Attract the Right Job or Clientele: Sales Tip #613

June 17, 2013 by Leave a Comment

What have you recently learned?

 

The key to succeeding is the commitment to continual education.  Expensive courses are always available, but if money is tight there are other ways to learn that can be equally effective and of little cost if any.  The objective is to keep learning in order to advance more quickly.

Here are the inexpensive routes to consider:

Observation.  You may quickly recognize what is working well for others and what to avoid.  The better ideas adapt to your style to remain authentic.

Ask Questions:  Those who accomplished similar feats that you aspire to, ask their better strategies for having done so as well as further recommendations.

Reading:  Online materials and postings are all free; digital and paperback books are relatively inexpensive.

Colleague, Nancy Bleeke, compiled a summer reading list of her favorite sales books each taking a different approach to the subject.  You may well be able to pinpoint the right one for you.  

Another Colleague, Lynn Hidy, is a tele-sales guru who produces a newsletter that offers her tele-sales tips.  I haven't done this in a very long time, but knowing these tips are very handy for an outside sales type of person, I registered for her newsletter (and you might wish to do the same) at: Up Your Telesales.

Is it worth the trouble to continually educate oneself?  As you improve upon your delivery of services, you become a super-star in the eyes of your clientele or hiring management.  They begin to see you as a leader in your field bringing about promotion or repeat business and referrals.  You will be on the path of a more promising career or enterprise.

You may discover errors made in the past and how to improve upon the future.  Additional ideas may come as you read what others have implemented and you might just wish to connect with one of the authors on a social media site. When you are in motion is when new ideas and opportunities come your way and put you on the wave of the Smooth Sale!

 

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Attract the Right Job or Clientele: Sales Tip #612

June 14, 2013 by Leave a Comment

Connections Drive the Better Opportunities

The value of your connections, whether seeking work or gaining new clients, is in the grooming of the relationships.  Researching the experience and connections of people you previously met will provide you with ideas of how to move forward that will be beneficial for all concerned.  As I performed such a search, I was inadvertently introduced to another company that is of great interest from a collaborative standpoint.  When you take the time to do homework upfront prior to reconnecting, you will stand a far better chance of making a very good impression as well as find additional opportunities.

Many times it isn't the person you already know or met, it's the people they know that hold the key to what you are seeking.  By explaining why you would like a warm introduction, you will be more likely to get it.  Once again, the warm introduction will give you a better footing in the initial meeting.

Friendliness delivered professionally is key to finding a job or attracting a new client.  Jason, a sales professional, was introducing himself to companies within a building.  He came across someone exiting a company that was his previous competitor in a past life.  Upon introducing himself and explaining how he used to be in that industry, the woman invited him in and introduced him to the sales manager.  At the end of a brief and friendly conversation, the sales manager offered Jason an opportunity to interview.  Giving this serious consideration, Jason has the interview lined up for next week!

Lastly, belief in what you have to offer is of value to those you approach is paramount for everything you do.  A wonderful story was "tweeted" to me by Scott.  Disappointed he did not get the job he was after, he asked for a review of the covnersation, his resume and for reconsideration.  The end of the story is, they did reconsider and he heard HIRED!

Belief, not giving up, and following up, are what will put you on the wave of the Smooth Sale! 

 
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Attract the Right Job or Clientele: Sales Tip #611

June 12, 2013 by Leave a Comment

A Rose is a Rose by any other Name

Please note while this is a story about an interview, the lesson learned applies to every sales call too.  

The latest reported interviewing saga comes from Victoria.  Proud of herself that she was on top of her game, Victoria adeptly prevented herself from being disqualified from further interviewing steps in the process.  Here is what happened:

"My name is…" were the first words heard from the person conducting the interview. The delivery was swift and only a first name was provided.  Recognizing her memory isn't at peak in the morning, Victoria quickly grabbed a pen to write down the person's name while trying to concentrate on the next sentences being spoken.  A very formal phone interview then took place.

There was no give and take, simply one-sided questioning.  Victoria was asked numerous questions, and each time she answered there were moments of silence as the other party typed the answers.  The typist would not commit as to whether Victoria would make it to round two, but she did say a follow up email would arrive in the form of a survey.

Upon seeing the survey, Victoria immediately responded.  The last question had her realize it was the company's method for eliminating candidates.  The very last question was, "What was the name of the person who interviewed you?"!  It was fortunate the name was still on the piece of paper where Victoria had recorded it.  The next day Victoria received an invitation for round two.

Throughout all of the sales training I ever received, it was always said that the most important thing to anyone is being called by name.  This will put you on the wave of the Smooth Sale!

 
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Attract the Right Job or Clientele: Sales Tip #610

June 11, 2013 by Leave a Comment

Attract the Right Job or Clientele:  Sales Tip #610

 

Confirming Communications

Over the years, I have learned the best way to eliminate embarrassing moments is to reconfirm specific agreements.  Most notable is a time commitment for an appointment.  Due to our busy worlds creating havoc, on occasion we may have to arrange a new agreed upon time.  Adding to the mix, we have a great variety of time zones and seasons that affect the scheduling.  It is in everyone's best interest to reconfirm 24 hours ahead that you are scheduled for the correct time slot. 

Two principles to heed are ~ avoid blame and work for a win for all!

To avoid embarrassment, simply write you wish to reconfirm the time.  Add to that statement that if for some reason the other party scheduled a different time to let you know and that you will do your best to be available.  This alleviates blame and places all parties concerned as partners in the process.  

Another example is when someone casually asks you about your experience using their service.  I just encountered this and provided a casual reply to the casual inquiry.  Later I learned my reply is to be used as a testimonial in print and online. Immediately, I requested time for a re-write so that the words are written in a more professional manner.  The time was granted as the other party recognized a more professional sounding testimonial is in his best interest.

A third example is that of a friend calling today to say a phone number I provided did not connect her with the person she expected.  Clearly one of us erred in either providing an incorrect number or did not fully listen to the phone number provided.  We both agreed it didn't matter how this happened but rather that she is able to connect and make her appointment.

Working for a win for all is what will put you on the wave of the Smooth Sale!

 

 

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Attract the Right Job or Clientele: Sales Tip #609

June 10, 2013 by Leave a Comment

Are You On Point?

 

Many people wonder why they were never asked to proceed through the interview process or never made it to the end of the sales cycle to see revenue come their way.  Their error in common is they were not on point meaning questions were not answered appropriately.

In this regard, the worst error is that of avoidance.  Have you ever asked a question only to be ignored?  Sometimes when difficult questions are posed, people become uncomfortable and choose to avoid the answer.  They believe by answering their chance for moving ahead will be destroyed.  However, by not answering they destroy all possibility.  It is better to take a chance by answering all questions truthfully.

Not only is the answer important, but the way in which you answer is of at least equal importance.  Your delivery with energy and a smile will account for much.  Your style speaks to the buying party and indicates whether you will be a team player or provide excellent service after the fact.

The final point is to find the human connection between you and the people with whom you meet.  Find areas of commonality, speak to their interests and treat the other as a potential friend.  This is what devleops relationships along with the sales guideline of building likeability and trust.  You will be far more inclined to hear HIRED! or SOLD!  

Being on point will put you ont he wave of the Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #608

June 8, 2013 by Leave a Comment

 Magnetic Communication

 

I coined the term "Magnetic Communication" as it applies to finding the right job or clientele.  It comes from an experience I encountered on a stretcher with a broken neck.  The short version of this is I was supposed to be paralyzed according to the surgeons. But upon witnessing a gold light appear over my body, I recognized I would be well.  The gold light, however, led me on a journey over the course of several years to find the meaning.  I came to learn (and relay the complete story in my new book, INSPIRED Business) that the gold light is the highest level of healing and that our bodies are magnetic fields of energy.

Should you buy into the possibility we are magnetic fields of energy, then it is easy to recognize we each have the ability to attract the right people into our lives, careers and businesses.  Intuition plays a big part in this.  Have you ever instantly felt a dislike for someone or been attracted to another to the point where you needed to learn more about them?  Sensory skills convey much information if we pay attention.

To further build the relationship with the interviewer or potential clients, begin conversations from their point of view first.  As you gain better understanding through question and answer, then you will know how to best position your skills and offerings.  And when posting online, provide insight to your specialty that others may use to their benefit.  In this manner, your followings will grow as will interest in you and your business.  

Magnetic Communication is what will put you onto the wave of the Smooth Sale!

 

 

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Attract the Right Job or Clientele: Sales Tip #607

June 3, 2013 by Leave a Comment

Shopping for a new car brings out the worst and the best in some salespeople.

The worst episode this past week was the salesman who was terrified of my intention to test-drive the car on the freeway.  He suggested that instead I hand the wheel over to my husband.  Livid might describe how I felt.  His disregard for my ability to think added to my furor.  Disagreement was loud and clear when it came to my suggestion of which route to take.  Interestingly, he doesn't live in our area and was not familiar with the cross streets yet he chose to argue with me.  The conversation disintegrated from there.

You can bet I wouldn't purchase a toothpick from that man let alone a car.

The next lot over was a true car salesperson gentleman.  He treated my husband and I with equal respect, answered our questions and made appropriate suggestions.  He was good natured about the fact his lot was the first we visited and that we needed to check out a couple of other models.  Follow-up was in his arsenal too.  Without being pushy, he left a very nice phone message and sent an email too.  This is the technique I suggest just in case your prospect has a preferred way to communicate.

We did our diligence and I bet you can guess where we will return to buy a car!  

After reading this consider how you treat your clientele both intended and current.  Is there any way you might improve customer service?  Has it been a while since you checkrd in with certain clients?  Keeping in touch via a variety of methods and always making yourself available to answer questions will put you on the wave of the Smooth Sale!

 

 

 

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Attract the Right Job or Clientele: Sales Tip #606

May 29, 2013 by Leave a Comment

Growing Your Idea

"Charlene" emailed her new idea for a specialty service to ask my thought.  My response was, it's a good idea that needs market analysis, considerable thought as well as potential ideas in the background for expansion.  My philosophy is to power brand whenever you come up with a new idea.  In other words, develop off-shoots to attract additional audiences.  For every venue, strive for a variety of ten possibilities.

The service is something in which I would not invest but others will.  Therefore the suggestion was made to ask associates how they would react if they were approached to buy.  Next, I advised Charlene to consider the "what if" scenario should the client be unhappy with the public relations service.  Will part or all of the money be returned?  The policies need to be in each and every contract, authorized and dated.  

Given the original service considered is an intangible, another suggestion was to create small tangibles to be included.  Offer choices and then a discounted package for everything available.  As entrepreneurs grow their offerings, the likelihood of attracting more clients grows exponentially as crossover from one service to the next takes effect.  In addition to offering insight for business development, I also recommended a couple of websites of others in a similar space for her to check out as well as another service with which she might consider collaborating.

A great way to help others is to offer additional ideas, resources and introductions.  Most often this type of help is remembered and when you are in need, your next project becomes a Smooth Sale!

 

Read Addtional Strategies and Techniques:

INSPIRED Business A New Vision for Building Business and Communities, Motivational Press

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 #605

May 22, 2013 by Leave a Comment

Friendly Persuasion

 

In my new book, INSPIRED Business, I suggest you approach "prospects" instead as "potential friends".  The reason for this is when you view the other party as your prospect from whom you will make money, the dollar signs are seen floating out of your eyes and the conversation is not so easy-going.  However, upon viewing the other as a friend in the making, most often the conversation becomes far more relaxed leading to a heart to heart conversation.  

It's a known fact that people buy from those they know, like and trust.  How well do you believe trust will develop when others view you as being there solely for the money versus working on their behalf for an improved outcome?  Lead through questioning, clarify for understanding, and propose numerous ideas in the initial conversation to see which pique more of an interest. 

By the time your initial meeting ends, you will have had a fruitful conversation with ideas offered from both sides of the table.  This greatly increases your odds for getting the business.  In fact, you will be headed for the Smooth Sale!

Read Addtional Strategies and Techniques:

INSPIRED Business A New Vision for Building Business and Communities, Motivational Press

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 #604

May 21, 2013 by Leave a Comment

When Does Customer Service Begin?

 

The question was asked of me to which I replied, most would say upon delivery of goods and services, but I say that's too late!  Some might answer customer service begins upfront at the first meeting, but I admonished this is too late as well.  What?!

Clients-to-be recognize when a professional sales or busienssperson enters their office who has done their homework upfront.  In the old days prior to the internet, yes, customer service began upon first walking through the door.  But given today's technology, we are required to do appropriate research prior to ever departing for a meeting.  The size of the company will determine the types of research:

- Website for Executives, keywords, location(s) all which should be read in depth

- Large companies look at where their stock is traded and the 12 month history to get an idea of growth or decline; read the annual report 

- Read testimonials from clients; notice where the focus sits

- Compare the company and its clients to their competitors

You can see with this research done ahead of time, you will be well equipped to have an in-depth conversation the first time in.  Your credibility will be ahead of your competitors and will most likely land you the next appointment.  By finding out the number of locations, you will be positioned to ask if all will be considering your services.  Should the answer be "yes", you will then have potentially earned yourself a far larger sale.

Obviously, customer service is required before the first appointment all the way through to delivery, and then frequent check-ins, according to the client's wishes, to see how delivered services are performing.  When you operate in this manner, you will be lifted onto the wave of the Smooth Sale!

 

Read Addtional Strategies and Techniques:

INSPIRED Business A New Vision for Building Business and Communities, Motivational Press

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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