Biz Tip of the Day
It's not the amount of time you put into your business but the quality of time that counts.
Thursday, December 30, 2010
Wednesday, December 29, 2010
Got a Good Idea? Write It Down!
Biz Tip of the Day
When you get a good idea, write it down and try it out as soon as you can. If you don't write it down, it may be lost for the next twenty years.
When you get a good idea, write it down and try it out as soon as you can. If you don't write it down, it may be lost for the next twenty years.
Tuesday, December 28, 2010
What's Your Gut Telling You? Listen!
Biz Tip of the Day
If you feel in your gut that you're not in control when prospecting, presenting, and managing, you're not. The worst part is that the people you talk to know this too.
If you feel in your gut that you're not in control when prospecting, presenting, and managing, you're not. The worst part is that the people you talk to know this too.
Monday, December 27, 2010
What Can You Learn in 90 Days?
Biz Tip of the Day
You can learn to fly an airplane in about 90 days. You can learn a foreign language in about 90 days. And you can learn a good sales presentation in about 90 days.
You can learn to fly an airplane in about 90 days. You can learn a foreign language in about 90 days. And you can learn a good sales presentation in about 90 days.
Present to a Married Couple!
Biz Tip of the Day
When presenting face-to-face to a married couple, it's important that you alternate eye contact between them --no matter how passive one of them seems to be.
When presenting face-to-face to a married couple, it's important that you alternate eye contact between them --no matter how passive one of them seems to be.
Good Questions to Ask in the Beginning of a Presentation!
Biz Tip of the Day
Good questions to ask in the beginning
of a presentation are "leading" questions.
Examples: "What are you looking to accomplish?
Why did you request to see me? Before we get started, do you have any questions? What are your thoughts about what we discussed so far?"
Good questions to ask in the beginning
of a presentation are "leading" questions.
Examples: "What are you looking to accomplish?
Why did you request to see me? Before we get started, do you have any questions? What are your thoughts about what we discussed so far?"
How Do You Write Up An Agreement?
Biz Tip of the Day
When writing up an agreement with a prospect, ease into it with very easy-to-answer questions like, "What's today's date? How do you spell your last name?"
When writing up an agreement with a prospect, ease into it with very easy-to-answer questions like, "What's today's date? How do you spell your last name?"
Suggest Some Action Steps
Biz Tip of the Day
For people that you supervise who keep
procrastinating on prospecting, suggest some action steps that would be so small, it would be almost impossible for them to fail.
For people that you supervise who keep
procrastinating on prospecting, suggest some action steps that would be so small, it would be almost impossible for them to fail.
Sunday, December 26, 2010
A Lead is not a Lead?
Biz Tip of the Day
A lead is not a lead without a genuine interest in what you have to offer.
A lead is not a lead without a genuine interest in what you have to offer.
Saturday, December 25, 2010
Who To Present To? Check Out This Tip!
Biz Tip of the Day
The only kind of prospects you should be presenting to are the ones that are 100% qualified. That means: they are interested, and they have the money
The only kind of prospects you should be presenting to are the ones that are 100% qualified. That means: they are interested, and they have the money
Friday, December 24, 2010
Take Control!
Biz Tip of the Day
When you are invited to give a presentation in a prospect's home, it's important that you take control immediately. You do this by asking questions like, "Could we go over to the dining table so you can see this better? May I get you to turn the TV off so you can hear me better?
Could I get the two of you to sit together so you won't miss anything?"
When you are invited to give a presentation in a prospect's home, it's important that you take control immediately. You do this by asking questions like, "Could we go over to the dining table so you can see this better? May I get you to turn the TV off so you can hear me better?
Could I get the two of you to sit together so you won't miss anything?"
Thursday, December 23, 2010
Are You Unmotivated and Untrained?
Biz Tip of the Day
For someone who is unmotivated and untrained, selling can be the hardest job in the world.
For someone who is motivated and properly trained, it can be the easiest.
For someone who is unmotivated and untrained, selling can be the hardest job in the world.
For someone who is motivated and properly trained, it can be the easiest.
Let Your Questions Sell Your Products!
Biz Tip of the Day
You get prospects to sell themselves by asking questions that cause them to think and talk. The result of great questions is that prospects end up making up their own minds without you having to sell them.
You get prospects to sell themselves by asking questions that cause them to think and talk. The result of great questions is that prospects end up making up their own minds without you having to sell them.
Don't Be An Amateur!
Biz Tip of the Day
Amateurs depend on artificial presentations (websites, DVD's, CD's, etc.) and/or other people to do their presentations. Professionals give their own presentations and when possible, give those presentations face-to-face.
Amateurs depend on artificial presentations (websites, DVD's, CD's, etc.) and/or other people to do their presentations. Professionals give their own presentations and when possible, give those presentations face-to-face.
Want to Get Good At Giving Presentations? Try This!
Biz Tip of the Day
One of the best ways to get good at giving presentations is to memorize one until you can say it without thinking about it. After you know it cold, make it your own by adding your personality and your natural way of speaking.
One of the best ways to get good at giving presentations is to memorize one until you can say it without thinking about it. After you know it cold, make it your own by adding your personality and your natural way of speaking.
Do You Know Your Numbers?
Biz Tip of the Day
Insurance companies can tell you how many people are going to die this year.
They can tell you what they're going to die of. They can tell you how many will be men and how many will be women. The only thing they cannot tell you is WHO is going to die. They base their insurance rates and their profits on these numbers.
Do you know the numbers of your business?
Insurance companies can tell you how many people are going to die this year.
They can tell you what they're going to die of. They can tell you how many will be men and how many will be women. The only thing they cannot tell you is WHO is going to die. They base their insurance rates and their profits on these numbers.
Do you know the numbers of your business?
Are You Making These Mistakes in Prospecting?
Biz Tip of the Day
The two most common mistakes made in prospecting are not qualifying and overselling.
The two most common mistakes made in prospecting are not qualifying and overselling.
Learn How to Advertise Effectively!
Biz Tip of the Day
Advertising is usually a waste of money. If you're going to do it, at least give yourself a reasonable chance of succeeding by learning how to do it. Good advertising is both a science and an art.
Advertising is usually a waste of money. If you're going to do it, at least give yourself a reasonable chance of succeeding by learning how to do it. Good advertising is both a science and an art.
Tuesday, December 21, 2010
Have a Good Question? Great! You Need a Good Response to Their Response!
Biz Tip of the Day
It's not enough to know how to ask good questions in a presentation. A real expert also knows how to respond to a prospect's response to those questions.
It's not enough to know how to ask good questions in a presentation. A real expert also knows how to respond to a prospect's response to those questions.
Monday, December 20, 2010
Motivation? No! Skills!
Biz Tip of the Day
Motivation is overrated. You will never know what you are capable of doing in sales until you have mastered the skills of prospecting and presenting.
Motivation is overrated. You will never know what you are capable of doing in sales until you have mastered the skills of prospecting and presenting.
Not All Prospects Are Equal!
Biz Tip of the Day
Not all prospects are equal. Just because someone says "no" to you doesn't mean they won't say "yes" to someone else.
Not all prospects are equal. Just because someone says "no" to you doesn't mean they won't say "yes" to someone else.
Saturday, December 18, 2010
Are You a Good Leader?
Biz Tip of the Day
A good leader can fan someone's spark into a flame and actually cause that person to do things he or she didn't know they were capable of doing.
A good leader can fan someone's spark into a flame and actually cause that person to do things he or she didn't know they were capable of doing.
Friday, December 17, 2010
You'll Be SORRY!
Biz Tip of the Day
In old age, people are usually sorry for the things they did not do rather than for the things they did do.
In old age, people are usually sorry for the things they did not do rather than for the things they did do.
Thursday, December 16, 2010
Lean Forward to Emphasize!
Biz Tip of the Day
If you want to emphasize something when giving an in-person presentation, lean forward just a little and say it slowly.
If you want to emphasize something when giving an in-person presentation, lean forward just a little and say it slowly.
Monday, December 13, 2010
Do This EVERY Day!
Biz Tip of the Day
Find a good question-based presentation, study it every day, and give it to real prospects every day (no matter how bad it is) and you'll likely end up with "superstardom"!
Find a good question-based presentation, study it every day, and give it to real prospects every day (no matter how bad it is) and you'll likely end up with "superstardom"!
Sunday, December 12, 2010
Learn a Good Presentation!
Biz Tip of the Day
One of the best ways to learn a good presentation is to write the language down on 3x5 cards, take a few of them with you wherever you go, and memorize them one at a time.
One of the best ways to learn a good presentation is to write the language down on 3x5 cards, take a few of them with you wherever you go, and memorize them one at a time.
Saturday, December 11, 2010
Tuesday, December 7, 2010
Want Great Achievement? Expect Great Resistance!
Biz Tip of the Day
Nothing great is achieved without resistance.
An airplane would not get off the ground without resistance.
Nothing great is achieved without resistance.
An airplane would not get off the ground without resistance.
Sunday, December 5, 2010
Turn the Negative Events in Your Life Into the Funny and Inspiriational Events
Biz Tip of the Day
Every negative thing that has ever happened to you, or that ever will happen to you, will be funny and inspirational when you talk about it in the future.
Every negative thing that has ever happened to you, or that ever will happen to you, will be funny and inspirational when you talk about it in the future.
How To Get Prospects!
Biz Tip of the Day
All the prospects you would ever want are readily available to you by getting yourself around lots of people and listening.
All the prospects you would ever want are readily available to you by getting yourself around lots of people and listening.
Friday, December 3, 2010
Get People To Take Action!
Biz Tip of the Day
The most powerful thing you can do to get people to take action is to create emotion within them. You do that by asking questions that get them thinking and talking.
The most powerful thing you can do to get people to take action is to create emotion within them. You do that by asking questions that get them thinking and talking.
Thursday, December 2, 2010
Motivation or Skill Trainign? Both!
Biz Tip of the Day
Which is more important, motivation or
skill training? The answer is both. You cannot have one without the other.
Which is more important, motivation or
skill training? The answer is both. You cannot have one without the other.
Monday, November 29, 2010
Back Off! Close the Sale Later!
Biz Tip of the Day
If you finish your presentation and your prospect hesitates at the end, the worst thing you can do is try to recover by talking about the benefits.
Back off and listen for an opportunity to close later.
If you finish your presentation and your prospect hesitates at the end, the worst thing you can do is try to recover by talking about the benefits.
Back off and listen for an opportunity to close later.
Sunday, November 28, 2010
To Do Your Best Presentation.....Be Hungry!
Biz Tip of the Day
Before giving an important presentation, don't eat.
Before giving an important presentation, don't eat.
Ways to Avoid Cold Calls? Try Volunteering for Community Service Projects!
Biz Tip of the Day
Instead of burning yourself out by making cold calls and trying to bump into leads, use that energy for high-profile things. Volunteer for community service. Look for ways to entertain and/or educate large groups of people. High profile people naturally ascend to the top.
Instead of burning yourself out by making cold calls and trying to bump into leads, use that energy for high-profile things. Volunteer for community service. Look for ways to entertain and/or educate large groups of people. High profile people naturally ascend to the top.
Cold Calls? Yuk! Worse Yet.....No Calls!
Biz Tip of the Day
The only thing worse than making cold calls is not making calls at all
The only thing worse than making cold calls is not making calls at all
What's the End Result Over the Long Haul?
Biz Tip of the Day
It's not what happens to you in a single day or week or even a month that matters in business. It's the end result over the long haul.
It's not what happens to you in a single day or week or even a month that matters in business. It's the end result over the long haul.
Saturday, November 27, 2010
Lonely At The Top? Yes, But Productive too!
Biz Tip of the Day
It's true that it's lonely at the top. The most productive you will ever be is when you are all alone . . . studying, thinking, prospecting, and giving presentations.
It's true that it's lonely at the top. The most productive you will ever be is when you are all alone . . . studying, thinking, prospecting, and giving presentations.
Need Training? Take This Tip!
Biz Tip of the Day
The best training you will ever receive is to be in the company of high-energy, well-trained salespeople who are making lots of money.
The best training you will ever receive is to be in the company of high-energy, well-trained salespeople who are making lots of money.
People Don't Just Do What You Say.....They Do What You Do!
Biz Tip of the Day
It is pure folly to expect people under your supervision to do what you're not willing to do yourself.
It is pure folly to expect people under your supervision to do what you're not willing to do yourself.
Monday, November 22, 2010
Building a Business is Like Boot Camp?
Biz Tip of the Day
Building a successful small business from scratch is like going through boot camp in the Army. You wouldn't want to do it again but you wouldn't trade the experience for a million bucks.
Building a successful small business from scratch is like going through boot camp in the Army. You wouldn't want to do it again but you wouldn't trade the experience for a million bucks.
Sunday, November 21, 2010
You're Happy for Me.....Really?
Biz Tip of the Day
One of the hardest things about being successful is finding people who say they are happy for you and really mean it.
One of the hardest things about being successful is finding people who say they are happy for you and really mean it.
Saturday, November 20, 2010
Get a Coach......Be a Coach
Biz Tip of the Day
Coaching is one of the fastest growing industries in business today. Why? Because coaching works. Get a coach and be a coach.
Coaching is one of the fastest growing industries in business today. Why? Because coaching works. Get a coach and be a coach.
Friday, November 19, 2010
Ask Questions of Your Audience!
Biz Tip of the Day
When giving a group presentation, you can create interaction (and a much more interesting talk) by asking thought-provoking questions like: "Why are you folks here?", "What do you want to learn today?", "What are your greatest frustrations?"
When giving a group presentation, you can create interaction (and a much more interesting talk) by asking thought-provoking questions like: "Why are you folks here?", "What do you want to learn today?", "What are your greatest frustrations?"
Monday, November 15, 2010
Which is More Important?
Biz Tip of the Day
More important than making money or helping other people is . . . taking care of your own health.
Check out my health blog for daily health tips!
More important than making money or helping other people is . . . taking care of your own health.
Check out my health blog for daily health tips!
Sunday, November 14, 2010
Build a Profitiable Business!
Biz Tip of the Day
You can build a large and profitable business by creating a database of email addresses of your ideal prospects.
You can build a large and profitable business by creating a database of email addresses of your ideal prospects.
Saturday, November 13, 2010
Fast Way to Build a Business? Get in front of large audiences!
Biz Tip of the Day
Want to know a fast way to build a business?
Consistently get in front of large audiences.
Want to know a fast way to build a business?
Consistently get in front of large audiences.
Thursday, November 11, 2010
Do Your Prospects Say No? Take Responsibility!
Biz Tip of the Day
There are only two reasons why a prospect will say no to you; either he does not believe you, or he does not understand. You must take responsibility for both.
There are only two reasons why a prospect will say no to you; either he does not believe you, or he does not understand. You must take responsibility for both.
Wednesday, November 10, 2010
Don't Get Talked Into It!
Health Tip of the Day
"Getting Fit. . . One Step at a Time"
As you create healthy habits, record your progress.
Tracking your progress will reinforce your commitment to a healthy lifestyle.
"Getting Fit. . . One Step at a Time"
As you create healthy habits, record your progress.
Tracking your progress will reinforce your commitment to a healthy lifestyle.
Tuesday, November 9, 2010
Get Over It....Or Get It Over With!
Biz Tip of the Day
The hardest part of prospecting is making the first call of the day. Make the first call and it immediately begins to get easier.
The hardest part of prospecting is making the first call of the day. Make the first call and it immediately begins to get easier.
Monday, November 8, 2010
Prospecting? Yep!
Biz Tip of the Day
Until you're making an excellent income in your business, you should be spending 80% of your time prospecting.
Until you're making an excellent income in your business, you should be spending 80% of your time prospecting.
Sunday, November 7, 2010
Cold Calls? No! Think Relationships!
Biz Tip of the Day
If you want to burn yourself out on prospecting, focus your efforts on making cold calls.
Think relationships.
If you want to burn yourself out on prospecting, focus your efforts on making cold calls.
Think relationships.
Saturday, November 6, 2010
What Sort of Questions Should I Ask?
Biz Tip of the Day
Permission based selling is when you get your prospect's permission to give and continue a presentation. Say things like, "Would you like to see my program? Shall I continue? Do you like what you've seen so far? May I show you the rest of my program?"
Permission based selling is when you get your prospect's permission to give and continue a presentation. Say things like, "Would you like to see my program? Shall I continue? Do you like what you've seen so far? May I show you the rest of my program?"
Friday, November 5, 2010
Questions......Questions......Questions!
Biz Tip of the Day
When a prospect asks you a question, answer the question completely. Then ask one of your own.
When a prospect asks you a question, answer the question completely. Then ask one of your own.
Thursday, November 4, 2010
The Last Thing to Say?
Biz Tip of the Day
The last thing out of your mouth should always be a question.
The last thing out of your mouth should always be a question.
Friday, October 29, 2010
Thursday, October 28, 2010
Know How To Market?
Biz Tip of the Day
Knowing how to market is better than knowing how to sell. If you want to get good at marketing, read and study, "Jump Start Your Business Brain", by Doug Hall.
Knowing how to market is better than knowing how to sell. If you want to get good at marketing, read and study, "Jump Start Your Business Brain", by Doug Hall.
Wednesday, October 27, 2010
Failing at Prospecting?
Biz Tip of the Day
The reason people fail at prospecting is because they don't know what to do or what to say . . . or both.
The reason people fail at prospecting is because they don't know what to do or what to say . . . or both.
Is Prospecting Easy?
Biz Tip of the Day
If prospecting was easy to do, it wouldn't need you. Your company could just hire a bunch of monkeys to do it.
If prospecting was easy to do, it wouldn't need you. Your company could just hire a bunch of monkeys to do it.
Tuesday, October 26, 2010
Company Without Problems? Not Even!
Biz Tip of the Day
There is no such thing as a company without problems. Every business has problems. The problems are just different.
There is no such thing as a company without problems. Every business has problems. The problems are just different.
Sunday, October 24, 2010
Never Knew This!
Biz Tip of the Day
It is a myth that you have to have your goals in writing. The best way to achieve a goal is to think about it and act upon it. Writing it down has little, if anything, to do with it.
It is a myth that you have to have your goals in writing. The best way to achieve a goal is to think about it and act upon it. Writing it down has little, if anything, to do with it.
Saturday, October 23, 2010
Going Onto Your Computer for Only 5 Minutes?
Biz Tip of the Day
If you want to waste two hours, go on your computer for five minutes.
If you want to waste two hours, go on your computer for five minutes.
Friday, October 22, 2010
Small Goals vs Large Goals
Biz Tip of the Day
Contrary to what you've been told, it is better to set small goals than large goals.
Contrary to what you've been told, it is better to set small goals than large goals.
Do You Know What I Know?
Biz Tip of the Day
When you know what I know plus what you know, you'll be smarter than me.
When you know what I know plus what you know, you'll be smarter than me.
Have Your Students Learned?
Biz Tip of the Day
If the student hasn't learned, the teacher hasn't taught.
If the student hasn't learned, the teacher hasn't taught.
You Can't Give What You Don't Have!
Biz Tip of the Day
You cannot give to others something you don't have. If your group is not good at prospecting and presenting, look in the mirror.
You cannot give to others something you don't have. If your group is not good at prospecting and presenting, look in the mirror.
Sunday, October 17, 2010
Great Attitude? You Also Need Skills!
Biz Tip of the Day
Having a great attitude in business without the skills that go with it is like owning a sports car that you don't know how to drive.
Having a great attitude in business without the skills that go with it is like owning a sports car that you don't know how to drive.
Saturday, October 16, 2010
What's The KeyTo Success?
Biz Tip of the Day
According to the late and great Earl Nightingale, success is directly proportional to three things:
1. The need for what you do
2. Your ability to do it
3 The difficulty of replacing you
According to the late and great Earl Nightingale, success is directly proportional to three things:
1. The need for what you do
2. Your ability to do it
3 The difficulty of replacing you
Friday, October 15, 2010
Quality......Not Quantity!
Biz Tip of the Day
It's not the amount of time you put into your business but the quality of time that counts.
It's not the amount of time you put into your business but the quality of time that counts.
Thursday, October 14, 2010
Most Powerful Marketing Tool? This is it!
Biz Tip of the Day
The most powerful marketing tool in business is credibility. One of the easiest ways to build credibility is to get testimonials. One of the easiest ways to get testimonials is to simply ask for them.
The most powerful marketing tool in business is credibility. One of the easiest ways to build credibility is to get testimonials. One of the easiest ways to get testimonials is to simply ask for them.
Wednesday, October 13, 2010
Make Money By Being a Resource!
Biz Tip of the Day
Many people in sales make more money by being a resource to the industry than they do from the profession of selling itself.
Many people in sales make more money by being a resource to the industry than they do from the profession of selling itself.
Monday, October 11, 2010
80 Times More Effective Than Cold Calls? Yep!
What's 80 times more effective than cold calls?
A study by Selling Power Magazine states that...
1% of all cold calls turn into sales
15% of all leads turn into sales
55% of all referrals turn into sales
80% of all introductions turn into sales
A study by Selling Power Magazine states that...
1% of all cold calls turn into sales
15% of all leads turn into sales
55% of all referrals turn into sales
80% of all introductions turn into sales
Sunday, October 10, 2010
Ideal Referral!
Biz Tip of the Day
The ideal referral is one where you have someone with no vested interest in your business make contact with your prospect and then do the selling for you.
The ideal referral is one where you have someone with no vested interest in your business make contact with your prospect and then do the selling for you.
Friday, October 8, 2010
Take the First Step!
Biz Tip of the Day
Whatever you want to accomplish that you don't already know how to do, get started anyway. The answers will come to you when you need them.
Whatever you want to accomplish that you don't already know how to do, get started anyway. The answers will come to you when you need them.
Thursday, October 7, 2010
Let Them Watch You!
Biz Tip of the Day
Giving a presentation without having
a new sales recruit watch or hear you
do it is a waste of energy, talent and
valuable training time.
Giving a presentation without having
a new sales recruit watch or hear you
do it is a waste of energy, talent and
valuable training time.
The Most Important Thing in Your Day?
Health Tip of the Day
"Getting Fit. . . One Step at a Time"
"Sometimes the most important thing in a whole day is the rest we take between two deep breaths."
Etty Hillesum
"Getting Fit. . . One Step at a Time"
"Sometimes the most important thing in a whole day is the rest we take between two deep breaths."
Etty Hillesum
Saturday, October 2, 2010
Give 'em the Choice to Refuse or Say Yes!
Biz Tip of the Day
When people feel they have a right to say no (or yes) when you finish your presentation, they are more likely to let you give them a presentation in the first place.
Do this by asking permission to show your program, but then add, ". . . you can accept or reject this offer as you see fit . . . fair enough?"
When people feel they have a right to say no (or yes) when you finish your presentation, they are more likely to let you give them a presentation in the first place.
Do this by asking permission to show your program, but then add, ". . . you can accept or reject this offer as you see fit . . . fair enough?"
Wednesday, September 29, 2010
The Secret? Get People to Take Action Without Being Judgemental!
Biz Tip of the Day
The secret to being a good business coach is getting people to take action without being judgmental.
The secret to being a good business coach is getting people to take action without being judgmental.
Tuesday, September 28, 2010
Ask a Qualifying Question!
Biz Tip of the Day
The most important question to ask during a presentation is a qualifying question that tells you the prospect is ready to do business. This is also the ONE question you cannot afford to leave out.
The most important question to ask during a presentation is a qualifying question that tells you the prospect is ready to do business. This is also the ONE question you cannot afford to leave out.
Monday, September 27, 2010
Ask Questions! And, Then Listen!
Biz Tip of the Day
If you like asking questions and you know how to listen, and then how to react to what you're hearing by asking more questions, you can probably be successful (and comfortable) with selling.
If you like asking questions and you know how to listen, and then how to react to what you're hearing by asking more questions, you can probably be successful (and comfortable) with selling.
Sunday, September 26, 2010
To Know Where You're Going....You Have to Have a Plan!
Biz Tip of the Day
Trying to operate a business without a written business plan is like trying to navigate a ship across the ocean without a map.
Trying to operate a business without a written business plan is like trying to navigate a ship across the ocean without a map.
Complaints? Thank Them!
Biz Tip of the Day
Whenever you have a prospect or customer complain about something to you, thank them for the complaint.
Tell them that they have just improved your business because they brought this issue to your attention.
The complaint will then go away.
Whenever you have a prospect or customer complain about something to you, thank them for the complaint.
Tell them that they have just improved your business because they brought this issue to your attention.
The complaint will then go away.
Friday, September 24, 2010
Bad Leads? No! Bad Presentations! Hm-m-m-m
Biz Tip of the Day
There are no bad leads. There are only bad presentations.
There are no bad leads. There are only bad presentations.
Thursday, September 23, 2010
The Four Stages of Presentations
Biz Tip of the Day
All major sales presentations are made up of four
stages:
1. The Introduction Stage
2. The Uncovering Needs (or Problems)Stage
3. The Solutions (or Demonstration) Stage
4. The Closing Stage
Understanding this is the beginning to learning how to give compelling presentations.
All major sales presentations are made up of four
stages:
1. The Introduction Stage
2. The Uncovering Needs (or Problems)Stage
3. The Solutions (or Demonstration) Stage
4. The Closing Stage
Understanding this is the beginning to learning how to give compelling presentations.
Wednesday, September 22, 2010
Go Ahead.....Ask!
Biz Tip of the Day
You can ask all the questions you want
(even personal ones) in your presentation by simply asking permission to do so before you begin. Here's what you say: "It would be helpful for me to understand more about your situation . May I ask you a few questions?"
You can ask all the questions you want
(even personal ones) in your presentation by simply asking permission to do so before you begin. Here's what you say: "It would be helpful for me to understand more about your situation . May I ask you a few questions?"
Tuesday, September 21, 2010
Crazy Way to do a Presentation!
Biz Tip of the Day
Crazy as it may sound, people will want to hear more of your presentation if they think you're in a hurry to leave. The opposite is also true:
If they think you have a long presentation, they get uncomfortable and start hinting for you to leave.
Crazy as it may sound, people will want to hear more of your presentation if they think you're in a hurry to leave. The opposite is also true:
If they think you have a long presentation, they get uncomfortable and start hinting for you to leave.
Monday, September 20, 2010
How's Your Quality of Presentation? Success Follows Quality!
Biz Tip of the Day
Your success is in direct proportion to the amount and quality of presentations you give.
Your success is in direct proportion to the amount and quality of presentations you give.
Sunday, September 19, 2010
How Do You See This Helping You?
Biz Tip of the Day
When prospects indicate they have an interest in your products, or services verify their interest is genuine before giving your presentation. Ask, "Why are you interested? What makes you say that?
How do you see this helping you?"
When prospects indicate they have an interest in your products, or services verify their interest is genuine before giving your presentation. Ask, "Why are you interested? What makes you say that?
How do you see this helping you?"
Saturday, September 18, 2010
Start It Correctly!
Biz Tip of the Day
What you do and say in the beginning of your presentation, more than anything else, will determine the outcome.
What you do and say in the beginning of your presentation, more than anything else, will determine the outcome.
Friday, September 17, 2010
Got a Problem? Here's a Solution!
Biz Tip of the Day
If someone does not have a problem you can solve, you do not have a prospect.
If someone does not have a problem you can solve, you do not have a prospect.
Thursday, September 16, 2010
Not Making Enough Money in Sales? Read This!
Biz Tip of the Day
If you're not making enough money in sales, you either don't know how to sell or you're not approaching enough people.
If you're not making enough money in sales, you either don't know how to sell or you're not approaching enough people.
Wednesday, September 15, 2010
Rejection? It's Not as Bad as You Think!
Biz Tip of the Day
Rejection (while prospecting) is almost never as bad or as often as most people think.
If you don't already know this, you're probably not making many calls or you don't know what to say when you do.
Rejection (while prospecting) is almost never as bad or as often as most people think.
If you don't already know this, you're probably not making many calls or you don't know what to say when you do.
Tuesday, September 14, 2010
Collect Cell Phone Numbers!
Biz Tip of the Day
Get in the habit of collecting people's cell phone numbers. It's the one phone number that will stay the same and follow them everywhere.
Get in the habit of collecting people's cell phone numbers. It's the one phone number that will stay the same and follow them everywhere.
Monday, September 13, 2010
Keep a Record of What Works For You!
Biz Tip of the Day
Discover what works and what doesn't work for you by keeping a record of all prospecting calls made, leads generated, appointments agreed upon, presentations given, and sales made. Calculate how many prospecting calls it takes to get one deal.
Discover what works and what doesn't work for you by keeping a record of all prospecting calls made, leads generated, appointments agreed upon, presentations given, and sales made. Calculate how many prospecting calls it takes to get one deal.
Sunday, September 12, 2010
No-Good Prospecting Call? No!
Biz Tip of the Day
There is no such thing as a no-good prospecting call. Every "no" leads you closer to a "yes" and every dialogue exchange will lead you to improving your communication skills.
There is no such thing as a no-good prospecting call. Every "no" leads you closer to a "yes" and every dialogue exchange will lead you to improving your communication skills.
Saturday, September 11, 2010
Think of Your Presentation as a Performance!
Biz Tip of the Day
Think of your presentation as a performance.
It's just as important for you to know it as well as actors would have to know their lines on stage or screen.
Think of your presentation as a performance.
It's just as important for you to know it as well as actors would have to know their lines on stage or screen.
Friday, September 10, 2010
Say Yes, Yes, Yes!
Biz Tip of the Day
The more times you can get your prospects to say yes to minor questions ("Does that sound fair enough?", "Do you like what you've seen so far?"), the more likely they will say yes to your major closing questions ("Are you ready to get started?", "Are you ready to go forward?").
The more times you can get your prospects to say yes to minor questions ("Does that sound fair enough?", "Do you like what you've seen so far?"), the more likely they will say yes to your major closing questions ("Are you ready to get started?", "Are you ready to go forward?").
Thursday, September 9, 2010
Motivators!
Biz Tip of the Day
Fear of loss is a greater motivator than opportunity for gain. Before beginning your sales presentation, tell your prospects that before they can buy from you, they will have to meet certain requirements. Make your qualifications real.
Fear of loss is a greater motivator than opportunity for gain. Before beginning your sales presentation, tell your prospects that before they can buy from you, they will have to meet certain requirements. Make your qualifications real.
Wednesday, September 8, 2010
Master Your Presentation......or Use Notes!
Biz Tip of the Day
Until you have mastered your presentation, use notes or an outline to keep you on track. Do this even when you're face to face with your prospect.
Airline pilots use a checklist; great speakers use notes; and the President of the United States uses notes or a teleprompter when addressing the nation.
Until you have mastered your presentation, use notes or an outline to keep you on track. Do this even when you're face to face with your prospect.
Airline pilots use a checklist; great speakers use notes; and the President of the United States uses notes or a teleprompter when addressing the nation.
Monday, September 6, 2010
The Law of Attraction
Biz Tip of the Day
You attract more of what you think about, talk about and act upon.
So, be mindful of what you are thinking, saying and doing!
You attract more of what you think about, talk about and act upon.
So, be mindful of what you are thinking, saying and doing!
Sunday, September 5, 2010
How To Be A Success? Know What You Want!
Biz Tip of the Day
Being successful boils down to this simple formula:
Know what you want. Find out what it takes to get it.
Persevere.
Being successful boils down to this simple formula:
Know what you want. Find out what it takes to get it.
Persevere.
Saturday, September 4, 2010
Favors?
Biz Tip of the Day
When Lyndon Johnson was President of the United States, he had two jars on his desk. One said, "Favors I owe". The other said, "Favors due me".
He tried to make sure the latter was the fullest.
When Lyndon Johnson was President of the United States, he had two jars on his desk. One said, "Favors I owe". The other said, "Favors due me".
He tried to make sure the latter was the fullest.
Friday, September 3, 2010
Sh-h-h-h, No Names Please!
Biz Tip of the Day
It is very unprofessional to publicly
criticize a colleague by name. If you
disagree with someone's way of doing
business, make your case without using
that person's name.
It is very unprofessional to publicly
criticize a colleague by name. If you
disagree with someone's way of doing
business, make your case without using
that person's name.
Thursday, September 2, 2010
Make It Easy For Prospects to Say No? Yes!
Biz Tip of the Day
Make it easy for your prospects to say "no" to you when explaining what you do. One way to do this is to begin your talk with, "This may or may not be of interest to you, however . . ."
Make it easy for your prospects to say "no" to you when explaining what you do. One way to do this is to begin your talk with, "This may or may not be of interest to you, however . . ."
Wednesday, September 1, 2010
Cold Calling Is the Worst Way to Prospect!
Biz Tip of the Day
Making cold calls to a stranger is one of the worst ways to prospect. It is far better to have someone introduce you and what you do before making your approach.
Making cold calls to a stranger is one of the worst ways to prospect. It is far better to have someone introduce you and what you do before making your approach.
Tuesday, August 31, 2010
Does Your Product Solve a Problem For Your Potential Client?
Biz Tip of the Day
Before offering the benefits of your products or services find out if your potential prospect has problems that your products or service will solve. That way you'll only give presentations to people who are interested and qualified.
Before offering the benefits of your products or services find out if your potential prospect has problems that your products or service will solve. That way you'll only give presentations to people who are interested and qualified.
Monday, August 30, 2010
Prospecting--A Never Ending Process!
Biz Tip of the Day
Prospecting is a never-ending process. It must be done every day--either by you or the people that work for you.
Prospecting is a never-ending process. It must be done every day--either by you or the people that work for you.
Sunday, August 29, 2010
Law of Attraction? It is a Waiting Game!
Biz Tip of the Day
The law of cause and effect tells us that we can attract people to us by giving value without expecting an immediate benefit. Do for others and then wait. The law will reward you in due time.
The law of cause and effect tells us that we can attract people to us by giving value without expecting an immediate benefit. Do for others and then wait. The law will reward you in due time.
Saturday, August 28, 2010
Be a Good Role Model for Your Team!
Biz Tip of the Day
You cannot give what you don't have. If you want your sales team giving lots of great presentations, you have to give lots of great presentations first.
You cannot give what you don't have. If you want your sales team giving lots of great presentations, you have to give lots of great presentations first.
Friday, August 27, 2010
Sit Back and Watch!
Biz Tip of the Day
When a prospect says something positive about your products or your company, get him or her to expand on it by asking, "Why do you say that?". Then sit back and watch the prospect sell themself on your product or service.
When a prospect says something positive about your products or your company, get him or her to expand on it by asking, "Why do you say that?". Then sit back and watch the prospect sell themself on your product or service.
Thursday, August 26, 2010
Disqualify Prospects? Qualify Prospects?
Biz Tip of the Day
More important than qualifying prospects is disqualifying prospects.
More important than qualifying prospects is disqualifying prospects.
Wednesday, August 25, 2010
Website Presentation? Do it in Real Time!
Biz Tip of the Day
It is usually a waste of time to send someone to a website to view a presentation. It's far more effective to have someone go to the site with you in real-time. That way you can walk them through the points you want to make and have better control.
It is usually a waste of time to send someone to a website to view a presentation. It's far more effective to have someone go to the site with you in real-time. That way you can walk them through the points you want to make and have better control.
Tuesday, August 24, 2010
Smile Only When It's Genuine!
Biz Tip of the Day
Smile only when it's a genuine sincere feeling you have. People can usually decipher between what is real and what is unreal.
Smile only when it's a genuine sincere feeling you have. People can usually decipher between what is real and what is unreal.
Monday, August 23, 2010
Got Resources? Share Them!
Biz Tip of the Day
Every time you come in contact with someone, refer him or her to a good book, an interesting website or some other interesting or entertaining resource.
It will make people glad to hear from you.
Every time you come in contact with someone, refer him or her to a good book, an interesting website or some other interesting or entertaining resource.
It will make people glad to hear from you.
Sunday, August 22, 2010
Follow Up Calls That Aren't!
Biz Tip of the Day
When making follow-up calls, instead of telling your prospect you are "following-up", begin the call with some new information about your product or service.
When making follow-up calls, instead of telling your prospect you are "following-up", begin the call with some new information about your product or service.
Avoid Being Perceived as Being Pushy!
Biz Tip of the Day
Be careful about showing a lot of enthusiasm when prospecting or presenting. It could be perceived as being pushy, aggressive or even phony and insincere.
Be careful about showing a lot of enthusiasm when prospecting or presenting. It could be perceived as being pushy, aggressive or even phony and insincere.
Friday, August 20, 2010
Got a Keeper's File?
Biz Tip of the Day
Create a "Keepers File". When you read articles, find quotes and discover ideas you like, put them in the file for reference. They are a great resource for writing articles, training classes and stimulating your imagination.
Create a "Keepers File". When you read articles, find quotes and discover ideas you like, put them in the file for reference. They are a great resource for writing articles, training classes and stimulating your imagination.
Thursday, August 19, 2010
Keep Customers for Life!
Biz Tip of the Day
Keep customers for life by giving added-value information and resources. This is especially true when customers have stopped buying from you. By continuing to give added value, you will ultimately get more sales, more referrals and more testimonials.
Keep customers for life by giving added-value information and resources. This is especially true when customers have stopped buying from you. By continuing to give added value, you will ultimately get more sales, more referrals and more testimonials.
Wednesday, August 18, 2010
Being 2nd is OK!
Biz Tip of the Day
Forget trying to be on someone's number one list.
Be on their number two list. When number one messes up, you'll move from number two to number one.
Forget trying to be on someone's number one list.
Be on their number two list. When number one messes up, you'll move from number two to number one.
Tuesday, August 17, 2010
Stretch for the Happiest Life!
Biz Tip of the Day
One of the great secrets to happiness is to be immersed in an activity that is complex, where you have the skills to match that activity. By stretching your mind as you work, you enter into a state of mind where you lose all sense of time.
Try this with prospecting.
One of the great secrets to happiness is to be immersed in an activity that is complex, where you have the skills to match that activity. By stretching your mind as you work, you enter into a state of mind where you lose all sense of time.
Try this with prospecting.
Monday, August 16, 2010
Need Credibility? Get Testimonials!
Biz Tip of the Day
Testimonials give you credibility when talking to people. The best way to get them is to ask for them before you need them. Get in the habit of asking for a testimonial letter at the point you make the sale.
Testimonials give you credibility when talking to people. The best way to get them is to ask for them before you need them. Get in the habit of asking for a testimonial letter at the point you make the sale.
Sunday, August 15, 2010
Learn From Your Pets!
Biz Tip of the Day
Learn from your pets. What would happen to your business if you fussed over people like you probably fuss over your favorite pet? I bet you'd have more prospects.
Learn from your pets. What would happen to your business if you fussed over people like you probably fuss over your favorite pet? I bet you'd have more prospects.
Saturday, August 14, 2010
Attract People to You by Being a Resource!
Biz Tip of the Day
You can easily attract people to you by being a resource to them. Find out all you can about them and look for ways to benefit them without trying to sell your products or services to them . . . until they ask you.
You can easily attract people to you by being a resource to them. Find out all you can about them and look for ways to benefit them without trying to sell your products or services to them . . . until they ask you.
Friday, August 13, 2010
Get It Over With!
Biz Tip of the Day
When you have something unpleasant to do as you begin your work, do that activity first. Get it out of the way so you're not thinking about it or dreading having to deal with it for the rest of the day.
When you have something unpleasant to do as you begin your work, do that activity first. Get it out of the way so you're not thinking about it or dreading having to deal with it for the rest of the day.
Thursday, August 12, 2010
Prospecting in Groups!
Biz Tip of the Day
Prospecting in groups is like pistons working in a car: when one is down, another one is up. Get in groups when you can (perhaps a pizza party night) and make calls together.
Prospecting in groups is like pistons working in a car: when one is down, another one is up. Get in groups when you can (perhaps a pizza party night) and make calls together.
Wednesday, August 11, 2010
Let's Get Started!
Biz Tip of the Day
When you have finished your presentation and your prospect is on the fence and just can't quite make up his mind, nudge him by saying this: "Let's face it ... you like it; you want it; and you can afford it. Let's go ahead and get started"
When you have finished your presentation and your prospect is on the fence and just can't quite make up his mind, nudge him by saying this: "Let's face it ... you like it; you want it; and you can afford it. Let's go ahead and get started"
Tuesday, August 10, 2010
After the Sale is Over!
Biz Tip of the Day
Food tastes better. Music sounds better. Flowers smell better. In fact, everything seems better immediately after closing a sale.
Food tastes better. Music sounds better. Flowers smell better. In fact, everything seems better immediately after closing a sale.
Monday, August 9, 2010
Cold Calling? Scratch Your Head!
Biz Tip of the Day
When approaching someone in the cold market, scratch your head, look puzzled, and begin your approach with, "I don't know if you can help me or not . . ."
When approaching someone in the cold market, scratch your head, look puzzled, and begin your approach with, "I don't know if you can help me or not . . ."
Sunday, August 8, 2010
Take the Pressure Off!
Biz Tip of the Day
Take the pressure off of your prospects by asking their permission to show them something or explain something before you do it. By asking permission, you let your prospects relax before you launch into your presentation.
Take the pressure off of your prospects by asking their permission to show them something or explain something before you do it. By asking permission, you let your prospects relax before you launch into your presentation.
Saturday, August 7, 2010
Benefits and Questions Can Be Combined!
Biz Tip of the Day
The most effective presentations are the ones that have lots of benefits and questions. You can do both at once. After explaining your products or services, begin your questions with, "Do you see how you will benefit by..."
The most effective presentations are the ones that have lots of benefits and questions. You can do both at once. After explaining your products or services, begin your questions with, "Do you see how you will benefit by..."
Friday, August 6, 2010
Prospect Without the "How Are You Today?"
Biz Tip of the Day
Never begin a prospecting call with, "How are you today"? It's a dead giveaway that you are selling something.
Never begin a prospecting call with, "How are you today"? It's a dead giveaway that you are selling something.
Thursday, August 5, 2010
Give Thanks to Those That Refer to You!
Biz Tip of the Day
Reward an activity you want repeated. When someone gives you a referral, send a thank-you note, gift or simply give him or her a call to express your gratitude.
Reward an activity you want repeated. When someone gives you a referral, send a thank-you note, gift or simply give him or her a call to express your gratitude.
Wednesday, August 4, 2010
What's Stopping You From Getting All the Clients You Want?
Quoted from Get Clients Now August 4, 2010
What's stopping you from getting all the clients you want? Do you know? The answer to this one question may be the key to making your marketing more successful.
It would seem from the questions people ask me about marketing that everyone is trying to fix just one type of problem -- how to fill their marketing pipeline with more new prospects.
"What else should I be doing to attract potential clients?" they ask. "Where else can I go to find people who might hire me?" or "How can I be more visible online so people will contact me?" or "Should I be finding prospects by cold calling, using Twitter, running ads, giving talks, writing articles...?"
All their questions -- and it seems all their efforts -- are aimed at finding ways to make contact with new people who might become clients. And every time they identify another activity that might help their pipeline get fuller, they want to add it to their ever-growing to-do list.
But is this really what's stopping them from getting more clients?
Is this what's stopping you? If you are already marketing yourself in four or five different ways, will increasing that to seven or eight different ways produce better results? Or alternatively, if you drop everything you're doing now, and start using four or five brand new marketing approaches, will that do the trick?
In my experience, it probably won't. Continuing to try new and different approaches to fill your marketing pipeline will more often result in overwhelm, wasted effort, and failure than it will in new clients.
Instead of trying to fix your marketing by just seeking out more ways to meet people or collect names, email addresses and phone numbers, stop for a moment. What is the problem you're trying to solve? In other words, what's really getting in the way of your marketing success?
Listed below are the five most common marketing problems, and questions to ask yourself to see which ones might be yours. They're presented in order of priority -- problem #1 needs to be fixed before tackling problem #2, and so on. Consider whether making changes in one of these areas might be exactly the fix your marketing needs.
1. HANDS-ON TIME: Are you spending enough time proactively marketing? Not just getting ready to market, or thinking about how to market, or feeling resistant to marketing, but actually taking steps that will lead directly to landing clients?
If you're not spending enough time marketing your business, fixing other problem areas won't help much. Start keeping track of how much time you spend actively marketing each week. Most independent professionals find they need to spend from 4-16 hours weekly -- less when you're busy with paying work; more when you're not.
2. TARGET MARKET: Do you have a clearly defined target market which you can describe in five words or less? Does this market already know they need your services? And are you spending most of your time marketing to exactly that group?
Once you feel confident you are dedicating enough time to marketing, the next hurdle is making sure you're marketing to the right people.
Focusing your efforts on a specific target group with a defined need for your services will make everything you do more effective.
3. MARKETING MESSAGE: Do your descriptions of your services name the benefits you offer and results you produce for your target market?
And are these benefits and results that this market is looking for?
Do you deliver your message every time you make contact?
Letting prospective clients know exactly how you can help them will make the most of the time you spend marketing to a defined audience.
Your message needs to be clear, focused on the client's needs, and typically delivered multiple times to the same prospects.
4. FOLLOW-THROUGH: Do you have a system for following up with every prospect until they say either yes or no? Are you able to complete all the steps for each marketing approach you are using to make it pay off?
Without follow-through, much of your marketing effort is wasted. The typical prospect will need to hear from you (or about you) 5-7 times before deciding to work with you. And most marketing approaches need a follow-through element to succeed. For example, attending networking events requires post-event follow-up with the people you meet. Online networking requires regular participation, not just posting when you have something to promote.
5. MARKETING APPROACH: Are the strategies and tactics you are using to reach your market the most effective approaches available to you?
Are they appropriate for your target market, and a good match for your skills and personality?
Only after addressing the first four problem areas above should you think about changing HOW you market. Because in truth, your tactics may not need to change. Whether you've been marketing yourself with cold calling, public speaking, or social networking, once you are spending enough time, marketing to the right people, delivering a targeted message, and following through on all your efforts, your results will improve dramatically.
So finding new or different marketing approaches -- the place where most people START to fix their marketing -- is actually the last area to consider. The most effective approaches are those that include personal contact with your prospects, increase your credibility, and lend themselves to building relationships over time. And, approaches that match your skills and personality are more likely to succeed because you will actually use them instead of resisting them.
Once you know what might be stopping your marketing from being successful, make a commitment to fix what's really wrong. Resist the temptation (and hype) to keep trying new "silver bullet" marketing tactics or overloading yourself with endless possibilities. Finding the best marketing solutions will be much easier when you're trying to solve the right problem.
What's stopping you from getting all the clients you want? Do you know? The answer to this one question may be the key to making your marketing more successful.
It would seem from the questions people ask me about marketing that everyone is trying to fix just one type of problem -- how to fill their marketing pipeline with more new prospects.
"What else should I be doing to attract potential clients?" they ask. "Where else can I go to find people who might hire me?" or "How can I be more visible online so people will contact me?" or "Should I be finding prospects by cold calling, using Twitter, running ads, giving talks, writing articles...?"
All their questions -- and it seems all their efforts -- are aimed at finding ways to make contact with new people who might become clients. And every time they identify another activity that might help their pipeline get fuller, they want to add it to their ever-growing to-do list.
But is this really what's stopping them from getting more clients?
Is this what's stopping you? If you are already marketing yourself in four or five different ways, will increasing that to seven or eight different ways produce better results? Or alternatively, if you drop everything you're doing now, and start using four or five brand new marketing approaches, will that do the trick?
In my experience, it probably won't. Continuing to try new and different approaches to fill your marketing pipeline will more often result in overwhelm, wasted effort, and failure than it will in new clients.
Instead of trying to fix your marketing by just seeking out more ways to meet people or collect names, email addresses and phone numbers, stop for a moment. What is the problem you're trying to solve? In other words, what's really getting in the way of your marketing success?
Listed below are the five most common marketing problems, and questions to ask yourself to see which ones might be yours. They're presented in order of priority -- problem #1 needs to be fixed before tackling problem #2, and so on. Consider whether making changes in one of these areas might be exactly the fix your marketing needs.
1. HANDS-ON TIME: Are you spending enough time proactively marketing? Not just getting ready to market, or thinking about how to market, or feeling resistant to marketing, but actually taking steps that will lead directly to landing clients?
If you're not spending enough time marketing your business, fixing other problem areas won't help much. Start keeping track of how much time you spend actively marketing each week. Most independent professionals find they need to spend from 4-16 hours weekly -- less when you're busy with paying work; more when you're not.
2. TARGET MARKET: Do you have a clearly defined target market which you can describe in five words or less? Does this market already know they need your services? And are you spending most of your time marketing to exactly that group?
Once you feel confident you are dedicating enough time to marketing, the next hurdle is making sure you're marketing to the right people.
Focusing your efforts on a specific target group with a defined need for your services will make everything you do more effective.
3. MARKETING MESSAGE: Do your descriptions of your services name the benefits you offer and results you produce for your target market?
And are these benefits and results that this market is looking for?
Do you deliver your message every time you make contact?
Letting prospective clients know exactly how you can help them will make the most of the time you spend marketing to a defined audience.
Your message needs to be clear, focused on the client's needs, and typically delivered multiple times to the same prospects.
4. FOLLOW-THROUGH: Do you have a system for following up with every prospect until they say either yes or no? Are you able to complete all the steps for each marketing approach you are using to make it pay off?
Without follow-through, much of your marketing effort is wasted. The typical prospect will need to hear from you (or about you) 5-7 times before deciding to work with you. And most marketing approaches need a follow-through element to succeed. For example, attending networking events requires post-event follow-up with the people you meet. Online networking requires regular participation, not just posting when you have something to promote.
5. MARKETING APPROACH: Are the strategies and tactics you are using to reach your market the most effective approaches available to you?
Are they appropriate for your target market, and a good match for your skills and personality?
Only after addressing the first four problem areas above should you think about changing HOW you market. Because in truth, your tactics may not need to change. Whether you've been marketing yourself with cold calling, public speaking, or social networking, once you are spending enough time, marketing to the right people, delivering a targeted message, and following through on all your efforts, your results will improve dramatically.
So finding new or different marketing approaches -- the place where most people START to fix their marketing -- is actually the last area to consider. The most effective approaches are those that include personal contact with your prospects, increase your credibility, and lend themselves to building relationships over time. And, approaches that match your skills and personality are more likely to succeed because you will actually use them instead of resisting them.
Once you know what might be stopping your marketing from being successful, make a commitment to fix what's really wrong. Resist the temptation (and hype) to keep trying new "silver bullet" marketing tactics or overloading yourself with endless possibilities. Finding the best marketing solutions will be much easier when you're trying to solve the right problem.
Talk to Yourself!
Biz Tip of the Day
When something unpleasant happens to you, just quietly say to yourself that everything in the world that happens to you and every person in the world that you meet is there for your benefit in some large or small way.
When something unpleasant happens to you, just quietly say to yourself that everything in the world that happens to you and every person in the world that you meet is there for your benefit in some large or small way.
Tuesday, August 3, 2010
Procrastinating? Here's Help!
Biz Tip of the Day
If you have a project that you need to do but are procrastinating, write the project on a legal pad and throw in on the floor. Having to constantly step over it will keep reminding you of what needs to get done.
If you have a project that you need to do but are procrastinating, write the project on a legal pad and throw in on the floor. Having to constantly step over it will keep reminding you of what needs to get done.
Monday, August 2, 2010
Just Say No to Multitasking!
Biz Tip of the Day
Contrary to popular belief, multi-tasking is not a good thing. Focusing on one idea, project or activity at a time will allow you to tap into the creative intelligence part of your mind.
Contrary to popular belief, multi-tasking is not a good thing. Focusing on one idea, project or activity at a time will allow you to tap into the creative intelligence part of your mind.
Sunday, August 1, 2010
Compliment Your Potential Customers!
Biz Tip of the Day
A great way to attract people to you is to pay them sincere compliments. Here's a three-step formula for doing that:
1. Pay them a compliment about something 2. Say what you like about it 3. Ask a question about it
A great way to attract people to you is to pay them sincere compliments. Here's a three-step formula for doing that:
1. Pay them a compliment about something 2. Say what you like about it 3. Ask a question about it
Echo!
Biz Tip of the Day
To get prospects to open up to you, get them talking more. One way to do that is to repeat the last three or four words they say. If they say, "I haven't had a raise in years and I hate my job." You repeat, ". . .hate your job?" It's called the "echo" technique.
Don't overdo this as it can irritate some people!
To get prospects to open up to you, get them talking more. One way to do that is to repeat the last three or four words they say. If they say, "I haven't had a raise in years and I hate my job." You repeat, ". . .hate your job?" It's called the "echo" technique.
Don't overdo this as it can irritate some people!
Friday, July 30, 2010
Don't Use Hyperbole!
Biz Tip of the Day
When prospecting or presenting, avoid overused words like, "awesome, fantastic, unbelievable, great" and other phony sounding superlatives.
Instead, replace them with, "fine, good, wonderful, okay, acceptable and attractive".
When prospecting or presenting, avoid overused words like, "awesome, fantastic, unbelievable, great" and other phony sounding superlatives.
Instead, replace them with, "fine, good, wonderful, okay, acceptable and attractive".
Thursday, July 29, 2010
The Perfect Presentation
Biz Tip of the Day
To create the perfect presentation for yourself, try lots of different ways to say things. Keep the language that works. Kick out the language that doesn't work. Always try new things and ways to say things that sound like they might work.
To create the perfect presentation for yourself, try lots of different ways to say things. Keep the language that works. Kick out the language that doesn't work. Always try new things and ways to say things that sound like they might work.
Wednesday, July 28, 2010
Prospecting is Very Important!
Biz Tip of the Day
Prospecting is the single most important activity in any business. If you don't like making prospecting calls, get over it. No matter what, you must make prospecting calls every day. On the days when you cannot find the time to prospect, make one call anyway.
Prospecting is the single most important activity in any business. If you don't like making prospecting calls, get over it. No matter what, you must make prospecting calls every day. On the days when you cannot find the time to prospect, make one call anyway.
Tuesday, July 27, 2010
Coach Your Team.....Don't Control Them!
Biz Tip of the Day
To get your inactive sales people into action, learn how to coach them instead of trying to manage or motivate them.
Coaching encourages a person to be creative and take action at a pace that's comfortable for him or her.
To get your inactive sales people into action, learn how to coach them instead of trying to manage or motivate them.
Coaching encourages a person to be creative and take action at a pace that's comfortable for him or her.
Monday, July 26, 2010
What Separates You From the Competition?
Biz Tip of the Day
What separates you, your company, or your products from the competition? Whatever it is, in all of your marketing and sales presentations, you want to dramatically point that out. It's called a "Unique Selling Proposition".
What separates you, your company, or your products from the competition? Whatever it is, in all of your marketing and sales presentations, you want to dramatically point that out. It's called a "Unique Selling Proposition".
Sunday, July 25, 2010
Make That Bday Wish Personal by Making a Call
Health Tip of the Day
"Getting Fit. . . One Step at a Time"
Research shows that laughter has many benefits such as it boosts endorphin levels, increases circulation, enhances the immune system, and laughter exercises the facial muscles, shoulders, diaphragm and abdomen.
"Getting Fit. . . One Step at a Time"
Research shows that laughter has many benefits such as it boosts endorphin levels, increases circulation, enhances the immune system, and laughter exercises the facial muscles, shoulders, diaphragm and abdomen.
Saturday, July 24, 2010
Effective Marketing Strategy!
Biz Tip of the Day
One of the most effective ways to market on the Internet is to build a database of people who are interested in the type of products and services you offer. One long-range method for doing this is to publish an e-mail newsletter. Because it's offered at no cost, it's easy to get people (prospects) to agree to subscribe to it.
One of the most effective ways to market on the Internet is to build a database of people who are interested in the type of products and services you offer. One long-range method for doing this is to publish an e-mail newsletter. Because it's offered at no cost, it's easy to get people (prospects) to agree to subscribe to it.
Friday, July 23, 2010
Who Benefits From Your Success?
Biz Tip of the Day
Who benefits from your success? Look to joint venture with vendors and other business people that will benefit by the two of you helping each other market and sell to each other's list of prospects.
Who benefits from your success? Look to joint venture with vendors and other business people that will benefit by the two of you helping each other market and sell to each other's list of prospects.
Thursday, July 22, 2010
Perfect Your Presentations!
Biz Tip of the Day
To perfect your new presentation and prospecting scripts, test them on your prospects and make adjustments as you go along. Then write them out on three-by-five cards and memorize them like you did when you were in school learning the multiplication tables.
To perfect your new presentation and prospecting scripts, test them on your prospects and make adjustments as you go along. Then write them out on three-by-five cards and memorize them like you did when you were in school learning the multiplication tables.
Wednesday, July 21, 2010
Create More Emotion!
Biz Tip of the Day
The mind sees pictures when it hears words. To create more emotion and to help your prospects remember your talk, use words that create pictures and that tell a story.
The mind sees pictures when it hears words. To create more emotion and to help your prospects remember your talk, use words that create pictures and that tell a story.
Tuesday, July 20, 2010
Be Honest About Mistakes
Biz Tip of the Day
If you make a mistake or give wrong information to a prospect during a presentation and the prospect calls you out on it, thank him for bringing it to your attention, and tell him you will never make that mistake again. It will make you come across more attractive than trying to defend your mistake.
If you make a mistake or give wrong information to a prospect during a presentation and the prospect calls you out on it, thank him for bringing it to your attention, and tell him you will never make that mistake again. It will make you come across more attractive than trying to defend your mistake.
Monday, July 19, 2010
Summarize Before and After!
Biz Tip of the Day
Before giving a presentation to an individual or to a group, summarize the points you are going to cover. When you finish your presentation, summarize what you did cover. It makes your presentation stick.
Before giving a presentation to an individual or to a group, summarize the points you are going to cover. When you finish your presentation, summarize what you did cover. It makes your presentation stick.
Keep Your Goals a Secret
Biz Tip of the Day
Keep your goals a secret. When you go public with your goals, you take energy away from them because you've already rewarded yourself by talking about them.
By keeping your business goals to yourself, you also eliminate any embarrassment if you don't succeed.
Keep your goals a secret. When you go public with your goals, you take energy away from them because you've already rewarded yourself by talking about them.
By keeping your business goals to yourself, you also eliminate any embarrassment if you don't succeed.
For More Sales, Play Hard to Get!
Biz Tip of the Day
People want things they cannot have or are difficult to get. Make your prospects qualify to buy your products and/or services and your posture will make for a better presentation
People want things they cannot have or are difficult to get. Make your prospects qualify to buy your products and/or services and your posture will make for a better presentation
Prospecting Will Help You Eliminate Those Not Interested!
Biz Tip of the Day
Prospecting is a "process of elimination" game. Your goal is to eliminate the masses that are not interested and call the ones who are so that you are only presenting to qualified prospects.
Prospecting is a "process of elimination" game. Your goal is to eliminate the masses that are not interested and call the ones who are so that you are only presenting to qualified prospects.
Prospects Sell Themselves-The No-Sell Sell!
Biz Tip of the Day
You get prospects to sell themselves by asking questions that cause them to think and talk. The result of great questions is that prospects end up making up their own minds without you having to sell them.
You get prospects to sell themselves by asking questions that cause them to think and talk. The result of great questions is that prospects end up making up their own minds without you having to sell them.
Wednesday, July 14, 2010
Who's The Boss?
Biz Tip of the Day
To find out who the REAL boss is with a couple, ask a question like, "What motivated you folks to want to look at my program?" The first person to respond to the question is usually the boss.
To find out who the REAL boss is with a couple, ask a question like, "What motivated you folks to want to look at my program?" The first person to respond to the question is usually the boss.
Tuesday, July 13, 2010
Make 'em Laugh!
Biz Tip of the Day
Create rapport with new prospects by using humor when you ask them questions. When someone tells you they have recently gotten married, divorced or their kids just moved out, respond by saying, "No wonder you look so happy." You will always get a laugh.
Create rapport with new prospects by using humor when you ask them questions. When someone tells you they have recently gotten married, divorced or their kids just moved out, respond by saying, "No wonder you look so happy." You will always get a laugh.
Monday, July 12, 2010
PreSell For An Easier Sell!
Biz Tip of the Day
Presell prospects by giving them a complete presentation with CDs, sales letters, teleconference calls, etc. Then, all you have to do is close the deal without having to do any direct selling.
Presell prospects by giving them a complete presentation with CDs, sales letters, teleconference calls, etc. Then, all you have to do is close the deal without having to do any direct selling.
Sunday, July 11, 2010
Ask Each One!
Biz Tip of the Day
When presenting to a couple, always get both to respond and commit ("yes or no") to your questions as you explain your offer and ask for feedback. If necessary, ask your questions to each one individually.
When presenting to a couple, always get both to respond and commit ("yes or no") to your questions as you explain your offer and ask for feedback. If necessary, ask your questions to each one individually.
Saturday, July 10, 2010
Be Considerate of Your Prospects' Time!
Biz Tip of the Day
Before beginning a presentation, ask your prospects how much time they have set aside for the meeting.
It conveys that you respect their time and it tells you how serious they really are about hearing you out.
Before beginning a presentation, ask your prospects how much time they have set aside for the meeting.
It conveys that you respect their time and it tells you how serious they really are about hearing you out.
Thursday, July 8, 2010
Be Good....Be Tough!
Biz Tip of the Day
To be a good manager, sometimes you have to be tough.
Hold your team accountable to the things you expect of them. If they don't take action and stay in action, move on to someone else. Showing how serious you are about leading will often motivate someone who otherwise is not motivated.
To be a good manager, sometimes you have to be tough.
Hold your team accountable to the things you expect of them. If they don't take action and stay in action, move on to someone else. Showing how serious you are about leading will often motivate someone who otherwise is not motivated.
Wednesday, July 7, 2010
Short and Sweet!
Biz Tip of the Day
People hate long sales presentations. Make yours sound short by leading with, "May I ask you a quick question?"
People hate long sales presentations. Make yours sound short by leading with, "May I ask you a quick question?"
Tuesday, July 6, 2010
Something You Said Got Me Thinking!
Biz Tip of the Day
A great way to make an attractive follow-up prospecting call is to begin with this language, "You said something the last time we spoke that got me thinking." Then remind them of something they said and offer another benefit you hadn't pointed out before about it.
A great way to make an attractive follow-up prospecting call is to begin with this language, "You said something the last time we spoke that got me thinking." Then remind them of something they said and offer another benefit you hadn't pointed out before about it.
Monday, July 5, 2010
Communication Tips!
Biz Tip of the Day
A very attractive way to communicate with people is to take your opinion out of the equation and be completely non-judgmental. Avoid saying things like..
* "You should . . ."
* "You need . . ."
* "What I'd like for you to do is . . ."
A very attractive way to communicate with people is to take your opinion out of the equation and be completely non-judgmental. Avoid saying things like..
* "You should . . ."
* "You need . . ."
* "What I'd like for you to do is . . ."
Sound More Honest? Don't Say "Honest"
Biz Tip of the Day
Never say to someone, "To be honest with you..."
It makes you sound dishonest. Instead say, "To be candid (or, to be frank) with you..."
Never say to someone, "To be honest with you..."
It makes you sound dishonest. Instead say, "To be candid (or, to be frank) with you..."
Saturday, July 3, 2010
Confirm Before Going!
Biz Tip of the Day
Before attending a scheduled appointment to give a presentation, always call and confirm the appointment.
It makes the prospect more committed and it will save you time if the appointment cannot be kept.
Before attending a scheduled appointment to give a presentation, always call and confirm the appointment.
It makes the prospect more committed and it will save you time if the appointment cannot be kept.
Friday, July 2, 2010
Hard to Get Prospects? Try This!
Biz Tip of the Day
Call hard-to-get prospects at 7 a.m. They will almost
always be home.
Call hard-to-get prospects at 7 a.m. They will almost
always be home.
Thursday, July 1, 2010
The Secret to Happiness!
Biz Tip of the Day
The secret to happiness is having pleasurable, engaging and meaningful days. All of those can be found in owning your own business.
The secret to happiness is having pleasurable, engaging and meaningful days. All of those can be found in owning your own business.
Wednesday, June 30, 2010
Great Idea!
Biz Tip of the Day
In business, believe none of what you hear and only half of what you see.
In business, believe none of what you hear and only half of what you see.
Tuesday, June 29, 2010
It's All In Your Perspective!
Biz Tip of the Day
Look at objections not as objections but as a way to develop your sense of humor. They will be funny when you talk about them later.
Look at objections not as objections but as a way to develop your sense of humor. They will be funny when you talk about them later.
Overcome Objections
Biz Tip of the Day
Make a list of the objections you get and find someone who has come up with responses that convert them into benefits. Learn them word for word.
Make a list of the objections you get and find someone who has come up with responses that convert them into benefits. Learn them word for word.
Sunday, June 27, 2010
Separate Yourself fFrom the Competition!
Biz Tip of the Day
To separate yourself from your competition, offer coaching to compliment your products, service or program.
Your prospects will get better results, you'll get more repeat business and you'll build better relationships that will lead to more sales.
To separate yourself from your competition, offer coaching to compliment your products, service or program.
Your prospects will get better results, you'll get more repeat business and you'll build better relationships that will lead to more sales.
Multiple Streams of Income? Yes!
Biz Tip of the Day
Create multiple income streams by speaking, training, making cd programs, coaching, publishing and providing tools for others to succeed.
Create multiple income streams by speaking, training, making cd programs, coaching, publishing and providing tools for others to succeed.
Saturday, June 26, 2010
Make Your Business Stand Out From the Competition!
Biz Tip of the Day
To separate yourself from your competition, offer coaching to compliment your products, service or program.
Your prospects will get better results, you'll get more repeat business and you'll build better relationships that will lead to more sales.
To separate yourself from your competition, offer coaching to compliment your products, service or program.
Your prospects will get better results, you'll get more repeat business and you'll build better relationships that will lead to more sales.
Friday, June 25, 2010
If It's Going to Be, It's Up to Me!
Biz Tip of the Day
Take responsibility for your missed presentations. Never blame prospects. Either they were never qualified to begin with and should not have been given a presentation or you didn't give a very compelling presentation. At the end of each missed presentation, ask yourself what you did wrong and make the appropriate adjustment.
Hilton Johnson
Take responsibility for your missed presentations. Never blame prospects. Either they were never qualified to begin with and should not have been given a presentation or you didn't give a very compelling presentation. At the end of each missed presentation, ask yourself what you did wrong and make the appropriate adjustment.
Hilton Johnson
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