Do you ever take a “pulse check” on your business?

Yesterday, I met with a gentleman “Charles” who is well versed on growing businesses.  He asked me his standard question of entrepreneurs, “Do you have one or multiple income generators; and if multiple, do you have any idea which are your bigger income generators?”

With a big smile, I answered, “Yes, I have an Excel spreadsheet that breaks out each revenue stream with separate totals and then the grand total.” 

My answer impressed Charles.  He relayed most entrepreneurs have no idea where their money comes from and even worse, on which three areas they should concentrate most.  I proudly shared, “I learned all of this from reading marketing materials when I first began.”

Several points are contained in this blog:

You do not need an MBA to grow a thriving business but at a minimum, you need continual self-education

1. Avoid the hard lessons - always keep an eye on the bottom-line
2. Per the marketing materials, develop viable streams of income, not just one.  Times change and so will the areas which bring in your best return.

By maintaining a mindset for learning and an eye on your bottom lines, your business development will be headed in the right direction and more prospects will flow into your life to become your clients.  As you build these relationships, you will close more sales and they will be a Smooth Sale! 

“You are a natural born saleswoman - Yes, I’ll do it!”
Those were the words spoken today as I asked “Jill” for her advice in her area of expertise. 
Prior to receiving a “Yes,” she emphastically told me,

“My practice is full for the next three months, I’m completing special projects, travelling for 2 weeks, and if that weren’t enough, I am expecting a houseful of company next month.  I’m sorry, but I just cannot help you.”

Listening carefully to her exasperated state of overwhelm, I simply agreed with her.  Whenever prospects say “no”, the first step is to agree you understand their point of view.  But the next steps are to put a different mindset on the matter at hand and ask if that will be agreeable; offer choices to make it easy - the best customer service policy for doing further business.

I then suggsted,

“Just in case you lie awake at night thinking about my question, and just want to fill in 10 abbreviated points, I can easily write the rest.  Or, if you find yourself commuting by ferry or train, and have a notepad with  you, take the opportunity to jot down your advice. I will gladly give you full credit on your contribution.”

My original complicated request turned into soemthing so easy, the objection disappeared.  In a sense, Jill transformed from prospect to client.  Your marekting-communications affect your outcome as much as your relationship building skills and ability to close sales.  This winning combination is the basis for our training programs appropriately called, Smooth Sale!

Do you willingly provide customer appreciation?

For most sales a simple “Thank You” is appropriate and everyone appreciates it.  But what about more expensive sales - how do you acknowledge those?  My rule of thumb is the appreciation should be in alignment with the value of the sale.  You might consider:

• email a thank you for attending a one-hour tele-seminar
• Hand write a thank you note for attending an expensive workshop
• Lunch for a company decision maker that led to a sizeable sale
• Basket of delicacies or trays of baked goods for a team effort sale

Last night, I finished delivering the third session of a three-part workshop series.  It was hosted by owners of the Pelican Art Gallery in Petaluma.  We spoke beforehand about having a celebration at the end of the last evening.  They supplied the wine and I baked my favorite brownies - a good time was had by all!

Clients were happy.  Through the sessions, we each learned about the other’s business, new ideas are being implemented and referrals are coming. 

When you change your mindset to treat everyone through the process, from prospect to actual client, as potential friends, the barriers come down. Relationships build and you close more sales.  Of equal importance are the referrals and ability to enjoy the Smooth Sale! 

Have you examined your approach style?

How do you wish to be perceived and are you able to convey that desire? Your approach affects your marketing message, business development and ultimately sales.

This morning, someone called on my business line asking for my husband - not too swift. He then launched into the fact our bank has investment advisors on board who are ready and willing to help us make new allocations with our money.

Question based selling always performs better than the old fashioned telling-selling. Furthermore, “Bob” spoke hesitatingly and continually qualified what he said after the fact. His approach left me cold and I had no interest in pursuing the conversation.

The irony of all this is had Bob taken the time to research our account, he would have seen that once upon a time we used the very services he was trying to sell. He could easily have approached me on our history, would have sounded intelligent and quickly found what he needed to know. Our history was less than stellar to be polite.

By taking time to research and prepare upfront, you will come across with credibility. Through the cycle, as you build relationships and trust, you will be far more likely to close the sale - and it will be a Smooth Sale!

Footnote: It must be open season on people cold-calling who do not have a clue! As I was typing the previous paragraph, someone called to ask me to join their program not realizing I had already completed it! Compounding this error, oblivious to what my business entails, “Chuck” then asked, “How would you feel if…” - He was obviously reading from a script trying to sell me. Needless to say, he reached the wrong person.

Do you take time off to re-energize and celebrate?

In honor of the 4th of July holiday, it is important to encourage all of you hard working people to take the legal holiday off and celebrate!

These days, most of us work very long hours. When we are not working, we are thinking about what yet needs to be done. You owe yourself a holiday, so seize it. Most likely you have much to celebrate: having a job or owning your own business, good friends, and an activity or party to attend.

Make the most of the good times. They are meant to re-energize and enjoy life to the fullest. Surrounding yourself with people you care about and acknowledging the holiday will bring about greater satisfaction and sense of well-being. Relaxation, enjoyment and good mental health will provide you an energetic boost when you return to the office.

On a personal note, we are very fortunate to have moved to a very friendly neighborhood. One couple invites the entire street over for a potluck lunch & dinner on every major holiday. We eagerly look forward to good conversation and being with people who live life to the fullest, and know how to have fun!

I hope you get to see a fabulous fireworks display in honor of our country’s birthday as well as recognize your personal good fortune. When you do return to the office, you will be in a more positive mindset - ready to contact prospects, meet with clients and do what it takes to build business. Your relaxed frame of mind will help you close more sales and make it all seem to be a Smooth Sale!


Wishing you a wonderful holiday celebration!

How many months remain in your budget?

Today’s question refers to cash in the bank. Due to the economy many businesses are having to close. With competition for jobs high and job availability low, it is prudent to become creative in preserving and increasing your cash.

For some, it was previously easy to play games with credit cards obtaining a 0% balance for 12 months. When the 12 months expired, they were able to close those accounts and open new ones. Most likely, that is a scarcity today.

We need money not only to survive, but to continue our business development, marketing and selling efforts. We need to take prospects to coffee or lunch, and keep a positive mindset about business It is important to make it easy for our prospects to say Yes, turn them into clients, and have enough capital to continue. So what is an entrepreneur to do?

You may have heard about the Government ARC loan for small business owners. It is well worth your time to consider. However, the only caution on this is you must have been profitable one year out of the past two. If this is not the case, you are still eligible to speak to your SBDC Representative to find other assistance.

My advice is to seek out the help you need. When you have assistance, you will sleep better at night and provide better customer service - all which leads to closing more sales and enjoying the Smooth Sale!

Practice Makes Perfect - take heed!

The old proverbs hold a lot of truth. This one, in particular, speaks to the subject matter of the fear of trying something new. The subject matter was brought up by a participant in our workshop.

She asked of me, How do I proceed providing a workshop for my clientele that management demands of me if I never gave one before? What will I do if it does not turn out well?

I replied she should look at her workshop as a unique opportunity. It is normal to be nervous any time you try something new. By outlining ahead of time what she will say, attending another similar event to get pointers or asking others who have already done this, she will increase her chances for success. By the time she delivers her workshop, she will have learned new skills and feel proud. Over time, the delivery will be easier and her comfort level will increase and she will be ready to tackle another new project. Additionally, she may qualify for promotion.


Learning is never easy or comfortable, but it is certainly rewarding. By keeping a positive mindset, learning from other entrepreneurs, delivering on uncomfortable requests from management or prospects, you will be able to market to more people and close more sales. As you perfect your skills, you will enjoy the Smooth Sale!

Are you certain you really want to do that?

Some people have very strong desires to become famous whether through performing on stage or becoming a well-known author, and announce to the world this is so. But their actions tell a different story.

Time and again, I have heard that an author’s lifelong dream was a breath away from taking place, but at the last second, that author could not bring him or herself to push the “send” button. Panic set in.

Admittedly, the first time around, pressing the send button is very scary. What if the publisher does not like what you wrote? How can you face the humiliation after having spent perhaps years on the manuscript?

Let me turn the questions around. What if the publisher were to very much like your manuscript, but you chose not to send it? How would you feel looking back and realizing a gigantic missed opportunity?

With every wish comes reality; as they say be careful for what you wish for. And when your wish appears to be coming true, turn your mindset to running with it because deep down, that is what you are truly passionate about. By following your dreams, your business development, marketing and sales will begin to flow, and will develop into a Smooth Sale.

My personal footnote: Out of 1,000+ quotes received, mine was chosen for The Woman’s Advantage 2010 Calendar. My quote spoke to “Pursue your dreams!”

Do you assume the sale?

Last week, a newcomer was introduced to our group for approval to join the membership. Everyone seemed to enjoy her but not one person knew what to do next. Being we were her prospects, I suggested she “Assume the Sale.” In other words, show up to the next meeting and become a part of the group.

In business, it is critical to keep a positive mindset that you will get the sale. You need to make certain you meet all of the requests of your prospects, have an honest dialogue and ask the right questions in order to advance forward. While you are advancing, you also strive to build the relationship with your potential client.

Operating in the manner described above becomes easy business development and will attract many to what you have to offer. By lining everything up just right, it becomes very easy to ask, “When would you like to get started?” And when you carefully follow the process and assume the sale, it becomes a Smooth Sale!

Is there any difference between setting and achieving personal goals versus business goals?
Students in my most recent sales training workshop posed the above question. My answer was, “It is entirely the same. In fact selling to a business client or to a friend or spouse is the exact same process.”

In business, you have the option of “cold calling” (finding a new prospect on your own) or following-up with a prospect by telephone or appointment. The last holiday we celebrated, I casually met a few people from the neighborhood at another neighbor’s home. My goal was to get to know them better and ultimately establish friendships.

Finally settled in our new neighborhood, last week, I “cold called” our neighbors. I knocked on their front doors and invited them over for dessert on either Wed. or Friday evening. Giving a choice of dates increases the odds for getting a “yes” answer. Everyone accepted. One neighbor, however, behaved like a suspicious prospect and first asked, “What do you want?” followed by, “Do I need to bring anything?”

I replied, “You do not need to do anything you do not wish to do, there are no obligations. All you need to do is show up and enjoy the other neighbors.”

Yesterday evening, the neighbors already in my living room were amazed the suspicious one came to our door. They previously had no success connecting with her and wondered how I was able to do it. Both get-togethers proved to be a lot of fun and blossoming friendships are under way.

My point was proved. There is absolutely no difference between building personal friends or relationships with business clients.

When you change your mindset to marketing and selling to friends other than those from whom you will make money, your results will be far better and you will experience a Smooth Sale!

• « Previous Entries