Saturday, March 5, 2011

Appreciation is Always in Style!

I have been in sales my whole life.

Even when I was baby, I was selling myself by being irresistible and needy! As I grew up, I learned to use my brains and charm to win others to my way of thinking, to "buy in" to what I wanted. If one goes into sales, as I have, we continue to sell ourselves because if we don't, no one will buy our product from us.

BUT the sale is NEVER COMPLETE until the THANK YOU is expressed. As a baby, that was done with a smile and a happy burp after we were fed. As a Sales Professional, that is done with a Thank You at the close of a sale or a deal. If we are smart, we also thank anyone who sent us a referral, connected us with another in our business sphere, remembered our birthday, acknowledged an achievement.

When you say "I appreciate..." , do it with a written note, mailed to the recipient, an art that is all but forgotten. I use an online system that allows me to do this in my own writing over my own signature. Feel free to ask me how.

It doesn't matter how, it only matters that you say "Thank You" every at opportunity.

Monday, January 25, 2010

How Do You Stay in Touch with Clients and Prospect?

It makes no difference how many people you meet networking, how many prospects you might cultivate, how many clients you have if you do not make the effort to reach out to them.

When you meet someone at a networking event, how do you follow up? Do you send a mass e-mail to everyone who’s card you grabbed there so you can tell them how wonderful you are? Or do you call them to arrange a time to meet to sell them your product or service? Do you send a card, written in your handwriting, saying how good it was to meet them and you hope you will be able to help them build their business, then follow up with a call to set a date to meet so you can learn more about them? Consider which of these would mean the most to you…

As for your clients, do they receive a birthday card from you each year? Do they receive a card on the anniversary of the date you began doing business together? Do they receive thank you notes with a little gift card when you receive a referral from them? Just doing any one of these would put you miles ahead of most people – help you to differentiate yourself from the masses.

This can be done so simply with an online system that I use, With its contact manager, group option, campaign system and date reminders, SOC practically does the work for you. Feel free to contact me if you are interested in stepping up your credibility with your current clients and your prospects. I would love to help.

Tuesday, April 28, 2009

Do You Stand Out From Your Competition?

It's a simple question. What do you do to differentiate yourself from your competitors? However, many of us do not want to do all that is necessary to set ourselves apart from the masses.

One of the ways to stand out is to do what so many in sales and marketing do not do. Add the personal touch to your sales and marketing regime. A personal greeting card, in your own handwriting, mailed, not electronic, is a great way to let a client, a prospect, a former customer know that they are important to you and your business. Say thank you for their time, their interest in your product, a referral to a new client. Remind them that it is the anniversary of your business relationship and thank them for their loyalty. Add photos of your products to introduce a new line. Use photos of your client on a card - they will never throw it away!

I do this using SendOutCards and you can, too. If you are interested in creative ways to enhance your marketing program and sales efforts with this simple system, contact me at your convenience.

Tuesday, March 17, 2009

What is Value?

Value is determined by the client/customer, being certain that you hear their needs and wants and then meeting and even exceeding those with your product or service.

I also believe that it is essential in this current economic environment to be certain that the customer/client perceives that they are receiving VALUE ADDED products or services. People and companies are being extremely vigilant when spending their dollars, so they not only expect the best/most for their money, they want to know that they are appreciated for their confidence in your company, expressed by buying what you are selling. Follow up customer care is as important as treatment during the sale. Bad customer service can negate all those sales efforts and eliminate any future referrals.

And please, say "Thank You for Your business" in whatever way you see fit.

Friday, February 20, 2009

Seven Words Can Change a Culture

"We've NEVER done it that way before." For most companies when these words are spoken what is implied is "why should we try something different?" This is the sign of a corporate culture that is stuck in a deep rut. When I work I prefer to appoach every situation by reviewing what has been done and how it has been done, asking "how is that working?" Even when something is successful improvement can always be made. If business is lagging, obviously whatever has worked in the past is no longer effective. It is time to say "We've never done it THAT way before" and try something new.

Monday, February 9, 2009

In Sales Management, Focus on Their Strengths

When training and mentoring groups of sales reps, the wise Sales Manager draws upon the strengths of each individual. Sales, like so many other skills, is not "One size fits all." Each person on the sales team approaches their profession differently and will take the same information and apply it uniquely. As Sales Manager to a team, it is essential to learn how each member of that team performs best - what motivates them, what excites them about their work - and help them to focus on those features of their own personality which will enhance their personal success.