I had a client recently that asked me for help because she had put out a proposal to a client and they seemed really enthusiastic at the beginning but then nothing. They didn’t return her calls, they didn’t ring her back, they didn’t answer her emails, So what should she do? [Read more…]
For example, you’ve sent someone an offer or a proposal, put all your best work into it, made it as affordable as possible, maybe included a payment plan and it’s gone off to the client.
And then …. Nothing. You don’t hear from them, not even an acknowledgement of receipt.
So what do you do? [Read more…]
Today is my 21st wedding anniversary!
I was thinking about why we are still happy together and what makes it work. And it is the little things that he consistently does for me – my cup of mint tea first thing in the morning, doing the supermarket shopping at the weekend, guessing correctly what I want to order when we go out to eat, and the important things too like always organising a surprise day out for my birthday and being a fantastic dad to our daughter… I really can’t complain, can I?
To share this celebration with you I’ve been thinking about ways to show you care for others, particularly your clients. A lot of focus in sales and marketing is on getting new clients, finding new people to build relationships with. But often the most satisfying, the most profitable are the long term clients, those that stay with you for a long time, or sign up to every new programme that you run or read and respond to every email that you send. [Read more…]
“Why” is a fundamental question we naturally seek answers from from a very early age. Who else has been trapped in that seemingly never ending series of questions from children when every question starts with “why”?
Your answers would always begin with “Because…” and invariably end the series with “Because I say so” or “ Just because” to try and stem the flow of increasingly tricky questions.
Our natural search for reasons and explanations can be used in sales and persuasion so this week’s magic word is “because”. [Read more…]
Imagine you are having your perfect summer – lovely weather, time with family and friends having fun AND no worrying about bills as your business is running well, clients are re-booking and you are bringing in new sales even while you are on the beach.
Nice, right? In your fantasy, you didn’t imagine the time and effort to put in systems and plans to make that work, did you? You didn’t come up with technical issues or critical thoughts. Not initially, at least.
When I asked you to “imagine” an outcome, your brain unconsciously skips over worry and critical analysis, instead focusing on the fantastic feeling of the reality in your mind. For a moment, fantasy becomes reality, and doubt disappears. Imagine that. [Read more…]
It takes a lot of effort to win a new client or launch a new product. With the same effort you could be setting up a system to bring you in new clients on a regular basis. Here are 3 simple but effective systems you could put in place in your business to have new clients queuing up.
Focus on the marketing you are really good at
If you want new clients, then you need to be out there, be out there and visible, and doing what it is that you love doing. As business owners, we can get really bogged down with EVERYTHING that we need to be doing. We need to be live on Facebook, we need to be out networking, we need to be on Twitter and LinkedIn and Facebook and Pinterest, and everything else.
Focus on what you’re really good at and master that before starting on another marketing platform. [Read more…]
You know how some articles, adverts, and emails draw you in and keep you reading? They seem to talk to you and you alone.
My first job in marketing was standing in as Marketing Manager when 2 out of a department of 3 people went on maternity leave in the sales office I worked in in Milan, Italy. I was given just one piece of advice by my manager …
You may have heard people say that salespeople will say anything, promise anything, to get the sale. Actually good sales people are very mindful of their language as it is the most important tool of their trade.
So they will choose language that helps them connect meaningfully with their custoemrs and prospects. Every Monday I’ll be sharing some “magic words” that help you connect with your clients.
Today let me share with you two of the most powerful magic words that you can use to get the results you’re looking for, ie. Engaging with people and creating a reciprocal feel good emotion.
A lot of the clients that I work with have personality profiles that are really sociable, and creative, and love variety and doing new things. So the thought of doing something consistently, something over, and over, and over again is exactly the reason why they left their job in the first place and went to start up their own company.
But in sales, consistency can actually be fun and rewarding because doing things over and over again doesn’t necessarily have to be dull and boring, particularly when that thing that you’re doing brings in consistent sales. Imagine, consistent emails on a regular basis bringing you in news that you’re going to be working with new people, that you’ve got people who value you on a regular basis that are willing to pay you on a regular basis, you’ve got money going into your bank in a consistent way. So consistency when you look at it from that point-of-view is actually really fun and rewarding. Do you agree?
How can you be more consistent in sales?
So when it comes to selling, don’t blindly follow trends and fads that
(a) don’t suit your personality so become hard work, they may have worked for someone else but they may well have a different personality and skill set so think first what you enjoy doing, what comes easily to you – speaking, writing, designing, performing, checklist making?
(b) don’t suit your clients and what they need from you so they don’t engage with you. If you spend all your efforts, time and money on Facebook but your ideal client is actually paying more attention to Linkedin, for example [Read more…]