My network’s NOT motivated…

One of the problems people often have when they establish a referral network is that once they feel unsatisfied with their referrals, they blame people in the network for not doing their job.

The truth is that if your network isn’t working the way you expect, it’s your fault …. So… what are you doing to compel them to refer you? Do you follow up on a regular basis? Are you interested in what they do or are you more concerned about how interested they are in what you do? In other words, are you helping them in the same way you want them to help you?

Remember: if your referral networking isn’t working, it’s your responsibility to make sure it does!!!

Direct Mail

The 3 M’s of successful mail marketing:

The Market – the number of people who need or desire the product or service enough to be willing to make a purchase.

The Message – The words and images and special offers used to get attention and get customers to take action now.

The Mailing List – The people who receive a mailing and how closely these people match up to the types of people who are known to have a need or desire for the product or service.

To get good results from a mailing, you need to send a compelling message to a carefully selected list of people who need or desire your product or service AND have the means to acquire it now.

Marketing Budget???

The marketing budget of your company is often treated as an unnecessary burden that does not add anything to the bottom line, but that is simply “bad logic”. While the sales department only meets the demand for a company’s product, it is marketing that creates that demand in the first place. In a competitive world, good marketing gets your product noticed out of the clutter of dozens of similar products and creates a preference in the mind of the customer.

A good marketing strategy is direct and focused. It concentrates NOT on the products but on the customer – their needs, their tastes, their aspirations and their feedback.

*Carol’s Confident Comment: “A thing does not go wrong because of some perverse fate. It is more than likely that you lack the proper approach.” - Norman Vincent Peale

Voice Mail

You can increase the likelihood of your voice mail being returned by remembering these basic tips:

• Speak slowly and clearly.
• Give your name, company name and complete phone number at the beginning of the message.
• Briefly and slowly explain the reason for your call. Voice mail is not the place to launch into a lengthy sales pitch or long, detailed explanation of a problem you are having.
• Ask for a callback.
• Leave an alternate method of contacting you such as email or evening phone number.
• Repeat your name and phone number slowly at the end of the message so the recipient can write it down to return your call.

*Carol’s Confident Comment: “A thing does not go wrong because of some perverse fate. It is more than likely that you lack the proper approach.” - Norman Vincent Peale

Selling yourself to new clients

Sales is a lot like dating and the secret is paying attention to the details – just like you would on a first date.

Some tips for attracting-and keeping-new clients!!

• Desperation is NOT attractive. Approach prospects as if you didn’t need their business – but would like it.

• Make them know you want them. Be interested but not too interested and if the match doesn’t fit, you must be willing to walk away.

• Confidence is key. Prospects want to work with people who are confident – please don’t be arrogant!

• Listen more than you talk. Ask questions.

• Image is everything. You wouldn’t leave for a hot date without looking your best, so don’t show potential clients a less-than professional appearance.

• Go where the people are. You can’t find prospects by sitting at home.

• Nobody likes a whiner. Let clients vent, but don’t expect them to listen to why you had a bad day.

• Always call. Call them the next day to follow up on previous conversation.

*****If you would like to receive additional tips on how to attract AND keep clients, call for an appointment today!*****

Saying “YES” when we mean “NO”

People-pleaser’s often say “yes” quickly without thinking it through. Use these guidelines before taking on a commitment in the future.

• Think about any commitments for at least 24 hours prior to agreeing. Try this verbiage – “that sounds really good, but I need to check my schedule before I can commit. I will call you tomorrow to let you know if I can help.”

• Help in areas that match your core values instead of trying to help at EVERYTHING.

• When you agree, clearly outline the level of your commitment, “Yes, I could help with that for 2 hours per week.”

******If you are always saying “yes” and are over-committed and find that you don’t have time to run your business, call for an appointment and learn how to effectively say “no”.

February 15, 2008 – Don’t give up

When you think you should give up on your business idea or the business itself, think about these people who overcame serious handicaps!!

*Beethoven handled the violin awkwardly and preferred playing his own compositions instead of improving his technique. His teacher called him hopeless.

*Walt Disney was fired by a newspaper editor for lack of ideas. Walt Disney also went bankrupt several times before he built Disneyland.

*Inventor Thomas Edison’s teachers said he was too stupid to learn anything. When Edison invented the light bulb, he tried over 2,000 experiments. A young reporter asked him how it felt to fail so many times. He said, “I never failed once. I invented the light bulb. It just happened to be a 2,000-step process.”

*Louisa May Alcott, the author of Little Women, was encouraged to find work as a servant or seamstress by her family.

******Before you give up on your dream or business, call for an appointment and get some direction.

“Your Time – Manage it or Lose it”

Be like a coach in a game that’s tied with two minutes left: manage the clock.

1. Plan your time – Starting your day with no plan is like packing a suitcase without knowing where you are going.

1. Take 15 – At the very end or very beginning of each day, take 15 minutes to consider the things you must or want to do during the coming day.

1. Know Thyself – Are you a morning person? Afternoon? Evening? When are you at your best? Plan your most demanding tasks for that time and you’ll get better results.

1. Beware the Time Bandits – Neighbors, friends or colleagues who drop in unexpectedly during work hours may be bored or lonely and looking for company. It’s your time, be tactful but firm.

1. Schedule your “ME” time – You must have “ME” time to do things just for you. Relax and recharge

 

***Quote: “The bad news is time flies. The good news is you’re the pilot.” – Michael Althsuler***

 

“With personal coaching, I assist you in making more money, saving more time and networking more effectively.”

http://www.Carolbirkey.com
Personal Business Coach/Office Support

“Keep Customers Calling”

Businesses spend a lot of time, energy and money finding new customers. They advertise, hand out coupons and practically do headstands to generate new business.

In the shuffle, it’s easy to forget a company’s most important customer – the one who’s on the phone right now. The fact is, it costs businesses six times more to gain a new customer than to retain a current one.

Here are some tips to help you create legendary customer service:

1. Make customers feel important – Call them by name, ask them to tell you about themselves and ask questions about their accomplishments.

1. Exceed expectations – Constantly look for ways to give customers more than they expect.

1. Show thanks – Let customers know you are thinking of them. Send customers congratulatory cards for birthdays, promotions, graduations, etc. Most customers only hear from businesses when they’re trying to sell to them —- be different.

1. Listen – To get your customer to believe in you, have confidence in you and buy from you – truly listen to them.

 

***Quote: “Kindness is the language which the deaf can hear and the blind can see.” – Mark Twain****

 

“With personal coaching, I assist you in making more money, saving more time and networking more effectively.”

http://www.Carolbirkey.com
Personal Business Coach/Office Support

5 Marketing Mistakes you Can’t Afford to Make

In virtually every area of business, there will be pitfalls along the way. Marketing is NO exception.

1. Mistake #1 – Eliminating marketing efforts when times get tight.

When cash flow slows, advertising, direct mail and other forms of marketing are the easiest expenses to reduce, right? But cut these and you eliminate the very activities that will bring in new customers to turn your business around. By stopping your marketing efforts, you will be setting yourself up for additional loss of business.

2. Mistake #2 – Not measuring results.

Don’t wait until times get tight to start measuring the results of your marketing efforts.

Ask customers how they found your business and then track the results.

3. Mistake #3 – Putting all your marketing dollars in one area.

If your entire marketing budget is used on just one method of promoting your business, you won’t realize the highest return on your investment. Diversifying your efforts will increase the frequency and reach of your messages and stretch your marketing dollars.

4. Mistake #4 – Allowing your ego to get in the way of common sense.

Ego can tempt a very bright person to do dumb things. Your marketing decisions should be based on factors that will positively impact your bottom line. Buying full-page ads or covers featuring yourself and not focusing on your business’ unique offerings may result in money out the window.

5. Mistake #5 – Not Getting Help when you need it.

If you find you’re too busy to handle your marketing efforts or that your materials aren’t looking as professional as they should, it’s time to call in the reinforcements. Hire an independent business consultant to bring in new concepts and fresh ideas.

Carol Birkey
Business Coach/Office Support
816-781-8053

“I look forward to moving your business forward”