Five Follow Up Tips to Build Relationships, Referrals … AND Your Business!

This special online event is brought to you by Biba Pedron, from Your Business in Style

Today I introduce you to Heidi Richards Mooney

Five Follow Up Tips to Build Relationships, Referrals … AND Your Business!

Today more than ever selling products and services is about relationship building. People hire people they know, like and trust. Oftentimes they hire people because they trust someone else who has used the service or patronized a business because they trust the person making the referral. Referrals are one of the best (and least expensive) ways to build a thriving business. Especially in this economy, when so many people are deeply discounting their fees and prices just to make a sale.

When you build a relationship of trust you don’t have to resort to “giving away” your products and services because you have built the value in by building the relationship with your client or customers. This may seem like a simple process, but building relationships is not simple. You may know what to do but do you do it? Do you take the time necessary to nurture those relationships? I dare say most of us do not. At least not to the extent that we could. And by the way, I may “know” how to build relationships, but it is just as difficult for me as for the next person. So I decided to create a list of ways to build relationships that don’t require a Ph.D (painful, hard, and demanding) approach. They do however, require time and a little effort. That little effort can pay off in BIG ways. One client can give you a referral that becomes one of your top ten best customers.

That happened to me. All because I sent a postcard thanking someone for their business (it had a picture of me on the front) and they kept the postcard. That picture was me as a 4 year old on a swing having a great time. I told my customer I hoped they had as much fun doing business with me as I had with them and they LOVED IT! That postcard is still hanging on her cork board in her office. That was 14 years ago. How many people do you think have seen it since then? Hundreds maybe. I know it works because people call and tell me. They do business with me. They tell their friends. One lady said she wanted to do business with me just to get a postcard to hang on her wall? Imagine?

So my first tip is to do something memorable. Sending postcards is always a good idea. But sending one that is unexpectedly fun or different could be a conversation piece for years to come. I still use that postcard today.

Here are 4 More tips to build relationships and referrals to build your business:

1. When you have the chance to meet someone at their office or place of business you can get to “know” a little bit about them by the things they have hanging on their walls, sitting on their desks and decorating their space. Make mental notes of those things as they will come in handy. For instance if you see a picture of them catching fish, then chances are they like to fish. Even if fishing does not interest you, this can be a great tidbit of information to draw upon later, when you recall the mental note while deciding a proper way to thank him or her for their business.

2. Become a GREAT listener. Listen more than you talk. It will gain you the trust of those around you. And you will likely learn a thing or two about the individual you would not know otherwise. When people have a chance to talk about themselves, they will. It will give you insight into “who” they are. If they are having a bad day you will be able to find out the “why.” You may not be able to do anything about their bad day, but you can be empathic and lend an ear, oftentimes all someone really needs to make it “better.”

3. Be authentic. Don’t pretend to like something you don’t just because you think it will please the prospect. It will backfire on you in the long run. Imagine having to remember all those things you pretend to like and then one day it slips out that you didn’t really after all. I am going to go out on a limb here and confess that I am not really crazy about racing. My husband loves it but I am hypersensitive to the “noise” and don’t really enjoy it because of that. It would be exhausting for me to have to pretend to like it if I really didn’t. And eventually he would find out (which he did). Not good.

4. And finally, make introductions. Find others in your own sphere of influence others would like to meet. Even if it is only by email. When you make quality introductions, again those being introduced will be more likely to do the same. You never know where that introduction will lead.

Follow-up is critical to building relationships and ultimately increasing sales and your bottom line. Become a shining example of the art of follow up. Who knows, you could start a movement!

©Heidi Richards Mooney – is a Professional Motivational Speaker, Business Coach and the Author of 7 books including: “Rose Marketing on a Daisy Budget ~ How to Grow Your Business Without Spending a Fortune.”  She is also the Publisher of WE Magazine for Women. Stop by http://www.heidirichards.com to get your FREE copy of Chapter 1 and 2 of “Quirky Marketing: 365 Ways to Promote Your Business Using Zany and Non-traditional Holidays” today!

Heidi Richards Mooney ~ “Your Online Visibility Expert“, Author, Entrepreneur
www.RedheadMarketingInc.com “If Social Media is Confusing to You, Hire the Redhead to do it for YOU!”
Publisher, WE Magazine for Women www.WEMagazineforWomen.com “Showcasing Ordinary Women Leading Extraordinary Lives”
Founder, Women in Ecommerce™ www.WECAI.org “Helping Women do Business on the WEB for 10 Years!”
President, Women of Wisdom – www.WomenofWisdom.com “Inspiration By, For and About Women of a ‘Certain Age’ with STORIES, TIPS, RESOURCES, COACHING & MENTORING for Boomer and Senior Women.“
I recommend SendOutCards to Follow Up – Give it a Try, on ME! http://www.SendOutCards.com/Heidi “Delivered from your Computer to their MailBox”
Looking for Unique Ways to Market Your BUSINESS? http://QuirkyMarketingCalendar.com

Need a new Domain Name? Domain Hosting? Check out WECAI Domains at www.WECAIDomains.com Today! Proudly serving the online community for 8+ years!

AWeber is the Autoresponder Women in Ecommerce™ Uses. It is the contact management system the Pros use!

Let’s Connect on Facebook http://Facebook.com/WomenInEcommerce and http://www.facebook.com/WEMagazine
LinkedIn http://Linkedin.com/in/heidirichardsmooney

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Effective Tweaks for Effective Networking

This special online event is brought to you by Biba Pedron, from Your Business in Style

Today I introduce you to Patricia Weber

Effective Tweaks for Effective Networking

How do you network in the best possible manner, with minimal waste of time and effort, and still accomplish your networking goals? As an introvert time and energy management in networking are a must – otherwise wilt and melt are the words of the day! Whether you are also an introvert, or shy or just want to tweak how you networking now, for better results, these tweaks can help with more easily meeting your networking goals.

Ask for what you want: Recently I registered for an online event. What typically happens happened: I was taken to a “thank you for registering” page. It included the call-in information and a reminder to look for a confirming email. Then, with my eyes scanning further down, this unique statement caught my eyes:

NETWORKING REQUEST: I am a Professional Member of the NSA (National Speakers Association). If you or people you know are seeking speakers, panelists, or workshop instructors for any type of association, corporate, nonprofit or industry meeting anywhere in the world, please contact me at email or send a 3-way email with the following website link to the person who coordinates speakers: www. Thank You!
Wow! In my 30 years of being in business I haven’t noticed any major differences in most people ASKING for what they want. This was just unusual and yet, it’s one of the best things you can do for your time and energy.

Be more interested than interesting. In just a moment you’ll read about one thing that less than 20% of people who network do. But this tweak about being more interested is going to bridge the gap to the next piece so that you will be less likely to be in that 80%. I used to be an exhausted introvert in networking. It would always include lots of talking, meeting as many people as I could and collecting all business cards possible. That hurt just writing about it. Now this methodology might work for many people but not so much for the more introverted or even shy and reluctant marketer. I got grounded to my introvert nature and I got better results. I did more listening than talking, I met 3 to 5 people in an hour or so, and I only collected business cards from people who I knew would be worthwhile to connect with.

Don’t play hide and seek. So you showed up in some kind of networking venue! You went to a local Chamber of Commerce event. You asked someone on LinkedIn to connect with you. Big deal. My guess is now you are going to hide. Connections are people, not another number in your followers, friends or contacts. After you connect with someone it’s up to you to take the relationship further. That’s called follow-up. If you hide, then your contact has to seek you, and that is the least efficient thing to do for your networking to get results. They wonder what you really wanted. You are reluctant to take things to the next step and that weighs down your energy. Remember the tweak, be more interested than interesting? If you took the time to ask questions and listen you fill a treasure chest of points to connect further with your new connection about.

What part of networking are you ineffective in because of inefficiency? Here you have three tips for the preparation – know what you want to ask for, the act of networking – how to converse and be really interesting, and what to do with information you learn – be in the top 20% of people who follow-up.

If you want the best resource to ensure that you successfully sidestep your networking anxieties, overcome your fear of rejection and demolish your devastating doubts, go to http://www.introvertsellingtips.com access Patricia Weber’s 9 Free Audios! “Networking Secrets for Sales Reluctance: How I Overcame Unsuccessful Networking as an Introvert!”

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Are You Doing Those 3 Deadly Networking Mistakes?

This special online event is brought to you by Biba Pedron, from Your Business in Style

Today, I introduce you to Biba Pedron

Are You Doing Those 3 Deadly Networking Mistakes?

Are you like most people who hate networking? You are not alone.

There is a misconception that prevents most solo-entrepreneurs from networking success. Just going to events and exchanging business cards won’t improve your list and generate positive income. When you get home, the business cards get filed for a ‘rainy date’ and most likely that date doesn’t come. Months later when you dig out the old shoe box, you feel it’s been too long to establish contact. You don’t have a follow-up system, and it’s killing your business.

When I work with clients and ask if they have a follow-up system, most of the time the answer is ‘I don’t know the right waiting period to contact the people I met. I don’t know what to say. Or, I don’t really know the best way to promote my business.’

Networking is much more than just shaking hands and exchanging business cards. Before you attend an event you need to be prepared, but your job doesn’t stop at the end of the evening. The event is just the first step of the networking process.

Avoid the 3 Most Common Networking Mistakes:

1. You don’t know your target market.
When you attend a networking group without picking the right target market, you will not get quality contacts. Select a networking group because it is related to your market. Don’t select one just because you saw an advertisement for a random event, because you will be setting yourself up for disappointment. Don’t waste your time and money schmoozing with people who have no need for your products and services. Fish where the fish are.

2. You don’t’ have a spiel.
You may stammer or have to rethink your answer to the first question asked after your name: “What do you do?” You are the expert on your business. You must explain your business consistently and be able to define your services or goods in one or two sentences. Don’t use industry jargon, management speak or clichés. Instead, explain the benefit of your products and services and why you are the right person to fix their problems. People don’t really care about everything you do; they care about what you can do for them. Prepare and memorize a consistent and effective elevator pitch.

3. You don’t have a successful follow-up plan.
When you attend networking events you will come home with piles of business cards. What you do with those cards is the most important part of networking. With too many business owners, the cards end up in a shoe box or sitting around for months. If you don’t have a follow-up system you will become overwhelmed with the amount of business cards piling up. Essentially, at that point, the cards and the contacts you spent money and countless hours making become useless.

You need a successful follow-up system.
People won’t buy from you after a 3 to 5 minute conversation at a networking event, so you will need to contact people a certain numbers of times before you’ll see results. Statistics show that we need to hear or see the same message at least 7 times for it to sink in. Big brands and big companies keep making commercials even though the whole world knows their product; it’s because they never want you to forget!

How you will follow-up with your contacts?
You need to work out a plan before your next event. Will you first send an email, a post card, a brochure, a greeting card, or do you call? How often will you connect with people? Once a week, once a month, quarterly? If you have a system in place you won’t have to wonder what the next step each time you will meet a new contact, you won’t have to waste the time winging it. Your marketing plan will become more efficient, leaving you with more time. And you could all use more time.

-Knowing your target market allow you to choose better networking events and weed out contacts that you won’t be able to turn into clients.
-Having an polished elevator pitch will help you attract more clients and more referrals.
-Generating an effective follow-up system will allow you to turn more contacts into clients.

Do you want to learn how to avoid those 3 common networking mistakes and turn all your contacts into paying clients ? Visit www.TheConnectionQueen.com,
and download 3 free gifts including a 60mn audio, 6 videos and an ebook on networking and marketing strategies.

Biba Pédron, also known as “The Connection Queen”, is a business coach and personal stylist who helps solo women entrepreneurs to attract more clients with proven marketing strategies, like networking and social media. She also helps them awaken their personal look, dress to impress, achieve greater self-confidence, and stand out from the crowd thus skyrocketing their income by creating their signature business style.

Best Regards,

Biba Pedron

To Get More Clients, Make More Money,
& Get a Lot of More Time for Yourself,
Download my 3 Gifts @
www.TheConnectionQueen.com

To Attract More Clients Through Style
Download my free ebook
“Top 10 Must-Haves to
Successful Business Style”
http://yourbusinessinstyle.com/

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Effective Networking: Why finding a networking group is worth your time

This special online event is brought to you by Biba Pedron from Your Business in Style

Today, I introduce you to Bonnie Gortler

Effective Networking:  Why finding a networking group is worth your time

Are you finding this year a challenging one for your business? You’re not alone. Right now, it’s difficult for just about everyone but with a well thought out plan, a mega dose of desire, and a positive approach, success is possible for YOU! There are many options available when it comes to promoting your business with some being more effective than others but have you ever considered participating within a networking group? We’re talking about one that is comprised mainly of local professional men and women with the sole purpose of exchanging business ideas and gaining contacts? If not, consider the advantages since it is a low cost and effective way to grow your business.

Let me tell you, I’ve had some great experiences while networking in this way. Generally, such groups are comprised of about 30 or so members, each from a different profession, sharing practical advice and lessons learned as they establish trust with one another. What a terrific opportunity for a first hand referral as you sharpen your own saw while establishing valuable long term trust-worthy connections. Just think about the last time you needed something repaired in your home and the only source you had was either Yellow Pages or the Internet? It’s easy to be left out in the cold when you consider those options but just imagine having your own ‘database’ within a network of trusted professionals who can steer you in the right direction. Think too, about those same professionals talking to their contacts about you! This is the power of networking within the ‘right’ group and why an effective networking group will prove to be a valuable resource that keeps on giving. There are some real clues to consider in your quest for finding the perfect networking group. Below you will find some tidbits to guide you along the way. If you already belong to one maybe you will see something that will help yours reach the next level or simply add your comments below to extend this list.

Etiquette practices that can be found within most networking groups:

• Breakfast is included in membership each week.
• You are expected to be ethical, professional and experienced in your line of work.
• Each business category is represented by one member and conflicts of interest are disallowed.
• Attendance is a must for meetings. As we know everyone is busy and situations occur but you should consider to a rule with a maximum number of meetings that can be missed.
• Members of the group give one qualified referral every week as if everybody works at giving referrals there will be more money for everyone.
• Sponsor one or more new members within your first year
• Each member once a quarter should visit someone’s place of business in the group while they are on the job to see what they actually do so you can better refer them.
• A group holiday party which is part of your membership fee, a great time to bond, relax, and furthers your relationship with members. When you are at the party be social, visit as many members as you can.
• Guests can be invited to have a free breakfast twice as they decide if they would like to join the group.
• If two professionals show up the same week it is necessary to have a speak off between the people, with an answer to the question, Why should he or she be chosen to represent the group?
• Have a board of three or four members more if the group is over 35, who decide if they are a viable candidate to join the group, mediate when there are disagreements which do happen, and they have the final say over all pertinent matters.
• Many groups have their members speak for about 3 minutes depending on time constraints.  You will notice some members will find this to be uncomfortable as they are not public speakers and will need you support. What happens is that members learn to become better public speakers by participating within this exercise. This is also done by sharing your 60 second elevator pitch or commercial which will tell others who you are and what do you do.

The above guidelines are meant to give you some insight as to what to expect. They are not written in stone but you will see that the best ones have these elements in one form or another. Remember, the goal is to build relationships, give quality referrals, and attending meetings on a regular basis so as to become an effective networker. You have to believe in yourself as you extend your hand to your fellow networker as you give a sincere thank you that creates a win win situation. By plugging in you will see your business flourish regardless of even the most challenging of economic climates. Never give up, stay the course and you will succeed!

Bonnie Gortler is a successful stock market guru who is passionate about helping people reach their dreams, persevere, and live life to the fullest. She has successfully lost 65 pounds through her shift of living a healthier lifestyle focused on personal growth, mindful eating & exercising. Bonnie invites you to visit her blog where she posts weekly on the topics of business and health & wellness. Feel free to download, Twitter Magic, her FREE informative straightforward guide packed with great tips that will allow you to make friends, build lifelong connections, and grow your business. Create an excellent week! ~Bonnie
Connect via Twitter & Facebook Subscribe to blog at BonnieGortler.com

E-mail at BonnieGortler@gmail.com

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It’s All About Connections

At the end of the day, it’s all about connecting people.

The more connections we have, in multiple formats, the further our message will reach.  I’m not a big advocate on numbers, as I believe in Quality over Quantity; however, you do need to be aware of how many places you are connecting.

As you discover new free directories to list your business, are you sharing that info with your network?

What type of information are you sharing?  Is it consistent, is it relevant and worth sharing?

Do you have a written networking plan with a strategy for connecting others?  Would you share your ideas with us?

Have you connected people on a regular basis?  Do you have any success stories to share with us?

How often are you connecting people to one another within your network?

Are you connecting and developing stronger relationships?  Why or why not?

I’d love to hear your comments on this subject.  Please post in the comment section below!

As always, I’m happy to chat with you about your networking needs – just contact me through email, Twitter, FaceBook, LinkedIn or an old-fashioned telephone call!  If you would like to know more about my face-to-face weekly group coaching sessions, please visit my website and become a fan on FaceBook .

To Your Networking Success!
Carol Deckert

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Top 11 Women Networking Mistakes

Top 11 Women Networking Mistakes.

by Dawn Billings, CEO & Founder of The Heart Link Women’s Network, with 150 women networking locations in US and Canada, and TROVA Business Network, business networking for ALL small business professionals.

May women ask me, “What are the biggest networking mistakes women make when trying to market their products and services through networking?” Here is my list of the top 11:

1. Not networking. The biggest mistake women make around networking is simply not networking. Business Networking is one of the most effective ways to expand your circle of influence and create community recognition. People cannot choose to do business with someone they don’t know.
2. Reach for the stars. Women usually feel more comfortable with their peers. We can sometimes be timid about stretching and getting to know the stars in our community. Shine bright and join the full galaxy of talent in your community. Become someone worth meeting.
3. Say “NO” to negative self-talk. Take actions and make choices that strengthen your belief in yourself. Quite the negative self-talk. That critical voice in your head is motivated by fear. Don’t listen. Bring your best to your business networking events and leave the negative self-talk at home.
4. Market as hard as you work. Don’t just work hard, Market hard as well. Most women I know are very hard workers, but it does you no good to have a great product of service and work your tail off if no one knows about you. You have to be willing to market as hard as you work. Hard work alone is not enough.
5. Network with integrity. Be who you say you are, and do what you say you’ll do. Do not over promise and under deliver. Over-booking yourself can damage your reputation and your relationships when you don’t follow through.
6. Networking is professional. Don’t take it personal. Just because someone doesn’t choose to do business with you immediately, be graceful. Don’t take things personally. Networking is about being a professional. Just keep your head up, and keep at it. It works, if you are willing to keep working it.
7. Be consistent. Networking is not about immediate gratification. Marketing is about consistent touches. It is about you keeping your name in front of people who can refer you and use your services themselves. Attend your business networking events consistently. Let people know they can depend on you.
8. Be interesting. People love interesting people. Read, learn, grow. The more interesting you groom yourself to be, the more interested others will be in knowing and referring you.
9. Remember you are your best advertisement. How you look and how you present yourself are very important. People make snap decisions about who you are. Look your best, but not only that, get a coach to help you when you present your products of services. Use your words well. You often only have a minute of two to communicate who you are.
10. Emulate greatness. Find someone you admire and emulate his or her greatness. Examine what makes them great and copy trait. Great people often surround us. Learn from them how to become great.
11. They don’t listen. One of the biggest mistakes women make when they network their business is that they are desperate to tell people about what they do and the products and services they love. My recommendation is to listen first. Being a great listener makes you stand out. Once people feel like you have listened to them, they are more interested in hearing about you.

What are your thoughts?  Do you have any tips to add to this list?  If so, please add your comment(s) below!

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Mari-Lyn Harris Interview with Carol Deckert about Building Professional Relationships

Interview with Mari-Lyn Harris about Networking 6-11

It’s all about relationships!  Without forming a relationship, repeat business is almost impossible

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Social Circles Help Develop Relationships

Social Circles

Mari-Lyn Harris’ main business is offering Marketing & Social Media Services to entrepreneurs and socially-conscious businesses. Since she wanted to differentiate her business, she thought back to all the things she has done to help people transform their businesses and came up with..creating ‘Social Circles’.  I was excited and honored when Mari-Lyn asked me to partner with her on this project.  Please continue reading for more details!  I’m looking forward to having you participate with us as we explore and develop Social Circles!  As always, your feedback is appreciated!

Social Circles are referral groups with a vital difference: training and practice in Internet-based marketing tools. Training is one of the most requested services for any association. Why? Because busy association members often don’t have the time to search out good training.

Social Media today is more of a self-taught thing: if you want to know something about a tool you study it and try it out right? Then you move onto another one. Most of us, are learning how to use the various tools and resources that are available to us and feel sometimes they are a BIG waste of time.

What makes joining a Social Circle worth your time and money is that you don’t have to create your own. You’ll get the training in how to get referrals and other business by learning how to use various Social Media tools that will make a difference for you. Do you remember when I said, 90% of businesses use referrals or get sales through their relationships? That’s what Social Circles will provide you. Referrals.

You will also get the training on which Social Media tools that you can start using today to get referrals. Whether you are a local business or an online business you need to be reaching the global marketplace. How will anyone know you are in business if you aren’t using the #1 advantage in your business?

Social Media & Referrals. This is the key for any business, whether you are a Sales Rep, a Solo-Entrepreneur or a Small Business Owner or a local business.

The Social Circle is about getting referrals for your business by using Social Media Networking. These are the benefits and what you will be learning is how to:
• Set up your HUB to grow an dynamic presence online
• How to create your profile and why it is important to have one
• How to get referrals by developing trusted relationships
• You’ll save time in this group rather than learning how to do it all on your own.
• You’ll learn how to use FaceBook, LinkedIn, Twitter and Blogging to use for your marketing mix
• Learn how to do Video testimonials
• You’ll get a profile page with a link to your HUB.
• Ongoing support and help in using Social Media & Referrals

Not everyone who is invited will want to be a part of a Social Circle. Who is a fit for the Social Circle?
• If you want to grow your business locally and internationally.
• You want to grow your business through warm referrals rather than cold calling or advertising
• You want to be the only business service/product in your category
• You are committed to learning and to practicing what you learn

Carol Deckert & Mari-Lyn Harris are your facilitators

About Mari-Lyn:

Passionate about making a difference. M.A.D., inspiring people to do the same by Paying it Forward.

Social Media Marketing is the #1 advantage to reach your audience in such a awesome way to grow your business and reputation. Social Media Marketing is like a cocktail party it’s all conversational which leads to referrals and Word of Mouth marketing.

As an ENFP – Extravert, Intuitive, Feeling and Perceiving

• I love people and helping them..great at connecting you to the right person or audience for you to serve.
• Great at Strategic planning; Marketing; Social Media Marketing and Networking

About Carol:

All about Connections! As a Networking/Netweaving Coach, Carol loves to connect others to help improve their personal and/or their business life!  Netweaving is ALL ABOUT PAYING IT FORWARD – Help someone get what they need and/or want with no expectation of immediate payback and you will receive tenfold over when you least expect it!

Netweaving is all about being a Connector – making connections. Whether for yourself or for others, when you have a connection, be sure to maintain it – are you keeping in touch? How often do you contact these people and what do you do to create value for your network? Connections are the stepping stones to relationships.

Online/offline networking/netweaving, Connections, Introductions, Business2Business Referrals, Networking Group Resources, Workshops, individual/group coaching/training

We invite you to join for the Online Social Circle ( a LinkedIn Group)

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Are you a Successful Networker?

Successful networkers inform proactively.

• Let your network know what you are doing professionally and what your core strengths are.
• Share your professional development with others, such as, the experiences you have recently accumulated and what you are currently learning.
• Share your notes or insights from a recent conference or seminar.
• Let your network know if you are considering, starting, or finishing grad-school or obtaining a professional certification.
• Keep them in the loop if taking up a new hobby or learning a new skill, such as cooking, dancing, or learning a new language.
• Let your network know your contact info and when it’s best to get in touch with you.
• Be clear when communicating who you are and who you are not.
• What can you do for them?
• What you can do to help them increase  their business?
• How you could assist them in reaching their organization’s goals.
• Are you actively participating in a community activity?  Does your network know about it and what help you may need?

Read the above list carefully and take note, that the very LAST bullet point is asking for what you need. Successful networkers know that in order to be successful, they must help others first!

Carol Deckert is a Networking Expert/Coach and enjoys working with entrepreneurs, small business owners, coaches, professional service providers and individuals.  Her passion is connecting people and helping to develop professional relationships.  If you are interested in her coaching services, please contact her at caroldeckert@comcast.net or visit her website at http://www.runlancaster.com.  Follow her on Twitter, FaceBook and LinkedIn and become a fan on Facebook.

Carol also offers a weekly face-to-face networking/relationship-building and small business education group in the Lancaster, PA area.  If you would like more information, feel free to visit her website (currently being updated) or call her at (717) 278-9335.   To Your Networking Success!

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Are you getting enough “new” business?

Finding/keeping new business is one of  the daily struggles of an entrepreneur.  I don’t know about you, but I depend on learning from the “master” and try to implement some of  their suggestions.  My mind was obviously open today and searching for this information that I am going to share with you.  I hope you enjoy reading this and would love to hear your comments posted below!

Today, while I was reviewing Art Sobczak’s smart calling tips, a few of his tips really resonated with me.  Perhaps it’s necessary to incorporate these into any pre-sales discussions, before initial appointments are set and during the initial appointment.  Another thing I picked up is that you should not “jump” at everything you hear. For example, telling someone what you do and they immediately say, I need you or your services.  Take the time to review with them, exactly what do they think you do and qualify to make sure you can provide what they need.  If you can’t, offer to introduce them to someone in your circle of influence who might be able to do that.

Before sending out information, ask, “Let’s assume that you like what you see when you get it. What happens next?”

• Resist the tendency to jump into a presentation after uncovering just a sliver of a need. Continue questioning to further develop and embellish the need or problem.
• Probing technique after hearing just a vague comment: “Which means . . . what, exactly?”
• Question “fuzzy phrases” for clarification. If they say, “We’ll give it some consideration, let’s stay in touch,” ask what specifically they will consider, when you should speak again, and why that’s a better time.
• With indecisive prospects you obviously have shown you can help, ask, “Pat, you’re waiting for . . . what . . . . before we can work together
• Question to learn the decision-making process: “What is the normal procedure at your company for making a decision like this?”
• Whenever sending out a proposal, or when you’re competing against other vendors for the business, ask, “What are the top three considerations you’ll use to make your final decision?”
• Customers buy based on value. But not what you think is value. It’s what their perception of the value is. Ensure you know what they’re looking for, then deliver it
• The word “Oh?” can be one of your most powerful questions.
• One word of caution: I’ve seen reps who were everyone’s best buddy, but rarely sold anything. Likeable, yes. But also very easy to get rid of by customers, and reluctant to directly ask for business, fearful of being too “pushy.” Build relationships, sure … in the context of business.
• You don’t need to call every week, indeed you shouldn’t, if you don’t have a valid reason for doing so. However, in between your calls, stay in touch in other ways. I’ve received postcards from sales reps’ personal vacations. Well-read reps clip industry-specific articles from any and every appropriate source and photocopy and send them to customers with a note attached. Oh sure, you can email them, but actually sending real mail is like the difference between getting a handwritten thank-you card, and an email thank you.

An article on his website looked like great info to use during the summer slump (as well as year-round).  Check out https://bbp.infusionsoft.com/he/21740692/36507235d86bfdd9e41cf3791b99a9c1

Carol Deckert is a Networking Expert/Coach and enjoys working with entrepreneurs, small business owners, coaches, professional service providers and individuals.  Her passion is connecting people and helping to develop professional relationships.  If you are interested in her coaching services, please contact her at caroldeckert@comcast.net or visit her website at http://www.runlancaster.com.  Follow her on Twitter, FaceBook and LinkedIn and become a fan on Facebook.

Carol also offers a weekly face-to-face networking/relationship-building and small business education group in the Lancaster, PA area.  If you would like more information, feel free to visit her website (currently being updated) or call her at (717) 278-9335.   To Your Networking Success!

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