Many salespeople go into most of their sales calls with very little, if any, prior planning. Zig Ziglar and others have been quoted as saying "If you aim at nothing, you will hit it every time." This principle applies to individual sales visits. Preparation results in better use of your time, and increases your opportunity for success. Isn't that what you want?
So, what's involved in planning a sales call? Before meeting with a potential client, determine your objective, and develop strategies. Do research - Statistics Canada, business directories, chamber of commerce, existing customers, competitors, trade shows, etc. If you are business to business targeting a large company, read their Annual Report, check out their website. Is the company (or homeowner) growing, making money? Are they ready for change, or cutting back? Would I invest in this company? Are revenues and profits increasing or decreasing? What recent news impacts their company/lives? What are the top two trends or issues faced by companies in their industry? (Or people like them). What are their competitors?
Determine what questions you need to ask. What are three ways your product or service helps the customer? Design your approach specifically for the market segment, and specific customer you are contacting. Determine your priorities for the call. You want to avoid appearing overly 'structured' in front of your prospect; but it is good to have, at least in your own mind, somewhat of an agenda. Make sure you have all of your 'sales tools' in order, and in good shape. Think about potential 'next steps' the customer can take as a result of your discussion.
Decide what should happen for you to consider the sales call a success. For example, it could be making the sale, actually signing the contract, or booking the work. Or it might be arranging for a follow up meeting, where you will present the results of further research on their particular situation.
Does this sound like a lot of work? You're right! Will it be worth it? Absolutely! It is the kind of practice that the most successful professional salespeople employ. Consistent, disciplined behaviour - that's what separates the best from the rest.
Thursday, September 29, 2011
Thursday, September 22, 2011
Turn and Face the Strange Ch-ch-changes
(Taken from "Seeds of Success")
Benjamin Franklin once said, "Don't confuse motion with action." If you are frantically busy but not getting any closer to your goals, it might be time to ditch your routine and try these life-changing tips from the experts.
Use the rule of five, says Jack Canfield, co-founder of the Chicken Soup for the Soul series. Everyone has a breakthrough goal - a goal that you have always wanted to reach or one that could change your life. List five actions you could take today on your breakthrough goal and then do them. Repeat the same steps every day until you break through.
Get up one hour earlier than the rest of your household. Gain clarity on your priorities and start your day empowered. "Use the time as an inspirational hour - reconnect with your mission, core values and review your goals," says Robin Sharma, motivational expert and author of The Leader Who Had No Title. "This will build deep focus against distractions as you move through your day." Or spend your hour meditating, visualizing achieving what's most important to you, writing in a journal, listening to music, reciting affirmations or exercising.
Confront fear. Andy Andrews, best-selling author of The Traveler's Gift, says people need to identify where fear has hindered their progress. "List five ways fear held you back, and for each one, write down the actions you are committed to taking on a consistent basis to make your fears irrelevant."
Push through snags. Lots of people get stuck or procrastinate when they don't know how to do the next step on a goal, but there's always a solution. Talk to someone who has done it before, brainstorm with other people or ask for help. Sandra Felton and Marsha Sims, authors of Organizing Your Day, suggest taking a break, changing your scenery or taking a walk.
Benjamin Franklin once said, "Don't confuse motion with action." If you are frantically busy but not getting any closer to your goals, it might be time to ditch your routine and try these life-changing tips from the experts.
Use the rule of five, says Jack Canfield, co-founder of the Chicken Soup for the Soul series. Everyone has a breakthrough goal - a goal that you have always wanted to reach or one that could change your life. List five actions you could take today on your breakthrough goal and then do them. Repeat the same steps every day until you break through.
Get up one hour earlier than the rest of your household. Gain clarity on your priorities and start your day empowered. "Use the time as an inspirational hour - reconnect with your mission, core values and review your goals," says Robin Sharma, motivational expert and author of The Leader Who Had No Title. "This will build deep focus against distractions as you move through your day." Or spend your hour meditating, visualizing achieving what's most important to you, writing in a journal, listening to music, reciting affirmations or exercising.
Confront fear. Andy Andrews, best-selling author of The Traveler's Gift, says people need to identify where fear has hindered their progress. "List five ways fear held you back, and for each one, write down the actions you are committed to taking on a consistent basis to make your fears irrelevant."
Push through snags. Lots of people get stuck or procrastinate when they don't know how to do the next step on a goal, but there's always a solution. Talk to someone who has done it before, brainstorm with other people or ask for help. Sandra Felton and Marsha Sims, authors of Organizing Your Day, suggest taking a break, changing your scenery or taking a walk.
Wednesday, September 14, 2011
Getting Outside of Our Comfort Zone
We are comfortable when we are in familiar territory, when we feel secure. The selling part of being self employed usually takes us out of that familiar territory, even though we recognize that revenue is not going to come in by serendipity (chance, luck, fate, destiny, or coincidence).
'Sales' is only successful when you identify, and then do the necessary activity. Unfortunately, many of us simply don't like the activity. It's outside of our comfort zone. What we do enjoy is the 'technician' part of our business, doing what we are good at. We sometimes use the expression "Do what you do best, and outsource the rest". This is often true with something like bookkeeping. Some feel that it would be better to hire some one else to do sales for them. However, believe it or not, YOU are almost always the best person to do most of the sales, especially now, in the infancy of your new enterprise. Even in the case where you would eventually hire a salesperson, you need to 'learn the ropes' first, so that you can effectively manage the function. As you have probably heard me say before, one of the biggest obstacles to our success in sales is our own view of what 'sales' is. I assure you that the most successful professional sales reps are NOT the ones who are good at manipulative verbal arm-twisting. They are like you; honest, hard working, passionate and knowledgeable, with a genuine concern for helping other peopole, their customers.
So, in order for your venture to succeed, it is essential to get outside your comfort zone and engage in sales activities. How do you do that? Many will admit that it isn't easy. I compare it to when I was young, and we used to spend a lot of time at the local municipal swimming pool. I was 'scared to death' of jumping off the high diving board (to this day I am still afraid of heights!). Yet, due to peer pressure, and an unwillingness to accept defeat, I made myself do it. Once I had climbed up the ladder, there was no turning back. I had faced my fear. I had placed myself when I almost HAD to proceed. In your sales efforts, do the same thing. Discipline yourself to put aside certain times for sales activities. Place yourself in a position where you will HAVE TO do what now makes you feel uncomfortable. Also, force yourself to think about the rewards: financial, self-esteem, and that sales activity will produce the opportunity for you to do what you really enjoy. Associate with others who have already faced these fears, and those who will positively encourage you. Recognize that you will often fail, but eventually your efforts will pay off. Get some help and practical suggestions from your BERN consultant.
In summary, when you allow yourself to get outside your comfort zone, you not only generate revenue, but you will also feel pretty good about yourself! And, believe it or not, you may come to enjoy what you used to dread!
'Sales' is only successful when you identify, and then do the necessary activity. Unfortunately, many of us simply don't like the activity. It's outside of our comfort zone. What we do enjoy is the 'technician' part of our business, doing what we are good at. We sometimes use the expression "Do what you do best, and outsource the rest". This is often true with something like bookkeeping. Some feel that it would be better to hire some one else to do sales for them. However, believe it or not, YOU are almost always the best person to do most of the sales, especially now, in the infancy of your new enterprise. Even in the case where you would eventually hire a salesperson, you need to 'learn the ropes' first, so that you can effectively manage the function. As you have probably heard me say before, one of the biggest obstacles to our success in sales is our own view of what 'sales' is. I assure you that the most successful professional sales reps are NOT the ones who are good at manipulative verbal arm-twisting. They are like you; honest, hard working, passionate and knowledgeable, with a genuine concern for helping other peopole, their customers.
So, in order for your venture to succeed, it is essential to get outside your comfort zone and engage in sales activities. How do you do that? Many will admit that it isn't easy. I compare it to when I was young, and we used to spend a lot of time at the local municipal swimming pool. I was 'scared to death' of jumping off the high diving board (to this day I am still afraid of heights!). Yet, due to peer pressure, and an unwillingness to accept defeat, I made myself do it. Once I had climbed up the ladder, there was no turning back. I had faced my fear. I had placed myself when I almost HAD to proceed. In your sales efforts, do the same thing. Discipline yourself to put aside certain times for sales activities. Place yourself in a position where you will HAVE TO do what now makes you feel uncomfortable. Also, force yourself to think about the rewards: financial, self-esteem, and that sales activity will produce the opportunity for you to do what you really enjoy. Associate with others who have already faced these fears, and those who will positively encourage you. Recognize that you will often fail, but eventually your efforts will pay off. Get some help and practical suggestions from your BERN consultant.
In summary, when you allow yourself to get outside your comfort zone, you not only generate revenue, but you will also feel pretty good about yourself! And, believe it or not, you may come to enjoy what you used to dread!
Thursday, September 8, 2011
Plan Your Sales Calls
Many salespeople go into most of their sales calls with very little, if any, prior planning. Zig Ziglar and others have been quoted as saying "If you aim at nothing, you will hit it every time." This principle applies to individual sales visits. Preparation results in better use of your time, and increases your opportunity for success. Isn't that what you want?
So, what's involved in planning a sales call? Before meeting with a potential client, determine your objective, and develop strategies. Do research - Statistics Canada, business directories, chamber of comerce, existing customers, competitors, trade shows, etc. If you are business to business targeting a large company, read their Annual Report, check out their website. Is the company (or homeowner) growing, making money? Are they ready for change, or cutting back? Would I invest in this company? Are revenues and profites increasing or decreasing? What recent news impacts their company/lives? What are the top two trends or issues faced by companies in their industry? (Or people like them). Who are their competitors?
Determine what questions you need to ask. What are three ways your product or service helps the customer? Design your approach specifically for the market segment, and specific customer you are contacting. Determine your priorities for the call. You want to avoid appearing overly 'structured' in front of your prospect; but it is good to have, at least in your own mind, somewhat of an agenda. Make sure you have all of your 'sales tools' in order, and in good shape. Think about potential "next steps" the customer can take as a result of your discussion.
Decide what should happen for you to consider the sales call a success. For example, it could be making the sale, actually signing the contract, or booking the work. Or it might be arranging for a follow up meeting, where you will present the results of further research on their particular situation.
Does this sound like a lot of work? You're right! Will it be worth it? Absolutely! It is the kind of practice that the most successful professional salespeople employ. Consistent, disciplined behaviour - that's what separates the best from the rest.
So, what's involved in planning a sales call? Before meeting with a potential client, determine your objective, and develop strategies. Do research - Statistics Canada, business directories, chamber of comerce, existing customers, competitors, trade shows, etc. If you are business to business targeting a large company, read their Annual Report, check out their website. Is the company (or homeowner) growing, making money? Are they ready for change, or cutting back? Would I invest in this company? Are revenues and profites increasing or decreasing? What recent news impacts their company/lives? What are the top two trends or issues faced by companies in their industry? (Or people like them). Who are their competitors?
Determine what questions you need to ask. What are three ways your product or service helps the customer? Design your approach specifically for the market segment, and specific customer you are contacting. Determine your priorities for the call. You want to avoid appearing overly 'structured' in front of your prospect; but it is good to have, at least in your own mind, somewhat of an agenda. Make sure you have all of your 'sales tools' in order, and in good shape. Think about potential "next steps" the customer can take as a result of your discussion.
Decide what should happen for you to consider the sales call a success. For example, it could be making the sale, actually signing the contract, or booking the work. Or it might be arranging for a follow up meeting, where you will present the results of further research on their particular situation.
Does this sound like a lot of work? You're right! Will it be worth it? Absolutely! It is the kind of practice that the most successful professional salespeople employ. Consistent, disciplined behaviour - that's what separates the best from the rest.
Thursday, September 1, 2011
King Kong or Rin Tin Tin?
By Debbie Ouellet, Chief Idea Officer, Echelon One Consulting (a local successful SEA alumnus)
When you write to a client about your business, do you approach it like King Kong or Rin Tin Tin?
We've all seen the King Kong approach to writing. "Me big. Me the best. Me the cheapest. Me the smartest. Me. Me. ME!" Businesses thump their literary chests and shout about their achievements from every rooftop.
While all that noise might catch a person's attention, it certainly doesn't engage them. Or make them want to buy from you.
Remember that great dog, Rin Tin Tin? Little Jimmy would be drowning in a river full of crocodiles. Rin Tin Tin would dash to the rescue and pull him to safety.
That's what a potential client wants you to be...Rin Tin Tin saving them from that problem that feels like a river full of crocodiles.
Great business writing isn't about you and what you can do. It's about what your clients need, the problems that keep them awake at night - and how you can help clients solve them.
Put Yourself in Your Client's Shoes: If you want to use the Rin Tin Tin approach for your business message, first put yourself in your client's shoes.
When you write to a client about your business, do you approach it like King Kong or Rin Tin Tin?
We've all seen the King Kong approach to writing. "Me big. Me the best. Me the cheapest. Me the smartest. Me. Me. ME!" Businesses thump their literary chests and shout about their achievements from every rooftop.
While all that noise might catch a person's attention, it certainly doesn't engage them. Or make them want to buy from you.
Remember that great dog, Rin Tin Tin? Little Jimmy would be drowning in a river full of crocodiles. Rin Tin Tin would dash to the rescue and pull him to safety.
That's what a potential client wants you to be...Rin Tin Tin saving them from that problem that feels like a river full of crocodiles.
Great business writing isn't about you and what you can do. It's about what your clients need, the problems that keep them awake at night - and how you can help clients solve them.
Put Yourself in Your Client's Shoes: If you want to use the Rin Tin Tin approach for your business message, first put yourself in your client's shoes.
- What burning problems do they need help with?
- How can you help them?
- What makes them say "yes" when they're deciding to purchase?
- How do your products or service stack up?
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