Close More Sales: Tip #211

November 30, 2009 by Leave a Comment

Are your policies uniform and clearly stated?

The question came to mind as Jeff shared the following story: His friend wanted to surprise his Dad with the unique gift of a hang gliding lesson. Rick called the office of one such company to find out all that was involved and to make the reservation. Being the prospect, Rick got all of his questions answered. Prior to hanging up the phone, he was told, “Before you make the reservation, understand we have a no return policy – all monies are kept.”

Rick made the reservation believing this would be a long remembered gift to his father. Upon telling his mother about the surprise, she immediately told Rick he had to cancel the reservation because it was too risky for a man of his father’s age. Rick knew he had a dilemma as he paid $350.

Luckily a brochure arrived the next day which clearly stated all monies were returnable at least two weeks prior to the scheduled date. He then visited the website and saw all monies were returnable 3 weeks prior to the scheduled date. It was odd two different time periods were mentioned. And then a friend reminded Rick that in California there is a 48 hour “remorse period”. This translates that within a 48 hour period of a sale, the client may decline the offer and receive his money back.

Rick was confident when he called the shop back the next day that his money would be returned. The scheduled date was 3 months away and no harm was done. However, he wasn’t so happy by the time his call ended. In spite of the discrepancies in return policy and knowledge of the remorse period, the owner of the shop said “We do not return money. That was clearly stated over the phone.”

The final and eye opening statement was, “We take in so little money, we have to hang on to every penny we collect.”

In my opinion, it is no wonder they take in so little money and it will not be surprising if they go out of business. They sounded desperate.

Communication skills and marketing materials must all be straight-forward and consistent to establish your brand and have your clientele recommend you. Not doing so destroys any hope of business development or hope of good word of mouth spreading about your company.

When you change your mindset to accommodating your prospects and clients, and strive to build the relationship whether the sale is definite or not, you take on a professional demeanor and leadership role in your field. Honoring a request for a return of funds within a 48 hour period is part of being in business. Others will tell their friends and associates about the ease of doing business with you, and you will close more sales. Most importantly, they will be a Smooth Sale!

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Filed Under: Business Development, clientele, clients, closing, Customer service, Marketing, Marketing and Sales, Prospect, Relationships, Sales ·

Close More Sales: Tip #210

November 28, 2009 by Leave a Comment

Tips for closing more sales easily and smoothly!:

1. Exercise
2. Take a yoga class
3. Spend time outdoors
4. Be with family and/or friends
5. Celebrate holidays to the fullest meaning
6. Enjoy the holiday fare
7. Appreciate your place in the world and those surrounding you
8. Acknowledge how lucky you are

All of these tips contribute to a relaxed body and cheerful mindset. As you allow yourself to relax, a number of important changes take place. You change your tone and non-verbal marketing communication to a relaxed state and demonstrate you are easy to work with. Your prospects and clients sense the change and are more inclined to speak with you. As you communicate more as a friend trying to help and work genuinely to build the relationship, business development moves to auto-pilot and you will close more sales.

Additionally, when your mind is relaxed, it’s easier to focus on the bigger projects and make efficient use of your time. You will be viewed as an expert in your field. Add in a dose of outstanding customer service and your clientele will spread excellent word of mouth about you and your business.

These suggestions will all lead to a very Smooth Sale!

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Close More Sales: Tip #209

November 25, 2009 by Leave a Comment

Are you participating in the new business model of Giving and Receiving?

While instructing clients on a webinar, I referred to the old tradition of collecting many business cards at in-person events and then having to face following-up with every single one. Making matters worse, many of the people who told you to follow-up, did not have the courtesy to tell you the truth such as “I’m not interested so please do not waste your time!”

The matter only deteriorates because businesspeople waste hours dreading the task of following-up. Their outcome is no business development, no follow-through and hence no sales. These people soon face an urgent need to find a new job. Just typing this bleak scenario zapped my energy!

Thank goodness for the new model: Social Online Media to the Rescue!

When Twitter and Facebook are utilized properly, amazing opportunity comes alive. If you haven’t experienced this phenomenon, then please try these 3 quick tips to see what happens for you (advice learned from WhisperingEnergy.com):

1. 80% of the time give sound snippets of advice for your clientele.
2. Only 20% of the time provide a link to your site. The “me, me, me” era is over.
3. Follow and be followed on Twitter with only those who match your ideal clientele or are complementary to what you do.

Even if you are a Real Estate Agent assigned to one zip code – some of the world wants to relocate to your area! Our neighborhood is now worldwide – make use of it. Thinking and communicating in these terms will establish your marketing practices and you will appear as the expert in your field.

Business development has been a Very Smooth Sale ever since I embraced these practices. Opportunities that were not previously available arise almost every day now. For example, my information appears on a motivational website in Australia; I’ve been found and asked to contribute to books of known authors; and speaking requests are sent my way.

Remember, those who give shall receive - this concept is very evident in today’s online social media world. It’s about attracting the right audience and enjoying the follow-up interaction. When you embrace this model, you will soon have many more prospects converting into clients. Build the relationships and you will close more sales and grow a dynamic business. Now you are able to truly enjoy the Smooth Sale!

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

Close More Sales: Tip #208

November 24, 2009 by 1 Comment

Does fear keep you from following up with prospects? Overcome now!

A number of people this week alone have indicated they have a stack of business cards on their desk recognizing the need to follow-up to begin bringing in sales, but fear of doing so has them paralyzed. I was asked many times over how they can change their mindset toward the follow-up.

Tips for Follow-up:
1. Approach each person as a potential friend – this style of communication brings the barriers down.
2. Suggest it has been a long while since you spoke and would love to catch-up when it’s convenient for them.
3. Listen and acknowledge what they say – make note if you need to call back.
4. If the time is convenient when you call, let the other person speak first – try to find their current challenges & plan for overcoming
5. Listen, question and clarify.
6. Position your new product/service in alignment with what they just told you to pique interest
7. Keep your talking minimal & ask questions
8. Ask if what you are sharing is of interest to determine which step needs to follow
9. Above all else – build the relationship. If need be, read: “Nice Girls DO Get The Sale: Relationship Building That Gets Results”

10. Attend tonight’s webinar “How to Attract Business – online and in person” at a holiday price of $24.75, at 6:00 p.m. PST.
Registration is required.

The tips were offered to help move in the right direction. The self-promotion is intended only if you believe I can help you get moving more quickly than you anticipated. Whichever the case may be, when you change your mindset from fear to getting help wherever and whenever you may, you will close more sales and they will soon become a Smooth Sale!

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

Close More Sales: Tip #207

November 23, 2009 by Leave a Comment

“All the world is a stage and each must play his part.” – William Shakespeare

What does this famous line have to do with business? My way of thinking says, “Everything!”

When you interact with the public or prospects and clients, you need to know precisely what your part entails. In particular, entrepreneurship requires a commitment to continual learning in all aspects of what it is you do. The second and equal piece is knowing your clientele well.

Over time, you will find a general profile for your client list. However, as you communicate with each prospect, you will find they each hold a unique difference just as you must communicate your unique difference from your competitors. It is your part to find those differences through questioning them on why they contacted you in the first place.

As the expert, it is also your part to begin as a Consultant and then change to an Advisor. Your mindset must be attuned to taking time to learn your prospect’s problems, their perceived solution and their grandest hope for what you might do for them. The conversation begins open-ended, but as you move through the sales cycle, you must then target the specifics so that you both understand and are in alignment with the expectations of the other.

As you approach the advisory stage, it is your part to make certain your prospect understands and takes all possibilities into consideration. In this regard, your third stage is that of Educator. Your communication and leadership skills directing the conversation must come through loud and clear to avoid misunderstanding but instead work to have everyone on the same page.

Questions are the basis for business development. The more time you devote to sharing insight, the more likely you will be to gain the initial business. As you build the relationships with each and everyone, you will earn their repeat business, referrals and testimonials – and Enjoy the Smooth Sale!

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

Close More Sales: Tip #206

November 19, 2009 by Leave a Comment

“Vision without action is an illusion.”

This morning I heard the above statement and wrote it down because I felt it was important enough to share. It was uttered by my friend and associate, Malathy Drew.

Malathy and I became associated after I awakened the middle of the night this past January, concerned about the fall of the stock market. Soon after, the vision of becoming well-connected on the internet came to mind. The next morning, I took action by joining her community, Whispering Energy. My previous vision is becoming reality.

Gurus suggest not worrying about what’s in the bank but do what’s right. When you are worried about putting food on the table, it’s difficult not to think about what’s left in the bank. I get that.

But what if you are barely making it and could somehow justify making one more expenditure to achieve your vision – will it be worthwhile? No one has a crystal ball to know the outcome of their investment upfront. But by carefully analyzing where you are, where you are headed, and creating a plan to get to your destination, you will stand a very good chance of succeeding. Being in business means taking calculated risk and listening to your intuition.

In my own case, I had let my business slide due to many personal factors. But when the market took the deep decline, I knew I had to take action. An investment means putting money out upfront and that’s what I did to propel my business. The results coming in from learning how to use Twitter, Facebook and Linked-in are paying back exponentially. Now, with the click of a mouse I can now reach thousands of people which previously was unattainable.

How are you communicating? It begins with you and your mindset telling yourself that you will succeed. What is your vision and what action steps do you need to take for it to become reality? Take quiet time to stare at your ceiling or the sky outside while contemplating where you might be stuck, what needs to change and that which may very well propel you forward.

When you accept and begin to enjoy your journey, you will attract others exponentially to your business and ultimately close more sales. Build those relationships and your revenue will skyrocket, plus you will enjoy many a Smooth Sale!

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Filed Under: Business Development, clientele, clients, closing, communication, Entrepreneurs, Marketing, Marketing and Sales, Mindset, Relationships, Sales ·

Close More Sales: Tip #205

November 18, 2009 by Leave a Comment

Do you know the worst and the best ways to develop business?

The worst practice in business is endless bureaucracy. This generally occurs when it comes to customer service policies. Generally speaking, the bigger the company, the worse the bureaucracy unless they have unusually adept management.

Upon testing out software for an intended project, I recognized how cumbersome it was. The ease of working with the technology wasn’t as clear-cut as described. Making matters worse, the software did not perform as was suggested. The sales rep disappeared after the sale. Online videos were available but did not answer all of the questions. After two months of trying hard to work with the system and the company, I decided to end the relationship.

Let me describe what happened upon trying to end the service:

I was transferred to a new salesperson’s manager. To my horror, he told me they needed 60 days notice – therefore I would be charged for the next two months. “There are no exceptions”, he said.

Losing patience, I asked for his manager. I was put on hold for 5 minutes. Luckily I know how to multi-task!

The lower-level manager came back on the line to say, “My manager is tied up at the moment.” With rope, I wondered? He went on to say, “However, I explained the situation, and he agreed to terminate your contract now.”

This conversation caused me to wonder if the earlier statement of “There are no exceptions” is a lie?

Important questions for you to consider come to mind:

Does the public at large know to ask for the Manager’s Manager? Is this game really worthwhile? What if I were to blab to the whole world which company this was such as putting it out on Twitter? This is a Silicon Valley Fortune 500 company. Wouldn’t you think they know how this lack of truthfulness and service poorly affects future business?

As an entrepreneur or the CEO of a large corporation – you have to know your rules upfront. Before you set them in stone, you must think ahead of how they will affect future business. Poor policies beget bad word of mouth and the loss of future business.

Sound customer service and integrity = sales and a thriving business.

One of the most important principles of selling is to make it easy for the other person to say Yes! Combining this philosophy with sound rules and integrity, your business development, marketing effort and sales will take off exponentially leading to many a Smooth Sale!

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Filed Under: Business Development, clientele, clients, communication, Customer service, Entrepreneurs, Marketing, Marketing and Sales, Prospect, Relationships, Sales, Uncategorized ·

Close More Sales: Tip #204

November 16, 2009 by Leave a Comment

Do you operate as if you were the ocean?

This morning I listened to Mary MacNab of Delphic Wave describe how to attract prosperity. She used the analogy of the waves of an ocean forever moving back and forth without tiring. Mary likened the waves to the give and take of goodwill in business.

In sales terms this is known as a “win-win” – the seller and the buyer both walk away happy because they each received what they wanted.

In the spirit of the ocean and all good things, I am writing today to announce:

HIRED! How To Sell Yourself On Interviews” - my new book!
PDF Format only $9.95 + tax
Affiliate program described below

Interview Connection to Sales:
Interviews follow the sales cycle; building the relationships help secure your job of choice. I speak to groups of job-seekers occasionally and a number have written they secured the job they wanted due to the interviewing & selling skills I shared.

How this came about:
Earlier this year, in order to get known in our new town, a friend and I coordinated a “Career and Biz Resource Fair”. Upon asking, the Mayor agreed to provide Opening Remarks. 200 uncertain people entered the room – they exited ecstatic. My topic was “How to Sell Yourself On Interviews.” Succeeding days later, notes of appreciation poured in prompting me to write the book.

Meaning for YOU:
Earn affiliate commission of 40%. Spread the word to those you know out of work. My book speaks to mindset, preparation for interviewing, how to conduct the interview, how to pose and answer questions, and concludes with advice from Expert Career Counselors. My personal stories plus those of others provide laugh-out-loud moments plus warnings of what to avoid!

The price is purposely low for those out of work. This also serves to demonstrate the win-win. My goal is for everyone to make some money while helping others get back on track for their careers. The final win is for those books selling at full price, I will donate 10% to anti-immune disease medical research.

Register Here to Earn 40%!

Recap of Reimbursement Plan:
40% HIRED! PDF
30% Smooth Sale Product Line (exception is Nice Girls DO by itself is ordered only through Amazon therefore no payment)
15% Smooth Sale Coaching or Training Referrals

When you work from a place of giving, your good deeds are your marketing messages. You find good word of mouth spreads, new and larger audiences are attracted to you and you do close more sales. Your effort becomes a very Smooth Sale!

eMail Your Questions here, or Call (800) 704-1499
Thank you in advance for helping to spread the word!

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Filed Under: Business Development, clientele, clients, closing, communication, interviewing, Interviews, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales, Uncategorized ·

Close More Sales: Tip #202

November 12, 2009 by 1 Comment

Which position do you play?

Today’s question could be referring to a sports team – or – business as in are you a leading contender?

It was brought to my attention that Toyota is always in the lead for their industry because they Always devote a piece of their budget to training their employees.

The only way anyone can improve and move forward is through continued education. It’s important to note that slow economic times are the very best for dedicating extra time to learning.

When you learn, you grow by considering new ideas and applying them to what you already know. This is the quickest path to advancement.

By changing your mindset from having all the answers to a willingness to be open and allow new ideas to flow, you will be seen as a leader. You soon become the expert in your field.

The added bonus comes when you share what you learn. The sharing attracts more prospects enabling you to market to larger audiences and more easily convert them into clients.

Passport for Success is happening tomorrow from 8:00 a.m. to 2:00 p.m. PST beginning with my advice on what men and women need to know about how the opposite sex conducts business. More speakers follow to help enhance your business.

Clearly education is the key to closing more sales. As you become more experienced and a thought leader, and work to build relationships, you will find business development and lifetime clients to be a Smooth Sale!

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

Close More Sales: Tip #201

November 11, 2009 by Leave a Comment

Do you get out of your own way to support others?

A new friend asked that we cheer him on in the Veteran’s Day parade today in which he was taking part. Years ago, Paul took part in a war that I did not support. However, that was long ago and this is now. I replied, “Yes, I will be happy to support you.”

Our town could be described as middle America if it weren’t located in California! Petaluma creates parades to the best of anyone’s ability. Hundreds of people were either marching or riding in fabulous classic cars; vets rode on horses, student bands marched, planes flew in formation and veterans ranging from 90 years of age to ones of current day proudly waived as they passed by. The parade was touching and our time was truly well-sepnt.

Half-way into the parade, I caught sight of Paul proudly marching along the road. The smile on his face said everything when he saw us waving to him. Building relationships with friends or associates is about putting your own needs aside to be negotiated later while making certain you take care of them first.

This is friendship and business development 101. Make it a priority to develop long-lasting friendships of either a personal or business nature. When you do, you will close more sales (your requests will be granted) and they will be a Smooth Sale!

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