The Selling Sherpa

YOU CAN REACH ME

Your customers must know how to contact you, and you should be reachable through whatever method they prefer.

Some of my clients like email for routine and admin things, but a call when there is timely information to discuss. Others are really put off by electronic communication and want the face time. Whatever they like best, you can bet I know their preference and communicate the way they want.

Also, you should provide at least two or three options for returning messages you leave.

On Monday, I checked in with a colleague by phone, told her I would love to hear from her, and reminded her she could return my call or send an email, whichever was most convenient for her. She opted for the email and it was great to catch up with a friend too long out of touch.

I also heard from a subscriber, Meilee Anderson of Seattle Southside, who told me her response rates have increased “exponentially” because she gives out her e-mail address when she leaves a voicemail.

Tell customers they can reach you any way they want, and make sure you respond quickly when they call...or email...or fax...or text...or whatever.

[P.S. - You can reach me at Patrick@SellingSherpa.com, 253-318-7503, or even by SMS on Yahoo Messenger where I use the name “sellingsherpa”.]

MESSAGE IN A BOTTLE

Have you ever called a prospect and left a message in their voicemail?

Have you ever called them more than once and ended up leaving more voicemails?

Did you leave the same message each time?

If your call wasn’t returned the first time, what makes you think they’ll call you back after hearing the same message the second, third, fourth or umpteenth time?

It seems like some salespeople have only one message in a bottle on their desk and they pour it out every time they reach anyone’s voicemail.

Instead, you can craft several different appropriate messages for use whenever you encounter voicemail, and be sure to make a note in your sales diary, CRM system, or client contact sheet of which one you used with each prospect.

That way, when you attempt to contact them next time and have to leave a voicemail again, it won’t be the same (ineffective?) message that your prospect heard the last 3 times you called.

CAR WASH

Today is the day Rose Royce hit #1 with the single “Car Wash” from the album/movie of the same name. Their career and success is a great story about the power of networking.

The band started straight out of high school with some very talented and hard-working people. Once they felt they had honed their craft to a sufficient level, they auditioned and became the backing band for Edwin Starr (whose single “War” was #1 in 1970).

Since they were with Starr, they had the chance to network with other people in the music business, including a Motown producer named Norman Whitfield. With his influence, they did session work for all kinds of artists, including the Temptations.

When MCA Records started looking for a band to do the “Car Wash” soundtrack, Whitfield networked on their behalf and got them signed to do it. And the rest, as they say, is history....one with over a dozen albums and at least as many hit singles.

Sure, they had to know the material and be great performers. But without networking, they might have gone nowhere.

Networking is essential for your successful sales career. Learn it, love it, and leverage it for every opportunity.

Unless you’d rather just work at a car wash.

SUPERSTITION

34 years ago yesterday, Stevie Wonder scored his second #1 single when “Superstition” hit the top of the U.S. charts. While I have never had the chance to see that Stevie in concert, I was fortunate enough to see Stevie Ray Vaughan in concert (4 times, no less!) and his cover of “Superstition” was always a highlight of the show.

Superstition is a funny thing. It only has power when a person believes in it.

In sales, I have seen people who believed they were jinxed or cursed and unable to make a sale. And guess what? They had trouble selling.

I have also seen salespeople who seem to be on a perpetual roll, making sale after sale because they are wearing the right tie, or getting out bed on the north side, or some other kind of nonsense.

Hey, if you believe your winning streak is caused by some ritual or routine, then stick with it and keep making sales.

Here is what I think: if you truly believe you are going to make a sale, you probably will.

So leave the rabbit’s foot behind and just get out there and make a sale...today!

THE GAMBLER

Texas Hold ‘Em has become a phenomenon, attracting all kinds of attention the past few years with television coverage, international tournaments, and huge prizes. The last winner of the World Series of Poker took home over $8 Million!

I have noticed something about the best players: they don’t play every hand. While it’s true that any 2 cards can make a hand, the pros know they improve their chances of winning by waiting until they have 2 GOOD cards to play.

When you are getting started in sales, any prospect seems like a good one. But the longer you sell, the more you realize that not every prospect is a good prospect.

The gambler will go after any prospect. But the real pros go after only the best possible prospects, which greatly reduces the time they spend chasing after “tire kickers” and shoppers. Ultimately, that gives them even more time to sell!

If you can be selective about who goes into your prospecting funnel, you will have a higher closing percentage, greater client retention, and a whole lot more fun serving your customers.

Do you want to be known as the gambler or the pro?

MEETING BILL RANCIC

If you’ve never seen The Apprentice, you probably have no idea who Bill Rancic is. But most folks instantly recognize him as the first winner(?) of a year-long job with Donald Trump in the popular unscripted television program.

Bill was in town today and I had the chance to spend some time with him. We talked about his latest endeavor (a live talk show currently running in limited markets), as well as his continuing relationship with Trump.

We also swapped stories...he from the vendor side, I from the customer... about his “cigar of the month” club, which was phenomenally successful. Every month, I’d receive a tube with 5 different cigars to sample and, if I liked them, I could always call and order up a box. Not being a regular smoker, the monthly samples were always more than enough for me.

A subscription model service is one of the best ways to ensure continuous revenue without having to constantly resell your existing customers. Fitness centers, Netflix, and periodicals understand this well. They profit greatly from establishing automatic fund-transfer every month from their subscribers bank accounts, and customers continuing paying even when they are not actively using the service.

Is there some way you could offer a “subscription” or “membership” for what you sell now?

What would your income look like if every customer was buying with you every month?

I WANT YOU BACK

Let’s face it, there are actually a few customers that you’ve lost that you don’t miss and wouldn’t want back. But what about the ones who left you that you do miss? What have you done to re-engage them?

Have you considered giving them a one-time concession or price break to reel them back in?

Have you continued to bring them referrals or leads for their business?

Have you even stayed in touch with them?

Make it a point this year to contact every customer you lost and try to rekindle the relationship. Let them see your attitude of, “I want you back.”

If you only manage to bring in business from 20% of them, what would that do for your sales, and your commission check?

PAJAMA GAME

The other day, I overheard one parent discussing techniques with another. It seems that the one has figured out a way to get his kid enthusiastic about going to bed.

Instead of telling the child that it is time for bed, the parent asks excitedly, “which color pajamas do you want to wear tonight?”

What those parents don’t realize is they have stumbled upon the “alternate of choice” close.

This is just a gently persuasive way to help your customer commit to the sale. By making a decision about a small point (color, quantity, size, material, etc.), the customer concedes they are ready to buy.

Nobody likes being told what to do....not even kids at bedtime. Asking strategic questions can lead the customer to make the smartest decision of all, which is to buy from you.

You might even get your kids to bed with this pajama game.

MORE, MORE, MORE

Andrea True was an adult film star in the 70s who also did some work in commercials. A land developer in Jamaica hired her to film a television commercial for the enterprise and paid her well. Unfortunately, the day after she was paid, and a day before she was to return to the U.S., the Jamaican government imposed a state of emergency and forbid anyone to take money out of the country.

Rather than leave the money behind, she called some friends and made arrangements to record a song, knowing that nobody would stop her from leaving the country with a reel of audio tape.

The results of the session was a song called “More, More More” which became a major disco anthem and a Billboard #4 hit single. It has been covered by other artists, such as Bananarama, and Canadian band Len used a loop of the instrumental break as a foundation for their 1998 Top Ten hit, “Steal My Sunshine”.

Whatever other opinions you may have of Andrea True, you have to admire her resourcefulness. She took a lousy situation and created a big win, both for herself and her client.

Finding a solution where there appears to be none is an art. Finding solutions for prospects and customers is a profit center.

How resourceful can you be?

[P.S. - At last report, Andrea True is working as a drug and alcohol counselor in Florida.]

DON’T TALK TO STRANGERS

Last night at a local fitness club, I went into a sauna that a few people were already enjoying. A conversation was going on between a young woman on one side and a man on the other side.

It was clear they had never met before, but they were discussing business. Actually, the woman was asking questions and the man was talking about his business.

He is the mortgage industry and wants to increase his marketing efforts. The woman works at a local publication. She didn’t leave without getting a business card from him, even though he had to make a special trip to the locker room to get one.

Most people in the same situation would just sit and sweat. But, because she struck up a conversation and really listened, this young lady created an opportunity to make a sale. I’ll bet it’s something she does all the time.

Selling is the one place where Mom’s “don’t talk to strangers” advice may be bad programming.

Throw out the old programming, and start talking with everyone you meet.

You never know when you might make a sale.