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 want to increase revenue before year’s end?

 

arrows-to-success

In The Referral of a Lifetime, Tim Templeton discusses thinking about who is your cheerleader. They are people who feel strongly about you and your products and can refer you at a moment’s notice.  Templeton believes there are about 10-20% of the people in your circle you can categorize in this way.  They are your “A list”.  Your “B list” needs some education about you but can easily move to the “A” category. He said it’s about 17-20% of people in your circle. The “C list” are those you are not are sure about but want to continue connecting with them.  Your “D list” are people you don’t want to work with and can delete from your circle.

I’ve fired clients – they either didn’t honor our agreed upon date/time to speak a couple of times and didn’t give 24 hours notification as instructed. Or, they didn’t do the work so I wouldn’t take their money.  It was not the place they should be. They needed a consultant to do the work for them. There are certainly a lot of benefits of using a consultant but you need to make sure they are reaching your audience in your voice and relay your message appropriately.

Divide your database into A’s, B’s, C’s and D’s.  How you will reach out to them would be different.  Develop a marketing plan for each category and either use a CRM if at all possible for automatic emails to be generated or if necessary, send them yourself or have a V.A. (virtual assistant) help you.

How do you reach out to people in your database? Don’t miss this important piece in your business.  It will increase revenue big time. In future blog posts, I will give you suggestions. Stay tuned and post your thoughts below please. I will respond.

 

 

Do you want to soar in the last quarter of the year?

freedom1

It’s time to develop systems!

What would happen if you became ill and needed to leave your business for a few months or longer? Would your business fold? Would revenue increase? For most small businesses, survival would probably be difficult without systems.

A system is a series of steps that produces an expected outcome. Anyone in your business can follow them. Even when you are fine, you have freedom to soar to new heights when others are helping you provide services that are excellent and consistent.  Have your employees work on daily issues. You concentrate on growing your business and enjoying some free time. There are actual monetary savings when using systems.  Do what only you can accomplish and delegate the rest.

It’s important to have a marketing system so your pipeline stays full and referrals flow to you (see my blog entry on getting referrals).  Think about such things are pre-paying your services for a discount should they enlist your services for an extended length of time. Put an expiration date on your offers to get them to go in to action.

A system for payment of your invoices could start out as follows:

-payment is made the first of each month.

-an invoice is generated the 15th of each month prior to when payment is due.

-they will be sent via email

Etc.

This way there is no ambiguity.  You should not be interrupted concerning questions in this area. How many systems can you develop in your business? How would it help? Please post your comments below. I will respond.

Do you know powerful ways to keep in touch with your prospects or customers?

speaking on phone

Certainly, the phone is one way to keep in touch. The old-fashioned way often gets more attention. Make a plan, work the plan.

Tim Templeton in “The Referral of a Lifetime” discusses sending a card, letter or personalized newsletter (alternating which one you use) during each month of the year.  For example: For January, send a New Year’s card rather than being one of many sending holiday cards. In February, you might send some information of value given only to a select few (let them know that).  In March, you might forward a newsletter. Make it about them & their needs, not about you. Certainly, it should have your contact information on the bottom. People don’t need to be sold. They want to know you are there to solve a pressing problem for them. You might have heard, people buy more from pain than pleasure. So think about your ideal clients’ pressing initial problem. Then what is the next problem stemming from solving the first one, etc.?

If you have employees, give them an appreciation budget for small gifts or when possible, meetings during a meal. Let them know you are here to help and to let you know when they are having a problem that stumps them. Even if you are not in that field, you can probably refer them to others.  Be sure to give superior service once they are your customer. Then you could keep them for life!

This is just the tip of the iceberg. Staying in touch with prospects or customers can be enjoyable (automate it whenever possible).  You want to serve them in a specific way. Isn’t that the reason you went into the field? Yes, you deserve to make a profit as well. You are in business. Make certain your contacts are well-served. They deserve it.

Please let me know what you have found helpful. 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.

Have you found business success at the top? What’s holding you back?

success reach the top

Procrastination is one of the primary causes of poor results. One way to get past it is to have a schedule you really stick to and not welcome interruptions.  It is said, plan your day, work your plan.  Put aside blocks of time for certain activities. Combine those you can chunk together, for example, schedule a specific time to make phone calls. If they are prospecting calls, it’s usually best to make them on Wednesday and Thursday (far from one end of the weekend or the other end so people are not playing catch up and have time to speak with you).  If you want to reach the CEO of the company, calling around 8:00 AM or 5:30 PM is advisable. Often the office staff are gone and you can get through to your ideal client.

Chet Holmes, the author of the NY Times bestseller, The Ultimate Sales Machine, discussed reducing interruptions rather than welcoming them. You increase your ability to be more organized and less reactive (and take less – if any – work home to complete at night) if you use what he called, “got-a-minute meetings”.  Send a memo to your staff and inform them not to show up at your door asking if you “got a minute”. The answer will always be “no”. Instead you hold weekly meeting to address questions that can wait (write them down on a pad to bring up at that time) and do workshops in your company (described in a blog post below).  If your question cannot wait for the meeting, write your name on a paper posted on his front door. He takes quick 10-minute meetings to discuss vital, cannot wait issues.  You should come prepared to discuss how you would solve the problem – get empowered.

When you are not interrupted by these “gotta-minute meeting throughout the day, you will be amazed at all you can get done. People honor your time and each other’s as well. Additional staff members can post the same time request sheet on their door. When you are more productive, you can feel like you accomplished something at day’s end, reduce fear and procrastination and say “hello” to being proactive, focused and productive.

Try this out.  What are your thoughts about this strategy? What else worked for you? I will respond to your post.