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 business strategy should be implemented next to grow your business?

listening

Is it difficult to know what business strategy to utilize next? Listen to your prospects for cues.

When you have an initial discussion, hear what is said/not said. How do you do the latter? Hear hesitations, pauses and vocal changes. They are clues to what lies beneath what is verbalized.

Step in to their world. See things from their perspective. More importantly, ask insightful questions which show you are listening. Once rapport is established, ask what is their biggest business challenge? Find out what was done to solve this challenge? See if it is something you can address. If you are not the appropriate person to work on the challenge, refer them to a trusted source and/or ask what other challenges are holding them back from getting where they want to go?

When you have a good understanding, find out what it is costing them professionally and personally to not address this issue. Keep checking on your understanding of what was said to make certain you are on the same page.

Discover what it will take to solve the problem. Ask if you can offer a few ideas (don’t spell it out too much just label it – for example, need a referral program). Put a dollar amount on what the resolution of this business challenge will realize monetarily (and personally) for them.

This is the outline for a discussion. More in-depth questions are needed. Contact me to see if what you need and my capabilities would be helpful for you. Fill out the contact form at my website –http://www.leapsandboundscoaching.com . It could be the most important note you write this year.

Until then, please leave your thoughts/comments here. I will respond.

Doing the same old thing next year?

Happy New Year

What piece was missing in 2015? Most small business owners leave a lot of money on the table. How?  They don’t follow up consistently.  I hear too often– “well, I don’t like to annoy people”. That’s true. So what can you give them to stimulate interest and curiosity about your products and services?

The place to start is an initial letter (better if it is mailed rather than emailed).  Discuss the problems your clients have ((about 3 bullet points). Then state you helped them solve these issues.  If they want to hear how, they should give you a call.

Chances are you will need to do a follow-up call. If you do not speak on the phone, write a similar letter stating if they experience a problem like the ones you described or want to discuss another one, to contact you.

Next follow ups include articles that could be of interest, jokes, etc.
When you make the contact, following a business strategy so you don’t cause stress in the discussion is vital.  If you want to learn more and you send me information about your challenges, business and let me know what you’re looking to achieve, we can see if a phone call between us would be beneficial.

Here’s to a bigger, more successful, less stressful 2016.

Please let me know your thoughts or send me a message through facebook.com/ellen.cahill.growth