The Selling Sherpa

Sales Tip of the Day: HEAT WAVE

I don’t know what the weather is like where you are, but we’ve been having a heat wave in the Pacific Northwest.

Temperatures have gone about the 100-degree mark the past couple of days, and most homes in the region don’t have air conditioning because it is so rarely needed.

Smart retailers who saw the heat wave coming were able to prepare by ordering in more fans, air conditioners, ice, frozen treats and anything that might provide some relief.

But even those who didn’t plan for the heat wave can still profit from it by doing some smart marketing.  I saw an organization mount a quick social media campaign to promote special rates, and air conditioning, at their member hotels.  A restaurateur did something similar by posting a poem about the heat and the icy beverage specials they were running to help their patrons cool down.

I even called a local movie theater to check on show times and they answered with, “Thank you for calling (name), we do have air conditioning!  How may I help you?”

Anytime something unusual happens, you can capitalize on it by being just a little creative.

[Word of warning: don’t try to price-gouge during a crisis; customers will never forgive you for it.]

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: SUMMER IN THE CITY

Have you ever taken a box of donuts with you when visiting a client?  Or, do you keep a supply of candy with you to pass around to everyone you meet?

Both of these extra touches are great; but, since it’s summer in the city, why not do something a little different?

Fill up an ice chest with popsicles or frozen treats (Dippin’ Dots travel well) and spend an afternoon delivering something cool to your customers.  You could even do the same for your top prospects.  

Customers and prospects alike will thank you for your thoughtfulness, as well as the cold snack.

You will also be remembered for doing something different!

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: DON’T LIE

Awhile back, I helped a new sales team develop tailored strategies for selling advertising in their publication.  It is an exciting time, and I am confident they are going to do a great job for their customers, their company, and themselves.

During our time together, I discovered they had been given disturbing advice by someone calling themselves a sales trainer.  This person suggested they get appointments by calling prospects and pretending they are working on a “public service” project.  

I couldn’t believe what I was hearing!

Although you can probably make one sale with misleading statements, chances are slim for building a long-term relationship that way.

Your integrity and your reputation are too valuable to throw away.  

Whatever you do, don’t lie...about anything!

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: THE LAST TIME

The other day, a colleague was bemoaning the fact that a client had stopped using their service, and starting using a budget alternative, which doesn’t provide the same level of service the customer has come to expect.

I reminded them (and you) that when this happens, you must religiously follow up with your former customer to find out how their new solution is working out for them.

Ask them if they are happy with what they are getting (settling for) now.  If the customer says ‘yes’, congratulate them, wish them continued success, and get permission to check in with them from time to time.

It usually takes only a few weeks for a customer to recognize the problems caused by an inferior solution.  When they do, there is a strong possibility you can revive that relationship and make it stronger than before...but only if you maintained regular contact with them even after they bought from a competitor.

Then, the next time you hear talk about switching, you can remind them how well a cheaper solution worked for them the last time.

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: GIVE IT ALL YOU GOT

Recently, I enjoyed brunch at an upscale restaurant.

Our server, Jason, was obviously a seasoned professional.  He knew just when to refresh the champagne, how to tactfully replace silverware and napkins, and generally make each patron feel as though they are the most important person in the venue.

During the course of the meal, a single soft drink was requested.  In a few moments, Jason returned with a tray and 2 beverages.

Without being asked, he explained that he had forgotten whether the request was for a regular or diet cola, so he brought both to be sure.

This is just one example of how well Jason takes care of his customers, and you can be sure those patrons return the love...especially when it’s time to add a tip to the bill.  They also specifically ask to sit in Jason’s section every time they dine, and tell their friends to ask for him as well.

Customer loyalty, a willingness to pay a premium price, referrals and great word of mouth all being generated because Jason give his all every day.

Do you want to be as wildly successful as Jason is?  

Are you prepared to give it all you got to earn that success?

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: 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.

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: WONT GET FOOLED AGAIN

Selling to someone who is dissatisfied with a current provider is good and bad.

It is good because all you have to do is demonstrate a solution that is marginally better or cheaper, and they will probably buy.

It is bad because now they are going to be more cautious than ever about making another investment to solve the same problem.

Basically, they need to know they are not buying another product, service or treatment that will fail to deliver on its promise.  You must assure them that they won’t get fooled again by exaggerated claims, misleading information, or outright lies.

An that is where your guarantee comes in.

Simply remove all of the buyer’s risk by offering a money-back guarantee.  Show them you believe so much in what you sell that you are willing to pay for it personally if it doesn’t deliver.

If you can do that, you will sell a lot more of your solution, and selling it will be almost effortless.

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: NEVER BEEN ANY REASON

My father-in-law is retired now, but he was a hard-working man who knew how to create his own opportunities.

A long time ago, he built an apartment building (how he did it was brilliant; but that’s another story) that has been filled to capacity since it was completed, and he never has to deal with late rent payments.  Never!

The reason all his tenants pay on time, or even in advance, is because every month he gives a prize to the first renter that pays for the coming month.  It might be a jumbo box of laundry detergent or a case of something from the big box retailer, but it is always something worthwhile.  Since the tenants know about his reward program, they actually compete to be the first payer each month.

He also gives one month free rent to any tenant that pays for a year in advance.  The same thing happens for anyone that brings in a new tenant to fill the rare vacancies when they occur.

Do you have problems with late payments for what you sell?  Perhaps it’s because there’s never been any reason to pay on time.

Create an incentive for prepayment, or promote a contest that rewards early payers.  Let all your customers know there is a prize for those who bring you more customers.

[If you do this effectively, you won’t have to spend much money on advertising either because your customers will spread the word.]

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: COME AND GET IT

One of the surest ways to be successful in sales is to follow up with prospects, especially the ones that have called you!

Anyone who has taken the time to call you, send you an email, fill out a form on your website, or reach out to you by any means is basically a ready buyer with money in hand, saying “come and get it!”

So why would you not go and get it?

Whenever a customer comes to find you, give them your full attention and timely follow-up.

If you can’t get back to them immediately, at least send an email or voicemail to let them know you haven’t forgotten them.

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: COME TOGETHER

Want to really bring strong, positive impact to your pitch?  Invite your prospect to have lunch with you and one of your most influential customers.

Your prospect will be grateful for the introduction to an important person in your market.  They will also be able to hear, first-hand, a powerful testimonial from a market leader.

Your influential customer may also be benefit by meeting a potential new client for their product, service or treatment.

Schedule at least one of these lunched every week where prospects and loyal customers come together, and you’ll likely get a new customer every time you do!

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.