Mile Marker #20 on your Roadmap to Success

Posted on May 17, 2012 by admin

Competition!

We may not like it, but competition is a way of life for most business owners and sales professionals.

According to an NFIB poll, small-business owners believe that they operate in highly competitive climates and that these climates are becoming increasingly competitive. This competition is against a mix of large and small firms.

When asked how they compete, the owners gave the following. These first two ways of competing dominate the small-business owners’ strategies.

As you read these, ask yourself the following:

How do we compete?
How would our closest competitor say they compete?
How can we improve our strategies?

Highest possible quality
Better service
Minimal overhead
Maximum use of technology
Targeting missed or poorly served customers
More choices and selection
Unique marketing
Lower prices
Expansion or growth
Superior location
New or previously unavailable good and services
Alliances or cooperation with another firm or firms
Franchising

Laser Questions

What sets you apart from your competition?
Who is your closest competitor? What do they do better than you? When they win, what is the reason?
Other than price and customer service, what are the ways you are better?
Each of you choose a competitor and do some “spying”. Visit the website. Call and ask for a brochure. Listen to the way the phone is answered. What else can you do? Can you get a proposal?
What are the things you are going to look for when you are spying?

Action Plan

What are the things you are going to do to set yourself apart from your competitor?

Mile Marker #19 on Your Roadmap to Success

Posted on May 10, 2012 by admin

Nine E-mail Do’s and Don’ts

Communicating by e-mail is easy, inexpensive, and effective. A friend of mine, Jane Jones, and I were talking about how the phone wasn’t ringing like it used to and realized that more and more telephone calls are being replaced with e-mails. As with everything, there are pros and cons to all these e-mails. Here are nine ways to make the process easier and less time-consuming.

Don’t use your inbox as a catch-all folder. Read, act, delete, or move the e-mail to an appropriate project-specific folder.
Assist colleagues’ inbox-filtering efforts by agreeing on acronyms to use in the subject lines that will indicate the type of e-mail you are sending. For instance, <FYI> means “for your information” allowing the recipient to know that no action is required. You might use <ACT> for one that does require actions.
Use “reply to all” sparingly. Send group mail only when it is useful.
Ask to be removed from distribution lists that you don’t need to be on.
Use the “Out of Office”feature so someone waiting on a response has an idea when to expect to hear from you.
If possible, send a message that is only in the subject line. Use <EOM> to indicate “end of message”. This will save time.
Use graphics and attachments sparingly. These can be fun, but they can be really slow.
If you’re sending an attachment larger than five megabytes to a large group of recipients, consider putting it on the company’s website.
Be specific. If you are sending a large attachment, let the recipient know that the important information is on page 15, for instance.

Laser Questions

How much time are you spending on e-mails every day? What are you doing during this time?
What are some ways to make e-mails more productive?
What are some of the things that need to be eliminated?
Suggestion: Turn off the sound that notifies you when you have a new e-mail. This interrupts what you are doing. You can’t help but want to see who sent you what. Use a scheduled time to return e-mails. Ignore them until that time. (Will this work for you? Why or why not?)

Action Plan

What are you going to do to make e-mails work better for you?

Mile Marker #18 on your Roadmap to Success

Posted on May 3, 2012 by admin

Seven Ways to Say No!

Just “NO” – “Thanks, but I’ll have to pass on that”. Then say nothing more.
The Gracious “NO” – “I really appreciate you asking me, but my time is already committed.”
The I’m Sorry “NO” – “I wish I could, but it’s just not convenient.”
The “It’s Someone Else’s Decision” NO – “I promised my coach– or the board, or your partner, etc. — I wouldn’t take on any more projects without discussing them with her first.”
The “My Family is the Reason” NO – “Thank you very much for the invitation. That’s the day of my son’s soccer game, and I never miss those.” Other great reasons: birthdays, anniversaries, high school graduations… just make sure it is the TRUTH!
The “I Know Someone Else” NO – ”I just don’t have the time to help you, but let me recommend someone else I know.”
The “I’m Already Booked” NO - “I appreciate you thinking of me, but I’m afraid I’m already booked that day.” Use this one even if this is the time you booked for yourself. Remember that you will have nothing to offer unless you take the time to replenish your spirit.

Find a way that you are comfortable with to say “No!” — even when you want to say yes but know that you already have too much to do.

Laser Questions

Do you have too much to do?
Are you involved in some things that take up a lot of time but you get very little in return?
What are some things you want to hang on to and why?
Do you find it hard or easy to say “no” when asked to do something extra, either at work or in the community? Why do you think this is?
How important is it to you to reach the goals you have set for you and your family?
What is robbing you of reaching that goal?
What are the things you need to say “no” to doing?

Action Plan

What are the things that you are going to do in order to have the time to reach your goals?

Mile Marker #17 on your Roadmap to Success

Posted on April 26, 2012 by admin

Four Fantasies of Getting Things Done—And the Four Realities

Fantasy #1: No One Ever Has Enough Time.

Reality: We all have as much time as there is.

Many times we are trying to do too much. We set unrealistic goals for our time. Our “To Do List” will have 20 items on it when in reality we can only do five. Yet we are unhappy and frustrated at the end of the day because we “didn’t get enough done.” Solution: Set realistic expectations for your day.

Fantasy #2: There are many ways to save time.

Reality: You can’t save time–you can only spend it.

However, you can spend it more efficiently. Three ways to do this is first to know where things are, second to group your tasks (one hour for phone calls, half an hour for e-mails, one hour for putting proposals together, four hours for appointments outside the office, etc.), and third, plan your day the day before. Solution: Plan your day and keep your work place organized.

Fantasy #3: The longer you work, the more you get done.

Reality: The Law of Diminishing Returns applies here.

Most people start the day doing the little things. This gives a sense of accomplishment because you get to mark things off the list. Then at the end of the day, you don’t have time to complete the bigger, important things, so you don’t even start on them. Solution: Break your large projects down into steps and start with this at the beginning of your day.

Fantasy #4: Productive people work harder than others.

Reality: When you’re in control, you are relaxed.

We hear people brag about how much they have to do and how stressed out they are. Take on less. I want a salesperson who has time to deal with me. Don’t you? I don’t want to work with someone who has so much to do that I feel like I am just another bother. Do the important things really well. Don’t do the unimportant things. Solution: Guard your time. Don’t overcommit.

Laser Questions

What would a perfect work day be like for you?
What are the three biggest obstacles to having your days look like that?
What are some of the things you are doing that you should not be doing?
What can you do to organize your space better?
What are the three most important things that you do?
How can you group your tasks?
What are your techniques to use time more efficiently?
Are you planning your day ahead of time?

Action Plan

What will you do this week to use your time more efficiently?

Mile Marker #16 on your Roadmap to Success

Posted on April 19, 2012 by admin

E³ Networking — Enjoyable, Effective and Efficient

Sometimes going to another event and meeting new people is just not what I really want to do. Especially when I am not sure I will know many people, I can find lots of reasons not to go. However, networking is such a great way to build your business and improve your career.

So, before you go to the next event I want you to remember to LOOK FOR THREE!

One person to CONNECT with. Find just one new person that you really enjoy talking with and you have things in common with. Ideally this is someone that you can call later. Have coffee and go over what your business is and hear more of his or her business. you might even become referral sources for each other.
One person to RE-CONNECT with. Look for someone you haven’t seen in awhile. Someone who can tell you what is new. Find out if there is any way you can help them in their business. This would also be someone to go have lunch with later.
One person to CONTRIBUTE to. Talk with someone and look for ways to help her. Is she looking for a job? Can you introduce her to someone? Do you know someone who could use his product or service? How can you contribute to this person? Give more!

Laser Questions

What kind of networking events do you currently attend?
What have been your results?
What could you do better?
Share some success stories.
What organizations are you a member of? Do you serve on any boards?
What networking are you currently doing that is not paying off? Is there something you need to do to make this more effective? Should you drop this activity for now?

Action Plan

How will you use networking in making more sales? What are your action steps?

Mile Marker #15 on your Roadmap to Success

Posted on April 12, 2012 by admin

Facts Tell but Stories Sell

In order to gain the attention of your prospect about your products and services, there is no better way than to tell a Story!

Use the story of a satisfied customer on your website.
Give an example of how your product/service was used by a customer in your presentation materials.
When networking and you are asked what you do, follow the answer with “For Instance.”
When making your oral presentation to a prospect, start a sentence with “I was working with a client…” and describe how you helped solve their problems.
Do a flyer with stories of how you work with clients.

Remember, facts tell but stories sell. Stories give your audience a chance to relate. Stories create the visual of working with you to solve the problem. Let’s become great storytellers!

Laser Questions

Are there stories on your website? Could you use this idea? What would be some good customer stories for the website?
What is a good example of how your product was used by a customer? Could you use this in your sales presentation?
When you meet someone and are asked what you do for a living, do you work in a story? If not, what could you add? If yes, what do you say?
What is a good example of how you helped a client?
Practice telling these stories now.
Why are these stories important?

Action Plan

What stories and examples will you begin to use?

Mile Marker #14 on your Roadmap to Success

Posted on April 5, 2012 by admin

Seven Essentials for your Sales Presentation

In your initial interview with your prospect, ask enough questions to determine if this prospect actually has the problems, needs, and/or wants that your product or service solves. If she/he does, then you will need to make a sales presentation.

The Goal of the Sales Presentation is to show how your product meets their needs, solves their problems, or gives them what they want. You will want to show them what they need to see and hear in order to buy.

Tell the story from beginning to end, with your props. Involve them. Remember to keep your mind on the person, not the presentation. Don’t just tell them, show them with examples, before and after pictures, actual testimonials, pictures of event, and the money you saved others.

Your Sales Presentation should include:

Company’s name and mission.
Name and core benefit of service package.
Overview of the package.
Each step of package, one step per page, as many pages as needed.
Price, terms, and details.
Summary of package and Core Benefit.
Conclude with a strong image of the difference your service will make in the business/life of your prospect.

Laser Questions

What do you currently include in your presentations?
How many of these seven things are you including?
What needs to be added?
Look at some of the samples of what you leave with the prospect. Does this convey the true image of your company?
What is the best part of your current presentation?
What needs to be improved upon?
Are the questions you ask in the fact finding interview uncovering the true needs of your prospect?

Action Plan

What will the team do this week to improve on the sales presentation? What specifically will you do?

Mile Marker #13 on your Roadmap to Success

Posted on March 29, 2012 by admin

The Power of Systems

System is a noun indicating a method, orderliness, structure, routine, and a procedure. In our life, systems give us consistency and simplicity. Nothing else will. Having systems in place will mean that every client gets the same great service. With a system you do not have to rethink every step of your business. There is a method. you only have to follow the steps.

As your sales grow, systems become more and more necessary. Here are six areas for you to begin to develop and implement a system.

MARKETING
SALES
DELIVERY
CUSTOMER SERVICE
PRICING
ACCOUNTING

Laser Questions

System for MARKETING: What are the two to four things you will do each month to keep your name known among your prospects? Is it being a member of certain organizations? Is it serving on committees? It might be to send a postcard on the first Monday of each quarter. You might call five of your best customers on the third Tuesday of each month. Have a system. What is the system your team uses? How can you improve on this?
System for SALES: The success ratio for a salesperson goes to 93% when they have a “linked sequential process” to follow when selling. What is a “linked sequential process”? It is a system. Follow the system and your success goes to 93%. What is the sales system your team uses? How can you improve on this? Is it time for a refresher course?
System for DELIVERY: Whether you are an attorney or own a furniture store, how you deliver your service and product should be the same for each customer. A delivery system for the attorney might include completing a client profile for each new client, going over all the steps necessary in the law suit or adoption, etc., follow-up letters along the way, and completing a client satisfaction form. Having the system means every client is given the same great service and you do not have to think about it. What is the delivery system for this team? How can you improve on this?
System for CUSTOMER SERVICE: This is somewhat like the previous one; however, this one includes what you do when there is a complaint, how you wait on customers, how the telephone is answered, etc. How is it handled? Develop a system and make sure each employee knows the sytems. How can customer service be improved? What role do you play as part of the sales team?
System for PRICING. I recently visited a furniture store where some things are not priced. I can see how this happens. The owner is very busy. New shipments arrive. Merchandise is brought on the floor. The phone rings. A customer comes through the door. The merchandise does not have a price! However, if a system for pricing were in place and merchandise only brought out after it was priced, this would never happen. Even professionals sometimes lack a system for pricing. What is your pricing system? Is this an area your team can improve upon?
System for ACCOUNTING: In the lives of most sales professionals, this is the least favorite thing to do. You could hire a bookkeeping firm. Use QuickBooks or another program. However, make your life easier. Have a system for your accounting. Make it easier to prepare your expense report. Make it a habit to get this done on time.

Action Plan

Developing a system in each of these six areas will take time, but the reward for doing so will be tremendous. Business will be easier. Your product and service will be more consistent. You will feel more in control. Your time off will be more relaxing. Take one of these six areas and develop your system. Then proceed to the next.

Mile Marker #12 on your Roadmap to Success

Posted on March 22, 2012 by admin

The Power of Focus

As a noun, focus is defined as the focal point, the spotlight, the heart, and the center of attention. As a verb, it means to concentrate, to converge, to come together. In our life, focus gives us the ability to get things done, to reach our goals and to be successful. There are five things we must focus our attention on in order to reach our maximum potential.

Focus on what you need:

TO DO
TO KNOW
TO SAY
TO BE
TO STOP

Laser Questions

Focus on what you need TO DO. In order to reach the goal or to be successful, there are certain actions you must take. What are the actions you need to do to reach your B-HAG? Make a list of these and focus part of every day on these activitIes.
Focus on what you need TO KNOW. Are there additional classes you need to take, books you need to read, seminars you need to attend, or people you need to meet? List these.
Focus on what you need TO SAY. This might be a presentation, or a sales call, or even what you need to say to your team to keep them informed and engaged in the process of reaching your goal. What presentation do you need to improve on? What do you need the team to help you with? What conversation do you need to have?
Focus on who you need TO BE. This is the one most often overlooked. Sometimes we need to become a better person, a stronger leader, or less critical. Many of our challenges would be easier if we focused on becoming a better and bigger person. What do you need to improve? What do you need to do this?
Focus on what you need TO STOP. This is the second most often overlooked. When you have a big challenge, or a great goal, you will need to let some things go. You will need to redirect your energy into this new focus. You will need to stop some of your current activities.

Action Plan

Based on this conversation, where should your focus be?

Mile Marker #11 on your Roadmap to Success

Posted on March 15, 2012 by admin

The Power of PERSISTENCE

Persistence is a noun meaning determination, perseverance, diligence, and resolution. It means not stopping just because things are tough. It means trying again after you have failed. It means getting up one more time. You know there is something magic that happens when we keep on going, when we hang in there and keep working. Recently I found the following example of this magic.

John Wesley was a preacher in the 1700s. He is the founder of the Methodist Church. He exemplified Persistence. A page from John Wesley’s Diary reads as follows:

Sunday morning, May 5:Preached at St. Ann’s, was asked not to come back anymore.

Sunday p.m., May 5: Preached at St. John’s, deacons said “get out and stay out.”

Sunday a.m., May 12: Preached at St. Jude’s, can’t go back there either.

Sunday p.m., May 12: Preached at St. George’s, kicked out again.

Sunday a.m., May 19: Preached on the street, kicked off the street.

Sunday a.m., May 26: Preached in meadow, chased out of meadow as a bull was turned loose during the service.

Sunday a.m., June 2: Preached out at the edge of town, kicked off the highway.

Sunday p.m., June 2: Afternoon service, preached in a pasture, 10,000 people came to hear me.

May you persist until 10,000 people are helped because of what you do!

Laser Questions

When do you feel like giving up?
What do you do to keep going?
What are some of the things you use to stay positive?
When do you give up on a prospect?
What is the easiest part of the sales cycle? How can you get even better at this?
Why do you keep on when you want to quit?

Action Plan

What will you do more of and do less of because of this new insight? What idea did you get that inspried you?