The Right Partner Will Help Your Business Development

September 26, 2008 by Leave a Comment

Have you noticed some people are good at one aspect of their job but not other areas?

In the midst of a remodel project, it was evident a want-to-be contractor is an excellent salesman but completion of projects are never timely. Yet he has personality plus, and when the work is actually done, it’s great. He desperately needs a Project Manager on his team.

A former engineer turned designer for specialty cabinets produces magnificent work but he has difficulty finding new work and remembering his promises. He would surely benefit from having a good salesperson and project manager on his team.

By reviewing your own talents and where you excel, you will quickly realize in which areas you will benefit from getting help. By building your team, you will build your business and enjoy a Smooth Sale!

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Filed Under: Business Development, Entrepreneurs, Sales ·

Customer Service that Encourages Future Sales

September 25, 2008 by 1 Comment

Are you wondering where good customer service went these days?

For those of you remodeling and requiring door knobs and handles, I highly recommend Interknobs.com. Not only do they offer high quality products at reasonable prices, they also honor you as the customer building relationships, a lesson every salesperson and entrepreneur should embrace.

Our original order appeared to have missed the quick shipment for which I paid extra. In the meantime, I was told to order extra handles for drawers. The company honored my request to include the 4 handles minus extra shipping fees.

Internobs proceeded to over-deliver on expectations: My shipment did make the early delivery And the extras will be sent at no additional charge. The owner said, “We appreciate your business.” Now that’s a future Smooth Sale! complete with repeat business, referrals and testimonials.

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Filed Under: Business Development, Customer service, Relationships, Sales ·

Make or Break Sales

September 23, 2008 by Leave a Comment

Do you ever wonder how some people remain in business?

One businessman promised to finish a project on a specified date. We were surprised to learn he would be on vacation in the middle of the timeline for completion. However, we were assured the project would be finalized on time. A surprise call came that he chose to extend his vacation. We ended that relationship and found another to take his place.

A second businessman alters the facts when speaking to us in terms of the project he has undertaken. We have even caught him telling white lies. While his skills for the work are outstanding, we could not in good conscience recommend him.

The opposite business track is when your happy clientele becomes a returning clientele, and in turn provides referrals and testimonials. Your business development will occur naturally, sales will be record-breaking and you will be headed for a Smooth Sale!

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Filed Under: Business Development, Sales ·

Networking Should Bring In Sales

September 21, 2008 by 1 Comment

Have your noticed you are the only one to follow-up after networking events?

The reason many entrepreneurs go out of business is they spend a lot of money on networking to be seen, but they do not follow-up with the people they have met. If you do not make the events worthwhile business-wise, there is no point in attending.

When speaking last week, I was asked how I get over the fear of interrupting other people by phoning them. It’s quite simple. While networking, I ask when the other person would like me to follow-up and note it on their business card. When the time arrives, I remind them they asked me to call which is followed by the question, Is this still a good time?

By being prompt and thoughtful, my calls are always appreciated. In turn, my follow-up calls lead to further introductions and closed sales. The best part is, this methodology always produces a very Smooth Sale!

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This One Activity Discourages Sales

September 18, 2008 by Leave a Comment

Have you ever watched heavy drinkers at business events?

Both in corporate sales and as a sales trainer, I have been invited to many business meetings and networking events where alcohol was present. I noticed management revealing information that should not have been shared, and while networking I observed others becoming more self-centered than normal consequently leaving a poor impression on others.

In both cases, the people not drinking gain insight on what projects and whom to avoid. Business development and sales have been lost in many of these instances.

By moderating your alcoholic intake you will have a much better chance at a Smooth Sale!

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Her Call Killed the Sale!

September 16, 2008 by Leave a Comment

Do you sometimes wonder what the salesperson could possibly be thinking?

A woman initially called to set an appointment about a service in which I was potentially interested. On the arranged date, she called an hour late. I accepted her apology and began to listen to her talk, talk, talk…

Having learned to bottom-line conversation, I asked her to do the same. The fee was staggering. I mentioned the need to budget and encouraged her to call back in six months. This is something I am frequently asked to do and cheerfully follow the advice.

Her mindset was focused on a quick hit sale and not the long-term relationship type. Instead of graciously accepting a postponement, I quickly heard her slame the phone down. A sure fire way to kill a sale. It was anything but a Smooth Sale!

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

Bottom-line your service for future services

September 13, 2008 by Leave a Comment

Have you encountered a service provider who avoids specific time limits for completing projects?

Keeping your word on time commitments for getting projects completed is a sign of your integrity and trustworthiness. By not keeping on schedule you will kill any chance of future business let alone referrals.

At the same time, when you are dealing with someone who will not commit to a deadline, pinpoint milestones for the project. As each milestone is completed then pay that portion of the work completed. I can tell you from my own personal experience, working with people of this nature is very frustrating and I will not choose to work with them again.

By commiting to timelines and delivering on time, you will be on the road to developing repeat business, referrals and testimonials – and – a Smooth Sale!

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Filed Under: Business Development, Customer service, Relationships, Sales ·

Time Management Affects Future Sales

September 12, 2008 by Leave a Comment

Do you effectively manage your time?

Recently, I was told that one office receives so many interruptions they can never truly set goals due to not having enough time to complete them. The phone rings or people enter the office far too frequently with urgent requests. Additionally, the staff does not know how to prioritize what’s most urgent. At best they are maintaining the status quo.

The above is a recipe for disaster. When others impose requests upon you, it is important to provide them with realistic timelines for completing them. Your own goals for your business should come first in terms of bottom-line activities and year-long projects. If you are able, find help for tasks you can offload to another. Then plug in the unexpected requests as they arise.

Once you take control of each day and remain focused on your work, your sales funnel will fill and you will be headed for a Smooth Sale!

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Customer Service Policy Makes or Breaks Your Business

September 10, 2008 by Leave a Comment

Would you continue to frequent this supplier?

We ordered an appliance for our kitchen. Upon opening it, we found the unit to be dented and scratched. It looks as though it fell from 50 ft in the air. Upon calling the vendor, we were told there was nothing they could do.

There was something we could do – we stopped payment. We will also stop using their services.

If you are an entrepreneur, network marketer or salesperson, review your customer service policies from your clientele’s point of view. Will you have a returning clientele should a mishap occur or will you be having to replace them?

It’s far less expensive to keep your current clientele happy and returning than to seek new clients. And, the best part is returning clients are almost always a Smooth Sale!

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Filed Under: Business Development, Customer service, Entrepreneurs, Relationships, Sales ·

Power Communication Increases Sales

September 7, 2008 by Leave a Comment

Are you tired of people being evasive, non-communicative or talking in circles?

In order to increase your business development efforts for greater sales and build long-term relationships, you will be best off doing the following:

1. Listen carefully to your clientele and clarify to be on the right track
2. Keep your replies under 2 minutes and make them succinct
3. Bottom line your response so there is no misunderstanding

In dealing with one vendor I become increasingly impatient. He is evasive, speaks in circles and wastes inordinate amounts of time. After three sessions like this, I began telling him I have other appointments and need for him to tell me precisely what he can do, by what time, and how much his fees will be. His evasiveness certainly discourages future business.

Train yourself to speak succinctly and you will continue to attract more business and experience a Smooth Sale! every time.

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