Businesses today are using press releases to do a whole lot more than just make announcements – including generating qualified leads. Through creating branded content for their audience and then distributing it through press releases – along with social media – businesses are not only driving engagement but also creating valuable new demand generation vehicles.  Find out more in the new white paper, published by our partner, PR Newswire, “Press Releases as Lead Generators.” Download it now! Also, find out more about exclusive discounts and services for Women & Biz. 

Welcome to WomenandBiz.com, your source of inspirational and resourceful business articles.

In this 27th issue of WomenandBiz.com, we are discussing sales strategies. Our guest writers are sharing their tips on how to prepare for a sale, negotiate a sale, close the sale, and how to use social media to sell. You can click on the “27- Sales Strategies” link to read this issue’s articles.

These strategies will help you take the steps you need to keep growing your business, creating a loyal clientele and establishing yourself as an expert in your field.

Feel free to post your comments and share with us your creative and unique sales strategies. You can reach us by filling out the Contact us form on the About us page, or you can leave your comments on the articles you find helpful to you.

Success,

Elisa Balabram
Founder and Editor, WomenandBiz.com
Author of the forthcoming book “Ask Others, Trust Yourself: The Entrepreneurial Woman’s Key to Success.”

It took chance and good fortune to have the paths of Barbara Hyde and Sandy Ramsey cross 15 years ago.  Both had relocated to Phoenix years ago, were business owners and had a need to fill.  Barbara required software for Statewide Barricade and Sandy needed customers for her software development company.  Little did they know what started out as a standard business relationship would turn into a thriving company that now markets software to barricade rental companies across the country.

After developing and using the new program for a number of years, Barbara and her husband Ken sold the business, but kept the software rights in a partnership with Sandy’s company, Programs R Us, Inc.  As Statewide’s ex-employees moved on to other companies, they began contacting Barbara about the software which they had come to depend on for their daily operations.  Smart business women that they are, Barbara and Sandy realized they had an opportunity to fill a niche as only one other company catered to this industry.  In June 2004, Barbara and Sandy merged their talents and created Traffic Control Rental Software, LLC.

With Barbara’s sales background and knowledge of the barricade industry, she is able to contact companies and introduce them to TCR Software by relating to their needs and problems inherent in the industry.  She knows how to ‘talk the talk’ and companies appreciate dealing with someone who has been in the business.  Barbara offers her expertise by sharing the methods they had used to keep labor costs down such as making their drivers more accountable for their time, as well as valuable ideas on dispatching, tracking and maintaining their equipment.  Being proactive with the customer is something Barbara always promotes.  Weekly reports emailed to customers keeps them informed on the status of jobs prior to them ever receiving an invoice.

Sandy’s degree in Business in conjunction with her programming skills helps customers convert their challenges into business solutions.  Sandy is able to look at the current operations of the company and offer ways to streamline processes to become more efficient.  Using the latest technologies available allows companies to get far more done with less manpower, saving them money.  And when it comes to tracking thousands of pieces of equipment and producing accurate invoices it is critical that this process is straightforward and not time consuming.

Both Barbara and Sandy realize each others strengths and capitalize on them when working with customers as well as managing the day to day operations of their company.  Being a women owned business in a construction type industry certainly has its challenges, but Sandy and Barbara have discovered many of the companies they sell to are also women owned businesses.  They have found it easy to talk “woman to woman” to help brainstorm and problem solve.

Having a great product is only part of their success.  Both Barbara and Sandy know excellent service and follow through is vital in any business.  If any of their customers were contacted they know they would be given the highest praise for customer service in addition to providing a quality product.  Any software is only as good as the people using the program, so extensive and detailed training is part of any installation.  Here is what one customer had to say:

“What a pleasure to work with you ladies and my staff is very happy with the training they received, as well as the product itself. Osiris is beaming and who would have thought that traffic control billings could be so fun. Anyway, thank you so much for your professionalism, expertise, patience and determination to get me and my staff up to speed. I’d recommend you any day!” Debbie L. Hunsaker, President, Alert-O-Lite, Inc.

Today, after 5 years Barbara and Sandy are proud to introduce TCR Online.  With the help of Yagna Soft, they rewrote the software, originally developed in Microsoft Access. The new Web-based application uses Microsoft’s SQL database engine and enables TCR Software to offer customers the same features of the original software, plus many added benefits. Their new program gives customers the ability to have a mobile office, whether a supervisor is on a job site or an employee is working from home, both can easily access their data and valuable reports.

By paying a small monthly licensing fee, companies can accurately track and bill their equipment rentals online without the larger up front expense of licensing software and purchasing hardware.  In tough economic times, it allows companies to better utilize their cash flow for other business needs.

Sandy and Barbara took a leap of faith with this investment in their company and wanted to be at a different level than other rental software companies catering to this industry.  They feel Web-based programs will continue to be strong as portability is key and having a program accessible anywhere the Internet is available is a very valuable asset in today’s market.

Elisa Balabram asked Barbara Hyde to share her advice on starting a business with a partner, here is her advice: “In any partnership give and take is important.  Knowing your partner’s strengths and weaknesses is key.  With Sandy and I, she is more analytical while I am more a creative.  I can jump to a quick solution while Sandy needs to ponder it, but at the end we both agree and arrive at the best method.  We each value each other for what they do, talk over all issues before implementing and above all take some time to have fun together.  On the legal side, as with any business, it is important to have an Operating Agreement that spells out exactly who has what responsibilities, how income/expenses are divided and how future events are handled with regard to the status of the business.  This document not only protects all parties involved but also makes sure that you all have the same goals for the company from the beginning.” Barbara Hyde.

For this issue of Womenandbiz.com, Barbara Hyde shares the most important sales lessons she has learned:

1. Talk less and listen to your customer more.  Find out their needs before expanding on how great your product is.  Be sure to address how your product can solve their problems.
2. When telephoning always ask your prospective client if this is a good time to talk as they might have taken your call, but are in the middle of something else.  You will not have their full attention so it is best to call back.
3. After the sale your service is as important as the sale itself.

For more information, visit www.TCRSoftware.com.

EB – What was your education and professional experience before becoming an entrepreneur? Were they helpful to starting your businesses?

RR – I received my bachelor’s degree in Psychology from Rutgers University and my master’s degree in Marriage & Family Therapy from Iona College. After graduating from Rutgers, I took the opportunity to pursue “a unique social work opportunity” with a start-up online matchmaking company in NYC. I then went on to do matchmaking, marketing, and recruiting for well-known companies. In between my employment with these organizations, I began finding my own freelance clients for Relationship Coaching. I found these people through Craigslist.com, Lambent Services, and soon from the referrals of satisfied clients.

The profound understanding of human nature that I acquired from my education is a tremendous asset to my coaching practice. My post-modern, solution-focused training as a therapist has provided an excellent foundation for helping clients in a coaching context.  I have learned a lot about relationships from doing couples counseling and through my first-hand experience interviewing singles for matchmaking companies. Years of recording feedback on the dating experience of men and women have provided me with valuable lessons on the impact of gender on relationships. A combination of such experience coupled with my own worldview has shaped my practice as a Relationship Coach.

EB – When did you establish your businesses?

RR – I have been working as a freelance Relationship Coach since September of 2007.

EB – Why did you decide to start your business?

RR – I decided to become involved in the business of relationship coaching because it seemed like a natural progression for someone with my education and experience in the dating industry. Coaching was something I was bound to fall into after years of analyzing my friends’ relationships and offering them advice at 2 AM!  I began by creating and remaking single’s online dating profiles for sites like Match.com. I soon discovered that I was really good at it. I decided to launch a career as a Relationship Coach, because I found a huge need that I was uniquely qualified to fill. Besides, it seemed fun!

EB – What’s your company’s mission?

RR – My mission is to save the world one relationship at a time. I help people find and maintain self-love as well as romantic love by promoting change in unhealthy thoughts and patterns of relating. I encourage an exploration of the ways in which gender, culture, media, socio-economic status, and family-of-origin experience have shaped their self-image and relationships. In my work as a Relationship Coach, I encourage clients to broaden their thinking about the process of finding a partner and use new strategies to attract and keep their ideal match. As a freelance writer, I create interesting, thought-provoking pieces that challenge and inspire people to be in more satisfying and fulfilling relationships.

EB – Tell us about your business and the services your provide.

RR – I offer Relationship Coaching via Internet, phone, and in person to singles as well as those who are coupled. Ideally, I meet everyone that I am working with at least once; although an hour long phone interview can produce just as much success. After an initial consultation in which I get to know someone and what he or she is looking for, I develop a coaching plan that will help the client achieve relationship goals. These plans are collaborative and personalized, designed to help a client get past the obstacles that prevent him/her from having the desired relationship.  I give people homework assignments-journal writing tasks, exercises, and experiments that they do between sessions.  I make sure that they are accountable for carrying out the “Relationship Vision” that we work hard to co-create in the initial sessions. All of my coaching sessions include powerful questions that bring out people’s strengths.

I work with a lot of singles who are looking to meet people both on and offline. I offer consultations in which I make personalized suggestions based on my experience. I conduct research as to which dating sites, matchmaking services, and events would be most suitable for a particular client. One of my specialties is Online Profile Creation and Profile Makeovers. I have a way of obtaining personal details and anecdotes from clients and then crafting profiles that truly stand out from the rest. I also write personals ads and letters of introduction to potential dates. I assist people in finding dates on various websites and often do all the online matchmaking for busy professionals who don’t have time to sift through lengthy lists of matches.

For people who prefer to meet their matches offline or gain confidence interacting with the ones they are already dating, I act as a Wing-woman and offer tips after observing their behavior in different contexts. I am happy to accompany clients to cultural and singles events, parties, coffeehouses, bars/loungers, galleries, museums, lectures, charity, functions, etc.  If I work with a man who has his eye on a lady at the gym, I’ll request a guest pass and chat her up on the elliptical.

EB – What do you find most rewarding as an entrepreneur?

RR – To put it simply, I mostly get to do what I want. I enjoy the creative freedom of my work. I like pursuing things that are true to myself and my mission. I benefit from organizing my own schedule and working at the times when I have the most energy. A past employer called me a “free bird,” and she was right.  I just want to live my life to the fullest and help others carry out their own dreams, sans the limitations of a 9 to 5.

EB – What advice would you give to busy women entrepreneurs that could help them with their personal relationships?

RR – It is important that a busy female entrepreneur has a partner who understands her commitment to work. She should build relationships with men who have similar outlooks on work and life-those who understand and support the challenges of making a living outside of cubicle nation. The goal is to have a partner who generally makes the time spent outside of work enjoyable and stress-free, and this can be difficult when two people have drastically different views on career. Entrepreneurs are a different breed who need to date those on the same page.

If a woman has achieved great success in the workplace and can’t seem to find a partner, she should team up with a friend or someone such as myself to help her navigate the challenges of finding a suitable mate.  A lot of busy women would benefit from turning over their dating lives to a professional while focusing on doing whatever it is that they do best.

EB – This issue of WomenandBiz.com’s theme is “Sales Strategies”. Could you share with our readers, successful sales strategies you have developed and implemented to promote your service’s business?

RR – My number one strategy to promote business is based on a universal truth: People buy from those they like.  Once they know me, they will like me! My current goal is to use social media to develop a strong online presence.  On Twitter  (I’m TheRealLoveGuru) and my Facebook fan page, I let a bit of my personality shine through while offering followers value through relationship tips. I frequently provide links to articles I write for sites like Examiner.com, Realbeautyis.com, Beautiesonthego.com, Smartsexysassywomen.com, Ezinearticles.com, and Selfgrowth.com.  I also write a blog at Loverachelrussomft.com where I provide “It” girls with inspirational relationship advice.

EB – What are your plans for the future?

RR – I plan to always be the beautiful, smart, empowered “It” girl I write letters to on my blog. Yes, I want to be the one who is successful at whatever she does and has an equally great man to love her! In terms of work, there are many options that I’d like to explore.  I want to expand my relationship coaching practice and become licensed as a Marriage & Family Therapist so that I can eventually have my own practice counseling couples, individuals, families, and groups. Another piece of my dream is to write for the glossies. I believe feature articles, a column of my own, and eventually a book or twenty are in my cards. Most of what I want to do is in cahoots with the work I am currently doing and will involve helping people in their relationships. However, I can see myself doing so much more. I am young and not afraid to admit it.  Perhaps I should say: Hello world!  Don’t be surprised if I throw you a few curve balls.

For more information about Rachel Russo, please visit www.statusmakeover.com.

I used personal experiences for several reasons:

·    Most people who know me or hear me speak have the correct impression that while I love social media and what it can do for your business, I don’t think business-owners should live their lives online. They appreciate my balance in perspective.
·    Statistics are OK but, what works best when trying to communicate real-life value are personal stories.

I’ll share a couple with you:

·    Someone who was writing a book, reached out to me on LinkedIn to arrange an interview with me for her book.  We really connected over the interview and she mentioned to me that her publisher was looking for someone to write a book about social media. A brief introduction and a few days later, I had my first book contract in my email inbox. Does a book deal count as sales? Heck yeah! And, residual sales once the book is printed. Thanks to a LinkedIn connection, at the very least, I created an additional revenue stream for my business. Could this deal have happened offline, sure; but it didn’t, it happened online.

And, now for an example that’s not about sales for my business, but about sales for another company:

·    Mother’s Day is a big deal in my family; in addition to that, I don’t live near my parents so it’s even more important for me to get my Mother a gift that really let’s her know I’m thinking about her. So, I went to the FTD.com website and ordered the Laura Ashley Deluxe with extra roses.

The flowers were delivered, my Mom called to thank me and rave about them. I asked her to describe the flowers and what she described was NOT what I had paid for. I paid for roses, they sent carnations. No go. I called FTD’s customer service line 8 times. Each time I stayed on hold so long their call center hold time ran out and I had to call back. I sent them an email and the next day, I sent a certified, return-receipt letter to the company CEO. I never heard a peep from them.

I wound up having to go to my credit card company to file a complaint and ask for a refund. What do you think I was doing all this time? I was Twittering about my horrible experience with FTD. FTD wasn’t paying attention, but 1-800-FLOWERS was. They sent me a direct message via Twitter and offered me a 15% off coupon with no expiration date, no blackout dates and I could share the coupon with as many people as I wanted! They even offered to send my Mother flowers on my behalf.

So, what does that have to do with sales? 1-800-FLOWERS came to my rescue by using Twitter. They made a generous offer and upped the ante by sweetening the deal. Which company do you think I use when I need to order flowers? Who do you think I recommend to my family and friends? How many times do you think I’ve told that story as I travel all across the country speaking about the power of social media?

The point is, you might not be able to use social media and social networking for direct sales – in fact, I highly recommend that you don’t – but, if you are consistent with your social media efforts and you’re paying attention, the link to increased sales is quite obvious.

——————–
Lena L. West is the CEO of xynoMedia Technology http://www.xynoMedia.com a company that helps growing companies profit from the power of social media & the Internet.

I looked up the word “sell” in the dictionary. This is what it said:

“To persuade (another) to recognize the worth or desirability of something.”

This definition assumes value. It assumes that you recognize the value of whatever it is that you are selling. Inherent in the definition is the concept of worth or desirability.

I also looked up “salesperson,” “saleswoman,” “salesman,” “sales clerk,” and my favorite, “sales talk.” The definition for “sales talk” was, “a line of reasoning or argument intended to persuade someone to buy something.”

Whenever I do a workshop or teleconference, I frequently ask participants, “What are the words that come to mind when you hear the word, ‘salesperson’?” Invariably, I hear back words like, “manipulative,” “dishonest,” “unethical,” and “sleazy.”

In the dictionary, however, when I looked up all of the above sales words, none of the definitions referenced “manipulative,” “dishonest,” “unethical,” “sleazy,” or anything particularly negative. The language in these definitions was actually quite neutral and several of them spoke of value.

Unfortunately, in our culture, the words “sales” or “sell” are viewed with disrespect. The words no longer simply mean to persuade someone of the value of what you are offering. Instead they carry the baggage of images of untrustworthiness and deviousness. This is a misconception that does an enormous disservice.

Far too often, entrepreneurs and sales professionals buy into this stereotypical image of sales and see the activity of selling as negative and untrustworthy. They feel that if they are selling (or being perceived to be selling), they are doing something that is not quite right or that has the potential to be not quite right. It’s as if there is a line drawn someplace, but they don’t know where that line is or when they’ve stepped over it. It causes them to be cautious and careful and worry about how they are perceived. This anxiety puts them, in their own minds, at a disadvantage and on a lower level than their prospects and customers. This is a difficult place to be. And it stops many from taking action.

Since the definition of the word “sell” used the word “persuade,” I looked up that word in the dictionary. It said:

“1. to prevail on a person to do something, 2. to induce to believe; convince”

Again, nowhere in that definition do we find the words, “manipulative,” “dishonest,” “unethical,” “sleazy,” or anything particularly negative. As with the word, “sell,” the language is quite neutral.

The bottom line: Selling is persuading and convincing people to buy your products and/or services. That persuasion is based on value. If you cannot persuade and convince people to buy your products and/or services, then you do not have a business.

If you believe that selling is “manipulative,” “dishonest,” “unethical,” and “sleazy,” this belief will not support your ability to build a business. It is very difficult to sell (persuade and convince) while believing that selling (persuading and convincing) is wrong. It is time for many business owners and sales professionals to change their beliefs about the words “selling” and “sales.”

The truth is that most entrepreneurs, business owners and sales professionals are honest, ethical and believe in the value they have to offer. And that is where the focus should be.

Here are some questions to ask yourself:

1. Do you believe in the value of your products/services?
2. Do your products/services provide a benefit to your customers?
3. Do you believe in the value of what you are selling?
4. Are you doing the best you know how to ensure that your customers get what they need?

If you have answered “yes” to the above questions, then you are proceeding with integrity. If you are proceeding with integrity, then obviously you are not being “manipulative,” “dishonest,” “unethical,” and “sleazy.” You can persuade, convince and sell with your head held high.

If you answered “no” to the questions above, then get out of the business. It’s not a fit for you. Find something else to do in which you can believe.

Let’s reclaim the words “sell” and “sales.” Let’s redefine the words to mean, “to persuade and convince with integrity.” Let’s remember that value is inherent in the definition. Then everyone would understand that as long as they proceed with integrity and as long as they believe in the value of what they are selling, selling is an ethical and moral act.

Download the free Special Report, Getting in the Door: How to Write an Effective Cold Calling Script, at http://www.wendyweiss.com. Wendy Weiss, “The Queen of Cold Calling,” is a sales trainer, author and sales coach. Contact her at wendy@wendyweiss.com.

© 2009 Wendy Weiss

You know the features and benefits of your solution and now it’s time to put your sales skills to the test!  But before you hit the pavement or the Internet, you have to implement the right sales tools to support your sales efforts:

Business Brand – Integrate Touch Points with your Brand Foundation

Since we’re talking about sales; your brand should be communicated at every touch point.  Touch points are multiple points of contact with customers and prospects.  Every contact a customer or prospect has with your business represents a valuable touch point that can either be reinforced or degrade your brand.

To understand your brand and it’s relation to your touch points, think about all the different ways your business interacts with your target.  For example:  Sales is a touch point.  Usually, a sales person (or you) is the first human interaction prospects have with your brand.  This touch point can affect your prospect’s relationship with your company and their motivation to buy from you over your competition.  One inconsistent or wrong move (brand inconsistency) can kill key relationships and their resulting revenue.

Take the time to document your touch points and make sure your brand is consistent at every turn.

Geographic Management and Target Market

I can’t say enough about target market because it’s so crucial to your success in sales.  If you’re not generating the sales you need and you’re doing everything right.  You might be targeting the wrong market.

In sales, it’s important to know your target market.  It’s equally important to know where your target market is geographically.  The internet is great for business but sometimes you still have to hit the pavement some times including making phone calls.

Geographic management is organizing your prospect list by location; you can break it down by state, region, city, county, or zip – it’s up to you.  By organizing your list by location, your sales campaigns can be targeted based on geography, which can increase the effectiveness of your campaigns.

For example:  I have my prospect list broken down by country, region, state, and zip.  When I’m doing a new sales campaign my list is divided into 3 lists based on 3 regions I market to for business.  Each of these regions represents specific characteristics and communication styles.  Therefore, my sales campaigns are first strategic and lastly effective.

Geographic management is not hard; it’s just a matter of making the organizing automatic.  When I add people to my prospect list, I ask them for specific pieces of information. That information is entered into my contact management process and boom! – My list is automatically categorized into the three regions I mentioned above.

Remember, this is my process.  Your process should be based on your business and your sales process no matter if you sale online or offline.

The Prospect List – The Key to Explosive Growth and Sales

To prepare for sales you have to develop a viable prospect list to market to.  For some, purchasing a list is the way to go but for others it’s best to build your own list organically.

In order to have effective sales campaigns, you have to implement an automatic process to find QUALIFIED prospects to target.

I have found the best prospects by speaking to targeted organizations and with consistent online marketing and networking.  In addition, there are many other sources of lists that you can acquire depending on your networking activities.  For instance, I attended a national conference for entrepreneurs and as an attendee I received a book of all businesses exhibiting including the speakers.  This was an excellent list for my business and I used that book to add additional QUALIFIED prospects to my prospect list.

Another example:  I get the local Business Journal.  In the back, there’s a listing of new business licenses and established corporations.  I use this list every week to build my prospect list by cold calling or sending emails.  Most cities have a local business journal; check out www.bizjournals.com to find yours.

Effective campaigns are those that develop qualified contacts at the least effort.  To build my list automatically, I promote my ezine.  It’s an effective and efficient list building tool.

Contact Management Software

Now that you know your target market, you now where they are, and you’re on your way to build a stellar prospect list; next you have to manage all that data into a simple database or contact management program.

Contact management software was the foundation for what is now Customer Relationship Management, or CRM. Regardless of which level your company uses, having some form of contact management software is necessary.

CMS can conveniently manage all customer information, including history of interactions, sales and marketing activities, and important notes in a single multi-user database from a central point.  Depending on the software you choose, you may be able to print sales dollars per customer, send newsletters and promotions, and create strategic email campaigns that target those that are on you prospect list but not on your newsletter list.

As a rule, you should have one central location for all prospects and customers so that it’s easily management and updated.  I only import those who have contacted me or expressed interest in communicating with me one-on-one to my central database.

Remember, your business may be different.  Contact management may mean something completely different than listed here.  Bottom line, you want easy access to customer information.

You never want to engage in unnecessary steps for marketing to prospects.  Contact management software coupled with a great sales process makes prospecting easy and manageable.

© Effició, Inc. and Sherese Duncan

Most folks I know would rather go to the dentist than sell their product or service. A good number of business owners I talk to HATE to reach out to new prospects (commonly referred to as cold calling) dread giving their “personal pitch” and shy away from “the ask”. Since selling is part and parcel of being successful in business, I’ve put together seven simple steps that will help you quell your fears, make valuable new contacts and get your bank book in the black fast.

Simple Sales Success Step One… Take the high road

Relax. Selling the right way is a consultative, ongoing process. While there are those who swear by the strong-arm approach for immediate sales, I have personally brought in millions of dollars in new business within the small business sector by creating a smart sales system based on professional, friendly interaction, respect and a long-term relationship building. The good news is that this approach still works like a charm, and removes undue pressure to perform overnight.

Simple Sales Success Step Two… Do your homework

Take time to do some thoughtful research, outlining specific target markets or companies that would be interested in your product or services. While this may not be as sexy as the thought of quick cash flowing in, great research prepares you to have a firm grip on your overall industry and gain insight into the buying habits and unique lingo of your future prospects. Great research also allows you to begin to develop meaningful data supporting your company’s benefits and value.

Simple Sales Success Step Three… Throw the net close to home

Make a sensible time line and action plan based on your offerings, geographic footprint and sales objectives. Opt for quality over quantity – making targeted “warm” phone and email queries,  collecting fewer cards at networking gatherings, mining your current “inner circles”, including former co-workers and bosses, your high school and college contacts, industry associations and other membership organizations you belong to, including your local Chamber of Commerce.

Simple Sales Success Step Four … Communicate with Clarity, Enthusiasm & Power

Now more than ever people are stressed and have little time to waste. Get a jump ahead of your competition by creating a suite of compelling communications tools, that cut to the chase. Include a revolving, vibrant Verbal Pitch Kit (five or six 20 second segments that cheerfully highlight the end benefits of working with your firm) and Winning Wordsmithing including a pithy, confident introductory sales letter that includes a client testimonial, a friendly, succinct follow-up note with a strong advertorial in your email signature, and several new, upbeat phone outreach outline that are personalized to suit unique targets. Equally important: set up an editorial calendar for beneficial blog posts, terrific informational Tweets and factual,meaty facebook banter. Follow-up and ask directly what you can do to earn their business.

Simple Sales Success Step Five…  Passionate Performance

Be genuinely passionate about what you are selling, allowing your own personality to shine! If you are naturally more reserved, no sweat. If you are normally more lively or are a real ham – go with it. Remembering the bounds of professional conduct – not too loud, not too close, not too strong, not too off-color, not too personal and not too long-winded – and you’ll stand out for all the right reasons! Keep your remarks simple and succinct. Practice makes perfect, but make sure your delivery is upbeat without being overwhelming and it will be memorable.

Simple Sales Success Step Six… Stand Out then Shut Up

Great salespeople work at developing relationships rather than outright selling.  That means delivering great information in a timely fashion and then stepping back. In other words: follow-up appropriately with each contact, without being a pest. Whether you are pursuing a lead on the phone, via different “face spaces” or regular email, or by implementing email marketing campaigns – you can glean more sales by paying attention and transparently responding to feedback on a case-by-case basis. The strategy here is simple – you stand out from the rest of the pack by NOT being formulaic or annoying and by providing MEANINGFUL, RELEVANT information in every encounter. No net lint please!

Simple Sales Success Step Seven … Keep a Client-focused Mindset

After the actual delivery of a quality product or service, remember it’s all about how effectively you are able to engage with your prospects, whether you are selling to the masses online, looking to secure your next major consulting gig or seeking to sign on three new interior design clients. Keeping a laser focus on each client’s needs and communicating with clarity enables you to become a valuable, trusted asset, which in turn helps to fuel your own success.

If you follow these Simple Sales Success Steps you will boost your sales IQ and achieve measurable new revenue results!

#    #     #

Pattie Simone is a Business Success Strategist and Communications Guru. As a Speaker, Writer and Mentor, she helps entrepreneurs and growth-track firms chart winning strategy, branding & viral and print communications solutions. She has appeared on FOX 5′s Good Day New York and ABC TV’s nationally syndicated America This Morning program, has a sales & marketing column on WomenEntrepreneur.com and is an Ask Entrepreneur Expert. Simone is the thought-leader behind Write-Communications.com, a boutique promotional powerhouse and Marketing-Advantage, a viral marketing and branding resource, and is also the founder of WomenCentric.net, a virtual rolodex for savvy women, featuring the talents of diverse corporate training experts, keynote and motivational speakers, and health and wellness professionals.

“Properly trained, a man can be a dog’s best friend”, quipped Corey Ford, the 20th century American writer. And properly trained, well-behaved clients can be your best friends, too.  While we like to think that animal training and child rearing are totally unlike establishing and maintaining business relationships with peers . . . in some ways they’re not so different. Puppies and babies are like new love: happiest when given a healthy set of boundaries and consistent expectations. Here are 10 tips for making sure that your clients are giving you the respect (and the payments) that you deserve to receive!

1.      Start training your clients early on. Set the standard from the beginning, especially when it comes to your expectations for payment. It helps to have these set out in a written agreement with them so that there are no surprises. While “old clients can be taught new tricks”, what’s learned earliest is often learned quickest and easiest. Moreover, the more long-standing the clients, the more likely that their bad habits will need to be “un-learned”.

2.      Make sure your requests are clear. I have heard complaints from entrepreneurs that some clients can be “stubborn” and “refuse to listen”. Before blaming the client when he doesn’t respond in the way you want, look at your own conduct first. Does your client know what you want? Does he how to comply? Are you sure he is not simply being unresponsive due to stress, confusion, or outside factors?

3.      Use the one-for-one (or two) rule. One request (from you) should equal one response, so give your clients only one request (twice max!), then gently enforce it. Clients tend to tune out repeated requests (same as with nagging); this teaches your clients that the first several requests are a “bluff”. For example, repeatedly requesting the second installment payment of four on a project is neither an efficient nor effective way to issue commands. Simply give your clients a single written request for the payment (two, if absolutely necessary) and then gently let your clients know that you won’t be able to proceed unless and until they make the payment. Once they do, don’t forget to say “thank you”.

4.      Timing is everything. In “training” your clients, good timing is essential. For example, if you need information in order to meet a project deadline for the client and you know the client is planning a 3-week overseas sojourn, the time to request the information should start several weeks in advance (obviously depending upon the nature of the project), not mere days before her departure. If you sense that the client is the type to address matters last minute, then you need be the one to proactively request information and set deadlines a few days sooner than necessary. After the fact “discipline” does not work.

5.      Avoid “threats” that you will not enforce. When a client brings you to the boiling point, it may be tempting to threaten to stop work, charge interest on an outstanding invoice, or take other action. Don’t do it unless you are prepared to go all the way. Every time you indicate that you will take a step to get clients to “heel” and don’t, teaches your clients that your promises are “optional” and can be ignored.

6.      Correct the action, not the person. Yes, it seems trite to say, “there’s no such thing as a bad person; only a bad action”, but the old adage does hold. Especially when dealing with other business owners. Most people are not out to cheat you; they’re just dealing with their own stuff ‘n’ baggage: poor cash flow, family illness, or chronic scatterbrained condition. Correct (or, better yet, prevent) the (mis)behavior; don’t punish the clients. Teaching and communication is what it’s all about, not getting even with your clients. If you’re taking an “it’s-you-against-your clients, whip ‘em into shape” approach, you’ll undermine your relationship in a heartbeat.

7.      Don’t take bad behavior personally. Does your client treat you like the “hired help”? Demand your attention by annoying you to death? Ignore your requests for information, documents, drawing, attention, dates of availability, etc. Don’t take it personally. If your client doesn’t respond reliably to you, chances are, she is the same with others. Handle the situation calmly and let the client know how she is negatively affecting her situation.

8.      Similarly, don’t reinforce misbehavior. Often, small business owners inadvertently reinforce their clients’ misbehavior, by giving their clients lots of attention (albeit negative attention) when they act up, act out, get demanding, or repeatedly change their minds about the decisions they’ve made. If you rush to appease a pest, rest assured that that behavior is being reinforced, and is therefore likely to be repeated.

9.      Have a positive attitude. Your receptionist may have just announced that The Client from Hell is on the telephone, but he’ll really know you feel that way if it seeps through your voice. Your clients should trust that when you hear their voice, good things happen. Ideally, your client’s name should always be a word you respond to with enthusiasm, never hesitancy or fear. If ‘ole CFH is making this difficult for you, take steps to develop your own sense of “centeredness”. Arrange to speak to CFH at a time that’s convenient for you, when you have had time to breathe deeply and engage in positive visualization (imaging, if you will, the conversation going very smoothly and respectfully, instead of anticipating having to fend of insults).

10.  Finally, keep a lid on your anger. Try not to handle sensitive client conversations when you’re feeling grouchy or impatient. Earning your client’s respect is never accomplished by yelling, cursing, or handling your clients in a harsh manner. It’s also important to avoid using a loud voice, even if your client is especially unresponsive. Remain calm and authoritative, rather than harsh or loud, and you’ll go a long way to developing a whole stable of well-behaved clients!

Nina Kaufman is an award-winning business attorney, speaker, and Entrepreneur online columnist and blogger.  For your free copy of her Internet, Law & You Power Pack, visit www.GreatBusinessLawResources.com/wbiz.

I started my sale career in 1984 as a sale representative for a famous French appliance supply company. For just under two years I managed their booth at the Galleries Lafayette in Paris. That was long time ago and so many things have changed ever since. But that is another story.

I started working with absolutely no sales experience. Previously I studied law for two years, but didn’t really liked it so ended up taking the first job I found. No one taught me how to sell, but the brand was so famous that I didn’t really have to work hard. People came to the booth, I explained how the product worked and it sold itself. I had some competition, but because of the brand recognition I was always the one with the biggest sales number.

After my first sales job I became a sale representative for an office supplies company. This time I had some sales training. Although, selling pens, pencils, papers or inks is really not complicated. My clients were corporations; they needed and used supplies every month. I just had to visit them on a regular basis and take the orders. It was so easy that after about a year after I built my clientele, I was working only 4 hours a day, 4 days a week and the money was pouring in.

A few years later even though the money was great, I got bored to being a sales rep. I wanted more responsibility and I wanted to focus on something that interested me. I became the sales manager for a smaller company where I felt I could make a difference. Since this company was smaller and had more competition and didn’t have the extensive advertising budget I had been accustomed to, I had to work harder. Even though I had to work harder, I realized that everywhere I went, people were always telling me the same thing: they liked my style compared to other sales people, because I never tried to push a sale but always advised them on what they should order.

In 1998, I started my own business, this time I was not selling a product, but services – my telemarketing services. I had to find a strategy to show the differences between my services and my competitors. I kept the same strategy: advise, but never push a sale. This perspective works because customers don’t feel pressured; they know I’m confident and that I’m capable of getting the job done. My job is to promote their businesses. The clients understand I will use the same strategy promoting their products and will get the same results. Clients will buy their products because of the way I was presenting them and not pushing them.

In 2003, I started my second business teaching clients how to grow their businesses by networking and organizing events. Once again, I didn’t have any networking training when I started but I learned how to adapt my previous business strategies to get the same results. To this day, this is exactly what I do, I advise people instead of selling to people.

I teach people how to use proven strategies to attract clients instead of chasing clients.

Don’t try to sell your product or service. Promote your free offer instead. What goes through your mind when you go to a networking event and someone that you just met three minutes ago tries to sell you something; You don’t like it, right!  You don’t know the salesman’s reputation, product or service and no one referred him to you. You can’t rely on testimonials about the benefits of his goods or services as you haven’t had time to check. So think about it when you are the one tying to sell to others. It has the same effect, they don’t like it.

On the other hand, if you offer a sample of your services to your new contacts or prospects; if you offer them a free report, free CD, or free consultation, they have time to get to know you and your products, who you are, what you do, how you do it. They have time to check your references and decide if your product or service is right for them. They will be very confident with you, or they will refer people to you, because they know you and trust you.

I have 25 years’ ‘sales’ experience, but I’ve never liked to sell. I inform, guide and teach people about the products or services I have to offer. I much prefer to have people coming to me to buy my products or services than trying to push them or to beg them to buy my services. The level of relationship is very important; it is crucial.

Once you have set up your free offer, don’t expect people to buy from your the next day. You need a follow-up system to keep in touch with them on a regular basis. You must continue to deliver free advice, for example: articles, free tips on your newsletters to further build the relationship. Show people what you can do for them and people who can use your product or service will begin to purchase within few weeks, or few months but for others it might take a few years. People will buy from you when they will be ready, and when they will need your product or service – They won’t buy just because you want them to buy. If you have a follow-up system in good working order, clients will buy from you instead of from someone who doesn’t communicate with them on a regular basis. Keep your customer base informed over and over. It is your job to keep reminding people about your services and not their job to remember about you and your business. Try it. Promote your free offer to bring people into your marketing funnel, build the relationship and you will attract a lot more clients.

Need help attracting new clients?

Then get a copy of “Power of Networking Secrets”.

I’ve outlined each strategy step-by-step, so you too can implement them right away to get results.

I’ve included a workbook with an assignment after each strategy, just follow the program one step at a time, so you won’t get lost and will attract more clients.

You can get yours at www.powerofnetworkingsecrets.com

Biba F. Pédron, Marketing Consultant, founder of Biba4Network, also knows as “The Connection Queen”, helps solo-entrepreneurs to maximize their networking results and reveal proven strategies to attract more clients and double their business with simple but effective networking system.

Biba is the author of “Start Your Dream Business Today! The Proven 11 Steps to Start and Grow Your Own Business”. www.startyourdreambusinesstoday.com

To receive my free mini e-course “15 Ways to Maximize Your Networking Secrets” and Free CD “Networking Know How”
click here www.theconnectionqueen.com