Kim Duke is a sales and business expert who doles out advice with fun, interesting anecdotes that really make it come to life. Enjoy this story and great tip about getting to your customer's hot spot.
Last week-end I made a huge cauldron of my famous lentil soup (yummy) and I was scrounging around in my kitchen "plastic drawer" looking for containers to freeze it in.
My younger sister was here, sipping coffee as I was grumbling swear words under my breath about all the stupid Gladware I have.
I couldn't find lids to fit. All the lids had stretched out in the dishwasher and were unreliably LOOSE
Younger sis piped up and said: " Kim, you need to ditch that crap and get Tupperware."
· It lasts forever (I'm warm)
· They have great product guarantees (warmer)
· You can buy replacement lids (getting hot)
· You're wasting money on always replacing the Gladware (hotter now)
And then.... " You're a huge environment lover and recycler - you won't be buying cheap plastic all the time!" WHOOP! WHOOP! HOT BUTTON!!!!
Into the recycle bin went all the cheap, nasty and useless Gladware and now I am a Tupperware convert. (And NO I don't sell Tupperware and they didn't pay me for this!)
What's YOUR Customer HOT BUTTON?
Right now, you're probably making MANY assumptions about your customers. Most of them are TOTALLY INACCURATE or OFF THE MARK. You're paying attention to details YOU THINK are what your customers want vs what they really want or need. And you're missing out on their HOT BUTTONS.
Here's your assignment. Use a service like wwww.surveymonkey.com and survey your customers re: their challenges, frustrations and what they'd like to see from you and your business in the future.
Remember. Hot Buttons cause customers to say YES much faster AND PRICE typically fades away as an objection.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Tuesday, October 26, 2010
Monday, October 25, 2010
Quote of the Week
Life is a challenge, meet it. -- Mother Teresa
Some days, especially Mondays, can feel like more than you're able to deal with. Whenever you have one of those days, remember this quote. You are strong enough to meet the challenge head-on and triumph. Keep that in mind, and you can get through any day!
Some days, especially Mondays, can feel like more than you're able to deal with. Whenever you have one of those days, remember this quote. You are strong enough to meet the challenge head-on and triumph. Keep that in mind, and you can get through any day!
Friday, October 22, 2010
Seek Problems, not Projects
This is a great quick tip from sales trainer Tom Reilly. Enjoy!
Give me a problem any day versus a project. Too many salespeople ask customers the wrong questions:
"Do you have anything I can quote?"
"Are there any projects I can get involved in?"
"What can I do for you today?"
These questions have a common denominator; each depends on the customer's initiative for the opportunity. The salesperson is responding to something that is already in the works. This is reactive selling.
Proactive selling is creating—not just responding to—opportunities. Proactive salespeople seek problems, not projects. They want to identify areas of dissatisfaction or pain for the customer and find ways to make the pain go away. They dig for root causes to solve problems versus masking them with a band aid. Better questions to ask include the following:
"What is keeping you up at night?"
"What is the toughest challenge you are dealing with now?"
"What problem have you given up on that you wish you could solve?"
Once you have mastered the problem-solving method of selling, you graduate to problem-awareness selling. This is where you make buyers aware of problems that they did not know they had. When you bring solutions to un-recognized problems, buyers see you as a vital member of their team—a proactive, value-adding sales professional.
Tom Reilly is the president of Tom Reilly Training. He is an authority on value-added selling, and speaks to thousands of salespeople and managers annually on increasing their value to their company and customers.
Give me a problem any day versus a project. Too many salespeople ask customers the wrong questions:
"Do you have anything I can quote?"
"Are there any projects I can get involved in?"
"What can I do for you today?"
These questions have a common denominator; each depends on the customer's initiative for the opportunity. The salesperson is responding to something that is already in the works. This is reactive selling.
Proactive selling is creating—not just responding to—opportunities. Proactive salespeople seek problems, not projects. They want to identify areas of dissatisfaction or pain for the customer and find ways to make the pain go away. They dig for root causes to solve problems versus masking them with a band aid. Better questions to ask include the following:
"What is keeping you up at night?"
"What is the toughest challenge you are dealing with now?"
"What problem have you given up on that you wish you could solve?"
Once you have mastered the problem-solving method of selling, you graduate to problem-awareness selling. This is where you make buyers aware of problems that they did not know they had. When you bring solutions to un-recognized problems, buyers see you as a vital member of their team—a proactive, value-adding sales professional.
Tom Reilly is the president of Tom Reilly Training. He is an authority on value-added selling, and speaks to thousands of salespeople and managers annually on increasing their value to their company and customers.
Thursday, October 21, 2010
A Few More Interesting Ways to Follow-Up
Business expert C.J. Hayden recently published a list of 44 wonderful, interesting ways of following up with your prospects. With this list there is absolutely no way you'll ever need to call "just to follow-up" again! With so many options, we've run the list over three days, ending today. Enjoy, and let us know which ideas you use!
29. Send a link to a video where you share helpful tips or a client success story.
30. Refer them a prospect for their own business.
31. Watch for their posts on Facebook, Twitter, or LinkedIn and comment on them.
32. Post something useful to a message board where they are members.
33. Post a comment on their blog.
34. Invite them to visit your updated website.
35. Make them a free offer that will subscribe them to an autoresponder series.
36. Give a free teleclass or webinar and invite all your prospects.
37. Invite them to an open house, reception, demonstration, or free workshop.
38. Host a networking breakfast or brown bag lunch and invite several prospects.
39. Offer to give a talk or brown bag lunch for their organization at no charge.
40. Write a white paper or case study and send it to all your prospects.
41. Ask the person who introduced you to contact them and mention you again.
42. Introduce them to a colleague of yours they might like to know.
43. Volunteer for an organization where they also serve.
44. And of course, you can always ask if they are ready to start working with you.
Following up consistently is one of the most productive marketing activities there is, but it won't work if you don't do it. The next time you realize you are avoiding follow-up, pull out your prospect list and choose an approach at random from the suggestions above. It matters much less HOW you follow up than it does THAT you follow up.
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
29. Send a link to a video where you share helpful tips or a client success story.
30. Refer them a prospect for their own business.
31. Watch for their posts on Facebook, Twitter, or LinkedIn and comment on them.
32. Post something useful to a message board where they are members.
33. Post a comment on their blog.
34. Invite them to visit your updated website.
35. Make them a free offer that will subscribe them to an autoresponder series.
36. Give a free teleclass or webinar and invite all your prospects.
37. Invite them to an open house, reception, demonstration, or free workshop.
38. Host a networking breakfast or brown bag lunch and invite several prospects.
39. Offer to give a talk or brown bag lunch for their organization at no charge.
40. Write a white paper or case study and send it to all your prospects.
41. Ask the person who introduced you to contact them and mention you again.
42. Introduce them to a colleague of yours they might like to know.
43. Volunteer for an organization where they also serve.
44. And of course, you can always ask if they are ready to start working with you.
Following up consistently is one of the most productive marketing activities there is, but it won't work if you don't do it. The next time you realize you are avoiding follow-up, pull out your prospect list and choose an approach at random from the suggestions above. It matters much less HOW you follow up than it does THAT you follow up.
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
Wednesday, October 20, 2010
Take the Opportunity to Compliment Others
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/
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/
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!
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