What has worked the BEST for you

at Networking events?

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

What are you doing to have

successful tradeshows?

I wanted my own ghost actually.

There was a cool old house out in the country that I loved (still do) and I desperately, desperately wished for a ghost! I wanted to see a tall, kind ghost walking through the trees, or see a transparent woman baking bread in the old kitchen.

Didn’t happen. My Casper didn’t show up.

Funnily enough though…I’m like the kid from the movie who sees “dead people”. Now I see “Casper-the-ghost-sales people.”

Now you see them – now you don’t.
Now I see you – now I don’t.

Right now there are customers you need to call and you’re avoiding it.

Maybe you screwed up the bill.
Maybe you forgot to send the proposal.
Or you’re mad at them because they went to your competition.
You’re offended they haven’t returned your calls or email.
Or you’ve dropped the ball so bad that even THINKING about this client makes you feel ill.

You’ve officially become Casper The Ghost to them.

But here’s the catch o-wispy-one.

They’re probably NOT mad at you.
They haven’t kept track of how long you’ve disappeared…they have a life!
(1 year feels like 6 months to them…6 months feels like 3 months..get the picture?)

And you’ll FEEL SO MUCH BETTER if you grow a back bone instead of a wish-bone and call them.

So. Do. It.

Part of the deal was that she also had to save up some money for the trip.  She’s been working diligently for a year doing odd jobs, babysitting etc.

We were chatting the other day about NY and she was chewing her lip.

I asked “Hey – what’s up? Got something on your mind?”

She looked at me with a frown and said “Auntie – I want to make some quick cash for our trip.  Do you need your car cleaned?”

I laughed and said “I’m sure we can arrange something!”

My niece’s comments tied in directly with all of the email I’ve been receiving lately.

Here’s some examples:

• “Kim – I’ve just lost a major contract – it’s caught me off guard – what do I do??”
• “I think I need a paper bag to breathe into…my sales are slower this month than I thought!”
• “Kim – help! I’ve had to reduce staff but I need to increase our daily sales – any ideas?”

and last but not least….

“Sales Diva -Do you have ideas on how my company can make some quick cash?  There are some opportunities I’d like to jump on but need extra cash flow.”

I do have an idea for you so hang on everyone!

Do You Desperately Need Some Quick Cash?

I don’t care what size of company you are – everyone needs cash flow.

Maybe you’ve been hit recently by something that has your cash reserves dangerously tight.  (They feel like last year’s bathing suit)

Or maybe there are some cool things you’d like to do with your company but you need extra cash flow FIRST.

No matter what the situation do the following:

Step 1:  Breathe.  You can handle this.

Step 2:  Step away from your computer and get a notepad.

Step 3:  Start scribbling your ideas after you’ve read the rest of my email.

If You Need Money – Go For The Low-Hanging Fruit

My niece thought of the quickest and easiest way to make money (cleaning my car) mainly because she isn’t in business.

If she was – she would have tried too hard to think of some outrageous, difficult, expensive way to make money. (Ever done THAT before?)

Lady -I want you to go for the low-hanging fruit instead.  And remember this is a strategy that uses what you already have…and you can use it at ANY TIME of the year.

Often the fruit that is on the lowest branches of a tree gets overlooked.  Everyone is looking at eye-level or higher.

What affordably priced products, services do you have that you can:

• Bundle together for a Special Limited Time Offer?
• Have a “Blow-out Price” for your best customers?
• Offer a special gift/discount to your best customers that they can also send to their friends?

Go have a cup of tea.  Write down all of the products and services that you have to work with.  And sell some low-hanging fruit to your customers!

So there.

P.S, I’d love to hear what you come up with…and also any ideas about what we should see in New York!

Love from Your 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!

My friends Vic and Lisa Johnson are doing this crazy marketing test where they’re giving away Napoleon Hill’s “Think & Grow Rich.”

I’m helping them with their big giveaway and wanted to make sure you got your copy before they take this offer down.

Get the details here: www.FreeTGRbook.com/SalesDivas

Feel free to pass this on to friends. They can get one too if they act right away.

This is one of my favorite books. I know you’ll love it!

Love From Your Sales Diva,

Kim

P.S. Vic and Lisa are actually shipping these so you need to give them your address before they run out. Details here: www.FreeTGRbook.com/SalesDivas

We’ve been working behind the scenes in the Sales Diva Studios making LOADS of new products and services that will be announced over the next few months. (Hint: New website, new Diva pics, new products/services and SOMETHING HUGE that will launch next year)

My team says we need TO MAKE ROOM for all this stuff we’re producing – so I’m holding a FALL COMBO SALE on 2 of my HOTTEST PRODUCTS.

You receive my best-selling book Tickled Pink – The 12 Secrets of Attracting Delightful Customers AND the 2-hour – 2 Audio CD set that matches the book!

I love learning in different ways….read in front of the fire and then have me in the car with you too (you knowwwwwwwwww I’m all about the sass on my audio CDs as well!)

Want to increase your sales? Then invest only $50 (you’re saving 25% right off the bat!) AND for the FIRST 100 ORDERS – you get FREE SHIPPING.

Yep. I’m a generous Sales Diva.

So get cracking and order some for your team or fellow women entrepreneurs – you KNOW they need me!

Click Here:

http://tinyurl.com/TickledPinkPackage

P.S. Remember you save 25% PLUS you get FREE SHIPPING (in North America only)

Once again, here’s your opportunity to not only send a sales and marketing related question to me BUT TO ALSO leave your opinion or suggestion, helpful hint or resource for other people who have posted a question!

This week’s question is from Erica Widdup. She asks:

“How can you quickly establish credibility with clients who are unfamiliar
with your company when you have a line of products that are more personal
(like skin care and cosmetics)?“

Have your say! How can Erica connect with clients?
Share your thoughts and advice in the comment section.

Help us Help You!

We’re running low on questions, so send your own Dazzle This Diva question to:
info@salesdivas.com and don’t forget to include a link to your website! A website will allow people to find out more about your company and better answer your question. And, hey, it’s free advertising!

My cutie pie niece recently celebrated her 11th birthday.

And of course, one of the traditions for a birthday is to get the Royal Bumps as well as “A Pinch to Grow An Inch!”

If you’ve never heard of that line before or don’t know what it means – is you give the birthday person a little pinch and say ” A Pinch To Grow An Inch!”

Maybe it’s just a weird Canadian thing – let me know!

So I Was Thinking….You Probably Need A Pinch To Grow An Inch!

There certainly has been lots of complaining going on lately. 

And something I’ve also noticed is that most people like to blame others for what is going wrong with their biz. (and their lives)

The recession.  Their customers.  Their banker.  Their husband.  Blah, blah BORING!

 Hey – Did You Just Feel That???

I just gave you a PINCH TO GROW AN INCH!

I think its time for you to SNAP OUT OF IT.  (That’s my mom’s phrase by the way!)

I want you to grow this year….and you know what? It doesn’t matter what is happening with the economy. 

Hate to break it to you cupcake but this isn’t the first recession and it certainly won’t be the last.

However – there are millions of business owners who are proactively growing their businesses and making money RIGHT NOW (I’m one of them!) because they know THIS IS THE PERFECT TIME TO GROW.

Why? 

They realize this recession is the perfect PINCH TO GROW AN INCH motivator!  Yes – some companies will fall by the wayside. 

 However in a capitalist marketplace (and thank goodness for that) :

• The strong survive. 
• The flexible survive.
• The people who know how to build a community of customers will survive.

I Diva Dare You to decide TODAY that you’re not going to be angry and whiny about your situation.  Really – you’re boring everyone to tears.

Instead – GIVE YOURSELF a pinch to grow an inch and you’ll be delightfully surprised at the opportunites that are currently around you.

 So there.

Think about ALL of your clients for one moment.

Then think of ALL your suppliers.

Which clients and suppliers make you CRINGE each and every time you think about them?

 YOU KNOW THE ONES I’M TALKING ABOUT

In fact, because I have Sales Diva ESP, I know as you were reading this – SOMEONE or SOMETHING that makes you CRINGE just popped into your head.

Told you!

A word of Sales Diva advice? They’ve GOT TO GO!!

Listen Lady.

You’ve put too much money, energy, sweat, tears, hard work and sleepless nights to work with anyone who makes you cringe.

So find an alternative.

Get creative. 

You’re NOT TRAPPED in any way, shape or form.

 So there.

Love from your Bossy Sales Diva,

Kim