Your New Year’s Gift
Here we go again. Another year gone as the next year arrives.
Like many others, I use this time to reflect on what happened and what’s about to happen. The New Year provides a clean slate of sorts. We get excited about the possibilities to grow our professional and personal lives.
Things do change. We hope, pray and work for positive change in our lives and for those around us.
I lost a business acquaintance this year. He passed away. I didn’t maintain contact with him for a number of years. He had a very positive effect on me. He was a mentor without the title. He was a living example of how to behave and succeed as a salesman, as a professional and as a trusted associate. His name was Bob. He was of Irish descent which you would figure out immediately upon meeting him.
Bob was the first Manufacturer’s Representative that I ever worked with. I was in my early-20’s selling medical supplies to doctor’s offices. At the time, he was in his mid to late 30’s making him an old guy to me. Bob represented some of the manufacturers on our line card.
He was witty and wise. He had a lot of stories to tell and all were entertaining and most had a lesson weaved in the words he spoke.
His best story, by far, was about his graduation from high school, his graduation party and the gift that his father gave to him.
At some time during the celebration, his dad asked him to get up and go outside to see his graduation present. As they walked to the door his mind raced until he decided that dad got him a car. Once on the porch he saw that there was no car, nothing whatsoever. Where was the present?
Bob’s dad put one arm around his shoulder and stretched the other arm out pointing to the trees, sky moon and clouds. “There it is son. The whole wide world and it’s all yours.” Disappointed? Yes, for a while. As he told me that story, so many years later, that gift had indeed become the greatest a dad could give a child in transition.
So, on this occasion, I would like to share that gift with you. I’ve had the whole wide world for a long, long time. I recognize the value of it and have deeply appreciated the opportunity the world has given me. Take the opportunity given to you by the world we live in and “go for it”. Don’t waste a precious minute while chasing your dream this New Year.
Thank you Bob
Friday, December 30, 2011
Wednesday, December 28, 2011
1, 2, 3 Grow
1, 2, 3 Grow
Building your business in 2012 is as easy as 1, 2, 3. Getting back to basics is the easiest way to meet new customers and generate new revenue.
Six Degrees of Separation
From Wikipedia:
Six degrees of separation refers to the idea that everyone is on average approximately six steps away, by way of introduction, from any other person on Earth, so that a chain of, "a friend of a friend" statements can be made, on average, to connect any two people in six steps or fewer. It was originally set out by Frigyes Karinthy and popularized by a play written by John Guare.
Old Concept is Reborn
The six degrees of separation concept seems to be at the core of the LinkedIn value proposition. LinkedIn has the ability to let us explore and leverage three degrees of separation. It is an awesome tool that empowers us to reach out.
The Old Way
This powerful concept is an updated twist on a very old and easy prospecting method that everyone can practice with or without technology.
Before we had computers, cell phones, websites, blogs and social media top sales producers practiced asking for referrals from customers, associates and friends. A simple question like: “Do you know anyone who might be interested in and benefit from my product or service?” kept savvy salespeople busy with warm leads and drove new business.
A Numbers Game
Selling always was and always will be a game of numbers. More sales calls equal more sales. Calling on warm referred leads increases the odds of success and makes sales activities easier. Would you rather call a total stranger or a friend or associate of your customer or friend? The answer is always the warm referral.
Why We Don’t Ask?
Asking for referral leads is rarely done by the average salesperson. There are some sales jobs that routinely practice asking for referrals. Some even pay the source for a lead that converts to a sale. Here are four examples.
1. Vacuum Cleaner Sales in the Home. Decades ago, a friend of mine gave my name to a vacuum cleaner salesman. All I had to do is see the demonstration and he would earn a $25 referral fee. I let the guy do the demo. My friend got $25 and I purchased a $300 vacuum cleaner. Then I asked 12 of my friends to see the demo. They did and I had myself a free vacuum cleaner.
2. Life Insurance. My first real sales job was selling life insurance. My days were full of prospecting calls and my nights were dedicated to sales visits. It didn’t take long to learn that the top producers didn’t have to work the phones as hard as I did because they had built a customer base, a network of people who knew others and, when asked, would cough up warm referral leads.
3. Auto Sales. For a very short time (90 days), when I was in between things, I sold cars. I wanted the experience, I wanted to see how hard it was and I was in a “figure things out” period of my life. Many of my peers actually paid people who referred car buyers. The finder fees were $25 or $50. This was a great way to bring in sales that is still being used today.
4. Computer Systems to Doctors. In a ten year period, I sold a lot of computer systems to doctors. These systems were used for patient and insurance billing. My best estimate is that I sold 500 or so of these big ticket items in a decade, or one a week for ten years. Not bad. My prime tactic was to give something of value to a doctor who referred a friend. A free printer or a couple of free months of support would usually do the trick. I always had warm referral leads.
Now You Do It
You can solicit warm leads on LinkedIn or with some other social media tool that I don’t know about (as of yet). Better yet, skip the technology and call three of your customers, business associates or friends and ask them for the names and contact information of someone they know that would appreciate what you have to sell. Make sure that you can use their name as the referrals source and reference. That would result in nine (9) people to call, visit and sell.
When you contact the 9, and at some time in your experience with them, ask them the same question. Ask for the names of three people in their world that might want or need your stuff. Now you have 27 new targets. Ask those 27 for three and you have yourself a lot of work to do processing 81 warm referral leads. Can you see how crazy this can get?
Real World Example
I recently gave a Mentee of mine the names of three people that I figured would be highly interested in his offering. He contacted them and they were. I hope that he asks each of these contacts for three warm leads and so on and so on. His life will get much easier and his business will flourish.
Start Today
Six degrees of separation is a great idea and a concept that all salespeople should be aware of and leverage to develop business. Start asking for referrals today and make it routine. You will be rewarded.
Building your business in 2012 is as easy as 1, 2, 3. Getting back to basics is the easiest way to meet new customers and generate new revenue.
Six Degrees of Separation
From Wikipedia:
Six degrees of separation refers to the idea that everyone is on average approximately six steps away, by way of introduction, from any other person on Earth, so that a chain of, "a friend of a friend" statements can be made, on average, to connect any two people in six steps or fewer. It was originally set out by Frigyes Karinthy and popularized by a play written by John Guare.
Old Concept is Reborn
The six degrees of separation concept seems to be at the core of the LinkedIn value proposition. LinkedIn has the ability to let us explore and leverage three degrees of separation. It is an awesome tool that empowers us to reach out.
The Old Way
This powerful concept is an updated twist on a very old and easy prospecting method that everyone can practice with or without technology.
Before we had computers, cell phones, websites, blogs and social media top sales producers practiced asking for referrals from customers, associates and friends. A simple question like: “Do you know anyone who might be interested in and benefit from my product or service?” kept savvy salespeople busy with warm leads and drove new business.
A Numbers Game
Selling always was and always will be a game of numbers. More sales calls equal more sales. Calling on warm referred leads increases the odds of success and makes sales activities easier. Would you rather call a total stranger or a friend or associate of your customer or friend? The answer is always the warm referral.
Why We Don’t Ask?
Asking for referral leads is rarely done by the average salesperson. There are some sales jobs that routinely practice asking for referrals. Some even pay the source for a lead that converts to a sale. Here are four examples.
1. Vacuum Cleaner Sales in the Home. Decades ago, a friend of mine gave my name to a vacuum cleaner salesman. All I had to do is see the demonstration and he would earn a $25 referral fee. I let the guy do the demo. My friend got $25 and I purchased a $300 vacuum cleaner. Then I asked 12 of my friends to see the demo. They did and I had myself a free vacuum cleaner.
2. Life Insurance. My first real sales job was selling life insurance. My days were full of prospecting calls and my nights were dedicated to sales visits. It didn’t take long to learn that the top producers didn’t have to work the phones as hard as I did because they had built a customer base, a network of people who knew others and, when asked, would cough up warm referral leads.
3. Auto Sales. For a very short time (90 days), when I was in between things, I sold cars. I wanted the experience, I wanted to see how hard it was and I was in a “figure things out” period of my life. Many of my peers actually paid people who referred car buyers. The finder fees were $25 or $50. This was a great way to bring in sales that is still being used today.
4. Computer Systems to Doctors. In a ten year period, I sold a lot of computer systems to doctors. These systems were used for patient and insurance billing. My best estimate is that I sold 500 or so of these big ticket items in a decade, or one a week for ten years. Not bad. My prime tactic was to give something of value to a doctor who referred a friend. A free printer or a couple of free months of support would usually do the trick. I always had warm referral leads.
Now You Do It
You can solicit warm leads on LinkedIn or with some other social media tool that I don’t know about (as of yet). Better yet, skip the technology and call three of your customers, business associates or friends and ask them for the names and contact information of someone they know that would appreciate what you have to sell. Make sure that you can use their name as the referrals source and reference. That would result in nine (9) people to call, visit and sell.
When you contact the 9, and at some time in your experience with them, ask them the same question. Ask for the names of three people in their world that might want or need your stuff. Now you have 27 new targets. Ask those 27 for three and you have yourself a lot of work to do processing 81 warm referral leads. Can you see how crazy this can get?
Real World Example
I recently gave a Mentee of mine the names of three people that I figured would be highly interested in his offering. He contacted them and they were. I hope that he asks each of these contacts for three warm leads and so on and so on. His life will get much easier and his business will flourish.
Start Today
Six degrees of separation is a great idea and a concept that all salespeople should be aware of and leverage to develop business. Start asking for referrals today and make it routine. You will be rewarded.
Friday, December 16, 2011
Selling Yourself
People buy from people. Customers deal with whom they have the most confidence. If you do a good job of selling yourself they will be most comfortable when considering dealing with you. When putting your information together, it can be about you personally, about your company or a mix of both. Some salespeople have little to talk about. Others have too much. Everyone has something and it’s important to organize your credentials and use it to your advantage.
Education
Your education is a great start in building a case that you are a good person to do business with. If you have a degree in a field related to your business focus, you will establish an advantage. Certifications are also really good when building your profile.
Achievements
Speak about your business accomplishments. If you have solved some major problems for customers, performed at a high level or have done anything else of note, let people know. Results are what customers are paying you for. If you have had successes they can be used as a great tool for getting your prospective customer to accept your proposal.
Awards
Achievements are great. Awards are better. Getting the word out about your accomplishments is very good. When someone else, a third party, recognizes you for your accomplishments it is much better and carries a lot more weight than when coming from you.
References
Reference letters are a terrific sales tool. They are not as powerful as awards, but very close. You don’t usually get these letters of reference unless you solicit them. When you do get them, make sure you have the source’s permission to use them. Also, check in with your happy campers once in a while and make sure they are still happy.
Community Service
There are times when your community service doesn’t matter to a customer. There are other times when your community service can be a difference between making a sales or losing the deal. You don’t have to go overboard, but a track record as a volunteer says a lot to a buyer about your character.
There you have it. Your credentials matter. Selling yourself as a trusted advisor, a good person to deal with is an important part of the sales process and should not be overlooked.
Education
Your education is a great start in building a case that you are a good person to do business with. If you have a degree in a field related to your business focus, you will establish an advantage. Certifications are also really good when building your profile.
Achievements
Speak about your business accomplishments. If you have solved some major problems for customers, performed at a high level or have done anything else of note, let people know. Results are what customers are paying you for. If you have had successes they can be used as a great tool for getting your prospective customer to accept your proposal.
Awards
Achievements are great. Awards are better. Getting the word out about your accomplishments is very good. When someone else, a third party, recognizes you for your accomplishments it is much better and carries a lot more weight than when coming from you.
References
Reference letters are a terrific sales tool. They are not as powerful as awards, but very close. You don’t usually get these letters of reference unless you solicit them. When you do get them, make sure you have the source’s permission to use them. Also, check in with your happy campers once in a while and make sure they are still happy.
Community Service
There are times when your community service doesn’t matter to a customer. There are other times when your community service can be a difference between making a sales or losing the deal. You don’t have to go overboard, but a track record as a volunteer says a lot to a buyer about your character.
There you have it. Your credentials matter. Selling yourself as a trusted advisor, a good person to deal with is an important part of the sales process and should not be overlooked.
Monday, December 12, 2011
Sales Activity
Sales activity is the key to your success. You must be an expert in the subject matter of your business. You have to learn and develop skills required to find prospective customers, tell your story and secure orders. These factors are the foundation for your success. However, without taking positive action, you will under perform or fail.
Activity must be planned, committed to and completed without fail. Persistence is paramount to sustaining a steady flow of revenue.
“Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination are alone omnipotent.” Calvin Coolidge
As you journey through your business and professional life, you owe it to yourself, your loved ones, your friends and associates to do your best. Giving less than your best effort at all times short changes you and your dreams. Don’t forget, skip or ignore proactive tasks to generate revenue and to move your business and career forward. If you don’t do your best you will regret it later.
One way to insure that you will complete sufficient sales activities is to make a commitment to do certain things at a frequency you can manage. Then, if you keep records of completed activities, you will be able to analyze those activities and determine their effectiveness.
Make a commitment to regular sales activity. Do it now. Follow it faithfully. Be persistent.
I will mail ____ brochure or letters per _________.
I will make _____ phone calls per __________.
I will call on ________ prospects per ___________.
I will attend ________ networking meetings per __________.
I will participate in _________ charity events per _________.
I will send out _________ e-mail newsletters per __________.
I will write ___ blog posting per ________.
I will also do __________ and __________ every ______.
Write it down. Sign it. Keep your commitment in front of you. Keep score with your activity report form. Review it, analyze the results. Be faithful. Be persistent. You will prosper.
That’s more like it. Now make some sales calls.
Activity must be planned, committed to and completed without fail. Persistence is paramount to sustaining a steady flow of revenue.
“Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination are alone omnipotent.” Calvin Coolidge
As you journey through your business and professional life, you owe it to yourself, your loved ones, your friends and associates to do your best. Giving less than your best effort at all times short changes you and your dreams. Don’t forget, skip or ignore proactive tasks to generate revenue and to move your business and career forward. If you don’t do your best you will regret it later.
One way to insure that you will complete sufficient sales activities is to make a commitment to do certain things at a frequency you can manage. Then, if you keep records of completed activities, you will be able to analyze those activities and determine their effectiveness.
Make a commitment to regular sales activity. Do it now. Follow it faithfully. Be persistent.
I will mail ____ brochure or letters per _________.
I will make _____ phone calls per __________.
I will call on ________ prospects per ___________.
I will attend ________ networking meetings per __________.
I will participate in _________ charity events per _________.
I will send out _________ e-mail newsletters per __________.
I will write ___ blog posting per ________.
I will also do __________ and __________ every ______.
Write it down. Sign it. Keep your commitment in front of you. Keep score with your activity report form. Review it, analyze the results. Be faithful. Be persistent. You will prosper.
That’s more like it. Now make some sales calls.
Tuesday, November 22, 2011
Sales Conundrum
Small companies and consultants have something in common that is a real and difficult business issue. That is, keeping a sales pipeline full while delivering products and services to existing customers.
We Deliver
Consulting delivers professional fees for the consultant in return for professional services, wisdom, expertise and results. As a consultant, I savor the opportunity to bring my services to a customer in need and to help them solve their problems. There is nothing more satisfying than getting involved with a client and delivering results.
The consultant’s business problem rears its ugly head when the consulting engagement is over and there is no “next” project waiting.
A Predictable Problem
This conundrum is understandable. As much as we try to beat it, more often than not, it is a reality that we are faced with over and over again. Because we don’t have the next engagement lined up the revenue from a successful engagement is consumed during the down time. As much as we try to hustle the next gig, there are revenue gaps and they should and could be avoided.
You Can Fix it
The answer to solving down time and the subsequent frantic rush to the next project is to make a commitment to regular sales or prospecting activities. It doesn’t take much time to send a letter, an e-mail, to make a phone call or to attend a mixer. When we are absorbed by our projects and our customers, we naturally want to keep the billing meter moving. In the big picture, that is wrong thinking.
Bigger Guys Don't Have to Deal With This
If your firm is big enough, you can afford the luxury of employing a Business Development Manager (a more refined title for salespeople). So, this issue is not a problem…that is if you have a productive business developer.
Take Control
My advice is to put aside some time every day or week to meet new friends, establish relationships, tell your story and ask for work. If you can send out a few letters each morning, send some e-mails each week, a newsletter each month, make a few phone calls to prospects and old customers each week and then show up at relevant networking meetings, your new business pipeline will fill with opportunity. Then, when your current engagement ends, there will be other clients waiting for your services.
Why Not An Ongoing Campaign?
Regular marketing campaigning/prospect development just makes sense. No more sales conundrums please.
We Deliver
Consulting delivers professional fees for the consultant in return for professional services, wisdom, expertise and results. As a consultant, I savor the opportunity to bring my services to a customer in need and to help them solve their problems. There is nothing more satisfying than getting involved with a client and delivering results.
The consultant’s business problem rears its ugly head when the consulting engagement is over and there is no “next” project waiting.
A Predictable Problem
This conundrum is understandable. As much as we try to beat it, more often than not, it is a reality that we are faced with over and over again. Because we don’t have the next engagement lined up the revenue from a successful engagement is consumed during the down time. As much as we try to hustle the next gig, there are revenue gaps and they should and could be avoided.
You Can Fix it
The answer to solving down time and the subsequent frantic rush to the next project is to make a commitment to regular sales or prospecting activities. It doesn’t take much time to send a letter, an e-mail, to make a phone call or to attend a mixer. When we are absorbed by our projects and our customers, we naturally want to keep the billing meter moving. In the big picture, that is wrong thinking.
Bigger Guys Don't Have to Deal With This
If your firm is big enough, you can afford the luxury of employing a Business Development Manager (a more refined title for salespeople). So, this issue is not a problem…that is if you have a productive business developer.
Take Control
My advice is to put aside some time every day or week to meet new friends, establish relationships, tell your story and ask for work. If you can send out a few letters each morning, send some e-mails each week, a newsletter each month, make a few phone calls to prospects and old customers each week and then show up at relevant networking meetings, your new business pipeline will fill with opportunity. Then, when your current engagement ends, there will be other clients waiting for your services.
Why Not An Ongoing Campaign?
Regular marketing campaigning/prospect development just makes sense. No more sales conundrums please.
Sunday, November 6, 2011
Why Complicate Things?
I gave my “Sales Advice for Start-ups” presentation to a group of budding Entrepreneurs recently at a local business incubator. I enjoy doing meetings like this. The people who attend are desperate for knowledge. They want to know how to make the bell ring and start earning a living from the business of their passion. Was it all happiness? Not really.
Practical Advice
On a scale of ten, I believe that my material is very close, if not a ten. I have taken a very difficult challenge (selling) and distilled it down and made the key points easy to understand. These ideas, tips, strategies, tools and tactics have served me well over the years. They are the truth.
Bad Grade?
At the end of the evening, my contact at the incubator solicits feedback for the class. Last night she had gone home early, so I had to pass out and collect the forms myself. I would rather not be faced with critique one minute after delivering a presentation, but I had to do it. One thing I didn’t want to do was to read any of the grades, but I did. The very first one had my presentation and material rated a three out of five.
The ordinary grade instantly bothered me. At the bottom of the page the comment was that the presentation and material was too elementary and not challenging enough. I have now mulled that over and have decided that this person got it wrong. He or she didn’t get it.
The reality of selling is that it is a very easy and simple activity when done correctly. It isn’t hard when salespeople or Entrepreneurs (same thing) do the right things and avoid the wrong things. I laid out a road map for success for the class. If one of the participants thought my advice was too simple he or she was right on. My advice is simple and has proven effective over and over again.
Why so Difficult?
My question to this unnamed person would have been “Why do you want to complicate something as simple as engaging in activity based on a fair exchange of value (selling)?”
Reality Check
I looked at a few more reviews before going home. They rated the speaker and material five out of five stars. That was more like it. I guess that I shouldn't be so sensitive.
Practical Advice
On a scale of ten, I believe that my material is very close, if not a ten. I have taken a very difficult challenge (selling) and distilled it down and made the key points easy to understand. These ideas, tips, strategies, tools and tactics have served me well over the years. They are the truth.
Bad Grade?
At the end of the evening, my contact at the incubator solicits feedback for the class. Last night she had gone home early, so I had to pass out and collect the forms myself. I would rather not be faced with critique one minute after delivering a presentation, but I had to do it. One thing I didn’t want to do was to read any of the grades, but I did. The very first one had my presentation and material rated a three out of five.
The ordinary grade instantly bothered me. At the bottom of the page the comment was that the presentation and material was too elementary and not challenging enough. I have now mulled that over and have decided that this person got it wrong. He or she didn’t get it.
The reality of selling is that it is a very easy and simple activity when done correctly. It isn’t hard when salespeople or Entrepreneurs (same thing) do the right things and avoid the wrong things. I laid out a road map for success for the class. If one of the participants thought my advice was too simple he or she was right on. My advice is simple and has proven effective over and over again.
Why so Difficult?
My question to this unnamed person would have been “Why do you want to complicate something as simple as engaging in activity based on a fair exchange of value (selling)?”
Reality Check
I looked at a few more reviews before going home. They rated the speaker and material five out of five stars. That was more like it. I guess that I shouldn't be so sensitive.
Saturday, October 22, 2011
Experts Have an Edge
The three elements of a successful sales career are activity, skill and knowledge. My feeling is that if one of these conditions is lagging behind, the other two can become more robust and keep us in the game while waiting for the lagging element to improve.
All things being equal, subject matter experts have an advantage over their competitors. Any buyer will prefer to deal with someone who exhibits a cold, spot on, understanding of the topic of the sale.
My advice to all salespeople, at any level of their careers, is to continue to learn as much as they can about their product or service and the industry they serve. A good starting point is a degree in the field choice. However, that advantage can be met and eclipsed by someone who really wants to become an expert.
Information is everywhere these days. You don’t have to go any further than the Internet to fill your head with relevant facts and figures that will develop your product knowledge. You can subscribe to trade journals and attend national, regional and local conventions. These events always have an array of industry seminars that can fill your head and push you ahead.
Finding time to invest in your ongoing education is not always easy. That is exactly why prioritizing your tasks and optimizing your time are so critical. You will never raise your knowledge level to expert status without a commitment to learning and staying informed.
One final suggestion…do not ever wing it with a prospect or customer. If you don’t have an answer, always say that you are unsure and will get back to them with the correct answer. If you misinform people you will go to the back of the sales line quickly. Tell them you will find out and then do it. Not following up on a question is almost as bad as getting it wrong.
An investment in becoming an expert in your product or service and industry is an investment that will pay off in future sales victories and increased income. I promise.
All things being equal, subject matter experts have an advantage over their competitors. Any buyer will prefer to deal with someone who exhibits a cold, spot on, understanding of the topic of the sale.
My advice to all salespeople, at any level of their careers, is to continue to learn as much as they can about their product or service and the industry they serve. A good starting point is a degree in the field choice. However, that advantage can be met and eclipsed by someone who really wants to become an expert.
Information is everywhere these days. You don’t have to go any further than the Internet to fill your head with relevant facts and figures that will develop your product knowledge. You can subscribe to trade journals and attend national, regional and local conventions. These events always have an array of industry seminars that can fill your head and push you ahead.
Finding time to invest in your ongoing education is not always easy. That is exactly why prioritizing your tasks and optimizing your time are so critical. You will never raise your knowledge level to expert status without a commitment to learning and staying informed.
One final suggestion…do not ever wing it with a prospect or customer. If you don’t have an answer, always say that you are unsure and will get back to them with the correct answer. If you misinform people you will go to the back of the sales line quickly. Tell them you will find out and then do it. Not following up on a question is almost as bad as getting it wrong.
An investment in becoming an expert in your product or service and industry is an investment that will pay off in future sales victories and increased income. I promise.
Saturday, October 15, 2011
Play The Game
It is a cliché, but a truth that if you don’t play the game you can’t win. Winners not only play well and win; they take chances and calculated risks to achieve results.
In the world of sales and business, the unsure, reluctant or lazy are lapped by the fearless hard working competitors that prepare and compete. They are in the arena, on the playing field, in the game and in play.
The funny thing about doing extra, taking chances, being creative and out of the box, is that you don’t often get credit for it. People that place, show or worse tend to explain your success as luck or Divine providence. There is no luck. God gave us all gifts that some of us use to their fullest while others don’t.
The irony in my life is that I did some volunteer work the other day and the guy next to me turned out to be a very important person for my business. We struck up conversation and he invited me to visit him at his office to see if we can do business. I really was reluctant to go to the function and was debating if it was a waste of my time. I went anyway. I was visible, in play and on duty and I got my reward.
Get in the game, play the game, win the game. It’s up to you.
In the world of sales and business, the unsure, reluctant or lazy are lapped by the fearless hard working competitors that prepare and compete. They are in the arena, on the playing field, in the game and in play.
The funny thing about doing extra, taking chances, being creative and out of the box, is that you don’t often get credit for it. People that place, show or worse tend to explain your success as luck or Divine providence. There is no luck. God gave us all gifts that some of us use to their fullest while others don’t.
The irony in my life is that I did some volunteer work the other day and the guy next to me turned out to be a very important person for my business. We struck up conversation and he invited me to visit him at his office to see if we can do business. I really was reluctant to go to the function and was debating if it was a waste of my time. I went anyway. I was visible, in play and on duty and I got my reward.
Get in the game, play the game, win the game. It’s up to you.
Friday, September 16, 2011
You Have to Want It
Before taking a deep dive into sales careers and sales excellence, I would like to bring up the obvious. You have to really want to sell to be a success. The reason is because selling is challenging.
Competition
You have competition. Anything worthwhile to you is most likely worthwhile to others. If you are in a sales situation alone, without competition, there might be something wrong. Your prospect might be a bad person or company to deal with because of the way they do business. Others might have disqualified the opportunity for a variety of reasons. The reality of selling is that you have to compete to win.
The Sales Environment
Selling is an environment of constant rejection and failure. That’s the world we live in. We do our best, using every bit of energy, skill and product knowledge to win every order. The reality of selling is that you lose most of the time and win some of the time. Top producers learn to live with rejections and setbacks. The good news is by getting your share of the business you can do well enough to move your career along.
Stepping Out
You can grow your market share. There is a way to get a bigger piece of the business pie. That way is to invest in yourself and your career growth. There are a lot of ways to accomplish personal and professional growth. In doing so, you will naturally develop a competitive edge and begin to win more and lose less.
Commitment
You have to want it. The intangible ingredient in the mix is you. Are you dedicated to becoming the best that you can be? Do you want to become a top producer and earn top dollars for your effort? If you do, you are on the path to success, because a whole lot of people in sales are content and do just what they need to do to get by. If you want to be the best salesperson ever, you can. It’s up to you.
Competition
You have competition. Anything worthwhile to you is most likely worthwhile to others. If you are in a sales situation alone, without competition, there might be something wrong. Your prospect might be a bad person or company to deal with because of the way they do business. Others might have disqualified the opportunity for a variety of reasons. The reality of selling is that you have to compete to win.
The Sales Environment
Selling is an environment of constant rejection and failure. That’s the world we live in. We do our best, using every bit of energy, skill and product knowledge to win every order. The reality of selling is that you lose most of the time and win some of the time. Top producers learn to live with rejections and setbacks. The good news is by getting your share of the business you can do well enough to move your career along.
Stepping Out
You can grow your market share. There is a way to get a bigger piece of the business pie. That way is to invest in yourself and your career growth. There are a lot of ways to accomplish personal and professional growth. In doing so, you will naturally develop a competitive edge and begin to win more and lose less.
Commitment
You have to want it. The intangible ingredient in the mix is you. Are you dedicated to becoming the best that you can be? Do you want to become a top producer and earn top dollars for your effort? If you do, you are on the path to success, because a whole lot of people in sales are content and do just what they need to do to get by. If you want to be the best salesperson ever, you can. It’s up to you.
Saturday, July 23, 2011
Welcome to the Future
Welcome to the Future
I met with a young man yesterday over coffee and a bagel. He is a terrific young man and an emerging Entrepreneur with a great start-up business. His product is a search engine like platform that integrates, optimizes and leverages all current and future online technologies, including social media. I sat there and watched the next level of technology arrive and I was just amazed and somewhat dumbfounded by what I was looking at.
Technology Laggard
I sat there like a big stupid. I didn’t totally understand how the product worked, but what I did immediately understand was that there is a technology train heading down the track that left me behind a few stops ago. How could that happen? I have been on the leading edge of technology over a forty year career. I received a “Technology Pacesetter” award (top 100 in America) four years in a row in the mid-2000’s. What happened? I have a website, a Blackberry and a blog. I’m LinkedIn. Isn’t that enough? Apparently technology is moving faster than I am. I suspect that technology is moving faster than most of us understand.
What does it mean?
Looking back objectively, there is no doubt that technology has revolutionized business, sales and my day-to-day life over time. In the 1980’s I invested in a bag phone for my car and paid $1.00 a minute for my mobile telephone. Having that phone actually paid off in many ways. Now I have unlimited text and can search the Internet from my smart phone. Fortunes have been and are being made in technology. Smart people are still staying up nights working out the next thing that will change how we live.
Can we still sell?
Of course we will still sell stuff. The technology world will never replace a smile, eye contact, a handshake and a relevant conversation.
My Advice
Do not ignore emerging technology and the value it delivers. All of our lives are better off because the great entrepreneurs, visionaries and risk takers who made it happen.
Best Wishes
Good luck my young friend. You are what America is about. I’m going to keep my eye on you and will attempt to catch up.
I met with a young man yesterday over coffee and a bagel. He is a terrific young man and an emerging Entrepreneur with a great start-up business. His product is a search engine like platform that integrates, optimizes and leverages all current and future online technologies, including social media. I sat there and watched the next level of technology arrive and I was just amazed and somewhat dumbfounded by what I was looking at.
Technology Laggard
I sat there like a big stupid. I didn’t totally understand how the product worked, but what I did immediately understand was that there is a technology train heading down the track that left me behind a few stops ago. How could that happen? I have been on the leading edge of technology over a forty year career. I received a “Technology Pacesetter” award (top 100 in America) four years in a row in the mid-2000’s. What happened? I have a website, a Blackberry and a blog. I’m LinkedIn. Isn’t that enough? Apparently technology is moving faster than I am. I suspect that technology is moving faster than most of us understand.
What does it mean?
Looking back objectively, there is no doubt that technology has revolutionized business, sales and my day-to-day life over time. In the 1980’s I invested in a bag phone for my car and paid $1.00 a minute for my mobile telephone. Having that phone actually paid off in many ways. Now I have unlimited text and can search the Internet from my smart phone. Fortunes have been and are being made in technology. Smart people are still staying up nights working out the next thing that will change how we live.
Can we still sell?
Of course we will still sell stuff. The technology world will never replace a smile, eye contact, a handshake and a relevant conversation.
My Advice
Do not ignore emerging technology and the value it delivers. All of our lives are better off because the great entrepreneurs, visionaries and risk takers who made it happen.
Best Wishes
Good luck my young friend. You are what America is about. I’m going to keep my eye on you and will attempt to catch up.
Wednesday, May 25, 2011
Business Development - Your Database
My First Database Management System
Years ago, my customer and prospect database was a very large loose leaf binder or two that had plastic sheet protectors. Each sheet held ten slots for business cards, front and back. These binders were my prospect and customer database. The business cards were my link to business. I could find the prospect and call them on the phone. Their cards had their address, so I was able to write or type an envelope and send them something. It seems like a very inefficient way to catalog prospects and customers, but it worked. It was very labor intensive.
Manual Automation?
In the early 1970’s I had a 3” x 5” card system. Each customer or prospect had their very own dedicated card. The card holder (a metal box) organized the cards by alphabet, day of the month and month of the year. I moved the cards around, based on my activity with the lead. If I had an appointment on the 20th of the month, I slid their card behind the 20th tab. If they said call them in September the card was filed behind the September tab. Every morning I had the cards for the day and knew what to do. This primitive system was called a “tickler file”. It worked just fine.s
Changes
Things have changed in the customer and prospect data base world. Now, everything is electronic. Spreadsheets, text files and databases containing vital demographic information have become the mainstream. Now, you can buy or search for prospective customers on the Internet. There are list provider services that you can use to download everything you need to know about prospective customers.
CRM Gets it Done For Me
I use a popular CRM software system to host and manage my customer and prospect database. You have a lot of options for a home for your database. These days, software can automate a lot of the tasks that were formerly tediously and time consuming.
All said, you need to clearly know who your prospective customers are. Who are they and why will they give you money. If you know, you can find them and build and maintain a data base.
An Important Tool
Your customer and prospect database is a most important business development tool. It is just about as important as your time. If you don’t have a robust and targeted database, you are wasting your time.
Years ago, my customer and prospect database was a very large loose leaf binder or two that had plastic sheet protectors. Each sheet held ten slots for business cards, front and back. These binders were my prospect and customer database. The business cards were my link to business. I could find the prospect and call them on the phone. Their cards had their address, so I was able to write or type an envelope and send them something. It seems like a very inefficient way to catalog prospects and customers, but it worked. It was very labor intensive.
Manual Automation?
In the early 1970’s I had a 3” x 5” card system. Each customer or prospect had their very own dedicated card. The card holder (a metal box) organized the cards by alphabet, day of the month and month of the year. I moved the cards around, based on my activity with the lead. If I had an appointment on the 20th of the month, I slid their card behind the 20th tab. If they said call them in September the card was filed behind the September tab. Every morning I had the cards for the day and knew what to do. This primitive system was called a “tickler file”. It worked just fine.s
Changes
Things have changed in the customer and prospect data base world. Now, everything is electronic. Spreadsheets, text files and databases containing vital demographic information have become the mainstream. Now, you can buy or search for prospective customers on the Internet. There are list provider services that you can use to download everything you need to know about prospective customers.
CRM Gets it Done For Me
I use a popular CRM software system to host and manage my customer and prospect database. You have a lot of options for a home for your database. These days, software can automate a lot of the tasks that were formerly tediously and time consuming.
All said, you need to clearly know who your prospective customers are. Who are they and why will they give you money. If you know, you can find them and build and maintain a data base.
An Important Tool
Your customer and prospect database is a most important business development tool. It is just about as important as your time. If you don’t have a robust and targeted database, you are wasting your time.
Thursday, May 19, 2011
Business Development - Trade Shows
Trade Shows are a great venue for opportunity and business development.
Over the years I have found that participating in trade shows is a very effective business development strategy.
The simple proposition is that a lot of prospective customers, vendors, alliances or people of interest are assembled in one location at a point in time. To an Entrepreneur or Salesperson (same thing), having access to this type of group is a gift that they (we) know what to do with. Think, “kid in candy store”.
There are trade groups, user groups and events for virtually every industry or specialty. Some of the regional events are put on by local chapters of organizations to serve their memberships. state organizations typically host annual meetings, as do their national affiliates.
Your opportunities to participate in these meetings are many and varied. Your industry group might be so important to the viability of your business that you become a member. If you serve the members of the organization, you can participate in the shows as a vendor. As a vendor you can pay to attend, sponsor something or display your goods or services at a display booth. If you are a subject matter expert of interest, you may even have a chance to make a presentation to an audience of potential customers. It will give you a leg up on your competition.
At first glance, you might think that these shows are cost prohibitive, but the reality is that they are one of the best investments in business development. What other ways are there for you to meet and talk to dozens, hundreds or even thousands of prospects in one or two days at one location? There aren’t many.
When I sold medical supplies and equipment, the Hospital Purchasing Show was mandatory. When I sold billing software systems to physicians, the Michigan State Medical Society annual event was the place to be seen by thousands of doctors. For a couple of thousand dollars rental for display space I had access to thousands of doctors. Using simple math the investment is just a dollar or so per prospect. It just made (makes) sense.
Your investment in trade shows is scalable. Small shows cost less than big shows. It’s that simple. There is an industry event for every budget. If you are a distributor, many suppliers/vendors have co-operative marketing programs and display materials to help offset the cost to attend.
If you need to find relevant meetings, ask around to your peers or customers. Look up industry organizations and events on the Internet. They will be delighted for your participation.
Getting the most out of a trade event is up to you. Trade shows put you in front of target clients, but your results are directly tied to how you perform. This means that you are in control of your message, materials, delivery and in your overall professionalism. Bring your “A” game and win new customers and grow your business.
Over the years I have found that participating in trade shows is a very effective business development strategy.
The simple proposition is that a lot of prospective customers, vendors, alliances or people of interest are assembled in one location at a point in time. To an Entrepreneur or Salesperson (same thing), having access to this type of group is a gift that they (we) know what to do with. Think, “kid in candy store”.
There are trade groups, user groups and events for virtually every industry or specialty. Some of the regional events are put on by local chapters of organizations to serve their memberships. state organizations typically host annual meetings, as do their national affiliates.
Your opportunities to participate in these meetings are many and varied. Your industry group might be so important to the viability of your business that you become a member. If you serve the members of the organization, you can participate in the shows as a vendor. As a vendor you can pay to attend, sponsor something or display your goods or services at a display booth. If you are a subject matter expert of interest, you may even have a chance to make a presentation to an audience of potential customers. It will give you a leg up on your competition.
At first glance, you might think that these shows are cost prohibitive, but the reality is that they are one of the best investments in business development. What other ways are there for you to meet and talk to dozens, hundreds or even thousands of prospects in one or two days at one location? There aren’t many.
When I sold medical supplies and equipment, the Hospital Purchasing Show was mandatory. When I sold billing software systems to physicians, the Michigan State Medical Society annual event was the place to be seen by thousands of doctors. For a couple of thousand dollars rental for display space I had access to thousands of doctors. Using simple math the investment is just a dollar or so per prospect. It just made (makes) sense.
Your investment in trade shows is scalable. Small shows cost less than big shows. It’s that simple. There is an industry event for every budget. If you are a distributor, many suppliers/vendors have co-operative marketing programs and display materials to help offset the cost to attend.
If you need to find relevant meetings, ask around to your peers or customers. Look up industry organizations and events on the Internet. They will be delighted for your participation.
Getting the most out of a trade event is up to you. Trade shows put you in front of target clients, but your results are directly tied to how you perform. This means that you are in control of your message, materials, delivery and in your overall professionalism. Bring your “A” game and win new customers and grow your business.
Monday, January 31, 2011
Do it in Dog Years
At a recent event at a local business incubator, my host told me that his marching orders from higher up are to get things done in “Dog Years”.
After my initial amusement, using dog years as a metaphor resonated with me.
A dog year is defined as seven human years. A ten year old dog is thought to have lived the equivalent of about seventy human years. A dog has to get a lot done in one human year to keep up. As silly as this analogy is, there is a lesson to be learned by all of us about how we spend our time.
For the sake of moving this forward, I will assume that you, the reader, are ambitious and have personal and business goals that require a sense of urgency. Unfortunately, there are a lot of our peers who don’t have fire in their belly to succeed. They won’t pay the price. It’s just too high.
There is nothing wrong with people who are content to just get by. If making an effort, doing more, working harder, taking risks is not in the cards for a person that’s OK.
That said…some of us want more. Some of us have dedicated ourselves to doing everything in our power to succeed. We go all out all of the time and might not even be aware of it because it has become second nature. Being focused, disciplined and relentless is a way of life that is a common denominator of winners.
The good news is that becoming a winner is easily within the grasp of all of us. A great start to positive change and ramping up to relentlessness is to establish and maintain a sense of urgency. You can do it. Just remember to “Do it in Dog Years”.
After my initial amusement, using dog years as a metaphor resonated with me.
A dog year is defined as seven human years. A ten year old dog is thought to have lived the equivalent of about seventy human years. A dog has to get a lot done in one human year to keep up. As silly as this analogy is, there is a lesson to be learned by all of us about how we spend our time.
For the sake of moving this forward, I will assume that you, the reader, are ambitious and have personal and business goals that require a sense of urgency. Unfortunately, there are a lot of our peers who don’t have fire in their belly to succeed. They won’t pay the price. It’s just too high.
There is nothing wrong with people who are content to just get by. If making an effort, doing more, working harder, taking risks is not in the cards for a person that’s OK.
That said…some of us want more. Some of us have dedicated ourselves to doing everything in our power to succeed. We go all out all of the time and might not even be aware of it because it has become second nature. Being focused, disciplined and relentless is a way of life that is a common denominator of winners.
The good news is that becoming a winner is easily within the grasp of all of us. A great start to positive change and ramping up to relentlessness is to establish and maintain a sense of urgency. You can do it. Just remember to “Do it in Dog Years”.
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