Archive for the ‘Sales & Networking’ Category

When someone asks for your business card do you do like most people and simply hand it over? There’s a better way to do it that it can bring you more business without taking up anymore of your time. All you have to do is say “Do you mind if I give you a few in case you hear of someone else that may need my services?” You’ve instantly multiplied your potential for new business with one simple question.

1. Don’t ignore your own “Acres of diamonds” – ask your existing clients to refer some of their family, friends and associates to you. If they’re happy with your service they will be more than happy to do it and your job will be much easier since they are coming recommended by someone they trust. 2. Former employers and associates in other fields can be a great resource for finding new business. Give them a call, or better yet – have lunch and catch up with them but don’t be shy to ask for referrals! 3. Ask your current prospects who they know that may need your products or services. It may sound odd at first but give it a try and your opinion may quickly change,especially if you’ve gone out of your way to...

Why do we do that? I’m talking about asking self defeating questions. We walk into a sales call or networking situations and the conversation goes something like this: John: I work for company XYZ and we provide employee benefit programs. You don’t happen to need anything like that, do you? Mary: Nope, sure don’t. Many people do it that way because it feels less imposing to them. Unfortunately it also sets them up for failure because they are helping to convince their prospect that they don’t need their products or services. By simply using a few different words you can significantly change the direction of the conversation in a way that will benefit both you and your prospect. Below is an example of a better way to start the same conversation: John: I work for...

From time to time we are all asked “how’s business” and in most cases people will just say “great” and leave it at that. While it may be true, this is not the best answer because it pretty much forces the conversation in another direction. By giving the answer “great” or a similar answer, you’re giving the person asking the impression that business is so great that you aren’t looking for any more right now. Since that’s probably not your intent let’s explore some possible alternatives. Let’s say for example that you’re a real estate agent and someone asks you how business is going. We already know that even though you just sold that waterfront mansion, the answer is still not “great.” With a better answer, the conversation may go something like this. Bob: “Hey...

We all have to do a certain amount of reading to stay on top of our industry, regardless of whether we sell nuts and bolts or we provide risk management consulting services to large corporations. The next time you’ve finished reading something valuable related to your industry, take a minute to email a link or tear the magazine article out and mail it to some of your clients and prospects. Start doing this on a regular basis and you will stay on their mind. If you’re emailing a link to an article, type a couple of sentences before the link, if you’re sending a hard copy of an article be sure to include a short personal note – even a few lines on a yellow sticky. Make it personal and they will remember you.

As business owners or managers we often find it difficult, even in the best of situations to get out and seek new business. You’ve probably thought that if you could just find a way to squeeze that into your day without spending more time away from your family or working weekends, you’d be all set, right? Guess what? You can and all that it’s going to take is a little preparation. 1. Keep a box of business cards in your car. That way, you can always keep a stack of cards in your wallet or business card holder. The next time you go out to eat, leave a card on the table when you leave. Drop a business card in each bill you mail out. When you’re at the book store, slip your card into...