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I’ve recently been reminded, several times, just how important hand written thank you notes can be in the business world. As a rule when I work with sales professionals as a coach, business leaders as a consultant or when I meet someone new and start to build a relationship I send them a short hand written thank you card. Nothing extravagant. A brief note thanking them for something specific (usually their time). I’ve made it a habit—I carry a small bag in my brief case with note cards, envelopes, business cards and a pen. I don’t take for granted the
Selling anything is tough, but selling in this economy is especially brutal when you consider that to be successful your skill-set must include a bit of Zig Ziglar, Tony Robbins, Dr. Phil, Luke Skywalker and Conan the Barbarian in order to move things forward. Keep in mind; you still have to stay abreast of your product/service line, your industry while also managing your emotions and those of your internal team. Making sales calls is often the easy part of the job.
The tricky part of selling in the “new now” is also applying everything that you learned
If you spend a day with a highly accomplished sales person then you are probably going to hear that one of their primary drivers for success is cultivating relationships and closing deals. It is a rather obvious point but there is certainly more to this story. You will hear them refer to their customers by such names as “Champion,” “Race Horse,” “My Boy,” “Big Dog” and a host of other terms of endearment.
They will tell you that they possess the unique ability to build solid relationships very quickly. It gets real interesting when you then ask them how they
Easy– Is it easy to do business with you? Will the learning curve be short for new clients? Doing business with you and your company must be painless. One of your biggest obstacles will be getting people to change so do not discount it. Tip: If they see a need and it is easy to work with you (saves time and effort), your success rate just increased exponentially.
Educating– What do you offer in terms of educating your clients? You should be an encyclopedia of knowledge about your niche, your service, the industry, the market and their needs. Tip:
- Thou shalt not covet specific customers. Too many entrepreneurs are fixated on winning specific accounts that they become emotionally attached. You pin all of your hopes, dreams, company and brand on that…one…special prospect. Here is a tip I learned the hard way: Don’t. Think instead about the overall quality of your sales funnel and your business plan. “Build it will right and it will come”.
- Know the science behind your product, solution, and service cold. That is a start but not enough anymore. What do you know about your prospects industry? So many entrepreneurs are absolutely “bullet proof” on
This past weekend, I had the good fortune of attending a picnic in my neighborhood. Have I ever told you how much I love picnics? As I sat there consuming anything in sight, I struck up a conversation with a physician who, like me, was enjoying the barbeque. He began to tell me about an unusual experience he had that afternoon in his office. During a routine office visit with a new patient, he asked her how she came about selecting him as her primary care doctor. She replied, “I read the reviews about you on Yelp and they were
I hope that when you decide to jump off the diving board and into the personal branding pool, you are prepared to swim in the deep end. From my experience, the lifeguard is often unavailable when you find yourself struggling to keep your head above water. In my case, it was incumbent upon me to faux swim or at least doggie paddle with dignity. When I began, I was inundated with wonderful success stories and tips of how to market myself, my brand, my services etc… Well boy oh boy was I unprepared to deal with feedback from the market.
If you are not familiar with it then I suggest that you introduce yourself quickly. I believe that it is the most highly effective technique for disseminating information with a punch.
As an aspiring Brandpreneur, you have been told, over and over, ad nauseam, that your ability to convey your message with impact is critical to your long-term success. Like so many of us, I knew what to do but was often unclear how to do it well. This changed a few years ago after I had an opportunity to view a talk by former Apple CEO, Steve Jobs.
I had the pleasure of spending an entire day recently at a local coffee shop due to a power outage at my office. As you may have guessed, the mere thought of being without Internet access was completely unacceptable. The plan was so to sit, peck away on the laptop, drink coffee and soak up the atmosphere. It was my idea of turning lemons into lemonade.
The store was packed as there was a certain buzz in the air as people scrambled for their position in line to order their beverage du jour. I always find it amusing to hear