Elinor Stutz - SmoothSale.net Blog - Sales Training and Motivational Speaking

Attract More Sales: Tip #259

smoothsale — Wed, 10 Mar 2010 19:42:48 +0000

Are you an artist - proud of your work but unable to ask for money?

Last night, we attended an art show in which our neighbor participated. Art of all types was on display and most was exquisite. But there was something missing.

We asked if there was a brochure containing the images of the art, item numbers and price. The answer was ‘no’ - an interested party must go through a more complex procedure.

On the positive side, the artists were friendly to all, answered questions and worked to build relationships. As far as marketing and communicating the price of their work, well that was lacking too.

On the way out of the exhibit, I said to our neighbor, “Sell a lot!” She of course laughed because that was at the heart of the matter and it appeared not much was selling for anyone. Her artist friends came over and asked me to repeat, “Sell a lot!” I then explained my business, Smooth Sale.

It was immediately evident, that although I hit a nerve with good cheer, they were uncomfortable with my exclamation. They are afraid to ask for money. To remain in business, you must ask - BUT - only after you are certain that your artwork is everything the prospect soon-to-be client desires. When you achieve this, you are exchanging values - product/service/wish list for money.

When you change your mindset to this way of thinking, the process literally becomes a very Smooth Sale!

Attract More Sales: Tip #258

estutz — Tue, 09 Mar 2010 21:17:17 +0000

Did you know your signature at the end of an email is the equivalent to your business card?

Recently, I have received a number of email without a phone number and sometimes, not even a website. At times, when a website is listed, the phone number does not appear there either. This makes it very difficult for prospects or clients to call thereby slashing your potential sales and revenue.

My secret for successful sales is to make it so easy for the other person to say ‘Yes’, they would be embarrassed not to purchase.

Some of my favorite tips:

1. Tap into the mindset of your clientele
2. Succinctly communicate and directly answer their questions
3. Never assume - always ask
4. First propose what they said they need
5. Next, add what you think they need
6. Let your clientele make the choice that’s best for them

When you lead the conversation and help your clients see the solution, you have marketed yourself as the expert in their eyes. They also see you as providing outstanding customer service. This is the point where business development becomes automatic, they refer you to their associates, and your business becomes a very Smooth Sale!

Attract More Sales: Tip #257

smoothsale — Mon, 08 Mar 2010 23:15:21 +0000

Are you hesitant to make that call?

Fear overtakes sound judgment at times in regard to picking up the phone to make a request or ask for the business you worked so hard to earn. Most people are hesitant justifying their thinking with the thought they are bothering their prospects and clients. However, when you work to build relationships and resolve challenges for your clientele, it is anything but a bother. Instead, change your mindset to thinking of your call as an excellent service!

For example, through networking, I met Jane who works for a Fortune 100 company. We remained in touch on an occasional basis. Last year, Jane arranged for me to speak and sell books as part of her Open House to attract more clients. It was a fun time but not a big money-maker. Even so, I accommodated everyone I met. Recalling my adaptability, Jane emailed asking if I would do the same again.

Since then I moved so it would not pay for me to drive back and forth let alone spend a few hours at the event. However, Jane was so thoughtful to remember me, rather than ignoring her request, I picked up the phone to call. This time we had a conversation as old friends. Soon I heard their sales representatives never had proper sales training. It was evident my program was perfect for their needs.

Upon mentioning how I could help them increase revenue, I was immediately asked for a proposal. My marketing message was heard as it was communicated precisely to their needs. Jane is now my advocate for pushing the training through for approval. Had I avoided her initial request, this opportunity would never have come along.

Today’s advice is: Grant requests, make requests and pick up the phone to have friendly conversations. This is the only way you will encourage business development and increase advocates and sales. These types of activities are what lead to enjoying a Smooth Sale!

Attract More Sales: Tip #256

smoothsale — Fri, 05 Mar 2010 18:27:06 +0000

“Whom do you trust?”

The above question was the title of a television show many years ago. It definitely applies to business when choosing partners and helpers. Are you asking the right questions and are you able to sleep at night?

Over the past couple of weeks as well as years, I have heard one horror story after another. The brilliant entrepreneur who:

1. …wanted to expand too quickly left loopholes in their business development plan

2. …had to work 20 hours per day because not enough help was in place for what was promised

3. …gave away stake in the company to be known nationally and soon lost control of his own business

4. …and gave money to people for services badly needed but the trusted help left before the service was implemented.

You can tell all of this would be very unsettling if any of this happened to you. I am not a business plan advisor in the sense of spreadsheets nor a bookkeeper, so I know full well to hire these tasks out. I also know to look at my bottom line before taking on another project and all the implications of further services that may be required.

Another very important piece of advice I read in Loral Langmeier’s book: Separate all personal from business expense. This includes savings, checking, credit cards - whatever you use for business needs to have an account of its own. Too many people wiped out their personal savings on the dream of making it in business, but did not have the right plan in place. Consequently, not only did they lose their dream, they lost their homes.

Due to so much of this recently occurring, I am writing this morning to hopefully forewarn you in time to develop your business s-l-o-w-l-y with all pieces in place before you add new revenue streams. Once you become familiar with the process, you will then be able to steadily move in a variety of complementary areas at a quicker pace.

When you develop a carefully thought out plan, your clientele at large will be attracted to your professionalism and leadership charisma and soon prospects will become clients. It’s all part of enjoying the Smooth Sale!

P.S.

Entrepreneurship is one of the most difficult tasks I ever undertook, learning how to sell was easy in comparison. I do have a new upcoming webinar series that will take you step by step through the process of building a solid foundation, progress to developing multiple streams of income and how to expand your message and brand to the world in easy, logical steps. For more information please visit Smooth Sale Webinars

Attract More Sales: Tip #255

smoothsale — Wed, 03 Mar 2010 20:19:07 +0000

As an entrepreneur, I learned that marketing communication skills are the predecessors to making effective sales.

My belief is that in public we all need to take precaution to be diplomatic which requires careful choosing of words. As I matured, I learned not to send out verbal or written messages hastily that I later regretted.

Another strategy I learned is to consider input from all angles whether you agree, disagree or become just plain angry. There is always something to learn. Case in point - it took me a year to self-publish my first book. By the time it was ready for market, I proudly felt as if I had just given birth. Yet someone meanly told me the second week it was out, “If your book were any good a publisher would have picked it up.” Of course I was angry inside, but I told the fellow “You are right”. That’s the how and why Sourcebooks received my manuscript and turned it into “Nice Girls DO Get the Sale” which now sells worldwide.

Moral of the Story: Anger is a waste of energy; find a solution instead.

Lastly, I still believe that when there is some fairly reasonable discontent, it is best to find a mid-way point to ensure a high level of satisfaction and good word of mouth to spread. Your business depends upon your customer service policies. Working to ensure client satisfaction brings many benefits: building of relationships, business development is a breeze bringing about additional prospects and clients, you are perceived as a leader, deeper respect comes about, and referrals and testimonials are readily given.

Adapting the right mindset toward customer service will have you soon enjoying a very Smooth Sale!

Attract More Sales: Tip #254

smoothsale — Wed, 03 Mar 2010 05:39:26 +0000

Are you balancing your free time with time spent working?

The past few months I have been guilty of working quite long hours but know of others who extend themselves even further. However, everything comes to a screeching halt when my children visit so we may enjoy precious family time.

The quantity of time spent on my business recently has been weighing on me. Timing was perfect when the following words were received in an email:

“I had been working non-stop since October ’09. I was putting in on average 16 hour days 7 days a week. On February 3rd, I was having heart trouble. With that, I energetically STOPPED everything I was doing, focused on my health and basically slept for a month. …Only normal office hours from now on…”

I share this to hopefully prevent my readers from having to go through something similar.

Our clients enjoy us best when we are rested and cheerful. The positive mood serves us best for building relationship and attracting sales. Prioritize what is important to you and enjoy life - make it a Smooth Sale!

Attract More Sales: Tip #253

smoothsale — Mon, 01 Mar 2010 17:07:07 +0000

Difficult decisions should be based upon the needs and wants of your audience.

This advice is Sales 101. If you were to make decisions based solely on what is best for you, your clientele will leave you. This sounds like common sense, however, many make the error on opting for the easy way out which only makes life more difficult in the end.

When your mindset is focused on helping your clientele, they will appreciate that you are in communication and view you as a leader in your field. Working to serve clients is your underlying marketing message that will attract larger audiences and is an almost effortless business development strategy.

Last week, I had an opportunity to either agree to terms of a contract for an upcoming book or wait for a better offer. I went to the gym to clear my head. Within 15 minutes I had the realization my audience needs the information sooner than later. The information was written specifically with my clientele in mind. It became clear the book itself is no longer about me, but about them.

Upon returning to the office, I agreed to move forward. However, being the sales pro, a little negotiation will be involved! The prospects for the book are exciting. I am looking forward to building relationships with my intended audience as well as continuing to enjoy the Smooth Sale!

Attract More Sales: Tip #252

smoothsale — Thu, 25 Feb 2010 04:50:29 +0000

How do you handle difficult choices in business?

Some decide in favor of their bottom line and others make decisions based upon whether or not they are in integrity with their beliefs. However you approach difficult situations, it’s important that your decisions are consistent with everything you say and do.

Recently I was approached to conduct business in the old corporate sales style with the promise of incredible contacts and making a fortune. However, I wasn’t interested in conducting business as was suggested. The contacts did not symbolize my desired clientele and so I turned the offer of making a fortune down. It was out of integrity for me and I chose to remain true to my beliefs over the potential of creating large sums of wealth.

I have nothing against wealth but I wish to achieve mine in alignment with how I view the world. In the long run I know I will be far happier.

Contemplate which path will make you happiest and focus your mindset on proceeding down that particular road. In the process, build relationships with prospects and clients. This is the only way you will enjoy a truly Smooth Sale time after time.

Attract More Sales: Tip #251

smoothsale — Mon, 22 Feb 2010 16:39:57 +0000

Do you embrace change?

We have all heard getting out of our own way is the biggest obstacle for entrepreneurs becoming successful. What does that mean? Fear sets in when it comes to trying a new idea, they refuse to try so consequently do not grow.

The opposite is true when you are ready to accept change and run with it. So much more learning takes place that soon opportunities arise that would not otherwise have appeared.

When you embrace change, others begin to take note. Your learning curve quickens and you achieve success far more quickly. Rather than becoming one in the high percentage for failure, you set yourself apart in the very low percentage for success. You communicate the message that you have become a leader in your field and soon attract new audiences far and wide. Adding in the element of building relationships builds a larger pipeline of prospects and clients.

Whenever fear begins to creep into your mind, change your mindset from stopping in your tracks to seeking qualified help - this is the most reliable path to success. Your business development will soon take off quickly and easily making for a very Smooth Sale!

Attract More Sales: Tip #250

smoothsale — Mon, 15 Feb 2010 17:04:46 +0000

What do housekeeping and tiny business details have in common?

They both are time-consuming, neither are exciting and they detract from your bigger projects. The best way to cope is to hire trusted help as soon as you are able.

When you change your mindset from, “I can’t afford it”, to recognizing you can’t afford not to, your home will sparkle providing increased positive energy, and business will evolve more quickly.

As you outsource the detailed work, more time may be spent developing and marketing new products or delivering additional services. You are then able to attract a greater variety of prospects who convert to clients. When reliable help is found upon recommendation and interviewing, your announcements are made in a timely fashion and in greater quantity positioning you as the leader in your field.

Revenue coming in versus revenue going out is a forever balancing act. However, when you have a handle on forecasting forthcoming sales and expenditures, you will be ready for the next step of either hiring part-time contractors and/or full time staff.

You will have more time to build relationships with your clientele and then witness acceleration of business thereby increasing the likelihood for a Smooth Sale!