The Selling Sherpa

Sales Tip of the Day: LIGHTNIN' STRIKES

Have you heard the story about the clerk at an upscale retail store who was the only person willing to help what appeared to be an unkempt bum.  It turns out the customer is actually a millionaire and the clerk earns a massive commission check from helping them?

Or how about the person who purchased what seemed to be worthless land, only to have it bought from him a decade later at a hundred times the original price by a big developer?

Maybe you’ve heard about the serial entrepreneur whose every business started ends up bought out by some huge corporation for millions?

Was it purely luck?  Are there really situations where lightnin’ strikes and you end up making a big score?

Perhaps.

But if you take a closer look at any of these stories (or hundreds more just like them), you’ll find a salesperson who was prepared!

They didn’t just wait around for the big break; they trained, practiced, researched, prospected, documented, and just worked hard to make sure they were ready to take advantage of the breaks when they came their way.

Is this the day when lightnin’ strikes for you?  Maybe yes, maybe no.

But EVERY day is the day you should be preparing for your big opportunity.

© 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.

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Patrick Williams, Hit-Maker
Helping people and businesses be #1 in their market!
http://www.YouRockCommunications.com  ·  253-318-7503

Sales Tip of the Day: DON'T BE CRUEL

Ask any business owner or manager to discuss what they feel is the most important part of their successful enterprise, and you will likely get all kinds of answers.

Some will say cash flow is essential.  Others feel that innovation is most important, or market intelligence, or hiring the right people.

All of them are important, but never let yourself forget the most critical component of a winning company: loyal customers!

Building strong, even fanatical devotion in customers is the best way to make sure you will always be in business.

Don’t be cruel.  Be courteous, kind, attentive, reliable, and trustworthy.

Treat every client as if they are your lifelong best friend, and before long they will be.

© 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: TELL IT LIKE IT IS

You’ve delivered exceptional service.  Your customers love the results.  You’ve asked if you can use their feedback as testimonial, and they’ve said yes.

Great!

Now, what do you do with it?

Include their words, their name, and maybe even their photo and phone number on every outbound communication you generate.

Be sure testimonials appear in your brochures, your direct mail pieces, your website, proposals, advertising....even the back of your business card is a good place to include endorsements.

Use every opportunity to let your satisfied customers tell it like it is so your prospects will feel more confident about buying from you.

© 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: CLOSING TIME

Here in Washington state, all of the TGI Friday’s restaurants have closed.  Not sure the reason, but clearly the franchise owner was having problems making ends meet, so the employees showed up to locked doors earlier this week.

I certainly feel bad for the people who suddenly have no job.

I also think closing time for Friday’s could be a marketing opportunity for any neighboring restaurants.

All it would take is a little ingenuity to create a sign and place a sign in front of the closed venue offering a special value to any patrons who come next door to dine.

Or station an employee in the empty parking lot handing our coupons to anybody who pulls in thinking they are just in time for Friday’s Happy Hour.

Hey, I’m not an advocate of ambulance chasing; but, if an opportunity next door presents itself, I think you owe it to yourself, and your margin, to capitalize on 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: GET UP, STAND UP

Let me tell you from experience: it is difficult, if not impossible, to project maximum energy and enthusiasm if your butt is nestled into a comfortable chair.

For over 6 years, I was the top rated morning radio show host in my market and one of the contributing factors to my popularity was the energy and enthusiasm I projected over the airwaves by broadcasting in a standing position.

Think about it. Ever been to a seminar where the keynote speaker was sitting? Have you ever seen a motivational speaker deliver a message from a chair? Even your chosen religious leader delivers sermons while standing.

To get ‘up’, stand up when you make calls and watch your sales go up!

© 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: KISS AND TELL

Few things will end a romance quicker than a “kiss and tell” partner, and that goes for customer relationships as well.

One of the most important things you must do to build trust with your customers is to closely guard any confidential information they share with you.

Obviously, that means not sharing strategic data with their competition, but also it means not talking publicly about any challenges they are facing, because you never know who might overhear you.

The same thing goes for complaining about your employer in public.  Imagine how the person who signs your paycheck would feel if someone overhearing a gripe session passed on what they heard.

© 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: MAGAZINE

You always want to do research on your prospect’s business and industry before you make an appointment.

But don’t stop there!

Make sure you arrive early for your meeting and, while you wait, take a look around the reception area.  

Take note of which industry awards they have on display.  Observe any trophies, plaques, photos, or certificates that demonstrate which youth groups, charities, or community service programs they are involved in.

If none of those items are on display, at least look at the coffee table and find out which magazine they have a subscription to.

Then go get a copy for yourself so you can have some insights into new developments and trends that could affect the buying decision.

© 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: IT'S A MISTAKE

Everyone strives to be perfect, but we will all make mistakes that affect our customers.  What matters most is how you handle a mistake.

Yes, a mistake is embarrassing.  Yes, a mistake could be costly.  But, it’s a mistake, not a malicious act, and you need to take action immediately when one happens.

Own up to the mistake quickly, tell the customer what you are doing to make sure the mistake won’t be repeated, thank them profusely for understanding that sometimes these things happen, and share your appreciation for their continued commitment to work with you.

If you do this, you will really stand out from the average customer service we all experience today...and that makes you remarkable!

© 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: EVERYDAY

Earlier this week, I delivered a presentation on the why’s, how’s, and what-not-to-do’s of social media for an association’s annual conference.

The ballroom was packed and there were great questions and comments coming from the audience.

At one point, a woman made the observation that blogging and social media are like taking the dust off of your brand and image.  I think that is a brilliant way to look at it!

But that doesn’t apply just to social media.  

Every time you act in the customer’s best interest, over deliver on your promise, or make connections for the benefit of others, you are taking the dust off of your reputation.  And if you consistently bring value to clients and prospects alike, you actually start polishing it up.

And how often should you dust and polish?  

For the very best results, do it everyday!

© 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: CALL ME

Person-to-person communication will always be a part of selling.  At least, I am fairly certain it will be during our lifetime.

That’s why your phone number should be one of the most prominent elements on every piece of marketing you do.  

From your website to your business card, and in every piece of mail sent, whether “e” or “snail”, include your phone number and be sure it is big enough to be read from 3 feet away.

Marketing is all about telling your prospect to “call me’, so make it easy for them to find your phone number.

Double check everything right now to be sure you haven’t left it off of anything your customer sees.

© 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.