Close More Sales: Tip #146

July 30, 2009 by Leave a Comment

Do you take an active role as required?

Today I am referring to excellent vs. mediocre customer service. Whether you are the CEO or the assistant, if something appears to be amiss, you need to take swift action. Otherwise, no matter what your marketing message may be, your prospects will disappear and further development of relationships and business will cease.

Yesterday, Beth, the administrator, followed up with me by asking if I like the changes that were made to one of my systems. Before replying, I took a look at what was supposed to be fixed in order to offer praise. Unfortunately, I could not see even a hint of improvement. Instead, my reply was in the form of a question asking if any work had been done at all.

Beth then replied, “Oh, that’s what I thought. I’ll have to track Jerry down.” Her interaction between us was faulty on several levels.

1. Beth’s first action should have been to contact Jerry to get a status update
2. It was dishonest to ask how I liked the improvement if she had an idea the work had not been completed
3. The chain of events diminished the perception of Beth’s capability

When you change your mindset to “Honesty is always the best policy” and one of resolve for swift resolution, you will continue with building relationships, turning prospects into clients, and closing more sales. The added benefits will be business development that earns repeat business, referrals and testimonials to exponentially grow your business. Rather than lose clients, you will experience the Smooth Sale!

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Close More Sales: Tip #145

July 29, 2009 by Leave a Comment

How do you react when someone postpones a meeting?

Most people who hear their sought after meeting was cancelled become grumpy and sometimes even rude. They write off the idea of ever having a meeting and simply give up. That’s the wrong approach.

Years ago, my husband told me the postponement actually works to your favor. Greet this with a big smile! Are you surprised?

If in fact you are to meet with a professional, they will feel bad themselves about the postponement. All of us, on occasion, have things come up over which we have no control. So cut the other person some slack and show understanding. Cheerfully ask when they would like to reschedule. A very high percentage of the time they will reschedule and be appreciative you let them off the hook gracefully.

How you handle postponed meetings is a part of your customer service policy. It affects your ability to build relationships with prospects and clients alike. Your clientele will market and sell for you when you treat them by applying the Golden Rule. Business development will be a breeze and you will close more sales.

As always, it will be a 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 #145

July 28, 2009 by Leave a Comment

Have you ever let your mind wander to think “what if…”

and you happily let your thoughts drift into a far off land? And then you awoke out of your trance to shake off that possibility believing you came back to your reality.

The reality you returned to is current, it’s today, but it does not have to be tomorrow. What is your “what if…”? Can you draw up a game plan to get there or are there obstacles in the way?

Create a chart for your daydreams. Column A will be the far away ideas. If there are obstacles in your way for achieving your “what if”, list them in Column B. In Column C, next to each obstacle, list what needs to be done to overcome that challenge. Column D might be entitled, “Help Required”.

Your chart should be kept handy to remind you of what you really want, and for enlightenment that it is not all that difficult to achieve.

Now you can realistically put a plan together to achieve your distant dream with the understanding that budgeted outside help will assist in getting you there more quickly. With this realization, what else would you like to achieve or do with your life?

Thinking and working in this mode will help you enjoy life more fully and positively impact others around you. Your positive mindset will aid your business development, will bring about positive marketing messages and attract prospects to your endeavors. Positive thinking will help build relationships and close more sales. More importantly this all leads to a Smooth Sale!

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

Close More Sales: Tip #144

July 27, 2009 by Leave a Comment

Do you support your community?

Yesterday, while visiting one of the charming wine country towns, Kristi and I stopped in an artistic novelty shop to pick out a gift. As a matter of conversation, the store owner asked our plans. We shared that we had a reservation at a nearby restaurant, one of Kristi’s favorites.

We were both dismayed to hear, “Oh the town locals do not eat there any longer because of the horrendous service. We prefer this other restaurant…”

The shop owner’s response was poor on several levels.

1. She completely disrespected a fellow local business
2. She ignored the fact that where we had our reservation was a favorite
3. Her marketing message was that of superiority which will turn off many of her own prospects
4. If anyone ever gets wind that the store owner does this, her own business will dramatically suffer in return

When you change your mindset to offering advice/help when asked and otherwise listening to provide appropriate response, you will enhance your customer service image and invite a returning and referring clientele – the essence for business development and turning prospects into clients.

Building relationships with everyone you come into contact – whether your community, a store or online. Listening, not talking will do more to keep you on track for closing more sales and ensuring they are each a Smooth Sale!

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Close More Sales: Tip #143B

July 25, 2009 by Leave a Comment

Do you keep up with new technology?

I just learned my blog was not submitted to the technorati blog directory – so much to learn! This is the reason for this extra posting with the following formula: 6jmehdrxpw

Making the mindset shift to: “being in business means a commitment to lifetime education” will help you close more sales and make it a Smooth Sale!

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Close More Sales: Tip #143

July 24, 2009 by Leave a Comment

Do you analyze how you might achieve your goals more quickly?

I have always found that by analyzing situations whether business or personal, I pick up clues of how to best proceed. Yesterday, I was frustrated that too many other requirements prevented me from writing my next book as quickly as I had envisioned. The page count was very low.

Suddenly, I realized that I was writing in a typical 8.5 x 11″ format – not the size of most books. Software allowed me to choose a different format size for the book. It was like magic! With the click of a button, my small page count advanced to a moderate sized number. It became evident I was back on track for where I wanted to be.

Sharing information is important. I called a friend who is writing her own book and let her know my favorite new strategy. She was thrilled I called!

The above scenario quickly demonstrates that marketing, customer service and sales skills are very applicable to your personal life too. It is the listening, analyzing and making it easy for others to tell you Yes, that will help you to close more sales. These strategies help to build relationships as well as a long-term and referring clientele. Life becomes a Smooth Sale!

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close More Sales: Tip #142

July 23, 2009 by Leave a Comment

Do you “Mean what you say and say what you mean” per the Mad Hatter in Alice in Wonderland?

A client and I were just speaking about one frustrating aspect of networking at conferences. Many we encounter will say, “I am very interested in speaking with you. Please call me after the conference.”

These business owners will be serious and even provide the best date and time to reach them. You dutifully note their recommendation and follow-up on their terms. Yet they do not possess the professionalism to return the call or email.

What this group does not recognize is if they continually behave in this manner, their marketing messaging is counter-productive, and both their relationships and customer service principles are non-existent. Worse yet, their reputation, business development, conversion of prospects into clients, sales and revenue growth will all suffer. It’s no wonder the statistics for businesses going under are so dismal.

When business people change their mindset to say what they mean and mean what they say and following through accordingly, they will find clients and revenue streaming in and it will truly be a Smooth Sale!

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

Close More Sales: Tip #141

July 21, 2009 by Leave a Comment

Do clients give you glowing customer service testimonials?

Late afternoon yesterday, about 15 minutes prior to closing, I called Enterprise Car Rental to reserve a car for this morning. This a.m. when I called to request a pick-up, I was told I must have called the wrong office because they could see no such reservation.

Although I was somewhat irritated the woman on the other end reassured me that although a car was not available at the moment, by the time I arrived and completed the paperwork, surely one would be returned. I agreed and my mood was improving.

The young woman, Doris, picked me up. She was very pleasant and we had a nice conversation on the way to the office. Getting out of the van, we saw a shiny red car being hand-washed. We did the paperwork. Doris then escorted me outside to wait for the car being cleaned.

At this point, she could have easily wished me a nice day and returned to her office. Instead, Doris waited with me, serving to build our relationship and ensure i would be a returning and referring customer. The company customer service policy is excellent. Because of it, even with our weak economy, they are busier than ever and are closing more sales than thought possible.

The car was great, I made my appointment on time. Now everyone who reads my blog knows I endorse Enterprise for car rental. Because of their excellent customer care, I am enhancing their business development, market and sales effort all at once. If you walk in and rent a car from them, it will have been an extremely Smooth Sale!

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Close More Sales: Tip #140

July 20, 2009 by Leave a Comment

Do you add a twist of creativity to your work?

Last night we went with friends to see an outdoor Shakespearean play, “Twelfth night”. While most of the verbiage was the same, 60′s music and costuming were intermingled with the script. It made for a very lively and fun evening. Of course, the music of Bob Dylan and The Beatles will always get my attention!

Being today is a new working week, I was wondering what clever twist we each might add to what is already in place to attract attention but yet not go overboard so that it removes the authenticity from what we do. Is there something novel you can add?

For me, I am writing a new book about a very dry subject but with the addition of a sales twist to make it fun. The title is being copyrighted and then I will reveal what it is. I do believe there is a strong market and the book will sell well.

New ideas coupled with a marketing effort will attract new prospects. Business development becomes automatic. Your prospect will enjoy building relationships with you as they develop into your clients. Most notably, the mindset shift to creativity will help you make your effort a Smooth Sale!

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Close More Sales: Tip #139

July 16, 2009 by Leave a Comment

Do you use leverage in your business?

This question was asked of me by two men. Interestingly, I used this term in conversation with women and they did not understand what I was referring to. This is a very important concept and will help you to remain focused on the work that brings in the better revenue.

To begin with, we all are doing tedious tasks. Interview potential virtual assistants for help with the things that eat up your time. Perhaps you need part time staff to tend to administrative matters while you meet with clients.

The best example is to create once and duplicate many times over. This process can be in the form of writing a training manual to help future employees. You can create products to sell on your website to attract new prospects as well as for marketing to audiences where you network, vendor or speak. You can transform an article into a speech plus combine multiples of articles and turn them into a book.

In today’s high tech world, break down your thoughts into 140 characters and put them into a tweet. My suggestion though is use it to further your brand in a helpful way rather than telling everyone you are about to eat lunch. You will quickly build thousands of followers with thoughtful messaging – leverage at its finest (for now).

By utilizing your time in a highly efficient manner, you will be able to concentrate on revenue streams, your niche market turning prospects into clients. The thoughtful messaging will build relationships, help you to market to thousands, close more sales and the business development process will become a Smooth Sale!

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