How many holiday parties have you gone to over the past couple of weeks? If you're turning down invitations left and right because you don't like to network, you're missing out on valuable opportunities. Check out this article from referral guru Joanne Black on how to network the right way - you'll be out there enjoying yourself in no time!
Build Your Business Referral Network
Think of networking as building your Business Referral Network. These Business Referral Networks are the contacts you develop because you attend networking events regularly. You not only attend, but you become involved. Every organization needs and welcomes volunteers. Think about what you can contribute. Even if it is just a small amount of time, you will develop lasting relationships because others will know that you do what you say you will do and keep your time commitments.
Once you get to know people and they get to know you, you will find many opportunities to provide business referrals. You might refer someone to a potential client, alliance partner, or to a person in a similar business. You might even have a personal referral - to an accountant, banker, or mechanic - a resource that will help another person. We become referral marketing sources for others, and others do the same for us.
Referral networking is about building relationships and being genuine. You network to make friends, sell a product, promote your company, find a job, find new clients, learn the latest from others, or gain more visibility in the business community. Business networking opportunities exist everywhere - meetings, professional associations, alumni groups, sports groups, community groups, weddings, parties, and any place people come together.
Expand Your Reach
During the holidays, we have an exceptional opportunity to meet new people at a very social and happy time of year. You have many networking events to attend at this time of year. Invite someone you'd like to know better to go along with you. They will have a chance to meet new people, and you both win.
Remember Woody Allen's old adage: "Seventy percent of success in life is showing up." Showing up counts. The more often you show up, the more visible you become, and the more people will get to know and recognize you.
Set Real Goals
Your goal should be to attend at least one event per week at which you'll have an opportunity to meet potential referral sources. In fact, this is a non-negotiable part of my referral marketing strategy. You can attend a breakfast, lunch, or evening networking event - or all three.
I have four goals when attending a business networking event:
1. Meet interesting people
2. Learn something
3. Get a new client
4. Have fun
If I achieve at least three of these goals - and I make a point to do so - I am thrilled! You will be, too. So go out there, build your Business Referral Network, and have a great time!
Joanne Black is a leading authority on referral selling and the author of "No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust" from Warner Business Books. Learn more at her website: www.nomorecoldcalling.com
Thursday, December 18, 2008
Wednesday, December 17, 2008
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
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
Tuesday, December 16, 2008
What You Can Control in Tough Times
As someone who tends to worry constantly about things I have no control over, I found this article from sales trainer Tom Reilly very helpful. No matter how tough your situation is - be it financial, health, or family-related, it's important to realize we can only do so much. Let go of things you can't control and focus on those you can.
"The reason people fret and stress over tough times is that most of us feel like things are happening outside our sphere of control," says Reilly. "There are things you control and things you cannot control. You cannot control Wall Street. You cannot control the price of fuel. You cannot control the news from the media. But, there are significant things you can control."
"The rule of thumb for sanity in tough times is: Give time and energy in proportion to the amount of control you have. Things over which you have little or no control get little time and attention. Things over which you have more or total control get a lot of time and energy."
You can control how much you prepare for a sales call.
You do not want to be out-prepared by the customer for a meeting in which you will discuss price. You do not want to be out-prepared by the competition for a product demonstration. Preparation builds your confidence and tilts the playing field in your direction.
You can control how hard you work.
You do not want to be out-worked by the competition. Imagine losing an opportunity because your competitor worked harder than you did. Your work ethic is an expression of your commitment. Working diligently at a task makes you feel better about the quality of your work.
You can control your attitude of serving.
You do not want to be out-served by the competition because their attitude about taking care of customers is better than your attitude. If they out-care you, you deserve to lose the opportunity. Serving others takes your mind off how bad you feel.
If you prepare thoroughly, work hard, and care genuinely about serving your customers, you have nothing to fear from tough times. Your customers will make sure you emerge victorious.
Tom Reilly is a sales trainer and the author of How to Sell and Manage in Tough Times and Tough Markets. Learn more at www.TomReillyTraining.com
"The reason people fret and stress over tough times is that most of us feel like things are happening outside our sphere of control," says Reilly. "There are things you control and things you cannot control. You cannot control Wall Street. You cannot control the price of fuel. You cannot control the news from the media. But, there are significant things you can control."
"The rule of thumb for sanity in tough times is: Give time and energy in proportion to the amount of control you have. Things over which you have little or no control get little time and attention. Things over which you have more or total control get a lot of time and energy."
You can control how much you prepare for a sales call.
You do not want to be out-prepared by the customer for a meeting in which you will discuss price. You do not want to be out-prepared by the competition for a product demonstration. Preparation builds your confidence and tilts the playing field in your direction.
You can control how hard you work.
You do not want to be out-worked by the competition. Imagine losing an opportunity because your competitor worked harder than you did. Your work ethic is an expression of your commitment. Working diligently at a task makes you feel better about the quality of your work.
You can control your attitude of serving.
You do not want to be out-served by the competition because their attitude about taking care of customers is better than your attitude. If they out-care you, you deserve to lose the opportunity. Serving others takes your mind off how bad you feel.
If you prepare thoroughly, work hard, and care genuinely about serving your customers, you have nothing to fear from tough times. Your customers will make sure you emerge victorious.
Tom Reilly is a sales trainer and the author of How to Sell and Manage in Tough Times and Tough Markets. Learn more at www.TomReillyTraining.com
Monday, December 15, 2008
Quote of the Week
"Excellence is not a skill. It is an attitude." -- Ralph Marston, Author
With 2008 disappearing quickly, there's only so much time left to make quota, or better yet, exceed it! Face the rest of 2008 with a hardworking, open-minded attitude, and you'll see the results reflected in how you start 2009.
With 2008 disappearing quickly, there's only so much time left to make quota, or better yet, exceed it! Face the rest of 2008 with a hardworking, open-minded attitude, and you'll see the results reflected in how you start 2009.
Friday, December 12, 2008
Creating a Great 2009 Now
Yesterday we got some great tips from sales trainer Paul McCord on how to start building a great 2009 now. Here's some more excellent advice to help you get started:
Commit Yourself to Working with Prospects, Not 'Hopes'
Many salespeople waste huge amounts of time working with 'prospects' that are nothing but hopes and prayers. In a weak economy you cannot afford to waste your time with 'hopes.' 'Hopes' are not only time killers, they're moral killers.
Commit yourself to learning how to really qualify prospects and then spend your time working only with them. Let your 'hopes' go. Understand also that there is a difference between a 'hope' and a real long-term prospect.
Commit Yourself to Planning and Organizing for Success
Top producers plan for their success. They know where they are going and how they are going to get there. They leave nothing to chance.
They know when and how they will prospect. They know when and why they will engage in training. They know who their prospects are, where to find them, and how to connect with them. They have realistic, well-defined goals - and know how they will achieve those goals. They run their sales business like a business. They don't just show up for work in the morning, wondering what they'll do that day.
They know. They know because they know where they're going and what they must do to get there.
Planning is critical to success. During the reminder of December, create your written plan for 2009. Set your goals for selling, for training, for prospecting and personal marketing. A plan isn't a plan unless it is specific and written.
Commit Yourself to Working with the Clients You Want to Work With
Most salespeople are relegated to working with anyone who'll buy--jerks, price shoppers, overly demanding opportunists. Top producers, on the other hand, work only with clients they want to work with.
You don't have to resign yourself to working with clients you can't stand. You don't have to take whatever comes your way. You, too, can join the ranks of those who work only with clients you enjoy working with and who appreciate your efforts. But you can't do it unless you learn to find and connect with prospects you want to work with.
Cold calling, direct mail, faxing fliers, and many other traditional methods of prospecting put you in a position of having to deal with whomever shows an interest in your products or services, whereas learning to generate quality referrals from your clients, networking through industry associations where a large number of your prospects gather, and other more sophisticated methods of finding and connecting with prospects will give you the opportunity to select and work with those prospects you want to work with.
Commit to moving your sales business from a catch as catch can business to one that you control by learning how to find and connect with high quality prospects that you like and respect and who will appreciate your work on their behalf.
Time is short. 2009 can be your best year ever if you commit yourself to taking the steps necessary to create the business you want, not the one happenstance dictates for you. It won't be easy. It will take energy. You'll have to invest in yourself. But the payoff is a career that will give you satisfaction, enjoyment, and a secure future. The time is now. Just do it.
Paul McCord is president of McCord Training, an international sales training and consulting firm located in Texas. He is the author of the popular Sales and Sales Management Blog. He may be reached at pmccord@mccordandassociates.com
Commit Yourself to Working with Prospects, Not 'Hopes'
Many salespeople waste huge amounts of time working with 'prospects' that are nothing but hopes and prayers. In a weak economy you cannot afford to waste your time with 'hopes.' 'Hopes' are not only time killers, they're moral killers.
Commit yourself to learning how to really qualify prospects and then spend your time working only with them. Let your 'hopes' go. Understand also that there is a difference between a 'hope' and a real long-term prospect.
Commit Yourself to Planning and Organizing for Success
Top producers plan for their success. They know where they are going and how they are going to get there. They leave nothing to chance.
They know when and how they will prospect. They know when and why they will engage in training. They know who their prospects are, where to find them, and how to connect with them. They have realistic, well-defined goals - and know how they will achieve those goals. They run their sales business like a business. They don't just show up for work in the morning, wondering what they'll do that day.
They know. They know because they know where they're going and what they must do to get there.
Planning is critical to success. During the reminder of December, create your written plan for 2009. Set your goals for selling, for training, for prospecting and personal marketing. A plan isn't a plan unless it is specific and written.
Commit Yourself to Working with the Clients You Want to Work With
Most salespeople are relegated to working with anyone who'll buy--jerks, price shoppers, overly demanding opportunists. Top producers, on the other hand, work only with clients they want to work with.
You don't have to resign yourself to working with clients you can't stand. You don't have to take whatever comes your way. You, too, can join the ranks of those who work only with clients you enjoy working with and who appreciate your efforts. But you can't do it unless you learn to find and connect with prospects you want to work with.
Cold calling, direct mail, faxing fliers, and many other traditional methods of prospecting put you in a position of having to deal with whomever shows an interest in your products or services, whereas learning to generate quality referrals from your clients, networking through industry associations where a large number of your prospects gather, and other more sophisticated methods of finding and connecting with prospects will give you the opportunity to select and work with those prospects you want to work with.
Commit to moving your sales business from a catch as catch can business to one that you control by learning how to find and connect with high quality prospects that you like and respect and who will appreciate your work on their behalf.
Time is short. 2009 can be your best year ever if you commit yourself to taking the steps necessary to create the business you want, not the one happenstance dictates for you. It won't be easy. It will take energy. You'll have to invest in yourself. But the payoff is a career that will give you satisfaction, enjoyment, and a secure future. The time is now. Just do it.
Paul McCord is president of McCord Training, an international sales training and consulting firm located in Texas. He is the author of the popular Sales and Sales Management Blog. He may be reached at pmccord@mccordandassociates.com
Thursday, December 11, 2008
Make December the Foundation of a Great 2009
Weak economy? Slower sales? Worried about next year? Yes, the economy is much weaker than at this time last year. And, yes, sales are harder to come by now than they have been in a long time.
"Nevertheless, these conditions don't mean you have to fret or resign yourself to struggling through 2009," says sales trainer Paul McCord. "Instead of fretting, resigning yourself to a poor year, or even giving up completely and finding another occupation, you can turn 2009 into your strongest year ever."
Instead of worrying, feeling sorry for yourself, or getting depressed, take the month of December to give yourself the gift of a strong 2009 by taking control of your sales business by committing yourself to implement these strategies from McCord:
Commit Yourself to Using Your Time Wisely
Time is the only thing you have to sell, and when you're faced with a tough selling environment, how you use your time is of utmost importance. Now more than ever you must concentrate your time on doing only those things that are necessary for success: finding, selling, and serving clients. Everything else must be eliminated or minimized.
As salespeople, we only have two types of time at our disposal - money making time and busy work time. Money making time is the time we spend doing those things that make us an income: prospecting, selling, and serving our customers. Busy work time is the time we spend doing everything else - organizing, designing fliers, shooting the breeze with our associates, preparing to prepare to do something.
Studies indicate that the typical salesperson only works about 20 to 25% of the time (work being defined as being engaged in money making activities). That, of course, means we're spending 75 to 80% of our time in busy work activities.
If you want 2009 to be a great year, you must turn that equation around and spend 75 to 80% - or more - of your time making money rather than wasting your time doing things that really don't matter.
Commit Yourself to Improving Your Skills
Now more than ever it is imperative you sharpen your selling skills. Like any other activity, the more you develop your skills, the better the results of our efforts. Even after years of coaching and practicing, top professional athletes are constantly studying, improving, practicing.
To become a top salesperson you have to have a solid understanding of psychology, you have to be an accomplished communicator, know the right questions to ask to discover your prospect's underlying wants and needs, be able to control the conversation without manipulating your prospect, know where and how to find and connect with quality prospects, have a thorough understanding of your products and services and how they will satisfy your prospect's need, and dozens of other individual skills.
Top sales producers spend 10 to 15 times as much time, effort, and money in sharpening their skills as the average salesperson. Their production didn't come through luck or happenstance. For the vast majority, their success didn't come by chance - they earned their success through hard work, study and practice. They read the books, listened to the CD's, attended the seminars, hired the sales coach, and applied what they learned. They stumbled and fumbled and practiced until they became experts in each of the individual skills. And yet they still invest the hours and the dollars to be constantly improving.
Commit yourself, right now, to doing the same.
We'll be back tomorrow with more advice from McCord on how you can create a foundation this month for a great 2009.
Paul McCord is president of McCord Training, an international sales training and consulting firm located in Texas. He is the author of the popular Sales and Sales Management Blog. He may be reached at pmccord@mccordandassociates.com
"Nevertheless, these conditions don't mean you have to fret or resign yourself to struggling through 2009," says sales trainer Paul McCord. "Instead of fretting, resigning yourself to a poor year, or even giving up completely and finding another occupation, you can turn 2009 into your strongest year ever."
Instead of worrying, feeling sorry for yourself, or getting depressed, take the month of December to give yourself the gift of a strong 2009 by taking control of your sales business by committing yourself to implement these strategies from McCord:
Commit Yourself to Using Your Time Wisely
Time is the only thing you have to sell, and when you're faced with a tough selling environment, how you use your time is of utmost importance. Now more than ever you must concentrate your time on doing only those things that are necessary for success: finding, selling, and serving clients. Everything else must be eliminated or minimized.
As salespeople, we only have two types of time at our disposal - money making time and busy work time. Money making time is the time we spend doing those things that make us an income: prospecting, selling, and serving our customers. Busy work time is the time we spend doing everything else - organizing, designing fliers, shooting the breeze with our associates, preparing to prepare to do something.
Studies indicate that the typical salesperson only works about 20 to 25% of the time (work being defined as being engaged in money making activities). That, of course, means we're spending 75 to 80% of our time in busy work activities.
If you want 2009 to be a great year, you must turn that equation around and spend 75 to 80% - or more - of your time making money rather than wasting your time doing things that really don't matter.
Commit Yourself to Improving Your Skills
Now more than ever it is imperative you sharpen your selling skills. Like any other activity, the more you develop your skills, the better the results of our efforts. Even after years of coaching and practicing, top professional athletes are constantly studying, improving, practicing.
To become a top salesperson you have to have a solid understanding of psychology, you have to be an accomplished communicator, know the right questions to ask to discover your prospect's underlying wants and needs, be able to control the conversation without manipulating your prospect, know where and how to find and connect with quality prospects, have a thorough understanding of your products and services and how they will satisfy your prospect's need, and dozens of other individual skills.
Top sales producers spend 10 to 15 times as much time, effort, and money in sharpening their skills as the average salesperson. Their production didn't come through luck or happenstance. For the vast majority, their success didn't come by chance - they earned their success through hard work, study and practice. They read the books, listened to the CD's, attended the seminars, hired the sales coach, and applied what they learned. They stumbled and fumbled and practiced until they became experts in each of the individual skills. And yet they still invest the hours and the dollars to be constantly improving.
Commit yourself, right now, to doing the same.
We'll be back tomorrow with more advice from McCord on how you can create a foundation this month for a great 2009.
Paul McCord is president of McCord Training, an international sales training and consulting firm located in Texas. He is the author of the popular Sales and Sales Management Blog. He may be reached at pmccord@mccordandassociates.com
Wednesday, December 10, 2008
Beware of What You Send Before a Meeting
Sales trainers Jim Dunn and John Schumann recently relayed an interesting story in their weekly Whetstone Group newsletter. A rep secured an appointment with a prospect that would be a good fit for their products. When the prospect asked for some info before the meeting, Richard, the rep, sent over a thorough package with product spec sheets, a partial client list, company history, recent press releases, and more. Two days before the appointment the prospect called and said he had looked over the materials and didn't feel a meeting would be necessary, it wasn't a good fit.
Has this ever happened to you? If it has, read on for Dunn and Schumann's advice on how you can avoid this time-wasting situation.
"You may find this hard to believe, but often prospects are looking for a way not to meet with you," explain Dunn and Schumann. "We've all had meetings with salespeople that have proven to be disappointing and afterward said to ourselves, well, that was a waste of time. Wish I'd qualified them better before I let them come in. So, they want to see something first and often they're using what you send to disqualify you. Does this mean that they'll always find something they don't like? Of course not, but think of what Richard sent: specification sheets on products that might not be a fit; a client list that might not contain similar type companies or companies that were too small or a company history that someone could interpret as not having a good enough track record. You never can tell."
"Beware of what you send to prospects before you meet," Dunn and Schumann continue. "The ideal situation is not to send anything, to let your skills in asking questions and probing for the prospect's pain give them the desire to see you. But if you must send something, ask them what they want to see and find out why that's important. And, send a very minimum amount of information. In this case, less is better."
"Finally, tell them that you know they'll undoubtedly find something in the information that may not apply to their situation and that you hope they won't use that as a reason to have second thoughts about seeing you. You'll find that simple statement will make them think twice about finding something to disagree with."
Learn more about The Whetstone Group at www.whetstonegroup.com.
Has this ever happened to you? If it has, read on for Dunn and Schumann's advice on how you can avoid this time-wasting situation.
"You may find this hard to believe, but often prospects are looking for a way not to meet with you," explain Dunn and Schumann. "We've all had meetings with salespeople that have proven to be disappointing and afterward said to ourselves, well, that was a waste of time. Wish I'd qualified them better before I let them come in. So, they want to see something first and often they're using what you send to disqualify you. Does this mean that they'll always find something they don't like? Of course not, but think of what Richard sent: specification sheets on products that might not be a fit; a client list that might not contain similar type companies or companies that were too small or a company history that someone could interpret as not having a good enough track record. You never can tell."
"Beware of what you send to prospects before you meet," Dunn and Schumann continue. "The ideal situation is not to send anything, to let your skills in asking questions and probing for the prospect's pain give them the desire to see you. But if you must send something, ask them what they want to see and find out why that's important. And, send a very minimum amount of information. In this case, less is better."
"Finally, tell them that you know they'll undoubtedly find something in the information that may not apply to their situation and that you hope they won't use that as a reason to have second thoughts about seeing you. You'll find that simple statement will make them think twice about finding something to disagree with."
Learn more about The Whetstone Group at www.whetstonegroup.com.
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