This is how you can sell more in a crazy busy world

Growing business through sales training and business development

First I wanted to welcome new subscribers!  I’ve said this, but I wanted to repeat that I am so grateful people are finding this good and helpful content!  I am completely dedicated to help businesses be as strong as they can be.

So today’s subject is how you can sell more. (isn’t that all of our desires?  More business?)  You can be a designer, sales person (and again..designers should know that they are sales people), product company, showroom or any business in today’s crazy world.

The reason I thought of this is that I was listening to a broadcast that was talking about all the newspapers and magazines that are going out of business or certainly cutting back by doing smaller publications (If the Chicago Trib gets any smaller it will be the size of Readers Digest).

They also said videos were rising and surpassing reading.  People would rather look at videos than read. Why? It was easier..people didn’t have to take as much time….way to overcome information overload. Zero in on their needs.  So the successful media outlets are “keeping up with the times.”  They are realizing they need to do things differently or they will go out of business.  They need to be relevant (see my recent post), give their target market what they want in the manner that most suits them!

Why is Pinterest increasing by leaps and bounds over other social media sites?  Fun..easy…images.  If you don’t believe me, here is a highly respected social media company’s take on Pinterest.  And the ultimate new way to communicate..infographics!

http://socialmediatoday.com/monica-romeri/1254696/soaring-popularity-pinterest-infographic

But this is not about a blog about Social Media (even though it does play a big part in business).  It’s about how do you get more business in this crazy information overload world.

I started to think about my own business and for a few years starting in 2008 how vulnerable it was.    Why was my business suffering? And now in 2013 my business is growing again!  What did I do differently? Looking back I realized my errors.

I STARTED TO PRACTICE WHAT I PREACHED!  (I understand I am exposing my own vulnerabilities  but I am willing to do that to show that what I preach really does work..even for my own business!)

So what did I do differently?  I was became extremely focused, persistent, determined, articulated my value, put in new strategies and realized that I have to do business differently.   I got off the hamster wheel I was on for a few years. Trying to grab that next shiny object! (that, in my opinion, is the opposite of focus.)

That began to get my message above ALL the noise that we are barraged with every day.  It was a way to cut through all the clutter and get the right message to the right people.  I figured out what people wanted (uncovered needs/market research) and gave it to them in the way they wanted it.

Bottom Line:  I became valuable to my target market.  

I defined myself differently.  In 2001 when I started my business I was coming off a very successful career where I worked very successfully with most of my future clients.  And it was enough to just take them to lunch and get hired.

No longer!

So getting off the hamster wheel long enough to figure out your value and speak to your target audience (after you NAME IT) and uncovering their needs will work.  Now your target market will notice you because you (or your product) are important to them because it fits their needs!

I am also here to help you!

And speaking of giving people what they want. I wanted to give all of you an affordable way to work directly with me.

So here it is!  A brand new Membership Group (click) especially for you. This is a great way to grow your business!  It is totally based on ANSWERING YOUR QUESTIONS every single week by me!  Can’t make it? that’s OK, you get recordings!  And best of all?  It’s only $37.00/month!  And you can stay completely anonymous, if you want, but the way I have formed this group is to keep all the information relevant specifically to you!

I always love your comments.

You can join my Facebook page.  I work very hard at keeping information relevant, fun (that’s the way I work!), focused, inspirational and an on occasion share what is happening with me.

Are you sure what you are doing is relevant to building your business?

Growing business through sales training and business developement

First, I want to warmly welcome all my new subscribers.  I have been blogging since 2009 and I am happy to say that the views and subscriptions keep going up!  That makes me so happy to think people are finding my writing interesting and relevant and I hope  helps with your marketing and sales efforts.

“The economy is still in a crisis. Some will define it in other words, like recession or downturn, but the actions you take over the next few months will shape your world for the next decade. Crisis is the best time to effect change”.

Speaking of change and relevance.

I am a learning geek and always wanting to improve the way I do business and thinking of new ways to approach business and sales growth.  So I am an ardent reader of business, sales, motivational and social media blogs, books, and attend events..I do it all!

I am barraged with newsletters on everything from social media to sales training and marketing.  And most promise if I just sign up for $950/month I will grow my business to 7 figures the way they did.

We’re asked to Facebook, Tweet, Linkin, Pintrest, Blog, Houzz, Newsletters, Podcasts, Video….ARGGHH!

I realize is there is SO much information on what the best thing is out there, it’s mind-boggling.  But the question is what is relevant to MY business.  What shows me exactly what I need to do to attract MY target market (businesses in the Interior Design industry).

I am not a techy, but I am a business person who deals with facts!   I have found that what’s in your head about the best way to grow your business isn’t necessarily what works for YOU.  How do you know the information you get will be relevant to YOUR business? Because what’s good for an ice cream company or a bank  or a restaurant or EVEN a small business may not be relevant to the interior design industry.

So here are a couple of ways to make sure you are dealing with factual and relevant information.

(1) Use Google Analytics for your website. See what your traffic is, where it comes from and if what you are doing is relevant to secure more business.

(2) If you blog, that will give you its own analytics.  Take a look at them and see what people are most interested in when they read your blog.  See if you get any spikes in Web traffic (did you know that’s the primary job of Social Media?).

(3) Join my new membership group (Oh what a crafty way to work that in, huh?). But it is an incredibly easy way to get information about your design business from a person who deals only with the design industry. It’s based solely on answering YOUR questions. The issues that may be keeping you from your best year ever.  And if you can’t make it, you email me your question, I answer it on our weekly call and you will have the recording! So your questions will be answered.  And it’s only $37.00/month.(there is a discount for 4 or more people from the same company)  It starts May 5th and if you are the first 10 people to sign up, you will get a FREE 1/2 hour one-on-one call with me so we can start out strong!  I still have a couple of places left!

Most importantly, it will ALL be relevant to YOU and your business!  The most important person in the success of your business.  

Please feel free to subscribe to this blog.  I only post when I can really be helpful to you.

Also..you can join my Facebook page.  It’s filled with relevant business tips and inspirational posts, I promise!

Are you planting seeds for more business?

Sales & Management Training and Business Development for the Interior Design Industry

Hello all new subscribers!  Welcome!  So glad we are building a great community here.  And I am really happy that you think I add valuable content to help you.  That’s my mission!

Please feel free to join my Facebook page, too.  I only post helpful or motivational things (OK..once in a while my dog and cat get posted..)

Today’s subject:  Marketing and planting seeds for your future.

So many times we get so busy working in our business and we fail to work on our business.  Oh yes, we post on Facebook and Linkedin or Pintrest and we go to networking events and maybe even send out marketing material.  But what do we do to reel those sales or clients in?

That happened to me 5 years ago.  Going along in my already 7 year old, very successful company, when this horrible economy hit.  WOW..lost my clients!  And I was so busy working on THEIR business, despite all I knew and preached, I forgot to market my own.

So there I was with no clients and what do I do now?

Thank goodness I did lots of speaking gigs all over the country on “How to Grow Your Interior Design Business” and I was happy just teaching designers how to do that.  AND I began marketing like crazy.

Do you know that almost every business book I have ever read (and there’s been a lot..here are some I highly recommend) tells you that you need to spend 25% of your time marketing your business when you’re busy and 60-75% of time when you’re not.

After all, I don’t want to be that “best kept secret”, do you?

So what are some ways you can keep your business profitable and long term no matter what the economic times?

Here are some things you can do now. (And I now practice religiously)

• Leverage Social Media. Find out using analytics if your Social Media is working for you.  Though you need to remember, (1) it’s a way to NETWORK – NOT sell! (2) Always post for your target market NOT you!
• I am not a fan of mass mailings.  Think about all your “junk mail”. What do you do with it?  I throw it away before I leave the mail room.  Sometimes, honestly, I don’t even look at it.  If it looks like mass mailing, I am sure they are throwing spaghetti at a wall and I don’t think it would be relevant to me.
• I am a fan of targeted mailing!
• Keep track of costs(that includes your time!) and make sure you are getting a big return on your investment. I am sending a very targeted mailer out next week.  It’s very cost effective, so if I get one good client, I have made up my costs and then some!
• Don’t stop with one anything.  It takes 7-10 “touchpoints” for anyone to take action.  Count how many times you have “touched” a potential client (oh yes, in a MEANINGFUL way, not just follow up. Click here to read my post on that.)
• Put it on your calendar.  When I started to do that, my productivity skyrocketed!
• When you are focused on your task, my friend Liz Lynch taught me about a Sandbag List.  Keep a piece of paper or journal next to you when you are working and write down all the tasks that come to mind.  That way you can continue for FINISH your task with no interruptions. AND
• PLAN…PLAN…PLAN!  And the EXECUTE!!  Do not forget to pull the trigger.  Many get caught up in the planning and being perfect (especially in a visual world such as design).  Get it out there!

We all need to put time into marketing even when you are busy!  Don’t have that roller coaster approach to business; that feast or famine..never works!  Plant those seeds now.

Oh yeah, and to reel them in you have to SELL!  Oh..Oh..did I say SELL? Yes I did..you need to apply the same sales techniques I did for more than 20 years and now I am teaching! Even if that is not your official title, Selling = Business.  You can call it anything you want, business building, business development, client retention, it’s all the same, it’s sales.  And a very wise man who I heard speak when I was in design school and then ended up working for his company, Angelo Donghia said, if you cannot sell, you will have no business.  So wise!

If you think my content is valuable to the growth of your business, please click here to find out about an exciting, new program I am launching for you.  It will be totally controlled by you and what you need help with in real time.  I will help you solve those problems that are keeping you up at night!  I promise!

Do you know how much business you are losing?

Growing business through sales training and business developement

Now that the economy is slowly coming out of the tank, CEO’s, CFO’s, sales leaders and designers I am speaking with center around the next quarter and following quarters and how they can boost their sales effectively.

I hear things like, “We need more sales!” “If only more of our sales people could perform at a higher level”. “Is our current sales training really most effective?”  ”How much are we losing?” “I need more business like I had when price was not as much of an issue.”

When you really look at your business (that’s vendors/product companies, showrooms, interior designers and even design centers) more like a sales organization and make that the hub of your wheel, your profitability will follow.  Every single time I have trained people to be better at selling and take the spotlight off product,(and I consider services to be your product) guess what happens?  You got it..more business!

Does everyone need sales training? In my experience, it’s a resounding YES, YES, YES!  And now we all need to be sales people, even if that’s not your official title.  People are getting information from so many sources these days, we need to know how to navigate those waters.  It’s a different world.

Every single day we are convincing, persuading, selling, in ways we may not even be aware of. We don’t consider it “selling”.  That’s what plaid sports jacketed used car sales people do, you say.  But it’s no longer true.  ”We all have to be sales people”, says Daniel Pink in his groundbreaking book “To Sell is Human”.  Here’s a direct quote from his book.

“Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now”.

May I also tell you that I know, first hand, how much it costs to not have that belief or to be poorly trained.  Please allow me to give you a couple of examples from my own work history.

I worked for two companies that ran in the red for many years.  They were both losing money on a monthly basis before I worked with them.  So what is a typical school of thought?

Laying off employees and/or cutting back expenses…or both.  From a cost factor, it takes a company, according to research, an average of $25,000.00 in additional costs to re-hire when times get better.

So although I realize that is the common answer to low sales and profitability, (that’s why unemployment is so high during this slow-down) I didn’t agree with this approach and did not do that for the companies I turned around into profitability. What I looked at was INCREASING PRODUCTIVITY AND INCOME! I did not think my employees were as highly trained as they needed to be when it came to business development, productivity or sales. And there was absolutely no strategy to increase business. We had great product, employees were great when it came to servicing clients when they came into the showroom;so what was missing? Pro-active Selling, Higher Productivity and More Business Development.

Instead of coming up with a list of how I could cut back, or worse yet..excuses, I put strategies in place that boosted business exponentially. I strategized, trained and coached my employees from customer service to inside and outside sales people on how to sell more!  That was the trick. Everyone HAD to realize they were part of a sales organization, not a showroom or product company.

And what were the results? Was it worth it?

Well you can actually see them here, but I will share my experience with you. We stopped losing money and started making money.  

I was able to increase sales and even turn companies around without laying off one single person (in fact I hired more people).  Business became brisk and I was able to make those companies profitable in a very short period of time.

But don’t worry, you don’t have to navigate these waters yourself. I can help you!

You don’t even have to take another “do it yourself” program or read another book (OK that may not be true!) or, worse yet, wait for the economy to change.

After years of turning businesses around, managing companies and training people, I am offering a brand new way to grow your business.  It will focus on YOU!  I will be answering YOUR questions on every call and coaching you to reach YOUR goals.

Here’s a link to my brand new “SELLING IN ANY ECONOMY COACHING CIRCLE”.  It’s a VERY cost-effected way of learning directly from me how to be a more effective sales person (and I hope you know now everyone is a sales person!).

We will meet every Friday and I will answer every one of your questions thoroughly and completely.  You will be able to ask any question that pertains to the growth of your business.  AND it is incredibly affordable..I am not kidding about that!

It’s my mission to HELP all of you!  So I wanted to make this a “no brainer” to sign up.

And for the first 10 people who sign up before April 22nd, I will give you a 1/2 hour personal consultation to get you started!  How’s that for motivating you to move now!

Click on this link and Check it out now!

Tips for qualifying to get more business on the spot. Is it enough to want what you offer? This may surprise you!

Welcome to new subscribers!  I look forward to getting you pertinent and helpful information.  That’s my pledge to you! Please leave comments, too!  I love to engage.  And for those who are not, please sign up.  I only blog when I have really helpful information for you.

And before I go any further, I am so excited to pre-announce a great program for you to make more money this year(VERY affordable!) that is coming next week so stay tuned! If your at all curious  why don’t you LIKE my Facebook page.  I’ll be announcing it there. Even if you don’t take advantage of this, you’ll get a ton of motivation and good, solid business advise.

Growing business through sales training and business developement

Yesterday I went on sales calls with one of my great clients.  It is a very beautiful, high-end, residential furniture line. We made appointments with 4 design firms that said they were busy.  I was thrilled with the prospect of selling..selling..selling!

However, as we found out, most of these firms were busy, just not the kind of business that would support the pricing of the line we were showing them.  How did we know?  We asked qualifying questions to uncover what types of clients they currently had and what their current needs might be. (drilling down, as they say)

Many times, sales people ask the question, “So how’s business?” Many times they reply, as these firms did, “oh we’re really busy!”  YEAH!  I know many stop there because I have been caught in that trap and I’ve witnessed it, too. I was thrilled they were busy and more thrilled when times were tough.  Just to find someone  with business or may even be looking for a product or service you offer is a coups, right?  I didn’t want to ask anything else because I would be afraid it would be too invasive or pushy and I just wanted to be liked!  Or if I found out the truth, my job became even more difficult!

But stopping at that first question just makes busyness, not business.

As I have learned over the years of selling and training sales people, there are ways you can find out without being a hammer or appear too pushy.  You can be, what people have called me, a “velvet hammer”.  And for those who have seen my speech on “Selling in Any Economy”, you know I suggest you “pepper” them throughout your presentation so it doesn’t feel like the 3rd degree or too prepared.

An example I used yesterday was “Just curious, how has retail effected your business?”  That gives you relevant information as to how your product may fit into their projects (or not). This strategy can also help you frame your product so that it becomes more valuable to your client.  Because people buy what they perceive as valuable.

To continue this scenario  if the client answers, yes, my clients are all wanting to buy retail.  They all have limited budgets and when I price out items that I have used in the past, they bulk and don’t want to pay that price!  Doesn’t that give you a ton of information?   It did us! And we knew, right then, they would probably not be an account we would call on as frequently as someone whose clients had bigger budgets. And that wasn’t pushy at all, right?  In fact you were just concerned about their business.  WIN WIN!

And interior designers who follow this blog can do the same exact thing with potential clients (AFTER and only after you have a target market!)

BIG BENEFIT: Not wasting precious resources on lost causes.

I am not saying you should not follow up, put them in your “funnel” again; just don’t put them into your sales stream right now.  You need to keep in contact, just not as often or maybe something electronically like Facebook or Blogs.

Another question might be, “When you think of (fill in the blank with your line), what do you think of”. This allows you to see what their perception of the line is and gives you the opportunity to either re-frame to better suit their needs by saying, “That’s partially true. Yes we do very high gloss finishes and we still do, however we also do others that you may not think of us for.”

So you see how this can help you?  It’s your job as a sales person (and designers, you are sales people! We all are) to uncover the clients needs, perceptions and qualify whether they are a good fit for you at this time.

The bottom line is that you can never be everything to everyone and the sooner you find out if it’s a fit, the more business you will have.  I was surprised when I learned that!  It was a little aha moment in my business life.

If you want a free report on 10 best tips to incorporate right now, just click this link.

Seriously? Do you think you’ll get more business if you “leave it up to the lead to call back?”

Sales & Management Training and Business Development for the Interior Design Industry

First I would like to welcome all new readers and subscribers!  I love when people leave comments and I have been getting more feedback..so continue…please!  It helps me give you more of what you want me to cover.

I know most of you who read my blog or my Facebook page know that I “out” people good and bad when I have  experiences in my own daily work and life.  I love to be a keen observer of techniques that people (in this case, supposed sales people) use that either put a dime into their pocket or take a dime out!

OK..this is definitely a DIME OUT!! Sorry, my keen salesperson…NOT!

The latest thing online companies are now doing, in order for you to download free white papers, is to put in your phone number.  And they will not, many times, allow you to download the paper until you do put that number in.  OK..well if I am really interested, I will.  But I do know that I will probably receive a call from them, so frankly, I know what I am getting into and that’s fine.

So..today someone called from a company I must have downloaded a white paper from.  He announced himself and IMMEDIATELY went into his pitch!  No small talk, no uncovering my needs..he did not even ask WHAT I DO!  He just said I contacted his company to sign up for their services..Really?  I think I would remember if i signed up for a service I had to pay for.  (I know I may forget some things…)

I seemed a little taken back and said..”let me look at your website to see what you do”. After I logged on I said, “I don’t know if I would need these services now, but if you want to follow up in a couple of months, feel free to contact me”.

He practically interrupted me and said…”Well you have my information on your phone, call if you’re interested”.  That was not only rude, but he was clearly impatient and, even though I kept the door open for him to follow up, he was going to leave it up to me to do so. I actually gave him an open door opportunity and what did he do?  He slammed it shut.  Obviously, he does not read this blog or any other sales material that says it takes up to 10 touch points to get a sale.

I promise, I will never use this company; considering there a tons of competitors that I would hope, would be much more interested in me…as the consumer.

I also promise, if you consider taking my upcoming e-learning class that I am currently putting last minute tweaks on as we speak, you will never, ever learn that technique from me.  That is not a follow up technique or strategy I would ever choose to teach people.

But it’s an interesting tactic in this economy..leave it up to the consumer to follow up..hmmmmm.  As Dr. Phil says, “How’s that working for you?”  And I just know he’ll go back to his manager and have all kinds of “logical” excuses as to why his sales are low.

If you would like a report on “Ten best sales tips you can use right now”, please click on this link and fill out the easy contact form.

I would also love to hear from you..so please leave any comments or stories you would like to share.

And…please sign up for my Facebook Page.  Lots of good info and motivation..what I love to share.

Words can mean gaining or losing business

Yesterday I had a meeting with a woman’s group here in Chicago about giving my sales training to women owned businesses.  YEAH!  OK, I am writing that not to brag (although it would be amazing to be able to help women owned businesses), but to illustrate a point that words and actions can make or break a deal. Unfortunately for people that I come in contact with, I am always assessing, in my mind, if they are good sales people or not. And it’s my belief that we are all sales people…everyone who deals with customers (and don’t we all?)

I park my car with a valet service in the loop.  Easy and affordable!  But I could not find my ticket, so the valet said, “oh don’t worry, what is the make of your car?”  I told him and he said, “we’ll get that right away, but it may take 5 minutes or so; why don’t you duck into that building and keep warm.”

Instead I went into a very expensive gourmet cupcake store (I know..not healthy, but it beckoned!)  There were five people in the store all talking with each other as I stood there.  Not a good start in my mind, but let’s give them a second chance.

I just wanted one of their cute mini cupcakes, but there were so many choices.  So I asked what two out of the ten or twelve choices were and the woman seemed very irritated (the tone of her voice and no smile AT ALL)that I had the audacity of asking.  I decided on the red velvet and she pulled it and put it on the counter.  Then literally went to the back to talk with the others.  WHAT?

So I stood there and waited for her to come back and take my money.  It took a few seconds, but she came back and told me it came to $1.62 (that may sound like a lot, but if you could see how tiny these were…and there regular size cupcakes art $2.95).

I handed her $1.00 and she repeated, before I could even get back into my wallet, it’s $1.62.  I said..oh I am getting the other dollar and she said “no worries”.  WHAT?  Do I look worried?

I saw a flyer on the door about children’s baking classes.  I have a nephew who loves to cook and thought it would be cool to do with him.  So I asked the same woman about it and she literally pointed to a sheet on the counter and said, “that’s the information” and walked away.

I then went outside to get my car and the valet said how sorry he felt that it was taking so long and apologized.

Now I know you can figure out what happens to both of these businesses.

I would absolutely NOT pay $2.00 let alone $50.00/person for the baking lessons.  I will also never, ever go back to that bakery no matter how delicious their cupcakes are.  But I would go back (and will) to the valet service even if their prices increase!

Lesson…please be aware that for every action their is a reaction.  I can be good or it can be bad..it’s YOUR choice.