Archive for November, 2010

Sales Hit of the Day: TIGHTEN UP

November 30, 2010

Tighten up
If you aren’t making as many sales as you should be right now, you might need to tighten up your time management.

Some of the things you can do include:

    • use “time blocking” to schedule your activities and stick with your plan
    • transfer voicemail messages to your ‘to do’ list and delete immediately
    • ask those who interrupt you if you can schedule a time later to discuss
    • learn to tactfully say no to meetings and events that don’t serve your goals
    • ask for early appointments to minimize the “late meeting” trickle-down effect
    • handle simple phone calls during lunch hour to leverage voicemail efficiency

Using these techniques can help you make the most of your prime selling time.

What else could you do to tighten up and avoid time-wasting (non-revenue) activities?

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

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Sales Hit of the Day: BLACK FRIDAY

November 29, 2010

Black_friday
According to ShopperTrak, there was a 0.3% increase in spending on last week’s Black Friday.

Is it because the economy is improving?  I am sure we’d all like to think so.

The biggest reason Black Friday sales are always the strongest of the year is because retailers have trained shoppers for that day.

Through consistent promotion and advertising, customers have been conditioned to expect some of the best prices and some of the worst shopping conditions on that day.

Huge flocks of customers brave the lousy parking, terrible traffic, and frequently less-than-perfect customer service to participate in the Black Friday experience.  You might have been among them.

So, what are you doing to condition your customers to spend with you?

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

HAPPY THANKSGIVING

November 25, 2010

Alices restaurant
Even the most professional salesperson (that's you!) should schedule time to share with family and friends.  So it is with me, as well.

The "Sales Hit of the Day" will resume on Monday, November 29.

During this time, I hope you celebrate the many blessings in life that give us all a reason to be thankful.

Thank you for being a subscriber, a fan, a friend.  

You REALLY Rock!
Pat

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: I THANK YOU

November 24, 2010

I thank you
Early in his career, sales trainer Tom Hopkins made it a goal to send at least 10 thank-you notes every day.  By the end of the year, his business was virtually 100% referral.  The people he thanked sent him new customers because he made them feel appreciated.

Here are some ideas for how you can incorporate more “I Thank You” in your day.

Thank a prospect for taking your call.
 “Thank you for talking with me on the telephone.  I know time is precious, and I’ll always respect the time you invest as we discuss the possibility of developing a business relationship.”

Thank a prospect for meeting with you.
 “It was a pleasure meeting you.  Thank you for the time we shared.  We’ve served many happy customers, and my wish is to someday serve you.  If you have any questions, please call.”

Thank a customer for making a purchase.
 “Thank you for giving me the opportunity to offer you our finest service.  I know you’ll be happy with your investment.  My goal now is to offer excellent service so you’ll refer others to me.”

Thank a non-customer for not making a purchase.
 “Thank you for taking time to consider using our services.  I’m sorry that your plans don’t include making the investment at this time.  However, if you need further information, please call me.  And I’ll keep you posted on new developments that may benefit you.”

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: CHANGES (PART TWO)

November 23, 2010

Changes_two
Yesterday, I told you about a restaurant that created a problem by making changes.  The story doesn’t stop there.

Not along ago I noticed a new “Grand Opening” banner outside the venue.

Sure enough, new owners had taken over the business and were anxious to ramp up sales.

I went inside to take a look around.  Unfortunately, they made the same mistake the previous owners had made.  Except this time, they had taken soup off the line completely.

While I was there, a couple that had come in for lunch turned around and left when they discovered the changes.

It’s okay to make changes; just don’t make then before you understand how your customers value what you intend to change.

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: CHANGES (PART ONE)

November 22, 2010

Changes_one
There is a restaurant in town that features great Indian cuisine with a lunch buffet.

One of best items on the line is an incredible tomato bisque that is very popular with the regular patrons.

The owners were getting a little tired of the same soup being on the line, so they instructed the chefs to put something else out for a change.

As you might imagine, regular customers were very disappointed and very vocal about their disappointment.  It didn’t take long for the owners to realize their mistake and put the bisque back on the line.

Remember, the way you look at what you offer is very different from how your prospects and customers perceive them.  What bores you is probably new and exciting to the people who have never seen it before, and your regular customers who repeatedly buy from you count on being able to purchase again and again.

Consider carefully what your customers want before you make any big changes.

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: KICK IT OUT

November 19, 2010

Kick_it_out
Think about the times when making a sale was a breeze.  Either it was because you were just taking an order from someone who had already decided to buy, or you honestly weren’t worried about whether or not you made that particular sale.

Now compare that with the month when you had to get one more sale to make your goal and it was a struggle.  And the more you questioned your ability to make that final sale, the more difficult it was to seal the deal.

Self-doubt is harder to beat than your toughest competitor, but here are three ideas you can try to help kick it out.

First, think back to the times when you doubted yourself and succeeded anyway.  This proves that self-doubt has no real power over your outcomes.

Second, get in touch with your personal fan club.  Surround yourself with the people who believe in you; avoid the doubters.

Third, when you make the next sale, celebrate!  Especially if you had doubts but succeeded anyway.

Kick out the self-doubt, and you’ll kick your sales into high gear.

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: SATURDAY NIGHT’S ALRIGHT

November 18, 2010

Saturday night's alright
According to information from Gallup, consumers spend more money on Saturdays than any other day.

Not only that, the data supports what you’ve believed all along: consumers are spending more on payday weeks than ever before, probably preferring to give their credit cards a rest.

Now the surprise may be that, on the average, men spend about $20 more than women on those days, with the highest spending levels coming from adults in the 30-49 age range.

Armed with this information, you can develop a promotion designed to attract this spending power, and target your marketing campaign to reach those most likely to spend with you.

Do this well, and you can reliably engineer significant increases in revenue every other week.

Remember that Saturday night’s alright (and the daytime is good too) for bringing in more cash-paying customers.

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: FOR WHAT IT’S WORTH

November 17, 2010

For_what_its_worth
After a lunchtime presentation, I was speaking with a business owner who lamented not knowing whether or not the firm handling their website is actually doing everything they are being paid for.

My suggestion to them (and you!) is to measure the ROI of every sales and marketing activity.

Simply compare the cost against the total sales generated.  If any activity doesn’t generate more sales than it costs, get rid of it.

Ruthless?  Maybe.

Realistic?  Absolutely!

Of course, you have to know where your sales are coming from to make that assessment.

If you are not already tracking sales, start tracking now so you can judge every sales and marketing investment for what it’s worth.

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: LIGHTS OUT

November 16, 2010

Lights_out
Where I live, it’s the time of year when the winds start picking up and, sometimes, the power lines get knocked about.

In the house, we have flashlights, batteries, and a few essentials to tide us over.

The local electric company also does a great job of letting us know what the status is and when they expect to solve the problem, and that goes a long way towards easing anxiety for all of their customers.

Can you imagine what it would be like if they didn’t do that?  Lights out and no information?  Sitting in the dark wondering what’s going on?

The same thing happens when you don’t keep your customers updated on the status of their order or the progress of the job.

Even when nothing is wrong, staying in regular touch is a good idea.  

Timely updates keep clients, patrons, and decision-makers confident in you and your company, so keep the information flowing.

© 2010 YOU ROCK!® Communications

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.