1. Prompt replies
Have you lost business? Consider this scenario:
“Anna” reported that she wanted to order an expensive cake from a highly reputable bakery. Upon recognizing the baker was too busy to consult, and the other employee tasked with calling back was pre-occupied, Anna took her business elsewhere.
The eternal sales motto is, “Make it easy for your potential customer to say Yes!”
Returning phone calls is just one method. Are you prompt with messages online; do you follow people back who appear to be a good fit; and do you promptly get the desired information to the requesting party in a timely fashion?
Paying attention to these questions and making it a habit to be prompt will increase your business. Not only will the current prospect that converts to becoming your client but also all those receiving excellent service from you will recommend you to those they know. They may also write favorable reviews.
2. Be of service
While in conversation with another, find the perfect opportunity to ask, “How may I help you?” Consider for a moment how you feel when others ask you the same question. Most likely you feel appreciative and possibly interested in working with that person. Wouldn’t you like to be the person toward whom others feel grateful and turn to for help?
The qualifier is when you hear a request with which you have no ability, say so and decline in order to remain authentic. However, if you know of someone who may be of service, offer the introduction. This is another route for offering a helping hand.
Have you ever experienced outstanding service and told the provider it was such? Offer to put a 5 star recommendation online. As you make this a practice, it educates others in doing the same. Soon, you too may be the recipient of glowing testimonials and reviews!
3. Become the teacher of your trade
Keeping secrets of what works best for your industry is typical of the old corporate mindset. You each work almost undercover to be the top performer. This inhibits quicker learning and advancement.
By willingly teaching others who are coming up behind you on the techniques that work best, you become “the expert” in their eyes. But not only are you the expert, your personal brand becomes “The approachable expert”.
The act of mentoring through a variety of mediums encourages others to pay you for more in-depth teaching. Use all media and mediums available to you. Apply for interviews with the media, write articles and blogs, answer questions posed online, offer to speak at events or provide webinars online.
Adapting this one type of community service to the online world will enable you to potentially reach millions. Another sales concept is to find your qualified audience. Out of the millions online, those who need and like your shared offerings will respond positively. You will encourage more people to inquire about your services and speak positively about you.
Following these practices will enable you to build business more quickly than previously thought possible and put you on the wave of the Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, LLC, (800) 704-1499, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press. Elinor offers highly acclaimed inspirational keynotes for conferences and is available for consultation.
