Keep prospecting emails succinct.
The goal is to make your email look like something they can quickly read and address. Limit them to 175 words or less. Use 3-5 short paragraphs. Hold attachments back until you start the sales process.
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.
Thursday, April 21, 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, April 19, 2011
Quote of the Week
"Gardens are not made by sitting in the shade." -- Rudyard Kipling, author
This great quote is a simple reminder that if you want something, you have to work towards it. Nothing happens without hard work and dedication, so get out there and get going!
This great quote is a simple reminder that if you want something, you have to work towards it. Nothing happens without hard work and dedication, so get out there and get going!
Monday, April 18, 2011
"Now That We're Done, Can I Ask You a Question?"
Today the Whetstone Group shares a great way for you to get a second chance with a prospect when it seems like there's nothing left to be done. It's definitely worth a try!
Problem: We blew it. The prospect said "no." We worked like crazy to put together a great presentation and our hopes to get a commitment to buy were high, but it just did't happen. The result was a no...failure, and worse, now we don't know where to go. Do we just pack it up and leave? There's got to be a better exit strategy than that.
Analysis: We have to look back to the qualifying steps of the call. We probably failed to accurately diagnose the prospect's pain and as a result our prescription (or proposal) was off target. But it's too late now. We need a strategy to get us back in the game. Here’s an idea that works.
Prescription: After you've gotten a "no" from the prospect, try saying something like this. "Mr. Prospect, it sounds like it's over. Am I right?" Prospect acknowledges that it is. Then you say, "Well, now that we're finished, can I ask you a question before I leave?" The prospect will let you do this since he has a vision of your imminent departure. You continue, "First let me apologize. I really felt like we had a good fit, but obviously I failed to completely understand what you were looking for. That's my fault." Now you conclude with, "What were you really hoping I would have brought to the table today so that you would have felt more comfortable with my proposal?"
This is where the prospect will typically bail you out and tell you what you needed to present to get the business. Once he's told you, if it's something you can do, you may be able to resurrect the sale by saying, "Thanks, I guess I really blew it. But if I could do that, would it make any sense for us to continue talking or should we keep the file closed?" You'll be amazed at how it gets people to open up and talk, once they think it's over. It may give you that second chance you need to make the sale.
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: We blew it. The prospect said "no." We worked like crazy to put together a great presentation and our hopes to get a commitment to buy were high, but it just did't happen. The result was a no...failure, and worse, now we don't know where to go. Do we just pack it up and leave? There's got to be a better exit strategy than that.
Analysis: We have to look back to the qualifying steps of the call. We probably failed to accurately diagnose the prospect's pain and as a result our prescription (or proposal) was off target. But it's too late now. We need a strategy to get us back in the game. Here’s an idea that works.
Prescription: After you've gotten a "no" from the prospect, try saying something like this. "Mr. Prospect, it sounds like it's over. Am I right?" Prospect acknowledges that it is. Then you say, "Well, now that we're finished, can I ask you a question before I leave?" The prospect will let you do this since he has a vision of your imminent departure. You continue, "First let me apologize. I really felt like we had a good fit, but obviously I failed to completely understand what you were looking for. That's my fault." Now you conclude with, "What were you really hoping I would have brought to the table today so that you would have felt more comfortable with my proposal?"
This is where the prospect will typically bail you out and tell you what you needed to present to get the business. Once he's told you, if it's something you can do, you may be able to resurrect the sale by saying, "Thanks, I guess I really blew it. But if I could do that, would it make any sense for us to continue talking or should we keep the file closed?" You'll be amazed at how it gets people to open up and talk, once they think it's over. It may give you that second chance you need to make the sale.
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
Friday, April 15, 2011
Don't Discount an Opportunity
Opportunities to meet new prospects are everywhere - but we often discount them because we don't think those people are a good fit. While qualifying is important, business coach Diane Helbig shares a story that's a great reminder to look for possibilities everywhere - you never know when you'll be surprised.
I know a lot of solopreneurs who think about using public speaking as a marketing tool. I like this strategy because it accomplishes a lot of the relationship building & exposure they need to grow their businesses.
These same people sometimes struggle with determining where they should speak. Some environemtns don't seem to make sense. For example, someone who sells B2B (business to business) might think it not worth their time to speak at a Kiwanis or Rotary meeting; or even a church group or PTA. I can certainly see why they'd think this. They don't think their target audience is in the room, or paying attention.
However, I'm not sure they're right. Last year I spoke at a Rotary meeting. I really didn't think it would be a way to build my client base. But, a friend of mine asked me to speak, and I often think these kinds of things are leaps of faith. So, I got up early in the morning and headed over to the meeting. I gave my speech and met some really great people. What's more, I added some people to my newsletter list. I was more than happy with the outcome.
The other night I conducted a Social Media Hands-on Workshop. Lo and behold, one of the attendees was someone who'd heard me speak that morning last year. He'd been following me ever since and when he saw the workshop on my newsletter, he signed up. This proved to me that the exposure and connections you receive when you do presentations can be invaluable to your business.
Now, do I believe that you should target where you speak and try to gain opportunities at events that are germane to your business? Of course I do! My only point with the story above is to suggest that you not discount other opportunities. You never know where your next piece of business might come from.
When you are providing value through your presentation, people will be drawn to you, and your business will grow.
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at www.seizethisdaycoaching.com
I know a lot of solopreneurs who think about using public speaking as a marketing tool. I like this strategy because it accomplishes a lot of the relationship building & exposure they need to grow their businesses.
These same people sometimes struggle with determining where they should speak. Some environemtns don't seem to make sense. For example, someone who sells B2B (business to business) might think it not worth their time to speak at a Kiwanis or Rotary meeting; or even a church group or PTA. I can certainly see why they'd think this. They don't think their target audience is in the room, or paying attention.
However, I'm not sure they're right. Last year I spoke at a Rotary meeting. I really didn't think it would be a way to build my client base. But, a friend of mine asked me to speak, and I often think these kinds of things are leaps of faith. So, I got up early in the morning and headed over to the meeting. I gave my speech and met some really great people. What's more, I added some people to my newsletter list. I was more than happy with the outcome.
The other night I conducted a Social Media Hands-on Workshop. Lo and behold, one of the attendees was someone who'd heard me speak that morning last year. He'd been following me ever since and when he saw the workshop on my newsletter, he signed up. This proved to me that the exposure and connections you receive when you do presentations can be invaluable to your business.
Now, do I believe that you should target where you speak and try to gain opportunities at events that are germane to your business? Of course I do! My only point with the story above is to suggest that you not discount other opportunities. You never know where your next piece of business might come from.
When you are providing value through your presentation, people will be drawn to you, and your business will grow.
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at www.seizethisdaycoaching.com
Thursday, April 14, 2011
Best Practices: Prepare Better Sales Questions
Today sales trainer Dave Kahle shares how to create better questions that will aid your sales process. Sounds good to me!
The single most powerful tool that a sales person has is a well-phrased, appropriately asked question. Nothing else compares to the impact a good question can have on the customer and the sales process.
That's because a good question directs and influences the customer's thinking. When you ask a question, they think of the answer. That simple statement neatly packages the latent power of a good question.
Yet, few sales people understand that, and fewer still implement it. A number of years ago, a study was done on this very issue. Here are the results:
"Out of 300 sales people studied, 87 percent realize the importance of asking questions. However, only 27 percent displayed the ability to ask a well thought out, stimulating series of questions."
In other words, thirteen percent of the sales people in the world don't even recognize the power of asking a good question. And only about one out of four could actually do it. That means that three out of every four sales people, or 75 percent, don't ask good questions.
There are two issues here: First, realizing the importance of using good questions effectively, and second, actually doing so.
This is such a big issue that my book, Question Your Way to Sales Success, is devoted entirely to this issue.
Everyone can ask a question. I have a three year old grandson. He can do it. This issue isn't asking questions; the issue is asking better sales questions. While I can't condense the book to a few hundred words here, I can point out a couple of things that the best do with this most powerful tool.
1. They prepare their major questions before the sales call. This gives them the time to select the best language and sequence.
2. They are mindful, at every stage of the sales process, of using better sales questions. They understand that there are questions, there are good questions, and there are better sales questions. So, they constantly focus on creating and using better sales questions. Whether it's a cold call on a prospect, or following up after the sale, at every stage of the sales process, a more effective use of questions will produce dramatically better results. And they know that.
3. They collect good questions over time, and use them over and over again.
A master sales person is a master at the use of better sales questions. That's why it is a best practice of the best.
Dave Kahle is the President of the DaCo Corporation, specializing in helping business-to-business companies increase sales and develop their people. Learn more at www.davekahle.com
The single most powerful tool that a sales person has is a well-phrased, appropriately asked question. Nothing else compares to the impact a good question can have on the customer and the sales process.
That's because a good question directs and influences the customer's thinking. When you ask a question, they think of the answer. That simple statement neatly packages the latent power of a good question.
Yet, few sales people understand that, and fewer still implement it. A number of years ago, a study was done on this very issue. Here are the results:
"Out of 300 sales people studied, 87 percent realize the importance of asking questions. However, only 27 percent displayed the ability to ask a well thought out, stimulating series of questions."
In other words, thirteen percent of the sales people in the world don't even recognize the power of asking a good question. And only about one out of four could actually do it. That means that three out of every four sales people, or 75 percent, don't ask good questions.
There are two issues here: First, realizing the importance of using good questions effectively, and second, actually doing so.
This is such a big issue that my book, Question Your Way to Sales Success, is devoted entirely to this issue.
Everyone can ask a question. I have a three year old grandson. He can do it. This issue isn't asking questions; the issue is asking better sales questions. While I can't condense the book to a few hundred words here, I can point out a couple of things that the best do with this most powerful tool.
1. They prepare their major questions before the sales call. This gives them the time to select the best language and sequence.
2. They are mindful, at every stage of the sales process, of using better sales questions. They understand that there are questions, there are good questions, and there are better sales questions. So, they constantly focus on creating and using better sales questions. Whether it's a cold call on a prospect, or following up after the sale, at every stage of the sales process, a more effective use of questions will produce dramatically better results. And they know that.
3. They collect good questions over time, and use them over and over again.
A master sales person is a master at the use of better sales questions. That's why it is a best practice of the best.
Dave Kahle is the President of the DaCo Corporation, specializing in helping business-to-business companies increase sales and develop their people. Learn more at www.davekahle.com
Wednesday, April 13, 2011
Are You Winging It?
Today sales trainer Skip Miller discusses the importance of practice - it's an excellent reminder!
It's the start of the baseball season. The NCAA basketball tournaments are just over. Hockey and the NBA are starting to look at the playoffs.What do all these events have to do with selling?
At each of these events, the athletes are honing their skills and trying to put themselves into a position where their skills are juxtaposed with the right opportunity. They are being paid so that all the preparation and practice they have learned through the years is paying off and they can command the most of their talents for the right opportunity.
Hmmmm, it does sound like sales…except the part where the sales person is practicing their selling skills. You know the answer.
Q: Where does the sales person spend the most time preparing for the important sales call?
In between the car door and the front door?
In between when they pick up the phone and the prospect says, "Hello?"
The answer is both, and it sure does speak to the sales and sales management profession. Imagine the coach of a sport team asking the player right before the game:
How many points are you going to get this week?
We are in a five-game playoff...how many goals are you going to get this month?
How many one-putt greens are you going to get for the tournament?
It's just as silly to ask what's closing this week, but that's another story for another time.
It is all about the tools. Practice the tools you already have and the ones you have forgot (You have the book). When was the last time you practiced in front of your peers a 30-Second Speech, 2nd Call and Beyond, or a G.A.P. Chart? Oh, and since all great sales calls start with the end in mind, what about those Summarize/Bridge/Pulls?
You want to get people to call you back – 20-Second Speech. Need to power prospect – ValueStar and questions about trains. You don't need to tell them about you!
If you don't practice the tools, you will go back to your old habits, and you know those will not get you the results you need to make the year, let alone the next quarter. A 'tool' a week, and practice for 15-30 minutes. Basketball players practice free throws longer than that. Golfers, who have been playing golf all their lives, practice their putting longer than that...and daily. What makes you think you are at the top of your game without practice? Oh yeah, ShowTime. I forgot. Wing it from 60 feet?
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
It's the start of the baseball season. The NCAA basketball tournaments are just over. Hockey and the NBA are starting to look at the playoffs.What do all these events have to do with selling?
At each of these events, the athletes are honing their skills and trying to put themselves into a position where their skills are juxtaposed with the right opportunity. They are being paid so that all the preparation and practice they have learned through the years is paying off and they can command the most of their talents for the right opportunity.
Hmmmm, it does sound like sales…except the part where the sales person is practicing their selling skills. You know the answer.
Q: Where does the sales person spend the most time preparing for the important sales call?
In between the car door and the front door?
In between when they pick up the phone and the prospect says, "Hello?"
The answer is both, and it sure does speak to the sales and sales management profession. Imagine the coach of a sport team asking the player right before the game:
How many points are you going to get this week?
We are in a five-game playoff...how many goals are you going to get this month?
How many one-putt greens are you going to get for the tournament?
It's just as silly to ask what's closing this week, but that's another story for another time.
It is all about the tools. Practice the tools you already have and the ones you have forgot (You have the book). When was the last time you practiced in front of your peers a 30-Second Speech, 2nd Call and Beyond, or a G.A.P. Chart? Oh, and since all great sales calls start with the end in mind, what about those Summarize/Bridge/Pulls?
You want to get people to call you back – 20-Second Speech. Need to power prospect – ValueStar and questions about trains. You don't need to tell them about you!
If you don't practice the tools, you will go back to your old habits, and you know those will not get you the results you need to make the year, let alone the next quarter. A 'tool' a week, and practice for 15-30 minutes. Basketball players practice free throws longer than that. Golfers, who have been playing golf all their lives, practice their putting longer than that...and daily. What makes you think you are at the top of your game without practice? Oh yeah, ShowTime. I forgot. Wing it from 60 feet?
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
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