Attract the Right Job or Clientele: Sales Tip #578

August 29, 2011 by Leave a Comment

Always Get Their Perspective First

Crowds watching during filming
Creative Commons License photo credit: daveynin

Do you reserve judgement?

 

Being a native born resident of California, I am very accustomed to earthquakes.  The good news about experiencing one is that they are over in less than a minute.  However, quite a different perspective was observed this past week in Washington D.C.

Half an hour after the mild earthquake hit D.C., my husband and I biked toward downtown to meet a friend.  Our biking came to a literal screeching halt.  This had been the very first earthquake experienced by most people there.  Buildings were evacuated and people had flooded the sidewalks and streets.  Continual noise from sirens on ambulances were heard and cars jammed intersections trying to flee the scene.  Only fleeing was at a standstill.

As we finally made our way to our meeting destination by walking our bikes, we were trying to figure out why the modest quake would have everyone so shaken.  On the one hand it was almost funny.  But once in conversation to unravel the facts, we realized many of the same people had experienced the nightmare of the terrorist attacks on 9/11. In fact, it was  less than a month from the anniversary date.  No wonder they were gripped with concern and fear.

This episode reminded me of a very important principle for successful sales.  Whether you are applying for a job or to acquire a client, you must get the other person's perspective first to fully understand how you might best be of assistance.  Simply asking, "What caught your attention to invite me in today?" will get you on the right track for a good conversation.  Reserve judgment until you know all the facts.  You will have a far better opportunity to build the relationship by maintaining an open mind.  This will help you to interview better or gain a far better chance of securing the sale.  

Using the philoosophy of obtaining the other party's perspective first will enable you to enjoy the Smooth Sale!

Seeking work?  Register for the AmericaHires360 Virtual Career Fair  - No Charge for job seekers!

You will find more information on sales techniques and strategies in these two books:

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

and

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews

 

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Attract the Right Job or Clientele: Sales Tip #573

August 4, 2011 by Leave a Comment

Deadlines and Expections Set Properly Increase Results

salesman-dance illustration

photo credit: HikingArtist.comCreative Commons License

Tap Dance Not Required!

We all have those days where a project gets delayed and the client is waiting.  Many businesspeople tend to ignore a deadline – the worst thing to do. In this case, the client becomes angry and withdraws their business or future business.  The better approach is when you have an idea there may be a delay, it is wise to call the person awaiting your completed project.

When you do get in touch with the client, apologize upfront.  Acknowledge you know they are waiting but circumstances prevented you from delivering on time.  Then offer a new time and date when your project will be ready for them to review.  Most often client will be forgiving and patient for the project's completion.

This approach applies to meeting times such as appointments for  interviews, coffee or lunch meetings, and all else that involves punctuality.  Call ahead to forewarn you may be late.  The other party will be very appreciative.

More information on this topic may be found in both books:

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

and in

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews

When you approach business from the other party's point of view, you will most often enjoy the Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #533

May 6, 2011 by Leave a Comment

Unusual places provide unexpected Opportunity

 

Today's meeting produced a most unusual conversation.  I had the distinct pleasure of meeting with a modest gentleman who, in a friendly manner, casually relayed some of his incredible connections.  Several points about this meeting should be taken very seriously:

1.  "George" and I met at a very different type of trade show from the typical professional events (reptiles were showcased at one station)

2.  Once we realized we live in the same town, George agreed we should meet for coffee after the event

3.  Follow-up is the key ingredient to moving closer to a sale

Whether you read Dale Carnegie's book "How to Win Friends and Influence People" or my book, "Nice Girls DO Get the Sale: Relationship Building That Gets Results", you will learn that commonality and the human bond between people is the business development piece of sales.  Friendship, caring, sharing stories, and building relationships will convert your prospects to sales better than any advanced formula you might conceive. Commit your mindset to this concept, and you will do very well.

Our meeting took place at a coffee shop where we were both relaxed, happy and thoroughly enjoyed the time together.  The discussion centered on all of the advantages of putting video technology to work properly.  I described how a client just complained about the waste of "no-show" appointments incurring wasted time traveling and expense of gasoline and parking. The beauty of the video technology I now use is it allows users to easily post video on most social media sites and in email, blogs and newsletters, plus offers video conferencing and webinars – eliminating the problem of poor ROI.   George was intrigued.

By the end of our meeting, we both recognized that we will both be helping one another in the near future – making for a very Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #532

May 3, 2011 by Leave a Comment

Commitment to Success Creates Success

Work

Have you ever noticed when you finally conquer the pile on your desk you feel renewed energy 
and motivation kicking in?  

What if you were to do this every working day, would it make a big difference in your success?
 

Commitment comes in all forms, not just wedding ceremonies.  Just today, I had a conversation with two other authors about the commitment it takes to build a speaker platform, get known and sell many more copies of your book.  

My suggestion for a first step is to take a public speaking class to become an engaging speaker if it doesn't come naturally.  The list of what "should" be done is a very long one.  I always recommend to do first what might be achieved most quickly to acquire that feeling of success sooner.  Then focus on the areas of interest and importance as you prioritize your list. 

I created a handout consisting of 50 tips to help authors increase their audience size and sales potential.  Many apply to job hunting and interviewing too.  The top tips refer to knowing your audience or hiring company's goals and then you may bridge what you have to offer to your prospect's interests.  Once you succinctly speak to this guideline, the sale will more easily be made or you will hear HIRED!

The handout was developed specifically for aspiring authors who will be attending the Self-Publishers Online Conference May 10-12, all day.  I will be speaking on the how and why to use all media to build your platform and sell more copies of your book(s).  Click the link to register and save 10% by including the code: SmoothSale11

Today one of my tweets landed on Facebook which said, "Commit to 10 phone calls per day to increase business".  James responded saying, it's solid traditional advice that works.

 Make your commitment to success to be successful and enjoy the Smooth Sale!

 

 

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Attract the Right Job or Clientele: Sales Tip #531

May 2, 2011 by Leave a Comment

Commitment to friendship brings increased results

The Kiss

Excuses are very easy to find, and when expressed with a heartfelt explanation they are generally accepted with goodwill.  But what does your conscience say to you after the excuse is made?  Is it really impossible to follow through, did you consider your friend's viewpoint and how would the final result look should you be able to make the request work?

The hard core facts in my head not to attend Jeanine's wedding were solid:

- Expensive to travel

- Projects due 

- Not enough time

BUT

Jeanine is one of my longest term friends.  We have a special memory together.  We met the summer of 1966 as exchange students in Guadalajara Mexico where we shared a room in a family home.  Her hometown was TX and mine CA.  I never laughed so much as I did with Jeanine.  In particular, I found great humor when she would occasionally say, "Como esta y'all?" – combining Texan and Spanish all into one sentence!

Upon seeing Jeanine's invitation to her wedding (her first husband was a wonderful human being but passed early in life), I knew no excuse would do, I had to be at her wedding.  This past weekend I got to meet her fiance, children and grandchildren.  It was wonderful to see they have a similar sense of humor.  Some of her co-workers were there too.  It was a small gathering and I was honored to have been asked to attend.  It was the right thing to do.

You may be wondering what does this have to do with business today?  We had actually lost track of one another for a few years.  But when my first book, Nice Girls DO Get the Sale: Relationship Building That Gets Results was featured in TIME Magazine, Jeanine call me to inquire whether I was the one she came to know in Mexico.  A couple of years later she was able to arrange for me to provide a sales training seminar for her staff.  The appropriateness of the book title applies 100%.  I reconnected with a few people of that staff at her wedding.  New possibilities arose by reacquainting there.

The same is true for job seekers wanting to do well on interviews.  With your mindset focused on building relationships with everyone you meet, unexpectedly you will attract the right right job.

My good friend will be moving to the west coast with her new husband making it easy for the four of us to see one another more frequently.  We are both committed to our friendship and it is destined to  always be a Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip 530B

April 28, 2011 by Leave a Comment

 

Commitment to success creates success

42-18647749

Are you ready to move your business forward and willing to listen to others

who have gone before you?

Then you will want to mark your calendars for May 2, 11:00 a.m. PT, and have a thick pad of paper and pen ready for when Michele Price and I will be sharing inside information on successful relationship building and selling, business development, branding, social media and everything else that has to do with bringing your business to the levels you desire.  

For the job seekers, it's no secret, I believe interviewing follows the sales cycle.  Your belief system, vision and plan for obtaining your goals are all directly related to sales techniques.   So I will be sharing insight on Michele's show, Women In Business Radio, taken from both of my books, Nice Girls DO Get the Sale: Relationship Building That Gets Results, and HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.

Speaking of business development, it is noteworthy that Michele and I met on Twitter.  Her handle is ProsperityGal and I am smoothsale.  We each enjoyed the other's tweets and graduated to email and connecting wherever possible.  Frequently, I explain that by offering your best on social media and wherever you encounter others, when you give the meeting your full attention and your all, desired results will be yours.  This is the essence of relationship building and selling, and developing a returning and referring clientele.  

NOTE:   ~ Michele's show, Women in Business Radio, is dedicated to helping women achieve greater success than previously envisioned. It is an honor to be included on this show tomorrow.  I hope you will join us there.  And by the way, should you wish to connect with Michele or me on social media for mutual benefit, here is how you may find us:

Michele: ProperityGal on Twitter; Michele Price on LinkedIn, Michele Price on Facebook

Elinor:   smoothsale on Twitter; Elinor Stutz on LinkedIn, Elinor Stutz community on Facebook

Utilizing all media communicating in a friendly way always works to strengthen your network.  You will increase your audience sized comprised of prospects and clients, and you will find marketing and selling a whole lot easier.  Building relationships leads to a very Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #529

April 27, 2011 by Leave a Comment

 

Adaptation of new ideas bring increased success

Chameleon quite close...

Be the Chameleon for Change

Have you ever clung to a great service knowing that time is running out on its effectiveness?  Did you have a twinge of guilt for contemplating leaving for a newer service?  It's a common phenomenon and one with which you must weigh the pros and cons for switching.

You might consider:

- Current ROI on expenditure vs. anticipated revenue for the new venue

- Current audience vs. anticipated expanded audience

- Decreased pace of learning vs. accelerated learning bringing new opportunities

Your answer is usually very clear as to which direction to take.  This is true for career advancement too.  In my own case, years ago, I experienced a severe headache and stomach ache for an entire week contemplating taking a new job.  This should have been the indicator to which i paid attention and not have switched.  This employment became a nightmare.  However, other switches where it made very good sense proved to be wise moves.

In the case of utilizing one virtual assistant for a period of time and then recognizing another will provide more current services, it's also difficult to face up to the fact you need to leave the first. In some cases you may wish pose the question of what to do before you drift off to sleep and "sleep on it".  Frequently, by morning, the answer will come.

The good news is once you have made the decision to move on, cleared your conscience and are happy about your decision, you will be free to be open to all new possible opportunities.  As you have this freedom, the ability to develop business, move with greater confidence and expand services and products will be at your will.  

Your clientele will take note receiving the marketing communication message that you are a go-getter.  In turn, you will develop business at a far more rapid rate or as a job seeker, you will attract attention more readily.  It will be easier to build relationships with prospects, hiring managers, and clients.  

You will be led to the Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #528

April 25, 2011 by Leave a Comment

 

Originality converts business into a thriving brand

Multi Grain Hoops

This week the active conversation topic was “Do you fit the mold?”  The question brought back not so fond remembrances of when I was expected to “behave as a typical female” relayed by some corporate salesmen who didn’t believe a woman could sell, and by my then friends who more traditionally believed “a woman’s place is in the home”.

 I never fit the mold because early on I learned to stand up for who I am and to compete where required.  I smiled thinking, “When you fit the mold, you become moldy.”  Moldy in this case refers to becoming stale. 

Following a script, conducting business or even living your life the same as everyone else, will bring you little recognition or reward.  It’s when you step out to take calculated risk, try your hand at a venture that sounds exciting, and continue to learn that you begin to find true reward.    You soon recognize the real you versus how others wish you to remain. 

When you are at a stage of your life ready to move on and become the person you are destined to be, this is the point where you truly begin to develop your brand.   Confidence to go forth and strike your fortune is usually the make it or break it aspect of your new venture. Usually confidence is the first area one needs to build upon.  The second is to forego any notion of giving up.  My favorite saying is,  “When you give up you will never know what was just around the corner.”

The third phase is now that you know what you desire in your career or business, you must prioritize which idea to implement first.  Just as you broke the mold for doing what you desire, you must also analyze what everyone else is doing.  Ask yourself,

  • How can I put a different spin on what’s being done?
  • Of all the ideas out there, what is missing that I may contribute?
  • What are the best techniques for communicating what I have to offer?

Dedication, trial and error, and perseverance are the keywords for implementing the answers to those questions.  Going it alone is very, very difficult – I can tell you that first hand.  What did help was on an annual basis was to invest in coaching.  However, I didn’t begin to truly thrive until I learned to collaborate and help promote others whom I admire.  Once this level of activity was reached, ideas began to multiply and business grew at a more rapid rate.  Along with it came brand development.

Others recognized the speed with which my colleagues and I are able to adapt, implement and move forward.  They repeatedly ask how we do it.  

Therefore, Valeri Bocage, Sharon Hooper and I once again combined forces to create the Entrepreneur’s Business Retreat in the Sonoma Wine Country May 4-7.  Everything we learned about moving from obstacles to success; dreaming, believing and achieving; how to utilize all media; and earning a returning and referring clientele will be taught.  My colleagues and I are committed to helping you further develop your brand and success.

For the Agenda and to Register, please visit: http://bitly.com/SmoothSaleBizRretreat or call us today at (800) 704-1499. 

We promise to help you make it a Smooth Sale always!

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Attract the Right Job or Clientele: Sales Tip #526

April 23, 2011 by Leave a Comment

Tough Beginning Steps Reward the Emerging Leader in You

Perfect night on Lake Michigan

As a beginning entrepreneur, I felt humbled among my peers.  Quite honestly, at times I felt intimidated too.  There were times where I didn't want to "show up" because I just didn't feel I belonged in anyone's league.  

I turned inward to figure out what my next steps would be and had a deep conversation with my inner self.  From there, I began to serious develop my business plan, new venues and reached out slowly to those from whom I could learn.  Early in the game, I next turned  to learning about social media.  Slowly, and with help, I built a nice following.  

Recently I began to reconnect with the very people in whose presence I once felt lost.  Apparently my inner work brought about outer appreciation.  I was a peer with many and in some cases accelerated beyond.  With your mindset focused on that which you wish to achieve, you will attract the right job, the better interview and clientele, as well as increased sales.  Build the relationships and you will achieve your goals more swiftly and smoothly.

One other piece of advice I would like to share is that while I was struggling I still chose to invest in myself and my business.  One of the smarter moves was to over time invest in professional marketing pieces displaying my accomplishments.  The saying, "A picture is worth 1,000 words" proved so true at the latest networking event.  I heard from many, the word, "Wow!"

So if you are struggling, doubting your ability or the viability of your business – take a good hard look inward of what you truly want, and outward on how you too may invest in your business.  It may be marketing pieces, a branding specialist, or nitty gritty skills on business development.  You may very possibly have a strong need to invest in your business to get past where you are currently buried if the above describes your current situation.

I always advise to begin at the most value packed offering and then analyze what the higher priced programs cost versus their return on investment (ROI).  Yes of course I have offerings as do many.  Decide for yourself which will be most appropriate to help you get moving.  I do recommend 3 services today:

1.  Read: Nice Girls DO Get the Sale: Relationship Building That Gets Results - sound business development advice for very little, my book proving to be a classic and one that's an international best-seller.

2.  Read:  (Job seekers) – HIRED! How to Use Sales Techniques to Sell Yourself On Interviews - a best-seller

3.  Attend:  Our Business Retreat May 5-7, to get you from today to your desired future designed specifically for entrepreneurs

Most of all, I always wish you a very Smooth Sale, and invite you to contact me to find how we may best serve you.

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Attract the Right Job or Clientele: Sales Tip #525

April 22, 2011 by Leave a Comment

 

Build Credibility for Your Business by Becoming a Published Author

by Susan Daffron

Poesia

Publishing a book is one of the best things you can do to establish yourself as an authority in your field. Having your own book sets you apart from all those other people in your industry who have not written a book.

In today's competitive marketplace, being a book author is an excellent way to differentiate yourself. In fact, having your own book does three important things for you and your business.

·  Positions You As An Expert

·  Opens PR Opportunities

·  Becomes a Business Marketing Tool

Writing a book forces you to learn more than the average person about a given topic and then explain it clearly. When you do it right, writing a book on a subject positions you as an expert. Potential clients seek you out because they figure you must know what you're talking about if you're able to write an entire book about the subject.

Because being a published book author brands you as an expert, you are more likely to be quoted in the media. Have you ever noticed in newspapers or magazines how often the words, "author of" follow a quote from an expert source? Or how many authors you hear on talk radio? The media needs sources, and as a business owner you want publicity, so it's a win-win situation.

If you want to get on the public speaking circuit, having your own book also makes it far easier to book speaking engagements. It's no accident that most savvy public speakers are also book authors.

In a Rain Today study, 56% of authors reported that their book had a "strong" or "very strong" influence on their ability to generate leads for their services.

When you have a book, your message reaches a larger audience and attracts new clients. When big Web sites like Amazon.com and BN.com carry your books, a wide range of people are exposed to your name and your message. These are people that would probably not hear about you any other way.

A book also works as a great gift for prospects and clients. You can use your book to educate your customers and prove your expertise. 

Being a published book author gives you a level of credibility like almost nothing else. A well-written, book sells your business, and your business sells your book too!

If you'd like to learn more about book publishing, get inspiration and advice at the Third Annual Self-Publishers Online Conference,  May 10-12, 2011 . Use the code SmoothSale11 to get 10% off your registration.  We have an incredible lineup of speakers including Elinor Stutz to provide you advice and know-how of everything you need to know about writing and marketing your book.

****

Susan Daffron, aka The Book Consultant (http://www.TheBookConsultant.com) owns a book and software publishing company. She spends most of her time writing, laying out books in InDesign, or taking her five dogs out for romps in the forest. She also teaches people how to write and publish profitable client-attracting books and puts on the Self-Publishers Online conference (http://www.SelfPublishersOnlineConference.com) every May.

 

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