Diva Sales Tips

  Years ago, I actually got into selling by default.  But I learned something about selling that THRILLED my customers!

I was straight out of college and working for a weekly real estate newspaper.   It was a  junior “combo position” - I sold ads to outside advertisers, helped them to design it, wrote classified ads, I even helped deliver the newspapers and cleaned the office! 

 All on 100% straight commission I might add.

It was actually an unbelievable experience and one that I’m very grateful for.

Why?

It taught me the POWER OF THE IDEA. 

 I wasn’t a “natural-born salesperson” (no one is really) but what I excelled at was coming up with unique ads, advertising campaigns and promotions for my customers that made them money.

And I learned very quickly that customers buy from those who:

•  care about their business
• ask smart questions
•   come up with unique ideas that solve their problems.

How are you doing in this area?

A resource that I use to plant seeds in my mind and in the minds of my clients is called www.trendwatching.com

It is a fabulous place to see what Trend Watchers all over the world are noticing as trends in business as well as in the lives of the everyday person.

Visit the site OFTEN.  And then give the relevant ideas to your customer or give it a twist and launch it as something cool.

All of a sudden you move from being “just a salesperson” to someone they trust, like and respect.

 And that’s thrilling!

So there.

So many women shiver in their stilettos when they have to get up and do some public speaking.

 And yet - it is one of the FASTEST ways to grow your database of clients and potential customers!

Why? Because if done properly, you provide tips to your audience in a short period of time that positions you as THE EXPERT.

 And guess what? Experts make Wayyyyy more money than the average person.

 Definitely one of the best resources  I use (and everyone learning how to public speak should use) is here - follow the link to check it out! (P.S. You’ll see me on his home page!)

 www.amazingpublicspeaking.com

I recently posted an article in my ezine that has had an INCREDIBLE reponse from my readers and web traffic - have a look below:

OK - I’m a grown woman and can admit this.

I CAN’T WAIT for the new Sex and The City movie to come out!!

I was one of the die-hards who loved the HBO show as soon as it launched and I definitely helped spread the word of Carrie, Samantha, Charlotte and Miranda.

And I’m not the only one.

Millions of fans (many of whom came from watching the syndicated re-runs) are waiting anxiously in their 3-inch stilettos to shell out their hard-earned cash for the movie.

You gotta love the frenzy!

So What Is The BIG Sales Lesson You Can Learn From Sex and The City?

Oh and this is BIG.

What did a little HBO television show that was only on air for 6 years (and barely made it through the first 3 seasons by the way) do to garner such attention?

It turned women (and many men) into RAVING FANS.

How?

Although it was different, risky, often shocking…what it did best was portray female friendships. It absolutely resonated with the hearts and minds of every woman who has ever dated a dud with small hands and bad breath or struggled with finding their way in this world.

You can never say that Sex and The City played it safe and didn’t take chances. You may love or hate the show but what you can’t deny is THE POWER OF THEIR FANS.

Heck - I even went on a cheesy tour when I was in New York last fall (and yes - I was on Carrie’s steps of her brownstone)

Why? I’m a fan.

Let me ask you something about what you do.

Do you have fans?

Does Your “Fan Club”…

• help spread the word about your business for free?
• notice you’re taking some chances and launching new products and services?
• supply you with ideas on how to grow your business?
• hear from you on a regular basis - via an e-zine, event, direct mail and the phone?
• buy everything (or almost everything) you put in front of them because they TRUST you so much?

If so - then congratulations! If not - then lady - you have some work to do!

Creating a community of fans is the BEST thing you can do to grow your sales. It takes time, hard work and dedication to rising above the HUMDRUM.

Instead of putting all that time into cold calling strangers - how about speaking to the people who already love you? And then ASK THEM to tell people about you! (which they’ll do anyway if they love what you do)

Sex and The City Gets It And Always Did

Remember - you are your VERY own version of Carrie, Samantha, Miranda and Charlotte. And it is possible for YOU TOO to have a group of fans for your business.

So whatcha waiting for lady??

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?

OK - don’t laugh - I just used one of my Dad’s favorite expressions!

As much as I HATED this phrase as I was growing up - he was absolutely RIGHT.

What Does It All Mean?

It means - DON’T WAIT until you’re DESPERATE for MONEY to start selling.

Why?

Because - desperation REEKS and your customer can smell it a mile away!

What Happens To You When You’re Desperate For Cash?

• You Take Anything You Can Get. Uh-oh. This is how you get hooked up with customers that aren’t right for you, who don’t appreciate you and who are probably going to end up being a TON of grief. (ever been there?)

• You Drop Your Rates. Yikes.  You end up charging less than what you’re worth and now you’ve actually TRAINED YOUR CUSTOMER to expect this low price.

• Your TRUST Factor Goes Downnnnn. How? Because customers/potential customers can feel the negative energy pouring off you.  And guess what? It makes them BACK OFF - possibly forever.

• You Are Stressed Out. Hey - we’ve all been cash-strapped at one time or another. You had better have a back up plan sister.  Waiting until desperation strikes causes you sleepless nights and frantically rolling eyeballs. (neither of which do much for you I might add!) 

So What Should You Do?

Start Digging.

Do you want to know my stress-free sales formula?

Sell AHEAD.

As in a minimum of 90 days ahead.  When you stop selling “in the month - for the month” you start being proactive and also much more professional.

Why?

Because people who plan ahead are thinking about their client’s best interests.

And that’s the ONLY PLACE you want your focus to be on.  Because when your client is happy with you - your sales will reflect it.

So there.