Friday Success Tips

Many people recoil at the word “sales”, and may even say that they do not like sales. Yet, for the majority of people in business you are selling something unconsciously everyday because there is ‘Sales’ in a direct way and there is indirect sales.

If you are a coach, consultant or speaker, you are selling your services and yourself as well, because regardless how well you’re knowledgeable on a topic, people have to feel they resonate with you-with your personality-to want to take time to learn from you.  On the other hand, there are millions of people who overtly sell products and services online and offline.

In any type of sales situation you recognize the importance of communicating effectively so that you capture the attention of your audience of one or many at the outset, and be able to close the sale at the end of your presentation.

When you create a script or scripts to use as a template, this will be one of the finest business communication tools you can use to practice honing your skills. ‘Winging it’ will not achieve the same results.
James Beeson, co-author of “22 Keys to Sales Success: How to Make It Big in Financial Services” noted that, “Scripts give you a seamless way to move through a presentation.  Memorize and rehearse a script thoroughly enough and it will sound spontaneous.”

Misconceptions about using scripts:

Belief: “They don’t feel natural”; “They’re not my style.”

Fact: Practice! Practice! Practice!  It takes practice to make scripts take on your own voice and personality to that they sound natural and spontaneous.

Belief: Only beginners need scripts.

Fact: Tops sales people use a script or scripts that they’ve memorized but because of their experience they are able to decide when and how they can move away from the script

Belief: Scripts are too structured.

Fact: Creating a script that sells means that you can use a template that’s proven to be effective, but you can modify it to suit your style and your market.  How structured your script is rests on you.

I recall that when I first became a Skin Care Consultant I felt that none of the scripts sounded like me, and I could never use them because I’d sound fake.  I quickly learned that my success depended on practicing those scripts to make them my own because they worked; and there was no need to reinvent the wheel. They were designed to keep me on track so that three areas of my business could be covered in a short phone call or one-on-one contact.  Whenever I decided to ‘wing it’ I invariably forgot one point and couldn’t very well call back my customer to say, “Oh! There’s one more thing I forgot….”

An essential part of communicating effectively with your audience is to be authentic; be yourself.  Don’t be afraid to include stories of how you were affected by whatever your topic is.  Including illustrations or even results your clients have had in the past will be an added benefit because people remember short stories and illustrations more than facts and figures.

If you’ve read this far you may be saying, “I don’t do live presentations. Most of my marketing is done online, so this does not affect me.”  Yes, it does.  Creating a script that sells can be used effectively in Teleseminars, on your Opt-in Pages, Sales Letters, in e-mail marketing to name a few.

Do you have a collection of swipe files? Then you have a collection of scripts. What are your thoughts on the value of creating a script that sells?

Featured “Monday Writer” – Heather Amy Price

I read an article about a man who wanted to buy a particular television model so he researched which store carried the model he wanted.  He found out that the local store carrying the model on which he decided was a store he’d previously had bad dealings with.  So he went but he made his transaction with caution.  He didn’t believe the store when they said they’d be able to deliver tomorrow morning.  True to their word, they delivered on time.  His preconceived notions of that particular store have changed.

The same gentleman stayed at a Ritz Carlton with whom he’d had a good relationship in the past (his preconceived notions were all good) but didn’t care for being nickled and dimed or having to walk to the elevator to pick up a newspaper.  Now the Ritz has left a bad taste in his mouth.

We in the direct sales industry are constantly battling preconceived notions.  I have potential customers who won’t try my product because they tried a similar product once eight years ago and broke out from it, so they assume they are allergic.  I have potential team members who won’t listen to the facts about my opportunity because they heard that direct sales is the same as MLM, and MLM is a “pyramid scheme”.

I’ve learned that to be a good marketer in the direct sales industry, you need to be specific about who your perfect fit customer is.  I need to know what type of person will be a good customer for me, and what type of person will be a good team member for me.  Without pre-judging too much, it’s a delicate balance.

The trait I now look most for is open-mindedness.  I don’t care if you know nothing about sales and you only have one friend in the world.  Are you open minded to hearing my training and to making some friends?  Then my business might be for you.  I don’t care if you have tried my product in the past and have broken out from it.  Are you willing to try a new formulation of the product, with the understanding that if you have a problem again, you are not obligated to keep the product?  Are you willing to work with a consultant who will endeavor to make sure that the product I sell you is right for YOUR needs?  Be willing, be open-minded, and we can work together.

I find that’s true in general in not only the direct selling industry, but in the general work-at-home/ mom-at-home business circle.  We need to set aside our previous beliefs about people and about companies and be willing to listen to facts.

I was in an MLM about 15 years ago.  I absolutely HATED it and made no money.  My upline didn’t train me well, and it left a bad taste in my mouth.  Had I not been willing and open minded to hear the facts about my current opportunity (which is NOTHING like the previous one!), I would have missed out on many years of friendship, training, money, leadership, and the opportunity to be the stay at home mom I’ve always wanted to be.  I am now in the top 2% of my direct sales company and enjoying training others.

Preconceived notion is defined as an opinion formed beforehand without adequate evidence.  Always make sure you’re gathering sufficient evidence before you make a judgement!

If you are in a direct sales skin care/color company (Mary Kay, Avon, Beauticontrol, Jafra) and would like an affordable e-Course which helps busy moms fit their business into their lives, I have a solution for you at http://busymomskincarebiz.com

If you want to read more about relationship marketing in direct sales, I blog at http://directsalesrelationshipmarketing.com My skin care blog is at http://freeskincarehelp.com and finally, you can read about me at http://heatheramyprice.com Thank you for this opportunity to share some thoughts with you!

–Heather Price

Recently someone communicated to me that he felt Article Marketing was not an effective marketing strategy for online marketers.  How about for those of us who are in Direct Sales?  Do you feel that Article Marketing can be an effective part of your marketing strategy?

It’s important to keep in mind that regardless of what type of business you’re in, as long as you are marketing on the Internet there are four basic things that all businesses need:

1.  Content Creation: This is the only way people will get to know what you do and what you have to offer.  Your blog should be your main home for your content.

2.  Traffic:  Traffic or readers are essential to our business.  We want to invite and encourage visitors to our website to read and comment on our posts.  At the same time we want to return the compliment by commenting on the blogs of fellow bloggers.

3.  List Building:  This takes traffic a step further because it’s a way to capture this traffic so that we can build a relationship with them and market to them.

4.  Product Creation: The goal for which everyone who markets online should strive is to create your own product.  If you are in Direct Sales, you realize that this means your own product, and not one that the company you market for produces.

All of the four basic needs mentioned above can be met through Article Marketing.  Let’s look at the first need:  Content Creation.

As noted previously your blog should be your main home or hub on the Internet.  Every time you write a blog post, you are creating content.  Since it’s difficult to be all things to everyone, the recommendation for online marketers is to narrow your market or have a focused audience or niche.

The content you provide may revolve around a particular service your offer to a specific niche.  If you are in Direct Sales, your content may be about customer service, what sets you apart from others who are marketing the same product, and relationship building. As an internet marketer you have many options, but you may choose to focus on two or three aspects of internet marketing.

If you write well-researched posts that help to inform or solve problems your readers may have, those posts can be re-purposed into articles.  Your writing style on your blog may be short, concise posts but you can still use these for articles by expanding on the information and converting them into articles, which you can submit to article directories.  Another option is to combine two posts on the same topic and submit as one article.  in this was you are mining your web content and expanding your reach to a larger audience.

Would you like to learn how to write articles quickly and effectively?  My Mentor, Connie Ragen Green has written over 1,000 articles and is offering a free report on “How to Write A Keyword Targeted Article.”  Visit http://mysuccesscircleonline.com/crg-ampw to claim your free report today.

Article Marketing success is possible through various other strategies, which will be discussed further.  What is your view of Article Marketing with specific reference to content creation?

Featured “Monday Writer” – Coach Jane Lee

Why should we care about our customers? It was only one product that they bought from us.  The reality is that the life-line of your business depends heavily on providing excellent customer service. The first interaction with the customer till the purchase of your service or product does not end. It’s not a one shot deal. Many internet marketers drop the ball when in comes to customer service. Do you follow up with your customers after the purchase and see what results they are getting? How often do you keep in touch with your prospects and customers?

Listed below are the 4 reasons why customer service is important.

1) Customers will buy again and again when you provide excellent customer service

2) People want to feel special and so does your customers.

3) Bad customer service- such as not returning calls or poor follow up. This can leave a negative impression and the customer will no longer purchase your product or service.

4) Prospects and customers will refer you to their friends and family if they have a positive buying experience with you.

Always keep your customers in mind by servicing and touching base with them on a regular basis. This will ensure repeat business for the years to come.

Good Selling!

Jane Lee

Coach Jane Lee teaches you “How to Authentically Sell with Confidence and Ease” to get more clients and increase sales. Follow her weekly show “Sales Success Mindset” on Blog Talk Radio.

Customer follow-up is an area that is important in any business, but is critical to anyone in any type of sales.

1.The Invisible Sign - Mary Kay Ash taught that she imagined that everyone wore an invisible sign around their neck that says “Make Me Feel Important.”  Isn’t this really true about ourselves even if we don’t readily admit it?  We know it has value because when we are made to feel special by someone else, and especially at a place where we spend our money, we remember it.

Business owners – entrepreneurs must promote ideas and implement strategies to ensure that each customer is made to feel special.  Ultimately each business owner has to determine which ideas would be best for his or her area of business, but tried and true strategies abound.

For online businesses e-mail marketing is one way to follow-up with customers.  Some internet marketers have gone a step further.  Two marketers immediately come to mind.  In opting-in for a report they both asked for physical address and I felt that was an over-kill but I gave it anyway.  About two weeks later I found out why.  One of their strategies is to not only communicate with their market online, but they also send physical cards like the ones found at http://cardsuccesscircle.com

Some basic suggestions that work for most businesses would be:

Gifts with Purchase
Add-on Service
Customer Appreciation Days
Thank You Cards
Follow-up Calls and/or Surveys
Special Day Cards
Thinking of You
“I Value Your Opinion” – Referral Cards

By making your customers and clients feel special, you are building strong, long-lasting relationships.

2. Referrals and Testimonials – Customers who know you care are happy to give you their business and they will also be happy to refer their friends and family to you.

It is said that ‘word of mouth’ is the best form of advertisement and this is even more important in our current economy. People have become more conscious of good customer service; it’s no longer a matter of purchasing sales and services from just any provider or supplier. They want to know they are doing business with a person or company that has an excellent reputation for providing great service after the sale.

The result of happy customers should be unsolicited testimonials. When customers give these verbally ask them to put their testimonials on paper and if you have not started doing this, start today. A simple system would be to use a 3-ring binder with sheet protectors and every time you receive a written testimonial you add it to your binder.

Another option is to have them send their testimonials by e-mail, and include their name and address for verification.

Referrals and testimonials create added value for your business as savvy customers are more inclined to make their decisions based on referrals or recommendations from their peers.

In my previous post I revealed 7 principles that I got from a review of Chapters 1-5 of The Mary Kay Way: Timeless Principles From America’s Greatest Woman entrepreneur.”  Today my review continues with timeless principles that can benefit small business owners, leaders in direct sales, entrepreneurs who outsource tasks, and every thought-leader who works with people; all from Chapters 6-12.

1.  Giving criticism: Criticism will most likely be made at some point but Mary Kay felt that a good manager should direct criticism to what’s wrong; not who’s wrong.

Managers must be strong and speak in a straightforward way, but should sandwich that criticism between praise – before and after.  Doing so lessens anger on the part of the recipient.  When people recognize that the good they do is appreciated, it makes them more willing to put effort in their work. Criticism should never be given in front of others as it’s cruel, but is also self-defeating.

2.  “People will support that which they help to create.” When you invite people to contribute to an idea and offer solutions they have a vested interest and feel responsible to ensure its success.  On the other hand, when you dictate even the most thoughtful and logical concept to someone they view it as a command and may or may not choose to cooperate enthusiastically.

3.  Follow-through: This requires discipline and planning.  Schedule time to return phone calls, reply to correspondence – regular mail or e-mails.  If you need to forward to a third party, make sure to follow-up to ensure that the matter has been handled.

4. Enthusiasm:  A good leader is enthusiastic and arouses enthusiasm.  It’s easy to be enthusiastic when everything is going smoothly but the challenge is to maintain enthusiasm under adverse conditions.  What you think about you bring about, so act enthusiastic and you will become enthusiastic.

5.  Lead by Example:  Mary Kay taught that the ’speed of the leader is the speed of the gang.’  A good leader must present a good appearance as well as demonstrate good work habits. People often copy a leader’s work habits and self-discipline, for better or worse.  A good leader operates from experience not from theory.

6.  Help Other People Get What They Want: The goal  for being in business should be to service others and fulfill a need.  Some of the people served may be part of the organization, but in helping them to get what they want, you will also get what you want.

Which of these principles appeal to you most?

As entrepreneurs we are often affected by many negative things beyond of our control and these can cause F.E.A.R! According to the Merriam-Webster’s online dictionary, fear is defined as dread, terror, trepidation; emotions that react to stimulus, external or internal. In addition, I like the definition of F.E.A.R as  False Evidence Appearing Real.

I believe that because we are natural nurturers, women more than men are anxious to see that everything follows a specific path; the slightest deviation from that path causes us intense anxiety and result in fear lurking its ugly head. In our minds we see gloom and doom when the reality is that it may just be a temporary setback.

This is where the Entrepreneurs Fear Factor comes in. Some years ago there was a reality show called “Fear Factor” that you either liked or disliked.  This is our reality as entrepreneurs: we encounter F.E.A.R in our business.  However, there is a simple element that if introduced more often could dilute the level of F.E.A.R we experience.  It’s as simple as injecting humor into our lives and business.  Some of us may have to work harder at learning to laugh at our disappointments, or even laugh at ourselves at times.  Some of the comments I’ve heard over the years, and I quite likely made at some point in my business:

1)   “I’m having a hard time finding or attracting customers or clients” – This is applicable to coaches, consultants, and direct sales consultants among others because customers are the lifeline of our business.  But…Are you prejudging people you meet? You never know who your next client, customer or team member may be. The rules of marketing, even for offline businesses have changed, so it’s important to stay informed and use proven methods to attract the type of people you want as your clients and customers. Be happy and positive! There’s enough negativity surrounding us and people want to be around positive, happy people.

“I don’t know anyone” – Start making a list of the people you already know and pull out all those business cards you’ve been collecting for the past several months. Give the people you’re already acquainted with a call and see if they would like to try one of your new products or line of service they’ve not tried. I would suggest that you work on building a relationship with those persons you’ve never spoken with before you offer them your product or service. When you make your phone calls, have a smile in your voice, be upbeat without sounding fake and keep it short. Convey urgency! When you sound positive and upbeat, it arouses curiosity.

If your business in online only, you would want to be conscious of providing value to your prospects so that they will be motivated to take the next step and become your clients or customers.

3) “I’m tired of calling or contacting my same list of customers” – Don’t call! Send them an ezine/newsletter with short interesting articles. Too challenging right now? Send a postcard to say you’re thinking of them with one or two quick tips based on your niche. Your customers will know you’re thinking of them and because you stay in touch with them, you’ll be the person they call when they need something in your product or service line.

There are many other ways to make your home-based business fun.  Don’t let F.E.A.R rob you of your joy in running your own home-based business, whether it’s on-or offline or a combination. Instead, work on the things you can control and put some fun and humor into your business.

Please share some ideas of what you do when for any number of reasons fear starts to creep into your thoughts and how you keep the “fun” in your business.

Relationship Marketing is defined on cecausa.com as a “marketing methodology by which a business establishes a relationship with their customers and stakeholders in order to foster customer loyalty and purchases over time.”

This simple, but straightforward definition captures the essence of why relationship marketing has to be an integral part of the strategies implemented by small and micro-businesses owned by soloentrepreneurs.  The goal should be to develop long-term relationships as it is over time that business owners will be able to continue to provide value, and as they provide value the often repeated factor – the know,like, and trust factor – will develop.

One of the essential aspects of relationship marketing is the retention of existing customers.  When you consider that it takes 5 times as much work and effort to attract new customers than it does to retain them, it makes sense that whether you work offline or online; or a combination of both, that you go  beyond what is expected to provide value to your existing customers.

Referrals work.  Many of my best customers in my offline business have come from referrals.  They came to me because a friend or someone whose opinion they valued referred them to me.  They came to me with a preconceived belief that I am a professional who must already have provided to someone they cared about.  That person is coming from a different place as opposed to someone I got into my funnel through a ‘cold’ connection.

I often wonder about banks and other large organizations that advertise all the wonderful things they will give to new customers.  Wouldn’t it be more advantageous to offer wonderful prizes and bonuses to their current clients and customers who refer others to them?  After all satisfied customers will tell their friends and can influence their decisions.

Keeping your current clients and customers happy and nurturing the relationship will mean that you always keep your funnel full.

I enjoy being in Direct Sales as well as an Internet Marketer because as a Direct Sales Consultant I can provide individualized service to my customers. I have an even greater opportunity to build lasting relationships as they get to know, like and trust me and see that I care about them as individuals.  I’ve been fortunate to have customers who have been supporting my business for over 11 years.

I also like to support other Consultants in Direct Sales, but have found that on many occasions I meet a Consultant at a Party or Show, hosted by a mutual friend, and purchase something from them but never hear from them again.

This is not a post to critique anyone, but to highlight that this is an area many of us may need to work on.  I have been guilty of this as well as from time to time I’ve received calls from someone who said, “I’ve been searching for your card as my product was finished and I just found it…”  or, “I wish you had you label on the products so I’d be able to call you without having to search for your card”.  Two very important steps I neglected to do.

Most business owners, including Direct Sales Consultants, recognize the importance of cultivating and maintaining good relationships with their customers. At the same time, many overlook the need to follow-up after the sale or service. Here are three reasons that could hold then back from following-up, but these three reasons are some of the very ones why follow-up is so important to your success.

1) AFRAID OF APPEARING “PUSHY”: Persons involved in Direct Sales often seem to be overly-concerned about this. Keep in mind that there is a difference between being pushy and being proactive. I feel very appreciated when someone from whom I purchased an item calls to see how I liked the item, or sends me a Thank You card. Wouldn’t you? And, if during the follow-up call she mentions that one of the ways she grows her business is by referrals, why would I be offended? I would be happy to refer my friends or family to someone who cares enough to follow-up.

2) MULTI-TASKING/WORKLOAD – Entrepreneurs often carry a weighty responsibility and have to multi-task as the Owner, the Salesperson, the Marketing Department, etc. In addition, many Direct Sales Consultants work their business on a part-time basis and have a full-time job to handle, as well as other responsibilities.  However, customers are WHY they got into business and WHY they stay in business. It may be necessary to analyze if productivity would be enhanced by hiring someone to assist with less essential tasks so that the focus can be on where it’s required most.

Having someone else do certain tasks was something I resisted for years, until I came to appreciate that I do not have to personally put labels on my products; my filing can be done by someone else and having someone keep my database updated was of tremendous value.  Not only would I know who to call, but when to follow-up, who to send an Anniversary Card to, and if you send other cards, when to send them.  This latter point is one of the best way to keep your customers loyal to you because you show that you truly care about them as individuals.

3) FEAR OF NEGATIVE FEEDBACK – Are you afraid to call your customers after a sale or service because you may get a negative response? They may not like the product and want to return it? Great! You would rather know so you can cheerfully exchange it or refund their money, wouldn’t you?  Or would you prefer your customer to tell as many friends as will listen that she purchased something from you and she was sorry she did because…Would it not be better to know what their concerns are right away so that these can be addressed? And if customers are happy, you would want to cherish this relationship. This connection could also be the perfect opportunity to ask for a testimonial or referral?

As Direct Sales Consultants we hesitate to ask for testimonials.  A Coach has no hesitation about asking for testimonials; a Trainer or Teacher has no hesitation asking for testimonials, why should you?

Do you send a “Thank You” card to your customers after a purchase, even your long-time, loyal customers?  Some persons do this after each sale, others do this at the end of each month.  I use an online greeting card service that allows me to send physical cards from my computer that are delivered through the US Mail.  Whichever method you chose, work at doing it consistently as it’s critical to your business success.

How do you keep in touch with you customers?  Please share so we can all benefit.

This is a guest post by Barbara Lopez, The Elevator Pitch Coach.  I like to say that Barbara elevated my elevator pitch as a Direct Sales Consultant so that I became much more effective at networking events.  I chose this article by Barbara because she wrote it so well that I did not need to, and it is so easy when you are new to internet marketing to want to try to be like the ‘gurus’ in order to cover the fact that you are relatively new.    The downside to this is that you would not be authentic and people can see through pretense.  Instead of building the know, like and trust factor this is more likely to alienate the very people you want to attract.

“There is only one you for all time. Fearlessly be yourself.” –Anonymous

Have you ever received some advice, but it didn’t really “click” or resonate with you until many years down the road? When I was a teenager, and I’d be getting ready to head out with my friends, as I’d get to the door to leave my father would always say, “Remember who you are!” At the time, as a naive yet typical teenager who thought she knew everything, I’d always think to myself that it was such a weird thing to say – of course I’d remember who I was! How could I forget? I know who I am! I’m Barbara!

It wasn’t until many years later, when I became an adult, that I really understood the meaning behind those words, “remember who you are”. I realized that my father wasn’t telling me to remember my NAME, but to remember who I am as a person. What he was trying to advise me at the time, very gently, was to remember who I am as a person, and to be true to it. That, no matter what activities I’d be up to that evening, no matter whose company I was spending time in, that it was important for me to be true to myself – and to not stray from that – ever.

As I’ve grown older, I think that is actually the best piece of advice I’ve ever received. It’s great advice for a teenager, but I’m also seeing how applying it to my adult self has done great things for me both personally and professionally.

Reflecting on this advice of “remember who you are” recently, I also realized this is SO important when making a first introduction. There are a few reasons for that; allow me to explain.

You are more relaxed. When meeting someone for the very first time, if you just remember to be yourself, you’ll automatically relax a bit and enjoy the introduction more. Plus, if you’re attending a networking function where you’re meeting a lot of people at once or giving your elevator pitch to an entire room of people, you’ll feel more at ease. Showing up as yourself is key!

You’ll make a better first impression. We’ve all heard the saying, “you never get a second chance to make a good first impression”. If you are true to yourself, you’ll never have to worry about whether or not you’ve made a good first impression.

No one likes a phony. Have you ever met someone briefly, and then when you’ve seen them again or chosen them to do business with, that sometimes it seems they are NOT the person you first met? No one wants to meet a “character” or “fake” persona – they want to connect with a real person. Faking a happy or false personality will cause more damage in the long run. If people connected with you in that first introduction, and see that they have not met the real person behind who you are and what you do, you run the risk of losing them as a customer.

You’ll build better relationships. People like to do business with people they know, like and trust. That starts at the very beginning, from that first handshake and hello. If people can identify and figure out exactly what type of person you are from that first impression, you’ll have much more success in building a better relationship. Even if someone chooses not to do business with you for whatever reason, they’ll still LIKE you and you can go on to have a great relationship with them regardless.

Next time you get nervous or anxious at a networking function or when meeting someone for the first time, remember those four little words: Remember who you are. Simple advice that can have a huge impact on who you are, how you do business, and how you “show up” in the world.