Are You Easy To Do Business With?

My question comes from my recent two encounters with sales reps from almost opposite ends of the spectrum.  One that I couldn’t get enough information to make a purchase, to one I finally had to block their phone number to keep from getting their calls. 

So, comes my question of follow up and where is it not enough or too much.  I’ve used this graphic  

many times in regards to follow up, which many sales reps will admit they don’t follow up nearly enough.  But I believe with most prospects if we ask a few questions we can determine when and how often to follow up.

For Example:

• Ensure we have answered all the prospects questions and provided them with all the information they need to make a buying decision. 
• Ask when are they thinking of making a decision/purchase.    
• Ask if there is anything else you can provide to help them with their buying decision.   
• Also ask when would they like for you to follow up with them again. 

These questions give us an idea of when and how to follow up.

An effective way to keep in touch with clients is with email marketing and social media.  Email marketing and social media can be used to provide industry information and helpful hints to the client.  Most prospects and clients appreciate this type of marketing.  What most do not like is the daily bombardment of filling up their inbox with Buy, Buy, Buy – Now!  That type of tactics will have prospects and clients unsubscribing, un-liking, unfollowing, and disgruntled very quickly.  But good email marketing consists of providing helpful information about your industry with a sprinkling of special offers and sales, but the sales and offers should not be the main focus.  For most businesses, sending a monthly newsletter is a good way to remind your clients and prospects that you are there to service them when they are ready.

Here is my list of how to make yourself Easy to do business with:

1. Answer questions and be honest with the prospect
2. Provide the information they need to make a buying decision
3. Ask questions to determine parameters for them making a buying decision
4. Respect their time to do their due diligent
5. Keep in touch with periodic newsletters, social media, etc. with helpful information
6. Follow up depending on #3 and #4
7. Don’t hit and run – A No may mean, no for now or I’m not ready to buy yet.  Refer back to #5
8. Don’t be a pest with phone calls and emails especially if the prospect tells you they aren’t going to make a buying decision for 6 months to a year. 
9. Make sure they have all your contact information.  It’s part of every email signature, newsletter, etc.  Giving or sending a promotional product with your contact info is also a clever way to ensure they have your contact info nearby
10. And lastly – be truthful, reliable, and consistent in all your interactions.

What other advice would you add to this list?  Your comments and feedback are welcomed and appreciated.

Sincerely,

Annette

Painted Lady Enterprises

‘Helping My Clients and Their Business Look Good’

Do You Offer Complimentary Consultations?

Most businesses offer a complimentary consultation to talk with a potential client about whether or    
not their products and/or services would be of help to them and their business.  And as long as the business owner and the client have the same expectations, everything is cool. 

In today’s world of ‘transparency’ not everything is as it seems.  Often times though a business owner will disguise their motive for a meeting in many different ways.  My advice, as a business owner, is to ensure you clearly explain the purpose and agenda for the meeting ahead of time so that your potential client feels comfortable meeting with you.

I offer my clients a complimentary consultation more so to explain what and how I do things and to gain their confidence and trust.  Because as a business owner, I only want to do business with those I know, like, and trust. 

So here are my list of ‘Do and Don’ts’ for setting up Complimentary Consultations -  

• Do set a time limit for the consultation – this is for your benefit as well as the client.  If the time runs over, it’s your call as the business owner to end the meeting.

• Do provide an outline of what will be discussed.

• Do bring your sales material with you and discuss it with the client Only IF they want to move forward.  If they are not ready to move forward, leave it with them for future reference.  Not every person you meet with is ready or wants to use your product or service.  If you are gracious about it, they will remember you when they are ready or want to refer you.

• Do turn off your phone and put it away.   Focus and put your full attention on your client.

• Don’t high pressure sell.  More than likely you will lose their trust and confidence and any potential at all of doing business with that person in the future.

• Do send a Thank You note after each meeting thanking the potential client for their time.  This is another way to gain their confidence and trust.

• Don’t bash a potential client to another person and/or on social media even if you don’t mention names.  People can figure it out.  Who wants to do business with someone who talks about others behind their back.  Find some other way to vent your frustrations.

• Do keep your pipeline full.  Even when you think you have all the business you can handle.  Things happen.   

• Do keep ‘dripping’ on those potential clients.  You’ll be pleasantly surprised when the one you thought you would never hear from gives you a call and is now ready to do business.

What other advice would you give on this topic?  Your comments and feedback are welcomed and appreciated.

Happy networking,
Annette
Painted Lady Enterprises
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The Fortune is in the Follow Up

Recently I was asked to present to a new forming BNI Chapter - What is the #1 Trait of a Master Networker.  Later the same week I attended a ProNetworker meeting and guess what part of the presentation was about?  You guessed it - What is the #1 Trait of a Master Networker.

So What is the #1 Trait of a Master Networker?  The answer - Follow Up.  Sadly though, most people do not do this well as the statistics below show.

48% of sales people never follow up with a prospect

25% of sales people make a second contact and stop

12% of sales people only make three contacts and stop

Only 10% of sales people make more than three contacts

2% of sales are made on the first contact

3% of sales are made on the second contact

5% of sales are made on the third contact

10% of sales are made on the fourth contact

80% of sales are made on the fifth to twelfth contact 

BNI conducted a survey for the book Masters of Networking that asked business professionals what the most important traits of a master networker were. The most important trait was following up on referrals. Not giving them, following up on them.

Remember, the best system for following up is the One you're going to use.

There are many kinds of follow-up. You should follow up when you meet a person, not just when you get a referral. Following up is part of building a relationship, not just closing a deal.

Week 20 in The 29% Solution, discusses follow up and how critical consumers are with their expectations.  So, when you meet people networking what is your typical follow up plan?  Is that different when you speak with a qualified prospect?  And do you have a plan for future follow up like a 'drip' campaign?  What does that look like?  And why do we follow up?  The answer - To show we are credible, 'stay in the game,' etc.

From page 115 of The 29% Solution ..."Good follow-up is not just doing what is required or what you've promised to do.  It also involves going BEYOND what is expected.  I think we all agree that this type of successful follow up system takes consistent work."

In the The 29% Solution, there is a real simple form called The Networking Follow-Up Report Card, and it's very simple.  Simply just going in to automatic follow up tasks doesn't cut it.  Every prospect is not the same and you have to differentiate and personalize, don't you?  This Networking Follow-Up Report card syas, "Hey, here are the contact names.  When did you first connect?  What follow-up is necessary?  When did you complete the follow-up?  Did you follow-up after three months?  Six months?  Nine months?  Did you follow up afterwards?"  Any kind of system like that can be very effective to help track the connections and the referrals and the opportunities you have to reconnect with other people.

You might choose something as low tech as a personal note, greeting card, or email an article or podcast of interest or as high-tech as an electronic marketing campaign through CRM program like Infusion Soft, Constant Contact, or ACT.  Regardless you must make sure it fits your follow-up 'personality" of sorts.

To learn more  listen to Dr. Ivan Miser's podcast #290

Become a Master Networker - Follow UP! 

 

Your comments and feedback are welcomed and appreciated.  We would love to hear about your follow-up method(s).

In appreciation,

Annette

Painted Lady Enterprises

'Helping You and Your Business Look Good'

 

 

Drip....Drip....Drip.....

Do you typically close business the first time you talk with someone?   Not usually?  Me either.  It happened to me this past week and I was thrilled, but typically it doesn’t happen on the first call.  

When do people buy? 

Answer – When they have a perceived need and when THEY are ready to buy!

People usually don’t buy the first time they hear about your product or service, unless they just happen to be looking for what you are selling. They buy when they have a need and are ready to buy.

So, if people buy when they have a need, how do we as business owners make sure we are ‘Top of Mind’ when they need our product or service?

Answer – by keeping in touch and following up.  In the marketing world we call this ‘dripping on people.’ 

What are some ways to keep in touch and/or keep your business “Top of Mind’?

Answers – Phone calls, Face to face visits, network meetings, Email Marketing, newsletters, blogs, promotional products, direct mail, greeting cards, etc.  It is a good idea to use a good mixture of these to deliver your message to your prospects.  Different people like to receive information in different ways so when delivering information it is a good idea to cover all the bases.

 Let's review how greeting cards can be used as a  tool to ‘drip’ on prospects and suspects so you will be the first person they think about when they need your product or service or they hear of someone else who needs your product or service.

Wouldn’t you just love it if people just passed you referrals?  We all would.  I’m not going to say that’s always possible, but if we keep the pipeline full of prospects by keeping in touch with them we can certainly improve the number of calls and referrals we receive.

So the Three Step process to keeping in touch to stay 'Top of Mind' is:

1.    Follow up

2.    Keep in Touch

3.    Educate

Step one – When you meet someone new that you think would be a good potential client or may know someone who would be a potential client – you want to follow up with that person.  Send a ‘Nice to meet You’ card.  Perhaps asking them to meet with you to discuss how you could help each other and be referral partners.

Step two – .Keep in Touch -  Other possible follow up cards could be an informational card listing some of the services you provide with a message of 'How can I be of further service?'   

Or perhaps sending a congratulations card if you hear they have received a new job, got married, new baby, promotion, etc.

Birthday cards are always well received.

Step three – Educate - Offer industry information in newsletters and blogs so that your clients are informed enough to refer you to others when they hear of a need. 

Think about when does someone typically need your product or service?   Greeting Card 'drip' campaigns can be tailored to just about any industry.

Example:  Financial Advisor, Insurance, Attorney - Typically people need these services when they are going through a 'Life Transition' like the ones listed below:

1.    Marriage - Who do they know who is getting married - Good card to send in May and June when most couples are getting married.

2.    New Baby - Who do you know who is having a baby?  Did you know more babies are born in August than any other month of the year?

3.    Buying a house - Who do you know who is buying/selling a home?  Good card to send out in early spring.  People usually start thinking about buying or selling a home in early spring.

4.    Job Transition, i.e. new job, change of company, or loss of job.  This typically happens the first of the year.

5.    Retirement - Everyone needs to be thinking about this one.

Educate your prospects how to listen for possible referrals instead of trying to sell directly.  Ask who do they know.  Most are more receptive to helping you find prospects

Here is a possible Drip card campaign -

-       Follow up card – Nice to meet you.  Ask for a face to face one on one meeting.  Perhaps follow up that meeting with a card with a gift card, thanking them for their time.

-       Other products and services offered

-       Who do you know? 

-       Birthday

-       Anniversary – (Could be a marriage anniversary or the business anniversary). 

-       Weird holiday (Ex. - Halloween – Insurance and Financial planning for your future can be a scary thing).

-        Tooth Fairy Card – Educate with humor - 'Some gaps aren't covered by the tooth fairy.'  (Card for the Insurance Industry) - Ask to review their insurance coverage.

-       Congratulations – Perhaps you hear someone got a promotion, got married, had a baby, bought a new home, etc.

Keep in Touch – Educate, but sandwich in Appreciation with Education, i.e. Let your prospect know you would appreciate their referral, but don’t ask for a referral every time you communicate with them. Offer something of value.  Send out to give not to get.  

Happy prospecting,

Annette

Painted Lady Enterprises

"Helping You and Your Business Look Good"