Conversations that Increase Sales

Conversations that Increase Sales

The ultimate goal in a sales meeting is, of course, to close the deal. Depending on your individual style, there are several paths from which to choose that lead you to a final sale. By focusing on your clients’ perspective, you are giving yourself a better chance at succeeding. Here are some conversations you should be having with customers that will lead to an increased number of sales.

Discuss how your client perceives the problem. You may have your own ideas about how your product or service would serve as a solution to a problem, but the client may have a completely different perception of the problem itself. Find out what that is, and in your presentation, appeal to that need. Let’s say your client wants to simplify his financial software program. Without discussing why, you could be trying to solve a problem that doesn’t really exist. Does his current program have too many extraneous features? Does he like the features but finds the program hard to use? The more specific you can get, the better equipped you’ll be to provide a real solution.
Use simple, clear statements that appeal to your client. There really is no need for you to use overly technical language or business jargon in a sales meeting. Clients really only want to figure out if your product will be valuable enough to them to spend their hard-earned money on it. Back to the above example, the customer states that he needs the features of his financial software, but is spending too much time navigating the program. A simple statement like, “The simplicity of our software will cut your usage time in half,” is clear and appeals exactly to the client’s problem.
Establish credibility. Why should a client take the time to listen to your pitch? Why should someone consider doing business with you instead of a competitor? You need to establish yourself as someone worthy of a client’s time. Make sure you are dressed appropriately and come prepared not just with your pitch, but with smart, client-specific questions. It’s a good idea to research a prospective client so that you can open with some questions that demonstrate your expertise and genuine interest in your client’s specific needs.
Prepare for objections. Don’t let yourself be caught off guard when a client objects to closing the sale. Anticipate possible reasons for such objections so you can respond quickly and confidently. People often take comfort in knowing that others have already thought of possible issues and have taken steps to prevent them. Listen carefully to the client’s concern, ask follow-up questions if necessary, and then respond appropriately.
Always leave with a good impression. This is especially true, even if you don’t ultimately make the sale. You never know when you will be doing business with this client in the future or in what capacity. If you’ve left with a positive impression, a client may recommend you to a colleague or friend, or perhaps think of you later on when a different need arises. Even failed sales meetings are opportunities for further networking, so always conduct yourself professionally with a pleasant and sincere demeanor.

Your dialogue with clients forms the basis of your professional relationship. Knowing how to focus those conversations will help you increase your sales.

What conversations work for you? Please share your ideas below!

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DSEF & BBB: Shop Small on Small Business Saturday

DSEF & BBB: Shop Small on Small Business Saturday

After such a close U.S. election, it’s hard to imagine 93% of Americans agreeing on anything! But that’s the percentage of consumers who think it’s important to support small businesses in their community.

If you agree, now’s your chance to show it! Small Business Saturday is November 24 (sandwiched in-between Black Friday and Cyber Monday), and everyone is encouraged to shop local and support hometown businesses.

Here’s a fun infographic to show just how important small businesses are to our economy.

NOTE: Small Business Saturday is sponsored by American Express, a BBB Accredited Business and a National Partner.

About the Better Business Bureaus
As the leader in advancing marketplace trust, Better Business Bureau is an unbiased non-profit organization that sets and upholds high standards for fair and honest business behavior. Every year, more than 87 million consumers rely on BBB Business Reviews® and BBB Wise Giving Reports® to help them find trustworthy businesses and charities across North America. Visit www.bbb.org/us for more information.

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7 Skills to Greatness

7 Skills to Greatness

We all have a vision of our ideal selves, a version that is hard-working, successful, inspirational, and fulfilled. You should always strive to achieve that level of greatness in both your professional and personal life, but it is also important to recognize and embrace your flaws. Only then will you truly become a realistic version of your ideal self. Here are some skills you can focus on to achieve greatness and make yourself proud.

Be punctual. For some people, this is an easy skill to master. However, if you’re one of those people who is perpetually ten minutes late, this is an important one for you to work on. Punctuality conveys a multi-faceted message to others; being on time shows that you respect other people’s time, that you take your commitments seriously, and that you are prepared and responsible enough to get where you need to be on schedule. Lateness, on the other hand, conveys exactly the opposite. Even though you may not consciously mean to be disrespectful of others in any way, tardiness demonstrates a negative message. Find ways to make punctuality a top priority.
Be consistent. If you are consistent, it translates to others that you are dependable and can safely be relied upon to keep your word. This goes for everything from your adherence to company policies to your overall demeanor when interacting with team members and clients alike. People with whom you do business are more likely to trust you when you are predictable in the most positive way.
Be responsive. Whether you are listening to a customer’s complaint or a colleague’s concern, don’t throw on your poker face and make the other person wonder what you are thinking. Respond immediately, sincerely, and respectfully to the matter at hand. Demonstrate your desire to help others by addressing questions and comments promptly.
Be respectful no matter what. There is bound to be that rare occasion when someone acts in an unprofessional manner, perhaps by using inappropriate language or targeting you as the cause for dissatisfaction. Don’t worry about whether or not you are right; always act respectful even if you aren’t being shown the same courtesy. Later on, when cooler heads prevail, you will never have to worry about how you acted in the heat of the moment. Levelheadedness and decorum are never criticized.
Help others. There are several ways to help others while still running your business, such as performing community service, donating to local organizations, or becoming a mentor to a future business leader. Helping others is a great way to use your own success to give back to your community and its members. If you need assistance getting started, contact your local chamber of commerce, parent-teacher organization, or community college.
Be right as much as possible, but be okay when you’re wrong. With enough preparation, research, and knowledge of your industry, you will often be right. Equally as important, however, is accepting when you are wrong. Instead of trying to cover up your error or blame it on someone else, admit your mistake and act quickly to rectify the situation. No one expects you to be perfect, but you are expected to be honest and caring about your desire to satisfy your colleagues and customers.
Forgive yourself and others for mistakes. Just as you can’t expect to be perfect, don’t expect it in others. You should certainly expect professionalism and hard work, but forgive yourself and others when things don’t go as planned. Solve any problems that arise, identify how to prevent the same thing from happening again, and move forward.

If you are lucky enough to love what you do for a living, then make the commitment to master these skills. Not only will your business be more likely to thrive, but you will command the respect of those around you.

What qualities do you feel are evidence of greatness? Please share your ideas below!

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How Friends and Family Can Help You Start Your Business

How Friends and Family Can Help You Start Your Business

Starting a business with support from your loved ones can make all the difference in its ultimate success. Sure, you may be able to go it alone, but your chance of succeeding is much greater when you have the help of those who matter to you the most. The following is a list of steps that will help you gain the support of your friends and family.

Educate them about the business. If you sense some skepticism from your loved ones, it may simply be because they don’t know what exactly you’ll be doing. Talk about the industry itself and what you will be contributing to it by starting the business. What unique qualities do you have or what novel ideas have you come up with that will give you an edge over your competitors? Make sure you answer their questions as specifically as you can to not only educate them, but also to demonstrate your own expertise.
Tell them exactly what kind of help you need. Some people just need the peace of mind that their friends and family will provide them with moral support and encouragement. Others may need physical help to set up a retail space, for example. Still others may need financial help or even just some assistance spreading the word about the new business. Tell your loved ones what you need and how exactly it will help your business. It is so often the case that friends and family members want to reach out and help, but don’t know what they can do.
Put their referrals first. Did your mom refer her friend from her book club? Is your newest customer your best friend’s landlord? Make referrals that come from friends and family your top priority. Think of them as having VIP status with you; if your referrals feel appreciated and important because they “know the owner,” they will be eager to talk about your business with their friends and family, and provide you with even more referrals.
Show your appreciation for their help. Gratitude can be shown in a myriad of ways. The most important thing is to be sincere. Consider taking them out for a nice meal and making a thoughtful toast, sending them a gift basket with all their favorite goodies, or spending the time to write a handwritten note or letter telling them how much their support means to not only your business but to you personally.
Go above and beyond their expectations. Find ways, both big and small, to exceed the expectations of your friends and family members. They are the most important people in your life, so make the effort to show them in both your personal and professional life. Don’t take their support for granted; no one is obligated to help you just because of your relationship with them. Your efforts to go above and beyond will likely not go unnoticed, and you’ll feel good about doing right by those you care about.
Remember that relationships come first. Whatever you do, don’t let your business get in the way of your relationships. There may be times when you feel disappointed that someone hasn’t supported you in the way you had anticipated. Not everyone will be able to help you for a variety of reasons. Maintain the relationship regardless; your loved ones should come first in your life.

Having the support of friends and family is something we all want when it comes to big decisions, like starting a business. Be informative, unafraid to ask for help, and willing to return the favor. How do you enlist the help of your loved ones? Please share your ideas below!

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Build Your Brand on Your Strength

Build Your Brand on Your Strength

Building your business brand goes way beyond marketing and sales tactics. A brand must be an authentic representation of who you are and what you stand for. In order to achieve this, you must identify the characteristics of yourself and your business that embody this, and embrace them to create a long-lasting brand that people remember. Here are some steps help you do just that.

Define your strengths. When doing so, don’t just consider the various skills you have, but also think about the different facets of your personality. Are you witty and able to think on your feet? Do you have a knack for showing others they can trust and confide in you? Do you have a strong creative side? Any of these strengths can be used to build a business brand, so it is important that you take the time to define your strengths realistically.
Identify what makes you unique. What is something that people always remember about you or the experience you provide to others while doing business with you? This is a very significant question because it can separate you from the competition. If you don’t know where to start, go back to your list of strengths and figure out how you demonstrate those in way that no one else does or can. You are your business, so evaluating yourself in this way is a necessary part of building your brand.
Ask yourself how you can make your industry better. What is missing or lacking in your industry? In what ways can you improve it? Even the smallest things can make a big difference. For example, the photo processing industry has certainly changed since the availability of digital cameras and online services such as printing and scrapbooking. However, one photo lab owner noticed the growing trend of customers taking their memory cards and flash drives or even uploading their pictures to large chain pharmacies for printing. This is convenient, but the results are often pictures that come out underexposed or grainy since there is no longer a trained printer at the helm adjusting the prints. His solution? Offer a service where customers can bring in their pictures printed from anywhere else and he will make the necessary improvements. His small part in improving an industry weakness helped build his unique brand.
Focus on one thing at a time. Building a brand can be an overwhelming project to undertake, so be sure to focus on only one aspect at a time. For instance, you may begin with increasing your level of engagement with your customers by increasing and engaging more with your social media presence. Once you feel you have built some great momentum, go ahead and tackle something new. This also prevents you from stretching yourself too thin and burning out. If you want to build a brand, you need to commit to it for the long haul.
Build on each success. Use each success to bring you to the next level. Using the example above, when you have effectively learned to engage with your customers, you will consequently have increased your following. So now give them a reason to continue talking about you. For example, you might provide an incentive like a special discount for your online community, or create a fun contest where your online customers can win free products. You should also celebrate your accomplishments to reward yourself and keep moving forward.

Taking a good, hard look at who you are and what you want your business to be is a necessary part of building your brand.

How do you build your brand? Please share your ideas below!

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Make Every Day Successful

Make Every Day Successful

When you are self-employed, you have the wonderful opportunity to take charge of your professional life every single day. Small business ownership has its challenges, so it is of utmost importance that you set yourself up for success with each new day. Maintaining a positive outlook can really strengthen your resolve and keep you motivated. The following are some suggestions for making every day successful.

Start the day with 10 minutes of inspirational thoughts/readings/music. Just as breakfast is the most important meal of the day because it fuels your body for what lies ahead, inspirational thoughts can do the same for your mind. Find your inspiration in any number of places; the most important thing is that you connect with it on some level, whether it be your favorite song, a poem, scriptures, or even a free app on your phone or tablet that provides an inspirational quote each day. Anytime you get stressed out or just need a mental pick-me-up, you can reflect on that morning’s inspiration to help you continue.
Remind yourself of the deeper “why” of your work. Why did you decide to run your own business? What is the reason that this particular line of work interests you? How does it fulfill you? You may have answered these questions a long time ago, but reminding yourself of those answers can get you back on track when you may be having a hard time. Success most often begets success, so remember that you’ve already achieved more than many others ever could, and remind yourself why you love what you do.
Put on a smile (even if you don’t feel it)…because after awhile, you probably will! If you’ve ever spent time with someone who is often smiling, you’ve probably noticed that you smile as well. When you smile, you exude a positive feeling, and others feel comfortable and happy to be around you. This is true and important not only for your customers, but also for colleagues, staff, family, and friends. Giving others a pleasant feeling is a very important element in the world of business.
Keep your conversations positive. When someone asks, “How are you today?” your answer should be a positive one, rather than a play-by-play of everything that’s gone wrong so far. People feel good when others have positive things to say, so choose your words carefully in order to stay upbeat.
Do the most important things first. Prioritizing that undoubtedly long list of to-do’s focuses your energy and sets you up for success. There is no way you would finish a lengthy list of tasks in one day, so choose one or a few to do first so that when you complete them, you’ve actually succeeded in doing what you set out to do that day.
Maintain a good work/life balance. It’s true that success comes from hard work, but a life without other fulfilling things can really bring you down and negatively affect your business. Make sure you are spending quality time with family, making time for hobbies you enjoy, or even finding some time just for yourself on a regular basis. A proper balance of professional and personal fulfillment is the key to overall success. You are not a one-dimensional person who only needs to work and nothing else. Embrace your well-rounded nature, and give yourself time to do what you love to do outside of work.

Making every day a success requires a positive mindset above all else. You’ll benefit with more confidence and a greater enjoyment for what your do professionally.

How do you make every day successful? Please share with us in the comments section!

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DSEF & CBBB: Always Getting Better: Applying Sports Theory to Business

DSEF & CBBB: Always Getting Better: Applying Sports Theory to Business

Continuous Improvement and the 2012 Olympics

Top Olympic athletes and their trainers achieve continuous improvement with constant examination and measurement. The proof of their success can be measured in seconds, inches, pounds, or, in the case of the 2012 Olympics, in personal improvements and world records: 44 new world records, 117 new Olympic records. In business, teams can adopt a similar philosophy in order to identify and confront key issues.

Kaizen vs. TQM

Kaizen is a Japanese word that translates to “continuous improvement” in English. The Kaizen philosophy points to a disciplined process of systematic exploration, controlled experimentation, and adopting new procedures.

The Kaizen philosophy is only the Japanese version of what business professionals the world over call Total Quality Management (TQM).

TQM incorporates continuous improvement though increasing quality and performance in order to meet (or hopefully exceed) the customer’s expectations. This is done by integrating key functions and processes throughout the business and examining overall quality measures used by the company.

How is this done? Lots and LOTS of data. Big Data.

BIG Data

Today’s Olympic athletes are “big data,” in that every facet of their health, diet, and performance are measured to the smallest increment. They are the most quantified athletes in history; the so-called quantified self.

In business, recent advances in technology provide easier access to more robust data and different kinds of digital dashboard software available. You can measure your company’s health and performance too: it simply comes down to choosing the right software in order to measure your data.

The more data you have about your company, the more you can drive a culture for continuous improvement. The more you measure your business processes, the more you learn about how the customer is affected by each process.

Bring it on Home

TicketPrinting.com utilizes a number of different techniques for managing and improving our customers’ experience such as call center software, emails, and live chat. Each one can be measured in terms of success and overall customer satisfaction.

Measuring our customer’s satisfaction with surveys provides customer-specific feedback and allows us to take into account specific issues that matter most to the customer and improve them to provide the best possible experience. Just like a professional athlete, we measure our success and then strive for perfection.

Record-breaking 2012 Olympics

Over the course of time, we can see that athletes who compete in the Olympics are getting better, stronger, and faster than their previous counterparts. For example,Usain Bolt’s incredible 100m world record breaking time was worlds away from any gold medal winner’s time back in the early 1900s. In fact, today the top U.S. sprinter in the 8 year old age group, would handily beat the gold medal winner from the early 1900s’. Amazing.

The 2012 Olympic competitors broke 44 world records and 117 Olympic recordsthroughout the games. This would not have been possible without a philosophy of continuous improvement. Every four years, records are broken and new ones are set, which means, Olympic athletes are only getting better and better.

To continuously improve your business, you must think like an Olympic athlete in terms of getting better. Nothing is more indicative of ways to improve then measuring your own performance.

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Improving Your Outlook Will Improve Your Business

Improving Your Outlook Will Improve Your Business

Have you ever imagined that something in your situation is different? Perhaps while waiting outside for the train in single digit temperatures, you hold your coffee cup tight and visualize yourself on the platform in the middle of summer with the sun shining in a cloudless sky. For those few seconds or minutes, you’ve distracted your brain from the biting cold and survived your wait a bit longer.

This same concept can benefit your business. Here are some suggestions for improving your outlook in order to improve your business.

Think of everything as a gift. This includes events you host or attend and experiences you have in your business. Instead of approaching it like a job, go into it like a once-in-a-lifetime opportunity. This change in mindset will allow you to get the most out of the situation and maximize your enjoyment. For example, you’re about to meet with a potential client. Don’t think of it as another sales call; do think of it as a chance to get to know someone new, to talk about why you love your job, and to learn something from another person that you’ll eventually take with you to use in the future. You’ll find yourself feeling more cheerful and more grateful about your professional life. This positivity will rub off on those around you for a more fulfilling and successful business.
Do things that make people smile. Tap into your desire to please others and your inner sense of humor. Even the smallest things that can make someone smile can make you feel good as well. Compliment your partner’s new hair cut, or leave some snacks and a handwritten note of appreciation for your custodial staff. When you take even a little bit of time to show others you care or are thinking of them, your attitude improves and you become motivated to continue – not to mention that it makes others appreciate you as well. These positive effects on your business will be demonstrated in staff morale, increased drive to succeed, and happier customers.
Write down 3 positive things every day. Post your list somewhere in plain view, like on the refrigerator, and revisit it often. No matter what obstacles you face throughout your day, focusing on the positive is an effective way to get yourself through. Sometimes just the reminder that you shouldn’t sweat the small stuff can be enough to re-energize yourself and take on the day with determination and pride.
Consider everyone you meet a potential friend. Think of some of the important people in your life; how did you meet them? There’s no doubt a funny story about how you met your best friend or how you came to hire your valued assistant. You never know when that next experience is right around the corner. No, you won’t become friends with everyone you meet in the true sense of the word. However, by considering the possibility, you will always put 100% into every interaction with clients, prospects, and staff. Those you meet will recognize and appreciate your attitude that you are truly glad to meet them. From there, relationships can be built, which are the backbone of your business.

In what ways does your improved attitude benefit your business? Please share your comments below!

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What You Need to Know if You’re New to Sales

What You Need to Know if You’re New to Sales

A career in sales can be a rewarding one. It is an opportunity to harness your enthusiasm and excitement for a great product line, and embrace all that lies ahead. If you’re new to selling, however, there are some basics you’ll need to master in order to get in the right mindset and reach your professional goals. Read on for some tips on how to get started.

Ask questions to quickly find out what the problem is and/or what the customer needs. The product or service you’re selling is secondary. No one wants to feel like they’re being “sold to.” Your objective should be to find out what problem the customer has that needs solving. Do this right away, and as soon as you identify it, quickly explain the solution that your product provides. Your customers will be more open to what you have to say once they realize that they could benefit from what you’re selling.
Use language that is simple to understand. Don’t make the mistake of using business jargon or uncommon words in hopes of impressing the customer. Speak to them in a natural, conversational tone just as you would a friend. Remember that you’re building a relationship, so choose your words carefully and make a connection with the customer. Perhaps you both follow the same NFL team, or maybe you both have a child the same age. Use easy-to-understand language when describing your product just as you would while talking about the Broncos or your 2-year-old.
Create and describe a picture for the customer. Tapping into your customer’s imagination can be a very effective way to demonstrate his or her need for your product or service. For example, you’ve identified that the customer’s problem that needs solving is that the family dog constantly sheds year-round. Encourage your customer to visualize the dog hair on the couch that’s nearly impossible to vacuum, the daily morning ritual of de-linting his suits before leaving for work, and the feeling that the house is never truly clean because of dog hair dust bunnies that always appear even after the floor has just been swept. Now, when you propose your solution of more consistent grooming and a complementary de-shedding tool, you can create a different picture of a hair-free couch, clean suits, and shiny wood floors. By creating pictures, you’ve helped the customer compare their lives with the problem to what their lives could be with the solution you offer.
Ask more questions and listen carefully to their answers. This is especially true when you’re faced with objections or hesitation from the customer. Ask specific questions that get to the heart of the skepticism and truly listen to the answers. Some salespeople call this “getting to the no.” Instead of being afraid to hear the word “no,” get right to it so you can begin to address the customer’s concerns and overcome objections. Careful listening will help you focus your discussion to the customer’s specific needs.
Think of yourself as a guide. As a guide, it’s your job to lead the customer to the solution. Help him or her navigate the roadblocks such as price points, time commitments, or value. Don’t get your prospect lost by losing your focus and going off on tangents about irrelevant topics. Address each concern and demonstrate the effectiveness of your proposed solution. Putting yourself in the role of guide will give you a more personable approach to sales.

The art of selling is one that is developed over time. The more experience you gather, the more confident and capable you will become.

What else do you think should be added to our list? Please share your ideas below!

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Get the Most Out of Your Networking

Get the Most Out of Your Networking

Networking is a valuable tool for small business owners. Its benefits can have far-reaching effects on your business such as new clients, opportunities for growth, and professional development. Your time is precious, so you’ll want to make the most out of any networking you do by being prepared and having set goals in mind. Follow the suggestions below to get started.

Get background information on people you’ll be meeting and events you’ll be attending. Perhaps you’ve registered for an industry convention; plan ahead by creating a schedule of seminars you’d like to attend and/or vendors you’d like to meet. If one of those events is a Q&A session with a panel of experts, for example, research those members of the panel so you can ask them specific questions and take advantage of their individual experiences. If there’s a Twitter hashtag set up for the event, take a look at the profiles of the people using that hashtag leading up to the event. Make note of any people you’d like to connect with in person, and begin interacting online ahead of time, so you’re familiar with each other at the event, and look forward to meeting each other in person.
Use scripting that is natural and enhances bonding. Informal networking situations call for you to think on your feet more often than not. This can be done more easily when you have a foundation for the message you want to send to others. Create a script ahead of time, allowing for many variations to fit different situations, and practice saying the words in a natural, conversational tone. Consider role-playing with a colleague while recording the exchange to get an idea of how you sound to others. Make sure your script includes something positive and memorable, like a poignant story about why you started your business or how you’ve really connected with your community through your business. You should definitely have an idea of what you’ll say, but speak from the heart and your sincerity will shine through.
Listen to others in order to find ways to make introductions and help others with their needs. Listening is a large part of successful networking. Most people love to talk about themselves, so use that opportunity to learn who they are, what they want/need, and how you can help. Ask personalized questions. For example, in an informal gathering, a fellow workshop attendee mentions that he wants to find a souvenir for his young daughter while visiting the area. Ask him how old his daughter is and share some of your favorite local shops where he might find what he’s looking for. Now that you’ve broken the ice, continue with a conversation and you may have just acquired a new contact. Always have your ears open for networking opportunities.
Follow up and keep in touch regularly. Acquiring new contacts is half the battle, but keeping them is the other half. Implement time in your schedule dedicated to following up with your contacts. Depending on the situation, a brief email might suffice, but other relationships may benefit from a handwritten note or phone call. Keep a log of whom you contacted and when, and make a note in your calendar of when to follow up with them again. A system of regular correspondence will ensure that you never lose touch with your contacts.

You can have successful networking experiences with some research, planning, and commitment. Maximizing the time you spend networking will help you grow your business and reach your professional goals.

Do you have something else to add to our list? Please comment below with your ideas!