If you've read my newsletter before you already know that I typically discuss techniques to get more appointments, shorten your sales cycle or close more business. This month I intend to take on all three of those areas but not with "typical" technique training.
It would be hard for anyone in sales to disagree that attitude is important. Without a good, positive attitude it's difficult to accomplish all the things we need to accomplish each day, week and month as salespeople. But how does one develop a good attitude if you don't already have one? (by the way...if you don't already have one perhaps it's time to think about a career change!) One way is to get rid of "self-limiting" beliefs.
Self-limiting beliefs are thoughts we have about ourselves that get in the way of our success. It's that little voice in your head that is talking to you on a fairly consistent basis, telling you all the reasons why you can't, or shouldn't, succeed. (If you're wondering what little voice in your head I'm talking about, it's the one that just asked you, "What little voice is he talking about?")
Salespeople need confidence. Confidence in their product, (or service) confidence in themselves and confidence in their ability to have a discussion with potential customers that ends with the customer choosing to do business with them. Unfortunately, we often sabotage ourselves without knowing it.
How many times have you left a sales meeting, after losing the sale, and had the "little voice" in your head say something like, "I blew it." Or, "I'm such a loser," "I'm such an idiot," "I stink at selling," or something like that? In and of themselves, those are just words but the problem is that your subconscious (or unconscious) mind is always listening to the things you say, whether out loud or only in your head. Say things enough times, either positive or negative, and your brain starts to believe them.
When you tell yourself, "I'm an idiot," or "I stink," enough times your subconscious mind begins to believe it and starts manifesting behaviors to match your internal language. If you tell yourself that you're an idiot, eventually your actions will start to prove it consistently.
Luckily, the reverse is also true. Get inside the mind of an Olympic athlete and your likely to hear things like, "I'm a winner," "I'm confident in my ability to finish the race first," or "I'm the greatest." Remember Mohammed Ali? While his ego certainly played a part in his constant declaration, "I'm the greatest," it was also a brilliant way to constantly tell his mind what he wanted it to hear, and believe, so that his mind and body would act accordingly.
Would you like to change your success in sales? Change your internal self-talk. Each time you catch yourself speaking negatively to yourself, gently turn it into a positive statement. Turn, "I stink at sales," into, "I am an expert salesperson who helps my clients achieve success." If you've done something stupid (we all do occasionally) turn, "I'm an idiot," into, "I'm brilliant and I made a mistake." DO NOT get down on yourself...this technique takes time and effort but will pay off with big results.
Your beliefs and internal dialogue can make a huge difference in your overall attitude and your paycheck. Give it a try for two weeks and see if it makes a difference. Write to me and let me know your results. Until then,
Make It Happen!
Jeff
Wednesday, August 26, 2009
Cold Calling is Dead! So, What Do We Do Now?
Lately I've been both reading and hearing that Cold Calling, as a way to set appointments, is dead. It's "old school", the techniques are outdated, and it just plain doesn't work.
A while ago I had the pleasure of working with a sales team of young, hip sellers in the advertising industry (who sell a really cool product!) and after we spent two days together one of the managers, a very sharp young man, commented that he felt that the time we spent going over how to cold call should have been cut by 3 or so hours, as cold calling "simply doesn't work" in his industry. He said that the people they're trying to get in touch with are incredibly busy and don't answer their phones. (sound familiar?) He went on to say that the people they're trying to reach have voice mail boxes that are always full. What he neglected to take into account was that in the single hour his team spent on the phones, applying the techniques they were just taught the day before, several team members set appointments and virtually every rep left several voice mails. So, before you start celebrating in Munchkinland and singing, "Ding dong, the cold calling witch is dead," you might want to consider that while I speak about, and train people on, many different subjects, cold calling continues to be the one most requested by clients. The reason is simple - cold calling over the telephone, when done right, continues to be the method of filling your pipeline with appointments that is most time and cost effective.
Anyone who knows me, or has been trained by me, knows that I wish it wasn't true. While most people have a strong dislike of it, I hate cold calling. I hate it more than you do. I hate it more than you and everyone on your sales team hates it. I hate it more than you, everyone on your sales team, and everyone you know hates it. I've spent significant amounts of time trying to figure out how to avoid it completely and eventually I'll write a book titled, "How to Avoid Cold Calling," but I have yet to find a way to avoid it entirely. If part of your job is developing new business then cold calling should, at the very least, be part of your appointment getting mix.
Are there other ways to get appointments that work, or at least turn a cold call into a warm call? There sure are, thank goodness! Here are a few that can be helpful.
Referrals are probably my very favorite way to get appointments. Referrals, when properly handled, immediately turn a cold call into a very warm one. Ask EVERYONE for referrals. I'm writing this on a plane taking me home from three days in San Francisco. I've already spoken with the gentleman sitting right next to me as well as the woman across the aisle from me asking them what they do for a living. Of course, they both asked me too. After answering them by clearly explaining what I do and the type of people I look to meet I asked both the question, "Who do you know that I should be speaking with?" Both asked for my card and one gave me a referral on the spot. Do I always get referrals every time I ask? Nope. But I always ask because immediately after asking for, and receiving, a referral I then ask if the giver will do me a "little favor." I ask if they'd be willing to call or e-mail the person they referred me to letting them know to expect my call and that they (the referrer) would appreciate it if they (the prospect) would accept my call. Does everyone who gives me a referral contact the referral for me? Nope. But I always ask and they often will. This becomes an almost certain appointment without the likely rejection of a cold call!
Networking continues to be another of my favorite ways to develop leads that can turn into appointments and again, if done properly, your cold call will become warm. I like it because it's social often results in referrals. Handle these referrals the same way you do any other by asking the giver to contact the person you're being referred to. Be cautious to invest your networking time wisely. You can spend all day every day attending networking meetings and functions. Look for networking groups with a professional facilitator and one that actually results in referrals. Too many groups are run by, for example, an insurance agent who also runs a networking group, or a chiropractor or a printer or any one of a hundred of different professions who run a networking group so that THEY can get more leads. A professional facilitator will help YOU get leads. If you're not getting leads from the groups you belong to find different groups. (If you need help with tips on how to increase the effectiveness of your networking check out my newsletter archives for an article on the subject) Social networking sites like LinkedIn and pay- for-lead networking sites like Salesconx can also be very useful in getting referrals and appointments. I'll admit I'm not an expert in this area yet but am learning more about them each day and have seen some success. (If you'd like to be connected on LinkedIn either send me an invite or e- mail me at jeff@jgsalespro.com and I'll be glad to invite you!)
Giving speeches is also high on my list of ways to develop leads that are warm. I'm a member of the National Speaker's Association and they suggest that of every ten people in your audience when giving a speech, at least one will have an interest in what you have to offer. The trick to giving speeches to develop leads is that the speech can't be a commercial for your services. However, when you speak on something related to your business you are viewed as an expert and people will approach you. There are MANY groups and organizations that are always on the lookout for speakers for their meetings. Call and offer your services for free. I get paid well for giving keynote speeches and training sessions but I'll speak with almost any group for 30 or 45 minutes for free, or a small honorarium, in order to get in front of someone who might be able to use my services. Even if nobody in the audience needs what you offer you can bet they know people they can refer you to.
E-mail is often used successfully to set appointments but, in my experience, it's not as successful as doing so over the phone. The reason should be obvious, over the phone when someone tells you why they won't meet with you; you have the opportunity to help them change their mind. In e-mail, it's much more difficult and the attempt to overcome an objection like, "I'm not interested," usually ends up sounding like a plea or a battle. Still, e-mail can work and should be a part of your appointment setting mix. Same for instant messaging. In both e-mail and IM the key is going to be in your message. You need to get to the point quickly (as is true over the phone) and be sure to include a request for the appointment. Without a call to action your message is simply a poor attempt at marketing.
These aren't the only ways to avoid cold calling but they're a few that have worked for me and many others. Develop a strategy that you think will work for you. Apply it and test it. If it's working, keep on doing it. If not, adjust and try again. It's my pleasure to help you so feel free to e-mail or call if you're having trouble getting enough appointments or developing more business in this challenging economy.
Make It Happen,
Jeff
A while ago I had the pleasure of working with a sales team of young, hip sellers in the advertising industry (who sell a really cool product!) and after we spent two days together one of the managers, a very sharp young man, commented that he felt that the time we spent going over how to cold call should have been cut by 3 or so hours, as cold calling "simply doesn't work" in his industry. He said that the people they're trying to get in touch with are incredibly busy and don't answer their phones. (sound familiar?) He went on to say that the people they're trying to reach have voice mail boxes that are always full. What he neglected to take into account was that in the single hour his team spent on the phones, applying the techniques they were just taught the day before, several team members set appointments and virtually every rep left several voice mails. So, before you start celebrating in Munchkinland and singing, "Ding dong, the cold calling witch is dead," you might want to consider that while I speak about, and train people on, many different subjects, cold calling continues to be the one most requested by clients. The reason is simple - cold calling over the telephone, when done right, continues to be the method of filling your pipeline with appointments that is most time and cost effective.
Anyone who knows me, or has been trained by me, knows that I wish it wasn't true. While most people have a strong dislike of it, I hate cold calling. I hate it more than you do. I hate it more than you and everyone on your sales team hates it. I hate it more than you, everyone on your sales team, and everyone you know hates it. I've spent significant amounts of time trying to figure out how to avoid it completely and eventually I'll write a book titled, "How to Avoid Cold Calling," but I have yet to find a way to avoid it entirely. If part of your job is developing new business then cold calling should, at the very least, be part of your appointment getting mix.
Are there other ways to get appointments that work, or at least turn a cold call into a warm call? There sure are, thank goodness! Here are a few that can be helpful.
Referrals are probably my very favorite way to get appointments. Referrals, when properly handled, immediately turn a cold call into a very warm one. Ask EVERYONE for referrals. I'm writing this on a plane taking me home from three days in San Francisco. I've already spoken with the gentleman sitting right next to me as well as the woman across the aisle from me asking them what they do for a living. Of course, they both asked me too. After answering them by clearly explaining what I do and the type of people I look to meet I asked both the question, "Who do you know that I should be speaking with?" Both asked for my card and one gave me a referral on the spot. Do I always get referrals every time I ask? Nope. But I always ask because immediately after asking for, and receiving, a referral I then ask if the giver will do me a "little favor." I ask if they'd be willing to call or e-mail the person they referred me to letting them know to expect my call and that they (the referrer) would appreciate it if they (the prospect) would accept my call. Does everyone who gives me a referral contact the referral for me? Nope. But I always ask and they often will. This becomes an almost certain appointment without the likely rejection of a cold call!
Networking continues to be another of my favorite ways to develop leads that can turn into appointments and again, if done properly, your cold call will become warm. I like it because it's social often results in referrals. Handle these referrals the same way you do any other by asking the giver to contact the person you're being referred to. Be cautious to invest your networking time wisely. You can spend all day every day attending networking meetings and functions. Look for networking groups with a professional facilitator and one that actually results in referrals. Too many groups are run by, for example, an insurance agent who also runs a networking group, or a chiropractor or a printer or any one of a hundred of different professions who run a networking group so that THEY can get more leads. A professional facilitator will help YOU get leads. If you're not getting leads from the groups you belong to find different groups. (If you need help with tips on how to increase the effectiveness of your networking check out my newsletter archives for an article on the subject) Social networking sites like LinkedIn and pay- for-lead networking sites like Salesconx can also be very useful in getting referrals and appointments. I'll admit I'm not an expert in this area yet but am learning more about them each day and have seen some success. (If you'd like to be connected on LinkedIn either send me an invite or e- mail me at jeff@jgsalespro.com and I'll be glad to invite you!)
Giving speeches is also high on my list of ways to develop leads that are warm. I'm a member of the National Speaker's Association and they suggest that of every ten people in your audience when giving a speech, at least one will have an interest in what you have to offer. The trick to giving speeches to develop leads is that the speech can't be a commercial for your services. However, when you speak on something related to your business you are viewed as an expert and people will approach you. There are MANY groups and organizations that are always on the lookout for speakers for their meetings. Call and offer your services for free. I get paid well for giving keynote speeches and training sessions but I'll speak with almost any group for 30 or 45 minutes for free, or a small honorarium, in order to get in front of someone who might be able to use my services. Even if nobody in the audience needs what you offer you can bet they know people they can refer you to.
E-mail is often used successfully to set appointments but, in my experience, it's not as successful as doing so over the phone. The reason should be obvious, over the phone when someone tells you why they won't meet with you; you have the opportunity to help them change their mind. In e-mail, it's much more difficult and the attempt to overcome an objection like, "I'm not interested," usually ends up sounding like a plea or a battle. Still, e-mail can work and should be a part of your appointment setting mix. Same for instant messaging. In both e-mail and IM the key is going to be in your message. You need to get to the point quickly (as is true over the phone) and be sure to include a request for the appointment. Without a call to action your message is simply a poor attempt at marketing.
These aren't the only ways to avoid cold calling but they're a few that have worked for me and many others. Develop a strategy that you think will work for you. Apply it and test it. If it's working, keep on doing it. If not, adjust and try again. It's my pleasure to help you so feel free to e-mail or call if you're having trouble getting enough appointments or developing more business in this challenging economy.
Make It Happen,
Jeff
10 Tips for Selling in a Challenging Economy
The economy stinks right now for most of us but there are still plenty of opportunities! You can give in to the gloom or you can dig in and do the things you need to do in order to survive, and thrive, no matter what the economic indicators tell us. Here are my thoughts on how to prosper now:
1) Prospect like crazy. For most of us, the "low-hanging" fruit has dried up but there are still prospects that need what you have to offer. You might need to double or triple your prospecting efforts but the prospects are out there. Invest your time in finding them. Some of the top salespeople I know spend as much as 50% of each day prospecting. Do you? Be sure to let everyone know what you do and how you might be able to help them and ask everyone for referrals.
2) Make it easy for your prospects to find you. While your competitors are cutting back, I suggest that now is the time to market and advertise more than ever before. Keep your name in front of your prospects and clients regularly. If you don't make sure your prospects think of you when it's time to buy, your competitors will take them away.
3) Understand why people buy. People tend to buy from people they like and trust. Under-promise and over-deliver, keep your word and go above & beyond the call of duty. In this environment it's more important than ever to find ways that you can help your prospects succeed, even if helping them now doesn't immediately benefit you.
4) Understand why people buy from you. Customers buy based on the relationship they have with you and the value that you bring to them, not price. (in most instances) Make sure your customer feels appreciated and special, like they're the most important person in the universe. (They are!) Be interested in them and their world. Did you ever notice that when someone is interested in you, they're more interesting to you? Make sure you can clearly communicate the value that you bring to the table in a way that is readily apparent to those you sell to. Ask your best customers why they do business with you. The answers might be surprising and can help you know how to sell to others.
5) It's all about the benefits. Salespeople focus on explaining the bells and whistles of their offering. (Features) In fact, the customer is only interested in what your product or service does for them. (Benefits) While you need to discuss the features of what you're selling the main focus has to be on the benefits to the buyer. Go out of your way to make sure the customer understands the WIIFM (What's In It For ME) when they do business with you.
6) Stay in touch. Keep in regular contact with your clients and prospects. People like to believe they aren't just a paycheck to you. Show them they're important with calls, e-mails, newsletters, cards, etc. Be highly responsive to all of their communications, even those regarding problems.
7) Handle customer service issues quickly and with a smile. Little annoys a customer more than being ignored when they have a problem. Return all calls and e- mails promptly. (I return all calls and e-mails within 24 hours no matter where I am in the world) Be thrilled to take care of challenges. Quickly, and happily, fixing a problem not only leaves the customer feeling good about doing business with you, it often provides you with an opportunity to sell more.
8) Keep your attitude up. While it's easy to buy into the gloom and doom in the news, it does you no good. People prefer to deal with someone with a strong, positive, upbeat attitude. It feels better to you and makes you more attractive to others. Find things to feel grateful for and positive about every day. Stay far away from negative influences.
9) Sharpen your skills. Now is absolutely the time to invest in yourself and your skills. Read books, attend seminars, listen to CDs and watch DVDs. Like many others, the training market has taken a hit as companies slash budgets in an effort to survive. Little, however, is more important right now than investing in your personal development so that you are able to take advantage of every possible opportunity you come across.
10) Realize that this too shall pass. I recently attended a seminar given by world thought- leader James Arthur Ray, where he shared the following thought: (2 days ago I heard Tony Robbins say the exact same thing) Year after year, one season follows another. It's always been that way and it will continue to do so. Right now we're in an extremely cold, winter economy but after winter spring always comes. Do the things you need to do to make the most of this current situation using the steps above and you'll not only make it through the winter, (survive) you'll thrive and be among the forerunners of the spring when it comes.
Make it Happen!
Jeff
1) Prospect like crazy. For most of us, the "low-hanging" fruit has dried up but there are still prospects that need what you have to offer. You might need to double or triple your prospecting efforts but the prospects are out there. Invest your time in finding them. Some of the top salespeople I know spend as much as 50% of each day prospecting. Do you? Be sure to let everyone know what you do and how you might be able to help them and ask everyone for referrals.
2) Make it easy for your prospects to find you. While your competitors are cutting back, I suggest that now is the time to market and advertise more than ever before. Keep your name in front of your prospects and clients regularly. If you don't make sure your prospects think of you when it's time to buy, your competitors will take them away.
3) Understand why people buy. People tend to buy from people they like and trust. Under-promise and over-deliver, keep your word and go above & beyond the call of duty. In this environment it's more important than ever to find ways that you can help your prospects succeed, even if helping them now doesn't immediately benefit you.
4) Understand why people buy from you. Customers buy based on the relationship they have with you and the value that you bring to them, not price. (in most instances) Make sure your customer feels appreciated and special, like they're the most important person in the universe. (They are!) Be interested in them and their world. Did you ever notice that when someone is interested in you, they're more interesting to you? Make sure you can clearly communicate the value that you bring to the table in a way that is readily apparent to those you sell to. Ask your best customers why they do business with you. The answers might be surprising and can help you know how to sell to others.
5) It's all about the benefits. Salespeople focus on explaining the bells and whistles of their offering. (Features) In fact, the customer is only interested in what your product or service does for them. (Benefits) While you need to discuss the features of what you're selling the main focus has to be on the benefits to the buyer. Go out of your way to make sure the customer understands the WIIFM (What's In It For ME) when they do business with you.
6) Stay in touch. Keep in regular contact with your clients and prospects. People like to believe they aren't just a paycheck to you. Show them they're important with calls, e-mails, newsletters, cards, etc. Be highly responsive to all of their communications, even those regarding problems.
7) Handle customer service issues quickly and with a smile. Little annoys a customer more than being ignored when they have a problem. Return all calls and e- mails promptly. (I return all calls and e-mails within 24 hours no matter where I am in the world) Be thrilled to take care of challenges. Quickly, and happily, fixing a problem not only leaves the customer feeling good about doing business with you, it often provides you with an opportunity to sell more.
8) Keep your attitude up. While it's easy to buy into the gloom and doom in the news, it does you no good. People prefer to deal with someone with a strong, positive, upbeat attitude. It feels better to you and makes you more attractive to others. Find things to feel grateful for and positive about every day. Stay far away from negative influences.
9) Sharpen your skills. Now is absolutely the time to invest in yourself and your skills. Read books, attend seminars, listen to CDs and watch DVDs. Like many others, the training market has taken a hit as companies slash budgets in an effort to survive. Little, however, is more important right now than investing in your personal development so that you are able to take advantage of every possible opportunity you come across.
10) Realize that this too shall pass. I recently attended a seminar given by world thought- leader James Arthur Ray, where he shared the following thought: (2 days ago I heard Tony Robbins say the exact same thing) Year after year, one season follows another. It's always been that way and it will continue to do so. Right now we're in an extremely cold, winter economy but after winter spring always comes. Do the things you need to do to make the most of this current situation using the steps above and you'll not only make it through the winter, (survive) you'll thrive and be among the forerunners of the spring when it comes.
Make it Happen!
Jeff
Want to Sell More? Shut Up and Listen!
Let's face it, we salespeople LOVE to talk. In fact, many of us think we get paid to talk but I don't believe that's true. While presenting is part of our job, and the part we seem to like best (Closing is almost like the icing on the cake compared to presenting for most salespeople) if you really want to make more money in sales you need to speak less and listen more. In fact, I firmly believe that if you ask the right questions and listen carefully to the responses you get, your prospects will tell you everything you need to know in order to help them choose to do business with you. That's right, I just told you your prospects will help you sell them if you just shut up and listen!
Most salespeople believe that the two skills you need to be great at, in order to be successful in sales, are presenting and closing. While it's true that being a good presenter and knowing how to properly close a sale are good skills to have, in my 35 years of studying selling the best salespeople are always three things:
1) The best interviewers (question askers)
2) The best listeners
3) The best storytellers
It turns out that the key to selling isn't really in the presentation or the close; it lies in the questions you ask. Selling is all about asking the questions that help you uncover what makes sense to your prospect. Prospects, just like you and me, do everything we do because it makes sense to do so. For example, you're reading this article right now because it makes sense for you to read it. You dressed a certain way today, ate breakfast or didn't, spoke with people or didn't, etc. all because it made sense to you to do those things. Same thing with your prospects, including buying. Your prospects invest in certain products and services because it makes sense to them. As sales professionals, we need to ask our prospects lots of questions about what they're doing now with regards to what we offer because what they're doing now makes sense to them. For example, I sell sales training and keynote speeches. When talking with the V.P. of Sales at a company regarding the possibility of using my services, I'm going to ask him or her questions like:
"How do you train your people now?"
"When someone new joins your team how do you handle the initial training?"
"How do you train your average performers to increase their skills and effectiveness?"
"Have you ever used an outside consultant like me to train your team?"
Of course I ask many more but the answers to those questions help me to understand what makes sense to the person I'm trying to sell. If what they were doing now didn't make sense to them, they'd be doing something else!
You should notice that what I'm doing is engaging in a conversation with my prospect that's focuses on them. (The only thing they really care about - themselves) After I ask a question I do the hardest thing I can possibly do: Shut Up. I do that, even though it's difficult, because when I shut up it gives my prospect the opportunity to talk and answer my questions. And when they answer my questions I discover what makes sense to them! I listen carefully, I look them in the eye, I nod my head and encourage them to tell me more and I take notes so they know that I consider what they're saying to me important and because it helps me to remember what was said when I get back to my office and think about putting together a proposal.
It's the questions I ask, as well as my careful listening to the answers, which allows me to put together a great presentation for my prospect. I base my presentation on what they've told me they're doing now and after reviewing that with them I share ideas on how I can help them do it better. I'm always certain to include a V.P.S. (Verbal Proof Story) that tells them about a customer of mine who had a situation similar to theirs and how, by using my services, they lived "happily ever after." The V.P.S. is a strong presentation tool and helps the prospect get past the fact that you're a salesperson trying to sell them something. When you use a third party story it's almost as if the third party is endorsing you and doing the selling for you. After making my presentation I simply ask for their business and, once again, shut up and listen carefully to their response. Sometimes you have to wait until the sweat is dripping down your armpits before they'll talk, but let it drip! By asking the right questions and being silent you provide the space for your prospect to "open up" to you.
Practice shutting up and listening. You and your prospects will enjoy the sales process more. And, of yeah, you'll make more money too.
Make It Happen!
Jeff
Most salespeople believe that the two skills you need to be great at, in order to be successful in sales, are presenting and closing. While it's true that being a good presenter and knowing how to properly close a sale are good skills to have, in my 35 years of studying selling the best salespeople are always three things:
1) The best interviewers (question askers)
2) The best listeners
3) The best storytellers
It turns out that the key to selling isn't really in the presentation or the close; it lies in the questions you ask. Selling is all about asking the questions that help you uncover what makes sense to your prospect. Prospects, just like you and me, do everything we do because it makes sense to do so. For example, you're reading this article right now because it makes sense for you to read it. You dressed a certain way today, ate breakfast or didn't, spoke with people or didn't, etc. all because it made sense to you to do those things. Same thing with your prospects, including buying. Your prospects invest in certain products and services because it makes sense to them. As sales professionals, we need to ask our prospects lots of questions about what they're doing now with regards to what we offer because what they're doing now makes sense to them. For example, I sell sales training and keynote speeches. When talking with the V.P. of Sales at a company regarding the possibility of using my services, I'm going to ask him or her questions like:
"How do you train your people now?"
"When someone new joins your team how do you handle the initial training?"
"How do you train your average performers to increase their skills and effectiveness?"
"Have you ever used an outside consultant like me to train your team?"
Of course I ask many more but the answers to those questions help me to understand what makes sense to the person I'm trying to sell. If what they were doing now didn't make sense to them, they'd be doing something else!
You should notice that what I'm doing is engaging in a conversation with my prospect that's focuses on them. (The only thing they really care about - themselves) After I ask a question I do the hardest thing I can possibly do: Shut Up. I do that, even though it's difficult, because when I shut up it gives my prospect the opportunity to talk and answer my questions. And when they answer my questions I discover what makes sense to them! I listen carefully, I look them in the eye, I nod my head and encourage them to tell me more and I take notes so they know that I consider what they're saying to me important and because it helps me to remember what was said when I get back to my office and think about putting together a proposal.
It's the questions I ask, as well as my careful listening to the answers, which allows me to put together a great presentation for my prospect. I base my presentation on what they've told me they're doing now and after reviewing that with them I share ideas on how I can help them do it better. I'm always certain to include a V.P.S. (Verbal Proof Story) that tells them about a customer of mine who had a situation similar to theirs and how, by using my services, they lived "happily ever after." The V.P.S. is a strong presentation tool and helps the prospect get past the fact that you're a salesperson trying to sell them something. When you use a third party story it's almost as if the third party is endorsing you and doing the selling for you. After making my presentation I simply ask for their business and, once again, shut up and listen carefully to their response. Sometimes you have to wait until the sweat is dripping down your armpits before they'll talk, but let it drip! By asking the right questions and being silent you provide the space for your prospect to "open up" to you.
Practice shutting up and listening. You and your prospects will enjoy the sales process more. And, of yeah, you'll make more money too.
Make It Happen!
Jeff
Even Teachers Need a Teacher
If you’ve read my words before you know that I’m a sales trainer and inspirational speaker. While I speak in front of all types of audiences, from teachers to psychologists to you-name-it, I make a substantial part of my income from teaching salespeople how to do their jobs better. You also know, if you’ve read me before, that I’m a big believer in the importance of attitude and mindset. What you might not know is that even those of us who are “cocky” enough to think that we have important lessons to share with the world, we need teachers too.
I’m constantly studying and I’ve been blessed to have some fabulous teachers over the years. My current teacher is a world thought leader whose name is James Arthur Ray. (www.jamesray.com) James is the first to admit that he isn’t teaching anything new but he’s a master at taking some of the more complex ideas of the ages and making them understandable and applicable to the real world. I was fortunate enough to recently spend three days in San Diego studying with him and would like to share some thoughts and ideas that I believe will be useful to you.
1) Stop competing and get creative – If you want to have more (more money, better health, fulfilling relationships, etc.) you must get over the mentality that says there’s a lack of resources and that we have to “beat the other guy.” The competitive mentality says that “there’s not enough to go around so I better get my share before the other guy gets it.” A far better strategy is to understand that there is an abundance of almost everything and plenty to go around for all. In order to access your “share” of everything you deserve in life you need to get creative and stop worrying about the “other guy” getting what’s “rightfully” yours. You ARE entitled to have it all. The other guy is too. I have several friends here on Long Island who train salespeople too and am always thrilled for them when they get business. There’s PLENTY to go around for all of us. Find creative ways to develop your business and attract customers to you and don’t worry so much about beating someone else.
2) Breakthroughs are almost always preceded by breakdowns – Over the last year many people have lost. They’ve lost their jobs, their cars, their homes and more. Some are still suffering but others have taken the opportunity to move forward. I’ve spoken to countless people who have taken this chance to form their own business and many are thriving. Whole losing your job almost never feels like a good thing at the time, deciding to take the leap and start your own business that quickly turns into a successful money-earner looks very good in hindsight. Risky? Sure. Was it risky for Bill Gates to drop out of Harvard and start his own little software company? Yup, but it seems to have worked out well for him. There’s a lesson in everything and while the lesson is often painful at the time we can use these challenges (breakdowns) to move us forward in our careers and lives. When life throws the bad stuff at you it’s time to be hopeful and even excited because the good stuff could be right around the corner.
3) Commitment is the key – My teacher shared a formula for success this weekend that I’ll pass on to you…
Decide, RIGHT NOW, what it is you choose to create.
Decide what you’re willing to give up in order to get it. (there’s a price to pay for everything)
Set a commitment and GET BUSY! You can wish and hope for the stars but getting more of you what you want takes massive action.
Is it easy? No. Will there be challenges? Almost definitely, but no one makes it to the top of Mount Everest without the pain and mind-numbing cold of the climb. I haven’t climbed that particular mountain but I’ll bet it feels pretty darned good when you’re standing at the top.
Make It Happen!
I’m constantly studying and I’ve been blessed to have some fabulous teachers over the years. My current teacher is a world thought leader whose name is James Arthur Ray. (www.jamesray.com) James is the first to admit that he isn’t teaching anything new but he’s a master at taking some of the more complex ideas of the ages and making them understandable and applicable to the real world. I was fortunate enough to recently spend three days in San Diego studying with him and would like to share some thoughts and ideas that I believe will be useful to you.
1) Stop competing and get creative – If you want to have more (more money, better health, fulfilling relationships, etc.) you must get over the mentality that says there’s a lack of resources and that we have to “beat the other guy.” The competitive mentality says that “there’s not enough to go around so I better get my share before the other guy gets it.” A far better strategy is to understand that there is an abundance of almost everything and plenty to go around for all. In order to access your “share” of everything you deserve in life you need to get creative and stop worrying about the “other guy” getting what’s “rightfully” yours. You ARE entitled to have it all. The other guy is too. I have several friends here on Long Island who train salespeople too and am always thrilled for them when they get business. There’s PLENTY to go around for all of us. Find creative ways to develop your business and attract customers to you and don’t worry so much about beating someone else.
2) Breakthroughs are almost always preceded by breakdowns – Over the last year many people have lost. They’ve lost their jobs, their cars, their homes and more. Some are still suffering but others have taken the opportunity to move forward. I’ve spoken to countless people who have taken this chance to form their own business and many are thriving. Whole losing your job almost never feels like a good thing at the time, deciding to take the leap and start your own business that quickly turns into a successful money-earner looks very good in hindsight. Risky? Sure. Was it risky for Bill Gates to drop out of Harvard and start his own little software company? Yup, but it seems to have worked out well for him. There’s a lesson in everything and while the lesson is often painful at the time we can use these challenges (breakdowns) to move us forward in our careers and lives. When life throws the bad stuff at you it’s time to be hopeful and even excited because the good stuff could be right around the corner.
3) Commitment is the key – My teacher shared a formula for success this weekend that I’ll pass on to you…
Decide, RIGHT NOW, what it is you choose to create.
Decide what you’re willing to give up in order to get it. (there’s a price to pay for everything)
Set a commitment and GET BUSY! You can wish and hope for the stars but getting more of you what you want takes massive action.
Is it easy? No. Will there be challenges? Almost definitely, but no one makes it to the top of Mount Everest without the pain and mind-numbing cold of the climb. I haven’t climbed that particular mountain but I’ll bet it feels pretty darned good when you’re standing at the top.
Make It Happen!
Thursday, July 2, 2009
How To Bag The Elephant Without Losing Everything Else In The Bag
This blog post was contributed by my friend and mentor, Steve Bookbinder
Ask the experts:
Q. My partner and I are involved in a marketing company and have an idea for a way to market our services to big brands. If we were to land one of those accounts, the opportunity would be big. How do you think we should get started with this new initiative?
A. I have spoken to literally thousands of salespeople who have some kind of bag-the-elephant sales idea and I find most make two mistakes in their approach that dooms the entire effort. First off, let me state that I am generally in favor of any sales idea that, if successful, would allow the seller to dramatically increase their average-revenue-per-sale, provided that the servicing of that account were possible without causing you to lose any clients you would prefer to keep.
Big projects mean more time management
The first consideration, when going after the BIG sale is that it can take up alot of your time. Forget about servicing; the sales process would no doubt involve many meetings, many emails, and the creation, rehearsal and presentation of many documents that will be needed to support the sales effort. Therefore, a seller is best advised to only have one or two of those size opportunities in their funnel at any given moment.
Therefore, the trick to adding a new, BIG initiative is to make sure that it is only one of many sales initiatives in your funnel. I prefer to set up my funnel by Source of Deal Flow/Business Line, not simply a pile of various prospects. This way, I can concentrate my sales time and efforts on the lead source/business line that requires AND DESERVES the most attention. The alternative would be to forsake all other lead sources for a month or two while diving into the most exciting thing in the funnel--the new, BIG idea. Once you come at the new project from the mature-responsible (scary term, no?) position of making sure nothing is dropped by adding a new thing, you automatically craft an approach more likely to work. Absent this concept, I can easily see a seller pouring themselves into researching leads, cold calling and expensive marketing--with the opportunity cost being attention paid to all of the other older initiatives, "boring" smaller sales opportunities and prospects-in-motion being shoved to the back burner.
Who do you know? Who do they know?
So, how should you go after the one-off BIG customer? By deliberately limiting the time you will put against it! And, by finding a way in that doesn't require time consuming cold calling. If you have a BIG idea, the first thing you need to think about is who you know (and who your contacts know) that will get you a fast introductory meeting. If you are starting from scratch, you will be far less likely to ever achieve success by only spending a fraction of your time working it, but far more successful than putting all your eggs in the one “BIG sale bucket.” Take a second look at your plan. Are you considering launching a marketing effort that will involve convincing total strangers that:
a. they need the service you are suggesting they buy?
b. that you are the right person/team/company to supply that service?
That already sounds like a big number (in terms of lead gen, prospecting and cold calls) game with lots of time lost trying to get someone - anyone - to meet with you. Not a good way to go if you already have anything else on your funnel. (Which you should; you always need a balance of prospects that would enable you to get the smaller, faster sale.) By approaching the sales idea from a starting point of more easily securing the first meeting through contacts, you can focus on the quality/strategy of that meeting. Improving that first meeting means you will more likely get something going--or at least another meeting that could lead to success.
The one-off big idea is less valuable, in my view, than a new lead source called "the BIG sales lead source." Therefore, you need to get your first client so you can finally get the second one. Now, you are in business. Now you have deal flow. And you have it all - the potential for the BIG sale as well as the smaller, boring sales, that you need to pay your bills day-to-day while you are waiting to get rich.
Steve Bookbinder, of Steve Bookbinder Associates, is a full service agency focused on sales and improvement through consulting, training, speaking and web services.
Jeff and Steve are writing and speaking partners and co-present Be Your Own Coach workshops based on their book "How to Be Your Own Coach" (www.byourowncoach.com)
Ask the experts:
Q. My partner and I are involved in a marketing company and have an idea for a way to market our services to big brands. If we were to land one of those accounts, the opportunity would be big. How do you think we should get started with this new initiative?
A. I have spoken to literally thousands of salespeople who have some kind of bag-the-elephant sales idea and I find most make two mistakes in their approach that dooms the entire effort. First off, let me state that I am generally in favor of any sales idea that, if successful, would allow the seller to dramatically increase their average-revenue-per-sale, provided that the servicing of that account were possible without causing you to lose any clients you would prefer to keep.
Big projects mean more time management
The first consideration, when going after the BIG sale is that it can take up alot of your time. Forget about servicing; the sales process would no doubt involve many meetings, many emails, and the creation, rehearsal and presentation of many documents that will be needed to support the sales effort. Therefore, a seller is best advised to only have one or two of those size opportunities in their funnel at any given moment.
Therefore, the trick to adding a new, BIG initiative is to make sure that it is only one of many sales initiatives in your funnel. I prefer to set up my funnel by Source of Deal Flow/Business Line, not simply a pile of various prospects. This way, I can concentrate my sales time and efforts on the lead source/business line that requires AND DESERVES the most attention. The alternative would be to forsake all other lead sources for a month or two while diving into the most exciting thing in the funnel--the new, BIG idea. Once you come at the new project from the mature-responsible (scary term, no?) position of making sure nothing is dropped by adding a new thing, you automatically craft an approach more likely to work. Absent this concept, I can easily see a seller pouring themselves into researching leads, cold calling and expensive marketing--with the opportunity cost being attention paid to all of the other older initiatives, "boring" smaller sales opportunities and prospects-in-motion being shoved to the back burner.
Who do you know? Who do they know?
So, how should you go after the one-off BIG customer? By deliberately limiting the time you will put against it! And, by finding a way in that doesn't require time consuming cold calling. If you have a BIG idea, the first thing you need to think about is who you know (and who your contacts know) that will get you a fast introductory meeting. If you are starting from scratch, you will be far less likely to ever achieve success by only spending a fraction of your time working it, but far more successful than putting all your eggs in the one “BIG sale bucket.” Take a second look at your plan. Are you considering launching a marketing effort that will involve convincing total strangers that:
a. they need the service you are suggesting they buy?
b. that you are the right person/team/company to supply that service?
That already sounds like a big number (in terms of lead gen, prospecting and cold calls) game with lots of time lost trying to get someone - anyone - to meet with you. Not a good way to go if you already have anything else on your funnel. (Which you should; you always need a balance of prospects that would enable you to get the smaller, faster sale.) By approaching the sales idea from a starting point of more easily securing the first meeting through contacts, you can focus on the quality/strategy of that meeting. Improving that first meeting means you will more likely get something going--or at least another meeting that could lead to success.
The one-off big idea is less valuable, in my view, than a new lead source called "the BIG sales lead source." Therefore, you need to get your first client so you can finally get the second one. Now, you are in business. Now you have deal flow. And you have it all - the potential for the BIG sale as well as the smaller, boring sales, that you need to pay your bills day-to-day while you are waiting to get rich.
Steve Bookbinder, of Steve Bookbinder Associates, is a full service agency focused on sales and improvement through consulting, training, speaking and web services.
Jeff and Steve are writing and speaking partners and co-present Be Your Own Coach workshops based on their book "How to Be Your Own Coach" (www.byourowncoach.com)
Wednesday, July 1, 2009
Networking Tips from a Pro!
I’m often asked, “Jeff, where do you get your leads? Cold Calling? Networking? Something else? Is networking is an effective replacement for cold calling?” Wow! Great, and important, questions. Leads can come from many sources and no one who works with leads should ever be without a large supply. They’re out there waiting for you if you just know where to look.
Is networking a replacement for picking up the phone and dialing? In most instances, no. While networking can get you leads and referrals it’s typically a longer process as people get to know and trust you. Cold calling has a more immediate and dramatic affect on your pipeline of appointments, which always needs to stay full if you want to make a lot of money.
That said, I network to get leads and referrals. So, how do we improve the quality and results of our networking? Here are some tips, gained from personal experience over the years:
Tip #1 – When you arrive, use the bathroom.
Do I really care if you empty your bladder? No, but I think it’s a great idea to “check your look” when you arrive at a networking event. Make sure your tie is straight, your hair hasn’t flapped over due to the wind, and that you don’t have something left over from lunch stuck between your teeth. You only get one chance to make a good first impression and that can be easily blown by some corn being in between your two front teeth!
Tip #2 – Eat quickly – then MINGLE!
I’m often stunned by the people who arrive at a networking event only to stand in front of the appetizer table for the next hour with a cocktail in one hand and a plate of food in the other. It’s kind of difficult to shake someone's when both of yours are full. Same thing about a mouthful of food…it makes it difficult to talk. Get some food, eat it quickly then go find someone to talk to.
Tip #3 – When you get to a networking event, look for people you DON’T know
Many people, when networking, walk into an event and look for familiar faces. They then proceed to spend the rest of the event drinking, eating and chatting with their friends. While networking with friends is important too, you can do that anytime. Pick out someone who looks interesting, walk up to them with a smile on your face and your hand stretched out ready to shake theirs and say, “Hi Steve, (assuming they have a name tag) my name is Jeff Goldberg. Nice to meet you. Hey, I’m just curious, what do you do?” Steve will then explain what he does for a living and while he’s doing that you should be actively engaged in listening. This is not the time to check your watch or look around the room for other people you’d like to meet. Give the person you’re speaking with your undivided attention and make them feel important and special. When Steve finishes, he will almost always end with, “So what do you do Jeff?” This gives you the opening you need to move on to Tip #4.
Tip #4 – Have your “Elevator Speech” polished and ready to go
When someone asks you what you do, that’s not the time to figure out how to describe your job. If you don’t have a well crafted “elevator pitch” in advance of needing it you might very well blow your small window of opportunity to make a connection.
Your elevator speech must be brief, clear and concise. (elevator speech - Imagine you wanted to sell your services to Microsoft. You get on an elevator in a large hotel and press the button for the 42nd floor. Bill Gates walks in behind you and presses 40. You have approximately 30-35 seconds to tell Bill what you do and how you can help him in a way that he completely understands). It must quickly explain to the listener what you do and where you add value with a focus on benefits. It must be delivered in such a way that the person listening could then tell others what you do. There should be nothing in your elevator speech that causes the other person to think, “What does that mean,” or “I don’t understand.”
Here’s an example – “Well Steve, I’m Jeff Goldberg and I own my own company, Jeff Goldberg and Associates. We’re a sales training and consulting firm specializing in helping salespeople to get more appointments with decision-makers, shorten their sales cycle and close more business more profitably. The training is based on my 36 years of sales and management experience, as well as my having personally trained many thousands of salespeople, more than 5000 in the last two years alone. I also have a background in the theatre and stand-up comedy which makes me uniquely qualified to work with sales professionals in a fun, and highly productive, way to help them close more business and make more money.”
Brief, to the point, easily understandable and repeatable.
Tip #5 – Know what constitutes a good lead for you
Know what a good lead is for you and make it easy for the other person to help you find people like that. A clearly defined good lead for you makes everyone’s life easier. For example, a good lead for me is the CEO, President or VP Sales at any company, anywhere in the world, that has a sales team of 10 people or more. I suggest you include your, “A good lead for me is...,” at the end of your brief commercial. So mine would sound like this:
“…..uniquely qualified to work with sales professionals in a fun, and highly productive, way to help them close more business and make more money. By the way, a good lead for me is any company, anywhere in the world, with a sales force of 10 people or more and I look to be introduced to the President, CEO or whoever sales ultimately reports to.
Tip #6 – You have to Give to Get
Most people network to get leads or referrals, and of course that’s what you should hope to do. The problem with that is there’s no WIIFM. (What’s In It for Me?) Each of us does the things we do and makes decisions based on WIIFM. If you go to a networking event thinking about all the great leads you hope to get, the people you meet and network with will “smell” the greed coming off you in waves. When meeting and speaking with people, I suggest you should instead be thinking, “How can I help this person?” It often happens that I’ll be at a networking function and after listening to the other person speak, I immediately offer some leads to the person. If someone gives you a gift don’t you feel good about them, and perhaps even a bit obligated to give one in return? By offering your help, others are more likely to give you theirs.
Tip #7 – Make specific requests
If there is a particular company you’re looking to work with or a particular person you want to be introduced to, ask. “By the way, Steve, I’m very interested in working with Microsoft. By any chance do you know Bill Gates or someone else who might be able to help me meet him?” I'd love to meet Bill Gates and I'd love to work with Microsoft. I mention this all over the world. One of these days I expect to run into someone who can put me in touch with Mr. G!
Tip #8 – Focus on the person you’re speaking with
People are highly flattered when you pay attention to them and the opposite is true too. If you’ve taken the time to introduce yourself and ask about someone, give them your complete and undivided attention for the next 3 to 5 minutes. Don’t check you watch or your cell phone to see who’s texting you. Don’t be looking over their shoulder trying to pick someone out to talk with after you’re done with them. Look people in the eye and be interested in them. When you’re interested IN them, you’re more interesting TO them.
Tip #9 – It usually doesn’t happen at the event
The name of the game is to meet as many possible sources of referrals so spend no more than approximately 5 minutes with each person and move on to someone else. Set an appointment to get together with anyone who seems promising. After meeting someone at a networking function, I meet them for breakfast or lunch. It’s much more relaxed and we can take the time to get to know each other and discover how we can really help one another.
Tip #10 – Loosen up and have some fun
No one likes to talk with people who are bored, boring or depressed. Conversely, almost everyone enjoys speaking with others who are upbeat, excited about life and who show they are genuinely interested in them. Did you ever notice how someone who is interested in you is more interesting to you? Show people you’re interested in them by asking good questions and actively listening.
Make these tips part of your networking arsenal and watch your lead flow increase.
Make It Happen!
Is networking a replacement for picking up the phone and dialing? In most instances, no. While networking can get you leads and referrals it’s typically a longer process as people get to know and trust you. Cold calling has a more immediate and dramatic affect on your pipeline of appointments, which always needs to stay full if you want to make a lot of money.
That said, I network to get leads and referrals. So, how do we improve the quality and results of our networking? Here are some tips, gained from personal experience over the years:
Tip #1 – When you arrive, use the bathroom.
Do I really care if you empty your bladder? No, but I think it’s a great idea to “check your look” when you arrive at a networking event. Make sure your tie is straight, your hair hasn’t flapped over due to the wind, and that you don’t have something left over from lunch stuck between your teeth. You only get one chance to make a good first impression and that can be easily blown by some corn being in between your two front teeth!
Tip #2 – Eat quickly – then MINGLE!
I’m often stunned by the people who arrive at a networking event only to stand in front of the appetizer table for the next hour with a cocktail in one hand and a plate of food in the other. It’s kind of difficult to shake someone's when both of yours are full. Same thing about a mouthful of food…it makes it difficult to talk. Get some food, eat it quickly then go find someone to talk to.
Tip #3 – When you get to a networking event, look for people you DON’T know
Many people, when networking, walk into an event and look for familiar faces. They then proceed to spend the rest of the event drinking, eating and chatting with their friends. While networking with friends is important too, you can do that anytime. Pick out someone who looks interesting, walk up to them with a smile on your face and your hand stretched out ready to shake theirs and say, “Hi Steve, (assuming they have a name tag) my name is Jeff Goldberg. Nice to meet you. Hey, I’m just curious, what do you do?” Steve will then explain what he does for a living and while he’s doing that you should be actively engaged in listening. This is not the time to check your watch or look around the room for other people you’d like to meet. Give the person you’re speaking with your undivided attention and make them feel important and special. When Steve finishes, he will almost always end with, “So what do you do Jeff?” This gives you the opening you need to move on to Tip #4.
Tip #4 – Have your “Elevator Speech” polished and ready to go
When someone asks you what you do, that’s not the time to figure out how to describe your job. If you don’t have a well crafted “elevator pitch” in advance of needing it you might very well blow your small window of opportunity to make a connection.
Your elevator speech must be brief, clear and concise. (elevator speech - Imagine you wanted to sell your services to Microsoft. You get on an elevator in a large hotel and press the button for the 42nd floor. Bill Gates walks in behind you and presses 40. You have approximately 30-35 seconds to tell Bill what you do and how you can help him in a way that he completely understands). It must quickly explain to the listener what you do and where you add value with a focus on benefits. It must be delivered in such a way that the person listening could then tell others what you do. There should be nothing in your elevator speech that causes the other person to think, “What does that mean,” or “I don’t understand.”
Here’s an example – “Well Steve, I’m Jeff Goldberg and I own my own company, Jeff Goldberg and Associates. We’re a sales training and consulting firm specializing in helping salespeople to get more appointments with decision-makers, shorten their sales cycle and close more business more profitably. The training is based on my 36 years of sales and management experience, as well as my having personally trained many thousands of salespeople, more than 5000 in the last two years alone. I also have a background in the theatre and stand-up comedy which makes me uniquely qualified to work with sales professionals in a fun, and highly productive, way to help them close more business and make more money.”
Brief, to the point, easily understandable and repeatable.
Tip #5 – Know what constitutes a good lead for you
Know what a good lead is for you and make it easy for the other person to help you find people like that. A clearly defined good lead for you makes everyone’s life easier. For example, a good lead for me is the CEO, President or VP Sales at any company, anywhere in the world, that has a sales team of 10 people or more. I suggest you include your, “A good lead for me is...,” at the end of your brief commercial. So mine would sound like this:
“…..uniquely qualified to work with sales professionals in a fun, and highly productive, way to help them close more business and make more money. By the way, a good lead for me is any company, anywhere in the world, with a sales force of 10 people or more and I look to be introduced to the President, CEO or whoever sales ultimately reports to.
Tip #6 – You have to Give to Get
Most people network to get leads or referrals, and of course that’s what you should hope to do. The problem with that is there’s no WIIFM. (What’s In It for Me?) Each of us does the things we do and makes decisions based on WIIFM. If you go to a networking event thinking about all the great leads you hope to get, the people you meet and network with will “smell” the greed coming off you in waves. When meeting and speaking with people, I suggest you should instead be thinking, “How can I help this person?” It often happens that I’ll be at a networking function and after listening to the other person speak, I immediately offer some leads to the person. If someone gives you a gift don’t you feel good about them, and perhaps even a bit obligated to give one in return? By offering your help, others are more likely to give you theirs.
Tip #7 – Make specific requests
If there is a particular company you’re looking to work with or a particular person you want to be introduced to, ask. “By the way, Steve, I’m very interested in working with Microsoft. By any chance do you know Bill Gates or someone else who might be able to help me meet him?” I'd love to meet Bill Gates and I'd love to work with Microsoft. I mention this all over the world. One of these days I expect to run into someone who can put me in touch with Mr. G!
Tip #8 – Focus on the person you’re speaking with
People are highly flattered when you pay attention to them and the opposite is true too. If you’ve taken the time to introduce yourself and ask about someone, give them your complete and undivided attention for the next 3 to 5 minutes. Don’t check you watch or your cell phone to see who’s texting you. Don’t be looking over their shoulder trying to pick someone out to talk with after you’re done with them. Look people in the eye and be interested in them. When you’re interested IN them, you’re more interesting TO them.
Tip #9 – It usually doesn’t happen at the event
The name of the game is to meet as many possible sources of referrals so spend no more than approximately 5 minutes with each person and move on to someone else. Set an appointment to get together with anyone who seems promising. After meeting someone at a networking function, I meet them for breakfast or lunch. It’s much more relaxed and we can take the time to get to know each other and discover how we can really help one another.
Tip #10 – Loosen up and have some fun
No one likes to talk with people who are bored, boring or depressed. Conversely, almost everyone enjoys speaking with others who are upbeat, excited about life and who show they are genuinely interested in them. Did you ever notice how someone who is interested in you is more interesting to you? Show people you’re interested in them by asking good questions and actively listening.
Make these tips part of your networking arsenal and watch your lead flow increase.
Make It Happen!
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