Diva Sales Tips

Whenever I say this in a seminar - I kid you not - people light up like a Christmas tree.

Why?

 Because EVERYONE is hoping there is ONE PHRASE that will work for every client and every circumstance.

 Welllll - I have one for you!

 FOLLOW-UP.

There is the magic word ladies.   And yet it also what many, many, many people struggle with in the crazy world of selling. (and don’t even TRY to tell me it isn’t crazy!)

So what is follow-up anyway?

Well you find out what your client wants for follow-up and then you do as promised. Do they prefer phone calls, in person meetings, email, snail mail, ezines or a heady combination of all of the above?

Someone once asked me “How long do I follow-up for?”

Here’s my answer:  It depends.

It depends:

•  whether you’re chasing your customer vs attracting them and dumping a ton of information on them that they could care less about.
• if you’re bringing new added value to the customer each time you contact them. Otherwise - it is is called STALKING!
• how badly you want to attract this customer’s business.

I’ve had potential customers book with me as soon as they saw me speak for the first time and I’ve also had clients who’ve received my e-zine for 2 years before they’ve spent a cent.

That’s why your follow-up shouldn’t be in just one area….you need to surround your customers with you and how you can help them…in a smart, subtle and savvy way.

 So let me ask you a tough Sales Diva question.

Who do you need to FOLLOW-UP with today?

I bought this FABULOUS jacket the other day - something really cool to wear with jeans and stilettos (my favorite biz attire).

As I was hanging the jacket up, all of a sudden I noticed writing in the pink lining of the coat.  It was embroidered in large gold  letters but I had absolutely missed seeing it when I was trying the jacket on in the store.

The words read:

” Where there is love, there is life!”

I actually had a grin on my face from ear to ear.

Well, as a very good friend of mine loves to say:

” Who Knew??”

Who Knew You Could Learn A Sales Tip From Jacket Lining??

I think  the individual who had the idea of sewing a message into the coat was brilliant.  How cool is it to see such a positive message as you are putting on something..and then knowing you’re wearing a message that no one else can see?

I know it cost them more time, money and energy to include the message.

But I am soooooo glad they did it! (in fact - I’m sending an e-mail to their company) I am a lover of words…and this jacket ended up making my day and is now EVEN MORE SPECIAL to me.

This absolutely reminds me of selling…why it is so important to go the extra mile.  A quote that I love says this ” You will never find a traffic jam on the extra mile.”

No kidding.

Of course this reminds me of a book.  “Free Prize Inside” by Seth Godin. http://www.sethgodin.com/freeprize/

Seth talks about the importance of offering that “something extra to your customer” that is tough to measure but at the same time is priceless.

What are YOU doing to offer “something EXTRA in the silver lining of your business?”

I’m curious! (write a comment and tell me what you’re doing!)

In the past month I have been The Travel Diva.

I was in Barbados presenting at a conference, then off to Montreal to be trained about Global Warming from Al Gore (a volunteer project I’m doing), off to Chicago and then back to Edmonton to emcee a local 2-day conference.

I had many fabulous experiences but I  also had 1 noteworthy brutal customer service experience as well.

This is a company who definitely does not read anything from www.sethgodin.com or your very own www.salesdivas.com!

Which company am I referring to??

Air Canada. 

They take the cake for conducting their business in complete denial. (never, ever use this airline by the way!) The ways they screwed up were too long to identify here - however - when I contacted their Customer Service and Complaint Department - they said they would get back to me in approx. 5-6 weeks.

Wow - how is that for a speedy resolution?

As a Canadian - I would love to be able to brag about our wonderful national airline. But I can’t. Their staff are rude, condescending, lacking in responsibility and they have given me enough fodder for a million seminars in the future.

However, I CAN brag about another Canadian airline that is doing EVERYTHING RIGHT.

  www.westjet.com is the “little airline that could” and has been growing leaps and bounds in Canada over the past decade. 

They get it.

 If you want friendly customer agents who treat their customers as guests,  positive problem-solvers who are given flexibility to make decisions and who CONSISTENTLY provide exceptional service on every level…then www.westjet.com is the airline to use.

 Have a look within your own market and your industry.  I would bet there are 2 companies who represent both sides of the scale.  One is doing amazing things for its customers and the other….well - they are big but they are dying a slow, “monopolizing” death.

 Make sure you know which side your company represents.

 So there.

I have something very exciting to announce, and you’ll want to
make sure to pay special attention to this email.

You’ve heard of Alexandria Brown, “The Ezine Queen”, right?

 She is someone who helped me tremendously in my business, I was one of her FIRST PLATINUM members almost 3 years ago!
      
She’s a multi-million dollar business owner who owes all her
marketing power to her email newsletter, or “ezine”. Since
launching her ezine several years ago, thousands of other solo-
preneurs and small business owners have become students of hers.

Why does she have such a following?

She teaches a simple ezine  system that shows you how to publish as little as one email every 2 weeks to increase your sales.

Also, Ali teaches email marketing strategies for real business owners — unlike those madmen internet marketers who just want to spam people to death.

Her methods have helped her students make MILLIONS more dollars
in their businesses by using low-cost online marketing, and she
has the testimonials to prove it.

Well, here’s the big announcement…

** Ali is going to be hosting her LAST free teleseminars EVER on
ezines, March 25 & 27. **
(In a hurry? Sign up now at
 http://www.netofficetoolbox.com/app/?af=87462&u=ezinequeen.com/boostbizcall.htm

Yes that’s right. Her LAST.

First of all, she hasn’t offered a free live call on this topic
in several years. And after this one, she won’t be offering any
more. You see, her business is growing rapidly and taking her in
a different, exciting direction.

But she knows what got her started - the humble email newsletter!
She and her students know that an ezine is still the most
powerful marketing tool ANYWHERE, for pennies on the dollar. And
Ali wants to give you the BEST most UPDATED information on ezine
publishing on these FREE calls.

So don’t miss this important teleseminar series. Ali’s calls are
jam-packed with information you can use immediately to grow your
business using email - ethically.

You’ll have to see what I mean - get the scoop and reserve your
spot today at
http://www.netofficetoolbox.com/app/?af=87462&u=ezinequeen.com/boostbizcall.htm

(This picture is what you look like in the customer’s mind when you’re cold calling them!)

 This is fresh on my mind today as someone COLD CALLED me and did a terrible job of it at that.

 WHY?

They were vague, dove into questions right away that were too personal and basically came across as a cheeseball. 

Now - I don’t think this woman got out of bed this morning, planning on sounding like a cheeseball.  She just doesn’t know any better.

I repeat - COLD CALLING IS DEAD!!! STOP DOING IT!!!

 There are better ways to attract money lady. 

A few resources I recommend are Joanne Black’s book Referral Selling - check out Joanne at http://www.nomorecoldcalling.com/ and sign up for her e-zine and buy her book - you’ll love it! Please tell her I sent you.

I have a secret crush on Seth Godin’s brain - he is brilliant, a marketing genius, edgy, says it is like it is - really - if you don’t own all of his books you’re just nuts.

His newest book also says COLD CALLING IS DEAD (I DO love you Seth!)

The new book on marketing (and more) is called Meatball Sundae - check him (and his book out below)  Make sure to sign up for Seth’s blog - your business will never be the same!

http://www.squidoo.com/meatballsundae

Learn from 12 Work-from-Home Experts  in the comfort of your own home!

Work at home expert Carrie Wilkerson, also known as “The Barefoot Executive,” has put together an impressive line-up of free Teleseminars featuring experts on a broad range of subjects like at-home business models, marketing, staying motivated, and more.

The whole point is to help current and aspiring ”self-bossers” (I love that phrase!) think bigger so they can start or grow their own at-home business.

My segment (SALES, of course!) is happening April 8th and I feel honored to be included with the likes of Jerry Clark, Valerie Young, Vic Johnson and a host of others.

The classes are geared to women, but honestly anyone can benefit. Carrie has very generously made this entire program free!

Classes just began - but it’s not too late to jump in at http://tinyurl.com/396uqd

(To get a feel for what Carrie’s philosophy is all about watch her mini-movie at http://tinyurl.com/3ajh9t

I sell loads of stuff via the internet, but there are still times my HEAD SPINS from all the information that is available.

Do you relate?

Well - I stumbled across a guy who I adore - check him out at http://www.doshdosh.com/.  Trust me - he is brilliant and make sure to sign up for his RSS feed or daily e-mail.  He offers a variety of ideas for growing your blog etc (which is fabulous for all of us!)

And just GET OVER his funky pics that don’t seem to relate to the copy.

It’s good for your brain…and definitely for your bank account.

I LOVE coming up with cool new ideas that help women entrepreneurs and women in sales!

When I first started in selling years ago - there was absolutely NOTHING for women. Nada. Zip.  Everything was in your face, manipulation and ring those phones.

 Ugh.

Well - the world is slowly changing and I am determined to be someone who HELPS it to change!

 Check out my latest and greatest program - The Prosperity Cafe.

You’re going to LOVE it and how it will help your bank account grow faster.

P.S. (The best part? it is SUPER affordable so no worries - there won’t be any STICKER SHOCK headed your way)

http://tinyurl.com/2oeyld

I receive e-mail constantly from fabulous women - who have decided to jump ship from their corporate job…and dive into the world of selling.

They love what their product or service is but they completely underestimated how important SELLING is to business. 

It’s simple really.

You don’t sell - you don’t eat or wear nice clothes.

If You’re New To Selling - Where Do You Begin?

1. Get HOT. Connect with everyone in your social sphere(your warm market) and advise them of your new venture.  Let them know that you have introductory packages for anyone they think would be a great fit.

2. Get Professional.

The days of just having a business card from Staples are history (plus - they looked like hell anyway!) You will need a professionally designed card, e-proposal, e-invoice, e-zine and some form of website/blog so people can see that you’re legit.

3. Get Some Testimonials and FAST. 

Listen - NO ONE BUYS if they think you’re selling a loser product that no one else wants. So do some pilot products or services at the beginning, or have introductory prices for new customers so can start racking up the testimonials.  You need their full name, company, where they live, and a website if possible.  Credibility. Credibility. Credibility.

4. Get Noticed. You need to be in the media, at networking groups that are a fabulous fit for you, at tradeshows, on post card mailouts to customers, in an e-zine and more.  Sitting in front of your computer and staring at your phone WILL NOT make the orders come in.

For more bossy Sales Diva tips - you need to definitely sign up for my e-zine at http://www.salesdivas.com/

For many years, I have wanted to create a “viral message” for women entrepreneurs. 

 What is a ” viral message”?

 Well as Seth Godin (my hero) talks about in many of his books - you want to be “virable”.  Just as if someone sneezed on you - then you sneezed on someone else - a viral message is one that is quickly shared with others (without the coughing or red nose!)

So here’s my message to the women of the world.  All 60 seconds of it!

My goal is for 1 million women in 2008 to have watched it.

 Will you please help me spread the word?

www.thesalesdivasmovie.com

Thanks!!

 Kim