Close More Sales: Tip #84

March 31, 2009 by Leave a Comment

“Ask not what your country can do for you, but what you can do for your country.”

John Kennedy delivered that statement long ago. Today’s conversation reminded me of his quote and how it may be translated into delivering excellent customer service, or, “What can I do for my clientele?”

In spite of headlines screaming “bad economy” and the fact people seemingly are not spending money, I was told about a travel agent booking more business than ever.

How is she doing it?

The agent actually tells her clients to research all of the travel sites to find the best deals for their destination of choice and to report back to her. The agent is then able to compete with the advertised price, book the travel package and earn a small commission.

It is true the agent needs to book more business to make the same income but the exponential business she is and will be receiving exceeds that. She gets her clients to willingly spend the time doing the research so her time is freed to contact more prospects. By matching the prices and booking the vacation the agent’s clientele is happy as can be.

The next step is her clientele brags about their wonderful agent to everyone they know. The agent brilliantly feeds a returning and referring clientele making her business development simple.

When you change your mindset to step up customer service and help your prospects achieve their goals, you will build relationships, easily develop new business, and create new markets.

You will close more sales just as the agent does. Most prized, you will create your very own Smooth Sale!

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Filed Under: Business Development, closing, Customer service, Entrepreneurs, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #83

March 28, 2009 by Leave a Comment

Are you modeling your expertise?,/em>

Someone I know hired another to represent her as a speaker. The hiree had a reputation for knowing the right event planners across the country and having a good working relationship with them. My friend signed up as a charter member of the Speaker’s Club to be represented as a national speaker.

Months went by but nothing was heard. Finally, my friend called to see what was happening. Only then was she asked to send in a professional video. Her video was immediately sent but again did not hear back. Once again she followed up with a phone call and here is what she was told:

“The event planners want you to travel and speak for free because you have the ability to sell your products and services from the stage.”

The woman in charge of the speaker bureau should have done her homework up front. She should have known this fact prior to ever accepting anyone’s money. My friend will never renew services. Imagine if the speaker representative is ever asked for references what her current clientele will say. Instead of good word of mouth she has built bad word of mouth. The lack of knowledge upfront of how an intended service will be greeted will kill anyone’s business.

My opinion is the original dues paid should be returned because
the service was not properly represented.

To better ensure success, adapt the mindset of the Girl Scout Motto, “Be Prepared.” This will help to build relationships further, attract more prospects to your funnel (marketing effort) and you will close more sales. Most importantly, they will be a Smooth Sale!

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Close More Sales: Tip #82

March 26, 2009 by Leave a Comment

Does your business need a tune-up?

We regularly take our cars in for a tune-up but do you do the same for your business? You know what you need to do to keep it running smoothly, but every once in a while it can use tweaking, an exchange of ideas and new pieces to keep it running at peak performance.

When was the last time you enrolled for a class, brainstormed with friends or implemented new ideas? While things are still slow, this is the best time to get your extra education or try a new project you have had on the back burner.

New ideas gained will help you develop new business and suggest new audiences to whom you might market. In turn, this activity will ultimately bring in more prospects turning into more closed sales. Change your mindset from doing the same-old to developing new products and services. Interestingly, your current clients will admire your willingness to keep your business attuned to new possibilities.

If I caught your attention about giving your business a tune-up, I am offering a low-fee class in Petaluma beginning April 15. For details, please see: Description of Our All-New Entrepreneur Class and call with questions.

Let’s make the rest of the year a Smooth Sale for your business!

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Close More Sales: Tip #81

March 25, 2009 by Leave a Comment

Do you know who is your best customer?

I learned long ago that your current customer is your best customer for a number of reasons:

1. You already have familiarity so much time is saved writing a new order
2. A happy and current client will become your sales staff telling everyone how good you are
3. Current clients provide you with repeat business, referrals and testimonials earning you far more money

Keeping this in mind, an acquaintance let me know she read the tips in my book, “Nice Girls DO Get The Sale”. She makes it a practice to contact a set number of prospects and clients on a daily basis. The end result is that although most are having a bad year, she is having her best year yet!

Building relationships and attention to customer service on a daily basis will keep your prospects and clients happy, improve your mindset, and your business development and marketing efforts will build with ease. You will close more sales. And like my associate, you will enjoy the Smooth Sale!

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Filed Under: Business Development, closing, Customer service, Entrepreneurs, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #80

March 22, 2009 by Leave a Comment

Are you correctly modeling what you sell?

This question came to mind on Friday when I attended the Home Show. A woman was demonstrating brand new, high quality cookware. She claimed it was made of the best materials, easy to clean and wonderous for cooking.

During the demonstration she told a cute story as her own, but in fact I had heard it a number of times previously. I began to wonder about the credibility factor. The finality of the cooking demonstration came with the anticipated food tasting. Everything was presented beautifully.

Alas, the food demoed had a boiled taste to it with absolutely no flavor. In fact, microwaved food might have tasted better. If only she had added a little bit of olive oil or garlic, nothing too elaborate, she would have improved her chances for selling some product.

The most alarming news came when she announced the pricing of these products – they were far more expensive than that of the high end department stores. If she truly wanted to sell sets of the expensive cookware, then she should have been cooking gourmet food. End of story and end of sales. Everyone walked away without a single sale made.

Marketing is attracting prospects to your sales funnel. Before you ever begin the process check your systems for congruity such as gourmet food with gourmet cookware. Change your mindset from doing what is easy to doing what makes the most sense. In this regard, your business development and sales will come much more quickly. Best of all they will be a Smooth Sale!

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Close More Sales: Tip #79

March 19, 2009 by Leave a Comment

There is a free lunch after all!

Customer Service and Client Relationships reigned yesterday! Almost a year ago, we moved away from San Francisco. Yesterday we were back in town. My husband returned to his favorite bagel shop, located on Townsend between 2nd and 3rd Streets, while I met with an associate.

As my husband entered the shop, the clerk greeted him with a big hello and a hearty greeting of “We missed you”. Although it was lunchtime and the cafe was busy, she managed to ask how he is and why they hadn’t seen him. It felt like old home week and it made his day.

Upon his ordering a dozen bagels in addition to a sandwich, the clerk insisted the lunch was on them. In this economy and low margins in the shop, we found this gesture truly amazing. It served to further cement his wanting to do business with this particular store and we will be returning clients over and over again.

Showering your clients with appreciation whether through words, actions and/or deeds will go a long way in both your marketing and sales efforts. You will close more sales and they will be a Smooth Sale!

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Close More Sales: Tip #78

March 18, 2009 by Leave a Comment

How do you feel about others avoiding your questions?

Consider yourself being the prospect and you ask the straight-forward question of “How much…?” Instead of a direct answer, you are given a long drawn-out answer completely avoiding the subject matter.

1. Does mistrust come to mind?
2. Does this response leave you in doubt as to whether or not to become their client?

The other startling error made yesterday was the sellers did not know the industry-wide market value of what they were selling. They had not done their homework; it was I who found the information on the internet prior to our meeting and so it became my job to tell them the value of what they were selling.

It is important when you are the client-to-be to emphasize you want an upfront answer. Eventually I was given an answer, and as expected, it was not the answer I was hoping for. On the other hand, it was finally honest and so I carefully moved forward allowing only a small sale to take place.

Honesty is the best policy in every situation whether admitting you do not know something or directly answering, “My service costs…” This affects relationships with your clientele as well as your customer service reputation.

When you change your mindset to building credibility and trust by preparing ahead of time and volunteering truthful answers, your business development will easily grow and your prospects will turn into clients. The best part is you will close larger and many more sales, and they will be a Smooth Sale!

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Close More Sales: Tip #78

March 17, 2009 by Leave a Comment

How do you prevent clients from expecting add-on services for free the day of delivery?

During a training seminar, a number of photographers, asked this question of me. You can imagine how easy it would be for a proud parent of a newborn who originally thought they wanted a simple birth announcement to change their mind into wanting a framed 11 x 14 picture at no charge and think this is “no big deal”.

My advice is to have a leisurely conversation upfront. Ask questions of your prospects about their intention and desired outcome. Pose questions regarding variables they have not yet considered. Provide a two-minute story of how previous clients thought they just needed service #1 but in actuality realized later services #2 and #3 were what they were after.

You need to demonstrate you are the expert and advise what most clients want and why. Explain how you work, offer options, and when needed, draw up a contract. Advise in your document that any add-ons will incur additional fees. This makes it clear from the beginning that your services are not free of charge. You will now be in the professional limelight earning you respect which in turn serves to help build your relationships.

Leading your prospects to becoming your clients and setting expectations will earn you a returning and referring clientele. Handling difficult situations professionally gives you an outstanding customer service reputation. Your marketing and sales efforts will dynamically build your business and it will be a Smooth Sale!

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Close More Sales: Tip #77

March 16, 2009 by Leave a Comment

Did you know your business card is your premiere marketing tool?

Through networking I have received many business cards that do not contain enough contact information such as email address, phone number, or the true marketing message of what the professional actually does.

Not only is your business card a marketing tool, it is also a selling piece. It is the first impression others have of you. So at the very least, you want to make a professional impression by including all of the pertinent information.

The next step is to hire a professional branding/marketing specialist who is able to graphically convey precisely what it is you do with a memorable look. If you need help naming your business, then hire out that help as well.

When you change your mindset from “I can’t afford it” to “It’s my marketing and sales effort” you will attract a larger base of prospects to your business. Leads and business development will flow easily. As long as you strive to build relationships each step of the way, your professional business cards will gradually develop into a Smooth Sale!

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Close More Sales: Tip #76

March 13, 2009 by Leave a Comment

The best strategy ever for tuning a bad moment into a great one is…

It was clearly evident upon reading previous email I sent to one executive that I had written an incorrect date. I was horrified because several other people were dependent upon us getting together on the correct date. What was I to do? The executive clearly pointed out that he was busy and I made a bad error.

Should something similar ever happen to you, there is only one thing to do and that is Apologize! Eat crow.

I responded immediately by admitting my error and acknowledged his busy schedule. Furthermore, I said if he were too busy to make the meeting, we would all understand, but if he could appear for a brief 10 minutes, that would make all the difference and we would be forever grateful.

Our executive agreed to the brief meeting and all is running to perfection again. An acknoledgment of the error and apology serve to build and strengthen your prospect and client relationships.

When you change your mindset from thinking you can do no wrong, to being flexible enough to say an error was made, you will close more sales and build a returning and referring clientele. It will be a Smooth Sale!

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Filed Under: closing, Customer service, Entrepreneurs, Mindset, Prospect, Relationships, Sales ·
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