We recently talked about the importance of follow up when you provide a prospective customer a quote. I am sure that since then you have been quite fanatical about following up after the quote, right? Well, this tip takes it one step further. When a prospective client tells you that he has chosen a different [...]
Archive for Sales
Shortcuts
Wouldn’t It Be Easier? “Wouldn’t it be easier to…” …just do a one page quote for the client instead of a more detailed three page quote? “Wouldn’t it be easier to…” …email the client instead of setting up another meeting to go over your proposal in person? “Wouldn’t it be easier to…” …run an ad [...]
Selling With Facebook
Facebook has a reputation as being a huge time-waster, but as a business owner can you afford to ignore a platform that 47.9 percent of Canadians and over 41 percent of Americans use? Among large countries with over 10 million citizens, Canada ranks as the number one nation of Facebook users. Say what you will [...]
Adding A Pinch Of Doubt
Saturday mornings are full of coffee, cartoons for the kids and occasionally a little HGTV for us parents. Early Saturday morning my wife and I watched one of those real estate programs where they take a house in rough shape, fit it and then flip it. This house had all kinds of issues – including [...]
You’re Probably Not Interested…
If I hadn’t been sitting there I would not have believed it. Here was a sales person talking to a prospect and he utters the line “You’re probably not interested, but…” and then went on to tell the prospect all about his new offerings. Why would anyone ever say this? I equate this to the [...]
Don’t Waste Their Time
If a prospect spends time to meet with you they are giving up the ability to do something else in their business that might be important. So if you are asking prospects for an investment, make sure you are offering them something of value. Don’t waste their time by showing up unprepared or conducting a [...]
Running On E
The light went on as I started the uphill climb to my house. I was tired, and the temptation was just to home and fill up for gas in the morning before going to work. Good in theory, but I often leave the house around 6 am and the local gas station is not yet [...]
Avoid The Roaming Eye
Have you ever been at a networking event and the person you were talking to spent a majority of time looking around the room instead of looking at you? Were they just killing time until something much more interesting came around? When this happens, it changes your view of the person you are speaking with. [...]
Better ‘n Better
While explaining Google Adwords to a customer this week, I told him that his goal when writing an ad was to create a slightly better ad than the one he previously used. Sound obvious? There’s more to it. The A-B ad testing methodology is a good way to go about using Adwords. It is a [...]
Sell More By…
Last night, as I reviewed my materials for an upcoming presentation, I was struck by how most issues in selling can be easily fixed by doing just one thing. If you do this one thing over and over again, you will sell more products and services. It has no creative acronym; it doesn’t involve a [...]
