You are never too old for a story!

story

After you called someone who was referred to you or gave you permission to contact them through social media (steer away from cold calls please), you describe what your company does and offer proof to your claims. One of the best and easiest ways to do this is through telling a story of how your company helped someone in a similar business to the person you called.  You want powerful results you can report.

What do you say? How do you organize it?  Keith Eades in The New Solution Selling  suggests telling a brief story describing the issue you tackled for a company like theirs, what was needed (which you provide) and the result obtained.

You want your prospect to admit pain. People buy more and faster due to pain than pleasure. You can pursue pleasure but solving pain is something acted upon immediately if framed in the correct way.  From here, write up for yourself ways to respond to the various common problems admitted by the prospect.  If you are prepared and wrote something powerful you can utilize when speaking, you have a chance at another phone call or in-person meeting.

Remember you must be interested in them and their company. It is often said that we do business with people we like, trust and respect”. Be that to your prospects and develop a relationship where they will stay with you long term.

Please write your comments below and what worked for you to get that initial appointment.

Do you know how to get your clients or prospects attention and go that extra mile?

celebration

Most business owners send cards or gifts during Christmas/Hanukkah/Kwanzaa/or other religious holiday events. It’s a time where it can go unnoticed since they are being contacted by many.  I suggest you consider Thanksgiving or other holidays so you stand out and get noticed.

Make a plan and work your plan. Make a yearly calendar. Each month, write a holiday down or way to give your prospect or customer something special (article, newsletter, complimentary time with you-alternate who will get the time if your availability is limited and there are many to contact). Of course, the way you write up this offer to make it exciting and a must-have experience is vital. You want to get interest and make it a must-have experience with a limited time offer so they go into action soon.

I suggest putting a value on this consultation (worth $___), tell them what will be accomplished (within 15 minutes, you will ______, and expiration date. It’s good to test things. So send this out to about 10 people and see how many responses you get. Often, you need to follow-up by phone call or email since people are busy.

When a call goes well and you want to extend the conversation or deepen the relationship, how would you do it? You will want a budget for this strategy. For example, what do you do to make a good impression on a potential customer?  You can send flowers if appropriate, invite them to a meal (or a lunch and learn session where you provide a simple lunch and present a problem they are having in their business – not sell- and give valuable information about how to solve it. You mention your company at the end and first ask permission to present info about your company which might serve them.  Make that much shorter than the overall discussion.  This needs to be done expertly. I do this with my clients.

Let me know below how you would handle this opportunity. I will give you some pointers.

Are you having difficulty reaching prospects?

smiling phone call

Here are five ways to reach prospects easier

Do you want to reach a potential client more successfully?
1-Call immediately when interest is indicated. People “cool off” and your chance of getting them later and keeping their interest diminishes.

2-The average sales person calls a lead about twice before giving up. Research shows that is takes 6-7 contacts to make a conversation happen. Most reps stop much too soon. Afraid you will “bother” them? Not if you continue to develop their interest, curiosity and give value with each message left. A lot of money is left on the table when you don’t follow-up persistently.

3-Franklin Covey found calling between 3:30 and 4PM is helpful. I also learned the boss will often answer the phone if you call between 8-9AM (check their time zone) or after 5PM when office staff is not available and they pick up their own phone.

4- Calling on a Wednesday or Thursday is considered best. The beginning of the work week is too hectic and Friday people are in a weekend frame of mine.

5-Use a local number –people have caller ID and are more likely to pick up the phone when local numbers are used. There are many companies that offer this type of phone service.
As you move forward reaching more of your leads, it’s important to have sales scripts ready with the responses to FAQ’s. That is your next step. I help my clients develop powerful sales scripts that have been tested and are successful. Some ideas are noted on my blog entries.

Please write your comments/thoughts below on what you found helpful in reaching prospects. Try the ones above and let me know your results. I will respond.

Not closing enough sales?

 

business success

Here’s some tips that might be helpful in getting the sale.

-Often if you ask questions that produces a “yes” response” about five times that will continue as you move into their purchasing.

-Be sure to delve into what is standing in their way of using a different company to work with if they already have someone? Does the current one give you the ROI you expected? Do they respond quickly to your questions and serve you well?

-Determine what their greatest desire is concerning a product or service such as yours.

-Chet Holmes used to say, “Features tell, benefits sell”. What benefits can you provide that solve their issue(s)?

-Often the salesperson doesn’t give the prospect a chance to jump in and purchase. They like to talk too much.

-Get as high in the company’s chain of command as possible to get the proper person who has the authority to make a buying decision.

-Remember, it takes about 12 calls to make a sale – you won’t be a pest if you have a lot to offer and your follow-up emails or calls give additional information (a valuable article, etc.)

-Congratulate your new client on a good decision. Make sure they sign on the dotted line!

Please leave your comments or what worked for you below. Let’s work on what’s holding you back from greater success.

Not closing enough sales?

business success
Here’s some tips that might be helpful:

-Often if you ask questions that produce a “yes” response” about five times that will continue as you move into their purchasing.

-Be sure to delve into what is standing in their way of using a different company to work with? Does the current one give you the ROI you expected? Do they respond quickly to your questions and serve you well?

-Determine what their greatest desire is concerning a product or service such as yours.

-Chet Holmes used to say, “Features tell, benefits sell”. What benefits can you provide that solve their issue(s)?

-Often the salesperson doesn’t give the prospect a chance to jump in and purchase. They like to talk too much.

-Get as high in the company’s chain of command as possible to get the proper person who has the authority to make a buying decision.

-Remember, it takes about 12 calls to make a sale – you won’t be a pest if you have a lot to offer and your follow-up emails or calls give additional information (a valuable article, etc.)

-Congratulate your new client on a good decision. Make sure they sign on the dotted line!

Please leave your comments or what worked for you below. Let’s work on what’s holding you back from greater success.

What are the 5 parts to the sales process?

 

growth graph
According to Keith Eades in The New Solution Selling, they are:
1) Define the prospects’ buying process.
Knowing how your prospect buys – not what you sell. You need to adapt your sales process to align with the prospects’ buying process.

2) Define and align your selling with the buyers’ buying steps.
This is vital or you could lose the sale. If you take action and don’t know why or what is the result they want is, your failure rate can exceed 50%.

3) Be aware of the outcomes at each step in the process so the salesperson knows if he/she are on the right track.
Have a measurement such as mailing a letter to the prospect noting they agreed to discuss the offering.

4) Job aids/tools are needed.
Examples could be to script the ROI (return on investment) and ways to answer objections.

5) A system from management that measures the process and makes adjustments if needed to increase the possibility of success.

Certainly, this is an outline of what needs to be done. Fill in the blanks for your business. Let me know below what questions you have and if this or another path works better for you.

Has this been helpful for you?  What sales process do you find useful? Let’s have a conversation below.

Do you have the keys to success?

keys

As you might have heard, people do business with those they feel they know, like and trust.  Actually, it usually doesn’t matter if your services are more expensive. If they have those feelings about you, you are their new provider of a service or product.

People are more likely to do business with experts? Don’t be concerned if you don’t have a lot of experience. Look at what you’ve done in your life, what you accomplished and have people  give you testimonials concerning those skills – for example: being highly organized, focused, efficient, and/or a time management star will be skills others want together with your offerings. Please don’t make light of those skills. Many are looking for someone just like YOU now.

The most important part of any sale is building rapport.  It’s not just saying, “How are you today?”  I actually don’t suggest those words. They know you are a salesperson and you really don’t want that answer.  If you are on the phone, identify yourself and your company. If you haven’t spoken before state that, so they are not searching their brain for how they know you but listening to you.  Discuss your experience briefly and the top few problems people in their industry are facing.  Then state how you helped and ask it they would like to know more?

Give this a try. Let me know if it works for you or what you found is valuable.