How to Improve Face to Face Meetings

How to Improve Face to Face Meetings

In this digital age where much of our communication is electronic, etiquette for face to face meetings is becoming more and more relaxed. Stand out from the crowd by taking steps to ensure you are taken seriously and can be productive when interacting with someone in person. Many of the following suggestions also apply to virtual meetings, but they are especially important when conducting a face to face encounter.

Set a specific goal. What is your desired outcome of this meeting? Perhaps you’re there to make a sale, land a client, or brainstorm a new marketing strategy with a colleague. In an effort to make the most out of the allotted meeting time, you should always have a specific goal in mind. Furthermore, this goal, when appropriate, should be communicated to the other party. Doing so prevents misunderstandings and keeps everyone involved focused and moving forward.
Prepare an agenda or written notes. There may be a few things you want to make sure are addressed or perhaps questions that need to be answered. Take some time before the meeting begins to write down an agenda or some notes that you can easily refer to while you’re meeting. Prepared notes also facilitate a smooth transition from topic to topic instead of relying solely on your memory and risking forgetting an important talking point.
Adopt a professional appearance. You should not only be dressed appropriately, but make sure you are well-groomed and demonstrate a professional demeanor. When possible, avoid lugging your morning coffee and donuts with you into a meeting as it can be distracting to others and may even convey a lack of time management skills.
Arrive early. Whether your commute is an hour’s drive or a walk across the office to a conference room, get there early to prevent making others wait for you if unforeseen circumstances occur. A flat tire, a forgotten document, or a disruption of internet service can all hamper productivity. These occurrences may be rare, but arriving early will make you better equipped to handle the problem and keep the meeting going smoothly and seamlessly. This practice also communicates that you respect the time of the others you are meeting with, which creates a positive impression.
Practice humility, positivity, and politeness. Avoid bragging, focusing on negative people or circumstances, and other rude behavior. Be humble when discussing your accomplishments, keep a positive tone in even the most stressful of situations, and always be polite even if you aren’t receiving the same courtesy. If you possess these three qualities, you won’t give anyone a chance to say a bad word about you. A good reputation will follow you just as easily as a bad one can.
Listen with a purpose and be responsive. Just as you should have a goal set before the meeting, listen to the other person with a purpose as well. What should you take from his or her message? What is the other person looking to get from you? Part of being an effective listener is knowing how to show the other person that you are, in fact, listening. Make eye contact, take notes if appropriate, ask follow-up questions when given the opportunity, and respond when needed.
Know your product/service. You don’t want to waste your prospect’s time, or your own, for that matter. Familiarize yourself with the product or service to the point that you are an expert. Doing so will instill confidence in both the other party and yourself. You should be able to talk freely about what you have to offer, and have to refer to notes or literature as infrequently as possible.
Always follow up. No matter the outcome of the meeting, take a few minutes to follow up. Depending on the situation, a thank-you email or handwritten note will suffice. In other situations, a phone call to touch base or schedule a subsequent meeting is needed. Decide your best course of action and make it a priority to follow up promptly.

What do you find is the best way to handle face to face meetings? Please share your ideas below!

Blog

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!

Blog

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.

Blog

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!

Blog

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!

Blog

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!

Blog

How to Make Connections

How to Make Connections

Making connections with others is an essential part of growing your business and continually moving it forward. It is in your best interests to master this skill, which involves much of what you likely do already. Tap into your social/personal side and have fun connecting with others. Many of these connections will help lay the foundation for a more definitive business relationship.

Keep the greeting short and natural. Whether you are meeting in person, on the phone, or via social media, make sure you greet him or her with a brief and natural exchange of introductions. Some make the mistake of launching into some kind of sales pitch right from the start, which is almost a surefire way to make sure the other person tunes you out. Greet the person as you would anyone else, keeping it short, to make a solid first impression.
Stay humble and approachable. You’re without a doubt a busy person, but adopt an attitude that your door is always open for others to approach you with whatever they may need. Avoid the common mistake of trying to impress others with your business owner status; you may unknowingly come across as conceited instead. A humble person is almost automatically likeable, and you’ll get much more of a response from others when they feel you will welcome their questions and concerns.
Focus on the other person, listen, and then reply naturally. Focus the conversation on the other person’s interests rather than your own. People generally respond very well to sincere attention to themselves. Carefully listen to what they are telling you and reply naturally where appropriate. A good idea is to find some common ground to help make your connection. When you do, remember to refocus the dialogue back on the other person. He or she will come away with the impression that you truly listened to them and will remember you in the future.
Be yourself. People can see through a fake demeanor, which is an immediate turnoff. Know your strengths and use them to socialize and build relationships with others in your business. It is nearly impossible to keep up appearances that are not based in reality anyway. Embracing who you are, faults and all, will only benefit you in the long run.
Find out as much as possible in the given context and time. Evaluate the situation to figure out what you can actually accomplish in your exchange. If you are running into an acquaintance at the supermarket, chances are you don’t have a ton of time to have a long conversation. However, if you are in a scheduled meeting with someone, that might be a time when you can delve a bit deeper. In any situation, find out as much as possible to help you focus your efforts in connecting with the other person.
Don’t try to sell anything or yourself. Your ultimate goal may be to acquire a new client or pitch a new product, but while making that initial connection is probably not the time to do so. Without a good sense of who you are and the knowledge that you are interested in them, people won’t want to listen to you go on about what you’re selling. Your main objective is to make that connection now, so you can have a contact later on.

Making connections can be a fun skill to practice, as it allows you to learn about others and yourself. Being yourself and listening to others are the two most important ways to do this.

How do you make connections? Please comment below with your ideas!

Blog

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!

Blog

DSEF & CBBB: New iPhone App May Help Us Say Goodbye to Our Wallets

DSEF & CBBB: New iPhone App May Help Us Say Goodbye to Our Wallets

The tech industry is buzzing about a new iPhone app that may one day be able to function as our virtual wallet. The app is called Passbook, and is currently being used as a central hub for all of consumers’ digital coupons, tickets, and loyalty cards.

Over the past few years, companies like Visa, Mastercard, PayPal, and Google have been working hard for widespread mainstream adoption of mobile payments, but the technology has not yet caught on. Many tech analysts like Shaw Wu, believe that Passbook will be Apple’s vehicle for mobile payment once it catches on and becomes mainstream.

According to Gartner research, the mobile payments industry will grow to over $600 billion by 2016, so it may not be long until the only thing we will need when making a purchase will be the swipe of our phone.

To read the full article, visit http://www.usatoday.com/tech/news/story/2012-09-11/apple-passbook-app/57749550/1.

DSEF and the Council of Better Business Bureaus (CBBB) foster honest and responsive relationships between businesses and consumers—instilling consumer confidence and advancing a trustworthy marketplace for all.

Blog

Four Ideas to Innovate

Four Ideas to Innovate

Every once in awhile, it’s a good idea to incorporate fresh, new elements into your business. Finding ways to inject something new into your business is definitely within your reach. Tapping into your own creativity as well as reaching out to available resources are great ways to start. Consider the following four ideas to bring innovation to your business.

Review client feedback on a regular basis. Sometimes, the best way to generate new ideas is to acquire a different perspective. Pursuing customer feedback allows you to look at your business through their eyes. For example, you may have an online payment system that works well on your end, but customers find it difficult to use if they just want to browse products instead of ordering something specific. Reaching out to your clients for honest feedback and taking the time to review it will help you figure out where to begin implementing new ideas.
Incorporate competitors’ ideas. Who says you have to reinvent the wheel? Research your competitors and tweak their ideas to fit your own business. Of course, you want to be careful not to infringe on any copyrights or trademarks, but their logistical ideas and even marketing strategies can help you breathe some fresh air into your own business. Perhaps the competing stationary shop across town has begun offering their customers the opportunity to receive texts when their orders are ready or when certain products debut or go on sale. If you find that a good amount of their clients are taking advantage of that convenience, then it could be time for you to incorporate that as well. Staying on top of what your competitors are doing is a good idea anyway, especially to prevent customers from leaving you for them.
Continually brainstorm to improve upon existing ideas. Reflect upon your own ideas. Ask yourself what works really well and what could use improvement. Don’t be afraid of some trial and error when looking to improve certain areas of your business. If something isn’t working as well as you had hoped, scrap it and try a different approach. You might, for instance, experiment with different layouts of your retail area, revisit your training process for new employees, or overhaul your professional development events for your colleagues. When you make it a habit to constantly pursue improvement, your business will always benefit.
Look to other industries for new ideas. Don’t just limit yourself to what others in your field are doing; other industries or even bigger businesses can be wonderful resources for generating new ideas. If that clothing store nearby holds a monthly customer appreciation event that attracts a large amount of new prospects, begin to implement a similar idea for your restaurant, salon, or gift shop. Businesses across all industries have many common goals, so think outside the box by paying attention to what other industries do to achieve success.

Inspiration for new ideas can come from a variety of places. The key is knowing where to look and not limiting yourself to the usual and the comfortable. Take the initiative to acquire feedback, research competitors and other industries, and reflect on your own ideas.

How do you find ideas to innovate your business? Please share them with us in the comments section below!