How to Build Loyalty

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Building loyalty in person and a following online are rather easy.  All that is required is friendliness, consistency and a desire to serve others.  This applies both to interviewing for the most desired job as well as business development to attract a returning and referring clientele.

The conversational technique that many overlook is that they begin and end with themself rather than getting the perspective of the intended employer or client first.  It's almost impossible to know how to direct the conversation without fully understanding first, through question and answer, what is of most importance to the other party.  

An excellent beginning question is to ask, "You must be so busy, why did you take the time to speak with me today?" There is no denying time is of the essence for most everyone today so there has to be an underlying reason and interest in what you potentially have to offer.  The next steps are to uncover what these may be and to proceed in a friendly way.  The human or heart-to-heart connection between all parties is what will make the difference.  Speak with confidence but not ego, and enjoy the conversation!

It's the non-salesey approach that out performs any other technique.  This is true in your personal life and applies to just about everything you desire in life.  You may view this as negotiation or mediating, but that is how everyone comes to agreement.  By understanding one another's point of view, you are more easily able to meet in the middle.  You will be far more likely to hear SOLD! or HIRED!

This style will build a returning and referring clientele ~  the definition of a Smooth Sale!

For more information consider reading:

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

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

Model Success to Be A Success

Years ago, the older generation frequently used the expression "the shoemaker's children have no shoes". The saying implies the shoemaker is so busy helping everyone else, he ignores his children.  Times have changed but the saying still holds a truism even if you have an online business or are searching for an interview and job.

Have you ever encountered someone claiming they are a makeup artist but they themselves look tired and haggard, or another who is a nutrition consultant who looks like she could use some consulting herself?  The underlying marketing message from these entrepreneurs is "I don't have my craft together so don't use me."  

When you are in sync with words, actions and deeds including how you model what you offer – you have the foundation for your brand in place.  This is vitally important for people to trust and be attracted to you.  Your business development is dependent upon this.

Likewise when you enter interviews and say you are a salesperson, hiring managers would expect you to conduct a lively conversation and be a story-teller because that is precisely what successful salespeople do.

Prior to your next business appointment, consider what you are currently modeling, past feedback and if anything needs to be tweaked.  Put your goals, vision and plan of action into a very positive step forward. This is your chance to become the leader in your field to attract more prospects, clients, sales or the right job.  Should you be thinking a new vision, plan of action and alliances are in order for you to succeed further, then please consider our Business Retreat coming up May 4-7.  

We always strive to help you achieve the Smooth Sale!

Cultivating Relationships through Conversation Brings Success

Given that over 400 people registered for my teleseminar hosted by GlobalTeleclass, I recognized the subject matter of business development and relationship selling is a sought-after subject.  Therefore, I have included the highlights of what you need to know to enhance your ability for receiving the job offer or gaining additional clients. It's the quality of your conversation and how you lead it that will have others seeing you as the expert and the person with whom they wish to work.

Smooth Sale Techniques

1.  When you meet ask questions about current challenges, associated problems, and deep down desires better known as the wish list

2.  Ask for clarification on anything you do not understand

3.  Once you have all questions answered, DO NOT TELL your ideas, but pose questions such as "Have you ever thought about…?"  "Would you consider…?"

4.  Take notes on the ideas that interest them the most and get the WHY

5.  Once you have all of this cleared up – you now know how to present your ideas in their terms. 

Your mindset of putting the focus on the other party first will have them liking you all the more.  The underlying marketing message is you are sincere, trustworthy and therefore will bring more to the table than the others.   This increases your probability of selling your programs or becoming the top job candidate substantially!

Added Notes:

1.  As you speak and as they speak, watch body language & facial expressions – it's the window into their mind.  Stop mid-sentence if you see an eyebrow go up or arms fold – they have questions; you will do harm if you do not stop to ask, "Do you have a question?"

2.  When they speak or you say something that brings a smile to their face or you hear passion – stop and note they sound excited and ask "Why?"

3.  When the other party speaks to you and you suddenly have a fond remembrance, when they finish their sentence, tell them about your experience in a 1-2 minute story format and then bring the conversation back to where you left off.  Story-telling allows them to get to know you, trust and have confidence in you further increasing the likelihood of getting the sale.

*** Starting off the conversation on a professional footing once the small talk has ended is easily done by asking, "You must be so busy, what caught your interest in meeting/speaking with me today?"

This one question will eliminate most of the B.S. and get you on a direct path to finding out where their interest lies.

Should you find the above of help, we are offering an Open Call and beginning a new series on How to Sell Yourself On Interviews.  You will also find more sales know-how in reading our book, Nice Girls DO Get the Sale: Relationship Building That Gets Results.

I hope this is of help to you and wish you a very Smooth Sale!

The Mayor Built Relations with EVERYONE!

Long Term Vision: Perseverance vs. Defeat

The Mayor of our modest town truly worked on behalf of her community for a number of years.  Last night was the passing of the gavel to the newly elected Mayor.  It was said half jokingly by another Council Member, “If you want something nice to be said of you, do not run for a political office.”

As the author of “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, I keenly observed the outgoing Mayor.  In spite of all that transpired in recent months, during the hour prior to the meeting, she greeted everyone who came with a big smile on her face and a hug.  There was no ill will only joy in her spirit.  There was no doubt in anyone’s mind she will take the time to regroup and plan her strategy for the next elected office for which she will campaign.

I am not one for meetings, but this was one which was inspiring and motivating particularly in this New Year.  Whether you have been knocked down in your career or business as an entrepreneur, are you able to get back up on your feet in a rebound to be bigger and better than ever?  This is what leaders are made of and these actions they take are duplicatable.

As you, too, implement these comeback strategies, your marketing communication becomes you know what it takes and you now have the expertise to help others do the same. In this light you are seen as the leader and the expert.  This is where your business development increases in momentum attracting more prospects, clients and sales as well as the opportunity to increase your interviewing  possibilities to hear HIRED!

Perseverance is the keyword for achieving your vision and the Smooth Sale!

Prioritize Your Need to Learn for Best Results

Ever since I became an entrepreneur, I made it a priority to take coaching from someone  who in my mind was already successful.  But more than that I balanced each year between male and female advice to gain the best of both insights, and I followed my prioritized list of which “must learn” subject matters to tackle.

Most often New Year resolutions are broken by the end of January.  So I’m not suggesting you make this a New Year Resolution – this is similar to a diet that doesn’t work.  Simply make it a part of your business plan.

Tips for Prioritizing:

1.  Stay on top of your revenue streams and pursue the top money earners

2.  Prioritize your list for what information is needed next and how you will acquire it

3.  Determine if the next round of information should be hired out because you don’t have the time or inherent talent, or it is something you welcome learning

On top of this take classes to remain informed on the latest and greatest tools available to advance your business or your job search.  Remaining ahead of the curve will put you in the leadership position when you interview or when you market and communicate with prospects and clients.  The continual education alone will attract far many more sales and better job opportunities.

Education is you business development and your key to a very Smooth Sale!

Global Teleclass during the month of January is featuring many speakers on a number of subjects including sales and marketing – all at no cost!

They have asked me to be one of their speakers on at 6:00 p.m. PST  I will be speaking on relationship selling/attraction selling and business growth strategies for exponential results.  All of the classes are at no charge but you Must Register - click the link to secure your spot today!

This is our way of wishing you a Very Happy and Prosperous New Year!

Be A Mentor to Be the Change

My good friend, Malathy Drew, always says, “We are all students and we are all teachers.” You do not need an advanced degree to be a mentor, you just need heart and a wanting to help others.

When you interview it may become apparent that a strategy is missing from the company repertoire.  Rather than offering the suggestion immediately, you might ask, “Have you ever considered…?”

Entrepreneurs, when you network with those coming up behind you, offer your help as a gift.  Many worry they should not give away what they know for free.  I agree you should not give away coaching hours for free.  However, when you are at a social event it’s easy to give out succinct advice, and when someone calls consider offering a no fee 20 minute consultation.

The mentoring is a win-win for all parties concerned.  The person receiving your help will advance more quickly.  He or she will be more inclined to help spread a marketing message that others should partake of your services because you are truly helpful.   The giving becomes a part of your brand.   You become known for being an excellent resource and go-to person. And you are soon seen as the leader and expert in your field further fueling the desire of others to work with you.  Mentoring becomes a technique for attracting more prospects, clients and sales.

Job seekers, business people, and students should all consider writing a blog, posting to facebook and other social media outlets.  When you become a mentor you experience the Smooth Sale!

For further sales insight read Nice Girls DO Get the Sale – and – for applying relationship building and selling to interviews, read HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.

Do you take the Opportunity?

Yesterday I was on “Cloud 9″ as the saying goes.  While I do not miss my corporate selling days, once in a while I greatly enjoy the excitement of doing something slightly risky that reminds me of those previous days.  Two opportunities came my way after my dismay of having missed the ferry going into the City.

I drove in to meet a business acquaintance turned friend for lunch (it’s all about building relationships!) With a half hour to wait, I realized a television company was nearby.  I followed an employee into the lobby and promptly befriended the receptionist.  Next thing I knew, I had the name of the producer for the news shows and the postcards for my book were being personally delivered to her.

On my way to the restaurant, I noticed a well-dressed gentleman stepping out of a known news entity.  My inner voice said “Go for it!” I politely stopped the gentleman, introduced myself and within less than a minute explained why I was approaching him.  Public relations people will tell you that you need to tie in your service or product into the day’s news to get attention.

I held up the postcard of my book HIRED! How to Use Sales Techniques to Sell Yourself On Interviews. He was interested.  I explained my mission to help people get back to work more quickly and give a percentage back to medical research so that more people win from my effort.  I then apologized from keeping him from where he was going.

The gentleman smiled acknowledging he was glad I did just that.  It turned out he is the Director of Sales and was very impressed by my taking the opportunity to speak and with my approach.  He said he would take a very serious look at the book!

Reporting back to friends, one said, “You did what?  How could you?” I could because I know as an entrepreneur you must take calculated risk.  The worst that could happen would be one of those persons telling me “not now”.  The upside was far greater.  When you are willing to put yourself forth and communicate well, others will take you seriously that you are an expert in your field.  They pay attention.  This is another technique for business development.

I am looking forward additional Smooth Sale(s)!