Close More Sales and Your Interview: Tip #179

September 30, 2009 by Leave a Comment

Do you make it easy for others to say Yes!?

How you present yourself and your business becomes your brand and your marketing message. These translate into your customer service policy. And ease of doing business is a critical factor for attracting prospects, developing business, and ultimately closing more sales.

When you add unexpected extras, you will develop a long-term clientele. Moreover, they will be grateful and provide you with testimonials and referrals.

Here is a real-world examples of the before and after for doing business:

Background: Gladys sells high-end marketing seminars and accordingly is a multi-millionaire many times over. She decided to have a casual get together for her prospects. The event was to be held at a local hotel. The hours set were 6:30-8:30 p.m. on a Friday evening – a time when many people go out to eat dinner. Without question Friday is a social evening and the hours designated were dinner time.

Expectations: Everyone who showed up expected to make good connections, hear about the latest programs Gladys developed, AND eat some hors d’oeuvres if not dinner food. Wine may or may not be included with the event but everyone knew alcohol would be available.

Reality: A no-host bar was available but complimentary wine was not. Moreover, there was no hint of food. Everyone politely sat around a circle to hear about the latest upcoming events and introduced themselves to one another.

Result: Some people left before the end of the meeting in search of food, and others left immediately at the end. The hunger factor detracted from Gladys making further sales.

Analysis: Had Gladys given a care to what her prospects would be thinking, she would have had hors d’oeuvres and wine available. This gesture of hospitality will warm up any group and lead to further sales every time. The cost would have been a drop in the bucket compared to the business that could have been hers.

Ultimate Fix: We believe by beginning every communication from the other person’s point of view or putting yourself in your prospect’s shoes, you will be destined to enjoy a Smooth Sale!

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

Close More Sales and Your Interview: Tip #178

September 29, 2009 by Leave a Comment

Are you interviewing for a sales position?

Yesterday, a sales professional shared his personal strategy for his next position at a well-respected company. I laughed upon hearing the well-laid out plan but then began to wonder…

Zeke is very familiar with the concept of strategic selling – that is you contact as many influential people within one company as possible to make a sale. He plans to turn this technique into his quest for getting a particular job. Zeke’s plan is within one week he will ask several of his friends already in the company to recommend him to the Vice President of Sales.

Upon reflecting on this strategy, I began to wonder:

1. Is this truly clever or will it annoy the V.P.?
2. Is this the right mindset and marketing messages for interviewing?
3. Will this serve to build good relationships with future new fellow associates?
4. Are there employee referral bonuses involved? If so, who will get the bonus and will the first person to help Zeke be offended?
5. Is this a good tactic to get the job?

Dear Reader, I would love to know your opinion – we will do a tally and let you know the results.

You might also write in telling us which new tactics you have implemented to close more sales and if you are converting them into a Smooth Sale!

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Filed Under: closing, communication, interviewing, Interviews, leadership, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #177

September 26, 2009 by Leave a Comment

Have you found your best business significant other?

Over the years, I have heard of the most clever associations among entrepreneurs who complement each other perfectly!

My two favorite examples are:

1. A real estate agent and a divorce attorney
Divorcing couples usually need to sell their homes and need an attorney.

2. A relocation specialist who volunteers at the Visitor’s Center
People coming to the Center must be contemplating moving to that city.

When you can think in these terms to find your most significant business partner, you will be well on your way to attracting more prospects. Between you and your partner you will have greater bandwidth to build relationships and your business

The ingenuity of your partnership will be communicated loud and show off your leadership ability. Soon your prospects will turn into clients and you will close more sales.

The best part of a close collaboration is that it leads to many a Smooth Sale!

P.S. From time to time I highlight complementary businesses.

A. October 2-4 there will be a CashFlow DNA bootcamp to increase your cash flow in San Jose CA. Click the link for details.

B. And if you are unable to make it, then please consider:
Our SmoothSaleWebinar series beginning Oct 1. In 4 classes you will receive 6 hours of instruction on how to build relationships through the entire sales cycle in order to earn repeat business, referrals and testimonials – the sign of a truly dynamic business!

Only $350 for the 4 classes.
Register By Clicking This Link

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

Close More Sales: Tip #176

September 24, 2009 by Leave a Comment

Do you have a good formula for improvement?

Watching what the big companies do holds fascination for me. Have you noticed they never admit poor planning, failure or any wrong-doing?

On the opposite side of the track, as individuals, we generally beat ourselves up mentally for things that do not work out correctly. Some people even view themselves as failures.

Let’s change our mindset to a middle-of-the-road approach by implementing a new formula for improvement. This actually applies to all areas of your life. A 3-step process is the easiest so please consider:

1. Analyze
2. Tweak
3. Get improved results

I would actually add a 4th step of honesty to clear the air (not certain big companies would though). Upon telling others about my tweaked path for success, I would personally admit that the prior method did not work. So I analyzed where I went wrong and made the needed improvements.

The honesty approach puts the human element back into the conversation. It gives your prospects confidence in you which serves to build the relationship. Honesty develops leadership and hones your marketing message. You will attract more people to your services and more quickly convert prospects to clients thus helping to close more sales.

Your improved communication style will make it a Smooth Sale!

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

close More Sales: Tip #175

September 23, 2009 by Leave a Comment

Are you wondering if it is worth the time to build relationships first and then sell?

Most sales and business people are so intent on achieving their own goals, they lose sight of what it’s really all about. The most important factor is their prospect. If you don’t care about your clientele, why would your clientele care about you let alone give you money?

It is true taking the time to build relationships takes up more time than going for the jugular. However the rewards are far greater and that is where the worthiness of this strategy comes into play. When you build the foundation first by lending a helping hand without question or behaving as a consultant to help solve problems, you build trust and credibility. Meanwhile your prospects become attracted to your leadership qualities and communication style.

Ultimately when you finalize the sale, your clients will be thrilled with your help and relay their experience of working with you to everyone they know. This helps you to automatically receive requests for further services, testimonials and referrals.

Two examples of referrals I received in which I take pride are:

1. An international marketing arm for a computer & hardware manufacturer will be reprinting my articles on their website

2. The Learning Annex will host the MoneyFest Conference, November 7 at Moscone Convention Center in San Francisco. The program features Suzy Orman as keynote speaker, and I was asked to provide a separate breakout session. Thousands are expected to attend!

Click: MoneyFest / Press Speaker Tab / Scroll down to find Elinor Stutz & click link

When you have consistency in your marketing message of always willing to help, referrals will come your way. The long-term result is incredible opportunity. Yes it is well-worth the time to build relationships so that future business becomes a Smooth Sale!

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

Close More Sales: Tip #174

September 22, 2009 by Leave a Comment

Do you sometimes get in your own way?

We all have a habit of getting in our own way but sometimes we do not admit it. The ah ha moment comes when you recognize how you are holding yourself back, come to terms with it and work a plan to move beyond. The last step is to vow to never let it happen again.

I’ll be forthright. Although I have much experience selling to all sized companies including the Fortune 100, in my early entrepreneurial years I hesitated when approached by mid-sized companies to help train their teams. The hesitancy caused me to lose potential business.

Once I changed my mindset to positive thinking, my business development became easy. Marketing messages were easier to deliver and people responded to my leadership capability and marketing style. Soon prospects converted to clients and I was on my way to closing more sales.

Let me ask you the entrepreneur – what are you hesitant to say Yes to? To advance beyond where you are today, I advise you to either use self-help or find help from a qualified coach. You will find business to be a very Smooth Sale!

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

Close More Sales: Tip #172

September 17, 2009 by Leave a Comment

Do you know the single biggest error most business people make that prevents sales?

The single biggest error that prevents sales is the failure to follow-up with prospects. Even worse is when business people choose to ignore given directions for securing business. Today I am

    speaking of qualified buyers who want to hear from you!

Yesterday, I attended a corporate event where many entrepreneurs were invited to present their services to the buyers. At the end of the event, we were gathered in one large area and specifically told to send an email providing feedback on the day’s event. They specified their desire for feedback on our individual meeting as well as suggested improvement for future events.

Trust me, they are expecting to receive the information. I’m willing to bet at best only 10% bother responding and of course I’m included in that percentage.

In case you are ever in a similar situation, here are three helpful pointers:

1. Wait 24 hours until you respond so you do not seem too eager

2. Take the extra time to replay in your mind what took place and provide honest feedback to make future events even better

3. Make certain you give your thanks for being included

Today the meeting was still fresh in my mind and I had enough time to give it careful consideration. I shared my take on the highlights of the event in general as well as provided two suggestions for improvement. Underneath, I recapped my meeting with the buyer and then offered two additional ideas for how we may conduct business together thus taking a leadership role.

When there is a choice between the person who thoughtfully follows up and their competitor who does not, the business person following up on the prospect’s request will be more likely to secure the sale.

The process involves many factors. It sets you apart from everyone else demonstrating your communication and leadership skills, and builds your relationship. Your business development effort creates a picture of how life will be after the sale AKA customer service policies, and it is identified as your brand and marketing effort.

When you follow directions given by your prospects, you will close more sales, and they will be a Smooth Sale!

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

Close More Sales: Tip #171

September 16, 2009 by 1 Comment

On the professional meter scale how do you rate?

Today I was invited with other business owners to visit with the Purchasing Staff of a prominent Silicon Valley company. The moment I walked in heads literally turned. Why?

Many thanks to Branding Guru and friend – Kristi Frlekin. While I knew to dress a couple of notches above the casual dress of the company, Kristi advised I dress to the hilt and demo my branding colors of purple and red. I wore a dressy purple jacket and carried my literature in red folders tucked away in a tailored briefcase. It was power dress all the way!

Others who were invited in were asked, “How many employees do you have?” “How long have you been in business?” In general, the questions asked of others also seeking contracts flattened their expectations. The questions indicated a diminished belief in their capabilities due to their lack of presenting a highly polished professional image. Many of these people are actually further advanced in their business careers.

On the other hand, I encountered none of those entry-stage type questions. Instead, I was given due consideration. I left knowing whether or not I actually secure business, I made a lasting and favorable impression. In fact, where it was stated they would not accept gifts of any kind, my book was gratefully taken and I was told it would be shared among management (Nice Girls DO Get The Sale: Relationship Building That Gets Results published by Sourcebooks).

When you have the mindset you will get business and take into account absolutely everything to portray a professional image, chances are you will greatly increase your success rate. Your image is part of your marketing message, branding, and leadership character. Communicating verbally and non-verbally are essential for others to take notice.

In this manner you attract prospects to your business and they more easily convert to clients, and you will close more sales. By attracting rather than pushing yourself on others, it becomes a very Smooth Sale!

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Close More Sales: Tip #170

September 15, 2009 by Leave a Comment

What do Gladys and Customer Service have in common?

Everyone has a Gladys, as the book is written (see below) – you know, the woman who nags you about a coupon left at home; her friend got a better price; or one day after she is no longer entitled to return the product she bought from you, here she comes!

How do you come to terms with Gladys? Your policies will reflect a declining or thriving clientele.

I frequently suggest you analyze your rate of returns – customers vs goods or services. Do you have everything documented; are policies communicated succinctly; and are you taking a leadership role in seeing they are implement as suggested? Gladys can get confused and you need your messages to be marketed with precision.

Marketing is always the first step of the sales cycle. The process attracts prospects to your company and it is up to you to convert them into clients. Understanding your Gladys inside out will help enormously. Today I am promoting a book that speaks to this very subject because my mission is to help you GROW your business.

The question is, are you and your business ready for the arrival of the hypersensitive customer? If not, now is the time to examine your customer service practices and get them in line with the needs of today’s consumer.

There’s a new customer service book on stores shelves and online resellers that can help you manage this new breed of consumer. When you order “Who’s Your Gladys?” today, you get a special package of 40+ electronic bonus gifts in customer service, sales, marketing and professional development (including my special report Sales 101: How to relieve sales stress and Have fun selling!)

Buy your copy today at whosyourgladys You may watch the WYG book trailer here: youtube.com/whosyourgladys

When you have a solid customer service policy in place for all phases of business – you will find business to be a very Smooth Sale!

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

Close More Sales: Tip #169

September 14, 2009 by Leave a Comment

What is your approach?

This weekend, I was visiting with cousins who once owned an antique store. They are well-versed in the value of collectibles. They suggested we visit another antique store where they once owned space in addition to their own. Personally, I am not much of a shopper but knew it would be a treat to view antiques from their vantage point.

Upon entering the store, the Manager recognized my cousins and completely ignored my husband and I. It apparently did not occur to her that we might be prospects who could convert into clients. So we began to wander.

We met up with our cousins on another aisle where we spotted and admired an antique headboard & footboard for a bed. I proudly mentioned that we joined the age of the internet and purchasd something similar on Craig’s List.

The Manager had just come up from behind when the sentence was uttered. She was vitriolic about the computer, internet, “mouse-people” and today’s society that has no brains. We smiled and not so slowly backed out of the store.

The fact that we purchased something through the internet should not have been taken that we will never purchase in-person again. Her thought however may now be altered to “We will never purchase from her!”

Competition is good because it means there is a need. When you change your mindset to accepting all types of possibilities exist for acquiring the services you provide, you will be more inclined to innovate new strategies to get yours sold.

In the meantime, cultivate communication and relationships with people of all types – your business development will take off helping to close more sales. And when you lead the conversation to a positive conclusion, you will enjoy a Smooth Sale!

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Filed Under: Business Development, closing, communication, Entrepreneurs, leadership, Mindset, Prospect, Relationships, Sales ·
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