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.

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!*****

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.

What in the world is an elevator speech?

An elevator speech is a short description of what you do that is told to someone else in the time it takes an elevator to go from the bottom floor to the top. Good elevator speeches last about 10-15 seconds and contain enough creativity and information so they’re remembered long after they’re given.The worst thing you can do – When asked “what do you do?”, the worst answer you can give is “I’m an ______________ (accountant, lawyer, consultant, etc.) Answering like this only tells your listener what you are, not how you help others. When you label yourself this way, you forgo any discussion of the benefits you provide to others and leave this up to the listener to figure out on their own.

A great elevator speech is made up of three (3) distinct parts; the hook, deliverables and benefits, and finally putting it all together. Follow these steps to develop an elevator speech that turns heads.

Step #1: Develop your own hook. A hook is a catch phrase whose sole purpose is to get someone’s attention. Here are some examples:

Occupation —- Hook

Landscape Gardener —- I turn the world green

IRS Agent —- I’m a government fund-raiser

Nutritionist —- I teach people how to behave in front of food

Each one of these statements begs the question, “how do you do that?”

Step #2: After being asked for more information, explain your deliverables or in other words, explain what your service or product provides.

I specialize in ______________________ (action verb followed by your deliverables) for the _______________________________ (your target market).

Step #3: Practice, practice, practice your own personal 10-15 second elevator speech until it becomes as comfortable as your shoes.

NOTE: If you need assistance with making your business stand out with a great “elevator speech”, please contact Carol Birkey.

FIVE (5) Simple steps to more customers with better networking

Here are some ideas to help you get the most from your networking:

1. Understand why you’re there – to begin relationships – not to sell
2. . Networking is the first step in a long dance. Don’t rush. Ask people questions
3. . Learn about them and their business. If they meet your target criteria, ask for their card. If not, don’t. Don’t sell yourself
4. . It’s okay to tell people what you do. Give your 10-15 second infomercial but stop after that. You’re there to gather information and to meet people, not to sell. Don’t corner people and don’t get cornered
5. . Manage your time and conversation so you can meet enough people to justify your time spent networking. Offer referrals
. The best way to begin a relationship is by giving someone something – like a referral. It doesn’t cost you anything. If they’re the kind of person you want to do business with, they’ll reciprocate and a valuable and long-term business relationship could develop.

Networking can be done anywhere you meet people. If you are active in your community or industry, you can easily network. Some people “network” while shopping for groceries. Successful networking depends on your attitude and focus. The more people you meet who might need your product or service, the more potential customers you can have.

Carol Birkey . com
Business Coach/Office Support
816-781-8053
“You do what you do best and let me do the rest”

Wear your Nametag

There are many complaints about wearing nametags and all of them can be validated.

• Nametags look silly

– yes they do. But, remember everyone else is wearing them too.

• Nametags ruin my clothes

– not if you wear them on the edge of your lapel or use cloth-safe connectors like lanyards and plastic clips.

• But I already know everybody

– no you don’t. You may think you know everybody, but new people come in and out of the organizations all the time.

• But everyone already knows me

– no they don’t. Even the best networkers know there’s always someone new to meet.

Your nametag is your best friend for several reasons. First of all, a person’s name is the single context of human memory most forgotten … and people are less likely to approach you if they don’t know (or forgot) your name. Secondly, it’s free advertising for you. Third, nametags encourage people to be friendly and more approachable.

“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