Attract the Right Job or Clientele: Sales Tip #968

Take action to see improved results

After experiencing a high burst of energy, it's common to want to slow down, and possibly quit.  On occasion we wonder, "Why are we doing all of this?"  Rationalization comes in the form that our effort isn't producing the desired results.  And when all of this negative chatter takes hold, we do slow down – almost to a screeching halt.

There are specific times that the highs and lows may be experienced.  In particular, after an excellent vacation, holiday, new project successfully launched, or getting the exact job you desired.  We relive those experiences for a while until the recognition arrives that hard work follows next.  Or, it could simply be the current work that you have been doing for a long while is beginning to feel draining.  Whichever the case may be, this is the point when the negative thoughts are heard loud and clear.

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The following ideas should help you to move past the negative to the positive:

1.  Possibilities

What is your wish list for the future, for career or business?  Jot ideas down and prioritize which ones are most doable and likely to produce improved results.

2.  Connect

Who has come into your thought recently and recognize it's time to reconnect?  Spend a day calling people, or a short period of time throughout the month reconnecting with people you enjoy and admire.  In conversation, ideas will come to either of you for the other.  Increased energy will be felt along with readiness to begin again.

3.  Take Action

Between the exchange of ideas and allowing secret thoughts to be documented, you will soon have your a-ha moment for your next move.  Even if it is one small step, take action.  By completing the first step, you will be motivated to take the next and the next.  Soon you will be like a steam engine charging up the hill and feeling better than ever.  Most of all, you will have the grand prize of looking back to see just how far you were able to go!

Taking action leads to the Smooth Sale!

P.S. Upcoming Events: 

1. Sales Training.  
In need of added help regarding business development and sales?  Dial into a free 30 minute Tele-Seminar, with 15 minutes for Q&A,  this Wednesday, October 1, 1:00 pm PT / 4:00 p.m. ET.  Dial-in: 1-857-232-0157  /  Conference code: 929211

2.  How to Quickly Write A Book.
Thinking of writing a book? Put sales strategies behind it to sell more copies.  Learn how with this free tele-seminar hosted by Kimberly Errigo:  http://businessmasteryforum.com/teleclass

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

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Attract the Right Job or Clientele: Sales Tip #967

Ask and You Shall Receive

Did you know that the Ask is a gentler style of negotiation?  

Most people fear negotiation.  The practice is viewed as strong-arm tactics.  However, when implemented appropriately, negotiation becomes an art form of building relationships, understanding of your prospective clients needs, wants and desires, as well as a coming together of both perspectives.  The same is true for job seekers who need to negotiate a better salary and benefits than are initially offered.

The usual questions receive either a "yes" or "no" answer.  But a more creative style of questioning leads to open dialogue.  The latter is the style you would adapt for sales and negotiating an appropriate price.  This is true whether you are the seller or the buyer.  

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It is wise to practice the asking as the buyer in order to become adept as the seller.  The better you understand both perspectives, the more successful you will be.

Additionally, two sales techniques should be implemented behind the Ask or Negotiation.  The first technique is, to frame the question as it pertains to the other person's perspective.  The second is to make certain the other party feels as if they gained something from the meeting of the minds.

Today's example is that of needing to ship a car across country.  One company volunteered that if we were to drive the car to their office rather than their making a special trip to pick it up, they would reduce the price to a certain amount.  

Note: 

  1. We obviously would be saving them a whole lot of time and money as the distance to their office is substantial.  But for us it’s easier because they are located near the airport. Remember, saving the other party time and money works greatly to your favor
     
  2. A typical marketing strategy is to reduce the price just under the next complete dollar amount such as $…98.00  

Through a pleasant exchange of email, and out of curiosity "to see what happens", I asked if they could round it down to the lower even number for us to move forward.  The amount was agreed to; the company is getting the business and we enjoyed a nice price reduction.  There was nothing tricky or manipulative about the negotiation – just a simple Ask.

When you are willing to practice Asking, you become comfortable and experienced with the act.  You will also be more adept at closing more sales and building a long-term clientele.  This leads directly to the Smooth Sale!

P.S. Upcoming Events: 

1.  In need of added help regarding business development and sales?  Dial into a free 30 minute Tele-Seminar, with 15 minutes for Q&A,  this Wednesday, October 1, 1:00 pm PT / 4:00 p.m. ET.  Dial-in: 1-857-232-0157  /  Conference code: 929211

2.  Thinking of writing a book? Put sales strategies behind it to sell more copies.  Learn how with this free tele-seminar hosted by Kimberly Errigo:  http://businessmasteryforum.com/teleclass

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

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Attract the Right Job or Clientele: Sales Tip #966

Productivity GPS charts winning course

In a state of overwhelm due to so many tasks to learn, complete and implement.  And all the while you need to fix things that aren't working, fit in personal time for errands, and oh by the way, connect with prospective clients.  At times it seems much to much and as if quitting would be a better choice.  But deep down we know that's not true, and we need to find a better way.

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Let the Productivity GPS method be your guide by answering the following questions.

1.  List priority projects with column headers:  To Do – Date of Completion – Completed

What do you absolutely positively have to get done now?  

When do they need to be completed by and what will be the consequences if they aren't finished on time? 

2.  List year-long goal

What are the milestones to be reached, by when, and consequences of not doing so?

3.  Same method different goals:  Quarterly, Monthly, Weekly, Daily 

Moving down the document, list each of these by timeline, completion date, consequences for not completing on time.

Promise Yourself to Always have a running task list of the must-do's in order to avoid at least a month of wasted time per year.

The end result of doing all of this is the overwhelm will disappear and your business will be skyrocketing forward.  Those who were debating whether to use your services or not, now have validation you know what you are doing.  

The side benefit to becoming highly productive is your build both your personal and business brands.  These are what ultimately attract your clientele.  Highly productive people in the work world are also more adept at advancing their careers. 

Most of all, the GPS productivity charts show you the way to the Smooth Sale!

P.S. Upcoming Event: 

Thinking of writing a book? Put sales strategies behind it to sell more copies.  Learn how with this free tele-seminar hosted by Kimberly Errigo:  http://businessmasteryforum.com/teleclass

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

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Attract the Right Job or Clientele: Sales Tip #965

Fixing the Cart Before the Horse

The salesperson was caught between instruction from opposing sides – that of her sales manager and her client.  On the one hand, the salesperson could be in rough waters believing she would be fired if she didn't follow her manager's advice.  Yet, the sale would very well be lost if she went against the client.  

If you were the salesperson unable to convince the two to negotiate a conclusion, which side would you take?

1. Remain calm

Calm always works best.  Rather than make an immediate decision, schedule time to have a conversation with yourself.  Only you will intuitively figure out the better route to take.  Examine the pros and cons of each side in order to weigh benefits and find the loopholes for improvement.

2.  Create a balance sheet for pros and cons

List the negatives and positives for each thought, side by side.  Is the discussion still evenly tied, or are you beginning to see a winner emerge?  

Take your time to move from the largest perspective downward to consider all possible ramifications for moving in either direction.  Add additional pros and cons to the tally.

3.  Caring

When you discover the clear winning argument, consider why the opposing person will care.  What will they have to gain to motivate them to move to the final decision that favors the other party?  Sales and negotiation are gained by speaking directly to the other party's needs, wants and deep down desires, even in settling arguments or with negotiations.

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4.  Concession

Do your best to get some type of concession from the winning party, so that the person, who needs to concede the most, will feel less angry and more positive about moving forward.  In the case of the referred to scenario, the sales manager realized that the client should come first and ultimately the sale would be gained.  He admitted the client's perspective should come first.

Negotiating with ease demonstrates both your leadership ability for career as well as potential customer service. Ultimately you build relationships with all concerned when done well.  Working to find the united front together, leads to future and many 'a Smooth Sale!

P.S. Upcoming Event: 

Thinking of writing a book? Put sales strategies behind it to sell more copies.  Learn how with this free tele-seminar hosted by Kimberly Errigo:  http://businessmasteryforum.com/teleclass

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

 

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Attract the Right Job or Clientele: Sales Tip #964

Stopping Bad Habits Increases Momentum

Like it or not, we each admittedly "may" have a bad habit or two that prevents us from doing as much business as we are truly capable.  How is it possible to turn this around in order to gain more flexible time and freedom?  Whether you are seeking to improve your career or increase your clientele, be of the mindset to seriously consider the following suggestions:

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1.  Quiet time

Take time at minimum, once per week, to review where you are today and where you wish to be headed.  Consider whether you are on track or a few obstacles (included are a bad habit or two) may be in the way.  What can you do to turn the dilemma around?

Document where you may be stuck.  What are all the parameters attributable to this one issue?  Is there something you are doing that needs to be changed?  

For example, are you shy and not good at communicating?  You may wish to take a public speaking course.  Are you unaware of better sales or marketing strategies?  Consider reading added materials, attending a class, or hiring a coach.

2.  Follow-up proves difficult for most

For example, are you reluctant to periodically check in with someone who procrastinates about getting back to you?  Most people are, so you are definitely not alone.  In your follow-up provide cheerful messages, both in voice and email.  Be patient.  Although you want an immediate answer, clients sometimes do not have control as someone else is in charge with the final answer.  Make it a habit, once per month, to check in to say, "Hi…".

3.  Self Educate

When was the last time you read about new strategy or tried to implement a new idea?  Make it a weekly habit to click on a link to an intriguing article or video.  Sometimes gems are hidden in these to broaden your thought.  New ideas stem from your willingness to devote the time.

4.  Take action

You can't help but improve the current situation by implementing these outlined strategies.  By making a daily habit of improving circumstances, you are bound to find the winning paths.  

Equally important is your effort becomes your business development and branding program.  Others will notice you, while many others will find you as your presence becomes more prominent.  This catapults the effort to a winning one, and will convert to more clients and increased sales.

Make it a Habit to Correct Poor Habits   Doing so will help you find the Smooth Sale!

P.S. Two Upcoming Events: 

1.  The East Bay Savvy Events is tomorrow, in Walnut Creek CA, where I will be a speaker.   To learn more and register, click here:   No CA East Bay Event

2.  Thinking of writing a book? Put sales strategies behind it to sell more copies.  Learn how with this free tele-seminar hosted by Kimberly Errigo:  http://businessmasteryforum.com/teleclass

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Read Details:  Elinor Stutz Video Biz Coach

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Attract the Right Job or Clientele: Sales Tip #963

Opinions harm or advance goals select wisely

How many times have you heard “that won’t work!”?  I seem to write about this on occasion, because I hear that untrue statement repeatedly.  Unless the other person has a crystal ball, they truly have no way of knowing what will or won’t work until the idea is proven one way or another.

The problem that reoccurs is many people are so fearful they listen to the poor advice.  They never even give their idea a chance to see light of day.  Instead they live with regret.  My mantra is to omit the regret.  As long as you learn from errors, there is no failure.  Instead, it’s your marketing research to learn what might work better.  If Edison had listened to the opinions of others, we might never have had electric lights.

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If you would like a good laugh, here is my challenge for you:

Create a folder with a smiley face on the top.  List all of the things that you have been told, throughout your lifetime, that won’t work.  Next, check off the ones that did work.  Make this a habitual exercise.

Why would you take the time for such an exercise?  First, it will make you laugh and feel good.  But more importantly, it will be the motivating force behind continuing to try new ideas agains the conventional wisdom at hand.  Have you consider why the term is “conventional wisdom” when in fact most of the time it’s incorrect?!

With all of the above said, on occasion peers and friends will have great new ideas and every entrepreneur should learn to jump on these as they appear.  By joining a group of people in the same field or complementary fields, whose work you admire, freely share your ideas with them for input.  Most often professional groups provide the improved opinions.  At the very least, they will give you insight as to the better way to proceed with your idea.

By possessing an open mind for added possibility, and exploring your options to further business or career, you will advance far beyond the negative minded.  And looking back one day, it will all seem as if it had been a Smooth Sale!

P.S.  I will be delivering similar strategies in my upcoming talk at the East Bay Savvy Events this Friday.   To learn more and register, click here:   No CA East Bay Event

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Read Details:  Elinor Stutz Video Biz Coach

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Attract the Right Job or Clientele: Sales Tip #961

5 Strategies for sales follow-up

Have you ever tried repeatedly to obtain an appointment with a “hot” prospective client?  Needless to say, the lack of communication is highly frustrating.  But by having learned, through trial and error, the stress may be diminished by trying a few of the following strategies that have proved to work.

  1.  Set goals

Weigh the pros and cons of follow-up, and then create a plan. Giving up immediately never works, so the question becomes how much of an effort will be worthwhile?

How many calls and meetings do you need to make every day? Write a number down and then commit to do a bit more each day to surpass the goals.

  1.  Time and money

These are your two biggest investments for any effort devoted to securing new clients.  Use both time and money wisely by setting a realistic timeframe and budget for accomplishing your goal.

If your interest is in a large company, understand that it may take a year plus to make headway due to the many executives in a variety of departments needing to come to agreement.  Accordingly, set limits on time that you will spend each week making progress for obtaining appointments.  You may also consider an expense account for taking high profile prospective clients to lunch.

  1.  Communication

The biggest error continually made is to treat employees as if they rank stature on a totem pole.  Your best bet is to treat everyone as if they are the CEO.  Respect and building of relationships earns more sales than just knowledge.  When you have more than one decision maker contact at a company, include everyone in the email.  In this manner, you insult no one by eliminating all assumptions.  Sometimes it is unclear as to who is actually making the final decision, so keep everyone in the loop and a part of the conversation.

Also keep in mind that everyone learns and communicates differently.  Therefore when you leave a phone message, mention you will duplicate the message in email in case it is easier that way for the person to reply.  Send the promised email as soon as you hang up the phone so they know you are on top of your game.  The effort almost always produces a response.

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  1. Test and Review

Similar to a marketing campaign, testing and reviewing results are a requirement.  Not everyone will respond, and the “why” needs to be determined.  Creatively try new ideas, different contacts within an organization, or disrupt the status quo with something unusual.

Recently someone re-Tweeted my quote, “When appointments are difficult to obtain, offer food –  it’s rarely turned down.”  The person then messaged me that she brought in New York bagels for the team – and it worked like a charm!

  1.  Sales results

When people see you working hard to understand them and their organization, along with bringing an element of fun into the process, they begin to trust and like you.  Building relationships are key to business development and sales.  You may initially be awarded a very small slice of the pie, but following up with the same effort will give you a solid footing as well as larger sales down the road.

Following these suggestions, you will be headed for the Smooth Sale!

P.S.  I will be delivering similar strategies in my upcoming talk at the East Bay Savvy Events this Friday.   To learn more and register, click here:   No CA East Bay Event

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Read Details:  Elinor Stutz Video Biz Coach

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Attract the Right Job or Clientele: Sales Tip #960

Questions answered provide improved direction

The best sales technique is the exact opposite of what most salespeople do.  Instead of endless talking and boasting of one’s services, the truly accomplished salespeople will instead ask questions; lots of them.  The answers to these questions provide insight as to what the prospective client or hiring manager is thinking.

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As you become proficient in asking appropriate questions, it seems as if you have become a mind reader.  And when you are in the position of mind reader, you are then strategically placed to either get the job offer or the sale.  But there is one more highly important question broken up into two parts:

What are your business goals? What are your personal goals?

The two components are related yet distinct.  And most prospective clients will be surprised by your asking as well as pleased.  You may be amazed by the conversation that follows.  It becomes very personal which is the better way to develop the relationship.  The wise keep all personal information shared as confidential.  Once relationships are built on solid ground, then business development blossoms.

Through the question and answer process, it is your prospective client who teaches you how to sell to them, and to the company if it is a larger establishment.  In fact, they sell you on doing busing with them and instruct how to go about it.  Take notes on the instruction as if you were in a classroom.  Those prospects who are willing to teach become the best clients.

Once you get the sale, return with follow-up questions such as, “Do you have added suggestions for increased performance?” and, “How is the service or product meeting your expectations?”  Upon hearing praise in the answer to the last question, follow up with, “Do you know of anyone else who may be interested in a similar service?”

The last question leads the current client into providing repeat business, referrals and testimonials – the definition of  the Smooth Sale!

 

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Read Details:  Elinor Stutz Video Biz Coach

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Attract the Right Job or Clientele: Sales Tip #959

Strategically use collaboration to the best advantage

Collaboration is more powerful than I originally imagined.  It is at the core of truly attracting the right job or clientele into your life, and this occurs through several practices.

  1.  Find the right group for you

You have a special skill in which you not only excel but enjoy using it – what might that be?  Who appreciates, or will appreciate your talent? What is your core endeavor, and what groups might welcome your insights?  These groups could be either in the same field as you or complementary to yours.

Once you find a few possibilities for groups to join, there are a few more principles to take into account.  Only join those you know full well:

-  You have the time to contribute and support

-  Your values are similar to those in the group

-  The group has the ambience you are seeking

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  1. Sharing and promoting

The group you join should have members willingly sharing each other’s posts, events, new books and whatever else they may wish to promote.  Given you did your homework before joining you will most become a champion of their efforts.  This is key for effective collaboration and branding of everyone’s company.  Likewise, exchanging thought within the group broadens everyone’s scope and ability.  Done well, and over time, your relationships are solidly built leading to step #3.

  1.  Referring

As you become known online, due to your diligence in sharing knowledge, incredible opportunities will be presented.  Sometimes an additional request will be presented such as, “…and if you know of anyone else, please send them our way.”  Presenting people in your group as well as appropriate others will empower your collaborative effort.  You will also be remembered by those you help, when opportunities for you come their way.

Using collaboration as your business development tool does more for you than you can possibly accomplish alone.  And the more you strategically implement collaboration, the greater the likelihood you will enjoy the Smooth Sale!

 

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Read Details:  Brand New Video Coaching Program

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Attract the Right Job or Clientele: Sales Tip #958

Client Shoes Deserve Polishing

We are taught that to understand another, we should do our best to stand in their shoes.  This has become a neglected effort by most, and is a strategy that deserves to be polished.  As a reminder, on initial contact, observe the person’s shoes and consider how they may be polished as you develop the conversation.

For example, have you ever had the unpleasant experience of being in front of a salesperson who wouldn’t stop talking, or who appeared to be “blowing smoke”?

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For someone new in business, or about to go on an interview (job seekers are salespeople, too) think back to all of those unpleasant sales encounters.  Promise yourself to do the exact opposite.

My personal example, as of yesterday, was trying to log in to one particular account without success.  Upon calling customer service, they had no record of my information in spite of sending me monthly statements.  I tried later in the day, as well as the next day to get help by phone, but the same response was heard.  I finally researched online for the name and number of the CEO enabling me to send off a message that help was indeed needed.

If you have employees or part-time help responsible for communicating with others on your behalf, poor customer service destroys credibility, relationships and ultimately, future sales.  Poor communication affects your own personal brand because employees should be trained to represent your values and priorities. Employees are precursors to how you run your business.

By taking care of your clientele, relationships for the long term are built.  The entire idea is to build good word of mouth and have it blasted in your favor on social media.  This becomes a part of your overall branding – business development program, and definitely encourages inquiries plus future sales.

In the end, polishing your clients’ shoes will lead you to the Smooth Sale!

 

Read Details:  Brand New Video Coaching Program

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

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