Yes, there are many new communication channels out there with social media. But, when you look at how deals are largely made for professional salespeople, email is still the way deals get nurtured and get closed. You watch your email closely, because you can see whether an order comes in or a request for serviceContinue reading “Email Is a Salesperson’s Friend”
Category Archives: Sales Strategy
Opening Up New Sales Channels
Most organizations have a way that they sell based on their comfort zone. The story is typically one of circumstance. A previous connection into an industry or a network started the first customer engagement. This is not uncommon. It’s low hanging fruit to work with who you know and leverage your knowledge and relationships. ButContinue reading “Opening Up New Sales Channels”
How Professional Referrals Work
When someone tells another person about a great service they experienced, it has to be authentic. If we ever sense there is any contamination by money, business agreement or the like, we can sniff an obligatory referral from a mile away. I have found that the people that refer me do so out of pureContinue reading “How Professional Referrals Work”
Doing Business With Professionals
Your business may be sufficient the way it is. There’s always room for improvement if you are serious about connecting with your audience and your customers. Being professional is one area that business owners like to emphasize and customers articulate when they are dealing with anyone. It provides trust in a transaction or a relationshipContinue reading “Doing Business With Professionals”
Do Your Homework
A great form of flattery is to be prepared when you meet someone. It is a respect of their time and their work when you have done research on them before you have met and can dialogue about their concerns and pursuits. I would say it is a discipline and habit. Most people don’t doContinue reading “Do Your Homework”
Do a Small Project and Build Trust
Sometimes selling to a stranger becomes more strained than it needs to be. There’s too much talking and not enough action. Talking about what you do rather than starting to work together can erode the sales cycle. One of the ways to build trust quickly is to work on a small contained project first. TheContinue reading “Do a Small Project and Build Trust”
Allowing The Emotional Learning Curve
When things look or feel expensive, we have a natural emotional reaction. The emotions can range from anxiety to fear to excitement depending on our experiences. If you are not used to buying or understanding the value of professional services, for example, then you may react to a proposal with dismay or sticker shock. AContinue reading “Allowing The Emotional Learning Curve”
Why You Don’t Focus
Today’s reality invites us all to be easily distracted. There are overwhelming amounts of information, options and ultimately, noise, that we are pulled towards. There are many good things that are not the best things that we end up spending energy on. Besides the consumer perspective, there is the flawed seller’s approach to the market;Continue reading “Why You Don’t Focus”
Marketing, Selling And Etiquette
Etiquette may sound like a focus of times past. Miss Manners and her lore educated a generation on “Please,” and “Thank you,” for young people. Many times, the study of etiquette quickly turns the focus to right external behavior. However, I find this misses the point entirely. Etiquette is about the other person, notContinue reading “Marketing, Selling And Etiquette”
The Power Of Unique
The marketplace is extremely crowded with competitive options. If you have an idea, it can be very difficult to break through the noise. People’s attention is finite and the amount of noise is overwhelming today. If you are looking to turn your opportunity into revenue, there are typically two dilemmas to address and overcome: YouContinue reading “The Power Of Unique”