Archive for February, 2011

Sales Hit of the Day: HANDLE WITH CARE

February 28, 2011

Handle_with_care
Virtually every salesperson who calls, emails, tweets or comments via my blog is facing tremendous pressure right now to bring in new business.

While it is important to find and sign new customers, it is even more important to keep the ones you already have.  You cant afford to let prospecting activity completely replace client maintenance activity.  

So schedule time every week to check in with existing accounts and make sure they are still happy or, if they are not, take steps to make them so.  Find out what other challenges they face, and network on their behalf to find solutions that make sense for them.  Go the extra step on a project, or just make sure you commemorate the important dates in their life.

Now more that ever, it is essential to minimize customer churn.  

If you need to remind yourself to take care of what you got, get a big, bold rubber stamp and mark every client folder with the words: HANDLE WITH CARE!

© 2011 YOU ROCK!®

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: LEARNING TO FLY

February 25, 2011

Learning to fly
Just like a pilot uses a pre-flight checklist to make sure all systems are go, a sales professional needs to follow a checklist to make sure they are ready to make a sale.

Reviewing your checklist after an appointment may also help you reinforce your strengths and identify any areas of weakness.  With this information, you can make adjustments to your presentation and constantly improve your sales skill.

By the way, following a checklist will help you make sure you don't fail to ask all the important questions during the meeting, and it will give you all the information you need for appropriate follow-up with your customers.

If you are learning to fly, the pre-light checklist helps reduces the risk of a bad landing.  If you are learning to sell, the sales checklist will help reduce the risk of crashing and burning in front of a prospect.

Don't have a sales checklist yet?  The time to create one is now!

© 2011 YOU ROCK!®

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: ARE YOU READY?

February 24, 2011

Are_you ready
So you’ve put your best pitch forward and are waiting for the prospect to respond.

They may object to the price.

They might claim they don’t need what you are selling.

They might say they’ll have to think about it.

They might tell you they have to check with their spouse first.

Are you ready to handle each of these?  If not, why not?

You have to know that you are going to hear all of these objections, and more, throughout your selling career.  And you have to know how to handle each of them to move the sale along.

Sit down with your team and think through every possible objection you can think of and create the best possible response for each.  Then rehearse them over and over until you know them by heart.

Don’t wait for the inevitable; prepare for it!

© 2011 YOU ROCK!®

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: WORDS

February 23, 2011

Words
A few years ago, Harvard University did a study of which words had the highest impact on the largest number of people.

Here they are:

Discover
Easy
Guarantee
Health
Love
Money
New
Proven
Results
Safety
Save
You

How many of these words are in your selling materials, brochures, or presentations? Half of them? A few of them? None?

My challenge to you: find a way to use ALL of them in every thing you put in front of your clients and prospects. Letters, presentation, brochures…even your business cards.

The 12 words listed above can make a huge impact on your results. Are you willing to put them to use?

© 2011 YOU ROCK!®

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: WONT GET FOOLED AGAIN

February 22, 2011

Wont get fooled again
Selling to someone who is dissatisfied with a current provider is good and bad.

It is good because all you have to do is demonstrate a solution that is marginally better or cheaper, and they will probably buy.

It is bad because now they are going to be more cautious than ever about making another investment to solve the same problem.

Basically, they need to know they are not buying another product, service or treatment that will fail to deliver on its promise.  You must assure them that they won’t get fooled again by exaggerated claims, misleading information, or outright lies.

An that is where your guarantee comes in.

Simply remove all of the buyer’s risk by offering a money-back guarantee.  Show them you believe so much in what you sell that you are willing to pay for it personally if it doesn’t deliver.

If you can do that, you will sell a lot more of your solution, and selling it will be almost effortless.

© 2011 YOU ROCK!®

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: UNIFORMS

February 21, 2011

Uniforms
If your firm has been in business any amount of time, and you’ve successfully served a reasonable number of clients, you already have created an external marketing team.

You just haven’t put them in uniform…..yet!

Give all of your best customers and advocates a nice shirt featuring your logo, slogan or clever tagline.

Encourage them to wear their ‘uniforms’ whenever they attend a special event you sponsor, or participate in a community service project on your behalf.  Offer incentives if a picture of them in ‘uniform’ shows up in the local press or on the evening news.  Provide exclusive rewards for posting photos or videos of themselves in exotic locations up on their pages, websites, or blogs,

Oh, and don’t forget to put your own team in uniforms too for any group activities you sanction.

How much extra awareness could you be generating today if everyone of your customers and employees was in uniform?

© 2011 YOU ROCK!®

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: COUNT ON ME

February 18, 2011

Count_on_me
I blew it.

After nearly 10 years of sending out a Sales Tip on every weekday, I didn’t send one yesterday.

Late Wednesday, I started coming down with something between flu and strep, and it knocked me out.  Spending most of the day in bed with a fever, I simply forgot to do it.

But the why is almost unimportant.  And when you make a mistake, the why’s usually aren’t very important to your customers either.

They want to know they can count of you to deliver what you promised, every time.

So work hard on developing a “count on me” reputation.  Deliver when you say you will, if not a little bit before.  Become known as the most reliable salesperson in your industry.

When you do cultivate a reputation for being reliable, your customers will be much more likely to forgive any mistakes that do happen, because they know it must have been something beyond your control.

© 2011 YOU ROCK!®

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: INSIDE JOB

February 16, 2011

Inside_job
I’m not saying that I personally enjoy Justin Bieber’s music; but I do admire his spirit and what he has been able to achieve in such a short time.

Okay, he didn’t win a Grammy this year, but he is a multi-platinum recording artist that shows no signs of slowing down.

With vision and determination, that young man has relentlessly pursued his dreams and continues to achieve most of his goals.  Most of all, he understand that real success is an inside job.

So is your success.

If you aren’t achieving rock star status in your industry, maybe it’s because you don’t see yourself as a rock star…yet.

Stop thinking of yourself as you are now, and start thinking about what the best version of you will be.  Spend some time developing that image, and start behaving the way you think that successful you will.

Soon enough, the inside job will start being visible on the outside, and that will attract all the business you can handle.

© 2011 YOU ROCK!®

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: DAY AFTER DAY

February 15, 2011

Day after day
Want to know a sure-fire way to make a sale?

Help your potential customers determine precisely how much money it cost them to go without your solution last year.  Then break it down to show just how much money they are losing day after day.
 
When they see for themselves that using your product, service or treatment will actually be more economical, they will become very anxious to buy.

By the way, this technique can also work when you demonstrate how much time your prospect can save day after day.

Time IS money, after all.

© 2011 YOU ROCK!®

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: THE SHOW MUST GO ON

February 14, 2011

The_show_must_go_on
I stopped into an electronics retailer to pick up a something I needed for an upcoming speaking engagement.

As the cashier was ringing up my purchase, a female clerk came out from the office area, rapidly followed by a fellow sporting an assistant manager nametag.

She was obviously not in a great mood and the assistant was continuing a conversation that must have started in the back room.  It sounded like she was mad about something he had done, and he was trying to explain himself.

I couldn’t believe this was happening right in front of several customers, including me.

When your store opens or you begin your selling day, its time to put away personal issues and turn on the charm.  Anytime you are in front of the customer, they should see nothing but a professional presentation, regardless of what is going on behind the scenes.  

Even when you are having a “bad day”, the show must go on.  

So put away your problems, put on a rock star performance, and you’ll make a lot more sales.

© 2011 YOU ROCK!®

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.