“To Tell the Truth”
This was the name of a television show long ago. The creators attracted large audiences in their studios when television was filmed live. A series of 5 contestants each told a wonderful story surrounding a particular event, while the same panelists week after week would ask questions to determine who was telling the truth.
On Friday I thought I was participating on the show when I was told a story about a service that seemed preposterous. But sometimes truth is stranger than fiction so I am left to unravel what the truth really is by asking a variety of experts. It’s a waste of time and energy.
While I don’t welcomes bad news, I welcome the truth. When communication is direct, honest and you know the other party speaks with integrity – it becomes far easier to determine the next plan of action for achieving goals. When truth is received, the other party delivers a wonderful marketing message that they may be trusted. Couple this with building relationships and showing appreciation for past business, you have the recipe for attracting more prospects, clients and future sales.
Focusing your mindset on direct communication whether on interviews or in front of your clientele is the leadership key to establishing yourself as the expert and achieving the Smooth Sale!
Attract More Sales: Sales Tip #306
Attract More Sales: Sales Tip #305
Did you know marketing precedes sales?
I am forever dependent on the wisdom of marketing experts. Dependent where you are in your business journey, here is a recap of the most important tips learned to date:
1. Write a book
2. Develop multiple streams of income
3. Utilize social media
4. Use Twitter to attract opportunity – my favorite!
5. Be active on social media groups to become known as the expert in your field
6. Utilize all types of media to expand your reach
You will be surprised to know I did all the above and have come full circle. Now my mindset is focused on creating a marketing and public relations campaign for my new book, HIRED! A friend of mind wrote two great books on the subject and another friend wrote a marketing book for those networking in person and wanting to steadily build their business. I’m sharing these because they are the tools helping me to move forward swiftly and my desire is to help you, too.
A. The Thrifty Author’s Guide to Launching Your Books Without Losing Your Mind, Gail Martin
B. Social Media Means Business: The 30 Day Results Guide To Twitter, Blogging, Facebook and LinkedIn, Gail Martin
C. How to Market from Your Comfort Zone, Beth Woodward
What you should keep in mind is marketing reflects your communication style and affects whether you will get the job you want when interviewing, whether your prospects convert to clients, and whether you will attract increased sales. It is the first step toward business development. How you communicate and work to build relationships will determine your experience of a Smooth Sale!
Share on FacebookAttract More Sales: Sales Tip #304
Supporting others brings satisfaction and attracts more sales!
Over the year, I grew to know and admire Aricia LaFrance, Author, Speaker and so many more incredible titles – you would think she is 100 years old. Not only is she gifted, she is a well-grounded and giving person. Upon my first opportunity to meet her in person, I asked “What time?”
It was only this week I learned Ms. LaFrance is speaking at the National Career Development Assn. Conference. Serendipity came into play. The very same day, I learned my new book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews is up for pre-sale on Amazon.
Having the mindset of supporting my friend and readily agreeing to meet her in-person to further our relationship turned into a new business opportunity as well. I too will be attending the conference in San Francisco seeking to make excellent connections in regard to my upcoming book. When you take the leadership role of helping others first, your marketing message is heard and opportunity comes back your way. This is true for attracting anything you want including new prospects and clients.
Once again this is an example of business development without trying and the potential of many a Smooth Sale!
Attract More Sales: Sales Tip #304
“How did you get so smart?!”
This was the question asked of me yesterday upon providing suggestions for improvement to a business associate and friend. My reply was:
“I learn from people who are either smarter or much further ahead in their business development.” Of course the second part to the learning is implementing what appeals to me and makes the most sense at any given point in time.
Several books and a blog have come to my attention that may help you increase awareness of your business and attract more sales:
1. The Entrepreneur Gazette Blog
2. Top Dog Recession-Busting Sales Secrets, 50 Contributors
3. Serendipity, Olayinka Joseph
4. Snap Selling, Jill Konrath
Of course, in self-interest, I must announce – my new book is available for pre-Sale!
5. HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
The only disclaimer I offer is – only implement that which reflects you and your personality. Everything you do must be consistent and authentic. Prospects and clients buy you so your credibility is always on the line. When you interview or speak to your clientele – they all want to know your mindset is focused on having their best interests at heart. Building relationships is essential.
Sincerely communicating you care will put you in the leadership seat. You will attract far many more sales making for a very Smooth Sale!
Attract More Sales: Sales Tip #303
Do you freely offer help?
As you become known for offering help without expecting something in return, people will obviously take you up on your expertise. It is true, some will take advantage. But overall, most will be appreciative and remember your generosity. When you are in need, you will be repaid in kind.
However, the underlying marketing-communication messages are not only that you are generous with your time and subject matter, but that you are an expert in your field. You become the go-to person when a challenge arises. Without trying you begin to attract more sales from those you previously helped and everyone they know.
This is true too for interviewing. On some occasions you will be asked to give input on a problem. This boils down to free advice without necessarily getting the job. Another example is when you hear of projects underway at the company, ask questions relating to ideas you think might be helpful. Phrase it such as, “Have you thought about…?”
You may well become the candidate who hears HIRED!
As an entrepreneur, you can easily make introductions for others, give free advice, or offer a helping hand. You will find this mindset in place helps to further build relationships as well as develop repeat business, referrals and testimonials. Freely helping others brings about a very Smooth Sale!
Attract More Sales: Sales Tip #301
What are your offers communicating to your clientele?
On the radio his morning, we heard a the proverbial “car salesman” make three offers claiming it was the listener’s lucky day! He continued by saying,
“When you call in, I will give you”:
1. $500 off any car! ~ Is that off of list price? $500 off doesn’t begin to match normal negotiation.
2. An oil change for $10.50! ~ Is that really a remarkable deal or can you get that close to home?
3. A free evaluation of your current car. ~ Isn’t that is a normal process when you consider trading in your car?
In my opinion, all of the above puts marketing messages out into the airwaves that this fellow should not be trusted and to stay away. His working without integrity must be discouraging many potential prospects and clients. Most likely he is only bringing in a fraction of what he would otherwise attract due to his lack of caring about his customers.
While this example is extreme, it happens frequently and sometimes without thinking offers through. For instance, I have a 10 year warranty on a new kitchen top that recently chipped. Upon calling, it was explained to me that the warranty did not cover chips because it would require pulling out the top and possibly damaging the tile backsplash creating a bigger fee than if I just paid them to fix the top. What kind of warranty is that?!
This must be common because today, the Dilbert cartoon featured the manager creating a “confusology warranty plan” – very appropriate!
As an entrepreneur, it is very important to examine all of your customer service policies, marketing offers and developing relationships with the public in general. Make certain there is no confusion when it comes to your business rules and that everything is very straight forward and fair. When your mindset is focused on working to help others, you will put your business on a more solid foundation.
More importantly, you will then easily and steadily attract more sales – making for a very Smooth Sale!
Attract More Sales: Sales Tip #300
Do you bottom line all activities?
A very wise business coach advised me to bottom-line everything I do. In other words, he if each activity is bringing about (or will be) desired results and/or revenue vs. the expense involved? As soon as I heard those words, I made drastic changes to the way I conduct business. In fact, these days I’m primarily online in collaboration and utilizing social media. My expenses are a fraction of where they were previously and I literally have the world at my fingertips.
Interestingly, this same coach asked me yesterday to attend an event about an hour away. I laughingly reminded him of our previous conversation and compared the gas, time, parking, event fee etc. to the cost of doing business on the internet. He was flattered I took his advice and remained true to it!
Whether you are an entrepreneur, a corporate executive or a job-seeker, I suggest you seriously contemplate and prioritize your wish list for what you want in the distant future and create a workable plan for getting there. Next, examine every phase of your current business. Toss out that which is not bringing in the results you desire and plug in something else that may work in its place.
Streamlining business and maintaining a focus on building relationships with your prospects and clients wherever they may be, will significantly aid your business development. Your mindset focused on this strategy turns into your marketing-communication language which soon translates into you being sean as a leader and expert in your field. You will soon be attracting more sales. The best part is each will prove to be a Smooth Sale!
Attract More Sales: Sales Tip #299
Did you know your business skills may save lives?
The San Francisco Chronicle ran a story this morning about a retired salesman in Australia. Don Ritche lives across the way from a steep cliff overlooking the ocean which is used as a suicide jump. Don is 85 years old and uses one simple strategy that has saved over 160 lives and probably more! What is that strategy?
“Smile”
Dale Carnegie was also a salesman in the early part of his career and recognized the same strategy helped him to become extraordinarily successful. His philosophy was, “Begin every communication in a friendly manner.”
My added comment is, “Listen carefully.”
Don Ritchie provides those about to jump into the sea with a friendly alternative. He instead invites them into his home for a cup of tea. Don advised that people thinking of suicide often feel very much alone. He believes his smile and invitation to have tea turns their perception around. After the visit many seek professional help because they recognized someone did care.
Every communication whether on interviews or approaching your clientele should begin with a smile and relaxed, calming nature. Smiling, listening, and offering help – these are all the keys to business development. Together, these gestures attract more prospects, clients, sales and the job you seek. Your approach and mindset become your marketing message that you are someone to seriously consider.
Now think for a moment about your business. What if people cared and helped you to become successful – would you find that success more quickly? I have a few books that may provide just the information you are seeking:
1. Serendipity!, Olayinka Joseph / Catalog
Heartfelt stories to motivate and inspire as well as live up to the book title.
2. Top Dog Recession-Busting Sales Secrets- advice from 50 top sales experts provides well-rounded insight
Description and Order
3. Power of Philanthropy, Justin Sachs – powerful stories which promise to inspire and motivate your success! (Forthcoming and I promise to keep you posted).
4. Nice Girls DO Get the Sale: Relationship Building That Gets Results, Elinor Stutz – Amazon (I would be remiss if I did not include this!)
Attract More Sales: Sales Tip #298
The neighborhood was ready but customer service was unknown...
Just yesterday, five neighbors and myself were ready to hire a tree service to improve the appearance of our front yards. We are still in a struggling economy and so we thought not only would we receive a fair quote but that the owner of the service would be happy to have our business. Two of my neighbors re-arranged their schedules to be home and receive quotes upon my informing them Walter would be there.
As Walter was finishing up my quote, I mentioned the two neighbors (his prospects) were also interested in receiving quotes and that a total of 5 of us would most likely utilize his service. One of the neighbors lives right next door. As we were finishing up, I saw the other neighbor walk out to the curb in anticipation of speaking with Walter, so I pointed her out to him. He said he would speak with her in a minute. Believing everything was in order, I went back into my house.
An hour later, a third neighbor called to say Walter left without ever having stopped by either neighbor’s home and they were angry. Needing to inform Walter of our decision, I phoned to let him know that if he needed to leave, he should have at the very least told his pending clients that he was looking forward to helping them but would need to return at another time. I then added that he put me in a very awkward position. That was the turning point where I declined his bid.
His marketing-communication message said to me that his securing the business isn’t important, therefore his doing thorough work is most likely not important either. Walter had an opportunity for fabulous business development as our neighborhood keeps a list of excellent service providers. Unfortunately for everyone, Walter did not value building relationships and lost his opportunity.
To attract more sales your customer service needs to be impeccable and only then will you enjoy a Smooth Sale!
Attract More Sales: Tip #297
The Mayor called!
When I picked up the phone to hear the Mayor’s voice and personal request, my reply was,
“You are a wonderful role model!”
This probably is not a typical comment most politicians receive. Yesterday was the day our state voted. I was tied up all day with appointments and so it was on my calendar to vote just before the polls closed.
Our incumbent Mayor phoned the last hour of the polls being open and she followed Sales 101 perfectly by:
1. Thanking me for our support
2. Gently reminding me it was voting day
3. Having reviewed and checked her long list of supporters against the list of those who had not yet voted
4. Asking our plan to vote and then for our continued support
5. Thanking us once again for our patronage.
Our Mayor demonstrated followup, graciousness, building of relationships and asking for the sale. Her marketing-communication style and attention to detail continue to earn her repeat business, referrals and testimonials.
When you are of the mindset of focusing on your prospects and clients, entering their world first, and providing excellent customer care, your leadership skills become evident and you earn the Smooth Sale!
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