Taking responsibility brings increased success

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.

Get on The Quick Path to "YES"!

Frequently I am asked how i am able to seemingly get whatever it is i desire.  The short answer is, I make it very easy for the other person to say Yes!  Truthfully, I have written about this before but the question keeps arising about how I do it.

As I move about my business, I get to know people in my network well.  Those with whom I believe we have synergy, I meet with them to get to know personally and what their goals are.  Only when you know what your prospect or the hiring company needs, wants and desires, will you be able to provide what they seek.  Only by asking and hearing their answer will you know if you are able to deliver what they want.  

The next questions to ask are, "How do you want it delivered and by when?" or "How soon will you be making a decision, and what traits will your preferred candidate possess and do I appear to be in that category?"  Most job seekers will not ask that last question, but it shows gumption on your part and I must say for sales it's a requirement.

Today I was asked how i was able to get two publishers for my two books. The process began with my making it easy for each publisher to say Yes.  They did not have to take a chance on my completing the manuscript as so many authors expect by offering only 3 chapters upfront.  Instead, I wrote the entire book, hired an editor upfront and a graphic designer.  With help, the publishers were then approached and provided the entire manuscript.  

Of course homework was done researching the appropriate parties.  In the case of Nice Girls DO Get the Sale, the first publisher approached said Yes, and in the case of HIRED!, the manuscript sold within 4 days.  These are highly unusual statistics for acquiring a publisher, but ti's the sales techniques that make the difference.

Business development, sales, branding, marketing-communication, media, and being goal driven all lead to building a dynamic business.  May 4-7, I will be providing a Business Retreat covering all of this subject matter including the beginnings of how to write your book.  I will be joined by Sharon Hooper who will provide vision mapping along with a personal roadmap to achieve your vision; and Valeri Bocage will train on how to work with obstacles to provide the path for new opportunities.  Should you desire more information, please visit. our Business Retreat page.  And feel free to write or call with questions.

Our goal is to get you on the quick path to hearing Yes!  for increased clientele, sales and building the successful business you desire!  Our promise is you will learn how to conduct a Smooth Sale!

Who Comes first – the Client or You?

When we are motivated to get the interview or convert our prospect in our newest client, we are "in the zone" with intent and our mindset on the end result.  However, it's important to be aware of others whose circumstances might put our goals on hold for a bit.  This is frequently the deciding factor between getting the job or the sale and not.

Just this morning, I had two such incidents occur.  One call pertained to a speaking opportunity and the other to a potential sale.  "Jill" shared a family member took a bad turn for the worse and may not make it, while "Anne" was under deadlines that sounded insurmountable with staff being out ill.  

Without hesitation, I told Jill there was no hurry on my end and to do what she needed.  Whenever she is ready to speak, I will be too.  Given Anne said this week was out of the question to meet, I asked about next week to which she agreed on a date.  Both women expressed appreciation for my not pressuring them to move forward more rapidly as I have seen many people do.  Their appreciation will translate to a more serious consideration of what I have to share when we do finally meet.

Waiting on the other person's terms is part of a negotiation as well as a technique for building relationships.  Your communication style is your marketing and pre-sales for business development.  Being focused on the client or hiring manager's needs will help put you in the leadership position.  And paying attention to excellent customer service will work strongly in your favor.  

While it appears the client comes first, it is you who gains what you are seeking in the end – including repeat business, referrals and testimonials making- for a very Smooth Sale!

FYI:  These and concrete business development techniques plus more will be taught at our upcoming Business Retreat.

Are you "Crazy Good"?

I admit it, a family member got my husband and I hooked on American Idol.  Last night one contestant in particular was called "Crazy Good!"  It was definitely the case.  

The declaration transitioned into my connecting how one treats customer service policies, interviewing proceedings, career management, and marketing to prospects and clients.  When someone refers to you as crazy good, it becomes part of your brand.  

Now those exact words may not be chosen to describe you, but, are you receiving testimonials and referrals without asking?  It's worth your time to analyze where you stand on this measure of business.   My book, Nice Girls DO Get the Sale: Relationship Building That Gets Results, speaks to these very techniques to improve your stature in the world you serve.  HIRED! How to Use Sales Techniques to Sell Yourself On Interviews adapts those skills to the interviewing process.

When you strive to always do your best, you are naturally seen as the leader and expert in your field.  Your actions also reflect seriousness about your talent and delivering your best to others.  Being consistent in this endeavor becomes both a part of your business development and marketing-communication to the world that you are the one to be taken seriously. 

Job seekers and entrepreneurs, you know you are on to something when interviews and business come to you by referral.  This is the sign that you too are crazy good and defines a Smooth Sale!

Your Intuition will help you meet your goals

Have you ever had a "feeling" or "thought" that an avenue for pursuing business or a job will be best put on hold for a while?  This happened to me twice the past week.  Each time it turned out to be a very good thing I paid attention.  Accordingly, I encourage you to pay attention to your intuitive thoughts too.

Often we hear all decisions are a matter of mind over matter, but I don't believe that's true.  Many times other sensory perceptions matter too.  When you take the time to really listen to what's being said, not said and avoided, you will hear more.  

On interviews and in appointments, observation of facial expressions and body language when speaking with prospects and clients will provide you with many clues of how to present your information.  Lastly, tone of voice and range in different areas of the subject matter will say a lot too.

My most recent example was of knowing I needed to call "Joan".  I couldn't explain my inaction but for two weeks I put the call off.  As a sales pro, this is very unlike me.  And then, today, I noticed Joan clicked a particular link on my newsletter leading to the very information on which i wanted to approach her.  The introduction was made for me automatically.  I then picked up the phone to instantly be granted an appointment for us to meet.

The next time you feel blocked from doing what you want, consider why that might be.  Hold off a little while to see if better timing may appear.  However, if it doesn't come in a reasonable time period, then pick up the phone and make it happen.  Keeping in communication in a variety of styles and times are key to business development and reaching as many people as possible.  

Just by keeping in touch, you deliver the marketing-communication message you are the leader with the expertise and people will want to hear what you have to say. This is how you attract more a larger clientele and more sales or the job you desire.

Should you be in need of sales, business development, marketing communication, vision mapping, and confidence building plus wanting elements of how to write a book – please consider our Business Retreat May 4-7 in the No CA Sonoma County Wine Country.

Building relationships and keeping your mindset on excellent customer service will produce many a Smooth Sale!

Do you remain current with trends?

Yesterday I was emailed a long list of all the stores Borders will be closing as well as the fact they are in Chapter 11.  For many Borders was a favorite bookstore and it is sad to see them leave our towns.  While the stores were beautiful, they did not remain current with technology trends.  Slowly their customer base eroded.

Whether you are a job seeker, own a thriving concern or an entrepreneur, you must always consider where you stand in the world of advances.  Through the years, many big technology companies left us as have small startups. No one is immune.  Consider where you are today, and what you need to learn and implement in order to position yourself for the future. Meditate your next best move and the possible outcomes from your intended endeavor.

The good news is slow economic times are the best times to acquire the knowledge you need.  It's critical for interviewing that you sound current, and your customers will remain loyal when you put in the effort.  A friend taught me we are all students and teachers.  My style is to learn and then teach others.  

I have relationship building and selling, business development, customer service, branding, marketing-communications, and social media now in my repertoire.  Video technology came to my attention and I'm grasping how to utilize and teach others the same.   Click here to view my 1.5 minute video.  Being of the mindset to always study and place yourself ahead of the general population puts you int he leadership position attracting the right  job and clientele.

As I have learned all of these techniques, they were implemented into a comprehensive workbook.  The teaching phase is coming May 4-7 in the format of a Business Retreat in the Sonoma County Wine Country.

My friends, Sharon Hooper teaching Vision Mapping Strategies, and Valeri Bocage, Founder of Powerful Women International and previous educator at Landmark, will both be teaching too bringing a well-rounded business model into your hands.  Our motto is to "Sync your mind, body and spirit for successl" with your business to attract the clients and build the business your truly desire.  

Most importantly, when you strive to do and be your best – others get that watching you in action – and your endeavor becomes a very Smooth Sale!