Close More Sales: Tip #161

August 25, 2009 by Leave a Comment

Are you aware developing Relationships is more important than text-book sales?

Advanced sales training will tell you that the quickest way to a sale is to first speak to the top level executive. The CEO, CTO, CIO – they all know what the company needs and wants. Anyone else in the corporate environment will need to seek approval and will do so by taking their time to make certain everything is lined up perfectly before presenting to their superiors.

But what if you already have begun a relationship with an administrator who is very pleasant to work with and very helpful? Would you suddenly bypass him to get to the executive?

My advice is you must build relationships with everyone you encounter in a particular company. So if you have begun already worked with an administrator, then you need to seek their help first. Otherwise, bad feelings will arise and may ultimately hurt you in the end. Business development takes place within a company as well as among many. You want the sales cycle to flow smoothly and you do so through your communication and leadership ability.

When you read “Nice Girls DO Get The Sale: Relationship Building That Gets Results” published by Sourcebooks, you will realize that whether inexperienced or experienced, your relationships come first and they are part of your marketing and branding effort. If you were to focus on one strategy, it would be this one for your prospects to become clients and to close more sales. Each will become a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, communication, Entrepreneurs, leadership, Marketing, Marketing and Sales, Mindset, Relationships, Sales ·

Close More Sales: Tip #160

August 24, 2009 by Leave a Comment

What do Rick Nelson’s song, “Garden Party” and your business have in common?

Yesterday, I attended a garden wedding “to see my old friends.” It was a lovely setting at a winery on a hilltop. I have not seen many of these people in possibly 6 or 7 years. So the reality is, they were not close friends but people who shared the same community as home. Our other connection is the parents of the bride.

Where this fits into your business is that many of these people frequently boasted of their fame and fortune but now have no idea of how to spend their time. Yesterday, they could not help but notice the happiness on my face and asked the how and why questions. After mentioning the success of my book, “Nice Girls DO Get The Sale: Relationship Building That Gets Results” I said something that for the first time ever caught their attention:

“When you find your true purpose, you enjoy life to the fullest.”

For people who always have all of the answers, they were speechless. They were not certain of this particular how and why. But for you entrepreneurs working passionately on your business, you know precisely what I mean!

Rather than boasting, successful entrepreneurs spend time building relationships with prospects and community at large, lending a helping hand. We take a leadership role in helping to solve problems thus turning those people into clients. We communicate or market that it’s about others not about ourselves and when that mindset shifts, we close more sales and enjoy each as a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, communication, Entrepreneurs, leadership, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #159

August 20, 2009 by Leave a Comment

Do you acknowledge others?

In speaking with a long-time associate today, I found we were both disappointed with an organization where we first met. As a leader, Nancy put 100% of her energy into the company, and I was a loyal member for many years. Upon ending our association on good terms, neither of us received a Thank You or even an acknowledgment for our years of support.

Communicating your appreciation is part of your brand (nice to work with) and marketing effort. When you treat people well, they will recommend you to others. In turn, your prospect list will increase and convert to clients. One of the best entrepreneurial strategies is simply to say and occasionally write “Thank You!” This promotes a very Smooth Sale!

For this reason, I wish to thank the following companies for their support:
InkStone
Wasabi Ventures, LLC – Blog Post
Toilet Paper Entrepreneur

Marketing Best Practices – Sales Tele-Summit
These companies have all been very generous in their willingness to promote my company, reprint my articles and blogs, and/or host me on their show. My sincere appreciation to all for your support.

Share on Facebook
Filed Under: Business Development, Customer service, Entrepreneurs, leadership, Marketing, Marketing and Sales, Podcasts, Prospect, Relationships ·

Close More Sales: Tip #158

August 19, 2009 by 1 Comment

Do you believe in magic?

That question was the title of a great song many years ago about the joy of meeting someone special. Today, I pose the question in regard to collaboration. It brings about magic for your business for a number of reasons.

If you read the S.F. Chronicle there is no way possible to miss a giant color ad by Macy’s and IZOD inviting the public to meet IndyCar driver Ryan Hunter-Reay and INDY500 legend Arie Luyendyk at the Union Square store (August 20 – for those who want to know).

I personally do not know these men but was struck by the Magic of their collaboration:

1. Macy’s, as all retailers, is having difficulty with low foot traffic – this event will draw huge crowds
2. The men remain in the limelight and draw attention to future races and opportunity
3. Sales will increase dramatically for both parties as well as bring in new audiences
4. With the right partners, collaboration can be a lot of fun!

Is there someone or a group of others with whom you might collaborate? When you change your mindset from doing it all yourself to being open to new possibility, you will experience the magic too.

Having experienced it first hand, both in corporate sales and as an entrepreneur, I can tell you business development becomes a breeze, and your marketing messages are improved upon to attract new audiences and more prospects. Your sales funnel easily fills making for many a Smooth Sale! In a word, it’s “Magic!” “

Share on Facebook
Filed Under: Business Development, closing, Entrepreneurs, Marketing, Marketing and Sales, Mindset, Prospect, Sales ·

Close More Sales: Tip #157

August 18, 2009 by Leave a Comment

Do you focus on business or play into the stereotype?

My apology for standing on a soapbox this morning, but two incidents arose yesterday of which women, in particular, need to take note. The stereotype of which I am speaking is thinking small and being petty toward others of the same gender. If you are a business owner you are no longer in the sandbox but in a great playing field of the mighty, can-do attitude.

For anyone caught in a less than friendly atmosphere, excuse yourself from it and find another group to play with or, in business terms, collaborate with other entrepreneurs. It is the same principle as realizing one stream of revenue is not working so you create new streams to take its place.

Change your mindset and be a leader. Communicate what is right in business, keep your standard of ethics and bypass those who block your progress. Gossip serves no one. Let’s do our best to remain on a positive note, keep seeking new prospects, do your daily business development, and market goodwill. This will serve your clientele well and you to close more sales.

Working in unison will make each day a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, communication, Customer service, Entrepreneurs, leadership, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #156

August 17, 2009 by Leave a Comment

What do baby showers have to do with business?

When relatives are involved, it’s all about building and maintaining relationships just as you do with your prospects and clients! So although somewhat inconvenient, we rented a car and did a 24 hour turnaround to and from L.A.

I communicated positively about the entire experience, kept a mindset of “It’s going to be great”, and took a leadership role in the event by baking, as well as co-hosted or collaborated for a successful event. Set-up and clean-up were cheerfully volunteered.

This was an effort to build my brand of “great relative” by conveying positive marketing messages to the guests about the event and people involved. A couple of relatives from the other side of the family are from Mexico. I had a terrific time getting to know them better, and networked or made a few new acquaintances.

The reason I write this is clients frequently ask, “What do sales and entrepreneurial skills have to do with personal matters”? The answer is, “Everything”! When you have the ability to “sell” your endeavors to your family (they cease believing you are crazy) – you then have the confidence to sell to anyone, thus affecting your business development in a positive way.

My advice for today: challenge yourself to begin selling to your most difficult relatives and you will soon be on the path to closing more sales. Even if it isn’t always smooth with some relatives, in business you will soon learn to enjoy the Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, communication, Entrepreneurs, leadership, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #155

August 14, 2009 by Leave a Comment

Are you nervous when asking for business?

As with anything, practice makes asking for business easier and your percentages for receiving the business will increase. However there are a couple of other strategies you may use to ease the burden.

1. Uncover 3-5 needs during your initial conversation and speak to those
2. Offer 2-3 packages for transaction
3. Simplify asking

My favorite and simplest sentence asking for business is, “When would you like to get started?” You have to admit it is non-offensive, a sincere inquiry and if you did your homework properly, a date should be forthcoming. Give it a try and let me know how it works for you!

When you change your mindset from making the sales cycle complex and manipulative, to simple and straight-forward for everyone, your success rate will increase. Communicating your marketing message of ease for doing business with you will resonate, and your customer service style will be apparent. Prospects will convert into clients. You will close more sales and they will be a Smooth Sale!

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

Close More Sales: Tip #154

August 13, 2009 by Leave a Comment

Do you embrace documentation?

I admit, I am not fond of documentation but at times it is an absolute necessity. For example, imagine you registered for a class and soon after, you experienced the following:

- no follow-up email confirming registration
- no mention of the need for $1 bills to pay for parking
- no mention that meals are included
- no mention to bring a pencil and a calculator
- no mention of where on campus the building might be

I was the victim of this terrible lack of communication as was the rest of the class. Due to the confusion, the class started a half an hour late. Making matters worse, the instructor scribbled on transparencies rather than presenting a more professional computerized program.

When you change your mindset to actually thinking of the person who registers for your service, you will immediately see a change in business development for the better. Your prospects will easily become clients and they will become your sales-force telling their friends about you.

Your actions are part of your marketing message and brand so make certain to be and do your best while in motion. Be the leader, build relationships and you will close more sales. They will be a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, communication, Customer service, Entrepreneurs, leadership, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #153

August 12, 2009 by Leave a Comment

Do you have an agenda?

Most often “having an agenda” has a negative connotation attached to it. However, in this instance, I am referring to your meetings with prospects and clients. Do you know precisely why you are meeting so that you are able to set the agenda as well as expectations? And, do you lead the conversation?

Don’t get the wrong idea, I am not talking about dominating the conversation, but merely leading it in the direction you wish it to go. By asking insightful questions, listening carefully and asking for clarification when needed, you will build relationships as well as easily aid your business development.

Always let your clientele take the lead on talking because this communication strategy provides insight as to what they are truly thinking. And when this occurs, they begin to talk themselves into doing business with you because you are one of the few who will listen. This is a reverse marketing strategy that will attract prospects to you and will convert into your clients.

Change your mindset to always having an agenda. Remember this is a good thing and will help you to close more sales. Most importantly, they will be a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, communication, Entrepreneurs, leadership, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales, Uncategorized ·

Close more Sales: Tip #152

August 10, 2009 by Leave a Comment

Do you take the high road?

The sales and communication skills on which I train are applicable to both your personal and business life. This morning, the subject of unpleasant relatives arose in a discussion with a friend.

Sally said she previously told her Aunt that negative comments about her personal being hurt her feelings and to please stop and desist. Nothing has changed plus the Aunt is now staying with Sally. Last night, Sally had words with her Aunt and now she feels a little guilty as well as a whole lot angry.

What does this have to do with business? Once in a while you will find rude prospects. My mantra is to dare not turn them into clients because they will only continue to make your life miserable. When things take a turn for the worst, use your leadership and communication skills to let the party know what you will and will not accept and how you see the relationship progressing. If they are not willing to abide, then refer them to a competitor. Life is too short.

Change your mindset from you always being the one having to always turn the other cheek. You need to know your rules and where you draw the line in the sand. Focus your time and attention on the clientele that appreciates you and build those relationships. Communicate how you work and set expectations. This is part of your business development and marketing effort.

Once you are focused on the right clientele, you will close more sales and they will happily be a Smooth Sale!

P.S. And as far as the relatives go, they have a choice of either joining you on the journey to the high road or be left in the dust.

Share on Facebook
Filed Under: Business Development, closing, communication, Entrepreneurs, leadership, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·
« Older Posts