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’

How to Get the Most from an Expo

I gave a presentation recently to a local chamber of commerce on 'how to get the most from an expo.'  Over the course of my business career I have worked many expos, trade shows, festivals, etc.  First I will say, they are a lot of hard work and the results are not always seen immediately.  Plus, expos can be very expensive and time consuming.  So if that doesn't give you pause, then lets talk about about what can be done to ensure you do your part to make it as successful as possible.

Before signing up for an expo, trade show, festival, etc., think about why you are doing it. 

What are your expectations?

• Get Exposure
• Get Leads/Referrals
• Build Relationships
• Sell Products
• Who is your Target Market?

Based on your answers, determine if the expo in question will help you attain your expectations.  Once you have decided and signed up to do an expo, prepare and plan in order to maximize your results.

Before the Expo - Prepare and Plan  

• Obtain and Read the vendor/expo rules
• Determine how much area you will have to display
• Are there any restrictions?
• If possible request ahead of time the most optimum space for your display, i.e. against a wall, corner space, front/back of the room, near the food/drink, etc.
• Will you need electricity?
• Floor covering
• What will be provided, i.e. table, table covering, back drop, etc.?

 Before the Expo - Determine Needs

• What marketing printed material will you need? i.e. brochures, flyers, business cards, etc.
• Signage - banners, stand up signs, etc.
• Promotional products, give-a-ways
• Lead generation forms
• Door Prize(s)

***Get all of these materials ordered in ample time to receive before the day of the expo.***

Before the Expo - Advertise!

Do Not depend on the Expo planners to generate all the traffic to your booth.  If your place of business is within a 100 miles of the expo, be sure and do the following:

• Notify ALL of your Customers and Prospects
• Offer a gift/discount if they come by your booth
• Put up a sign in your place of business
• Post on ALL Social Media Platforms often and up until AND the day of the Expo
• Hand out flyers at all the networking meetings/events you attend prior to the expo
• Put flyers in all orders prior to the expo

Tips for Setting in Booth -

• Make it welcoming and inviting
• Make it colorful
• Less is More - Don't display to much to the point that it looks cluttered
• Have it be interactive - Have a reason for them to stop, look, converse.
• Offer a special offers/discounts just for the expo
• Have a candy dish/bowl
• Have a 'fish bowl' and lead generation forms to collect prospects information - Offer a door prize
• Have your door prize prominently displayed - Make it showy

Preparation -   

• Solicit help for the day of the expo to help set up, man the booth, break down, and pack up
• Train your helper(s) ahead of time so they understand what you want them to do as well as what to say when they are manning the booth for you
• Do a mock set up of your booth ahead of time to ensure you can display within the guidelines of space provided
• Make sure you have all your 'props' and material together ahead of time
• Make a 'what if' kit for anything you might need the day of the expo, i.e. pins, tape, scissors, hammer, pliers, screw driver, etc.

Day of the Expo -

• Dress appropriately
• Wear comfortable shoes
• Arrive early to set up or set up the day before if possible
• Make friends with your booth neighbors
• Get set up in plenty of time to visit the other vendors.  (Depending on your business, they may be your best prospects.)
• Wear a name tag
• SMILE!  It's Show Time!

DOs and Don'ts -

DO -

• Do wear a name tag
• Be ready to meet and greet
• Greet people and start a conversation
• Keep your table/booth area free of trash, etc.
•  Have Helper Take Photos and Post on Social Media
• SMILE!  Have a Good Time!!
• Stay until the End - I have met some of my best prospects at the end of many events
   

Don'ts -

•  Don't sit behind your table
• Don't be on your cell phone
•  Don't have so many helpers that prospects
  can't get to Your Table/ Booth
• Don't be over aggressive and/or pushy
• Don't stand around talking to your neighbor
  

  and/or helpers and not paying attention to prospects
• Do not eat at your table
• Don't break down and start packing up early

After the Expo - The Fortune is in the Follow Up

Did you know that 80% of trade show vendors do not follow up?

In fact, check out these statistics -  

• Follow Up Within 24 to 48 hours
• Email ALL Prospects a Thank You for stopping by your booth
• Announce Winner of Your Door Prize in your email and on Social Media.  Include a photo if possible.
• Call all HOT Prospects within 24 to 48 hours
• Mail Thank You Cards to those who purchased
• Add prospects to distribution lists
• Continue to Keep in Touch - Sometimes prospects don't realize they have a need until sometime later.

Many of the items in the outline above are some of the services we provide especially around follow-up and keeping in touch.  See our list of Services on our website. 

  

I hope you found this information helpful.  If you have a group that would benefit from this presentation, contact me for information on scheduling.  I recommend the presentation be scheduled to be presented about eight weeks out.

If you have questions or suggestions to add, please let us hear from you.  We would love to hear your stories about successful and not so successful events.  We can always learn from those experiences that weren't as successful as we thought they should have been.

 

Your comments and feedback and welcomed and appreciated. You can provide feedback on our Facebook page as well as here on our blog.

Happy Expoing !
Annette
Painted Lady Enterprises

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'

 

 

Getting and Keeping Loyal Customers

 

In order to build a relationship it’s important to stay in touch. This applies in our personal lives as well as business.  Just like we nurture a relationship with a new friend we want to nurture our relationship with prospects so they will become our new client.   In order to nurture that relationship, contact is necessary.   And What's more important the value that contact brings the prospect.

Not everyone we meet wants or needs our products or service….now.  But, if we stay in touch and offer value in our communication, perhaps that will change and/or the prospect will refer us when asked, ‘who do you know who sells…..’

Sometimes people just don’t respond to our time table. People are busy.  Life happens.  People forget. Our priorities are not their priorities.  Building relationships with people and trying to establish a helpful giving attitude will come back tenfold.

We can expand the ways we keep in touch which might include:  phone calls, one on ones,  post cards, letters, greeting cards, emails, audios, videos, etc.  Then mix up the forms of contact creating interest and anticipation and offering value.  Although we may have a lot of information of interest about our business, it is important in building a relationship that we take into consideration the interest of our prospect.  By notating their interests and following up with them with information shows that we do truly care about building the relationship.

Every business and sales person can benefit from relationship marketing.  By building the relationship and keeping in touch with clients is a great referral source. I refer to these clients as a “Golden Referral Source.”  If the sales person builds a solid relationship with their client, found them the perfect, home, car, etc., AND stays in touch with them over the years, they will receive referrals and more business from that client for years to come.

Some companies are cutting their prices to keep clients in today's economy.  If a company has a quality product, outstanding service, is dependable, and has built a solid relationship by staying in touch, then that customer is not going to stray just because they might save a few dollars. They realize that the relationship and service they have received is a better value.  

Here are some ways to stay in front of your clients.

• ·        Follow up with a phone call, offer industry information on a periodic basis   

•       Mailing them something personal not bulk or junk mail.

• ·        Personal visit to their place of business and not necessarily to make a sale

• ·        Be their business partner. Take a personal interest in their success.

• ·        Willingness to help even if there is no monetary gain now

Zig Ziglar says that if you help enough people to get what they want, you’ll get what you want.

Remember that it is more costly to find a new customer than it is to maintain and keep the ones we currently have.   If we maintain 5% of our current clientele we can double our business.  Because they will come back to us time and time again and will refer others to us.  

68% of clients leave because of perceived indifference.

Success is the sum of small efforts, repeated day in and day out.  ~ Robert Collier

In appreciation,

The Painted Lady

And How's That Working for You!

I recently attended a networking event. It was a 'business after hours' type of meeting. There were probably between 200 to 300 people there. Saw lots of people I knew, re-connected with some people I had not seen in a long while, and I met some new people. Did some 'netweaving,' i.e. introducing people I knew to other people I knew. After all that is the point of going to these types of events, right?.

One person I met, let's call her Sara, was certainly there to do some 'speed networking.' I was talking to a business associate when she came by and stuck out her business card, interrupting our conversation we were having. OK, we introduced ourselves and exchanged cards and she gave me a short description of what she did. Later as I was making my rounds to the various display tables, we met again and again she gave me another business card.

Overall it was a good evening, possible new business, some follow-up appointments, referrals made, and some information provided.

I have to give Sara credit. I received a phone call from her the very next day. However, Sara had not done her homework. I think the conversation started out with her asking me questions about how I market my business. After each question and my response, she would make the statement, 'How's that working for you?' After about three questions, it finally got on my last nerve, so I interrupted and asked, 'Sara, what exactly is it you're selling?' And she told me about her product and then she asked, 'Do you paint interior as well as exteriors?' RED FLAG. Obviously she was just calling phone numbers. She had not read anything on my business card, had not been to my website, let alone taken the time to ask me anything about my business. I just chuckled and said, Sara I don't paint anything.' I went on to explain what I did and the origin of the name of my business. I told her I specialized in 'relationship marketing' and provided products and services to that effect. I then tried to offer Sara some other alternatives for networking. She had not heard of BNI or The Joy of Connecting. I gave her some suggestions and told her about the list on my website that listed some networking opportunities in the area. Hopefully she'll check it out and read some of the articles on my website about networking and relationship marketing.

Here are some of my suggestions to build your network and build relationships:

1. When you go to networking meetings, make a goal to meet 5 good prospects to follow up with. Not just collect as many business cards as possible.

2. Do some 'Netweaving' - introduce people to other people who would be good referral partners. - Zig Ziglar says 'If you help enough people to get what they want, you'll get what you want.'

3. Do your homework. Look over the business card. Check out their website before you make the follow-up call. Determine how you can be of help to this person.

4. Follow up with those that you met. With a phone call, email, a card.

5. Arrange a meeting, (meet for coffee, lunch, etc.) with those that you want to further the relationship. You can start the conversation like this, 'I would like to meet with you to learn more about your business and how I can be a good referral partner for you.' Remember 'Givers Gain.'

6. Make the follow up conversation about them, not about you. Ask questions and let them talk about themselves and their business, learn about them, their wants and needs. They will then in turn ask you about you and your business.

7. Stay in touch. Add them to your Contact Manager, connect with them on Linked In, Facebook, Twitter, etc. Find appropriate reasons to follow up, i.e. when there are events that you think might be of interest, training, referrals, etc. Send them a birthday card, congratulations, (when appropriate) etc.

Believe it or not, everyone doesn't want or need what you are selling or they may need it but don't have the funds available at the moment. Or they need to get to know you before they change from their current service/product to yours. Make it about building the relationship. I heard a description recently that as we meet people and put them into our contact manager to look at it as a funnel. Some will come out the other end as great clients and customers. Does it take more work to do it this way versus Sara's 'speed networking' way? I don't think so. I would like to think that over the long haul that I have met more people, made more positive business connections, and even if they perceive they don't need my products or services, that I have built the relationship so that they will refer me to their business acquaintances who do need and can use my products and services. Isn't that what networking is all about?

I would love to hear your thoughts on how to build great relationships in business.

Happy Networking,
Annette
Painted Lady Enterprises
"Helping You and Your Business Look Good"

Follow-up is Key to Success

The Fortune is in the Follow-up

But What and How do You do it? Or Have it done unto You?

Here are some key statistics on follow up:

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

Being in the marketing business I often have people make the statement to me, “Well when I get some customers I will use your product and service.” Huh?

So I ask….how do you follow up with your prospects? And I get varied answers depending on the business. Sometimes I see this blank look on their face and I know they belong to the 48%.

I relate the selling process to that of dating or the really old fashion term - courting. Now I know things have changed a great deal in regards to dating, but think about it. We want the prospects to notice us, to like us, trust us, like our product or service. How do you do that if it’s not ‘Love at First Site?’

We get blasted with all types of media, print ads, direct mail, emails, and the list goes on for products and services that everyone thinks and knows we need before we know we think we need or want it.

So my question is ….. What do you pay attention to in relation to a salesperson’s follow-up? What gets your attention? Email? Direct Mail – (something that is obliviously a form letter)? Personal Mail? Phone calls?

How do you prefer a salesperson to follow up with you? How do you wish to be courted? How does a salesperson gain your respect and trust?

These are the questions I ponder since I am in the relationship marketing business. My goal is to help businesses build relationships with clients and prospects for a source of endless referrals. So when someone makes the statement “I’ll call you when I get some clients….” Are they saying I don’t have any money to spend on your product or service or they just don’t understand good old fashion ‘courting?’

Happy Courting!
Painted Lady Enterprises
Gifts, Greeting Cards, & Promotional Products
www.PaintedLadyEnterprises.com
“Helping You and Your Business Look Good”

National Networking Week

 

International Networking Week*

I attended a seminar and had the great pleasure of hearing Brian Tracy speak. I was quite happy to hear him say that everyone in business needs to spend 80% of their time prospecting. As I attend numerous networking meetings, I had sometimes wondered if it was a good use of my time. I also had the privilege of hearing John Maxwell speak in and had a definite 'aha' moment. He said that just because we are busy does not mean we are being effective. So what does all this mean? Going to networking meetings will certainly keep us busy, however it's what we do when we're there and the follow-up that is the real value.

Is networking effective? You betcha! When I took early retirement from my corporate job and decided to work my part-time passion full time, I did an analysis of my current client list to see from where my clients had evolved. I found that 80% of them had come from the one networking group that I had been a member of for eight years. That told me that networking does work!

There is value in networking, however it's like taking a bath, 'you can't just attend just one meeting and expect to receive a pile of leads.' Networking works if you work it. Most people do business with someone they trust. Someone they have built a relationship with. Most people are not going to give you their business or a referral the first time they meet you. You have to build trust and a relationship by showing up again and again. That says that you are a hardworking, reliable, trust-worthy person. Participating actively and adding value helps to also build the relationship.

Here are some tips to further accelerate the networking process:

• Present the right image. Be dressed professional or what is appropriate for the group, i.e. if you know most of the people will be business casual, then business casual is appropriate.
• Always wear a name tag and wear it on your right shoulder
• Have plenty of business cards that are distinctive, colorful, and legible
• Approach people you already know so that they can introduce you to others. This is a good strategy for you also. Introduce those that could benefit from each other's services. (i.e. Like a real estate person and a mortgage person)
• Ask questions about their business so that you are clear on good leads for them. Listen carefully. Remember, you are NOT there to sell, but meet others and establish relationships.
• Mingle, Mingle, Mingle - Step out of your comfort zone. Look for the person who looks lost (usually first timers) introduce yourself and ask questions.
• Position yourself in the room near the food and/or drinks in order to be more visible and meet more people
• Always remember WIIFM (What's In It For Me) - This is what most people are thinking about. So be able to describe your business or product in terms of the benefit to the potential client. Does your product or service save time and/or money? Also, be able to describe your perfect client.
• Offer to get together for coffee or lunch with those that could be good business alliances Follow up with a note or phone call and if possible offer something of value like another networking group or meeting that might be of interest to them. Or perhaps send a promotional item the person would keep and use. 
• Keep your name in front of them. If you have a newsletter or ezine you publish, ask if you may add them to your distribution list
• Send Congratulatory cards and letters. If you see their name in the paper for an accomplishment and/or promotion, call or send a note.
• Pass well qualified referrals and ask that they use your name.
• When you get a referral, even if you don't get the sale, Always thank the person who gave you the lead.
• Donate door prizes others will want and remember
• Be involved with 4 networking groups 1 closed, 2 open, and 1 volunteer.
• Take advantage of daily opportunities to meet people.
• Treat everyone you meet with equal consideration. When you're networking your way to the top, it pays to stay in everyone's good graces. Apply the Golden Rule to all of your networking relationships. Brain Tracy also said 'Good comes from Everything.'

Happy Networking!
Annette
Virtual Assistant Specializing in Relationship Marketing
www.paintedladyenterprises.com
"Helping You and Your Business Look Good"