The paperclips didn't need a sales pitch. Neither do your clients.

SELLutions

Always Give First

by GSchulz 10. July 2015 15:04
  Last week, I sat down with Jacob, a friend who is a sales rep at an ink and toner supply store. We were exchanging the usual “So, how is the family...how is business?” when Jacob started to look troubled. “You know, Greta, I thought business was going great,” he said. “My sales have been through the roof, and I have more clients than I know what to do with. There is just one thing that has been bothering me the past few weeks.”             “What is that?” I asked.             “Well, I was reviewing my order totals for the quarter when I saw that my biggest client, ABC Graphics, had ordered only half as much toner in June as it did in May. I was not too surprised. Many of our clients have a slow month here or there. I figured things would pick up. Well, lo and behold, at the end of the next month, not only had ABC Graphics not increased back to its regular toner order, it had barely ordered anything.”             I asked, “So tell me something, Jacob. When you recently visited your contact at ABC Graphics, how did it go?”             “Well, to be honest, the last time I followed up with them was at the end of last year,” Jacob replied. “I told you we have been crazy—I mean busy—and besides I didn’t have anything new for him, they just want to order and not have us bother them.” Bother them!             So why was Jacob rapidly losing ground on his biggest account? Because he did not stay in front of his client, and someone else moved in on his account. And if Jacob’s client perceives a visit as a “bother” then he needs to analyze what he says and does while he’s there.             One common characteristic we as salespeople have, is the belief that “once a customer, always a customer.” Of course, as time goes on and good customer service does not, another salesperson sees your client as his prospect. So how can Jacob—or you—make it right?             Sit down with your client list the first week of every month and think about each client individually. Then jot down something you can do for each person or company on the list. Take off your salesperson hat and really consider the well-being of your client. Think referrals, introductions, invitations to network with you…anything to make your client say, “Wow, he really does care about me.”             Not only will you be helping out your clients, but you will also be keeping the line of communication open regarding your product or service. Then you can resolve their issue instead of your competition doing it…while getting their business.             Rather than worrying about the other guy moving in on your clients, take some preventive measures to ensure you are keeping your clients happy. Remember the “givers gain” philosophy: The more you give, the more you get in return. If you are always giving, you will never lose. Click here to share this post.

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Top 5 Hiring Mistakes

by GSchulz 7. July 2015 12:34
 “Joanne is leaving and I need someone for that territory! I need help do you know anyone?” A week doesn’t pass without someone asking about looking for a new sales employee. I hear it all the time. So why is everyone having such a problem? Here are some common hiring mistakes we see and what you should avoid.         
1) Looking for new employees when one is leaving. I think we all know the value of a good        employee. Make no mistake, if you hire (and manage) right, your organization runs like a        well oiled machine and I defy anyone to argue that. “Get the right people on the bus in the        right seats” the famous quote from the top-notch book Good to Great by Jim Collins. That         being said why are we looking for employees only when we “need” one. You always need         them if they are great and greatness doesn’t come along only when you are looking so be         looking all of the time.         Our biggest problem with looking when we “need” someone is the desperation factor. We        often hire to fill a need by hiring “the best of the worst”. When we are feeling pressure         from a department or another employee to lighten their load we often make a decision not           for the  “best person” but the “best for right now person”. This will hurt you in the long run         every time.  

2)Hiring off of a resume’. When I say it is a mistake hiring off of a resume’ I don’t mean to presume you actually hire when a good resume comes in without other important considerations. What I do mean is being impressed by the background they have had; whom they’ve worked for and what they’ve done. Background is less important then things like eagerness to learn, commitment and desire to be successful. Hire for attitude, train for skill.  

3)Hiring in your image. Allowing the likeability factor to take over the actual decision of the best candidate. We like people that are like us, that we relate to but in hiring that is not to be used as a gauge. We all make decisions emotionally, meaning we decide on things in our life business and personal by our gut, by what we feel. In some cases it’s enough but in the decision of hiring someone to help you grow your business, there needs to be much more then you like them.  

4) Selling the candidate on the job. We are passionate about our organization and all of the good things that we offer. Because of that, we sell the candidate on how great the job is instead of really qualifying them first. One of the most important things we need to do in an interview is to ask good questions and listen for the answers. It is called an interview for a reason. Do not get caught up in telling the candidate all about the job, what it takes, the duties the company benefits etc. Do not get caught up in this sale. You may find out too late the things you could have found out upfront.  

5) Overlooking a teachable, trainable candidate for one with “experience”. The idea of hiring someone with experience is sales is understandable. It seems like a good  idea for someone who can just fit right into a job and start off fast and furious. This is often not the case. Though it takes more work and effort to train someone it often proves to be much more lucrative in the end because you have taught them in your way. Unfortunately sales people seem to have more bad habits then good ones when they leave a job. Though this can be an overstatement it is more often true then not.   The key is to be looking for someone better then your best person, all of the time. If one of your salespeople said to you that they were going to look for new business only when they lose existing business, you would probably fire them. Then don’t do the same thing. As an executive, your prospecting responsibility is looking for top-level salespeople all of the time. Not just when you lose one. Click here to share this post.

5 Keys to Successful B2B Marketing

by GSchulz 23. June 2015 13:03
   Successful business to business marketing involves a tricky balance that even major business conglomerates can struggle with. To stay ahead of competitors, it’s important to constantly revisit your marketing campaign, analyzing your goals, revenue and client market. Whether you are revamping your B2B marketing strategy or just getting started, the following five keys to successful B2B marketing can help you on your way.     1)  Define Your Brand   Before you can begin to market your brand, you need to have a strong brand definition. What can your product do that others can’t? What makes you stand out? What gives you an edge over the competition? Before pitching your brand to potential clients, you must be able to answer all of these questions, and answer them with confidence. Whether you’re selling paper towels or high end jewelry, if you can’t define your product’s personality in five words or less, then you need to tighten your marketing pitch. Statistics show that the average consumer attention span is now just eight seconds, that’s lower than the attention span of a goldfish. To capture the attention of the modern consumer, ensure that your branding is concise, snappy, and has a voice of its own.   2) Hire Your Focus Group   As you prepare your pitch for your B2B sales venture, include members of your focus group in the decision-making process. For example, if your product is aimed at women between the ages of 25-34, your entire marketing team should not be made up of men between the ages of 45-54. If hiring your focus group is impractical (if your product is aimed at six year olds, for instance), then test the effectiveness of your pitch through your social media platforms (here we’re assuming that parents will liaise on behalf of their children). As you introduce your product to the wide world of social media, you’ll begin to receive the kind of consumer feedback that should play an integral part in the creation of your pitch.       3)  Identify Your Client   Successful B2B marketing is not about selling to the first client who will buy your product, it’s about finding the best client for your product. Before pitching your product, identify your niche. Who do you want to sell to, and why? Remember picking essay titles in high school? The narrower the focus, the better the results. You can’t market to everyone, everywhere, or your pitch will lack the spice of individuality that attracts high end B2B buyers. Before choosing your buyers, do as much research as possible on their B2B reputation, the products that interest them, and the demographics to which they cater. The better you understand your client, the more easily you can convince them that your product is exactly what they’ve been looking for.    4) Ready Your Pitch   Your buyers don’t know how great your product is, and your pitch is your only chance to convince them that it’s marvelous, flawless, and indispensable. Remember that B2B buyers have not just their own interests in mind, but the interests of their customers as well. Your pitch is the first step in a complex decision making process, so be ready to answer any questions that your buyer might throw at you. B2B buyers are more rational, careful and calculated than the average consumer, so flashy gimmicks are not necessarily going to work. It’s not enough to make your buyer want your product, they have to need it.     5) Cultivate Positive Client Relationships   As you build your marketing success, keep in mind the importance of cultivating and maintaining positive client relationships. Once you’ve made a successful sale, ensure that your product delivers as promised, and keep lines of communication open between your business and your buyer.    Always think of the value-add.  What can you offer your customers, that others aren’t offering?  What pain points can you solve for your target audience to improve brand loyalty?  Shopify, for example, offers templates, such as a Bill of Lading template, to facilitate the business needs of their customers.  You don’t have to be a large e-commerce platform to offer these widgets - in many cases simple apps and tools can go a long way in creating customer loyalty.   For any growing business, B2B referrals are crucial, and you won’t get them if you miss deadlines, fail to communicate with your clients, or deliver misleading pitches. As tempting as it may be to cut corners early on to optimize your ROI, it won’t help you in your end game. Offer fair prices, maintain a positive attitude, stick to your integrity, and your B2B relationships will not fail to flourish. ______________________________________________________________________________ Nick Rojas is a business consultant and writer who lives in Los Angeles and Chicago. He has consulted small and medium-sized enterprises for over twenty years. You can follow him on Twitter @NickARojas.           Click here to share this post.

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Top 5 Things Every Salesperson /Business Developer Should Know!

by GSchulz 22. June 2015 13:07
 What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Today you need to be smart, curious and a true consultant to sell. Here are a few things that today are imperative in business growth.    
1)   Tell the prospect its OK to break up….Rejection is a result of trying to sell someone your product or service as opposed to tell them you what you are calling about, let them know it seems that because of what they do you could potentially work together, but (pull back) you don’t want to assume that you are a good fit. What you’d like to do is ask a few questions to see if the two of you are a fit and if not, we decide it’s a NO then we only wasted a few minutes? Sound OK? This allows you to give a NO as an option right upfront. Then you have asked for it as opposed to a prospect pushing you away and that is the rejection.  
2)   Mining for customers is different today. Networking is the true key to finding and keeping customers but most people do it wrong. Networking events ate not for direct prospecting! Recognize this scenario? “Hey do you guys use promotional products? here’s a sample, we can really help you!!”..” NO! Instead I say go to an event and look for Strategic Alliances, people that you can refer business back and forth to as opposed to hitting your potential prospects so hard. We all know building business on referrals is the best way to do business so lets network for good alliances that you can refer business to and that is a good source for your referrals.
3)   Research should be used for credibility. Research is essential today before you pick up the phone and call anyone. No excuses! The most important reason to do your research on their web site, Google etc. is to create good, quality questions to ask them to engage your prospect in conversation and truly understand their needs not to tell them that you’ve researched their company and since they do this, we can sell you that…  
4)   If you need to discount to get the business is almost always a result of one  of these things.
a) The customer doesn’t truly trust you/your product or service so there is only price to use as a differentiator or b) you haven’t truly understood the need for the product. I know need seems simple but it isn’t.   What are they trying to say? What impression are they trying to leave, how do they want to be seen? What are they using it for? There are lots of questions to not only understand what a prospect needs but the true deep-down ‘whys’. Asking questions will let you also gain credibility and trust but not Selling and truly asking and listening….       
5)    Listen and shut up!! Wow! If I could teach people that are in sales/business development to ask questions and listen there would be a lot more success in business! Telling isn’t selling…but it comes from a good place. We are excited about what we represent and want other to be excited too but excitement doesn’t sell, questions and true engagement does. Long ago we were taught to ask a few questions and when you hear a “ buying signal” jump in and tell them you can help with that and how. NO! When you ask a question, wait for the answer and whatever the answer is, especially if it may be something your product or service can help with, the best next question is, “tell me about that”, then SHUT-UP!!!     Click here to share this post.

Decision Making in Business

by GSchulz 15. June 2015 11:50
Interesting…making decisions in business.   Get in the that restaurant, get a table, order your food, eat and get out?  Same in business?  That easy eh? Decision making is very different.  Yes, it can be quick but there is a reason why it may happen fast. I am under the impression the values are a big part of our decision making process.   When your behaviors and decisions are consistent with your values you show integrity and you feel good about your decisions.   When you do things that are inconsistent with your values you become uncomfortable and uneasy with your choices.   Having an understanding of your values is critical because it will help you understand what is important to you.   This is why we react when we perceive someone’s decision as odd, it’s because we don’t understand their value system.   We are all different. In sales we may be pitching a product that we perceive will help a prospect tremendously but they’re not buying.  It may say the prospect time and money and we are scratching our heads because they won’t decide.   We may be at an impasse because we have not aligned the benefits of the decision with a prospects values. Here is a quick example…. Auto sales, every day people walk in dealerships with the financial wherewithal to buy any car on a lot.  The sales rep that is able to assess this prospects values will be able to find that person a car more quickly.  A top performer will lock in on values very quickly by asking some very simple questions and steering them in a positive direction.  Here are a few questions that might be asked to help find values.  What are you currently driving? What drew you to that model when you purchased it?  What made you consider taking a look at this car company today?  Did it require much maintenance?  If you had a chance to put any feature on your last car that you did not have what would it be?  All these questions will help evoke responses that will help you detect a value system.  Find a vehicle that makes him align with his value system the more interested the buyer and ultimately the happiest.   In the end it is uncovered, that the prospect feels that a (2) door Porsche is for the guy trying to be noticed and he perceives that guy to be very flamboyant.  Instead he wants to a 4 door sedan in black because it is understated and does not say, “hey, look at me”.   All this has to do with a value system.   Values come up in every decision we make and the better we are at understanding each prospects values they consider important the better the outcome. Thanks for your videos, they help me stay on my game! 
-Ron Hilo, Independent Golf Representative Click here to share this post.

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