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…]
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.
It is standard business practice to ask for feedback on service or products and we’ll look at practical ways of doing this in the next blog. But what if you find that icky, or uncomfortable or feel like you are just fishing for compliments?
Well let’s think about what we are asking them to do. If they have benefited from working with you and are feeling grateful and appreciative, then they will probably be happy to be given a structure and a platform for sharing that.
If you don’t feel they have benefited from working with you, or it hasn’t gone as well as you’d hoped it is still worth asking as you will learn from their answer (a) what went wrong so you can do differently next time – no such thing as failure, only learning (b) you might be pleasantly surprised that it was not as bad as you thought.
So ask with an open mind and an open heart to hear what it is they have to say about working with you. Here are some ways you might find easier than what you’ve tried before. [Read more…]
Why using the phone is so scary.
It’s easy for me to say to my clients ”pick up the phone and ring 5 contacts”. I don’t suffer from telephonobia which is actually something that about 2.5 million people in the UK alone suffer from. I had no idea! It is similar to glossophobia which comes from a fear of having to engage an audience, and the associated fear of being criticised, judged or made a fool of. (like public speaking)
But I think that more than that, fear of making phone calls is associated with the fear of being thought a nuisance, interrupting people’s lives. At least when you are giving a presentation the audience have turned up of their own accord.
There is also the lack of body language resulting in people fearing they will lose control of the conversation and misunderstandings will occur. Sufferers typically report fear that they might fail to respond appropriately in the conversation,or find themselves with nothing to say, leading to embarrassing silence, stammering, or stuttering. [Read more…]
In my Facebook Group, “Nicci’s Trusted Sales Club” the first monthly challenge is to contact 5 people to see how they are doing.
Why have I set that as the first monthly challenge?
- It’s achievable – just one phone call a day (most people can manage that) although I do recommend batching all your calls together on one day so you can get in the right energy and frame of mind for it. It can be exhausting getting into full-on-communication mode in between doing your accounts or writing a blog
- It focuses your attention on serving others, helping others and sales happen when you focus on service.
- It builds sales confidence to do this. Not enough of us use the phone to really connect and it can be very welcome when working at home alone all day. There is no pressure to sell, you are genuinely interested in how they are doing. If during the conversation it turns out they have a problem you can solve with one of your products and services, that may be just what they need. But the purpose of the call is to be of service.
- It keeps you in the forefront of potential clients’ minds. If they do have a problem you can solve, they are going to feel comfortable and confident that you will do what you say and contact you rather than someone else.
- Phone calls can create real connection in a time efficient way (as opposed for arranging to meet for coffee) and so much more memorable and meaningful than a text or email or social media post.
- It is a forgotten art. When I visit professional sales teams in companies I’m shocked at how QUIET it is. Just the sound of tapping keyboards. When I was a sales director we had our sales teams on the phones all the time, all over the world. It made for a lively, dynamic atmosphere and we got appointments set up for visits, agreements made, misunderstandings resolved a lot quicker than through a chain of emails.