Confidence is the one thing that can help you to get better sales results.  In my work with service professionals they are often confident in their work but lack the confidence to sell their services.

A lack of confidence effects the:

• amount of money you make.
• the price you sell your services for.
• the length of time it takes you to close a sale.

Take for example Jennifer who helps small business owners to tame the paperwork monster.  She helps her clients get out from under the mess they have created and develops a system for moving forward.

Every time Jennifer quotes a client for her services she agonizes over the pricing.  She is worried that the price might be too much for the client or worse yet she might not be worth the price she is charging.  Based on my work with her I would estimate she has been undercharging by about 25% or more.  She called me one day because she had a meeting with a client and was worried about the price.  It was the largest quote she had ever done and she was scared that the client would balk at the price.  She called me to asked about tips to help when the customer said no.  She was already working out how much she could discount the quote to get the job.

My advice to her was very simple, walk the customer through the quote and pointing  out the value and when you get to the end tell them the price and then shut up.  Stop talking and watch the customer.  If the customer appears to be shocked by the price or indicates in some way that it is too expensive you can then start to ask questions to find out what the objections are so you can deal with them.

I also told her that she could not just lower her price on a job.  If the customer indicated it was over their budget Jennifer should start to remove items that the customer doesn’t value or need to lower the price.  Don’t devalue your services by discounting just to get work.

The last piece of advice I gave her was to read her file of client testimonials that she had collected before she went on a sales call.  She needed to remember that her clients loved her work and so many of them gushed about what a huge impact she had made both on their business and their lives.

Since she has started to get more confident she has closed more deals, at a higher rate in less time.  Each time she goes to a sales call she presents with more confidence and with every deal she gets her confidence has grown.  We have made of changes to her presentation, her quote and her sales skills but the biggest lift has been from her increased confidence.

It is important to remember that you have have to have confidence that you are worth the amount you charge.  If you don’t believe that wholeheartedly no one will.

While going into a sales coaching session with a client, I noticed a new company had moved into the unit next door.  I mentioned the new neighbor to my coaching client. My client shared that she was really excited; as this was a company that she has wanted to do business with for a long time, but had never mustered up the courage to call on them.

I asked if she had gone next door to introduce herself to the new neighbors.  She looked at me with surprise that I would suggest such a thing (I get that a lot) and she announced she was not ready for such a meeting.

Not ready?

As I sat there processing this information, she quickly added that she wanted the meeting to be perfect and so she need more time to prepare for it.

This is something I see quite often in clients: “the need to be perfect”.

“Until my webinar is perfect I don’t want to schedule it.”
“Until my script is just right I don’t want to try it out.”

On and on it goes.  I understand the hesitation to share something until you’ve got it exactly perfect.  I often look at other consultants’ work and think, “why would they sell something that is less then perfect?” I get to feeling all smug and superior about my own work until I realize: they have it out there and are selling it while I am tweaking and fiddling still with my product that no one has seen.  Now who is the smart one?

“Perfect” is the enemy of good and you are far better off being good then waiting to get to perfect.  So I made my client get up and go next door with me and introduce herself to the new neighbors. While we were introducing ourselves to the receptionist the president of the company came out and introduced himself and invited us into his office for coffee.  A quick and simple “hi I am your new neighbor” turned into a half hour unrushed meeting with the president.

I am a big believer in being prepared, but I also believe that when opportunity presents itself you need to seize it.  Don’t let the quest for perfection get in your way of being good.

People do business with people, not corporations.  When working with sales coaching clients I often find that their sales and marketing collateral takes on too much of a serious tone.   People worry that they will be taken less seriously if they show some personality. So it was with great interest I watched the General Motors Superbowl TV commercial last night.

The commercial itself is funny and of course Ford is not to happy about the ad.  Their corporate council sent a letter to General Motors stating, “I write to demand that you refrain from running this commercial, immediately cease and desist from making any unsubstantiated and disparaging claims regarding Ford’s pickup trucks.”

As for GM; their response, “We can wait until the world ends, and if we need to, we will apologize.” So the next time you are working on your marketing and sales materials maybe it is time to add a little personality into them.

Love the fact that only the Chevy trucks and Twinkies will survive the end of the world.  I would imagine General Motors should be expect a letter from Hostess any day now.

Instructing you to “Have Fun” as our final networking tip isn’t just something we’re tacking onto the end to make it to #12. Attending networking events and socials can and should be an enjoyable part of your business growth activities. If the thought of attending one still makes you roll your eyes and sigh heavily, then something isn’t right. Perhaps you should re-read the other 11 tips.

Following the tips we suggest in #1 – #11 should automatically give you a feeling of excitement towards attending because you see networking events, not as a necessary evil, but as full of potential!

1. The pressure is off – Once the pressure is off of you to have to “sell, sell, sell” you will find your shoulders more relaxed as  you arrive with a different goal: meeting new people and simply listening to what they have to say.

2. Instead of thinking of yourself as an attendee, think of yourself as a host. What does a host do at a party? Mingle, talk to new people, introduce connections that have a good fit.

3. One of the best things we can do for our own personal growth is to put the needs of others ahead of our own. By becoming others-centered in the way you approach your business (including networking) you will find great satisfaction.

If you haven’t been following our 12 tips to transforming your networking activities, here are the other 11.

1. Redefine Your Concept of Networking

2. Do Your Homework

3. Have A Goal

4. Lose Your Peeps

5. 3-2-1 Contact!

6. Come With Questions

7. The Ultimate Question

8. Know When To Stop

9. Connect A Connection

10. The Follow-Up

11. Be A Resource

Happy selling!

The right information, at the right time, can have a positive impact on your business. When the source of this information is you, your new connection will take notice.

Have you ever been in a store and saw something that you just know someone in your life would love? Our oldest son likes anything related to Mario (the Nintendo character).  When I’m shopping and I see a Mario whatever, I think of him.

That’s the kind of mindset you want to have for your business connections. As you are going about your daily business and you come across something that would be of benefit to one of your connections, you want to pass the information along.

Have someone in your network in the health care industry? If you come across an interesting new study related to their line of work, pass it along.

If you come across something that would help a new contact grow their business, let them know. If you’ve got a connection that installs industrial refrigeration equipment and you hear word of a new restaurant coming to town, shoot them an email asking if they’re aware of it.

These little bits of information could lead to larger projects for them. That is what being a resource is all about.

Happy selling!

I attended a networking breakfast last year with a friend (as his guest). In this particular group, the members pay close to $1,000 each year to participate. I sat at a table with 6 other people. We chatted, exchanged business cards, listened to the morning speaker. During the event, the speaker talked about the importance of passing leads and gave networking tips.

The following day, I emailed each of the people I met. I suggested it was nice to meet them and I made a reference back to something I had talked about with each of them. I also indicated that I looked forward to learning more about their business in the future.

Are you ready for this?

Not a single person responded.

How’s that for an ego killer? Fortunately my ego isn’t tied to other people’s bad networking moves.

Here are 5 things to do to follow-up with a new connection:

1. The next day, send a follow-up email to the people you meet and speak with. Tell them it was nice to meet them and refer back to something that you spoke about with them.
2. Look them up on LinkedIn. If they have a profile, make a connection. Include a personalized invitation to connect that refers back to having met at the networking event the day before.
3. Record any notes in your database as to what you learned about them and their business.
4. If during your conversation at the networking event you promised to provide the new connection with something — make sure and do it!
5. Schedule a follow-up phone call with the connection for 4-6 weeks into the future.

It still surprises me that the simple act of follow-up after a networking event is something that will set you apart from the pack.

Happy selling!

“I got a guy…”

I spent several years as Vice President with a technology company that was based in Toronto, but has offices all over the world. I did a lot of traveling in those days (it was before we had our children) and I got to meet people from all walks of life. In my travels, I became buddies with the controller in our Chicago office. One of the things I liked about Chris was that whenever I was looking for a connection to get something done he would say, “I got a guy for that.” And he did.

Chris had connections for nearly everything. Did I need to find a great deal on travel cases for computers? He had a guy.

Did I need find training space in Kansas City? He had a guy.

If I needed something, I’d try Chris first. If he didn’t have a guy directly, he knew a guy who had a guy.

Chris didn’t do the work himself. He connected two people with a need. One had a need for more business. The other (me) had a need to get something done.

When you are at a networking event and you meet a new connection, spend some time afterward categorizing that connection in your mind. Hopefully you had the chance to ask him/her the awesome question we presented in Tip #7 and so you have a good idea of the type of person that would be ideal as a prospect for them. Make an effort to do something with that bit of information.

If you are at an event and you meet someone who is in the moving business and another person who does renovations — connect the two. Put the pieces together for them. If you meet a guy who owns a funeral parlor — you might want to connect him with your contact who owns a flower shop.

It’s like marrying the chocolate with the peanut butter.

Keeping your connections in mind is something you intentionally decide to do. However, it is one way you can build yourself as the go-to guy who people want to have in their virtual rolodex.

Happy selling!

No one wants to be “that guy.” You know, the guy who is not aware of the body language of those around him/her and goes about doing his thing regardless.

At networking events, reading the body language of those you are talking with is a key component to building relationships. People arrive at these things from all different walks of life and from all kinds of different home life situations. You might come all pumped up, ready to tackle that key super connector that you’ve done some research on, however, when you arrive you notice he or she doesn’t seem particularly in a chatty mood. You see that everything about their body language screams, “go away!” You try and make eye contact and they look away. You smile and they seem to look past you.

Don’t take those kinds of things personally. We all have days when we are more approachable than others, don’t we? Your new connections will too. If you tried to forge ahead and engage them in a chatty conversation anyway, you likely will be “that guy.”

Simply find someone else who is giving off the approachable vibe. Not a big deal. You’ll get another chance.

Likewise, if you are talking with someone and they suddenly seem distracted, are looking over your shoulder, or seem to have something else on their mind – wrap up your conversation and let them go. You’ve made a first step and you can try to pick it up at another time. Again, the key is not to take it personally. You don’t know what is on their mind, but you can read their body language.

Conversations have a natural ebb and flow. When you become practiced at engaging in them, you’ll feel when it is time to stop. Politely act on that. Always thank them and let them know that it was nice to speak with them. Repeat their name as you do. “Well Mike, it was so great to meet you. Thanks for taking the time to chat.”

Body language communicates much. Reading body language begins with intentional awareness that through body language, the other person is communicating something going on inside. It may have something to do with you – or it may not. Responding appropriately to the body language of those around you is an important part of becoming a great conversationalist. The better conversationalist you become, the better your results from networking events.

Happy selling!

Cinderella and my wife have both been attributed as saying, “One shoe can change your life.”

I, on the other hand, believe that, “One good question can change your life.” At least when it comes to getting to know a new connection.

Bob Burg, a networking guru, suggests that there is one great question that will make you stand out from every other person at a networking event. I wholeheartedly agree.

This is not a question to lead off with — rather a question to use when the conversation has had a chance to develop and flow and you have built some rapport with your new contact. As the conversation is drawing to a close, this one question will let your new connection know that you are interested in helping them build business.

“How can I know if someone I am speaking with would be a good prospect for you?”

Your new contact will be blown away that not only were you listening to what they say, you are interested in helping THEM to grow business. It tells them that you are truly seeking to build a mutually beneficial relationship. It puts you in a position of servant-hood.

When your prospect gives you this answer, if you know someone who immediately jumps to mind, avoid the urge to say, “Hey I know someone who needs that!”  (We are going to talk about appropriate follow up in upcoming tips.) Instead take in what they say, be sure you write down their answer as soon as you can, so you are sure to remember it. Clarify if you need to, so you know the characteristics of a good prospect for them.

You can then ask for a business card and thank them for taking the time to meet you. You should naturally feel when the conversation is drawing to a close and it is time to ask the ultimate question.

Happy selling!

Often, a flash of brilliance comes upon us at just the right time and we think of the perfect thing to say at exactly the right moment. However, for most of us, nothing takes the place of preparation and planning. This is especially true when it comes to having good questions ready to ask someone who’d you’d like to get to know.

On our journey through tips to transform your attendance at networking social events, we have arrived at #6: Come prepared with good questions to ask someone new.

If all you cared about was talking about your products, this wouldn’t matter. However, our goal is for each new connection to talk as much as possible about themselves and their business and for most people, this requires some prompting and some permission to take the stage.

This is best done with questions that invite your new connection to expand and share the things that are rattling around in their brains. Also known as open questions.

Questions should make the client feel good about answering. As opposed to a sales call, where you want to know about their pain and problems, you want to ask things that build them up.

“How did you get started in your business?” – Encourages him to share his story.

“What do you love about what you do?” “What’s the thing you enjoy most about being in _____ ?” – Gives the warm fuzzies about their business.

“What kind of advice would you give someone just starting out in _____ ?” – Puts them in a mentor role.

“In your view, what does the future of ________ look like?” – Lets them be visionary, share their upcoming goals.

“How has ________ changed over the years?” – Might not use this one if they are starting a new business. Instead ask What motivated you to get into ________?”

You will not use all of these questions – one or two will be enough to likely get them talking. As they expand and share, use encouraging comments to extend their answers. “Really? How did that happen?” “So then what did you do?” “Wow!” Verbal cues that let them know you are interested, they have the stage and you want them to tell you more.

If the person is light on experience, you can ask about their family or hobbies and interests.

“How did your family end up in (name your town)?”

“What do you like to do in your free time?” – Asking about hobbies can be done in the same way as asking about business ventures.

If the person indicates an interest in a religious or non-profit organization, you can ask them about their experience. Some people say you should shy away from religious conversations. I am not suggesting you argue with your new friend over differing beliefs, but if they show an interest in something, there is nothing wrong with asking them to expand on their experiences.

“You went to Cambodia with World Vision? What was that like?”

“You sing at your church on weekends? How did you get into music?”

Remember, you want to get to know this person. The best way to get to know someone is to let them talk.

The nice thing about building your questioning skills is that this is something you can practice with nearly everyone you know. My wife and I regularly ask our kids, “What was the funnest thing you did today?” to get them talking about their day. It yields much more information than the standard, “How was your day?” to which we get, “Fine” and that’s it.

Tip #7 will review how to wrap up the conversation as well as provide you with the greatest question of all that you can ask a new business connection…

Happy selling.