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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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 #534

May 9, 2011 by Leave a Comment

Customer service creates either chaos or great success

The phone call left my husband and I in disbelief and laughter!  

We enjoy a membership to a gym for regular exercise.  Every month, we dutifully send in our payment.  Today we were told, our automatic payment system is not good enough for them.  They must have access to our checking account and have control over debiting the account themselves.  Our response was, "No we will not allow that."

"Laura" then suggested we send in an annual sum for our membership to continue due to our on-time monthly checks not being "good enough".  Frustrated, my husband reported that Costco offers the annual membership for $120 less per year than was just stated.  Adding further incredulousness to the conversation, Laura's tone indicated this would be a bad move stating, "You can do that but their membership allows you to go to all of the facilities not just ours".

It was at this point we became so frustrated with the ridiculousness of the conversation, we hung up the phone.   We will be going to Costco to get the annual membership and be done with the lack of thought given to these thoughtless calls.  If we didn't enjoy the gym so much, we would definitely be seeking another.

Relating this to entrepreneurial and interviewing phone calls, give thought to what you are going to say before picking up the phone!  As a job-seeker, make certain your explanation of why you are looking for a new position is clear and makes sense.  In the case of delivering service, make certain all of your policies and procedures make sense.  Most of all listen with all of your senses to the feedback you receive from your clients so you know whether you are on the right track or not.

When you care about what your clientele thinks, you will be far more likely to generate a returning and referring clientele – the hallmark of a very 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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