Ask Myra about Developing Your Networth
February 28, 2009 | 1 Comment
Resources
Business Values
http://www.gurusoftware.com/GuruNet/Business/Topics/Values.htm
Core Values and Personal Values
7 Habits -The Book
Ask Tiffanie questions- Enthusiasm Sells: Sharing Your Value With Excitement- 2/26 Tele-seminar
February 24, 2009 | 6 Comments
Feel free to post questions before AND during the 2/26 4-5p CT Tele-seminar
Ask Jennifer about her talk: Flip That Attitude
February 19, 2009 | 7 Comments
If you have questions about developing your leadership skills that you would like Jennifer to answer, please enter them as comments on this post.
Thanks for your participation in the Succeeding Women Teleconference Series.
To your success!
Ellen, Myra, Tiffanie, Jennifer and Michelle
SALES CYCLE CONTINUED>.. PART 2 “3 Tips to Speed Up the Sales Process” By Tiffanie Z. Lyon
February 19, 2009 | Leave a Comment
In the last post, Part 1, I talked about the actual sales cycle—what it is and how to identify your steps of the sale. Once you have these identified and know what needs to happen during each step, then you want to understand how to keep the process flowing.
Ideally we want to speed up the sales process and control it each step of the way. Note that we are NOT trying to control the “prospect”, but instead the “process.”
Below are three tips to speed up this sales process and they should all work seamlessly together.
1) Mutual accountability; Assign homework
During most steps of the sale, there is almost always something that you and the prospect have to research, investigate, check into and pass by others, in order to move forward with the decision-making. If one of you or ideally both of you have this “homework”, then each are taking ownership of the sales process and there is mutual accountability. Try it!
EXAMPLE of “HOMEWORK”: “I will look into our delivery days for your area, keeping in mind your preference of Tuesdays. Meanwhile, you can check your current contract’s end date.”
2) Suggest and confirm next steps at the end of every phone/live call
Being professionally assertive and suggesting the specific next steps and the timing is to your advantage. Make it easy for the prospect. They will chime in (or should) if the timing and next steps are NOT feasible for them. The only time you won’t need to make the suggestion, obviously, is when the prospect is specific about next steps and the timing. Many times though, the prospects are vague, so it’s up to the salesperson to take control of this process.
EXAMPLE of “CONFIRMING/SUGGESTING” next steps (combining with tip#1):
“I’ll give you a call next Wednesday the 10th to learn of your contract end date. At that time, I’ll let you know our delivery days to your area and we can confirm your start date for our service.”
3) Take notes on above and follow up, follow up, follow up
The first two steps are totally moot, if you don’t have a way to track/document what’s suggested and the timing. You can’t follow up if you don’t remember. If you don’t follow up, the sales process D*R**A***G****S on……..
WHAT IS YOUR SYSTEM FOR REMEMBERING AND FOLLOWING UP?– Comment now!
Go to www.LyonSalesInstitute.com for FREE downloadable tip sheets, including these tips on “How to Speed Up The Sales Process,”
Beware of Twishing!
February 17, 2009 | Leave a Comment
I missed one on the WSJ web 2.0 quiz this morning. (I actually guessed it-but only because it was multiple choice!) Here is the question: What is twishing?
A. An online game like whist
B. Scamming users of Twitter
C. Hoping the T will arrive
D. A Wii-based online dance craze.
Answer: B. Scamming users of Twitter
Like me, you’ve probably heard of phishing scams-the emails that imitate messages from banks or other online accounts-and invite you to login. When you do, you are actually logging into a fake site allowing hackers to obtain your login/password combination and access your real account. Well, twishing is just like that-except it is used exclusively to gain access to twitter accounts. You can avoid the problem by not clicking on suspicious links in tweets or in email. If you do click on a link, carefully examining the URL of the page you land on. For example, if someone tweets or emails a website link to you, make sure you look before you login when you land on what looks like twitter.com. Check the URL, if it says this: http://twitterblog.access-logins.com/login or anything other than http://www.twitter.com, don’t login.
Have you been twished? How about phished? Share your story.
Ask Michelle about Social Media
February 12, 2009 | 3 Comments
If you have questions about social media (facebook, linkedin, twitter, blogs, etc.) that you would like Michelle to answer, please enter them as comments on this post.
Thanks for your participation in the Succeeding Women Teleconference Series.
To your success!
Ellen, Myra, Tiffanie, Jennifer and Michelle
Ask Ellen – Busting Myths About Productivity and Organization
February 5, 2009 | 12 Comments
If you have questions about productivity and organization that you would like Ellen to answer, please enter them as comments on this post.
Thanks for your participation in the Succeeding Women Teleconference Series.
To your success!
Ellen, Myra, Tiffanie, Jennifer and Michelle
Does Your Small Business Have a Customer Loyalty Program?, by Myra Corrello, PhD
February 5, 2009 | Leave a Comment
Why do casinos, clothiers, hotels, airlines, and grocery stores spend so much attention and resources on their “rewards” programs? Simple, it keeps their good customers coming back for more!
Keep in mind it may cost as much as six times more to sell one unit of a product to a new customer as it does to sell the same additional unit to an existing customer. Therefore, one of the most effective business development strategies is to maximize your sales with existing customers! CLPs are ideal for helping accomplish this goal. The goal here is to spend more on your best customers because the return will be much greater.
Why do CLPs work? Because:
People want to feel special
People want to be treated differently than others
People want exclusivity / “premier” access
People love accumulating “points” for special rewards
People love unexpected gifts
So, what can you learn from the big CLP players? What do they do that you can mimic? Small companies have many options!
Consider:
Partnering with a hotel, restaurant, spa, etc. to purchase discounted packages and award to customers reach X level of purchases
Exclusive showings / parties
Exclusive seminars / demonstrations
Xth visit free programs
What other elements could you incorporate into your own CLP program? What great CLP programs have you seen other small businesses establish?
Myra
Helping Individuals and Organizations Increase Their Image, Influence, and Impact
MyraCorrello.com
