Standing Out

The trick to standing out in the crowd in your line of business isn't being slick or a smart aleck (we see a lot of people playing the smart aleck online). It's not being controversial or being a shock jock. The trick to standing out from others is being consistent and helpful as you build relationships.

Regardless of what you may have heard, people are still looking for someone to help them; they're still looking for someone that will make them feel safe and secure. I know we have the internet now and people can "educate" themselves on all the products they need, but all the information in the world will never replace a real relationship based on trust, knowledge, and a desire to be helpful.

If you want to stand out in your business, follow these three rules:

1. Communicate consistently
Write a note. Send an e-mail. Send a Tweet. Facebook them. Call on the phone. Drop in to say hello. And when you do any of these, provide something of value.

2. Make yourself available
While I was writing this post, one of my customers called and needed help with a piece of equipment he uses. The manufacturer was short with him on the phone (probably busy), and told him what he needed to do to fix his problem, but he didn't seem like he wanted to help. All I did was let my customer vent, agreed with what the manufacturer suggested he do to fix the issue, and then suggested a couple of other options. Right before he got off the phone he said, "Thank you." I said, "For what? I did do much." He said, "I know, but when I call you I can tell that you really want to help me." Be there when they need you!

3. Build trust
The most important thing you can do in any business is build trust. That means you need to know your stuff, be honest when you don't know your stuff, know what your customer needs, and be honest when you find your product may NOT be the best fit for your customer's needs.

If you follow these three simple rules you'll be leaps and bounds ahead of your competition in no time.

Image: diankarl

Shut Up, Step Back and Watch

Have you ever seen hyperactive networkers that just HAVE to meet the guy that spoke to the group? It's kind of funny. They kind of shake like a toy poodle as they stand in line to shake the speakers hand, share a few words, and then feel like they really accomplished something.

I just watched a number of fellow Power Breakfast attendees do just that in Charleston. I'm sure many of them were potential suppliers for the company the CEO that spoke runs, just like me. But what good is a quick word or two, the passing of a card, and worse yet; a little bragging about ones self and business going to to do for that networker hoping to make a connection?

Instead of joining the crowd, I did what a good friend, and much more seasoned salesperson told me I should do in situations like this; I kept my mouth shut, stood back and watched. My goal in attending the meeting was to get a good contact name for someone in this CEO's company that I could talk with about my products. I was hoping the CEO would be able to give me this information. But after standing back for a while I noticed a lady that kept attending to all of the CEO's needs. She hovered around him, handed him papers, and and so forth.

No one was paying any attention to her, so I walked up and said, "He keeps you busy doesn't he." With a smile she said, "You have no idea." She then went on to tell me she was the CEO's personal assistant. After we talked about some of her responsibilities, I asked, "Could you help me with a question?" She said she'd try. I then told her I needed to know who to talk to in her organization that would be interested in my products and then told her what I do and how I can help her company. She gave me the name I needed, took my card to pass on to the fellow she asked me to call, and then gave me her card and told me to call her if I needed any more help. Goal met!

Shutting up, standing back, and keeping my eyes open netted me a better contact than the one I went to the breakfast with the intention to meet. Two points to ponder:

1. Don't be so anxious
Take your time when networking.

2. Look around
If you're only focusing on the "target" you came to meet. You may miss out on a great opportunity to meet someone you didn't even realize could help you.

Image: fspugna

No Can Be Your Friend

The word "no" can be your friend! One of my favorite books on the subject of no is Go for No. It touches on points I've been teaching my students for years!

If you've trained with me, or if you've been to one of my marketing seminars, you've heard me say, "When someone tells you no, smile and ask for a referral to 3 or 4 more people that will tell you no, because you need 3 or 4 more people to tell you no before you get to a yes!"

This book takes you one step further. It tells you to go for no to get MORE yeses!!!! You see, too many people go for yeses. Once I get to their quota of yeses they stop. What Go for No teaches is not to stop until you get to your "no" quota, not your "yes" quota. This is great advice and something every salesperson should read! Pick up a copy from Amazon.com or see if your local book store can order one for you.

Image: biscuitsmlp

Want a little taste of what you'll learn, check out this video:

Your Sales Pipeline

Some call it a funnel and some call it a pipeline. Either way I'm talking about putting potential customers in one end with the hope they will come out the other side as a sale.

Selling is not a perfect business. There is emotion, fear, desire, and need involved. People buy for many different reasons. It would be nice if we could just walk up to a customer, show them our product and they write a check. Does it happen? Sure! Just not very often!

Instead of looking at sales as a one time thing, we need to look at selling as a process. Similar to how a farmer sows seeds into a field, you need to sow an interest in your products into your customers. Not every seed will sprout, just like some of your customers won't be interested in what you sell. That's why farmers sow so many seeds, they expect a percentage to fail.

Every time you show your products to a potential customer, they start to travel down your sales pipeline. Some slide right through and buy right away, some won't even consider going in the pipe and others meander down the pipe as they make their decision.

It often takes time for your customer to get to the end of your pipe. It could take days, it could take weeks. It doesn't matter! The point is to keep the pipeline full.

So how can you feed the people in your pipeline so they don't turn and walk out the way they came in? Here are a few suggestions:

1. Thank you cards. When someone shows interest in one of your products, but doesn't buy, send them a nice thank you card for considering what you're selling and let them know you will follow up at a later date, or offer a buying incentive. (so much off, free case, something like that)

2. If it's a trusted customer, offer to leave the product with them to test for a few days. This is called the "Puppy Dog Close". Once you get it in their hand and they get used to using it, they'll want to keep it.

3. Be sure to mention the product each time you see the customer. This is not being pushy. This simply gives them another opportunity to buy. Remember! We live in a busy world. We all need reminders from time-to-time.

Since I specialize in training sharpeners, while on the road, I take some time and ride with a few of my students when I can. Almost all the shear sales I see them make are not impulse buys, but the result of sowing interest in the shear over time.

How do you keep guiding customers into your pipeline? Well for starters, be sure your customers know you sell shears and/or other products. Then be sure you have some to show! You can't sell from an empty wagon and people like to touch and feel before they buy. Give them something to touch and feel!

One thing is certain, your customers will buy what you're selling from somebody. If you take the time to show them what you have, and remind them of it, they will eventually buy from you!

Image: saleslogistix.com/services/Pipeline - SalesLogistix is a consultancy focused on implementing the most complete and usable SFA / CRM systems. They provide advisory and services for any SFA system, implement / extend Salesforce.com, develop custom Salesforce applications, and sell add-on products for Salesforce.com users.

Close a Sale Like a Kid

My youngest son Aidan (5) has been on an Indiana Jones kick as of late. In fact, it's pretty much all he talks about. He's seen one of the movies (under heavy supervision by mom and dad), he plays the Lego online Indiana Jones game and he's even put together his own version of an Indiana Jones Outfit.



His latest acquisition is a little Lego Indiana Jones figure. Charles, my oldest son Ian's (10) friend, let him "borrow" it. Aidan was elated! But it wasn't long before the time to return the figure started to draw near, so Aidan started coming up with a plan to talk Charles into letting him keep the figure longer.

He started reasoning with his brother that Charles had plenty of these figures and should let Aidan "take care" of this one a little longer. Ian wouldn't bite.

Aidan then moved on to his sister Mia (7). He figured she might be able to work her feminine wiles on Charles and get her to convince him to let Aidan keep Indy. Mia was repulsed!

Well the day to return Indy finally came. Aidan realized he wouldn't be able to elicit any help from him siblings, so he hitched up his britches, walked up to Charles and asked a simple question, "Charles, may I keep Indiana Jones a little longer?" Do you know what Charles said? "Sure Aidan, you can keep him a while longer." I'm willing to bet Aidan will ask for another extension and that eventually, Lego Indy will be a permanent part of the O'Donnell household. We shall see.

So what is the point of all of this? Aidan asked. It would have been easier for him to just assume Charles would say no, return Indy to him and go home, but he asked. Did you know more sales are lost because salespeople don't ask for the sale than any other reason? When you have an opportunity to sell something to one of your customers, don't just hand it to them and hope they will buy. Ask for the sale! The worst they can do is say no. What do you do when they say no? Well that's a topic for another post.

Lego Indy Image: gazraa

How is Your Service?

Mike Dandridge quoted a customer in a post on the New School Selling Blog. This is what his customer said about a funny sign that joked about customer service...

"Did you ever notice, the places that have those signs that joke about the service, are the same places where the service is a joke?"

Mike took the sign down. He then goes on in the post to write about first impressions.

The most important thing we can do as business people is make good first impressions, and the best way to do that is dedicate ourselves to outstanding customer service. Unfortunately, according to Jeffrey Gitomer's latest article in Sales Caffeine, customer service is not very good and getting worse. So we have an opportunity! It's never been easier to stand out, all we have to do is treat people well and we'll be ahead of the pack. It's kind of a shame isn't it. Shouldn't we be treating our customers well anyway?

Image: successfromthenest.com

If you liked this post, be sure to visit my other blog: Jim Sharp

A Point About Free

Seth Godin made a good point about free in his blog today. This is a topic I'm going to be writing about in the near future. Go take a look. It will be a good spring board to get you ready for some future posts.

Flipping the Funnel

Recently on Jim Sharp, I wrote an article on filling your Sales Pipeline. In the book I'm reading right now, Meatball Sundae, Seth Godin wrote a short section that fits well with this theme. (Click here to go to my Squidoo Len and see the book) This is what he wrote:

"Every business has its 1 percent. Every business has a group of customers so motivated, so satisfied, and so connected that they want to tell the rest of the world about you and what you do.

Your challenge is to give these people a megaphone. To switch your view of the market from a vertical funnel (attention at the top, sales out at the bottom) to a horizontal one, in which ideas spread from one prospect to another." *

He makes a great point. We all have customer advocates, and those advocates can be a sounding board that can make your business or your sales boom. Word-of-mouth and word-of-mouse are two powerful tools. Work to over deliver and excel in what you do, and these advocates will propel you to the top!

* Meatball Sundae, Seth Godin, Page 84