Sales advice, recommendations and interesting, useful and fun news from the world of selling!
Thursday, April 15, 2010
Successful Habits of Professionals - Part 2
Yesterday we featured excellent tips from business and networking expert Andrea Nierenberg on how you can build professional habits that will keep your business going strong. The best part? They're so manageable, you can start implementing them today, so you start seeing the results in your business right away!
1. Be "Fed Ex" fast and "Disney" friendly - this is such a great visual and we all know exactly what it means. We live in a fast paced, nano second world. Deliver your message quickly and to the point. You may only get 90 seconds with a prospect - make sure to use that time well.
Your first 20 words help the other person decide whether or not they want to take the rapport further. Always ask permission first - it may not be a good time to talk - and go back when the time is right and always with a sincere smile.
2. Follow up and Accountability are keys to success - Always be sure to stay in touch which also communicates your intent, support and credibility.
3. Passion, Enthusiasm and Excitement Sells. As Ray Kroc who started McDonald's would say - 'I hire people who have ketchup in their veins' - What do you have in your own DNA that conveys the passion and commitment of your brand, product and service?
4. Action - not only re-action. Usually when we are in reaction mode - it is too late. Allow space in your day and your mind to visualize the future so you are prepared for the daily changes that will happen in your business. Continually listen, read, and build strong networks in all areas of your life.
5. Listen with 24/7 awareness. Your clients, advocates, friends and anyone else - will tell you what they need and ways to improve and adjust. We just need to be sure that our ears are open to what they are telling us.
6. Under promise and over deliver. You will surprise your clients and they know that you are credible and will go the extra mile. I once heard - always go the extra mile and take the high road - always less traffic there.
7. Be an innovator. Live in an environment of creativity and innovation. Encourage new ideas, systems and tools. Never be content with the 'now' - tomorrow it will be outdated. Look to continually think outside of the box or comfort zone.
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.NierenbergGroup.com.
Business expert Andrea Nierenberg recently compiled a great list of habits of professionals - habits that can only give you more success! We'll share them today and tomorrow, let us know if you put one or two into your daily routine.
1. Write a daily list of must do's. Have only one master list that will help you map out your day. You will see where you need to invest your time to maximize your efforts and objectives. Invest first in what you can least afford to lose!
2. Practice total preparation. I always say that one hour of preparation will save you three hours in execution. Always expect the unexpected and be flexible. Project realistically - it always takes longer to complete a task then we often think it will - allow yourself enough reserve time.
3. Picture yourself as a solution source and give extra value. Be the person that others look to as the 'go to' person. Going the extra mile and getting the job done no matter what (reaching out to alliances and people in your network - only makes you more valuable.
4. Live the goals that you create for yourself. Our subconscious mind does not know the difference between the present and the future and will work quicker to manifest these goals if 'it is already happening.' Obstacles will come up - they are just bumps in the road to realizing your goal. They are meant to either strengthen your own commitment or perhaps you need to revisit and take another path.
5. Stay in your 'Strength' zone. Invest in yourself and what you do well and how to get better and delegate the other areas. For me - I know that in order for me to stay focused on what I do best and continually improve 'my game' I delegate the other administrative and operational tasks that I can give to the trusted advisors that work with me.
6. Build and continually build strong relationships. We are always 'selling' ourselves and maintaining our integrity and character. When someone buys that and we develop a strong and powerful trust, it is much easier to talk about the products and services we sell.
7. Invest in your brand. Factor in skill building enhancement. Competition is alive, well and will always be part of the scenario. Keep learning, expanding, reinventing yourself and stretch in unexpected ways and you will find yourself approaching even the most familiar with new and fresh eyes.
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.NierenbergGroup.com.
I love reading networking expert Andrea Nierenberg's newsletter. She shares positive ideas that you can implement right away. Today she discusses the importance of staying in touch - something I'm sure we all could do better on!
Saying 'thank you' to your clients, advocates, friends, family - in essence - your entire network, is always in style.
One of our New Year's resolutions needs to be - 'am I staying on people's radar screen enough?' - with a simple thank you, showing appreciation or staying in touch.
It is human nature that when we reach out to someone in a sincere and appreciative way - it fosters stronger and better relationships. In business that can possibly lead to more referrals and opportunities.
I have always been a huge advocate of sending personalized, heartfelt notes and keeping up the 'high touch' in a high tech world. Always having special interest types of cards and notes is the added bonus in that your recipient knows you really took the time to think of them specifically.
Competition is alive and well and whatever you do to sincerely stand out from everyone else can be helpful in earning or keeping the business or getting that opportunity you want.
Here are some reminders:
--The Time is now - as part of your retention strategy, send a personal note with in 48 hours of receiving an order, assignment, or 'next step.' --Show your Personal brand - send a card either with your logo or better yet something that also represents your client's brand. --Put Thought into It - Write a short note expressing your thanks and be specific. An unexpected note that arrives in the mail always stands out. --Relationship Marketing - Often it takes up to twelve 'touches' before you make the sale or get the opportunity. Stay top of mind with frequent and sincere communication that brings a smile to their face.
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.nierenberggroup.com
"Do you remember the things you were worrying about a year ago? How did they work out? Didn't you waste a lot of fruitless energy on account of most of them? Didn't most of them turn out all right after all?" -- Dale Carnegie
I know what you're thinking, so let me say this now - no, I did not forget what day it is and do another quote of the week! This quote is actually a lead-in to a great reminder from networking guru Andrea Nierenberg. Here's what she has to say:
Emotional Time Wasters. We all fall guilty to at least one of them some of the time and maybe several. Recently I tweeted about this and asked people what they were doing to manage their time and therefore alleviating their stress. It is an interesting thought to ponder.
Here are the Big Five:
Indecision - too often we waste time by standing in motion. Take action on something that has been nagging at you. You will feel better and create a next step.
Guilt-can be paralyzing. We allow something to play over and over in our heads and often the 'act' has been committed. Whether we are upset because we said something we now regret or something else - instead of stewing - start doing. Write a note of apology, pick up the phone or any other way you can confront the situation. Worry - I read once that 75% of what we worry about won't happen and 15% is inevitable. If you must worry, spend 10 minutes a day worrying and then let it go. Perfectionism - Sometimes we spend so much time trying to make something 'perfect' that by the time we send out our proposal, our competitor has already won the business. Be thorough, strategic and do your homework then make it happen. It will never by totally perfect. I'm not talking about typos. That is inexcusable.
Procrastination - my definition for this is 'getting ready to get ready.' We can always find an excuse not to do something. Right now, think of one item that you are procrastinating on and do it before the end of the day. Just start - remember the journey of a thousand miles starts with a single step.
We all know these five emotional time wasters by heart and there is really no way to totally rid ourselves of them. Do your best to get rid of them, and you'll have more time for money-making activities - and more enjoyment in your life!
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.nierenberggroup.com
"After all is said and done, much more is said than done, is a quote I often use," says networking expert Andrea Nierenberg.
"Today more than ever, the power of follow up, follow through and staying on your client's radar screen will clearly keep you 'top of mind' and someone they may call on first when the need arises or when you create that need," says Nierenberg.
Here are a few suggestions that I've incorporated into my 'daily sales tool kits':
* Create Google Alerts for all of your clients, contacts and prospects. It is a terrific tool for staying in touch and to say hello with an idea.
*Buy a digital pen! They are a great conversation piece and a time saver. There are many on line and the software syncs to your computer so that you do not have to rewrite your notes and they automatically go into your contact management file.
As a conversation piece--people always ask me "why is that pen lit up?" ... then I can say how it works and everyone notices it. I carry it all the time so that it serves both as a time management tool, it ensures my follow up because my notes are right in front of me and it is a great icebreaker to start a conversation!
*Make a point to find out your client's and contacts' preferred method of communication. While email is our total business communication tool, when I ask this question, many people still say, "phone" - so make a point to call them first besides sending an email. I now find that some of my contacts also prefer text messaging - so make sure you get your fingers moving and stay current.
I write down in my database - every client and contact's preferred method of communication and use my Power of Three everyday - I send 3 additional emails, 3 additional phone messages and 3 additional text messages - JUST to stay in touch and be on their radar screen with an article, note or a thank you.
*Pull out a pen and paper. The art of the handwritten, personal note is something of an antique today and that is why it gets noticed. The post office tells us that only 4% of our mail is personal. Take the time to write a note to say hello, thank you for the business, thank you for the recommendation and even if you are rejected - thank you for your time and consideration.
"These suggestions are all 'going back to basics' - simple and easy to implement into your daily schedule," says Nierenberg. Try them out today!
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.nierenberggroup.com
On a recent trip to Turkey, networking expert Andrea Nierenberg learned a few new lessons on selling and relationship building. Here's her story:
In the grand bazaar, there are over 4,000 shop vendors all working hard to make a day's pay by selling their merchandise. As I walked through the aisles, the 'salespeople' would walk right up to you with a big smile and say, "Let me help you spend your money".
They were both direct and friendly and they also did not take 'no' for an answer too easily. They just kept gently showing you their wares and why you 'needed' it.
I was reminded on my flight home that it is all about going back to basics as we renew and refresh our current business relationships and make new ones. Now is also a perfect time to remember that it is our 'client' and 'advocate' that help us in our everyday life and work. Whether they are external or internal as your colleagues and co-workers, take the time to reach out and show appreciation.
As Aristotle said, "we are what we repeatedly do, excellence then is not an act - instead a habit."
So as my friends in Turkey reminded me about 'client' service:
C-Communicate with confidence and find ways to connect and collaborate
L-Listen and continually develop and earn loyalty
I-Take the initiative to grow and build relationships with interest and integrity
E-Engage the other to learn, have empathy and do it all with enthusiasm
N- Nurture your relationships and it is much easier on the soul to be nice!
T-Trust happens over time and you can never say 'thank you' too many times - make sure it is always done with sincerity.
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.selfmarketing.com
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Name: Editor: Kelly McLean
Location: Carlsbad, CA, United States
SalesDog.com, the internet's number one sales success destination for more than seven years, works with America's leading sales experts to bring practical selling tips and strategies to salespeople, sales managers, business owners and entrepreneurs. Over 30,000 sales professionals rely on its free weekly newsletter to keep them abreast of cutting-edge developments impacting their profession.
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