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Casual Articles - 9 TIPS: Don't Sell Me - Persuade Me
Business networking, or network marketing, can be a gold mine for home-based entrepreneurs, small business owners and independent agents. It is relatively easy to do, fit into your schedule and more affordable than the cost of direct mail or print advertising.What is business networking? It is a marketing strategy with far reaching benefits from publicity to business development and increased sales. It is a process where business people come together with a mutual intent--to build business by building business relationships.How does business networking lead to your success? The short-
TIP - You don’t want to blow a deal because he or she didn’t “like” you. “You know, I think Sam has a better handle on your concerns, so let me introduce you to him now.”
7. Like #2 - This is business - In today’s fast, competitive world, not everyone is aware of the relationships on the business side, if there is a history your firm has with the visitor’s firm.
TIP - Be up to date on your company’s status, ask about relationship problems before the show. “Yes, I understand we didn’t get the bid for the job in Chile, but since we added enterprise softw
In today’s electronic environment businesses must deal with enormous volumes of data from a variety of sources. Keeping track of how much a company is spending on goods and services, and identifying opportunities for cost savings, is no easy task.The job is often made harder by the inefficient expense management processes evident within many organizations.An employee placing an incorrect account code against a vendor is one example of a simple mistake that can cause endless confusion.Another is the creation of multiple entries for the same vendor in an accounts payable system.
One of the two major complaints from trade show attendees is about the booth staff that has a heavy sales pitch. You know that pushy salesman stereotype.. (FYI - the second complaint is staff that doesn't know its stuff - i.e. is not knowledgeable about the company products and services..)
Trade shows have the disadvantage of compressed time. You might have 30 seconds or 30 minutes but it’s not a regular sales call. You can’t talk faster. Just listen closely to the attendees and try to persuade people that your firm can solve their problems.
Here are nine conversation points, and examples, to consider when speaking with people at trade shows.
1. Authority - Why are you important? What gives you the authority to ask for clients? Perhaps it’s your firm’s expertise in a certain area, or a partner’s experience. It’s no longer because your company has a long history or is the newest dot.com.
TIP - It has to be a proactive, not a reactive, reason. “We’ve taken the position that e-learning is critical. We developed a great program in-house that improved our sales productivity 45%, and now we’re sharing it with others in our industry.”
2. Conformity - Are you certified? In every industry, some form of certification carries importance and gives you and your firm authority. Knowing that as a consulting firm, half your staff are CPAs, lets me know that you conform to accounting standards.
TIP - Don't just tell me why you are ISO9000 certified, tell me why it’s important to your company. “We were the first HVAC company in this area to be certified and it really helps us focus our goals to service clients like you.”
3. Commitment - Is your firm committed to your industry? Are you a leader or just in the middle of the pack?
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are staffed 24/7.”
4. Consistency - Clients want to know you have a track record and that you’ll maintain it when they remain with you.
TIP - Explain how you maintain the consistency. “We’re spending $5million in R&D this year for product improvement, but we’ll always stock the MX49 that your firm uses, because we own that mold. ”
5. Contrast - How are you different from your competitors? Avoid giving your competitor a plug and don’t refer to them by name.
TIP - Answer questions with a comment that shows your company’s leadership. “We’re aware other firms are taking the low road, but we’ve always preferred the high road because the vision is better.”
6. Like #1 - This is personal - we all like to do business with people for whom we have a good personal feeling, so if there’s a twinge of personality clash in your conversation, pass the visitor over to another staff member.
TIP - You don’t want to blow a deal because he or she didn’t “like” you. “You know, I think Sam has a better handle on your concerns, so let me introduce you to him now.”
7. Like #2 - This is business - In today’s fast, competitive world, not everyone is aware of the relationships on the business side, if there is a history your firm has with the visitor’s firm.
TIP - Be up to date on your company’s status, ask about relationship problems before the show. “Yes, I understand we didn’t get the bid for the job in Chile, but since we added enterprise softwa
When you have to deal with one of your team who's complaining to you, rather than allowing your negative programmes to take over, get your thinking part in gear and try to see the situation the way they see it. You don't necessarily have to agree with them but perhaps you can empathise with their point of view.The successful manager thinks about the people they have to deal with, is sensitive to how they see things and knows that they might think differently than they do.Let me give you an example: I've always had a thing about good timekeeping; it's something that's been programmed in
Here are nine conversation points, and examples, to consider when speaking with people at trade shows.
1. Authority - Why are you important? What gives you the authority to ask for clients? Perhaps it’s your firm’s expertise in a certain area, or a partner’s experience. It’s no longer because your company has a long history or is the newest dot.com.
TIP - It has to be a proactive, not a reactive, reason. “We’ve taken the position that e-learning is critical. We developed a great program in-house that improved our sales productivity 45%, and now we’re sharing it with others in our industry.”
2. Conformity - Are you certified? In every industry, some form of certification carries importance and gives you and your firm authority. Knowing that as a consulting firm, half your staff are CPAs, lets me know that you conform to accounting standards.
TIP - Don't just tell me why you are ISO9000 certified, tell me why it’s important to your company. “We were the first HVAC company in this area to be certified and it really helps us focus our goals to service clients like you.”
3. Commitment - Is your firm committed to your industry? Are you a leader or just in the middle of the pack?
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are staffed 24/7.”
4. Consistency - Clients want to know you have a track record and that you’ll maintain it when they remain with you.
TIP - Explain how you maintain the consistency. “We’re spending $5million in R&D this year for product improvement, but we’ll always stock the MX49 that your firm uses, because we own that mold. ”
5. Contrast - How are you different from your competitors? Avoid giving your competitor a plug and don’t refer to them by name.
TIP - Answer questions with a comment that shows your company’s leadership. “We’re aware other firms are taking the low road, but we’ve always preferred the high road because the vision is better.”
6. Like #1 - This is personal - we all like to do business with people for whom we have a good personal feeling, so if there’s a twinge of personality clash in your conversation, pass the visitor over to another staff member.
TIP - You don’t want to blow a deal because he or she didn’t “like” you. “You know, I think Sam has a better handle on your concerns, so let me introduce you to him now.”
7. Like #2 - This is business - In today’s fast, competitive world, not everyone is aware of the relationships on the business side, if there is a history your firm has with the visitor’s firm.
TIP - Be up to date on your company’s status, ask about relationship problems before the show. “Yes, I understand we didn’t get the bid for the job in Chile, but since we added enterprise softw
You may have noticed the increase of discussion and publication about a topic called 6 Sigma. However, what isn’t as obvious is what 6 Sigma actually is. First created by Motorola, 6 Sigma is an intensive, highly focused, and greatly effective quality control strategy. Its primary goal is to maintain the performance of an organization virtually error-free.When measuring the performance of a company, its Sigma level is given. Traditionally operated businesses will usually be found running at a 3 or 4 Sigma performance level, even though their rate of problems per opportunity usually falls
TIP - Don't just tell me why you are ISO9000 certified, tell me why it’s important to your company. “We were the first HVAC company in this area to be certified and it really helps us focus our goals to service clients like you.”
3. Commitment - Is your firm committed to your industry? Are you a leader or just in the middle of the pack?
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are staffed 24/7.”
4. Consistency - Clients want to know you have a track record and that you’ll maintain it when they remain with you.
TIP - Explain how you maintain the consistency. “We’re spending $5million in R&D this year for product improvement, but we’ll always stock the MX49 that your firm uses, because we own that mold. ”
5. Contrast - How are you different from your competitors? Avoid giving your competitor a plug and don’t refer to them by name.
TIP - Answer questions with a comment that shows your company’s leadership. “We’re aware other firms are taking the low road, but we’ve always preferred the high road because the vision is better.”
6. Like #1 - This is personal - we all like to do business with people for whom we have a good personal feeling, so if there’s a twinge of personality clash in your conversation, pass the visitor over to another staff member.
TIP - You don’t want to blow a deal because he or she didn’t “like” you. “You know, I think Sam has a better handle on your concerns, so let me introduce you to him now.”
7. Like #2 - This is business - In today’s fast, competitive world, not everyone is aware of the relationships on the business side, if there is a history your firm has with the visitor’s firm.
TIP - Be up to date on your company’s status, ask about relationship problems before the show. “Yes, I understand we didn’t get the bid for the job in Chile, but since we added enterprise softw
This winter has been a challenging one for air travel. Hopefully, you haven’t found yourself on a cancelled flight. I wasn’t so lucky and while waiting on standby, I was frustrated by the lack of customer service from the airline. But then, I met one ticket agent (let’s call her, “Grace”) who “got it” and I salute three principles she used that made many stranded travelers feel better about their experience. These lessons can apply to any business.Information is priceless. People get frustrated very quickly when they have no idea what’s going on. The panic that comes with cancelled trav
4. Consistency - Clients want to know you have a track record and that you’ll maintain it when they remain with you.
TIP - Explain how you maintain the consistency. “We’re spending $5million in R&D this year for product improvement, but we’ll always stock the MX49 that your firm uses, because we own that mold. ”
5. Contrast - How are you different from your competitors? Avoid giving your competitor a plug and don’t refer to them by name.
TIP - Answer questions with a comment that shows your company’s leadership. “We’re aware other firms are taking the low road, but we’ve always preferred the high road because the vision is better.”
6. Like #1 - This is personal - we all like to do business with people for whom we have a good personal feeling, so if there’s a twinge of personality clash in your conversation, pass the visitor over to another staff member.
TIP - You don’t want to blow a deal because he or she didn’t “like” you. “You know, I think Sam has a better handle on your concerns, so let me introduce you to him now.”
7. Like #2 - This is business - In today’s fast, competitive world, not everyone is aware of the relationships on the business side, if there is a history your firm has with the visitor’s firm.
TIP - Be up to date on your company’s status, ask about relationship problems before the show. “Yes, I understand we didn’t get the bid for the job in Chile, but since we added enterprise softw
There are papers on the floor, across the desk and resting on the keyboard. Piles of files are all around. Magazines, newspapers…you name it. Just about anything can be found in this office. You've seen it in your own organization. You know what I am talking about.Several years ago an employee called me because her performance review included items relating to the disorganized state of her office. When I arrived, her office was piled high with papers. I began asking questions. Are you late with assignments? Does it take you more than 15 seconds to find information? Do you tend to completely
TIP - You don’t want to blow a deal because he or she didn’t “like” you. “You know, I think Sam has a better handle on your concerns, so let me introduce you to him now.”
7. Like #2 - This is business - In today’s fast, competitive world, not everyone is aware of the relationships on the business side, if there is a history your firm has with the visitor’s firm.
TIP - Be up to date on your company’s status, ask about relationship problems before the show. “Yes, I understand we didn’t get the bid for the job in Chile, but since we added enterprise software our costs have reduced considerably. I know we’ll be more aggressive on your next bid.”
8. Reciprocate - Is this a potential partnership? Every client should be viewed as a partner. Sometimes, you have to give more in a partnership than you get.
TIP - Don’t view the reciprocity as a guaranteed 50-50 relationship. “We’ll be happy to include co-op advertising in our agreement with you. All we ask is, when the advertising works for you, that you refer other wholesalers like your firm to us.”
9. Scarcity - How unique are your firm’s talents, products and services? What makes me have to choose you?
TIP - Be certain of your facts before you boast - “Are you aware we are the only firm to provide secure internet access for coffee grinder repair shops?”
Knowledgable conversation leads to persuasion which leads to sales.
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