Attract the Right Job or Clientele: Sales Tip #574

August 8, 2011 by Leave a Comment

Play Fair for Long Term Clients and Increased Results

surrender your fear
Creative Commons License photo credit: HikingArtist.com

Outrage is good neither for the client or the provider!

Your business is dependent upon outstanding customer care.  Without it, clients will not return.  If that's all that happened, that would be the good news.  When poor care and unfair play are delivered, bad word of mouth travels very quickly hurting your reptuation and your brand.  Your marketing communication message is, "I don't really care".

The following story was relayed about a medical service provider who operated with greed when sending bills to "Joan":

  1. The medical facility's mamography equipment was not up to date so after a questionable mamorgram in Joan's local town, she had to take a 30 minute drive to another town where they had better equipment..  Joan was billed several hundred dollars for the second mamogram.  

     

    According to Joan, it was the prover's problem their equipment was not up to par, not hers.  
     

  2. A year later, without saying a word, Joan's doctor provided 3 squirts from a dry freeze container to remove a tiny growth.  The billing department sent a bill showing the retail value for the 3 squirts  at $450 

     

    Joan shared that no mention of a fee was ever made, so it appeared the squirts were included in the visit, just as it always had been with a previous healthcare provider.  She was stunned upon receipt of the bill, 
     

  3. Due to mishaps at the medical facility including lab results getting lost, Joan no longer felt secure if surgery were required somehwere down the road.  So she secured new coverage from a different organization.  The new monthly fee was 30% less for better coverage.  

     

    Joan called on August 3 to cancel the first coverage.  She was told to pay for the entire month of August to which she offered to pay for the first three days, otherwise, it would be extremely unfair.  After 2 minutes of silence, the charge was waived. 

All totaled, Joan saved over $1,000 by standing up for her rights and presenting a fair perspective to which the company couldn't reasonably argue.
 
Why am I relaying Joan's story?  
Because in today's society unfortunately it is greed that has taken over many bigger companies removing common sense.  Entrepreneurs can learn what not to do and what to copy from these companies.  You have to ask yourself, "If I were to send this bill out, would I recognize the value received?"
 
When you play fair by understanding the other person's point of view, you will be far more appreciated and more likely to have a returning and referring clientele.  Your clientele should always become your salesforce – telling everyone they know just how good you truly are!  Achieving this mindset, you will be head for a very Smooth Sale!
 
You may find more information about sales and applying selling techniques in these two books:
and
 

 

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Attract the Right Job or Clientele: Sales Tip #536

May 12, 2011 by Leave a Comment

One of the best attraction tools is showing sincere appreciation.

Dubble Bubble Gum Mixed Flavors April 04, 20113
Creative Commons License photo credit: stevendepolo

How do you feel when someone earnestly complements you?

Kindness is your best marketing and sales tool that transforms into a huge gift for all.  The gift is the appreciation shown to your clientele and your reciprocated gift is that of repeat business, referrals and testimonials.  As a job seeker, the return gift will be hearing HIRED!  In sales this is called a win-win – where everyone feels satisfied.  It becomes a bigger win when the appreciation brings about additional business.

 

By being the first one to show appreciation, you will further attract interest in you as a person and then you the entrepreneur.  In my corporate sales career, I found my best sales were based upon the friendship connection first.  My book, Nice Girls DO Get the Sale, demonstrates this best.

 

The old sales creed is, “People buy from people they like”.

Dependent upon the size of the sale you received and your budget, the following will have long lasting effect on future sales:

  1. Always write a thank you note
  2. Offer to take your client to lunch
  3. Send an appropriate gift basket for the team

Don’t get lost after the sale.  Check in with your clientele in a variety of formats dependent upon how they prefer to communicate.  If you don’t know which style, simply ask, “Do you prefer phone, email, social media, or video for keeping in touch?”

Your client will be thrilled you asked and will gladly tell you the how and the when.  Your job then becomes to make certain you do follow-up.  This too demonstrates you truly care and provides another form of appreciation.  It also encourages further business.  The same principles hold true for interviewing.  Consider reading, HIRED!

 

The gesture of kindness should become a part of your normal business development.  It will help generate repeat business, referrals and testimonials as well as new opportunities for collaboration.  Your reputation will spread favorably and attract far many more people to your business thus building your brand.  I call this a very 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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Attract the Right Job or Clientele: Sales Tip #524

April 21, 2011 by Leave a Comment

Taking responsibility brings increased success

Mantle Meditation

What has been your result the first time you tried a new project to deliver to a client?  I'm willing to bet it took more time than you anticipated and possibly there was misinterpretation on both ends creating even more discontent on both sides.  This happens frequently, but how you handle the situation will make all the difference in your future success.

My philosophy on this is it is not the client's responsibility for your learning curve – a simple truth.  Once you understand everything that can possibly go wrong, you then have the formula for executing properly the next time around.  You will do so much damage by asking for the extra money, you will be sorry you did.  When you fail to take into account the clients' perspective and ask for additional money, you anger the client who then proceeds to tell everyone they know just how awful their experience with you turned out.  It will turn off future prospects and prohibit further business.

Consider the learning experience to be worth far more than asking for a couple of hours worth of extra money from your client.  When you explain the extra steps you took on their behalf, deliver calmly and bill according to the original terms, you will have a very satisfied client. Your branding and business development will take off in the right direction.  Your marketing message becomes you are of the mindset customer service matters as does building relationships with your clientele.  Take into account all perspectives involved to understand the best path in order for everyone to feel as if they have benefitted.

Good word of mouth will spread helping to attract larger audiences and sales.  And most likely you will earn repeat business, referrals and testimonials.  For more insight on how to work with clients, you may wish to pick up a copy of "Nice Girls DO Get the Sale" .   In terms of interviewing, in every conversation you must understand the motive and desires coming from the people interviewing you.  Only then will you know how to proceed.  You  may read more about how interviewing follows the sales cycle by reading, HIRED!

And should you desire in-depth knowledge of building your brand, utilizing all media, moving from obstacle to success, and getting your daydreams into the real world, seriously consider our upcoming Business Retreat, registration is closing soon.  Call us at 800-704-1499 with questions.

Our philosophy of moving from the client's perspective first is the hallmark of The Smooth Sale.

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Attract the Right Job or Clientele: Sales Tip #523

April 18, 2011 by Leave a Comment

Does Your Team Play to Win?

frog huddle

Every sport the team has a huddle to confer the next best strategy. 

Are you doing the same?

Your team is differently comprised than that of athletes.  Most likely you have a virtual assistant, graphic designer and I.T. person available, a bookkeeper and/or accountant, and associates with whom you brainstorm.  The most important question you can ask yourself is,

"Are all of your team players truly on your side and helping you to
move beyond current goals to your grandest vision?"

In addition to the usual players, I have two team players with whom I am proud to work.  

First team member:  Valeri Bocage hails from New Orleans or in her words, N'awlins, where she had a successful career with Landmark Education as a trainer.  But then… Hurricane Katrina hit causing Valeri to lose everything.  Did that little obstacle slow her down?  Not even slightly. She traveled to San Francisco where she built Powerful Women International – chapters are now thriving in 10 countries with more coming.

Second team member:  Sharon Hooper, located in Sedona AZ, and I met through an online collaboration dedicated to teaching social media and conducting business with heart.  We became friends and associates.  Sharon is a creative master with her specifically designed Vision Mapping Strategies to help you get your deep down desires on to paper and out into the world for all to witness.

The three of us are committed to helping entrepreneurs succeed and have joined forces to bring you our Business Retreat, Mary 4-7 in the Sonoma Wine Country .  Our program is designed to help you sync your mind, body and spirt and find success beyond what you thought possible.  We will be teaching you the best of what we know to help you achieve your dreams.  

Call (800) 704-1499 with any questions and register today.  Bring a friend to receive a 15% discount for both of you.

Commitment to education, whether seeking a job, planning your career or building business is a requirement for continued success.  Others will take note that you are on top of your game.  This becomes your marketing message and business development serving to put you in the leadership spot.  

When you take the required steps to grow, you become unstoppable ~ making yours the winning team and attracting the right job or clientele.  Most importantly you enjoy the very Smooth Sale!

 

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Attract the Right Job or Clientele: Sales Tip #522

April 13, 2011 by Leave a Comment

Your Happiness Meter Rating Determines Your Outcome

We will stay forever

In conversation with "Susan" today, she portrayed a different person.  Difficult circumstances had previously brought her energy to almost 0 and her joy was definitely gone.  However, upon recognizing new possibilities in her work, hope and determination returned.  I immediately expressed delight in hearing her renewed spirit and happiness in her voice. 

We then proceeded to having a conversation about our "happiness meter" and the effect it has on attracting the right job or business opportunity and clientele.  Should you be in the doldrums, no one will want to work with you in any capacity.  So it is of great importance to begin recognizing what it is about your life right now that makes you happy whether it's another person, an event or thing.  

Expand upon what you want, how the one piece of happiness you currently have may be involved, and how you will make your future better.  Then take steps to implement the better future.  You will find your rating on the happiness meter increasing as the excitement begins to build.

Meanwhile, Susan and I discussed a mutual friend whom I described as incurably happy no matter what unfolds in her life.  She is forever optimistic and continually reaches out to help others.  This act of helping others, I just read, will in fact increase your feeling of well-being.  So this may be the perfect place for you to begin to increase your happiness level.

Whichever route you do take, just know your happiness meter is actually a large piece of your marketing and communication messaging.  It will affect your attracting the right job, prospect, client and future sales.  As you implement the steps, you will attract far greater success and encourage the Smooth Sale! 

Should you desire a clear vision with path to achieve your deep down desires, creative ideas to expand your business and find success more quickly, please consider our Wine Country Business Retreat.  Contact me for questions.

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