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If You Don’t Care – Don’t Ask.

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, May 22, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

If You Don’t Care – Don’t Ask.

“How are you today?”

 

Sounds good – doesn’t it? If the person asking really cares, it’s great. However, I bet if you keep track of the number of people who ask you this question over a period of time, you’ll find that they may not care about your response.

 

This topic has always been intriguing to me. I believe most people feel uncomfortable answering this question honestly when they don’t know the person who’s asking. It’s considered personal, inappropriate or not relevant to the topic at hand. (When we know the person, and have a relationship with them, this may be very relevant and appropriate.) It’s a “cheesy” way to break the ice when the caller is looking for an answer of “fine” and then hoping to move on to the next topic.

 

My goal is to make sure that people really care when they ask – or that they just don’t use this approach to start a conversation. As a salesperson, please think about this point when you don’t have an existing relationship with the contact.

 

When I receive calls from people I don’t know, and am asked this question – I answer them honestly and with details. They may be looking for a “fine”, but they may get a lengthy answer. For example… Question: “How are you today?” Answer: “Great. I got up early extra this morning, had a great workout at the gym. Then, I stopped by Starbucks and got some coffee. Normally, I have a grande size of their bold coffee of the day, but since they had Sumatra, I had a venti size (large). It was so good; I ordered a second one for the road. Then, on the way to the office…” You get the idea.

 

Another option would be “busy” - which can instantly kill a call.

 

Or, I may say “terrible” and give them some details. This normally will also kill a call; however, you may be surprised at the number of times this response gets no answer at all, or an answer like “great”. In either case, it’s obvious that the person either doesn’t care or isn’t listening. Try one of these answers next time you’re asked “How are you today?” from someone you don’t know (live or on the phone).

 

If you’re looking for an ice breaker, consider making a statement, like “I hope you’re having a great day” or just go into “the purpose of my call is…”

 

In either case, please keep this blog in mind before you ask “how are you today?”

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Education  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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Just one call a day!

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, May 1, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Just one call a day!

 

That’s approximately 250 calls per year. Good things will happen when you make 250 new prospecting calls per year (even better is 2 per day = 500 per year, and so on).

 

I have a client that no matter how busy they with their current clients, makes 1 ice-cold prospecting call per day. She calls it her “Random Call of the Day” and it usually is at about 9:30 every morning (when it’s time to refill her coffee). So far for the year, she has converted 18% of these calls to clients, and another 13% are in the current pipeline. That’s nearly one third of her total calls resulting in sales or future potential. These are excellent results for prospecting calls! The secret to her success is that she has no fear whatsoever making 1 call. She truly believes that the worse thing that can happen is that they say “no” or don’t return her call. That’s okay with her, because the answer was already “no” before she made the call. “Anything I get is a bonus” she says.

 

In the words of Col. Hannibal Smith of the A-Team, “I love it when a plan comes together!”

 

Have a great week!

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Education  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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How Not To Lose Customers

Posted By Frederic Carr, Link Business, Tuesday, April 24, 2018

How not to lose Customers

  

“The easiest way to grow your customers is not to lose them”, so says Robert Clay of Marketing Wisdom. Businesses lose 10% to 20% of their customers each year for numerous reasons and the reasons may startle you. Inattentiveness, lack of communication, lack of extraordinary customer service or service negligence.   Whatever the reason, the consequences of the loss can be catastrophic to businesses of every nature.  However, while there is no magic answer, there are immediate resolutions to help you retain your clients.  

Extraordinary Customer Service: Each and every employee should be dedicated to the idea of delivery of amazing and superlative service to each customer that walks in the door. This means knowing their names, their treatment history, their goals, and their priorities. Also, responding immediately to their needs, going above and beyond the norm, delivering service that you want personally. This is an attitude that needs to be instilled every day, in every way.

Reliable Products and Services: Very few things can turn a customer against your business than unreliability of a product or service. Ensure that what you offer has the stamp of approval of virtually every employee. This means that products and services must reassure customer satisfaction. What that means is satisfaction guaranteed…not just guaranteed but assured. Nothing says confidence like a product or service that the business and employees stand behind. Nothing can ruin customer confidence like a product or service that fails to deliver what is promised. Ensure that the staff is well versed in the value of a product and service and can relate that to the client and ensure that using a product or service is the norm.

Reconnect with the “drifters”: Those clients who have not kept appointments, who have not returned for months, who have not purchased must be reengaged. These clients must be reactivated buy using some basic communication skills that everyone can help with. Emails, phone calls, letters offering specific incentives, special deals and other enticements to return. Every week or month, a select group of drifters can be contacted by the staff and offered encouragement to come in and get a product or service. Minimally, these clients could be a source of dissatisfaction that can be dealt with internally. If there have been problems in the past assure the client that things have changed. These retention ideas are merely a few of the things that can be accomplished regularly that work to ensure that you won’t lose 10 to 20% of your hard won customers.

 

Tags:  customer service  increasing sales  relationships 

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Call Me After the Holidays

Posted By Mike Leeds, Pro Sales Coaching, LLC, Thursday, November 30, 2017

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Call Me After the Holidays

If you haven’t heard this comment from a prospect or customer yet, you soon will.

They may not want to see you until January; however, you certainly can try to set an appointment now for a future time in January.

Next time you hear this comment, instead of just calling back in January, consider a response like… “I certainly understand. Can we schedule a time now for a meeting after the holidays?”

Having appointments set up for the first couple of weeks in January will help you start the year strong. Otherwise, you may not be able to see these people until late January or even February – losing valuable time. If you sell a product or service with a recurring, repetitive, or a trailing revenue stream, getting a fast start to your year is critical. Mathematically, the first quarter of the year can be worth as much as 42% of your annual revenue opportunity or potential.

Lay the foundation now for a great 2018!

Have a great sales week & enjoy the holiday season!

Tags:  Customer Service  Data Gathering  Increasing Sales  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Prospecting  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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7 ways to get a Jump on Leap Year!

Posted By Mike Leeds, Pro Sales Coaching, LLC, Wednesday, February 17, 2016

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

7 ways to get a Jump on Leap Year!

We all wish we had more time in the day; however, this year your wish becomes your reality – you get a bonus sales day. Leap year only comes around every four years – so let’s “jump” on it! It doesn’t cost you anything – it’s pure profit. You can use the extra Monday to plan and/or execute any of the 7 suggestions below:

1.    Schedule to meet a former networking/referral partner for coffee or lunch. This is a great opportunity to reconnect, and see how you can assist each other this year.

2.    Make a list of old (or dormant) customers that you’ve been meaning to contact – and commit to this call time on your schedule within the next 30 days. This is another great opportunity to reconnect, see what changes have occurred in their businesses, and assist with their success.

3.    Make a list of former target prospects that have told you “no” in the past. If you feel these are still solid targets for you, schedule time to contact them within the next 30 days to see what (and who) has changed. A “no” yesterday can turn into a “yes” today (or tomorrow).

4.    Go through those rubber-banded stacks of business cards you’ve collected, and see which ones may be relevant to contact now – and commit to this call time on your schedule within the next 30 days.

5.    Go through that “possible or future projects” file you keep (or maybe you call it – things to do when I have time). See what’s relevant – and commit to this call time on your schedule within the next 30 days.

6.    Do that prospect researching that you’ve been putting off. Make a list of prospects to contact, and commit to this call time on your schedule within the next 30 days.

7.    Review your list of old contact names from your previous jobs to see which may be relevant again today. Make a list to contact, and commit to this call time on your schedule within the next 30 days.

You may come up with other ideas to add to this list. The important take-away from this blog is to do something with this day that you haven’t had time to do.  Take advantage of this extra day – and let it contribute to your 2016 success. 

Have a great sales week!

Tags:  Customer Service  Data Gathering  Increasing Sales  Networking  Relationships  Sales  Sales Activities  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Prospecting  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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