than a big box of run-of-the-mill chocolates," LoSasso advises. "If the head honcho at your biggest account is a wine connoisseur, remember, it's far better to send one bottle of the very best than several ordinary bottles he'll never uncork."

Reject run-of-the-mill. Shun the ho hum food baskets and opt for a more memorable gift. "Check your client notes," suggests LoSasso. "What are his hobbies? Does he golf, cook or play sports? If your client, the gourmet cook, is still raving about the meals he enjoyed during his vacation in Tuscany, send him a beautifully illustrated regional cookbook. Your gift, and you, will be remembered far longer than a generic tin of cookies."

Don't even think of advertising. "Sending gifts with your company's logo on them makes you look stingier than Scrooge," says LoSasso. "Save the logo-imprinted pens, paperweights, mouse pads and calculators for your next trade show. Instead, send a gift from your region of the country: Ghirardelli chocolate from San Francisco, smoked salmon from the Northwest, citrus from Florida or California or barbecue sauce from Texas."

Beware of booze. "Alcoholic beverages are usually risky business," warns LoSasso. "The one exception is when you know someone loves a certain brand of rare Scotch, a particular wine, or a regional microbrew. Never send a bottle of champagne to that key account in Salt Lake City, or for that matter, frozen steaks to your customer who is a vegetarian. Don't laugh - it happens."

The gender trap. Gender differences present their own gift-giving dangers. While it is generally acceptable for a saleswoman to send her stressed-out women clients personal items, like lotions or a spa kit, salesmen should not be so familiar. "Sorry guys," says LoSasso. "You're not in the club."

LoSasso's advice is excerpted from the bestselling book, Top Dog Sales Secrets, authored by 50 renowned sales lecturers, consultants, and corporate trainers.