Attract More Sales: Tip #227

December 29, 2009 by Leave a Comment

Guess the one key factor for building relationships with your clientele!

The one key factor to keep in mind, when meeting with prospects and clients, is “commonality”. It is a well-known fact that people buy You. They have to like you and feel comfortable with you. The best way to increase your like-ability rating is to find what you have in common with the other person.

Tips for Developing Commonality:

1. Listen carefully to spoken words

2. Listen carefully for what is omitted

3. Question anything you do not understand

4. In-person carefully watch facial expressions & body language at all times

5. Social media – read the written words & between the lines

6. When you read or hear of a similar situation you experienced (one that brings fond memories) – succinctly tell your story

7. Appropriate laughter or sharing of fun experiences builds your bond

8. Ask how you may work together

9. Ask the other person’s timeframe

10. Always follow-up!

When your mindset is focused on paying close attention to the other person and re-enforcing what they tell you, you will be communicating you listened and you care. This, too, builds the bond and increases your opportunity for getting the sale. Your stories reflecting commonality attract the right attention and lead your clientele on the path of doing business together.

Working to build your relationships is a big part of your business development. Clients will market for you telling everyone how nice and good you really are. Commonality will help you to enjoy the Smooth Sale!

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

Attract More Sales: Tip #226

December 28, 2009 by Leave a Comment

Can you believe the jazz band got me to thinking about attracting more business?

I was so grateful yesterday to be sitting in the Aqus Cafe, Petaluma CA listening to the jazz band and seeing our friend play the electric guitar. My mind began to drift while taking in the music.

Once again, I realized how lucky we were to have found such a wonderful community of warm, friendly people. We were invited to sit at a table by a couple we did not know. Introductions were quickly made. They indicated only one chair was to be saved for their good friend. It turned out, my husband bikes with their good friend, thereby connecting all of us.

Reflecting further, I admired the filled cafe. It’s a distance from downtown but the friendly nature of the owner and employees, good food, and programs always brings a full house. As for the fellows in the band – some are otherwise retired and the rest have secondary jobs to meet their bills. During their free time, they rehearse and perform to their hearts’ desires and their happiness shows. Their known music and demeanor always brings in a packed house. No wonder the band and the cafe partnered in yesterday’s event!



The performance reminded me of several noteworthy business tips:

1. Be friendly

2. Welcome your audience

3. Play to your heart’s desire

4. Build a raving fan club

5. Deliver beyond expectations

6. Build your brand

7. Show sincere appreciation

Most of the time, I indicate business development and sales are customer focused. But when it’s your turn to perform, all eyes are upon you. Your mindset must be focused on doing your utmost best while on stage.

Moreover, by thanking people personally to further build relationships, you will be on the path to spreading good word of mouth and attracting new audiences. Prospects will easily convert to clients. Communicating you care and leading others to success is a very strong marketing message that will help you sell more than ever and exponentially increase your clientele and revenue.

Be that guitarist or saxophonist; play to your heart’s desire – you will greatly enjoy the Smooth Sale!

Announcement:

Beginning January 11 at 6:00 p.m. PST, I will be offering 5 webinar classes designed to help you Attract More Clients and Build Your Business. The fee is $39 per webinar or $149 for all 5 classes – a savings of $46.

Registration is Required.

Please Visit: Smooth Sale Webinars

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

Close More Sales: Tip #225

December 27, 2009 by Leave a Comment

Do you put your client first?

The story unfolded today as I took in details of a strong relationship with a contractor and his client, Ken. Originally a prospect, Ken was quickly impressed by the Contractor’s forthrightness. The sale was made. The contractor and his men did outstanding work remodeling Ken’s new home and all was fine until…

One day, Ken heard a loud crash and thought someone had run into his car. Instead, he soon found a large chunk of ceiling crashed to the tile floor downstairs and the ceiling upstairs was leaking. The roofer had originally indicated the roof would last 8 years. The same roofer was called in to put in a patch, but the next storm brought a continual drip.



Luckily, another contractor and now new friend moved in across the street from Ken. He did research on roofers in the area, because he also needs a new roof. His advice appeared to be impeccable. Meanwhile the first contractor was insistent that Ken use the first roofer, and added, “most likely he will be far more cost-effective”.



After getting over my astonishment, my response was,

“Why would you even entertain the possibility? It’s a waste of time. No matter how cheap he may be in comparison, the quality of the work is far more important. What if you beautiful furniture or hardwood floors had been ruined? You were lucky this time. Why not ensure a quality roof with the 15 year guarantee the second party is willing to provide?”

The other predicament is Ken retired two years ago. Had he been truthfully told the house he was about to purchase needed a new roof, the cost would have been included in the mortgage. Given the mortgage and banking dilemma today, Ken needs to pull the money out of his savings. The situation is a double whammy.



Furthermore, Ken is now annoyed with the guilt trip the contractor is trying to put on him. Where did “relationship building” and “customer first” policies go? What kind of marketing message does this send?

Do you believe Ken will continue to recommend this contractor or will he begin to recommend the new neighbor across the street?



In order to build a returning and referring clientele, you must put your clients first. This requires leadership skills at their best. It is the only way you can build business effectively and always enjoy a Smooth Sale!

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

Close More Sales: Tip #224

December 23, 2009 by 1 Comment

How to create a returning and referring clientele!

Adopting a positive mindset is your first step. Next, communicating you care about your clientele plus demonstrating your leadership capabilities in your field will begin a beautiful relationship.

The point of all of our trainings is to teach you how to develop a dynamic business consisting of repeat business, referrals and testimonials. Your clientele becomes your own private sales-force!

Tips for Creating A Raving Clientele:

1. Help prospects and clients alike with thoughtful suggestions

2. Introduce your clientele to others to help promote them

3. Sincerely give testimony to unusually good service your clientele provides

4. Keep your clientele up-to-date on new products and services you implement

5. Keep your prospect or client in mind for a new collaborative venture

6. If you join a collaboration, let others know to check it out for possible benefit

7. As you grow in your field, lift up those who follow your footsteps

8. As you learn new techniques, share them with others

9. Thank each person who helps you with a personal note and/or phone call

10. Holiday time – remember each and everyone with a card, email and/or phone call!

When you work to always build relationships and check in for satisfaction, your business development will almost feel as if it is on automatic pilot. You will attract new audiences by word of mouth as your marketing message that you care will be embraced. Our Smooth Sale program and products detail how to implement your returning and referring clientele.

During the end of year holidays, make certain to get in front of your audiences and spread good cheer. You will be glad you did. And in 2010 you will be on your way to experiencing the Smooth Sale!

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

Close More Sales: Tip #223

December 22, 2009 by Leave a Comment

What are your thoughts about money?

Recent clients and associates have expressed their thoughts to me regarding money. It became clear however you think or feel about the subject will have great influence on whether or not you successfully convert your prospects into clients.

If you are not comfortable speaking about money and fees, you will never connect the dots for your prospect of why they should pursue your services. And most certainly, you will not get to the point of asking for the business. Unless you can overcome the situation, you will most likely not remain in business. Your attitude toward money determines your level of success.

Tips to Sell Value:

1. Conduct in-depth conversations to find several needs
2. Understand where challenges lie
3. Question the ramifications of each challenge
4. Ask about desires for resolving the obstacles
5. Ask how it would improve their life if they could overcome
6. Ask their valuation for resolving the conflict(s)
7. Answer how you can help bring about resolution
8. Paint a big but realistic picture of improvement with your service
9. Ask how your picture sounds
10. Ask, “When would you like to get started?”
11. Develop packages and customize programs to help your clientele
12. Succinctly and professionally relate all that you offer and your fee structure

When you have the mindset to listen and help your prospects, your results will improve ten-fold. You will be seen as a leader and one who can help resolve challenges. Once this is in place, all you need to do is ask one more question, “When would you like to get started?”

As you pose your question, your prospect should have seen the value you bring and will then offer a timeframe to begin. It is at this point where you must confidently state your fee structure and options that are available. It is the honesty and integrity in dialogue, and building of relationships that will make the difference in your business development and help you to close more sales.

When you speak with confidence and lead the conversation, you will find it becomes a very Smooth Sale!

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Close More Sales: Tip #222

December 21, 2009 by 1 Comment

Do you approach your business as an artist?

As I was becoming familiar with alternative healthcare practitioners, it became obvious they each approach their business as if it were their artwork. And it became clear that this is an important ingredient for attracting and retaining clients as well as building your referral base.

Tips to artfully grow your business:

1. Demonstrate you are available to help
2. Know that monetary reward comes second
3. Listen well
4. Avoid glossing over uncomfortable statements
5. Ask insightful questions open-ended first, pinpointed second
6. Determine if loopholes exist preventing solutions
7. Ask if closing the loophole will be of interest (avoid telling)
8. Share short human interest stories of how you helped other clients
9. Explain in layman’s terms why your strategies will work
10. Build confidence and trust in you by being genuine and sincere
11. Recognize your artwork is for a specific clientele; become known to them as the expert

When your mindset is focused on practicing your business as an art or craft, your prospects and clients will notice. Your marketing message is you are the expert and you take your profession seriously. Communicating in this style will attract new audiences and put your in a leadership position for your niche. You will be working toward spreading the good word of mouth about you and your business.

Being the artist makes business development far easier. And when you add the ease of doing business into your customer service policies and work always to build relationships, you will close more sales. Your sales promise to be a Smooth Sale!

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

Close More Sales: Tip #221

December 16, 2009 by Leave a Comment

How to Attract Clients and Be Remembered Now!

When you begin viewing all holidays as a Golden Opportunity, you will get noticed and remembered for when a need arises!

Consider: Don’t you feel rushed and over-worked, particularly when a big holiday is about to arrive? Now imagine someone out of the blue bringing you a piece of chocolate or a bottle of wine – wouldn’t that get your attention?

Back to reality. Get into the mindset of your prospects and clients. Aren’t they experiencing the same as you?

Tips for the Holidays:

1. Review your client roster
2. Determine your budget for gifting
3. Make a list of items you can afford to give – do NOT go into debt!
4. Home made items work extremely well
5. Recognize who helped you the most this year and years past
6. Create a list for those people you would like to thank
7. Develop a third list for those prospects you wish to attract
8. Very limited budget: make a personal call to ask about plans for the holiday and/or send an ecard
9. Limited budget: send a holiday card with a personal message and your phone number!
10. Within your budget offer: lunch, coffee, candy, or gift basket

Over the years, both in corporate sales and as an entrepreneur, I have always done all of the above to reap great results. Most importantly, your thoughtfulness works to build your relationship. You communicate you are thinking of the other party, in turn they see you as a leader which becomes your marketing message.

Thinking of others happens less and less over time. Therefore the gesture of thought and giving will put you ahead of your competition. Holidays are your gifts of golden opportunity. Use them well. You will be noticed and remembered.

Business development will seem to happen automatically and you will soon be experiencing the Smooth Sale!

P.S. Please let me know how I may help you jumpstart 2010 by calling (800) 704-1499 for team training, coaching, or speaking at your next event.

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

Close More Sales: Tip #220

December 15, 2009 by Leave a Comment

Are you aware of the single biggest difference between struggling and successful entrepreneurs?

A friend and I were updating one another over coffee this morning and we both agreed the difference is those who struggle remain stagnant while the successful entrepreneur takes action. With this in mind, and wanting to help you jumpstart your New Year in the right direction, my list today includes actions for you to consider.

Action Tips:
1. Review your top 3 money-making activities – focus on those
2. Create complementary products/services for your top 3 revenue streams
3. Analyze what is missing or is needed next to increase your success
4. Implement or get reliable help to implement your missing link to success
5. Keep learning from others, materials, and/or classes
6. Teach what you learn to help others
7. Translate your skills to community service – your reward will be great word of mouth about you and your business
8. Meditate on your ultimate vision for the end of next year – create the plan to make the vision happen
9. Hundreds of millions of users are on Twitter and Facebook – are you on, do you use them effectively, can you learn more?
10. Join a collaborative community that is in sync with your ethics, mission and vision
11. If your vision is to get connected online in a big way, visit Whispering Energy to see if it is right for you

When you are of the mindset to take business planning seriously, your results come about quicker and better than ever. Just as the stock market crashed and many were stuck in quick sand, I implemented all of the above tips. My outcome and continuing opportunities arising have been astonishing.

My community service project was to write “HIRED! How to Sell Yourself On Interviews”. It is kept at an affordable fee of only $9.95 (no tax or shipping) because it is in PDF format only (saving trees too), available on my site, Smooth Sale. Additionally, 10% of the proceeds will be donated to medical research for anti-immune disease.

The book takes the reader from the moment of receiving an invitation to interview – how to get into the right mindset, necessary research prior to the interview, how to conduct a two-way interview answering and asking the right questions, negotiating a better package and ultimately hearing, HIRED!

Taking action, I promised myself to approach 3 media contacts per day to hopefully help me promote HIRED! In just 3 days (9 contacts), I have lined up the potential to be a columnist for an online journal, a live interview, and inclusion in array of books helping job-seekers on an Australian motivational site.

Setting your intentions and following through set you in motion to be seen as a leader and expert in your field. You communicate to others that you are a trusted source and one to be counted upon which ultimately becomes your marketing message. This is what attracts more prospects to your business and encourages them to become clients. You will close more sales, and as always, they will be a Smooth Sale!

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

Close More Sales: Tip #219

December 11, 2009 by 1 Comment

Are you an entrepreneur in overwhelm?

This is a typical scenario for most entrepreneurs. Luckily, I had some great coaches to whom I will be forever grateful. Let me share a few tips I learned along the way that helped me to get clear on where I’m headed, to communicate that well and be seen as a leader in my field.

Business Development Tips:

1. In a quiet place, contemplate what you truly want, enjoy, and has the potential for making money.
2. If in business for a while, of All the things you do – which utilizes your talents best, do you enjoy the most, and/or have potential for making money?
3. Focus on the top 3 revenue streams until they are steady and established
4. If you only have 1 revenue streams, add 2 more that are complementary
5. Set time aside each day to build at least one of the streams; sometimes by working on one it will positively affect the other
6. Take an evening to plan your biggest vision for your major money-making activity
7. Create medium sized projects to get to the big vision
8. Create small sized projects to get to the medium sized projects
9. Write weekly must-do’s to achieve the smaller projects quickly and pay attention to whether your are accomplishing
10. Every day you must devote one-two hours to your bigger vision – I call this your “Daily Business Vitamins”
11. Prioritize by Appointments, Bigger vision projects, smaller tasks
12. This minute – write down the first big vision that comes to your mind and begin planning!

When you operate in the manner described above, you become highly efficient finding more hours in the day. People will stop to ask how is it possible that you are achieving so much. You will feel much better about your business and begin to smile. I know because I went through this process myself.

The smile on your face says it all. Prospects, clients and everyone else will see you finally look happy and ask what’s new and take interest. A smile is actually (in my mind) another form of a marketing message and helps communicate that you have become a leader if not an expert in your field. You are well on your way!

Now add great customer service policies to your repertoire and build relationships with everyone you meet. You will attract larger audiences to your business and close more sales. You will be enjoying a very Smooth Sale!

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

Close More Sales: Tip #218

December 10, 2009 by 1 Comment

Are you exceeding the expectations of your prospects and clients?

Think back to those job reviews you either experienced or heard about. Raises in years past were based upon your report card on how well you did the previous year. Categories included were: Below Average, Average, Excellent, and Far Exceeds Expectations.

Tips for Exceeding Expectations:

1. Conduct quality conversations with careful listening
2. Uncover needs and make further complementary suggestions to enhance their experience
3. Admit when you do not understand
4. Apologize for any misunderstanding
5. Listen carefully when someone complains and quickly find an acceptable resolution
6. Deliver on time or ahead of schedule; follow-up on All requests
7. Phone ahead of time if a mishap occurred – explain what you will do to fix the problem
8. If your client has a business – offer a testimonial, referral, and/or introduction as appropriate
9. Demonstrate a genuine interest in your clients
10. Check in regularly for satisfaction
11. Continually build your relationship by communicating in a variety of formats
12. Treat your clientele as your friends

When you adapt this mindset of wanting to always over-deliver on expectations and take the leadership position as described above, your clientele will notice. Your deeds communicate your marketing messages allowing good word of mouth to spread about you and your business. Business development will be a breeze helping you to enjoy the Smooth Sale!

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