Author Archive
Marketing: Would You Hire a Shy Salesperson?
Sales. It’s all About Motivation.
As many of you know, my theory is that shy people make better net workers because they tend to listen to their prospects more than talk at them. I was thinking about this the other day and it occurred to me that this may relate to sales people, also.
Since we know that the two most important components of sales are: 1) listening to the prospect to determine their needs and 2) building relationships–why would the theory work? The only major objection I came up with is would they be too shy to ask for the order? That part I haven’t figured out yet, but since I have heard that good sales people are made and not born and if you could train shy people to ask for the order wouldn’t that be a perfect combination? Seems like an interesting thought.
I asked a friend what she thought about my theory and her comment was that I could test it in my company, but not hers. She is definitely not buying into my shy salesperson theory. Which is another interesting twist as she is very outgoing and almost what I could call aggressive so it made me wonder if a shy person would make her uncomfortable.
I’d like to toss it out to you the readers of this theory, what do you think?
Would you hire a shy person and if you are a shy person would you be up for ‘asking for the order’ training?’ Or am I just thinking too much?
22 comments June 8, 2009
Customer Service: Why the Hot Button?
I was counseling a SCORE client the other day who sells a service and was having trouble closing sales. I asked if she was careful to find the Hot Button. Her blank stare told me she didn’t know what I was talking about. We then discussed how the hot button is the REAL reason a person doesn’t buy.
The first reason given may or may not be the real reason. “Our service department will get back to you” may not be the real reason when the real reason is the individual you are talking with doesn’t have authority to make the decision. Finding the Hot Button means you dig past the obvious to find the real reason. Of course, you must do your homework first to make sure you are talking to the decision maker.
As you know, when you get objections it means you didn’t cover the Hot Button in your presentation. Doesn’t have to be a hard sell, but it does have to be a well through through approach. There is a difference. Have you found this to be true? Does the Hot Button theory sound obsolete to you? Hope not. What has been your experience? Love to hear your story.
2 comments April 21, 2009
Finance: Receivables and Payables
Hi. Lately I have been doing a lot of thinking about receivables and payables. If receivables are what customers owe us and payables are what we owe vendors, why are our payables more than receivables lately? And, if receivables are what customers owe us, why don’t they pay us? And if the customers tell us that the economy is down and they need a longer lead time, don’t they realize the economy is down for our businesses also and our vendors are not giving us a longer lead time?
What to do? Is our best customer still our best customer if they don’t pay us?
It’s tough to know when to push and when to comply. My thought is that we need to be firmer at the onset letting the accountant (or whoever is in charge of bill paying) know 60 days is 60 days not 120 days. Isn’t this a chance to confirm the squeaky wheel really does get the oil? Talking directly to the person who pays the bills is important. I have spent useless phone calls talking to the owner getting, “The check is in the mail,” routine when she has only told the accountant to prioritize bill paying. It is our obligation to make it known we are on the top of that priority list.
Any of this sound familiar to you? Let me know how you handled it.
3 comments March 27, 2009
Customer Service: Do Your Customers Know You Laugh?
I tell my SCORE clients to have fun with their businesses. When my business career started (don’t ask how long ago that was!), we as business women wore navy suits with red silk scarves and all tried to be little men. Life was very serious and not much fun. Then I began to realize the person in the navy suit and red silk scarf wasn’t me and I didn’t like her. So, I still wore the navy suit (money was tight), but changed to colored blouses sans the red silk scarf.
Funny thing happened.
I began to lighten up, have fun, laugh and business picked up. My customers began to see me as a personality and they liked what they saw. I noticed that when I laughed and smiled, they laughed and smiled. We always talk about how important networking is in building our business, but I think we forget to talk about the fun involved in building those relationships. If you are not having fun with your business maybe you are taking yourself too seriously and chances are your customer relationships are not as strong as they could be. We like to be around people that make us feel good – how do your customers perceive you? Are you fun to do business with? Are they glad to see you? Let me know your thoughts.
10 comments March 24, 2009
Finance: Bartering for Business Success
Ever think of bartering for services?
I had a SCORE client the other day, a photographer, who was in the midst of a business slowdown and having trouble paying the rent on her small studio. We discussed her options (which were not many) and decided she would go to the landlord and try to barter a photoshoot for her rent payment. Amazingly, it worked.
The first month rent was paid by the landlord using her for some brochure work he wanted done. The second month, she took photographs of his staff and locations. These 2 months gave her enough time to get some backlog work to get up and running again. In fact, it worked out so well that she bartered for some accounting work to get her books in order. There are some IRS concerns with bartering so it is necessary to contact your accountant to determine what paperwork is required. This is crucial as values of transactions need to be documented and recorded for tax purposes.
In this economy, bartering sounds like a very good idea. Ever thought of trying it? But, don’t forget to check with your accountant so you have the proper paper documentation. Think about it and let me know.
4 comments March 17, 2009
Customer Service: How Will They Know I am Smiling?
Hi, to anyone out there who might remember me. I was a SCORE blogger from June through December 2008. I missed you all so much that they are letting me be a guest blogger for March.
Anyway, I called a local business the other day and was really sorry I woke the woman up. I called to make an appointment and later when I went to the location, I could see she wasn’t a happy camper. What I used to do was hang a mirror by every phone and ask anyone that answers the phone to look at themselves in the mirror and smile while answering. My premise was that if they knew they were smiling the person on the other end would know it also.
The process feels a bit strange at first, but try it — it really works. Answering the phone is the first contact your clients and customers have with you and your business. Take that extra step to make them glad they called. Question, though, how do you control the answering of cell phones? Do they help or hinder the smile and voice?
What do you think? Leave your comment below.
4 comments March 10, 2009
Dream: Your Life’s Time Line
I’d like you to get a roll of that brown wrapping paper and starting at one end of your largest room roll it totally across the floor. One end is your birth and one end is your death. Since we know your age at birth, that is a good place to start. With a marker pen start at the beginning of your life and move across the paper noting all the significant events in your life. Do them all – the good and bad Odds are very strong that the good will outweigh the bad. and the kind people you remember will outnumber the cruel.
When you come to your life where you are at now you will probably be about 1/3 across the paper – if more, just add paper and double back. Now think ahead. What will happen next year, 5 years from now, 10 years from now? In reality you are writing your life’s time line or script. Take your time as this is pretty important stuff. Maybe the line can’t all be done in one day. No problem, as you have the whole roll of paper ahead of you.
Visualize your dreams, but put them into a reality paper time line. You will be surprised how easy it comes to you and how life will unfold as you project. The new year is a good time to do this project and should replace the resolutions that get broken. I like this idea better as I probably will never lose those 7 pounds I resolve to lose each year anyway. What do you have to gain in your future. If you live to be 100 (which is not out of the question if you are faithful about taking your vitamins) how will you spend the time? Let me know what you think of the system and if this works for you. Make yourself a very happy 2009!
2 comments December 29, 2008
Blogging: Why blog?
So, here it is the first day of Hanuka and 3 days away from Christmas. Makes me wonder if anyone is out there until after the 1st of the year. For you one or two brave souls still reading this, I thought we’d talk about blogging. Not so much how to do it, but why do it. Blogging makes you think about who is your audience. Is impossible to contact everyone and when looking for on line associations, takes time and effort to determine exactly who you want to reach. This is a real benefit in any marketing venture and business blogging is by its nature a very effective marketing tool.
After you know who the reader is, need to carefully consider how to reach her. Again, another important marketing tool. What sites do the reader follow and how often? What kind of information is she looking for and how does that relate to your product or service. Now that you know all about her, how can you get her involved? Only 1-2% of blog readers respond so how can you make your content and design so interesting that she wants to comment. Isn’t enough to capture her attention, but need to get her involved insuring her return.
So, why blog? Yes, you want to reach your future clients, but, as important, blogging forces insight into demographics and the lifestyle preferences. In short, helps you know your market. Who is your client? What is your market? Important information for any marketing plan. Do you blog? If so, why are you not blogging me back? Happy holidays.
11 comments December 22, 2008
Time for Compulsory FUN!
This time of the year always reminds me of a physical education teacher I had. We had to put on our PE clothes and she would tell us to go outside for COMPULSORY FUN. It is the holiday season, but after the first flush of parties, I begin to wonder if I am having fun sharing yet another puff pastry with someone I see once a year or else with someone I see every day at work. That is when I have to push my thoughts to go beyond the party stage and to the outside sharing stage. By that I mean sharing with someone who can’t possibly return the favor. Good time of the year to give the gift of personal time and treasure to others in shelters, nursing homes, children in the social services homes, etc. The truly amazing thing is by giving we receive so much that sometimes it becomes an all year habit. Not a bad idea.
Real fun starts in the heart and goes to the brain. I tried it and it works. Have you?
Have a meaningful and joyful holiday season.
Add comment December 15, 2008
Takes Focus to Focus!
I was talking to a client the other day who was unnecessarily repeating her story. I felt like saying, “I got it the first couple of times,” but didn’t as I figured she needed to vent her concerns more than once in her mind. Priding myself on truly listening to what clients are saying, I had to really focus. Made me realize that it takes focus to focus. How easy is it when talking to a client or customer to step on their words with our own words or to let the mind wander in and out of the conversation. To truly listen to someone, you need to not only hear the words, but to watch the body language including the facial expressions.
Small children are good examples of focus. Although their focus may be short lived (short attention spans), when they are talking or listening it is with every ounce of their being. Do you have trouble listening to a boring customer or employee? Go past the words to what is really going on in their heads. As I learned, it takes focus to focus. When has this happened to you?
Add comment December 8, 2008
Subscribe in a Reader
Subscribe by Email
Visit SCORE Web Site
On Twitter @scorementors
Julie Brander
Peg Corwin
Peggy Duncan
Betty Otte
Christine Banning
Elaine Eisenman
