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.
Tuesday, August 31, 2010
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!
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