Wow ladies!!!

Honestly – the response to the “How To Have A Successful Trade show” question was overwhelming!!

Thank you for all of your brilliant ideas and all of your fabulous feedback.

My question for you this week?

What is something that is frustrating you right now in your business?

Can hardly wait to see what you have to say!!

My friend Jo and I were having a glass of wine the other night.  We both help women in biz so of course we were sharing stories and comparing notes.  (And lots of laughing in between!)

She’s an amazing woman I met 8 years ago and she’s one of my closest friends.  We actually met because of a referral!!

We have loads in common and we both grew up in small towns where people knew and helped each other.

Jo sipped her wine and said “Hey – how many introductions did you do this week?”

I sipped my wine and said “I dunno – I think around the 15- 20 mark – I haven’t tallied it up yet. And you?”

She said “I’m about the same. It’s so much fun!”

Last year Jo won the North American Managing Director of the Year award for eWomenNetwork  and I was thrilled to be on the recent front cover of a national North American magazine.

We attract attention.  LOTS of it.

Want to know something WE DO ALL THE TIME and you’re probably NOT doing?

Want To Know Our Mysterious Method of Getting Referrals?

Simple.

We GIVE THEM.

Yep.  I consistently give Sales Diva introductions/referrals to all sorts of companies and people EACH WEEK and so does Jo.

It’s also something we both have done for YEARS.

We’re like matchmakers.   And when someone crosses my mind that I think should meet someone else…I email them both a short note introducing each other as well as saying WHY they should meet.

No one pays me to do it.  I just do it.  I also can’t be coerced into doing it for people and businesses I don’t know.  Sorry chickadee- it doesn’t work that way.

Here’s the deal.

If you’re not getting loads of referrals

I bet you HARDLY EVER GIVE ANY.

Here is what most people think.

They think…

“I referred her and SHE never sent me one person back! %$*&!

I’m NEVER giving her another referral again!”

This explains how most people don’t have a CLUE about how referrals really work.  (Gimme, Gimme, Gimmee is not a strategy in business.)

I know when I give referrals this is what happens:

• I help others.
• People feel relief as they trust who I connect them with.
• I position myself as an expert and resource.
• The Boomerang Effect will kick in sooner or later and someone (usually completely different from who I referred, will recommend me to someone else.

It takes hardly any of my time AND it also makes me feel good.

It’s one of the ways I generate referrals (trust me – I know loads of other methods but I’ll save that for another time).

The Rules Of Giving Referrals?

• They have to be genuine.
• They have to make sense.
• Refer those you know or you know they excel at their work.
• Don’t expect immediate gratification of a referral back.
• Once you’ve introduced people – it’s no longer in your hands.

My Bossy Sales Diva Advice For You This Week?

Make it a goal this week to introduce at least 5 people to someone who’s a great fit.

So there.

Love from your bossy Sales Diva,

Kim

P.S. I’m devoted to helping as many women entrepreneurs and women in sales as I can.  If you know of someone who would love to learn HOW TO SELL THE RIGHT WAY, then please encourage them to sign up at www.salesdivas.com and we’ll get them on the track to success!

Wow – this section of my blog has been on FIRE!

Thanks for all your comments – make sure to dive in and read all the goodies other readers have left for you!

My question for you this week?

How are you using Social Media to grow your business?

Can hardly wait to see what you have to say!!

What has worked the BEST for you

at Networking events?

Over and over I get emails asking me “Kimmmmm – I know you want me to accept that there is competition but they drive me CRAZY!”

Listen.

I want you to consider something for a moment.

Realize if you didn’t have ANY competitors you very likely would have a product or service that NO ONE WANTS. (and that’s a pretty tough way to make a living by the way)

Didn’t think of THAT now did you?

Back to basic economics cupcake :

Supply=Demand
( because really – why supply something if there isn’t a DEMAND for it??)

But I realize you still may struggle with the “competition is good “concept when you have competitors bad-mouthing you, trying to “steal your customers” and thumbing their nose at you at the last tradeshow.

How To Make Meatloaf Out Of Your Competition…In Your Mind

Here’s what you can’t do.

I went to a Toyota dealership as I’m researching hybrid cars. The woman salesperson was a complete turkey.

When I asked her why the Toyota hybrids were better than Honda she replied:

“I have no idea. I’ve only worked here a month and haven’t had the time to find out.”

Oopsie! Wrong answer! You can imagine the look on her face as I stood up and her sale walked out the door (in very nice heels by the way!)

You want to make “meatloaf” of your competition? Then get your act together.

5 Sales Diva Ingredients For Healthy Competition:

1) Know them inside and out. Know who they are, what they do better than you and where they are lacking. Where do you excel?

2) Never say a bad word. Why? It makes you look like an idiot. Know WHY you’re different and why the customer should choose you.

3) If you lose a deal – send a card. A thank you card that is. Be a gracious loser. No whining, pouting or getting angry. Ask your client what they would have needed from you to choose you. Then send them a thank-you card thanking them for giving you the opportunity to quote on their business. And then stay in touch with new relevant info. The odds are your “competitor” will do neither. You’ll soon discover that your gracious loser status will often turn into Gracious Winner!

4) Out-smart them. Sell ahead by at least 90 days. Get out of the nasty habit of “selling in the month – for the month”. Tap into your customer’s budget before they have spent it with someone else.

5) Create alliances. You’ve heard this from me before. There are certain competitors who should be your best-friend. You can help each other grow, pass business back and forth and motivate and challenge each other.

Think Meatloaf Not Miniature Meatball
Look. The world is an abundant place.

So quit thinking small. Quit worrying about what “they’re getting and I’m not”.

All your worrying does is shrink you and expand them.

(Plus all that frowning and grimacing gives you wrinkles)

So STEP UP and start cooking yourself some business the RIGHT WAY.

Love From Your Bossy Sales Diva,

Kim