Developing A Referral Based Sales System

May 26, 2008 by Leave a Comment

As you develop business always keep a pulse on what your clients want.

Some companies are so focused on growing big quickly that they lose sight of what is most important to their clients. They tend to forget to train all of their employees on excellent customer service. Instead, they focus solely on the bottom line.

The bottom line is important for remaining in business, however, so are your customers. Find a happy balance between satisfying your numbers and satisfying your customers and you will have a thriving clientele.

How do you find what is important to clients? One word – Ask! Once you begin asking your clients how their first time experience has been, why others remain loyal – you will have the key to the vault and a continued Smooth Sale!

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Filed Under: Business Development, Entrepreneurs, Marketing and Sales ·

Sales Systems for Entrepreneurs

May 23, 2008 by Leave a Comment

Are you held captive by the phone and/or email rather than completing projects?

Most entrepreneurs struggle with the above question. I have learned to set specific times aside for writing a blog, answering email and the phone.

Your bottom line depends upon you finishing the money-making projects ahead of you. Do those first and priroritize everything else. Keep a running list for efficiency. You will be surprised how much more you will get done and will be headed for a Smooth Sale!

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Filed Under: Entrepreneurs ·

Two Signs of A Sales Personality

May 21, 2008 by Leave a Comment

This morning, I was asked, Can the book project be completed in 4 months?

My answer was, Yes, it easily can be completed in 4 months. The previous book, Nice Girls DO Get the Sale, was written in 3 months time with a goal set to write 10 pages per day. The person on the other end was astonished. I replied, “I’m a sales person who is goal-driven.”

The two elements for successful sales are saying Yes to opportunity, and always having a plan mapped out to achieve your goals. Continually review your goals and revise when needed so that you do not waste time getting to where you wish to go. You will accelerate your Smooth Sale!

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Filed Under: Business Development, Mindset ·

One Great Question for Sales Follow-up

May 20, 2008 by Leave a Comment

If you dread following-up with prospectcs this question will ease the pain.

The next time you are delayed in following-up with a prospect or feel quite “iffy” about doing so, begin your conversation with,

What is new with your business?

I haven’t found anyone who doesn’t like to talk about their business. This question works well in all types of prospecting whether over the phone, appointments or networking. And when people speak, listen carefully – you may just get them into and through your sales funnel – making it a Smooth Sale!

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Filed Under: Business Development, Relationships, Sales ·

This Marketing Strategy Produces Sales

May 19, 2008 by Leave a Comment

Did you ever think of giving away your product or service?

I used to read giving away something you sell for free is a great advertisement for your business as long as it has perceived value. This markeitng technique translates into a sales win-win-win.

“Who wins”, you ask? ” Certianly not I if I’m losing money on giving away product or service.”

Providing you give your recipients something they want and or need, they win.

The associates and friends the recipients tell about your generosity win because they hand’t heard of you before and also want what you have.

Finally you win as word about you spreads which translates into free marketing, and, your original recipients become your sales team at no additional cost to you.

As it was explained to me, marketing = leads and sales = income. Getting the leads into your sales funnel is the easy part, how to retrieve the leads and gain a long term customer is another, in particular, the methodology for making it a Smooth Sale!

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Filed Under: Marketing, Sales ·

Easily Meet Your Sales Goals

May 16, 2008 by Leave a Comment

This one strategy will greatly enable you to achieve your sales goals.

Work to meet your prospects’ goals by listening and clarifying their meaning first. By conveying you are available to help your clientele overcome their challenges and meet their goals, you will build credibility and trust.

Once the trust is developed and you continue to build the relationship, your prospects will seriously consider buying from you. And when you have met their needs by resolving their issues, your prospects will begin to meet your business goals and ultimately purchase from you.

Help first, sell second and you will easily meet your sales goals using the Smooth Sale methodology.

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Filed Under: Business Development, Relationships, Sales ·

Do You Have a Sales Methodology?

May 14, 2008 by Leave a Comment
If it works don’t fix it

is a widely used phrase that is applicable to your sales effort.

Have you found prospects enjoy something special that you routinely do? Do your friendly phone calls get you in the door? Whatever the case may be, if something you do consistently works for you – keep on doing it!

Too often new sales gurus are brought into corporate sales offices where the sales team is told “You are doing it all wrong. Instead, you should be doing it this new, innovative way.”

You should only change what you are doing if it is not working or ineffective. And any change you make must be consistent with your personality. Just because a strategy works for someone in the limelight does not mean it will work for you.

Be true to yourself and to your clientele, build the relationships, and your sales will soar.

Read “Nice Girls DO Get The Sale: Relationship Building That Gets Results”.

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Filed Under: Relationships, Sales ·

Do You Trial Close or Test the Sales Waters?

May 13, 2008 by Leave a Comment

Are you able to predict whether business will come through by month-end?

Remembering back to my first sales job, I wondered how anyone would ever know whether business would close or by a particular date. Today, many of my associates are in a quandry about whether or not business will come through.

Over time, I learned to test the waters by asking obvious and less obvious questions. Questions relating to timeline and or on track to meet goals are the more obvious.

Recently, I asked a less obvious question of a potential client. I will be at a tradeshow in another city closer to the client but still an hour drive away. I asked if he would be willing to make the drive for us to meet, in return I would buy lunch.

Very few would make the drive just for lunch if they weren’t interested in working with me. The answer was Yes, so I firmly believe I am likely to get the anticipated business. Of course nothing is 100% for certain but the odds are in my favor.

The outcome of testing the sales waters is that you lead your prospect toward purchasing, you get an idea of where you stand and gain a better idea of how to predict your income.

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Filed Under: Business Development, Sales ·

Follow-up Fun for Everyone

May 9, 2008 by Leave a Comment

In response to a polling question, most replied they shove business cards collected at a networking event into a drawer not knowing exactly what to do with them.

My suggestion is if you have met people who truly complement your business, offer to meet for coffee. The relaxed atmosphere brings out the best in everyone and makes the appointment far more enjoyable. My experience has always been a collaborative efffort developed on a higher plane.

By the time you routinely host two coffee dates per month, within a few short months extra busienss and contacts will be coming your way.

If you would like to share your experience with such meetings, we’d love to hear from you!

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Filed Under: Business Development, Mindset, Relationships, Sales ·

Do sales follow-up calls make you feel like a leech?

May 7, 2008 by Leave a Comment

Upon being asked on my recent webinar if sales follow-up calls make you feel like a leech, a very truthful 10% of respondents replied, Yes!

My belief is this is primarily due to the fact they do not approach their prospects as potential friends. Instead, they continue to see their prospects as people from whom they will make money.

Once you change your mindset to viewing your service as helping others, and you ask permission to follow-up, you will no longer feel like a leech for dong so. In fact, you will feel good about your professionalism for follow-up and will look forward to long-term business relationships with your new clients.

If you have any question about how to follow-up or related questions, please let us know!

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Filed Under: Business Development, Mindset, Relationships, Sales ·
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