Diva Sales Tips

I loovvvvvvvvvvvve Christmas.

Everywhere I look – the Christmas decorations are up, the lights are twinkling, Bing is singing  “ White Christmas” and all the entrepreneurs I know are focused on December sales.

And that is wonderful!

BUT here’s a little reminder from your bossy Sales Diva.

I know it’s important to be getting those last sales of the year.

But the Christmas Season can also be DEADLY TO ENTREPRENEURS.

How??

Welllllll, I have a CRITICAL QUESTION for you.

Will Your January and February Sales SUCK?

I was on the road speaking a few days ago and I asked this a similar question of the crowd.

“So ladies – how are your January and February SALES?”

The very scary response?

Out of a room of 100 women – I had MAYBE 3 people throw up their hands and say…

“AWESOME!!!!”

The rest of the audience was suddenly VERY busy looking in their purses, anxiously checking out their nails or their eyes were looking at the floor.

Not such a good sign.

As your bossy Sales Diva….and weekly Sales Manager  – lady – you got to get your act together.

Before you know it January and February will be here!

So you need to:

• Plan your sales and marketing 90-days ahead
• Book your tradeshow booth for the FIRST QUARTER of 2010
• Order your marketing materials
• Get your newsletter/ezine/Twitter/Facebook/blog campaigns ready to rock
• Figure out HOW you’ll attract customers in January and February
• Strategize the strategic alliances you want for next year
• And a million of other ideas I have but you’ll have to wait for them!

And if you don’t?

I can pretty much guarantee your sales will SUCK.

So there.

Love from your Bossy Sales Diva,

Kim

 

 

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Want Me To Speak At Your Conference?

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What a year!!!  I’ve been to so many wonderful cities this year speaking across the United States and Canada. (Paris – here we come!)

I was thrilled to be on the same speaker line-up in Vegas as Jack Canfield – the co-creator of Chicken Soup for The Soul (and getting a standing ovation is always a thrill too!)

And I was even featured on NBC Television. Yahooooooo!!

The bookings are already rolling in for 2010 and I’d love to help you at YOUR conference.

1. • Do your conference organizers need a keynote speaker or a break-out session presenter?
   • Do you have a group of sales people who like someone who is BOLD, SASSY (and fun!) and who has sold millions?

Then please send us an email at info@salesdivas.com and we’ll see how we can help.

Thanks for spreading the word!!

 

 

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Dazzle This Diva

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Pauline of Century 21 Conexus Realty Ltd had a question for me last week about how to differentiate herself from other realtors (and show that she’s better)…but she doesn’t want to look like she’s full of hot air!

An old friend of mine always had a wonderful saying that she used with her kids:

“Don’t tell me – SHOW ME.”

Sit down with a pad of paper and a pen and do some quick jotting:

HOW AM I DIFFERENT?

• What is my unique specialty?
• How quickly do I sell homes/get listings/get maximum value for the home?
• Am I a sought after media source?
• Do I align myself with a charity?
• What is my WOW factor?
• Why do people choose me?
• What do I do that’s SPECIAL for my clients (that NO ONE else does?)
• How can I prove all of the above?

Then you create a series of drip post cards, make sure this is posted on your website, your business cards, your blog, ezine, Twitter, Facebook, signage and MORE.

You’re not going to attract everyone….what’s most important is that you attract the PEOPLE WHO ARE THE BEST FIT FOR YOU.

Good luck lady!

What do you do to make yourself stand out from the crowd?

Let me know at Dazzle This Diva

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Dazzle This Diva has been going strong for six months now. To keep it going for another six months, I need your sales and marketing questions!

Not only do you get Free advice from your Sales Diva, but you also get Free exposure to all my readers. That’s a lot of people clicking through to YOUR website.

So send your sales and marketing questions to me now at info@salesdivas.com. Make sure you you include your name AND website!

I was speaking at a fabulous conference recently and later had a line up of

women entrepreneurs and salespeople wanting to speak with me.

One lady in particular had a really wonderful question – in fact I think you may struggle with it too.  (Honestly, she was practically chewing her lip off in anticipation!)

Her question?

She said…

“Kim, I have tried and tried to connect with this individual, I know I can make a huge difference in their company….but I don’t know HOW to get in the door!”

Ooooooooooooooooooooooh I LOVE these types of questions.

Why?

Well – it is something I’m known for.  I KNOW HOW TO ATTRACT attention and interest from companies and people that others “give up” on.

My response to the lady with the BIG QUESTION?

“You’re focused too much on the front door.

Plus – there’s a ton of competition knocking on the same spot!”

What Was My Advice For Her?

Well, hold your horses!

First I want to explain WHY you’re making a big mistake by plowing through “the front door” like a bull in a china shop.

Most businesses have filters set up for people like that.

• Receptionists
• Voice mail
• Call display

So when you’re calling a million times, leaving too many voice mails and emails…you move into the Land Of Annoying.

What Do I Want You To Do?

Circle your customer instead. (Not stalk – but surround)

Here’s a few ideas (and you know I have a million more of those!)

• Get an introduction from someone in your circle who knows this person/company.
• Send an article to them in the mail that’s relevant to their situation.
• Send them an introductory letter and how you heard about them

So quit banging your head against the wall by doing the same thing as everyone else.

Get creative, “circle your potential customer” with YOU and your product in a variety of ways and you’ll GREATLY increase your odds of closing the sale.

So there.

Love from your Bossy Sales Diva,

Kim

 

 

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Check Out My National Magazine Column!

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I write articles for many different publications and I wanted to share my most recent one with you.

Check out my column in Company of Women.

(Hint – I’m on Page 27)

http://www.companyofwomen.ca

This weeks question comes from Pauline of Century 21 Conexus Realty Ltd

How do you explain to potential clients and customers that you are different/better than others in your field?

Too many times I have seen this happen where a customer chooses a ‘not so great’ person in my field and assumes that we are all alike. We’re not all alike and it irks me to be put in the same category as others sometimes.

What can I do to get this message across to potential clients without sounding like I’m full of hot air?

Thx.

Pauline Relkey
REALTOR®
http://www.PaulineRelkey.com
http://www.Century21.ca/Pauline.Relkey

 

What do you do to make yourself stand out from the crowd?  Let me know in the comments!

 

 

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Dazzle This Diva has been going strong for six months now. To keep it going for another six months, I need your sales and marketing questions!

Not only do you get Free advice from your Sales Diva, but you also get Free exposure to all my readers. That’s a lot of people clicking through to YOUR website.

So send your sales and marketing questions to me now at info@salesdivas.com. Make sure you you include your name AND website!

I lovvvvvvvvvvvvve living in the country.

I’m a Sales Diva who flies all over the world for business and pleasure (I’m only 30 minutes away from an international airport) who then comes home and goes for walks
in the forest.

Dream job.

A few months ago I was up super early to catch a 6 am flight to Dallas.  As I was slowly driving out of our area I noticed something VERY LARGE at my mailbox.

In fact, something was VERY LARGE and then there was a SMALLER VERSION of LARGE right beside it.

A mother moose (weighing in around 1 ton) and her little, gangly-legged baby calf with deep chocolate eyes and the longest eyelashes you’ve ever seen.

I kid you not.

I stopped the car.  I unrolled my window and we looked at each from 6 feet away.

They had this look on their faces that said …

“WHY are you here so early? This is OUR time of the day!”

And with an annoyed HMMPH they slowly lumbered away, crashing through the woods with the little guy bouncing by the mother’s side.

It was a gift, a truly magical way to start my day and I had a huge grin on my face all the way to the airport.

Of course, I started writing frantically as I knew there was something YOU could learn from this!

Do You Need A Moose By The Mailbox Moment?

If I had stuck with my regular routine – gone a little faster in my car or left a little later I would NEVER have had the gift of a mother moose and her little guy by my mailbox.

This also happens to be why there’s potential business and customers that are slipping through your fingers right now.

Why?

Well – you’re stuck doing your regular routine.  You haven’t changed things up which means you’re getting the same results.

In the world of sales, that is a money-sucker.

The worst part? You don’t even know its happening!

What Do You Need To Do In The Next 30 Days?

Oh lady – you need to step outside of your comfort zone.

I want you to….

• Attend the networking event you’ve been avoiding
• Go to a COMPLETELY DIFFERENT tradeshow to observe
• Ask a client if they know of any people who are struggling with the same problems your client has (the ones you’ve resolved of course!)
• Finally call a reporter with a story idea

Good habits are wonderful and I get that.

However, you also have to get into the habit of BREAKING THE HABIT of sticking with only what you know.

It’s holding you back in ways you can’t even imagine.

I Diva Dare you to create your own “Magical Moose by the Mailbox” moment but with customers instead! (and send me a comment on what you did!)

So there.

Love from your Bossy Sales Diva and 2 lovely moose,

Kim

 

 

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Do You Have Your Copy Of My Best-Seller?

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My best-selling book Tickled Pink: The Secrets of Attracting Delightful Customers always SELLS OUT at every conference I speak at.

Why? It is an easy-to-read book about HOW TO SELL, with step by step ways for you to grow your sales quickly and also how to avoid the pitfalls.

Its fun, jammed with stories and strategies and I’ve had many people say they’ve used a highlighter on almost every page! (love that)

It’s also designed to carry in your purse – I want you to USE IT!

Check it out here: http://www.salesdivas.com/Tickled_Pink_s.php

 

 

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Do Referrals Scare You?

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This weeks question comes from Tricia of Belo Sol Swimwear who finds the process of asking for referrals a little nerve -wracking!

Hey Tricia,

First of all – you’re not alone.  So many women have trouble with asking for referrals. Why? Well they think they are being pushy and that it will annoy or tick a customer off.

Deep down they feel that ASKING FOR A REFERRAL will make them LOSE BUSINESS.

My bossy Sales Diva response to that is ABSOLUTELY NOT!

As women we give referrals every day:

“Hey – where did you get those hot shoes?”  “Oh I bought them at Winners on 99st!”

“I love your new haircut – where do you go?”  ” I LOVE the new salon at the mall close to me”

Get the picture?  When you’re asking for a referral you’re actually asking for someone’s advice…for their feedback.

Make sure you don’t sound like a robot when you ask for referrals ie/ Hi Jo – can I please have 3 referrals from you?

Sounds too canned.

Instead ask ” Jo – you look so hot in all of my bikinis, and I want to grow my business with more fabulous customers like you.  Can you please spread the word about me and once I have 5 new customers recommended by you I’ll give you a ______________.”   Reward the customers who spread the word with something – maybe it’s a physical product, a special discount or something else equally cool!

Good luck!

P.S. Another cool way is to ask your client’s permission to post their bikini bod on Facebook with a testimonial.

How do you handle referrals? Love ‘em or leave ‘em? Let me know at Dazzle This Diva

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Dazzle This Diva has been going strong for six months now. To keep it going for another six months, I need your sales and marketing questions!

Not only do you get Free advice from your Sales Diva, but you also get Free exposure to all my readers. That’s a lot of people clicking through to YOUR website.

So send your sales and marketing questions to me now at info@salesdivas.com. Make sure you you include your name AND website!

My 14 year old niece was over the other night (I love hanging with her!) and as we were having a cup of tea she said…

“Auntie – I’m feeling bad I haven’t called my friend Eliza back…

she’s going to be mad at me!”

So I talked to her about WHY she hadn’t called her back and then I said…

“You know what? It’s NEVER TOO LATE to call back!”

The look of relief that crossed her face was almost comical.

And sure enough – she whipped out her phone, sent Eliza a quick text to book a time for them to talk the next night. Of course – Eliza was thrilled to hear from her and WASN’T MAD AT ALL.

My niece took a sip of her tea, smiled a BIG GRIN and said…

“Auntie I FEEL SO MUCH BETTER!!!”

Are YOU Feeling Guilty??

I bet right now – YES – at this very moment – there is someone you’re feeling guilty about.  (See – their face just popped into your head RIGHT NOW!)

For whatever reason, you haven’t:

• Called them back
• Fired off an email
• Sent the proposal
• Shipped their product
• Sent the invoice
• And whatever else you should have done!

It happens to all of us! (In fact – while I was writing this I thought of 2 people I need to follow up with as well!)

Listen – life happens.  And sometimes things can slip through the cracks.  I get it.

However, the longer you PUT OFF calling the person you need to talk to – I can guarantee your guilt is GOING TO GROW.

In fact, it can sit there for months, even years even if you let it.  (So let’s make sure that doesn’t happen OK?)

Are You Worried They Are Going To Be MAD At You?

Here’s another breakthrough for you.

Most people ARE NOT going to be mad at you.

In fact, they’ve been living their life, walking their dog, watching Dancing With The Stars and eating pizza!

And if they are supposed to get the proposal/product/back-order/invoice…one thing I know for sure.  If you AVOID them – they WILL eventually get MAD.

Here is YOUR DIVA DARE OF THE DAY:

Pick up the phone NOW and connect with the person you need to call. (YES – THAT ONE)

Apologize if you need to, but please don’t offer a long Moby Dick list of excuses.  Instead – say you’re sorry for the delay, you’re on top of it NOW and is there anything else that you can do for them?

Trust me. Do it TODAY and you’re going to feel soooooooo much better.

So there.

Love from your bossy Sales Diva,

Kim

 

 

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Hey Lady – I Need Your Help!

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I am diving into some BIG things over the next few months…ie/ youtube tips,  launching a new website and MORE as I want to be able to help Women Entrepreneurs and Women In Sales ROCK their sales!

I want to DOUBLE even TRIPLE my database of fabulous people (and oooh boy – next year is going to be a big one!)

Can you please send my ezine to as many women as you can during the month of November?  Tell them to sign up NOW as they will love my free tips and of course the 30 page FREE report: the 5 Biggest Sales Mistakes Women Make.

Thanks So Much!!!

This weeks question comes from Tricia of Belo Sol Swimwear.

Hi Kim!

I have a question about referrals. As you may remember, most of my business has come from word of mouth and referrals. My partner thinks that I am at the point where I should be asking for referrals from my clients. As in, getting at least three names from each client that has enjoyed their experience with me. It makes sense, however its nerve racking and I just can’t seem to find the right way to go about it. Do you think it’s a good idea to ask for referrals and if so, any tips on how to make it come out nicely and not scare away my clients that I already have?!

Thanks Kim,

Tricia Andres McDonald
Belo Sol Swimwear

Share your advice with Tricia in the comments below