I don't know about you, but an out-of-the-blue compliment really does a lot for me. Something like that can carry you through the day, or sometimes even the week! Today sales expert Jim Meisenheimer shares a story that made him recognize the power of a sincere compliment - hopefully it will do the same for you!
A few years ago I spent three days in St. Louis attending the National Speakers Association Winter Workshop. I arrived late Friday afternoon and my luggage arrived late Sunday afternoon.
Had that happened to me 15 years ago I would have gone "Ballistic" for the entire weekend. I must be growing up because I treated the "Entire luggage thing" as an inconvenience – and a minor one at that.
During one of the breakout sessions a speaker emphasized it was very important to tell people what they are doing right.
These genuine compliments will make people more receptive to you and your ideas.
I thought it was a good concept and made a written note of it.
The next day I took a seat in the last row to hear the opening general
session. A few minutes into the presentation a woman sat down next to me and introduced herself as K.R.
After the initial introduction she said, "I've been using your 12 Best Questions To Ask Customers for several years with extremely good results." WOW a compliment first thing in the morning! I told her, "That makes my day."
Usually, after a program, I'm "Outa there." This time, however, I stayed to chat with K.R. She told me about the work she's doing and the book she was writing.
She also told me she was related to Albert Einstein, which she has cleverly worked into the title of her first book.
When I go to these National Speaker Association workshops and conventions I usually find myself running like a gazelle between the breakout sessions. The compliment got me to "Simmer Down" and take an interest in K.R.'s business.
Anytime you have the opportunity to compliment a prospect or an existing customer do it. If your compliment is sincere and genuine your prospect may be more receptive and open to investing more time with you and your ideas.
A few minutes before the next session began, we shook hands and said "Goodbye."
I realized I wasn't touched by an Angel but I was touched by an Einstein.
Jim Meisenheimer publishes The Sales TrailBlazer Newsletter, a fresh and high content newsletter dedicated to helping you grow your business and multiply your income. To learn more, visit http://www.startsellingmore.com/
Wednesday, October 20, 2010
Tuesday, October 19, 2010
More Interesting Ways to Follow-Up With Your Prospects
Last week we began a three-part series from business expert C.J. Hayden about following up with prospects - specifically - fun, interesting ways to follow-up. We encourage you to share your ideas in the comments and make this list even longer! Here are numbers 14-28 on Hayden's list:
14. Invite them to a concert, play, reading, or art opening.
15. Offer to stop by their place of business.
16. Send a letter summarizing what you last talked about and suggesting next steps.
17. Ask for a meeting so you can prepare a detailed proposal for them.
18. Send them an article (or link to one) that you have written.
19. Send them an article someone else has written about a topic relevant to them.
20. Send them a present -- chocolate, cookies, flowers, a plant, a bottle of wine, or a book.
21. Send them a birthday card.
22. Send them a joke or cartoon about their industry or your field.
23. Send a postcard reminding them what you do.
24. Tell them about a special offer available if they act now.
25. Offer them a free sample of what you can do for them.
26. Send an announcement about a new development in your business.
27. Send a copy of your newsletter or post from your blog and invite them to subscribe.
28. Send a link to a print or audio interview with you about your work.
Which of these ideas have you used? How did they work for you?
C.J. Hayden is the author of Get Clients Now! Thousands of business owners and independent professionals have used her simple sales and marketing system to double or triple their income. For more information, please visit www.GetClientsNow.com
14. Invite them to a concert, play, reading, or art opening.
15. Offer to stop by their place of business.
16. Send a letter summarizing what you last talked about and suggesting next steps.
17. Ask for a meeting so you can prepare a detailed proposal for them.
18. Send them an article (or link to one) that you have written.
19. Send them an article someone else has written about a topic relevant to them.
20. Send them a present -- chocolate, cookies, flowers, a plant, a bottle of wine, or a book.
21. Send them a birthday card.
22. Send them a joke or cartoon about their industry or your field.
23. Send a postcard reminding them what you do.
24. Tell them about a special offer available if they act now.
25. Offer them a free sample of what you can do for them.
26. Send an announcement about a new development in your business.
27. Send a copy of your newsletter or post from your blog and invite them to subscribe.
28. Send a link to a print or audio interview with you about your work.
Which of these ideas have you used? How did they work for you?
C.J. Hayden is the author of Get Clients Now! Thousands of business owners and independent professionals have used her simple sales and marketing system to double or triple their income. For more information, please visit www.GetClientsNow.com
Monday, October 18, 2010
Quote of the Week
"Luck is the sense to recognize an opportunity and the ability to take advantage of it." -- Samuel Goldwyn, entertainment executive
Luck has always seemed like a one-sided thing to me - it doesn't seem very fair that you're either a lucky person or you're not! I much prefer this idea of luck - the sense to recognize an opportunity and to take advantage of it. With this idea of luck, anyone can be lucky - as long as they put in the time and effort to know when to build on an opportunity.
So if you've been thinking negatively, waiting for luck to find you, you'll be waiting a long time. Start thinking about making your own luck, and start seizing those opportunities!
Luck has always seemed like a one-sided thing to me - it doesn't seem very fair that you're either a lucky person or you're not! I much prefer this idea of luck - the sense to recognize an opportunity and to take advantage of it. With this idea of luck, anyone can be lucky - as long as they put in the time and effort to know when to build on an opportunity.
So if you've been thinking negatively, waiting for luck to find you, you'll be waiting a long time. Start thinking about making your own luck, and start seizing those opportunities!
Friday, October 15, 2010
Interesting Ways to Follow Up With Your Prospects
Business expert C.J. Hayden recently compiled a fantastic list of interesting, fun ways you can follow up with your prospects so you don't have to call to "check-in." Her list has 44 examples, which we will break down over several posts, so you can try a few at a time. I think her advice will definitely help to get the creative juices flowing and jump-start your relationships with your prospects.
You know you need to follow up with prospective clients, but you often find yourself putting it off. "I already called them three times," you think. Or, "They never answer the phone anyway." Or, "I hate hearing no." Or, "I don't want to bug them." Or, "What do I say that's new?"
It's only natural to resist placing phone calls to prospects who didn't return your last call, never seem to be there, may not be ready to buy, or might say they're not interested. But here's the good news. Calling prospects on the phone and asking them to hire you is not the only way to follow up!
Yes, you can call your prospects on the phone, but you can also email them, send a letter or note by postal mail, fax them, overnight them a package, send a text message, or instant message them online. And those are just the different communication channels you might use. The type of messages you deliver can be much more varied than simply asking prospects to do business.
Consider the following ways that you can follow up with your prospects via any communication channel you choose, in order to build a relationship, remind them of what you do, and present yourself as a valuable resource and expert in your field. Many of these follow-up approaches can also be used with potential referral
sources and networking contacts.
1. Ask if they have new questions about what you last discussed.
2. Tell them about a book, article, or website that might help with what you talked about.
3. Send a personal note with a copy of your brochure.
4. Point them to a vendor who can solve one of their issues you don't address.
5. Prepare a personalized marketing kit for them focused on their unique issues.
6. Tell them about an upcoming event that addresses an issue you think they have.
7. Invite them to an event where you are a speaker, organizer, or sponsor.
8. Attend an event where you are likely to run into them.
9. Send a nice-to-meet-you or good-to-see-you note with your business card.
10. Call or email to ask what's new in their world.
11. Leave a brief benefits-oriented commercial on their voice mail.
12. Ask them to meet you for coffee, a drink, or lunch.
13. Invite them for golf, tennis, a bike ride, or a walk in the park.
Have you tried some of these ideas? Which ones might you try in the upcoming week? Do you have your own fun way of keeping in touch? Let us know!
C.J. Hayden is the author of Get Clients Now! Thousands of business owners and independent professionals have used her simple sales and marketing system to double or triple their income. For more information, please visit www.GetClientsNow.com
You know you need to follow up with prospective clients, but you often find yourself putting it off. "I already called them three times," you think. Or, "They never answer the phone anyway." Or, "I hate hearing no." Or, "I don't want to bug them." Or, "What do I say that's new?"
It's only natural to resist placing phone calls to prospects who didn't return your last call, never seem to be there, may not be ready to buy, or might say they're not interested. But here's the good news. Calling prospects on the phone and asking them to hire you is not the only way to follow up!
Yes, you can call your prospects on the phone, but you can also email them, send a letter or note by postal mail, fax them, overnight them a package, send a text message, or instant message them online. And those are just the different communication channels you might use. The type of messages you deliver can be much more varied than simply asking prospects to do business.
Consider the following ways that you can follow up with your prospects via any communication channel you choose, in order to build a relationship, remind them of what you do, and present yourself as a valuable resource and expert in your field. Many of these follow-up approaches can also be used with potential referral
sources and networking contacts.
1. Ask if they have new questions about what you last discussed.
2. Tell them about a book, article, or website that might help with what you talked about.
3. Send a personal note with a copy of your brochure.
4. Point them to a vendor who can solve one of their issues you don't address.
5. Prepare a personalized marketing kit for them focused on their unique issues.
6. Tell them about an upcoming event that addresses an issue you think they have.
7. Invite them to an event where you are a speaker, organizer, or sponsor.
8. Attend an event where you are likely to run into them.
9. Send a nice-to-meet-you or good-to-see-you note with your business card.
10. Call or email to ask what's new in their world.
11. Leave a brief benefits-oriented commercial on their voice mail.
12. Ask them to meet you for coffee, a drink, or lunch.
13. Invite them for golf, tennis, a bike ride, or a walk in the park.
Have you tried some of these ideas? Which ones might you try in the upcoming week? Do you have your own fun way of keeping in touch? Let us know!
C.J. Hayden is the author of Get Clients Now! Thousands of business owners and independent professionals have used her simple sales and marketing system to double or triple their income. For more information, please visit www.GetClientsNow.com
Thursday, October 14, 2010
Eliminate Mutual Confusion
Today the Whetstone Group covers a topic that far too many people are familiar with - meetings that go nowhere. Their advice will help you to turn those meetings around, making them effective and keeping the sale moving.
Problem: Ever go on a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, "Give me some time to think about what we've covered. Call me in a few days." Opportunities are squandered and the buyer seems to be in control.
Analysis: All too often sales calls are unstructured; objectives are not determined or communicated. Winging it seems to be the primary strategy employed by the salesperson. Assumptions are made that the buyer knows why you're there and no clarification of purpose is needed.
Prescription: The key to successfully implementing the Common Sense Selling approach and taking the lead in the selling interview is to agree early in the meeting as to exactly what the agenda will be. You must determine with your prospect the amount of time available for the meeting, what the prospect would like to accomplish for it to be a successful meeting, obtain permission to ask questions to get a better understanding of the prospect's needs, and agree that at the end of the meeting, at the very least, you'll make a decision as to whether or not to continue talking.
If you have a very clear meeting agreement, you'll build tremendous rapport with the prospect, improve communication significantly because both parties have the opportunity to ask questions, eliminate premature presentations, get decisions and eliminate "think it overs" and, most importantly, take leadership of the selling interview. In addition, our clients tell us that prospects visibly begin to relax when they hear that the seller is comfortable with hearing "no." The meeting agreement is one of the most effective selling tools you'll ever own...master it and you're well on your way to becoming a true sales superstar.
Whetstone Group is a sales process improvement company that focuses on helping companies implement a proven sales process that will increase sales, shorten the selling cycle, increase closing rates, and improve margins. Learn more at www.whetstonegroup.com
Problem: Ever go on a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, "Give me some time to think about what we've covered. Call me in a few days." Opportunities are squandered and the buyer seems to be in control.
Analysis: All too often sales calls are unstructured; objectives are not determined or communicated. Winging it seems to be the primary strategy employed by the salesperson. Assumptions are made that the buyer knows why you're there and no clarification of purpose is needed.
Prescription: The key to successfully implementing the Common Sense Selling approach and taking the lead in the selling interview is to agree early in the meeting as to exactly what the agenda will be. You must determine with your prospect the amount of time available for the meeting, what the prospect would like to accomplish for it to be a successful meeting, obtain permission to ask questions to get a better understanding of the prospect's needs, and agree that at the end of the meeting, at the very least, you'll make a decision as to whether or not to continue talking.
If you have a very clear meeting agreement, you'll build tremendous rapport with the prospect, improve communication significantly because both parties have the opportunity to ask questions, eliminate premature presentations, get decisions and eliminate "think it overs" and, most importantly, take leadership of the selling interview. In addition, our clients tell us that prospects visibly begin to relax when they hear that the seller is comfortable with hearing "no." The meeting agreement is one of the most effective selling tools you'll ever own...master it and you're well on your way to becoming a true sales superstar.
Whetstone Group is a sales process improvement company that focuses on helping companies implement a proven sales process that will increase sales, shorten the selling cycle, increase closing rates, and improve margins. Learn more at www.whetstonegroup.com
Wednesday, October 13, 2010
Are You Referable?
We talk a lot about the importance of referrals for your business, so I thought this guide from sales trainer Kelley Robertson was a great tool. Make yourself more referable by following his easy tips.
Referrals are one of the best ways to generate new sales. Here are five ways you can become more referable.
You can effectively articulate what you do. I have met numerous people at networking events who have failed to help me understand exactly what they do. To become referable you MUST be able to clearly state your value proposition.
You can describe your ideal client. At a recent networking meeting, I was asked what type of companies I work with. My answer was somewhat vague because I work with a wide range of organizations. It would have more effective for me to state who my ideal client is instead of listing the different industries I have worked with.
You refer people to others. One of the best ways to become more referable is to refer business to others. When you meet people, look for ways to connect people in your network to those individuals. When you refer business, you generate business.
You acknowledge the referrer. I have recommended other trainers and speakers to people and even though those individuals secured business because of that referral, I haven't always received thanks for that referral.
You consistently execute. Whether you sell a product or service, people want to know that you can deliver what you say you will. That means offering value or creating an experience that meets or exceeds your customers' expectations.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
Referrals are one of the best ways to generate new sales. Here are five ways you can become more referable.
You can effectively articulate what you do. I have met numerous people at networking events who have failed to help me understand exactly what they do. To become referable you MUST be able to clearly state your value proposition.
You can describe your ideal client. At a recent networking meeting, I was asked what type of companies I work with. My answer was somewhat vague because I work with a wide range of organizations. It would have more effective for me to state who my ideal client is instead of listing the different industries I have worked with.
You refer people to others. One of the best ways to become more referable is to refer business to others. When you meet people, look for ways to connect people in your network to those individuals. When you refer business, you generate business.
You acknowledge the referrer. I have recommended other trainers and speakers to people and even though those individuals secured business because of that referral, I haven't always received thanks for that referral.
You consistently execute. Whether you sell a product or service, people want to know that you can deliver what you say you will. That means offering value or creating an experience that meets or exceeds your customers' expectations.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
Tuesday, October 12, 2010
Seven Powerful Strategies to Increase Sales
I love articles like this - clear, great advice to help you sell more! Put these tips from sales trainer Tessa Stowe into practice today.
If you want to increase your sales, read and put into action these seven powerful sales strategies.
Strategy #1: Stop Selling
Stop trying to convince or persuade people to buy your solution. Stop trying to get a sale. Instead, focus on how you can help the person you are talking to get what they want - whether it's your solution or not. Focus on how you can give them value. Amazing as it may seem, with this approach over time, people will be interested in you and in what you have to offer. Even if they don't need it themselves, they will refer others to you.
Strategy # 2: Throw Away Sales Gimmicks
There are lots of sales gimmicks to attract attention or increase appeal. You can learn 50 ways to close. You can learn how to overcome objections. You can learn how to give the best and most persuasive presentation. The problem with most of these approaches is that they are focused on persuading and convincing and getting the sale. Your prospects sense that it's all about you - you getting the sale. They feel that you don't really care about them. They pick up that you are trying to persuade and convince them and their automatic protective reaction is to get away fast - and they do.
Strategy #3 : Qualify, Qualify, Qualify
If someone does not have a problem that they want you to solve now, they are not a prospect. So it is a waste of your time and theirs if you spend time now trying to help them buy your solution. Spend your time helping those that want to benefit from what you have to offer now. Put in place a qualification process and only sell to those who qualify. Then you will have more time for those that are ready to buy, and this will increase the probability of them buying from you.
Strategy #4: Answer Two Questions
Prospects want to know the answer to two questions: "Why should I be interested in your type of solution?" and "Assuming I am interested, why should I buy it from you?". Can you answer both these questions in 30 seconds? If you can't, how can you expect your prospect to want your help? Make it a priority to give clear and concise answers to these two questions fast.
Strategy #5: Increase Your Price
If you always use strategies #1 and #2, trust will be present. Since trust is there, your prospect will feel more comfortable about committing to a longer term relationship with you. So you should offer them a longer term commitment option that is in their best interests and clearly benefits them now.
Strategy #6: Appreciate Your Customers
The easiest, fastest sales are to your current customers if - and this is most important - you have consistently shown that you appreciate and care about them. Just doing a great job is always expected, and you can't anticipate repeat sales and referrals from this alone. If you conscientiously recognize and are grateful to your customers, they will buy more from you and also become loyal fans and refer others to you. What you appreciate will show gratitude in return, so appreciate your customers.
Strategy #7: Build a TRAC record
If someone does not need or want your solution now but it is likely they will in the future, put in place a system. You need to build Trust, Relationship, Awareness, and Credibility (TRAC) so that they will remember you and contact you when the time is right. Do this consistently over time, and your pipeline will overflow with people contacting you who want what you have and already know, trust, and like you.
All these seven sales strategies are easy to do. They are also easy not to do. So if you commit yourself and consistently use them, you will make significantly more sales faster. THEY WORK !
Tessa Stowe teaches small business owners and recovering salespeople simple steps to turn conversations into clients without being sales-y or pushy. Her FREE monthly Sales Conversation newsletter is full of tips on how to sell your services by just being yourself. Sign up now at www.salesconversation.com.
If you want to increase your sales, read and put into action these seven powerful sales strategies.
Strategy #1: Stop Selling
Stop trying to convince or persuade people to buy your solution. Stop trying to get a sale. Instead, focus on how you can help the person you are talking to get what they want - whether it's your solution or not. Focus on how you can give them value. Amazing as it may seem, with this approach over time, people will be interested in you and in what you have to offer. Even if they don't need it themselves, they will refer others to you.
Strategy # 2: Throw Away Sales Gimmicks
There are lots of sales gimmicks to attract attention or increase appeal. You can learn 50 ways to close. You can learn how to overcome objections. You can learn how to give the best and most persuasive presentation. The problem with most of these approaches is that they are focused on persuading and convincing and getting the sale. Your prospects sense that it's all about you - you getting the sale. They feel that you don't really care about them. They pick up that you are trying to persuade and convince them and their automatic protective reaction is to get away fast - and they do.
Strategy #3 : Qualify, Qualify, Qualify
If someone does not have a problem that they want you to solve now, they are not a prospect. So it is a waste of your time and theirs if you spend time now trying to help them buy your solution. Spend your time helping those that want to benefit from what you have to offer now. Put in place a qualification process and only sell to those who qualify. Then you will have more time for those that are ready to buy, and this will increase the probability of them buying from you.
Strategy #4: Answer Two Questions
Prospects want to know the answer to two questions: "Why should I be interested in your type of solution?" and "Assuming I am interested, why should I buy it from you?". Can you answer both these questions in 30 seconds? If you can't, how can you expect your prospect to want your help? Make it a priority to give clear and concise answers to these two questions fast.
Strategy #5: Increase Your Price
If you always use strategies #1 and #2, trust will be present. Since trust is there, your prospect will feel more comfortable about committing to a longer term relationship with you. So you should offer them a longer term commitment option that is in their best interests and clearly benefits them now.
Strategy #6: Appreciate Your Customers
The easiest, fastest sales are to your current customers if - and this is most important - you have consistently shown that you appreciate and care about them. Just doing a great job is always expected, and you can't anticipate repeat sales and referrals from this alone. If you conscientiously recognize and are grateful to your customers, they will buy more from you and also become loyal fans and refer others to you. What you appreciate will show gratitude in return, so appreciate your customers.
Strategy #7: Build a TRAC record
If someone does not need or want your solution now but it is likely they will in the future, put in place a system. You need to build Trust, Relationship, Awareness, and Credibility (TRAC) so that they will remember you and contact you when the time is right. Do this consistently over time, and your pipeline will overflow with people contacting you who want what you have and already know, trust, and like you.
All these seven sales strategies are easy to do. They are also easy not to do. So if you commit yourself and consistently use them, you will make significantly more sales faster. THEY WORK !
Tessa Stowe teaches small business owners and recovering salespeople simple steps to turn conversations into clients without being sales-y or pushy. Her FREE monthly Sales Conversation newsletter is full of tips on how to sell your services by just being yourself. Sign up now at www.salesconversation.com.
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